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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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What is your long-term advice for Dell channel partners?

If you believe what [Dell Technologies CEO] Michael Dell [pictured] has predicted—that the edge is going to be bigger than the cloud, and the edge is increasingly important and the edge is pretty complicated—I would get pretty focused and super knowledgeable about one, two or a couple verticals. Because vertical knowledge will be increasingly important. If you think about the trends that we are talking about—more and more clouds, more and more server processor types, more and more accelerator cards, more and more workloads, more and more edge—a lot of that is going to be vertical-specific. Partners are going to be so critical in working with customers through the complexity of the choices and options. So an intimate understanding of a vertical is going to help partners be in a great position to be that trusted adviser so they can also sell their services, which is the way partners are going to make lots of money for many years to come.

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