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Dell Partner Program Enhancements: 10 New Incentives And Tools

CRN breaks down the 10 new incentives and tools in the Dell Technologies Partner Program that every channel partners needs to know.

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Streamlining Sales Organization And Leaders

Effective this week, Dell Technologies no longer has a separate commercial and enterprise sales organization. In its place is a combined enterprise and commercial sales organization led by longtime Dell EMC sales veteran Bill Scannell (pictured). Dell’s new global sales leader said the move will help streamline the sales process in each region across the globe.

Scannell said when Dell acquired EMC and VMware in 2016, there was both an enterprise and commercial sales organization with different country managers and segment managers for each region.

“We’re going to organize under one leader. So in every country, there’s going to be one leader. Now yes, we will segment within regions, within countries – so we will organize around our customers and how our partners go-to-market -- but this should really simplify how our partners work with us and offer a much greater degree of consistency in who they deal with and how they deal with us in the field,” said Scannell. “And when we do that, when we take simplicity and we eliminate the complexity – it equals scale. We should be able to scale our mutual businesses and grow much faster in the market. … We have the portfolio, we have the team and we have the partners to go and take massive share in fiscal year 2021. I really want to take our partnerships to new heights.”

 
 
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