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CRN Exclusive: Channel Chief Byrne On The New Dell EMC Unified Program, 'Zero Tolerance' For Violating Deal Registration And Fixing Unrealistic EMC Partner Sales Targets

Dell EMC Global Channel Chief John Byrne spoke with CRN about the new four-tier Partner Program which will roll out Feb 1 and his 'zero tolerance' policy for direct reps that violate deal registration.

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What drove the decision to change the program's name and the names of its tiers?

The partners were all like, 'can you please drop Direct from PartnerDirect?' They were saying Dell and EMC have got phenomenal brands and powerful brands, please leverage it. No buzz words, no catch phrases of the day. We're getting really predictable in terms of what we want from [partners] so they're not having to guess. One thing EMC does do a good job of is something called 'tier envy.' With us, classic Dell, we don't have that tier envy going on.

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