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CRN Interview: Dell EMC Channel Chief On Direct-Indirect Account Planning And Cross Selling Momentum

"We are specifically spending a ton of time with our sales teams to focus on account plans for key customers and getting very very specific about, 'Here's where the partners can help the most,'" said Dell EMC's channel chief Joyce Mullen, in an interview with CRN.

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Dell EMC's Channel Sales Strategy

Dell EMC channel leader Joyce Mullen said the company is focusing heavily on driving better collaboration between its direct sales teams and channel partners.

Mullen, a 19-year Dell veteran who became president of global channels, OEM and IoT solutions in November, said the investment will help Dell EMC drive more predictability, simplicity and profit for its channel partners. The channel chief has been critical in the company's recent storage market share gains by implementing new programs, incentives and lowering channel registration escalation to drive partner revenues in 2018.

In an interview with CRN, Mullen explains her company's indirect sales strategy and where she is seeing partners sell more lines of business throughout the Dell Technologies portfolio.

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