‘No Change’ To Dell’s Direct Sales Compensation Strategy

Last year, Dell Technologies President of Global Sales Bill Scannell *pictured) said the company’s direct sales compensation strategy is channel-neutral, meaning, “we don’t pay Dell sellers more or less” if it goes through the channel or “if we have a direct relationship with the customer.”

“Our strategy is to grow faster than the market and through all routes to market—whether it’s directly with our customers, or through our partners, or through our alliance partners,” said Scannell. “That’s across the entire portfolio.”

When asked if Dell’s direct sales compensation strategy had changed from being channel neutral, Dagher said there’s “no change” in the strategy.

“There has been a no change since the last time you spoke to Billy [Scannell] about that. We’re still focusing on the go-to-market strategy, on our customers, and our partners, and the channel numbers are great. But there’s no updates from the last time that Bill shared the information with you,” she said. “We’re absolutely focused on number one: our partners, customers and the success that we’re seeing.”