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Dell Channel Chief On Taking Share From HP And The Plan To Unify The Dell And EMC Partner Programs

In an interview with CRN, Dell's Cheryl Cook detailed some of the growth numbers Dell's channel has experienced this year, and laid out a broad strategy for how the company will bring its programs together with EMC's.

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Taking Share And Taking Care

With Dell's blockbuster acquisition of EMC on the near horizon, Cheryl Cook, Dell vice president of global channels and alliances, is leading a channel operation that she says is taking market share away from HP. But Dell's top brass haven't let on who might be chosen to lead the combined companies' channel, Cook said.

She said the company intends to be careful not to disrupt either its or EMC's channel programs or either company's customers as the integration progresses. That integration, she said, will begin in earnest when Dell's fiscal year begins in February, and could take from 10 to 15 months.

What follows is an edited excerpt from CRN's interview with the Dell channel chief.

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