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Why the Dell-EMC merger still has a channel to convince

James Henderson | May 3, 2016
It’s becoming the party-line, that Dell and EMC are a perfect fit, a complementary blend in a competitive market.

“The ability to cross-sell and up-sell will be a key advantage for partners,” Ambulos added.

Looking ahead to 2017, Ambulos said partners can expect the unification of both channel programs, as well as improvements around internal sales models and incentives.

“We will roll out one common approach to deal registrations,” he added. “Also, we will offer robust incentives to staff to cross-sell and will launch a new channel structure ensuring consistency worldwide, which is similar to the way in which EMC goes to market in the channel today.

“We know we have a lot more work to do between now and 2017, but change is coming.”

James Henderson is attending EMC World 2016 as a guest of EMC.


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