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Dell Technologies CEO Michael Dell On Channel Sales Growth, The Benefits Of Being Privately Held And The Security Market's 'Dirty Little Secret'

Dell Technologies CEO Michael Dell answered questions at the 2017 Best of Breed (BoB) conference in Atlanta about channel sales growth, the benefits of being privately held, beating public cloud and the 'dirty little secret' in the security market.

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Talk about channel conflict with the Dell direct sales force and VMware and how you have responded to that?

We focus on deal registration. We take 160,000 [deal] registrations a quarter. We would like to do them all perfectly. It is possible to not do some perfectly. When we find things that are not working well, we go and correct them. We have a zero-tolerance policy for mischevious behavior when it comes to our deal registration. We continue to refine the program and get smarter about it. The goal here is for our channel partners to do really well, and the majority of our channel partners are growing and 70 percent of them are earning more with us.

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