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CRN Exclusive: Dell EMC Channel Chief Byrne On 'Significant Investments' In EMC Rebates, Competing Against Cisco And The 'Mystique' Of Titanium Black

Dell EMC Channel Chief John Byrne says partners will be 'status matched' into the new unified Dell EMC Partner Program, but the vendor is also going to be looking closely at which partners are pulling their weight.

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How well do you think what you've built so far aligns with shifting customer habits toward cloud and software-defined?

Where we are in the journey, we are right on track. I'm even more excited now than I was at Dell EMC World. The team has done a remarkable job. This team's been together for three months. We know clearly where the channel has been playing. We know clearly the partners we have across both communities. We know the share of wallet we have. We know what our capacity is. We know how we're paying people. We know how we want to pay people. We have a clear understanding of how we want to train people. We have a very nice roll out plan. We've been extremely inclusive, and will continue to do so with the partner community. Where we're moving in software-defined, where we're going in cloud, when I look at CI (converged infrastructure) and HCI (hyperconverged infrastructure), I think what we're building here, we're trying to build a world-class program. The EMC program, while it was simple and predictable, people were just not making the returns on investment that those partners deserve.

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