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April 2019

The channel is really big business

It really is amazing to consider how large Dell’s channel business has become since the company formally announced its Dell PartnerDirect programme in December 2007, especially when you consider that the vendor had spent years denigrating resellers as part of its direct sales crusade before its sudden conversion. When you take Dell’s history into account, it is nothing short of incredible that the vendor’s indirect sales operation has grown to become a $49bn business in just 11 years, although the acquisition of EMC in 2016 has obviously played a significant part in that growth. Speaking earlier this month, Joyce Mullen, president global channel, OEM and IoT at Dell confirmed that partner revenue had increased 16% to $49bn in 2018, taking it very close to the $50bn target she set in February 2018 . “Over the past 12 months the Dell Technologies global channel has delivered over $49bn in orders,” she said, “that means you have grown our businesses with us by $6bn. Remember that $50bn goal I talked about last year, we are so close...

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