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CRN Exclusive: Michael Dell On Making The Most Of Industry Consolidation, The Channel Program's Fast Start And VMware's Position In The Container Market

Dell Technologies CEO Michael Dell told CRN that customers want to do more business with fewer vendors, and Dell is one of those vendors thanks to its wide portfolio and engaged channel partner ecosystem.

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And those are signs that you're on the right side of a consolidating market?

I think what's also happening with servers, where we're up double digits and HP's down double digits, is that the customer and partners see strength in the portfolio and they're coming with us to do a lot more. We're selling, let's say, three of eight major product lines to a customer, and they say, "Why don't I just buy all eight from you?" That's happening in a significant way. I think the consolidation is going to keep going. The problem is there can only be one No. 1. With the combination of Dell EMC, VMware, and the rest of the family, we're in a very strong position.

Reaction from partners has been over-the-top positive. In my interactions with partners on a regular basis, they're very pleased. We listened to them, we took their feedback, we designed a thoughtful program that meets their needs. They're engaged.

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