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Dell’s Joyce Mullen On 2020 Channel Strategy And Partner Incentives

From pushing cross-selling to better promoting security, here are Dell Technologies’ top channel initiatives in 2020 according to Joyce Mullen, Dell’s global channel chief.

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Dell Technologies’ Biggest Channel Plans For 2020

Dell Technologies global channel chief Joyce Mullen has big plans in store for channel partners in 2020 around fast-tracking cross-selling deals, driving profitability and helping partners “embrace and monetize” new opportunities around edge computing and artificial intelligence.

“Partners who sell three lines of business with us earn 31 times more revenue than partners who sell one, and if they add VMware, that number goes to 103 times more revenue. That is just incredible,” said Mullen, president, global channel, OEM and IoT, in an interview with CRN.

Other major goals in 2020 include increasing partners’ industry vertical knowledge and making Dell Technologies’ massive security portfolio, which includes Secureworks and Carbon Black, more visible in the channel. “We have a really great portfolio of security solutions that we are not promoting as effectively as we might be able to. So there’s work to be done there. That’s a priority,” she said.

Mullens talks to CRN about Dell Technologies’ 2020 channel strategy, making server sales more data-center-centric, and what solution providers can expect from Dell’s new unified channel sales organization, which will take effect in February.

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