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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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Where is Dell seeing gains? What competitors are you seeing partners successfully take business from?

We have share-gain aspirations. We have to take it from the competition for us to expand our presence -- we need new business, new logos, new customers. I think we're taking share from HP. We overtook HP in North America, per [market research firm] IDC, in client share for the first time in six years. I think it's still consolidating, to be fair. I think we're still taking share from the decline of the Toshibas and the Acers and some of those other guys. And admittedly, I think the top three of us, Dell, HP and Lenovo, we're consolidating and benefiting from that, but think we're benefiting a little more. We launched some new client competencies, and [the number of] partners who have done the training and gained those competencies are up 37 percent in North America and about 46 percent globally.

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