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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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What do you say to partners who tell you they want to make the software-defined leap and drive market share? How does your program stack up against the others?

When I do have those conversations, when that partner hears about our breadth of portfolio, when they actually realize that Dell's program has been growing 3-4X the market, when they hear our channel business is $35 billion, I don't think there's any competitor that is growing at that pace versus the market, and I will say we are the dark horse in this market. Our share of wallet is still small. So when I look at the solution capabilities we're bringing, the solution competencies we're brining, the awards we're associating with it; all of that combined, and we really want to work with the partner community to attack the market, I think the fact that my phone is ringing constantly from partners, from distributors, from our competitors' partners, I think we're doing something right, but we have a very busy six weeks ahead of us.

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