Search
Homepage Rankings and Research Companies Channelcast Marketing Matters CRNtv Events WOTC Avaya Newsroom Experiences That Matter Cisco Partner Summit Digital 2020 Cyber Resilience Zone HPE Zone The Business Continuity Center Enterprise Tech Provider Masergy Zenith Partner Program Newsroom HP Reinvent Digital Newsroom Hitachi Vantara Digital Newsroom IBM Newsroom Juniper Newsroom Intel Partner Connect 2021 NetApp Digital Newsroom The IoT Integrator Intel Tech Provider Zone NetApp Data Fabric WatchGuard Digital Newsroom

Dell EMC President Haas On Fixing 'Inappropriate Behavior' In The Field, Expanding VMware Engagement And Nutanix Partnership

"In some of these instances you have to have a few examples that people look at and say, 'Oh God, these people are serious,'" said Dell EMC President Marius Haas.

Back 1   2   3   ... 16 Next

photo

Dell saw an 80 percent drop in deal registration channel escalation. How did you do this?

Well there's training, awareness, but also holding people accountable. In some of these instances you have to have a few examples that people look at and say, 'Oh God, these people are serious. They're not just saying it.' So we have a saying internally, 'Our say-to-do ratio needs to be extremely high on the do side.' So where they were examples of inappropriate behavior we just said, 'No more.' People saw it and [understood] it. … If it's unpredictable in how we engage, then it's hard to get the full trust of partners. That's what we want to achieve.

 
 
Back 1   2   3   ... 16 Next

sponsored resources