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Dell EMC President Marius Haas On The Company's 'Refuse To Lose Approach' To The Storage Market

Dell EMC's Marius Haas talks about the company's storage blitz, market differentiation, new stand-alone storage quotas for partners, and the channel call to action for the new year.

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What about product positioning and where do Dell EMC partners need to place their focus?

When there was positioning confusion, what happened was everything doesn't go at the pace you want it to go because you just don't know what you ought to be driving, what you lead with. When we created that clarity in the midmarket saying, 'Hey, in these use cases, we want to be real clear that we want to be driving our SC [Series] portfolio.' We literally made that pivot not that long ago from a positioning standpoint. I look at the quarter to date today, my SC [Series] growth is 20 percent subsequent to that move and making sure all the team members inside the organization -- what we call our Technical Sales Reps that are inside that support the outside -- all are very much incented to be driving that same positioning, that same alignment, that same compensation model. You make that flip and all of a sudden you saw that engine revving very quickly. So when you eliminate ambiguity and are clear on the positioning on a workload basis to say, 'In this scenario you go in and run this play' -- boom, you win. So we already have the data to say, 'Got that right, let's do more of it.'

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