Posts Tagged ‘Partners’

Meet the Dell EMC Partner Program Leaders: John Byrne

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Meet the Program Leaders

It’s been just over one month since we officially launched the Dell EMC Partner Program. Partners … You’ve attended the launch broadcast. You’re getting trained and enabled. And, you’re seizing what John Byrne pointed to as the “spectacular opportunities” afforded by the innovative Dell EMC Partner Program. Our Meet the Leaders series gives you a chance to get to know the Dell EMC channel executives who designed the Dell EMC Partner Program—individuals who are passionate champions of the Program’s core tenets: Simple. Predictable. Profitable.TM

Meet John Byrne – President, Dell EMC Global Channels

 

How long have you worked with the channel partner community?

I’ve worked in or with the Channel for close to 24 years, and have spent more than 29 years focusing on overall technology sales. During the first part of my career I focused on EMEA, Greater China and USA. Then in 2007 I shifted my focus globally when I sold one of my channel companies to a Fortune 500 company. I then worked for that company in a sales capacity for a number of years before becoming their Chief Sales Officer and GM. Then I made the jump over to Dell mid-2015, and have been the head of Dell EMC Global Channels since September 2016. I’m loving every minute of this remarkable journey we are all on.

What most excites you about Dell EMC opportunity?

What’s not to be excited about? This is a unique moment in time and you can feel the excitement from our team, Partners, customers, and the press and analysts.

First, we have an unbelievable team. Every single person on this team is passionate, driven, has true channel DNA, want to win as a team and is ready to be extraordinary. So impressive.

For Partners, what’s particularly exciting is the ability to sell and work with the full Dell EMC portfolio. We’re leading in 15 Gartner Magic Quadrants, we’re number 1 in nearly everything that matters to the Modern Data Center: storage, server, data protection, networking … And did we mention we’re the fastest growing PC company on the planet? The list goes on and on.

As we’ve brought our legacy Dell and EMC Partner ecosystems together, Partners now have a world of opportunity at their fingertips. We know customers need and want digital transformation. We know Partners are experts in guiding and architecting the right path towards the Modern Data Center. And now, with Dell EMC, they have the best of everything—from the edge to the core to the cloud—to deliver REAL transformation for their end-users.

What most excites you about the Dell EMC Partner Program?

Easy: Together we are primed to “Go Bigger and Win Bigger” as a team.  I deeply respect that when Partners spend their dollars with us, they need to get a return on that investment. Certainly profit matters for the obvious reasons … Most businesses are not nonprofit; we’ve got to make money to exist. Profit is also something very personal though – it’s what lets us continue to innovate, to work with the best and brightest people, to provide for our loved ones and to create a safety net for leaner times.

That’s why it was essential to us—and personal to me—to see “Profitable” included in our Program’s core tenets, along with “Simple” and “Predictable.”

We’ve structured the Dell EMC Partner Program to be the most desirable, most innovative and most enviable program of its kind. We traveled the world speaking with our Partners to understand how we could take cost and friction out of their selling motions so that they can focus on the reason we’re all here: to sell. I’m immensely proud that we delivered on our promises. Today, Partners can earn 1.5X up to 8X what they were making with us before. That’s just an incredible ROI.

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

Of course selling the full portfolio is a huge opportunity. Dell EMC has award-winning products and we want our Partners selling more Lines of Business and making a lot of money both on the top and bottom line. The other pot of gold for Partners is Services. Whether Partners are delivering their own Services, or they want to augment with ours, we’ve got Partners covered. We don’t want to compete. We want our Partners to win… and win big.

Services are about bringing value to customers with Consulting, Deployment, Support and Education. With the new Dell EMC Partner Program, Partners will earn rebates by reselling. There’s real cash to be made in selling consulting and deployment… a boatload. Our Partners have choice in how and which Services they sell, but I think to get the full potential of the Dell EMC Partner Program, they’ve got to go with Services some way or another.

Meet the Program Leaders Byrne

John with his wife, Caroline, at the British Academy of Film and Television Arts (BAFTA) Awards in London.

So, please grow your top and bottom line, sell more Lines of Business, attach Services and bring net new business. Let’s light this one up, it’s one for the ages.

