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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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Where else are you investing to help drop registration escalation?

We are also putting in some more programmatic resources to help ensure that those account plans are happening across all of the territories and in some of our largest accounts where we have the most to gain. That's absolutely underway. We expect a continued focus throughout the rest of the year and ongoing, but that's also going to help us drive a little bit more predictability and a little more simplicity, and ultimately, more profit for our partners.

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