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HPE, Pure Storage, NetApp Can’t Beat PowerStore: Dell SVP

Dell Technologies channel chief Scott Millard talks to CRN about why storage competitors like Hewlett Packard Enterprise, Huawei, Pure Storage and NetApp can’t compete with Dell’s new PowerStore all-flash storage array.

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Are there any changes you’ve made with Dell’s direct sales team to help push PowerStore deals via the channel?

We made some changes to our end user sales compensation plan to make it comp neutral when working with a partner and allowing them to make that margin to really facilitate partner engagement. So we’re trying to drive more engagement with our end user sales teams and our partners specifically here. Dell end user sales teams will make the same quota and commission if they do a deal with a partner at the lower discounted price as if they were to do a direct deal. So we are really making it comp neutral for direct versus a channel deal at a deeper discount. In the past, the deeper discount or transfer price for the partner, that can impact quota and commission -- we’re making that comp neutral now. That should help facilitate partner engagement. The price to the customer remains the same. We’re providing partners a low discount or transfer price, and we’re protecting our sales team to facilitate that.

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