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Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Enterprise Moves to the Cloud

During his Global Partner Summit keynote, John Byrne—Dell EMC President, Global Channels—announced the addition of Virtustream Enterprise Cloud to the Dell EMC Partner Program. This will provide Dell EMC channel partners with full Dell EMC Partner Program benefits when they sell Virtustream offerings, giving them the opportunity to accelerate their customers’ IT transformation with Virtustream Enterprise Cloud and Virtustream Storage Cloud.

John Byrne addresses the Global Partner Summit crowd.

Virtustream Delivers Cloud Performance at Enterprise Scale

Virtustream, the enterprise-class cloud company and a Dell Technologies business, is trusted by organizations worldwide to migrate and run their mission-critical applications in the cloud. “When you think Virtustream, think public cloud economics and agility— with private cloud performance, availability and security,” Byrne shared.

Many general purpose clouds are designed for cloud-native applications; but may struggle with the support, management and performance of mission critical applications like ERP for manufacturing and EMR for healthcare.

Virtustream Enterprise Cloud was designed to run complex business applications in a truly modern, multi-tenant hosting architecture, with guaranteed SLAs for performance and availability, defense in depth security and superior economics. This “application-first” approach—informed by years of enterprise application experience—inspired the creation of the Virtustream Enterprise Cloud platform.

In December 2016, Dell EMC made Virtustream Storage Cloud—Virtustream’s hyper-scale object storage platform— available to all of its Partners in an effort to respond to growing customer demand for enterprise-class cloud storage. The expanded Dell EMC portfolio enabled Partners to find great success engaging in new conversations with their Dell EMC storage and data protection customers. In fact, Dell EMC Partners have driven more than 50 new customer logos for Virtustream Storage Cloud since this launch.

Analysts agree that cloud adoption has reached a tipping point:  According to Gartner 88% of organizations have a “cloud first” strategy—and IDC estimates that 80% of organizations will have a hybrid architecture in place by 2020.

This means that your customers are having the cloud conversation. Consider Virtustream Enterprise Cloud for your customers’ and prospects’ cloud needs and mission-critical applications. And, introduce Virtustream Storage Cloud, which was built from the ground up for long term retention of data and co-engineered with Dell EMC solutions, to all Dell EMC customers who would benefit from an enterprise-class cloud platform for Archive and Long Term Retention.

Learn how to expand your revenue opportunities and bring more customers to the cloud with Virtustream. Visit the Virtustream Enablement Center and review the FAQ to learn more about partnering with Virtustream.

Celebrating Success

At the Dell EMC Global Partner Summit yesterday, there was discussion of the enormous opportunity in front of Dell Technologies and its partner community to help customers digitally transform their businesses.  There are many partners who have seen their businesses grow year-over-year and who are embracing the opportunity ahead.

John Byrne mentioned on stage Dell EMC has Big Dreams for the future and has a goal to be the #1 Channel in the industry.  The Opportunity is Real.  The Time is Now.  The team is Us.

To recognize some of the partners who are growing with Dell EMC, John Byrne, Jay Snyder and Joyce Mullen were joined on stage by Michael Dell to recognize the winners of the 2017 Dell EMC Partners of the Year.

Worldwide

  • Global Alliance Partner of the year – Atos
  • Global Services Partner of the Year, Solutions Provider– Systech
  • Global Distribution Partner of the Year – Ingram Micro
  • Net New Customer Partner of the Year – CDW
  • Global Growth Partner of the Year, Alliances – HCL
  • OEM Partner of the Year – Arrow Intelligent Systems
  • Service Provider of the Year – Atos

 EMEA

  • Regional Solution Provider of Year – SCC – France
  • Growing at a Premium to Market – Atea

North America

  • Regional Solution Provider of the Year – WWT

 APJ

  • Regional Solution Provider of the Year – Kolon Benit – Korea
  • Regional Distribution Partner of the Year – DIS

LatAm

  • Regional Solution Provider of the Year – Unitech – Brazil

Congratulations and Thank You to each of the Dell EMC Partners of the Year award winners!  We thank you for your commitment to Dell EMC and look forward to recognizing all the great work from our partner community at next year’s Global Partner Summit at Dell EMC World.

