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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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How long before you hit that $1 billion mark?

I think we're pretty close. I'd say probably when we get into the second half of the year. And that continues to be something we want to make sure we're flexible on. Within our DFS structure, we've enabled some real flexible payment solutions to enable partners to respond to customer requests for different consumption models. So the more we step into these enterprise solutions, and the more they're wanting to buy it as a service, the education and awareness of our pay-as-you-go program, or provision-and-pay or scale-on-demand programs, [the programs] are just getting better understood. People are really learning how flexible it can be, and I think that's a real differentiator relative to what may be in the market from some of our competitors.

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