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January 2020

Q&A: Rob Tomlin, vice-president of channels UK&I, Dell Technologies

It is just over a year since Rob Tomlin took up the position as UK&I channel chief at Dell Technologies, with a brief to keep the momentum in the partner business going. He inherited a channel business from Sarah Shields, who moved into a European role. The business was in a strong position, but Tomlin had some ideas around how he wanted to improve matters. How has the first year gone? I set out some quite clear objectives. Firstly, to enable our partners to really embrace where we were growing as an organisation, which was multicloud, secondly, to help our partners in the channel grow their server business and their datacentre business as a whole, and then also to attract specialist partners – those partners that Dell hadn’t dealt with that might have been comfortable dealing with our competition, but didn’t know about our portfolio – and bring them into the Dell family. If I reflect on the year and how we’ve done, then we have made tremendous progress on multicloud. It’s a great story in the marketplace – you only have to look...

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