Arrow Intelligent Systems, OEM Partner of the Year

Atos, Global Alliance Partner of the Year

Systech, Global Services Partner of the Year, Solutions Provider

Ingram Micro, Global Distribution Partner of the Year

CDW, Net New Customer Partner of the Year

HCL, Global Growth Partner of the Year, Alliances

SCC – France, Regional Solution Provider of the Year, EMEA

Atea, Growing at a Premium to Market

Atos, Service Provider of the Year

WWT, Regional Solution Provider of the Year, North America

Kolon Benit – Korea, Regional Solution Provider of the Year, APJ

DIS, Regional Distribution Partner of the Year

Unitech – Brazil, Regional Solution Provider of the Year, LatAM

Let’s Realize Extraordinary Together

The Red Hot Chilli Pipers kicked off the Scottish-themed session with incredible energy.

Just three months after officially launching the Dell EMC Partner Program, this week at the 2017 Dell EMC Global Partner Summit in Las Vegas, John Byrne, President, Dell EMC Global Channels, unveiled his vision for the Global Channels organization.

“Make no mistake: we have ambitions to be Number 1. We want to be the best and the biggest Channel player in our industry,” Byrne revealed. “And you want to know a secret? I know we’re going to do it.”

The Dell EMC Partner community is already putting points on the board and seeing impressive wins in its short time as a combined community, as evident in part from the multi-million dollar Partner wins Byrne spotlighted on the main stage.

“We promised you Simple. Predictable. And Profitable,” he reminded the audience. “But talk is cheap. Let’s see how we’re doing.”

Since February, the Dell EMC Partner Program has rolled out one, unified program, one Partner Portal, Rules of Engagement, simplified rebates, deal registration, and made an incremental $150 million investment in incentives, among other initiatives.

See how the Dell EMC Partner Program is structured to deliver Simple. Predictable. Profitable.™

The Dell EMC Partner Program team continues to listen to and work with Partners, and new updates were announced on today’s GPS main stage – all designed to take cost and friction out of Partners’ selling motions, and make them even more successful.

  • Infrastructure Incumbency Expansion to include Server and Networking in addition to Storage
    • Based on historical look-back for revenue and deal registration
    • Goes live May 22
    • For Commercial Segment
  • Client Incumbency
    • Forward-looking on net-new business (new customers or new business on inactive accounts)
    • Goes live May 22
    • For Commercial Segment
  • Virtustream Joins the Partner Program
    • Partners now can sell Dell Technologies’ enterprise-class public cloud consumption with private cloud performance, availability and security… at scale
    • Front-end margin, Tier credits, top rebate eligibility
    • Effective immediately
  • Flexible Consumption Models
    • Cloud Flex for VxRail and XC Series
    • Flex On Demand for all storage platforms
    • Both models profit-share, give Tier credit, and are subject to Incumbency on commercial accounts
  •  Client as a Service
    • Latest Dell PC hardware, peripherals, software
    • Single price per seat, per month
    • Coming soon

Dell also reminded Partners of Working Capital Solutions, the company’s offer of extended payment terms and increased credit capacity to enable Partners to grow their business faster. “Partners using Working Capital Solutions are growing at 24% premium versus Partners who aren’t,” Byrne revealed.

Some special guests joined the GPS stage, including Michael Dell, chairman and chief executive officer, Dell Technologies;  Joyce Mullen, senior vice president and general manager, OEM and IoT Solutions, and Jay Snyder, senior vice president of Global Alliances, Service Providers and Industries.

Michael Dell: “The Channel Matters to Me Personally”

Dell Technologies’ chairman Michael Dell’s commitment to the Channel is well-documented. Dell joined Byrne on the GPS main stage, and spoke about the opportunity he sees for Partners.

“We have the strongest and broadest Partner community in the world,” Dell said. “There are enormous cross-selling opportunities across the full portfolio – those are opportunities to make meaningful impacts for our customers.”

Michael Dell and John Byrne stress the importance of the Dell EMC Partners.

Joyce Mullen: “Dell EMC is the #1 OEM Provider Worldwide”

Mullen shared the news with the standing-room-only crowd that Dell EMC is now the number one OEM provider worldwide.* “We didn’t get here alone,” Mullen said. “Dell EMC OEM Partners were critical in this accomplishment, and will play an enormous role in extending this lead in the future.”

Jay Snyder: Global Alliances Seizes the Opportunity with Alignment

Global Alliances and their Partners have already touched 20% of the Core Enterprise Dell EMC deals to-date, representing 50% of the Fortune 500 companies. Snyder said they’re just getting started.

With commitment from the highest levels of the company; alignment across the selling teams and rich incentives for service providers and strategic outsourcers, and the confidence to aggressively attack the market, Snyder said, “We’re poised to do phenomenal things in FY18 and beyond.”

“This opportunity that’s at our doorstep is once-in-a-lifetime. This Program is being built for you and with you,” Byrne said. “Your success matters. You matter. We’re a team. Let’s realize extraordinary together.”

