Dell Channel Chief Cook: Not All Cisco Partners Getting Meaningful ROI

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Cook Talks Competition      

Cheryl Cook, Dell's vice president of global channels and alliances, said Cisco Systems partners are showing increasing interest in Dell as the Round Rock, Texas, company promotes its open networking solutions.

It helps that Cook's focus is on aggressively taking partners and business from key competitors. "If I'm displacing Juniper as well as if I'm displacing Cisco and Arista, then I'm happy to do that," she said in an exclusive interview with CRN at Dell headquarters. "It's not about one OEM. We are absolutely taking an aggressive tone and posture."

Cook said Dell's strategies around open architecture, flexibility and partner agility seem to be resonating with Cisco, Hewlett-Packard and IBM partners as the burgeoning software-defined market gains momentum.

Taking aim at several key competitors, Cook said Dell is prepared to live in a hybrid cloud environment while others "have a public cloud agenda," adding that the flexibility Dell has since being taken private in $25 billion deal in late 2013 allows the company to be objective and to offer customers solutions that promote favorable business outcomes.

What follows is an edited excerpt of the interview. To read the full Q&A, check out the CRN Tech News App on Monday, June 22.

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