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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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What are some of the differences between the two programs? You've been competing against them for a long time, right?

A little bit, yeah. At times. They tend to operate more in the midmarket and [small and midsize business] space. What I would say, if you erased the logo off of both companies' channel programs, they are actually very similar.


Yeah. Very, very similar.

Marginally different?

Marginally. The emphasis we put on emerging products and growth areas in the business and some of the partner rebates and [market development funds] programs. So very similar.

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