For more:

 

* Merchant Embedded OEM Global Share based on 2016 Dollar Volume Shipments, VDC Research

 

Meet the Dell EMC Partner Program Leaders: Álvaro Camarena

Meet the Program Leaders

This series provides insight into what drives Dell EMC channel executives. Missed the other posts in the series? Get to know them now: John Byrne (Dell EMC President of Global Channels);  Michael Collins (Dell EMC Senior Vice President, Channel, EMEA); Ng Tian Beng (Dell EMC Senior Vice President, APJ Channels); Joyce Mullen (Dell EMC Senior Vice President and General Manager, Global OEM and IoT Solutions); Jim DeFoe (Dell EMC Senior Vice President, Global Distribution); Gregg Ambulos (Dell EMC Senior Vice President, North American Channels); Jay Snyder (Dell EMC Senior Vice President, Global Alliances, Service Providers and Industries); Cheryl Cook (Dell EMC Senior Vice President, Global Channel Marketing).

Meet Álvaro Camarena – Vice President, Latin America Channel Sales

What is your current role/area of responsibility?

I have the privilege of leading the Dell EMC channel business in Latin America. I love interacting with the partner ecosystem—from VARs to Distributors, to Systems Integrators, etc.

How long have you worked with the channel partner community?

I’ve worked with the channel partner community at Dell EMC for eight years. I joined Dell in 1998; but in my previous role, I was also responsible for leading Sales & Marketing in a software start-up—in which 100% of the business was driven by channel partners.

What most excites you about the Dell EMC opportunity?

That we will make history. Michael Dell has broken paradigms several times, and the combination of Dell EMC is one more. This is a unique opportunity and therefore a unique experience. The Dell EMC portfolio offers everything our partners and customers need in order to achieve digital transformation—in one company. To think about the growth we can drive is exciting.

What most excites you about the Dell EMC Partner Program?

Several things: The global team, led by John Byrne, is outstanding. We have come together as a true team in a few months. We worked in creating the new Program and I love the result. I believe that the Dell EMC Partner Program is the best in the industry, and it is designed to be Simple. Predictable. Profitable.TM Feedback from partners has been very encouraging; and we will keep listening to them. I love the Program—from the look of the logo, materials and tier names, to the way incentives and requirements are structured.

What do you see as the biggest opportunity for Dell EMC partners in 2017?

I think that this is a great time to be a Dell EMC channel partner. At least in the last 10-15 years, I had not seen so many opportunities for a channel partner. Customers need to embrace the digital transformation, and they need a trusted adviser. Technology has become the competitive advantage, and enables big opportunity. With the Dell EMC Partner Program, partners have all they need in one single company. Our portfolio is the broadest in the industry. Its breadth requires the best partners in the industry as well … And, we have them..

Do you have a favorite country, place or city to visit; and why?

I love traveling and appreciate different places, from small towns, nature, to large cities. London is one of my favorites. And I love Latin American small towns and their people, food, landscapes …

What do you do for fun outside of Dell EMC?

I love sports … Golf has become a recent passion; but I truly enjoy participating in all types of sports activities. I also attend professional sports whenever possible.

Spending time with friends is also important to me—I try to stay in touch with them as much as possible, and I am active in organizing activities with friends.

And, the activity that I enjoy the most is spending time with my wife Selene and our four children (Pablo, Diego, Alvaro and Sofia). Whether it’s just being together at dinner, traveling as a family, or enjoying activities like water skiing … Seeing our kids grow is simply amazing.

Leader Alvaro Camarena

Álvaro, his wife Selene and their 4 children’s Pablo, Álvaro, Diego and Sofia practicing archery and enjoying and an afternoon at Tapalpa, place of mountains near Guadalajara, México.

Meet the Dell EMC Partner Program Leaders: Cheryl Cook

Meet the Program Leaders

This series provides insight into what drives Dell EMC channel executives. Missed the other posts in the series? Get to know them now: John Byrne (Dell EMC President of Global Channels);  Michael Collins (Dell EMC Senior Vice President, Channel, EMEA); Ng Tian Beng (Dell EMC Senior Vice President, APJ Channels); Joyce Mullen (Dell EMC Senior Vice President and General Manager, Global OEM and IoT Solutions); Jim DeFoe (Dell EMC Senior Vice President, Global Distribution); Gregg Ambulos (Dell EMC Senior Vice President, North American Channels); Jay Snyder (Dell EMC Senior Vice President, Global Alliances, Service Providers and Industries).

