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Dell's Marius Haas Lays Out Partner Opportunities Around VMware-Pivotal, 5G And Flexible Consumption

‘By putting [Pivotal] inside of VMware, now we've got a tremendous software development application platform sitting on top of an amazing industry-leading management platform for our customers and our partners,’ says the Dell Technologies president and chief commercial officer.

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Where in the Dell portfolio is the channel underinvested?

I don't think the channel is underinvested in it. I think we underinvested in some of it. I think we are not enabling the channel to go do the things that we all want them to do. On the Pivotal side, for example, there is no doubt that there is a massive migration toward companies that want to be able to control the ability to deliver more value to customers. So how are they going to do it? They're going to go look at the assets they have, which in many cases is the data and the information that they own. How do I now render it in such a way that I can make faster, better decisions? How can I serve my customers better? How can I disrupt my industry with the capabilities? Almost all of that is going to be in the way that I am developing applications more seamlessly at a much, much shorter cycle time. Time to value is extremely short. I need to reskill my people, but I need to have a platform to do it. I need to be able to have, for example, Kubernetes, which allows you to then move that data in that application seamlessly through any cloud ecosystem in a containerized manner. In order for that to work well, we need to have a whole industry ecosystem established. So one of the things we've all talked about is, 'How do we make that happen quickly? How do we enable our partners to get certified on providing these capabilities? How can they help do agile development?'

One of the reasons we actually had VMware buy Pivotal, and that was announced a month or two ago, was because we lacked the scale on the go-to-market side to go build strong channel programs, as an example. By putting that asset inside of VMware, now we've got a tremendous software development application platform sitting on top of an amazing industry-leading management platform for our customers and our partners. So we're going to see a lot more of Pivotal Software enabling those capabilities.

 
 
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