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Dell EMC Channel Chief Byrne On Ending 'Tension' With VMware Partners, Dell As A Distributor And Future ELA Plans

Matt Brown

One-Stop Shop

Dell EMC Channel Chief John Byrne is cooling long-stewing channel conflict between Dell EMC and VMware and pulling the two vendors closer together with a new VMware enterprise licensing agreement [ELA] engagement strategy.

In an interview with CRN, Byrne stressed that the new arrangement between Dell EMC and VMware is a direct response to partner concerns.

The result is an agreement that allows Dell EMC Titanium and Titanium Black partners to procure VMware on Dell EMC paper while earning incentives from both companies' programs. In the past, solution providers weren't eligible for VMware incentives – and VMware reps didn't get paid – when VMware was pulled into Dell EMC hardware deals. Now partners will bank Dell EMC incentives, as well s VMware incentives while closing deals on a single purchase order and all the reps get paid.

Byrne also hinted that program ties between the two firms could be tightened in the coming year.

"Partners have asked us if we can get more aligned in your strategies, and that's what [VMware Channel Chief] Brandon [Sweeney] and myself are working on. We don't have it yet, but that's what you should be looking at for the next stage. You'll see more from us there next year."

What follows is an edited excerpt from CRN's conversation with Byrne.

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