Meet Cheryl Cook – Senior Vice President, Global Channel Marketing

What is your current role/area of responsibility?

As Senior Vice President, Global Channel Marketing, I am responsible for Dell/EMC global partner marketing programs and engagement, including:

  • Channel events and promotions
  • Branding and communications
  • Partner marketing tools and enablement
  • MDF program strategy and execution

In addition, I am responsible for collaborating with regional Commercial and Enterprise sales teams on partner planning and partner experience.

How long have you worked with the channel partner community?

I have been working in the channel for 20+ years, holding various sales and marketing leadership positions that covered nearly all partner typessolution providers, distributors, global systems integratorsacross multiple companies in the industry.

What most excites you about the Dell EMC opportunity?

We have the right team, the right products, the right partners, and excellent timing- we’re in a great place! We have a bold vision, a clear strategy, the industry’s broadest portfolio of essential infrastructure solutions, with an incredibly talented and strong leadership team, focused on delighting our customers and partners, and winning in the market place.  The entire industry is in a transition, and transforming.  We’re a part of history in the making, and I believe, a once-in-a-career opportunity to significantly deliver unique value to our customers, and a growth opportunity for our partners.

As the industry consolidates, and customers and partners look to narrow the number of vendors they do business with, we’re in an enviable position.  We have great positive momentum in our business right now, with huge upside opportunity.  Our partners are energized about our new partner program, and the growth opportunity with Dell EMC.

We have to stay focused on our customers and partners, and delight them.  We’re winning!  People like playing and cheering for winning teams!

What most excites you about the Dell EMC Partner Program?

We tried to bring the best of both programs together in our new unified partner program.  Our commitment is Simple, Predictable, and Profitable.TM

  • It is simple in that it takes the best of both the Dell and EMC Partner Programs and provides all partner tracks with simplified, common structure and tiers.
  • It’s predictable in the clarity of the programs, transparency in sales engagement and enhanced visibility into the business, in terms of the scorecard, for example.
  • And with the incremental investments we’ve made in the industry’s most lucrative program, the Dell EMC Partner Program is profitable—with rewards that are focused on growth, new business and services and incentives to partners that actively sell the full Dell EMC portfolio.

We’ve also created excitement and tier envy, with innovations in partner tiering with Titanium Black.  It’s an exciting time to be a Dell EMC Partner.

What do you see as the biggest opportunity for Dell EMC partners in 2017?

We’re a market leader in the essential infrastructure categories, and we have great growth opportunity in channel share.  We have the broadest end-to-end product portfolio in the industry, and a significant R&D investment at $4.5B per year, to ensure we drive innovation to bring advances and technology to help our partners and customers navigate this digital transformation.

Our partners have choices, and they need to bet on vendors they can win with.  We’re a company to bet on! Lean in!

We’re growing faster in the channel than others, gaining market share. We’ve just launched an extraordinary partner program, and we’re still listening.  We will continue to be transparent, and collaborate, and deliver on our promise of Simple, Predictable, and Profitable.  The market is moving fast, and we’re all on an extraordinary journey.

No one vendor can do what we can do, and partners can make a lot of money with Dell EMC. We’re having fun!  Come join the team, and have fun, and make money.

Do you have a favorite country, place or city to visit; and why?

Of all the places I have traveled in this world, one of my favorite places is Rome.  I love the history, the culture, the food, the weather, the fashion and shopping- the shoes, and handbags.  Did I mention shoes?

I have been many times, but my fondest memories are spending the Millennium, the turn of the century on New Year’s Eve in Rome, one of the most ancient places, and the first trip with both of my sons, Garrett and Logan.  It was wonderful to experience it all through their eyes.  They really appreciated the history, and the food, and the language.   I think their favorite stop along the tour was the Colosseum, typical boysthey had swords and were reciting lines from the movie, Gladiator. It was amazing to see them soak all the sights and experiences in.  They still say it’s one of their favorite places, too.

What do you do for fun outside of Dell EMC?

When I’m not running from airport to Dell EMC office or partner sites, I enjoy working out, shopping, and spending time with friends and family.  Although I live in Texas, I do enjoy the water and being outdoors.  I’m a Florida girl who is very happy in Texas, but am an avid Florida Gator fan (there’s nothing passive about being a Gator).  I am also a University of Florida alumna and a board member of the University of Florida Foundation.

Partner Leader Cheryl Cook

(From L to R) Logan, Cheryl and Garret Cook at recent family reunion in Southern Florida, December, 2016.

