She told a webcast for partners that that “significant investment” is being made to help boost storage sales and partners needed to be in to win.
“We need you to sell storage all day, every day and we’re making significant investments there in pricing improvements, spiffs and rebates. We want you to sell bigger, fatter, more originally configured servers. We killed it this year, and we can do even more in 2018.”
She also asked partners to sell services into new businesses, while “always” attaching more services to customers’ portfolios. “Services is a pot of gold”, she said.
Mullen said that Dell EMC needed partners’ help in acquiring more customers.
“Keep selling to those new logos and keep expanding the lines of business that you sell to your customers,” Mullen told partners. “Stay focused on these strategies and… we will continue to outpace the market”, she predicted.
“Deal registration and incumbency is your friend. Please register your deals. Dell EMC is updating its rules of engagement to provide further clarity to both partners and the Dell direct sales teams. We’re taking infringement super seriously”, she said.
“In Q4, rules of engagement infraction escalations were down by over 80 percent quarter on quarter. We are proud of protecting our partners and doing what’s right for you and all of our customers, and we are all in”, she claimed.