Posts Tagged ‘partner post blog’

Dell EMC Digital Marketing Platform Puts the Power of Lead Generation at Your Fingertips

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

According to recent Forrester research, “86% of marketing professionals agree that successfully integrating multiple channels under a single integrated marketing strategy is crucial to their long-term success.”

The Dell EMC Digital Marketing Platform  provides partners with content syndication, email marketing campaigns, social media syndication and analytics

Separately, these are all effective tools―but together they deliver a powerful integrated approach to multi-channel marketing.

Digital Marketing

Let’s dig into how each of these functions will help you to generate leads:

Content Syndication

Today’s buyers spend nearly 70%* of their research and consideration process online, making it critical for organizations to deliver engaging website content. And, we understand that the constant creation and maintenance of fresh web content that engages site visitors and also aligns with Dell EMC’s messaging can be a real drain on your time and resources.

Content syndication enables you to:

  • Deliver targeted, relevant content to website visitors
  • Lift the burden of constant content development
  • Boost conversion rates and generate new qualified leads
  • Easily personalize and customize content to support your value proposition

Multi-Tactic Campaigns

The Dell EMC Digital Marketing Platform makes it easy to coordinate multi-tactic marketing campaigns that build your pipeline and accelerate revenue growth.

With Email Marketing Campaigns, you get:

  • Turn-key execution of coordinated co-branded campaigns that leverage a wide array of marketing tactics and activities
  • Access to valuable Dell EMC Digital Marketing Platform assets to support marketing and sales efforts
  • Detailed lead scoring across multiple prospect touch points
  • Closed-loop reporting to share results with Dell EMC Digital Marketing Platform
  • Full-service campaign support and strategic insight

Social Media Syndication

Social media is more than just an extension of your marketing plan. Social media is a proven way to capture leads, expand your client base and nurture customers before, during and after sales.

Today, nearly 70% of your buyer’s journey happens before the sales organization is engaged.* And, 74% of IT buyers find social media useful during the buying cycle.**

The number of marketing leads that social media produces is nearly double that of trade shows, telemarketing, direct mail or pay-per-click (PPC) marketing. Yet, social media management is time consuming and resource intensive.

With Social Media Syndication on the Dell EMC Digital Marketing Platform, you can bypass the costs and complexities of social media curation and management.

In addition, Social Media Syndication on the Dell EMC Digital Marketing Platform enables to you:

  • Turn up the volume on social media and connect with key targets without any extra time, effort or cost
  • Increase the frequency and relevance of your social media outreach by customizing content and posting schedules
  • Amplify your online reputation as thought leader in your industry
  • Measure engagement and see who’s visiting your website with analytics
  • Collect leads with social media forms

Get started with the Dell EMC Digital Marketing Platform

Access to the Dell EMC Digital Marketing Platform is available at no cost to Dell EMC partners.

Take advantage of simplified lead generation and social outreach. Log into the Dell EMC Partner Portal and visit the Campaign Center to learn more about the Dell EMC Digital Marketing Platform and to create your partner company account.

Put the power of the Dell EMC Digital Marketing Platform to work for you. Simply register, and start seeing results!

 

* IT Services Marketing Association (ITSMA)

** HubSpot

 

 

That’s a Wrap on an Extraordinary Global Partner Summit – GPS2017

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

GPS2017They say it takes a village to raise a child, and we couldn’t agree more. With the Dell EMC Partner Program in its exciting infancy, at just three months old, Global Partner Summit (GPS, GPS2017) at Dell EMC World 2017 made it clearer than ever that we have a village behind our partners and the programs designed to enable success.

From a surprise visit by Michael Dell, chairman and chief executive officer, Dell Technologies to executive support in the many breakouts, it’s clear that we’re poised to realize #extraordinary together.

Check out some of the highlights from GPS2017

GPS General SessionWith fantastic enthusiasm, the stage was set for an extraordinary GPS thanks to an energetic performance by the Red Hot Chilli Pipers, an update on the Dell EMC Partner Program and a few special guests including Michael Dell, Jay Snyder, senior vice president, Global Alliances, Service Providers and Industries and Joyce Mullen, senior vice president and general manager, OEM and Internet of Things (IoT) Solutions.

