Dell wants no scraps with its channel

fightDell EMC says it has a “zero-tolerance policy” to such fights between its sales teams and channel partners.

As part of its channel charm offensive, Dell has been telling anyone who will listen that it will tackle any conflict between its direct business and channel partners.

Sarah Shields, vice president and general manager for Dell EMC’s channel in UK and Ireland, has been concerned that there have been a couple of cases where the direct organisation and a channel organisation have had challenges.

She said that if a partner has a deal registration in place and that deal registration is comprised by Dell-EMC’s direct business the company had a zero-tolerance policy.

The same is true if a partner breaks Dell-EMC’s rules of engagement in an area like the grey market. She added that Dell-EMC has a high level of trust with the channel and if any trust breaks down, it will fix it.

The merger has created a few problems but the company had been growing in multiple areas – particularly high-end enterprise accounts- she claimed.

After the launch of its first ‘distributor-exclusive product line’ in July, Shields has promised further channel-exclusive offerings.

“The channel is worth $35 billion of Dell-EMC’s organisation, so it is extremely important and the company wants to have the right solutions for our channel partners”.