![]() However, 27 per cent of those were rejected by the Dell EMC channel team. ![]() ![]() Byrne went on to say that Dell EMC processed more than 145,000 deal registrations per quarter in 2017 of which 4,509 were completed in Canada. Results from Project Collaboration showed an 84 per cent improvement in the number of deals won back in 2015.ĭangerfield will have a brand-new team to work with in the deal registration group. Project Collaboration provided incentives to internal rep to collaborate with channel partners. She initiated Project Collaboration to improve the channel experience with the company. Dangerfield was the vice president of global sales operations before Dell acquired EMC. Long time Dell executive Bobbi Dangerfield has been tasked to oversee the new deal registration group. The two-strike rule, Byrne instituted earlier this year, will still be there.ĭell EMC takes a risk with new consumption model pricing Instead it will be an independent body with human resources relations personnel involved. Byrne went on to say, when something bad happens such as conflict it’s not a channel rep verses a direct rep. The new independent team will have the same rules of engagement. That is too responsive and it goes from direct and channel so it did not make sense for deal registration to sit in the channel and so we are now running it independently,” Byrne said. “The journey we are on is about selling more of the infrastructure portfolio. The KPIs (key performance indicators) in deal registration were based around time of response, which was roughly around four hours. Byrne told CDN that partners did not use it that much, but Dell had a robust deal registration program. Some of the issues that led to this decision stem from the old EMC channel program. ![]() Dell EMC worldwide channel chief John Byrne told Canadian partners at the 2017 Dell EMC Canada Partner Summit the deal registration program will be moved out of the channel organization and will be run independently.Īlso, Dell EMC channel partners should expect more data analytics to come their way through the new deal registration group. TORONTO – Dell EMC’s on-going channel journey took an interesting side route. ![]()
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