Dell EMC President Marius Haas On The Company's 'Refuse To Lose Approach' To The Storage Market
Steven Burke and Mark Haranas
What can partners expect now from Dell EMC with this storage charge?
We are going to be very prescriptive on our product positioning, which had been a question from the partners around, 'Hey, you created confusion as to what do you lead with and where.' We are going to force that conversation from our side to get crisper and crisper, create the battle cards for our partners around how do you position our solutions vis-a-vis the competitors, and why our value proposition is stronger. We are going to clearly put the dollars behind it to make sure it's economically attractive for our partner ecosystem. We're going to put the training programs with it as well and we're going to make sure our sales makers are very focused on it.