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Dell’s John Byrne: 5 Big Reasons Partners Need To Bet On Dell

Mark Haranas

‘We’re pretty proud of taking share in server, storage and client. We just want more. We want to win more with the channel,’ says John Byrne, president of North America sales at Dell Technologies.

Boosting A Partner-Centric Sales Motion, Simplifying Channel Engagements

We brought all of our channel sellers into the core sellers and brought them under myself. Why? Because we want to simplify the engagement for all of our channel partners. I want our account executives and our channel teams and support teams all together saying, ‘How are we going to win this for the channel? And how do we engage the channel properly?’

So now all the partners have to do is come to our AEs [account executives], get a deal registration and everything is there. That’s simplicity of engagement. We’ve now seen our partner NPS [Net Promoter Score] grow significantly year over year. With the power of our own organization and sales team, the power of the partner community, I do believe it’s the power of the ‘and.’

In North America, I have 10,000 sellers helping us sell. We are led by tens of thousands of channel sellers with our broad portfolio, lucrative back-end and lucrative front-end [incentives], there’s tech refreshes and competitive swaps [incentives] as well as MyRewards [partner program]—we’re going to make a lot of progress.

 
Mark Haranas

Mark Haranas is an assistant news editor and longtime journalist now covering cloud, multicloud, software, SaaS and channel partners at CRN. He speaks with world-renown CEOs and IT experts as well as covering breaking news and live events while also managing several CRN reporters. He can be reached at mharanas@thechannelcompany.com.

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