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The 10 Biggest Channel Challenges Facing Dell After Acquiring EMC

With Dell's $65 billion acquisition of EMC finalized, the company's top executives will now have to deal with the challenges of running a privately held tech industry behemoth.

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Solidifying A Unified Channel Program

Dell and EMC's channel programs have some pretty significant differences. Dell channel chief John Byrne (pictured) says they'll run in parallel until Feb. 1, when Dell's fiscal year begins. EMC uses a hard deck, by which all deals below a certain size are automatically handled by channel partners. Dell uses strong back-end rebates and new business incentives to push partners to sell across its portfolio from PCs to data center infrastructure. Byrne will have to make a series of decisions about whether to maintain the EMC hard deck, and the focus of the program's incentive structure. Byrne will also have to make decisions about who will lead different aspects of the company's program. Byrne has hinted that many current Dell and EMC executives will be offered positions in the combined company.

 
 
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