Haas On The Record
Dell EMC President and Chief Commercial Officer Marius Haas says the company is moving aggressively to reduce channel conflict by terminating direct sales reps who violate deal registration rules of engagement.
The stepped up campaign to eliminate 'inappropriate behavior' by Dell direct reps has led to an led to an 80 percent drop in deal registration escalation, said Haas.
"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,'" said Haas, in an interview with CRN.
Haas also discusses expanding Dell EMC's VMware sales partnership, its growing Nutanix relationship and the impact from a global economy with a 'higher degree of confidence.'