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June 2018

Dell vows to be easier to work with

Dell Technologies has vowed to simplify how it does business with the channel promising to make improving life for its partners one of the main ambitions for 2018. Speaking at Dell’s Global Partner Summit in Las Vegas, Dell’s channel chief, Joyce Mullen told partners: “We must make it easier for you to do more business with us…If we do nothing else, we must get this right. It is my number one priority.” Partners have complained that cross-selling across Dell’s extensive portfolio of technologies is too complex. As a result, Mullen this week announced the Dell Technologies Advantage framework, which has been designed to make it easier for channel partners to sell across its different businesses and improve the speed with which it provides quotes and pays rebates. Dell “is finding a way to leverage the portfolio in as seamless a way as possible”, Marius Haas, president and chief commercial officer of Dell EMC, told Microscope, adding that part of the current complexity was caused in part by a greater than anticipated influx of net...

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