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Meet the Dell EMC Partner Program Leaders: Gregg Ambulos

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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.

EMC Execs Dominate Annual “Women of the Channel”

Gregg Ambulos

Gregg Ambulos

Senior Vice President, Global Channel Sales

The success of any organization can be almost entirely attributed to its people.

And more specifically, its leadership. At EMC, we have been blessed with tremendous leadership in the forms of Joe Tucci, David Goulden, Erin McSweeney, and Bill Scannell, and others. Building upon our outstanding leadership, it gives me tremendous pleasure to call out the nine—yes, NINE—EMC executives recently named to CRN’s prestigious 2016 Women of the Channel list.

This annual list recognizes those female channel executives whose vision and actions are driving growth and innovation. To have so many of our own celebrated as channel power players is a testament to each woman’s individual excellence as well as our collective strength. After all, we are only as good as our people; only as strong as our leaders.

Nine EMC Channel Executives Named 2016 Women of the Channel

2016 CRN Women of the Channel EMC

Linda Connly*, Anna Dorcey*, Julie Christiansen*, Patty Scire, Jennifer Axt, Kristina Austin, Maureen Gaumer, Katherine Granat, and Christine Bufalini*—thank you for your vision, your leadership, and your innovation. Thank you for helping to make EMC an exceptional collaborator for our business partners. Thank you for delivering winning, transformational strategies and flawlessly executing against them.

*Also named to the Power 100, a subset of the Women of the Channel list that represents “the most powerful women leaders across IT channel organizations”

 

Do More, Sell More, Make More: Becoming a Truly Unstoppable Force in the Industry

Gregg Ambulos

Gregg Ambulos

Senior Vice President, Global Channel Sales

Peyton Manning… EMC… Dell… What do they have in common?

They’re UNSTOPPABLE.

Football icon Peyton Manning kicked off EMC’s 2016 Global Partner Summit (GPS) General Session with his inspiring story of determination. A football Hall of Fame legend, during his career he was unstoppable when it came to beating the competition.

With the EMC and Dell merger, we too—together with our partners—will be unstoppable. We are going to break down walls, break barriers, and break records in a way the industry has never seen.

UNSTOPPABLE

Dell and EMC both began as direct selling companies, but we have each transformed to partner-based models. Today the channel is not just important, but absolutely essential to both Dell’s and EMC’s business models. A full 60 percent of EMC’s revenues come from the channel, and in five short years, Dell has taken their channel business to over 40 percent. Today, both our partner programs have five-star partner-program designations from CRN.

Building from this critical foundation, during GPS on May 2 I shared with partners the immense opportunities the Dell and EMC merger will bring to them and what they can expect when the deal closes—beginning with Day One.

 

Day One

To level-set everyone, there will be minimal changes and minimal disruption out of the gate.

Partners will have access to the entire expanded portfolio, as long as they are authorized to sell by both companies. This gives partners the ability to cross-sell and upsell like never before—to the tune of over $4 billion dollars.

We will continue to have two separate partner programs. And along those lines, we’ll also maintain separate deal registration programs. We will cross-check all existing registrations and address any conflicts, as well as put a process in place to ensure integrity for all new registrations.

Beginning in 2017

Obviously, this deal hasn’t closed yet, so there are lots of things to work through.  But generally speaking, partners can expect that our partner programs will come together into one unified program next year.

We will also have one common approach for deal registration to ensure that partners are protected.

Additionally, we’ll offer robust incentives to drive cross selling opportunities, incremental business and net-new accounts.

Finally, we will have a central global channel structure that will ensure consistency across the globe, and we’ll have field based channel resources that will be aligned with our sales organization, similar to the way EMC goes to market today within the channel.

There’s much more work to do, but this should give you and our channel partners a sense of what’s to come.

Making Choices

We all know that there are unstoppable forces in the industry—like never ending rain coming down—creating an urgent and persistent need for our customers to transform and modernize their data centers.

Our job is to help them get there.

It’s not just about selling; it’s about changing our approach to the customer, learning new ways of positioning solutions and technologies, and understanding our customer’s customer.

All of our partners have choices to make. The industry is moving fast, and in order for you to stay current, you have to place some bets. You have to pick the company you feel is in the best position to help you succeed. The combination of Dell and EMC is that company.

There is huge opportunity before us and our partners—to do more, sell more, and make more.

Here’s to being unstoppable!

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