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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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In 2017 it was a business line of incumbency model for Dell client’s business, has it changed since then?

I applaud you for remembering what I said in 2017, but I do know what we have now. We have deal registration which remains and remains firmly, and we’re committed to this process. I want to be very clear: The business on client is growing, deal registration is growing, new buyers are growing [and] we’re taking share on client.

But 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. As you think about working from anywhere, as you’re thinking about application layers, as you’re thinking about security—I want our partners to lean in on [everything].

Here’s a stat for you, we’re making massive progress in storage. The channel’s done a phenomenal job. We can’t do the whole data center without them. Now when you look at IDC in North America and you look at Dell’s share, add up the share of every other named competitor in storage and see if all of them, added together, add up to Dell. We’re making new massive progress. The partners play a critical part in that.

I speak to partners every single day, you can take your pick. I also made it very clear to them—we’ve had this conversation directly, many of them are on our Partner Advisory Board—if they see something happen in the field [that is] a violation—you call me. They know my number and my email. Look, I’m always here. Billy [Scannell] is always here.

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