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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 are you unifying two channel programs that encompass two very different partner communities?

When you bring the Dell community and the EMC community together and you outline, whilst there are a lot of similarities between the programs, the criteria was very different. As an example, in North America, to get into the top tier of the [EMC] program, the revenue had to be in excess of $100 million. On the Dell side, for classic enterprise products, it was $5 million to get into Premier Plus, and $7 million for client. When you looked at them, it was like, wow, that's a huge challenge. We want to be very fair to those partners. We want partners who want to sell multiple lines of business. We want partners who want to attack the market with us, to go after net-new logos or net-new customers. In a mature market you've got to have people who want to take things from someone else. We want partners to feel ultimately like they're an extension of our sales team.

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