Follow Cheryl Cook on Twitter: @CookCherylS

Meet the Dell EMC Partner Program Leaders: Jay Snyder

Meet the Program Leaders

This series provides insight into what drives Dell EMC channel executives. Missed the other posts in the series? Get to know them now: John Byrne (Dell EMC President of Global Channels);  Michael Collins (Dell EMC Senior Vice President, Channel, EMEA); Ng Tian Beng (Dell EMC Senior Vice President, APJ Channels); Joyce Mullen (Dell EMC Senior Vice President and General Manager, Global OEM and IoT Solutions); Jim DeFoe (Dell EMC Senior Vice President, Global Distribution); Gregg Ambulos (Dell EMC Senior Vice President, North American Channels).

Meet Jay Snyder – Senior Vice President, Global Alliances, Service Providers and Industries

What is your current role/area of responsibility?

I have the pleasure to lead more than 400 women and men in the Global Alliances, Service Provider and Industries organization here at Dell EMC.

Our Global Alliance partners include Systems Integrators (SI), Strategic Outsourcers (SO) and Cloud Service Providers (CSP). These partners help us reach customers that we might not otherwise engage thanks to their deep expertise in a particular topic or industry and deliver enhanced value to our customers as they progress on their transformational journeys.

For industries, our focus is to provide subject matter expertise; both functional and technical, that marry our platforms with unique use cases within specific industries. We made our name in Healthcare, State and Local and Energy and are currently expanding into Manufacturing, Financial Services and beyond. We bring all this together in a structured set of offers, often by industry, that are taken to market by our SI, SO and CSPs.

What most excites you about the Dell EMC Partner Program?

What’s most exciting to me is that we created the Dell EMC Partner Program from scratch.

Our leadership team has decades upon decades of experience in the channel, and we leveraged that to create a brand new program that I think is phenomenal. We met with dozens of partners, from both the EMC and Dell side, as well as from the reseller, SI, SO, CSP, OEM and distributor spaces to understand what would work best.

As it turned out, different partner types had different requirements, so we created different tracks for those types to deliver a great experience.  But, we are all under one umbrella that has a similar look and feel, and most importantly set of opportunities for partners to accelerate with us in the market.

For me, each year I’m most proud of the organization when I get to step on stage at Global Partner Summit at Dell EMC World. This year is no exception. I’m extremely excited to talk to our partners in just a few short weeks and talk to them about how the new program is working for them. At the same time, I will be seeking feedback on ways to continually improve the program because this really is just the beginning, which is very … exciting!

What do you see as the biggest opportunity for Dell EMC partners in 2017?

Our Alliance partners are truly an extension of the Dell EMC family. They each bring a unique area of expertise to the table that enables us to reach customers and solve problems together. In other words, our partners enable us to provide business context and thus deliver business outcomes.

Just think about the major focus of Dell EMC in FY‘18. It’s centered around the four major transformation plays that we’re seeing in the industry: workforce, security, IT and digital. We simply cannot deliver true transformation without the capabilities of our partner ecosystem. They make our platforms come alive through this business context, and for me, this aligns with the massive opportunity like never before. Combine this with the broadened portfolio, with offers from the edge to the core, and you might say the opportunity is almost limitless.

Do you have a favorite country, place or city to visit; and why?

I travel often, several hundred thousand miles a year for work, so there are really two parts to this answer.

To avoid planes and trains, and simply get away to one of the most beautiful and fun filled place on the planet, it’s Lake Tahoe. Only a 2-1/2 hour drive from where I live, to me Tahoe is heaven on earth. The air, the scenery, the ability to hike, kayak, bike, fish, horseback and so on … Not to mention, the cell coverage is terrible.

The second part of the answer is anywhere in EMEA.

Our family loves to travel; we really enjoy architecture, history, food and wine. The uniqueness from country to country in EMEA is truly special, and we still have so much to ground to cover. But if you pushed me, what I’d really have to say is Antibes, France on the southeastern coast. One day, I’d love to rent a flat, walk to the market each day for fresh breads, meats and cheese, and run along the ocean. And, no cell phone coverage.

What do you do for fun outside of Dell EMC?

Like everyone at Dell EMC, my work is demanding and requires lots of hours. My time outside the office is focused on family. I experience great pleasure in attending sporting events for my three kids, who participate in track, tennis, lacrosse, baseball and soccer. When we have free time, we love to be outdoors. Hiking, biking and taking our Labradoodle puppy, Murphy, to exciting new places and watch him run. As a family, we also like to give back to community, and look for opportunities as a family such as participating in urban farming and helping out at food kitchens.

