Dell Commercial PC Head Davis On Combating Channel Conflict, Selling An End-To-End Portfolio, And The Importance Of Partner Communication
Focused On Value
Greg Davis is firmly focused on winning share for Dell's commercial PC business. As president of global client solutions, the 15-year Dell veteran is forging a path for Dell EMC sales executives and partners to introduce PCs into their portfolios to round out their enterprise offerings.
"While others in our industry are breaking apart, we're very focused on a value proposition, which is keeping everything together," Davis told CRN. "What that requires is communicating that message to our new team members about the value of our PC portfolio."
Davis came to the commercial PC president job from a post heading go-to-market integration leading up to and immediately following Dell's $58 billion acquisition of EMC last year. The integration work continues, Davis said, but his goal is to allow partners to sell the entire Dell EMC portfolio as a one-stop shop.
All the while, Davis is keenly aware of any channel conflict that crops up, and says deal registration is perhaps the best tool partners have to avoid butting heads with Dell direct sales reps.
What follows is an edited excerpt of Davis' conversation with CRN.