The 10 Top Dell Technologies News Stories Of 2020

5. Restructuring Dell’s Channel And Sales Go-To-Market

In an effort led by Dell Technologies global sales leader Bill Scannell (pictured), Dell realigned its global channel structure and transformed its sales organization around a strategy dubbed “One Dell Technologies” with the sole purpose of driving more revenue through channel partners.

Dell Technologies North America President John Byrne is now overseeing Dell’s North America channel, with Dell’s North America Channel Chief Gregg Ambulos reporting to Byrne. Dell President of International Markets Aongus Hegarty is now overseeing the international sales regions. As part of this, Dell introduced a new International Channel Lead, Diego Majdalani, who will report into Hegarty.

Scannell said bringing Dell’s channel and core sellers together will make the predictability of engagements for partners even better than before.

“Now when I have my most senior sales leaders John Byrne and Aongus Hegarty also own the channel, then now I can hold them accountable for the success of the channel,” said Scannell, President Global Sales & Customer Operations in an interview with CRN this year. “So as we come up with our go-to-market strategy, vision and our programs–it’s not just [global channel chief] Rola [Dagher] and I saying, ‘The channel is important’—it’s every sales leader around the world saying, ‘OK, we got the marching orders. Now we’ll go execute and grow the business.’ So it’s much tighter alignment and accountability.”