My wife and I love to enjoy great food and wine. Living in the Bay Area, we are blessed with no shortage of phenomenal restaurants and wineries, which we try to take advantage of regularly. We also have a large garden; and it doesn’t hurt that my wife is loves to cook, and is always wowing us. (I’m in charge of the wine pairing.)

And finally, I’m a concert junkie. I love to go to live shows, especially in unique venues, which we have plenty of in the Bay. Coming up in the next three months I’ll be seeing Bishop Briggs, Kaleo, U2, Mumford Sons, OneRepublic, Midnight Oil, Judah and the Lion, BottleRock music festival and I’m working on Bastille.

Jay Snyder alliances

Jay Snyder and his wife Stephanie hiking the Marin Headlands

Follow Jay Snyder on Twitter: @JayBOD3.

Meet the Dell EMC Partner Program Leaders: Gregg Ambulos

Meet the Program Leaders

This series provides insight into what drives Dell EMC channel executives. Missed the other posts in the series? Get to know them now: John Byrne (Dell EMC President of Global Channels);  Michael Collins (Dell EMC Senior Vice President, Channel, EMEA); Ng Tian Beng (Dell EMC Senior Vice President, APJ Channels); Joyce Mullen (Dell EMC Senior Vice President and General Manager, Global OEM and IoT Solutions); Jim DeFoe (Dell EMC Senior Vice President, Global Distribution).

Meet Gregg Ambulos – Senior Vice President, North American Channel Sales

What is your current role/area of responsibility?

My role is to manage the overall alignment of the Dell EMC North American Channel Sales team resources with those of our more than 40,000 regional channel resellers and distributors to drive mutual sales growth and profitability across the entire Dell EMC portfolio of products, services and solutions.

How long have you worked with the channel partner community?

I have worked with the channel community for more than 16 years in both global and North American sales management roles.

What most excites you about Dell EMC opportunity?

I’m most excited, for Dell EMC and our channel partners, about the incredible opportunity ahead as businesses move into a dramatic period of digital transformation. Dell EMC is perfectly positioned with the best, and most extensive product and services portfolio available today to help customers through their transformation journeys.

We are also extremely well positioned with a tremendous channel ecosystem of Solution Providers, Distributors, System Integrators, Strategic Outsourcers, Service Providers and OEM partners to bring these fantastic products to our customers.

What most excites you about the Dell EMC Partner Program?

For me, the excitement is about bringing together two world-class channel programs from Dell and EMC and building a truly extraordinary program that leverages the very best practices from both. We launched the new Dell EMC Partner Program in February, and our partners have said that we are hitting the mark. Our core design promise for the program was to be Simple, Predictable and Profitable. And our partners are telling us that we are delivering on that promise.

What do you see as the biggest opportunity for Dell EMC partners in 2017?

The opportunities are huge. With Dell EMC, Solution Providers have the best partner to help them reach more customers, solve more problems and deliver a better, end-to-end IT experience for their customers.

To be successful today, Solution Providers must focus on helping their customers address four primary areas of transformation to advance their businesses:

  • Digital transformation
  • IT transformation
  • Workforce transformation
  • Security transformation

Partners are placing bets on which IT vendors will help them most successfully address critical challenges to their customers’ businesses. And more and more, Solution Providers are turning to Dell EMC to help them maximize the opportunities around these massive transformations.

With Dell EMC, Solution Providers and Distributors have access to the broadest portfolio of IT products, services and solutions under a single roof. This enables them better serve their customers and guide through their IT transformation journeys while cementing their ‘Trusted Advisor” status.

Do you have a favorite country, place or city to visit; and why?

My favorite city to visit is London, England. I’ve been there many times and really enjoy diverse mix of people and culture. It’s a truly international city but with a flavor all its own. I really enjoy Europe and think of London as a gateway city to experience the rest of the EU.

What do you do for fun outside of Dell EMC?

I’m a very active person. When I’m not working, you’ll likely find me with my family on my boat just off the coast of Massachusetts; on my Harley-Davidson Screaming Eagle motorcycle riding the hilly New England countryside; or on the golf course improving my golf swing.

Meet the Leaders Gregg Ambulos

Gregg Ambulos and his three children on one of their many fishing trips.

Follow Gregg Ambulos on Twitter: @AmbulosGregg.

Meet the Dell EMC Partner Program Leaders: Jim DeFoe

Meet the Program Leaders

This series provides insight into what drives Dell EMC channel executives. Missed the other posts in the series? Get to know them now: John Byrne (Dell EMC President of Global Channels);  Michael Collins (Dell EMC Senior Vice President, Channel, EMEA); Ng Tian Beng (Dell EMC Senior Vice President, APJ Channels); Joyce Mullen (Dell EMC Senior Vice President and General Manager, Global OEM and IoT Solutions).

