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Dell’s Jim DeFoe On Retirement, Michael Dell And Advice To Partners

‘The commitment that [CEO] Michael [Dell] has and the passion that Michael has is pretty amazing,’ says Jim DeFoe, senior vice president of Global Distribution for Dell.

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What is your advice to Dell channel partners for the future?

It’s all about understanding our program. Again, we’re driving for simplicity, profitability and predictability. I’ve always been a big believer that if the partner has strong relationships with our channel team – from our channel account managers up to our executives, but also with our segment teams -- having that relationship and strategy of working together and growing the business together is important.

From a distribution standpoint, we look to acquire new partners that come into our program under our Gold and Authorized status levels. Then from an acquisition standpoint within our segment’s teams, we’re working to acquire new end users customers. So the segment teams are very key to developing a good relationship with.

Then ultimately, being able to articulate the end-to-end solution and capabilities that we have from a Dell Technologies standpoint. It’s very critical for our partners and distributors to articulate that and deliver that message.

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