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Dell EMC Channel Leader: We Sold Companies And Acquired EMC For A Reason, Here's Our Channel Blueprint For The Future

"We're building a rewards program that makes it advantageous for our partners to put together these pieces to try to drive more cross-selling," said Dell EMC global channel leader Joyce Mullen.

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Partner Blueprint For The Future

Dell Technologies is undertaking a multi-year channel initiative with the overall goal of enabling partners to easily build and sell holistic solutions across Dell, Dell EMC, Pivotal, RSA, SecureWorks, Virtusteam and VMware. Dell EMC global channel chief Joyce Mullen said the $80 billion company is investing heavily in making this a reality with consistent "negotiations" between leaders of each brand.

"The companies under the Dell Technologies umbrella are not accidental," said Mullen, in an interview with CRN. "We sold a bunch of companies. We merged with EMC. We sold off those companies that we didn’t feel fit inside this overall opportunity. And the opportunity is to go after four transformations: digital transformation, IT transformation, workforce transformation, security transformation. We have to make it easy for our partners to put these pieces together."

Mullen talks to CRN about the future of Dell Technologies channel and what partners should be doing today.

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