Posts Tagged ‘Jim DeFoe’

Meet the Dell EMC Partner Program Leaders: Jim DeFoe

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

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.

Dell EMC Channel Executives Receive Accolades

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Not even two weeks into the new Dell EMC Partner Program, and our executives are already receiving high marks for their industry expertise and leadership! Earlier this week, CRN announced their picks for the annual Channel Chief Awards for 2017. Receiving one of these awards is one of the highest honors in the industry.  The recipients represent preeminent leaders in the IT channel who excel at driving growth and revenue in their organizations through channel partners.

We are overjoyed to announce that for the tenth consecutive year, Dell EMC executives have been recognized for this award. Congratulations to John Byrne, Cheryl Cook, Jim DeFoe and Gregg Ambulos!

John ByrneCheryl CookJim DeFoeGregg Ambulos

 

 

 

 

 

 

In addition to being recognized as 2017 Channel Chiefs, John and Cheryl also were honored on CRN’s 50 Most Influential Channel Chiefs list. The executives on this annual list are part of an elite group drawn from the larger pool of Channel Chief honorees each year, and they represent the cream of the IT channel crop—leaders who drive the channel agenda and evangelize the importance of channel partnerships. This distinguished group is recognized for outstanding achievement in driving growth and revenue in their organizations, as well as extraordinary leadership in the channel as a whole.

  • John Byrne is president of Global Channels for Dell EMC and is responsible for leading the channel strategy. He is driving the Dell EMC Partner Program with new training and certifications and enabling partners to grow their business with Dell EMC. Last year, John won top honors as one of the Top 25 Channel Sales Leaders of 2016 by CRN.
  • Cheryl Cook is senior vice president of Global Channel Marketing for Dell EMC and is responsible for supporting the channel strategy. She also manages the global channel marketing that enables partners to grow their business with Dell EMC. Last year, Cheryl was honored as one of CRN’s 25 Innovators of 2016 and CRN’s Power 100 – Most Powerful Women of the Channel list. 
  • Jim DeFoe is senior vice president of Global Distribution for Dell EMC, and is responsible for Distribution partnerships, sales and overall strategy. During his 20-year tenure, Jim has held a variety of executive leadership roles at Dell/Dell EMC, including vice president of North America Channel. This is Jim’s fifth consecutive year of being recognized as a CRN Channel Chief.
  • Gregg Ambulos is senior vice president of North American Channel Sales for Dell EMC. He is responsible for creating and delivering sales growth across the entire Dell EMC portfolio of products, including PCs, Workstations, Servers, Storage, Networking and Services through Dell EMC’s North America ecosystem of more than 50,000 solution provider and distribution partners. A CRN Channel Chief since 2008, Gregg also was recognized as one of CRN’s Top 25 Channel Sales Leaders for 2016.

We are excited to kick off the recently announced Dell EMC Partner Program, which is based on partner feedback and is focused on being Simple, Predictable and Profitable™. Make sure to keep up on the latest news about the Dell EMC Partner Program by following us on Twitter: @DellEMCPartners.

Five Reasons to Get Excited for Dell EMC Distribution

Jim DeFoe

Jim DeFoe

Senior Vice President, Global Distribution

Distribution

Happy 2017 … What a year we expect it will be! As you know, we’re getting ready to launch the extraordinary Dell EMC Partner Program in just a few short weeks. Our Distribution partners will continue to be instrumental to our collective success, so we’ve built a new, global Distribution program that we’re incredibly excited about.

The new Dell EMC Partner Program will have a Distribution-specific set of requirements and benefits, including:

  • Minimum annual revenue and growth requirements
  • Competency and training requirements
  • A comprehensive set of benefits, including base rebates and growth accelerators

We’ll share more specific details around each of these items in the coming weeks.

In the meantime, check out this countdown of the top five reasons that Dell EMC Distributors should get excited about the new program.

#5: The Same Great Reseller Coverage Strategy

You know what they say, “If it ain’t broke, don’t fix it.” We pride our new program on being Simple. Predictable. Profitable. ™ With that in mind, we’re keeping most Solution Providers’ current procurement models intact. In the new program, a Solution Provider’s procurement model will be based on their legacy Dell or EMC buying relationships, the product lines they carry, regional/country needs, and Dell EMC’s ability to support the Solution Provider directly. This means the vast majority of legacy Dell and EMC Solution Providers will maintain their existing procurement model, and all net new Solution Providers who are onboarded into the new Dell EMC Program will procure exclusively through Distribution.

#4: Distribution Incumbency Plans

We get it – when you’ve built the relationships, you should get to maintain them. To protect our Distributors’ investment in the Solution Providers they recruit and engage in the Dell EMC Partner Program, Solution Providers will continue their buying relationship with their preferred Dell EMC Authorized Distributor as they progress through the program, other than by a Dell EMC-approved exception. Solution Providers reserve the right, regardless of their Dell EMC Partner Program Tier, to continue to procure through Dell EMC Authorized Distributors.

#3: Distribution-Specific Tools and Resources

That’s right, within the new Dell EMC Partner Portal, we will introduce a Distributor-specific view for exclusive access to program resources, quoting tools, and the Deal Registration program. Distributors will receive additional information on how to access the portal in February.

We’ll also roll out distribution-specific training competencies, minimum annual revenue and growth requirements determined by country, and minimum annual services requirements. Yes, these are required, but they’re intended to provide you with all the information you need to be as profitable as possible.

#2: New Solution Provider Leads

More qualified leads = more opportunity! Dell EMC will begin actively feeding Solution Provider leads to Authorized Distributors. As Solution Providers apply on the Dell EMC website, Dell EMC will complete an initial review to verify the partner’s validity, and then send the application to the Solution Provider’s named preferred Distributor.

#1: Distribution Rebate Program

$$$! Distribution partners will receive a comprehensive set of benefits, including base rebates, services rebates, growth accelerators, and MDF.

  • Base Rebates: Predictable earned dollars based on qualified sell through revenue
  • Services Rebates: Additional rebate payouts based on total Services revenue generated by the Distribution partner, which in FY18 will include both Support and Deployment Services revenue.
  • Growth Accelerators: Additional incentives based on growing targeted Resellers by Line of Business/Product Category.
  • MDF: Distributors will have access to both Earned and Proposal-Based MDF, which they will be able to manage in the new Dell EMC MDF tool.

Over the past few months, the Dell EMC partner team has delivered an extensive effort to evaluate the legacy Dell and legacy EMC Distribution Partner coverage strategy. Based on this work, we have determined we will consolidate the list of go-forward Distribution partners in FY18. We will partner more closely with key global Distribution partners who are placing bets on Dell EMC and maintain a smaller set of local Distribution partners by country.  Specific details on program requirements and benefits will be provided in early February, at the time of the Dell EMC Partner Program launch.

As we march towards the February launch of the Dell EMC Partner Program, we’ll continue to provide our partners with further information.

Together, we will attack the market and become the channel to beat. Our opportunity is truly extraordinary.

 

 

*Please note: EMEA will not transition to this new incentives structure until Q2 of FY18

Email Subscription

Enter your email address to subscribe to this blog and receive notifications of new posts by email.

Connect with us on Twitter

Archives

Categories