Meet Jim DeFoe – Senior Vice President, Global Distribution

What is your current role/area of responsibility?

As the Senior Vice President of Global Distribution, I lead an incredibly talented team that is responsible for Distribution partnerships, sales and strategy.

How long have you worked with the channel partner community?

I’ve worked with the channel partner community for nearly 10 years. I’ve been with Dell/Dell EMC for nearly 20 years, serving in a number of different roles. Prior to my role in Distribution, I was Vice President of North America Channel Sales. In this role, I was responsible for creating and delivering sales across all partner types including national Solution Providers, regional Partners, System Integrators and Distributors.

I also have experience working on the partner side. Prior to joining Dell, I managed regional offices for Dell EMC partner CompuCom. The experience I gained in this role shaped the way I work with partners today.

What most excites you about Dell EMC opportunity?

In my nearly 20 years at Dell, I can’t remember a time when we’ve had the tremendous opportunity that we have today. We’ve got it all in one place: the best partners, the best team, the best portfolio… and the list goes on. It’s an amazing journey to be a part of.

I’m most excited about the way Dell Technologies solutions are benefiting so many areas of people’s lives for the better. It is fascinating to see how our solutions are being utilized to solve some of the world’s most complex problems. 

What most excites you about the Dell EMC Partner Program?

I’m most excited about the emphasis we’re placing on Distribution. While Distribution Partners have always been key to our success, we’re collaborating on an even stronger level today than ever before. Within the Dell EMC Partner Program, we have rolled out a comprehensive Distribution track that is simple, predictable, and profitable, and largely based on feedback from our Distributors. We’ve strategically chosen key Distribution Partners who we have full confidence in, both globally and at a local level, and we’re backing them up by designing tools, materials and programs specifically for them. Plus, with the expanded Dell EMC portfolio, Distributors have more options and greater opportunity. It really is an exciting time for Dell EMC Distributors.

What do you see as the biggest opportunity for Dell EMC partners in 2017?

The ability to offer the complete Dell Technologies portfolio to their customers. No other company offers the breadth of our solutions all wrapped around the best partner program in the industry.

Do you have a favorite country, place or city to visit; and why?

Colorado is my favorite state to visit. I spend as much time as I can in the mountains, especially in the summer! Italy is my favorite country to visit because of the people, the beauty of the country and the food.

What do you do for fun outside of Dell EMC?

I love spending time with my wife, two daughters, friends and my dogs. My favorite hobbies are golf and hiking.

Distribution Jim DeFoe

Jim and his wife, Terri.

 

Follow Jim DeFoe on Twitter: @jimjdefoe.

#CRNChannelMadness Heats up as John Byrne Competes in Final Four

Talk about extraordinary! We’ve made it all the way to the final field of four in CRN’s Channel Madness Tournament of Chiefs!

Congratulations to John Byrne for his victory in the Enterprise 8 round. He wouldn’t have been able to get this far without your help. Thank you all for taking the time to vote for him. Your votes helped him win the hardware bracket by a large margin, beating out Lenovo’s Sammy Kinlaw 78% to 22%.

The CRN Channel Madness field has narrowed to four. We need your help, now more than ever, to help defend John’s win over Kinlaw and advance him to the final, championship round.

Rounf 4 voting is open now through 12 p.m. on Monday, April 3rd.

Final Four CRN Channel Madness

It’s YOU With an Assist in the Final Four!

In Round 4 of CRN’s Channel Madness Tournament of Chiefs, John Byrne faces off against HPE’s Terry Richardson. Terry held a close lead against F5’s David Helfer throughout Round 3, and won with 59% of the vote. HPE is Dell EMC’s top competitor; and now we face-off against their channel chief.

It’s time for a full-court press. Together, we can vote John to victory in the Final Four. We’re so close … Please vote now! You will be required to make a selection in both matchups; but voting only takes a moment.

Don’t miss your chance to vote for Dell EMC’s John Byrne in the Final Four – voting closes at 12 noon ET on Monday, April 3rd!

HOW TO VOTE: Visit the CRN Channel Madness Tournament of Chiefs bracket and click the Vote Now button. Be sure to vote before Round 4 voting closes at noon ET on Monday, April 3rd.

SPREAD THE WORD: Tweet out your support for John Byrne using #CRNChannelMadness, and tag @DellEMCPartners and @JohnByrneCSO.

