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Dell EMC's Cook On New Tier Thresholds, Potential VMware Program Integration, VeloCloud, And Pushing Partners To Go 'All In'

'For partners that are going to be all in with Dell, we are going to be all in with them. They're building their business and making exclusive investments with us, so we want to reward them for that,' Dell EMC channel marketing leader Cheryl Cook tells CRN.

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How did Dell EMC come up with the new tier revenue thresholds?

We gave ourselves a range when we launched the [joint] partner program in February to really just ensure, for the benefit of the partners, candidly, where they settled into. After two successful quarters and with quarter three under our belts, we announced what the minimum revenue thresholds were. Honestly, they were right within the zone. So from a planning perspective, we did our very best with the data we had at the time, and now the data has validated that the revenue thresholds are in line with where partners can achieve them. We've been pretty consistent in what our strategy is and what our priorities are for the partners. … We want to drive share gains.

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