Regional Breakout Sessions – Partners from each region had the opportunity to gather together to learn more about key topics and priorities specific to each region.  Going deeper into topics such as sales engagement, collaboration, services, workforce transformation and IT transformation, Partners were able to hear first-hand Dell EMC’s vision.  The partner program was been built from Partner feedback and the regional breakouts were a great way to continue to conversation.

Celebrating SuccessGlobal Partner Summit just isn’t complete without recognizing our extraordinary partners that are enabling customers to realize their transformation journeys.

Digital Marketing RealizedAnswering one of our most common requests, Cheryl Cook, senior vice president, Global Channels Marketing, led a “Making Digital Marketing Real for Dell EMC Partners” breakout session to help partners drive marketing efforts, build awareness of Dell EMC solutions and their individual capabilities and leverage the four transformations highlighted throughout the week and the year to come – Digital, IT, Workforce and Security.

Creating HEROESLaunched at GPS2017, Dell EMC announced the Dell EMC Heroes Program, a program designed to connect partner SE’s with Dell EMC’s technology. With three key elements, the Heroes Exchange, Partner Advisory Boards and a Partner CTO Summit, Heroes will leverage the power of our extraordinary partner community and its technical expertise.

Global Alliances OpportunitiesJay Snyder set the stage for the incredible opportunities available to our Global Alliance, Service Provider and Industry partners. He highlighted the five key tenants critical to success including: Money, Resources, Solutions, Consumption Models and having a Partner Plan.

#1 in Everything, Including OEMJoyce Mullen welcomed OEM Partners to their first Global Partner Summit. In an exciting moment onstage, she revealed the Dell EMC is the #1 OEM Provider Worldwide*, and talked about the enormous opportunity that OEM Partners have ahead.

As John Byrne, President, Dell EMC Global Channels put it, “We have ambitions to be Number 1.” And with everything we saw at #GPS2017, it’s clear that we’re on the path to an extraordinary partner program and achieving that goal.

Follow and join the conversation on Twitter with #GPS2017.

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

 

IT Transformation: The Rocket Fuel for Digital Transformation

Mike Wing

Mike Wing

Senior Vice President, Modern Infrastructure Team
Mike Wing

“Digital transformation is destroying my business!” This is what I imagine New York taxi medallion owners saying right now.  In just three years, ride sharing services like Uber and Lyft have overturned an entire industry. In 2014, taxi medallions were worth $1 million each; today they are worth half that. According to a recent presentation prepared for Capital One Financial Corp. investors*, more than 80 percent of its $690 million in loans for taxi medallions are at risk of default. Taxi medallion owners are not alone in their fears of the new digital economy. 

For every company that takes advantage of the opportunity digital transformation presents, there is likely another company that was disrupted dramatically. So the philosophical question that needs to be asked is this:

Is Digital Transformation a Risk or an Opportunity?

Last month, Dell EMC announced the results of a new study conducted by Enterprise Strategy Group (ESG), which revealed that a majority of senior IT leaders and decision-making managers of large companies surveyed around the world indicate their organizations have yet to fully embrace the aspects of IT Transformation needed to remain competitive. We were amazed to find that only 5% of large companies are prepared to meet the IT requirements of the new digital business

Likewise, our Digital Transformation Index sponsored by Dell Technologies found that almost half the 4,000 respondents had no idea what their industry would look like in three years. Others feared their company would be obsolete in 3-5 years.

How Dell EMC and Our Partner Community Can Help Enable IT Transformation

Together, Dell EMC and our partner community are in a unique position to help established companies and startups develop strategies that will allow them to be successful as their industries undergo rapid change.

We believe IT Transformation is the Rocket Fuel for Digital Transformation and we are doubling down on the future.

We are #1 in Everything All in One Place with the most innovative technology portfolio in the industry, but we aren’t stopping here. We’ve also built an impressive set of storage assessment tools you can use in customer conversations in conjunction with the recently published IT Transformation Maturity Curve Study.  Use these tools—along with the IT Transformation Maturity Self-Assessment—to help customers measure where they are in their own IT Transformation journey.