Final Four Assist

CRN will announce the Final Four round winners on April 3rd at 4pm ET, when championship voting begins. Good luck to all the Channel Chiefs and may the best chief win!

Meet the Dell EMC Partner Program Leaders: Joyce Mullen

Meet the Program Leaders

This is the third post in our Meet the Leaders series, which provides insight into what drives Dell EMC channel executives. Missed the first two posts? Get to know them now: John Byrne (Dell EMC President of Global Channels);  Michael Collins (Dell EMC Senior Vice President, Channel, EMEA); Ng Tian Beng (Dell EMC Senior Vice President, APJ Channels).

Meet Joyce Mullen – Senior Vice President and General Manager, Global OEM and IoT Solutions

What is your current role/area of responsibility?

As the Senior Vice President and General Manager of Global OEM & IoT Solutions, I lead an amazing team that delivers best-in-class technology, a world-class supply chain, global support capabilities and vertical expertise to OEM and IoT partners and customers, allowing them to focus on their intellectual property and grow their business. The best part of my job is that I get to help customers solve the world’s most vexing problems – from improving cancer treatments to launching satellites – faster and more efficiently.

We offer a faster way to turn our customers’ ideas into market-ready solutions and take them to the world. With the right set of OEM Partners by our side, we enable our customers to excel in three key areas:

  1. Innovate Faster: Shorten time to market
  2. Build Bolder: Create better customer experiences
  3. Scale Smarter: Reduce costs and complexity

It’s a really exciting time to be in this role as customers and partners are seeing the opportunity and taking advantage of our offerings now more than ever. In fact, last year we more than tripled the number of OEM partners that we work with.

How long have you worked with the channel partner community?

I’ve had the privilege of leading the OEM channel partner program since its conception five years ago. It’s been exciting to see the program grow, especially recently as OEM became a specialized track within the industry’s most enviable, most innovative and most desirable Partner Program.

What most excites you about Dell EMC opportunity?

The combination of Dell and EMC is so exciting. We’ve truly never seen a greater opportunity than we see right now. The market and economy look good, our product portfolio has never looked better, and we have the best team and partners in place to help our customers design and build the right solutions for their environments.

I guess I have to say that the most exciting factor is that we have such a diverse set of products, solutions and services. With this unique set of offerings, we can enable our customers no matter where they’re at on their Digital Transformation journey. Combining the Dell and EMC portfolios meant that we could leverage that many more solutions to expertly bring our partners’ and customers’ intellectual property to market. For our engineers, I would compare this to being a kid in a candy store.

Oh, and I can’t help but mention that we’re #1 in so many areas. That’s pretty exciting, too.

What most excites you about the Dell EMC Partner Program?

I’m most excited for the way that we’ve brought all of our partner tracks into one simple, predictable, profitable program. As part of our one cohesive program, OEM partners will receive the same great benefits that other partner types receive – from a single portal sign-on to automated rebates. This also means bigger opportunity and more lucrative earnings for OEM partners.

We keep hearing that our partners are excited about these expanded opportunities, and we’re proud to be able to offer them. It’s going to be a really great year.

What do you see as the biggest opportunity for Dell EMC partners in 2017?

GROWTH!!! The market is huge and growing faster than GDP. Our customers are turning to technology as they transform their businesses and solutions…. And no one has better technology than we do.

What could be more fun than that?

Do you have a favorite country, place or city to visit; and why?

I’m not sure if I could name just one! Now that our four children are grown, they’ve dispersed across the country; so to see them means travelling. We also love visiting family in New England and Southern California, and skiing in Utah.

We’ve been incredibly fortunate to have had some really great, adventurous and educational family trips over the years. One of our favorite trips was to Vietnam and Cambodia when the kids were younger; it was really an eye-opening experience for them. We’ve been on a couple of safaris which were unbelievable, too. To see animals in their habitat and learn about how they communicate and warn each other of impending danger was absolutely fascinating.

I always love Rome and Paris, too. Every trip we take, we realize there are so many more places to see.

What do you do for fun outside of Dell EMC?

My husband and I love to spend time with our four kids – we’re incredibly proud of the people they’ve grown up to be. We also have two dogs who are a big part of our lives, and who love to hike with us in Austin.

OEM IoT Leader Joyce Mullen

Joyce Mullen enjoys hiking in Austin with her husband, four children and furbabies.

We love to travel, ski, scuba dive. We love learning about wine.

Giving back to the community has always been important to us as well. I am the vice chair of the Capital Area Food Bank and sit on the Brown School of Engineering Corporate Affiliates Board.

Follow Joyce Mullen on Twitter: @JoyceatDell.

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