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John Byrne On Dell’s PC, Laptop Channel Strategy

Dell Technologies North American President of Sales John Byrne talks to CRN about his sales and go-to-market strategy for Dell’s client systems business as channel partners voice their concerns.

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John Byrne: ‘We Want Both Routes Of Market To Grow’

Amid channel partner concerns regarding Dell Technologies’ recent decisions around its client systems sales motion, John Byrne is making his voice known that Dell is “all in” with partners.

“Let me be super clear and leave a message for the partners: Look, we’re all in, but I want the partners to be selling the full portfolio. I want them to be working with us as we help our customers across their digital and cloud journey,” said Byrne, president of North America Sales for Dell, in a 15-minute interview with CRN.

Dell’s Client Solutions Group (CSG), which consists of PCs, laptops, notebooks and monitors, has been on fire in 2021. The Round Rock, Texas-based company generated record-breaking CSG sales of $14.3 billion during its recent second fiscal quarter, representing a growth rate of 27 percent year over year.

“Here’s our channel strategy for client systems: We want both routes of market to grow—both direct and channel,” he said.

As many solution providers worry that Dell is shifting its client systems sales model toward direct versus partner-led, Byrne talks to CRN about his CSG sales strategy and directives as well as the company’s partner commitment.

“What I have made abundantly clear to my core [direct] sellers is: Understand the rules of engagement. If you break those, bad things will happen to you,” he said.

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