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


Email this CRN article

https://i.crn.com/sites/default/files/ckfinderimages/userfiles/images/crn/images/training400.jpg

So what steps should partners take to revamp their storage skill sets?

We want our partners to be every bit as smart as our smartest storage specialist around our capabilities and our offerings. Step one is ensuring that they understand the portfolio and they can clearly articulate the value of the various elements of the portfolio to their customers. It's really hard to enter into this market and be supportive of customers who are trying to figure out how to look at this market without a real understanding of what the technology does.

The next step is understanding from a profitability point of view that, not only is selling storage a great way to go, but the more you can figure out how to layer on even more services or maybe leverage Dell Financial Services -- it's a really nice platform from which to upsell and help bring even more value to our customers. Partners are all looking for different ideas of financing, better ways to support their customers and make the customer experience even better. Some of our services offerings and financing options help with both of those things.




Email this CRN article