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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 seeing partners selling more lines of business?

We are also seeing traditional data center partners who are interested in putting to good use our workforce transformation technologies that bridge some of those lines of business and help us acquire new customer in the client space or client customers who are sort of morphing into more data center space, especially when they start to think about selling as-a-service offerings. It's really across the board, but the bulk of [partner cross selling] is inside the data center.

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