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Dell’s Bill Scannell On Finding A New Channel Chief And His ‘110 Percent’ Commitment To Partners

‘We will be leaning in to the channel more heavily than ever before to take advantage of what could be a once-in-a-lifetime opportunity to do amazing things in the market,’ says Dell Technologies President Bill Scannell, who is tasked with hiring a new global channel chief.

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How big a priority is finding a new channel chief and what does the search strategy look like?

It’s my No. 1 priority right now. The channel is a critical part of our go-to-market; more than half of our revenue goes through the channel. I was going to take some vacation time, but instead I’ve been speaking to a lot of folks inside and outside the company. The search is on. We have a huge bench of talent inside the company, so there’s no need to go outside. But the way I’ve always done this is, I look at the best talent inside compared to the best one or two folks outside, then make a decision. We didn’t expect Joyce to leave. So I wasn’t on the path of talking to folks until two weeks ago. But Joyce being the professional she is, she gave us almost seven weeks’ notice.

She and I are working together with other stakeholders to figure out what the best option is to preserve all the great things Joyce has done with the channel. Then, quite frankly, if we can continue to accelerate the growth through the channel and improve a few things, we’d love to take the opportunity to do that as well.

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