Dell 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”.
EMC and Dell have gone into overdrive in the expectation that the two companies will merge.
Sarah Shields, general manager of Dell UK, said that both companies had put senior members in place to work on the integration plans. She said that EMC products are complementary to Dell’s.
“The integration is a bit of a no-brainer,” she said. She said there are some obvious synergies and she herself was looking at the EMC programmes already in place.
“From our point of view it’s business as usual and so far it’s looking very positive,” she said.
She said that Dell shifted its business model to include the channel eight years ago, and although she declined to give figures, said channel business accounted for 40 percent of the company’s revenues.
She said that while business worldwide had been challenging last years, Dell had continued to grow. She said that both channel revenues and units were both positive.
There was a time when putting the word Dell next to the word channel would produce sheer disbelief in a reader.
But those times are no more.
Today Dell said it has bolstered its channel team as well as announcing incentives and rebates for its channel partners.
The company said it has introduced a programme called “AllStars”, intended for its networking channel to do more business with the companies. Its partners get customer support and initiatives like training. The programme also gives premier and preferred partners in Europe access to C-level sales and marketing councils.
It also said that it has introduced the Vostro 15 3000 business networks aimed at SMEs and giving channel partners incentivies.
Dell has also appointed our old mate Sarah Shields as UK sales executive director and general manager for the UK. Sarah will look after a number of different routes to market.
Sarah said: “Our partners continue to pivotal… I look forward to continuing to build Dell’s offering to ensure that it meets the need of our partners across the UK.”
And Ralf Jordan has been appointed as executive director of EMEA broadline distribution.
A senior executive at Dell has been voted Woman of the Year by 1,000 IT voters.
Sarah Shields, executive director and general manager at Dell UK, picked up the award at an event organised by PCR in London today.
Shields said: “It’s an absolute honour, especially to be in a room full of such amazing women. I really am at a loss for words right now, but I think the best thing that I can do is to inspire all women to join IT.”
It’s rarely Sarah Shields, nee Scott, is at a loss for words. In the 20 odd years we’ve known her, she has often had something to say. And, sure enough….
She continued: “IT isn’t just about programming or hardcore selling – it’s actually one of the most rewarding an enjoyable careers a woman can get into it and make a real difference.”
Nancy Hammervik, ComTIA’s senior VP for industry relations said: “With women representing just over half of the population, and the slight majority of university graduates, it is critical we leverage this powerful demographic to contribute and grow our industry.”