Aligning Our Partner Teams to Stay Ahead of the Curve  

Working holistically across the entire partner ecosystem is essential in an industry that is constantly evolving.

Our robust partner ecosystem has never been more important. As customers embrace the enormous opportunities presented by multicloud, work from anywhere, edge and AI, they’re turning to a trusted set of partner allies to help them quickly transform and set the pace for their industries. In turn, these newly formed relationships across solution providers, distributors, global systems integrators, cloud solution providers and others are creating a mega opportunity for acceleration.

Aligning for the Future

To unleash the potential of these cross-partner synergies, we need to think big picture; align across all selling motions, partner types and revenue streams. Effective immediately, Denise Millard will assume leadership of Global Channel Strategy & Programs, in addition to leading our Global Alliances & Industries organization. Denise has more than two decades of experience with the channel and has had a big influence on our partner strategy for several years.  She helped launch the EMC Velocity Program, the company’s first partner program, and was instrumental in the creation of its partner strategy.  Her leadership will help us build on our world-class partner program and empower partners to meet the changing needs of our customers.

Diego Majdalani continues in his critical role leading Global Channel Sales, driving strong execution worldwide and delivering exceptional results. Diego and Denise will work together to accelerate our partner business, and I look forward to the team’s success, especially around our Partner First Strategy for Storage.

To round out this alignment, Darren Sullivan will join Denise’s leadership team with responsibility for global partner strategy, program and operations. Darren’s team will provide end-to-end program design, enablement and support across channel and alliances.

Rola Dagher has decided to leave Dell Technologies to pursue other opportunities. We thank Rola for her friendship and strong contribution to building partner loyalty and advancing our Dell Technologies Partner Program. We wish her all the best in her future endeavors.

Investing in Partnerships

We know that by embracing the power of collaboration, both within our teams and with partners, we drive better business outcomes. In fact, in Q2, our partners contributed approximately 50% of our net revenue and drove 65% of all new and reactivated buyers globally. In August, we announced the Partner First Strategy for Storage, which enhances predictability and opens up greater partner opportunities.

As we close out the year, we will continue to invest in the areas that help us collectively stay ahead of the curve. Partners, we look forward to building on our joint momentum and accelerating into the bright future ahead.

Bill Scannell

About the Author: Bill Scannell

Bill Scannell is president of Global Sales & Customer Operations at Dell Technologies, heading an organization of nearly 30,000 sales team members, including Channel, OEM, Global Alliances and Specialty Sales. Bill is responsible for go-to-market (GTM) strategy and driving global growth by delivering Dell Technologies solutions to organizations in established and new markets in 180 countries around the world.