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

Where to start? We love London as it was “home” for 13 years. So much history, so much culture, so many friends, so many pubs to meet mates and have fun… we just love going back. If I can chose another then it would be Japan; Tokyo specifically.  I fell in love with it the first time I went in 2007. What’s not to love? Great people, amazing culture, steeped in history, and the food is to die for.

What do you do for fun outside of Dell EMC?

Family time is precious. I spend as much time as possible with my wife and our twin girls. At their current age (~2.5 years) they are so much fun, you don’t want to miss a second of it. If not at work or at home, you will find me at the gym currently doing a lot of CrossFit. With all the travel, and getting older, you’ve got to keep in shape. Healthy body, healthy mind.  Oh and shouting on my soccer (or for my international friends – football) team.

Follow John Byrne on Twitter @JohnByrneCSO.

It All Comes Down to Profit

John Byrne

John Byrne

President, Dell EMC Global Channels
John Byrne

Dell EMC Partner Program

I’m so excited to write this post on the third tenet of the Dell EMC Partner Program: Profitable. (I talked about Simple and Predictable earlier.)

It’s the most basic of principles: the purpose of a business is to make money. Of course we all want a healthy top- and bottom-line, but turning a good profit isn’t just about numbers on a spreadsheet. I often joke about being a Scotsman and loving money. OK, that’s true – but let me explain. I take very seriously my responsibility to our Partners, and to my team, to operate a sound business.

Because profit means opportunity.

Profit means we can pay people well, and have the opportunity to continue working with the best and brightest minds in the industry. It means we can continue to innovate and invest in new capabilities so we can offer our customers the most cutting-edge solutions. It means we can pay our bills, save something for the inevitable lean times, and plan for our families’ future.

I said it on our Dell EMC Partner Program Launch Broadcast, and it bears repeating: profit matters on every level.

The Dell EMC Partner Program must, above all, help our Partners be profitable.

Having run my own Channel businesses, I realize very well that when you have a dollar to spend, you want to maximize that Return On Investment. We want you to invest that dollar with Dell EMC, so we’ve structured our Program to give you tremendous value. We must deliver value, both monetarily and strategically. That’s how you’ll keep doing business with us, and do more business with us. That’s a win-win.

And the great news? I’ll be blunt here: Partners can make a ton of money with Dell EMC. Every opportunity is there, with incredible benefits each step of the way:

  • Stackable rebates with base starting at Dollar 1
  • Aggressive rebates when you grow your business above target
  • Incentives for driving services
  • Incentives for winning net new business
  • Competitive MDF

All in, Partners can earn 1.5 times up to eight times what they were earning with us previously based on driving the desired behaviors. I can barely believe it myself – up to eight times.

Getting these benefits requires hustle on the part of Partners to ramp up extremely quickly; but because our Program is Simple and Predictable, and we’ve created world-class training, it is my whole-hearted expectation that Partners will be able to seize every sale.

So that’s it. You know how the Dell EMC Partner Program is Simple. You’ve read how it’s Predictable. And now you understand why Profitable is so important to us.

The only thing left to do? Get selling the full Dell EMC portfolio. Attach services. Get after net-new business and logos. Let us know what we can do to support you. Let’s attack the market, together.

We live in exciting times… some might even say Extraordinary.

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.

Delivering on Our Promises with Predictability

John Byrne

John Byrne

President, Dell EMC Global Channels
John Byrne

Predictable

At our first-ever Dell EMC Global Partner Summit in October I introduced the Dell EMC Partner Program as truly extraordinary. At our official Program launch on February 8, we showed you how the Program has been purpose-built for Partners, and with Partners, to be Simple. Predictable. Profitable. TM

Those are huge expectations to set. It’s important to me, to my entire team and to our company that whatever we say we will do, we go and do it. Having a high “say:do” ratio is vital. Your feedback so far tells us that we are, in fact, delivering. Let me tell you: nothing makes me happier. We know we’re on a journey, too, and we still have work to do.

Last week, we talked about how we’ve made the Program Simple. Simple is critical. You told us that time and again as we travelled the globe, when we asked what you needed in a world-class Partner Program.

Today, let’s talk about our second tenet, Predictable.

You told us you need to be able to plan your business with us – plan your investments, make your strategies and place your bets. You need to know we have your back. