Recent Articles
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Dell EMC Enacts “Zero Tolerance” Policy for Channel Conflict
Channel conflict is nothing new for either Dell or its channel partners, but following its merger with EMC, there is now a unique opportunity for the combined Dell EMC entity to address this issue. To minimize channel conflict, EMC implemented a “hard deck” that reserved access to key accounts for its sales force. It then…
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What the Channel Should Know About Dell EMC
Dell EMC What the Channel Should Know About Dell EMC In addition to unifying the Dell EMC channel, the company is implementing a raft of new initiatives that will affect channel partners. Total Number of Dell EMC Partners There are roughly 3,000 Dell partners and 800 active EMC partners. Roughly $35 billion in revenue is…
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ALE Preps Network-on-Demand Model for North America
In advance of making a network-on-demand service formally available in North America, Alcatel-Lucent Enterprise (ALE) has consolidated the number of sales regions it operates from eight to four as part of an effort to better scale global channel resources. ALE has been offering a network-on-demand service in Europe under which it absorbs the costs associated…
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Dell EMC Channel Program Remains a Work in Progress
Dell EMC outlined the bare bones of a unified channel strategy that come Feb. 1, 2017, will consist primarily of four tiers. However, beyond identifying the names of those tiers, just about every other aspect of the channel program is still being worked out. The unified Dell EMC channel program will be segmented into Gold,…
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How HPE Will Reward Partners for Solution Expertise
HPE How HPE Will Reward Partners for Solution Expertise HPE mapped out 11 competencies partners should ideally specialize in to generate higher margins. Six are scheduled to be in place this year. Application Development and Transformation Heavily focused on cloud application migration, this competency area involves a lot of services expertise provided by both the…
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Independent HPE and HP Inc. Combine Channel Focus
At the Global Partner Conference 2016 conducted jointly by Hewlett Packard Enterprise and HP Inc., the two independent entities, which until late last year were one company, highlighted how they aim to collectively make it simpler for partners to do business with each of them. To that end, HP Inc. this week announced that it…
