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Q&A: EMC's Chris Riley Talks Sales Strategy And Future In Face Of Looming Acquisition By Dell

While EMC and Dell have yet to disclose details about how the two companies' sales and channel teams will work together after they merge, Riley provided hints about things to come on the product, sales, and channel sides in the months before and after the deal closes.

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Managing EMC's Channels In The Days Before Being Acquired By Dell

The biggest topic of conversation at the recently concluded EMC World and EMC Global Partner Summit was the upcoming acquisition of EMC by Dell, which is expected to close in the coming months. But while EMC Chairman Joe Tucci and Dell Chairman Michael Dell talked about the merger onstage, nearly all EMC and Dell people are precluded by SEC regulations from discussing the merger until it closes, as the two companies are still technically competitors.

Understanding what the troops in the field will see from the coming merger is an exercise in reading between the lines. CRN's meeting during EMC World with Chris Riley, senior vice president of U.S. enterprise sales for channel, partners and alliances, was no exception. Riley was as open as he could be, given the rules under which he plays, as he laid out EMC's sales and channel situation and strategy going forward.

For insight about how EMC is getting ready for the acquisition, turn the page.

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