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CRN Interview: Dell EMC Channel Chief Joyce Mullen On Driving More Storage Sales Through Partners And Her Channel Vision For 2018

Joyce Mullen, an 18-year Dell veteran who is now president of global channels, OEM and IoT Solutions, spoke with CRN about enabling partners to drive more storage sales, the potential integration of VMware into the Dell EMC Partner Program, and her channel vision for 2018.

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Can you tell us more about Dell's new storage-only sales quota and the impact it will have?

It changes our internal focus as a company. We have had tremendous performance in servers. We know how to sell servers all day long as the No. 1 market-share leader. We have really good capability in storage, too, but we're basically trying to focus our partners and our own sales teams to just pay more attention to storage. Just as we have had to figure out how to enable our direct teams with more knowledge and understanding of different storage workloads, capabilities and offerings -- you have to do that with partners. There's no better way to reinforce that than with dedicated compensation.

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