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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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You recently told us Dell EMC significantly reduced channel conflict by revamping the deal registration process. Are there any other changes you're doing to drive collaboration between indirect and direct?

Yes. We talked a lot about this at Global Partner Summit. 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. Here's where there's significant opportunity for growth and investment. Here's where we really need the partner support around consulting capabilities. Here's where partners can win and make some money.' Those conversations are going very well.

 
 
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