‘If You Don’t Have Alignment And Accountability, You Have Nothing’
Dell Technologies is realigning its global channel structure and transforming its sales organization around a strategy dubbed “One Dell Technologies” with the sole purpose of driving more revenue through channel partners, which already generate a whopping $52 billion in annual sales.
Bill Scannell, president of global sales and customer operations, is revamping the Round Rock, Texas-based infrastructure market leader’s global channel executive structure and sales organization to better fit Dell’s mantra of “simple, predictable and profitable.”
“Now when I have my most senior sales leaders John Byrne and Aongus Hegarty also own the channel, then now I can hold them accountable for the success of the channel,” said Scannell in an interview with CRN. “So as we come up with our go-to-market strategy, vision and our programs–it’s not just [global channel chief] Rola [Dagher] and I saying, ‘The channel is important’—it’s every sales leader around the world saying, ‘OK, we got the marching orders. Now we’ll go execute and grow the business.’ So it’s much tighter alignment and accountability. In life, if you don’t have alignment and accountability, you have nothing.”
Scannell also talks to CRN about the process of selecting Dagher as the company’s new global channel leader. “We had lots of phenomenal choices inside and outside the company,” he said. “It became a very easy decision.”
