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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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Do you think you get to 70 percent to 80 percent of sales going through the channel at some point?

VMware is more than that. It depends on the line of business, but there is no upper limit. We are focused on net new. We are focused on new LOBs [lines of business]. Fortunately, the cross-selling is working. I think there is still more to do there. We are going to be very focused on services attach and selling more services. Certainly for those partners that haven't started the cross-sell journey, there is lots of additional opportunity there. And then we are going to innovate aggressively in terms of new products and new solutions plus NSX, PKS, Boomi, Dell Financial Services. There are tons of opportunities here for partners.

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