This research provides new data and language to help you drive meaningful conversations and partnerships with your current and soon-to-be customers.  When they know how they stack up against their peers, customers are in a better position to build long-term strategies and you are in a better position to help drive this activity.

This study is the foundation of our refreshed Modern Infrastructure story and lends even greater support to the IT transformation message driving our customers to Modernize, Automate and Transform their infrastructure.

As an example of how well this message resonates with customers, just last week I shared the study results in a presentation to a large financial institution.

After reviewing the four stages of IT Maturity, the head of infrastructure graded his company as a stage 1.5 organization, adding “If there is a way to get to stage 4 by skipping stages 2 and 3, I am very interested!” This was liberating!

Now we can partner with them to build a roadmap to becoming a stage 4 organization. The ideas began bouncing around the room on how to get started. This is exactly what we hope for with our message.

Inspire Your Customers on Their IT Transformation Journeys

We have geared up to help you inspire your own customers on their IT transformation journeys:

STEP 1: Become familiar with the ESG study and use it to initiate IT transformation conversations with your customers.    Download the full report here and share it.  If your customer is not as quick to grade their organization as my financial services infrastructure boss was, have them take this quick, 10 question assessment.  If you have an internet connection when you meet with them you can fire it up on your laptop and walk through it together.

STEP 2: Learn the Modern Infrastructure pitch and how to utilize the new assessment and proposal tools. My team of Modern Infrastructure channel specialists is singularly focused on helping you become proficient at having these conversations with your customers.  We’re kicking off a #GetModern Factory roadshow right after Dell EMC World—we’ll be visiting more than 40 cities in the US and expanding globally very soon.  Alternatively, our innovative #GetModern Live Virtual Workshops will help you get up to speed from the comfort of your office. Contact your Partner Account Manager or MIT Specialist for a #GetModern Factory invitation or details on the Live Virtual Workshops.

STEP 3: Take advantage of all of the product training, hands-on labs, demos, and opportunities to meet with subject matter experts at Dell EMC World.  It’s not too late to register and join us (be sure to select “Partner” during the registration process). If you’ve already booked your trip, be sure to reference our Partner Guide to Dell EMC World before you go; we’ve identified the most helpful Modern Infrastructure activities for you.

If you leverage your training and the power of this messaging, you are guaranteed to deliver strong results for your customer, for Dell EMC, and for yourself.  Together we will continue to inspire our customers on their IT transformation journeys!

*Source: Bloomberg.com Taxi Medallion Prices Are Plummeting, Endangering Loans January 30, 2017   

REALize Extraordinary at Global Partner Summit 2017

John Byrne

John Byrne

President, Dell EMC Global Channels
John Byrne
John Byrne

Latest posts by John Byrne (see all)

GPS

In just a few days, we’re lighting up Las Vegas at our second-ever Global Partner Summit (GPS) at Dell EMC World. This year, we are laser-focused on one mission: to REALize Extraordinary.

Back in October, we unveiled the new Global Channel sales team, our Channel vision, our strategy and the beginning of the Dell EMC Partner Program. Just a few short months later, and we are officially rocking and rolling. We formally combined into one program in February (hard to believe that was just one quarter ago!).We’ve welcomed thousands of Partner companies into Titanium, Platinum and Gold Tiers. We’ve collaborated on hundreds of phenomenal customer wins, helping businesses globally embrace Digital Transformation, and winning in the market with your expertise and our best-in-class products, solutions and services.

We’ve come a long way in a short amount of time, and your success has been incredible. But we are just getting started. We have more to do, and when I open up GPS on May 8, I’ll tell you more about how we’re responding to what you need, and continuing to make our Dell EMC Partner Program Simple. Predictable. Profitable.™

I’m looking forward to seeing many of you there, and the full event–GPS and Dell EMC World–promises to be electric.

Thousands of Partners from around the world, getting immersed in Dell EMC innovation, including product and solution announcements; getting trained and certified; engaging in strategy sessions designed to help you win, and  taking advantage of phenomenal networking opportunities with Dell EMC and customer executives.

