Dell’s Channel Chief Talks Reorganization

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."

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