Dell's Channel Chief Talks Reorganization

By Jessica Davis  |  Print this article Print

A week after Dell announced a broad reorganization around customer segments rather than geographies, Dell global channel chief Greg Davis offers the first glimpse into what the changes will mean to Dell's PartnerDirect channel partner program.

While the infrastructure and the reporting structure may be different for Dell's PartnerDirect channel partner program in a month or two, the changes won't affect Dell's commitment to its channel partners or their experience of being a partner—except to possibly improve that experience.

That's the word from Greg Davis, Dell's global channel chief. Davis recently was elevated to the role of global channel chief from channel chief for the Americas following the company's reorganization, announced Dec. 31, along customer segment lines instead of the previous geographic organization.

Davis confirmed to Channel Insider that Dell's PartnerDirect program, like the rest of the company, will now be organized globally. But he declined to provide details about the infrastructure of the global program, saying that information would become public within a month, following the resolution of personnel issues.

"It was clear that our goal from day one was to launch a global program," Davis told Channel Insider. Davis also said, "We've worked hard and cross-functionally to make sure we have consistencies in the program. The result of that is that we've launched PartnerDirect in 140 countries."

Commenting on Dell's new customer segment-based organization, Davis said, "We see great value in globally organizing around customers. The channel is my customer ... Partners will benefit from having a common interface into Dell and we will have the ability to standardize and create efficiencies for partners."

To partners who have been concerned since hearing of the reorganization, Davis said deals would continue to be carried out and operations remain in a business-as-usual status. Davis offered further assurance that partners would be considered critical to Dell's future.

"We continue to stay very committed to our partners and to our partner programs and growing the channel initiatives we kicked off a little more than a year ago," he said. "We think we can bring more value to our partners and that won't change."

Jessica Davis covers the channel for eWeek and Channel Insider. Her technology journalism career began well before anyone heard of the World Wide Web and has included stints at Infoworld, Electronic News/EDN, and the Philadelphia Business Journal. Her work has also appeared on CNN and Forbes.com. She has covered hardware, software and networking, as well as the business side of technology. She has won several journalism awards, including a national ASBPE award for best staff-written column, and was named Marketing Computers hardest working tech journalist on their inaugural list of top tech journalists. Jessica can be reached at jessica.davis@ziffdavisenterprise.com

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