Here’s just a taste of what the line-up includes:

  • Exclusive insight into the Dell EMC Global Channels vision, strategy and priorities
  • Front-row seats for Dell EMC launches and announcements
  • Regional-specific business breakouts with Dell EMC Global Channels leadership team focused on locally relevant and actionable programs
  • 450+ technical breakout sessions (take advantage of free and discounted certifications and exams!)
  • Networking opportunities with top Dell EMC executives and the brightest minds in the industry
  • Nightly events and entertainment

Can’t make the trip out to Vegas for GPS?

I assure you, we’ll miss you – but you can stay plugged into GPS wherever you are.

Let’s Go Bigger and Win Bigger. Together, let’s REALize Extraordinary. See you soon!

Meet the Dell EMC Partner Program Leaders: Álvaro Camarena

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); 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

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); 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

How to Grow Your Business and Increase Profitability with Dell EMC Services

Erica Lambert

Erica Lambert

Dell EMC Vice President, Global Channel Services Sales
Erica Lambert

Services

John Byrne, Dell EMC President, Global Channels, has spoken of services as being the real pot of gold in the Dell EMC Partner Program. As the VP, Global Channel Services Sales, I of course love this, as it shines a spotlight on a critical component of our business.

Why Dell EMC Services?

Services is important to our collective business for a number of reasons, but most notably for:

  • Driving long-term customer relationships
  • Increasing account control
  • Accelerating technology adoption
  • Ensuring customer satisfaction

In short, including services (yours or Dell EMC’s) delivers more value to customers, and often drives the purchase of more Dell EMC products.

Understanding the Dell EMC Services Portfolio

Along with our expanded product portfolio, we also have a services portfolio that drives the rapid adoption and optimization of digital technologies.

It includes:

  • Consulting – Experts with proven strategies, planning, tools, and execution to modernize your customers’ data centers, ensure their business resiliency, and power their strategy with big data and the Internet of Things
  • Deployment – Onsite and remote teams design, plan, install, configure, image and migrate data for new systems to better serve your customers
  • Support – Award-winning proactive, predictive and personalized monitoring and maintenance help prevent downtime and maximize productivity
  • Training – Optimize your internal teams through continuous learning and certifications that empower users with knowledge to successfully manage technology

Together, We Deliver Value to Customers

You have the power to help us expand customer reach and build deeper relationships.

Many of you have deep benches of skilled professionals, often with skills that span different vendors. As well, you also maintain close relationships with customers that we can’t engage every day. These factors help us expand reach and build deep relationships.

At Dell EMC, we have more than 30,000 services professionals across the globe with deep expertise, knowledge and best practices who are ready to work with you and your customers to ensure our technologies drive positive business outcomes.

In the Dell EMC Partner Program, You Choose How to Maximize Services Profitability

These complementary capabilities are the reason why we give you the choice on how to profit from services. You can resell anything in our Dell EMC Services portfolio and it counts towards your services rebate goals. Or, you can obtain Service Competencies in those areas where you have expertise and deliver services yourself. It’s up to you.

It’s exciting to see how you take advantage of this flexibility to grow your services business and likewise improve your status in the Dell EMC Partner Program.

For example, one partner in North America realized that by attaching Dell EMC Support with every product deal, (either ProSupport or Enhanced/Premium Support – depending on the product they are selling) they would reach their services revenue targets and receive the services rebate.

At the same time, a partner in EMEA with a strong enterprise storage business was struggling to take advantage of the rising demand for data protection. The partner maintained Services Competencies for Unity and XtremIO Deployment, and delivered those services themselves. However, by reselling Dell EMC Services for Data Domain, they were able to meet customer needs and stay on top of the changes in their market. And yes, those Data Domain Deployment services, along with Enhanced Support for Unity and XtremIO, count towards their rebates.

The examples are endless.

Yet, what is clear is that this flexibility allows us all to grow our services business and be more profitable working together.

As we continue forward together, we are taking steps to make it easier for you to understand our services offerings and where and when to best use them. We continue to work on integrating our services portfolio and look forward to providing an update during the upcoming, Global Partner Summit at Dell EMC World 2017.

Win Big with Services … Together!

Meet the Dell EMC Partner Program Leaders: Jay Snyder

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); 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

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); 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

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.

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