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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's the call to action on storage and the all-flash attack mantra for Dell EMC?

It's pretty darn simple. Our client business is on fire, in a good way, not a bad way. Our server business is probably on a trajectory again this quarter to gain 500 basis points a share, which is now going to be three quarters in a row, but we feel as though we have not been on the same trajectory in storage. We have eroded share and we are saying, 'Enough is enough.' It now needs to be real clear that we expect our team members and our partner ecosystem to really rally around the storage business. There are competitors out in the market and for some reason, in some cases, they have done better than we have. So we're taking an approach around, 'Hey, we're going to take a refuse to lose approach in the business that we used to have 36 percent share in and we no longer have that.' We are changing our compensation models internally to ensure that the focus is there on storage, in addition to the other areas, but it was a little diluted this past year. So that's one on our side.

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