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Dell CFO Tom Sweet On Why Going Public Will 'Catapult' Dell Forward

‘From a channel perspective, [going public] should open up additional velocity as we think about how do we more effectively go to market and position integrated solutions,’ says Dell Technologies CFO Tom Sweet in an exclusive interview with CRN.

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How big of a year is 2019 for the new publicly held Dell Technologies?

It's a year we should use to catapult forward. If you think about what we've done over the last 27 months of putting these two big companies of Dell and EMC together—getting the go-to-market motion and channel programs set—we're still tuning, but we have a lot of the heavy lifting done. We've put a lot of investment in the business over the last 18 to 24 months in terms of capacity—solution capacity, programs in the channel, direct sellers. I want that productivity return now and that ROI to come back from those investments now. So I'm looking for calendar 2019, our fiscal year 2020, to be one where we begin to realize some of the returns from the investments we put into the business over the past 18 to 24 months as our selling motions have stabilized and our coverage models have stabilized and our channel programs have been fined-tuned. I think 2019 should be a great year for us.

Macroeconomic-wise, it's still a good year. It's not going to be quite as strong as 2018 if you think about the macroeconomic environment, but growth is still forecast to be there. I think global GDP is somewhere between 2.5 [percent and] 2.6 [percent] next year. We'll see interest rates setting down a little bit. We have external concerns like trade and Brexit that we're just going to have to navigate through. I think he who executes the best will come out ahead over the next year or so.

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