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CRN Exclusive: Dell EMC Channel Chief Mullen On New Storage Investments, IoT Bundles Ahead And Dell-VMware Partner Program Strategy

"If we can make it easy for partners to actually learn about, understand, package up and sell our broader portfolio, there's nothing stopping us," said Dell EMC Channel Chief Joyce Mullen.

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What kind of improvements have you made to make it easier for partners to sell Dell EMC storage?

We've recently made a big investment in what we call a Center of Competence (COC) around storage management. So if your sending lots and lots of quotes to special pricing, you might not have the right price to start with. This new center of competence, that is part of this reorganization that (Dell Vice Chairman Products & Operations) Jeff Clarke has done, is really an important element of how we're going to make sure we're super competitive on our pricing for our products across the board.

How fast do you want partners to get special pricing?

We're trying to figure out exactly how fast we can do that. But we need to be in the hours range, a small number of hours, not in days.

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