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Dell Technologies Capital's Scott Darling On Running A Different Breed Of Corporate VC Firm

Kyle Alspach

In addition to capital, are you offering connections to channel partners to your companies?

Absolutely. Companies go through phases. The first phase is the product conceptualization, where you're working with the CEO and defining what the product is, figuring out if it solves real customer problems or not. The next phase is the first customers -- you get the product done, ship it, make all the adjustments, maybe you have to pivot. Because three-quarters of our deals are Series A or B [financing] deals, we're very active all the way back into those early stages. Then there's the scaling phase -- you've dialed it in, you've figured out a product, you've figured out that customers like it. Then you start working through all the go-to-market -- do I sell through the channel, do I sell direct, all those kinds of things. What's wonderful about [Dell and EMC] coming together is we have a very broad go-to-market capability. Frankly, Dell had an excellent channel capability, and EMC had a great reputation for its channel. Now as investors we feel like kids in a candy shop, because we have both capabilities. Absolutely, channel capabilities is a huge thing.

 
Kyle Alspach

Kyle Alspach is a Senior Editor at CRN focused on cybersecurity. His coverage spans news, analysis and deep dives on the cybersecurity industry, with a focus on fast-growing segments such as cloud security, application security and identity security.  He can be reached at kalspach@thechannelcompany.com.

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