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March 2020

Dell aiming to make things simple in 2020

Dell is putting the emphasis on the simplicity part of its partner programme mantra – “simple, predictable and profitable” – with the firm building on changes made towards the end of last year to remove complexity from its operations. In mid-December 2019, the vendor revealed Bill Scannell would be taking charge of a combined sales organisation that unified enterprise and commercial under one leadership structure. Scannell spoke at the Dell partner kick-off event about his plans for this year in running the global unified sales and partner organisation, and assured the channel that it was looking to make life easier in 2020. “There’s an expression, ‘If it’s not broke, don’t fix it’. The channel organisation in our business is going extremely well, so the last thing I’m going to do is come in here and try to change the world. What I say is that the partner should come to expect simplicity in our model, and consistency,” he said. “If you think about the changes we announced last quarter, it was really around our go-to-market. So ...

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