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Dell’s Joyce Mullen On Reaching Channel Partner Program ‘Nirvana’

Dell Technologies global channel chief Joyce Mullen talks to CRN about enhancing Dell’s partner program, driving product integration across the company, and how partners can make money selling the Dell Technologies Cloud.

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Dell Technologies Reaching For Channel Nirvana

Dell Technologies global channel leader Joyce Mullen is striving to create channel “nirvana” with a partner program that is completely self-service and automated across the Dell Technologies family of brands.

“Nirvana is when the deal registration processes of VMware and Dell are linked together for opportunities. Nirvana is when all the tools work the same across all the product lines whether it’s Boomi or SecureWorks or VMware deals,” said Mullen, president of global channel, OEM and IoT at Dell Technologies, in an interview with CRN. “Full self-service and automation, including pricing, is really where we want to go next.”

The $91 billion Round Rock, Texas-based infrastructure giant plans to enhance and tweak its Dell Technologies partner program in its next fiscal year, which starts in February, by providing partners with more tools.

In an interview with CRN, Mullen explains her vision for Dell’s partner program, where partners can make money selling the new Dell Technologies Cloud, and the company’s long-term integration strategy. “Overall, you will see more and more solutions that incorporate Dell IP, SecureWorks IP, VMware/Pivotal IP, Carbon Black IP—all these pieces that we have,” she said. “We will bring it all together.”

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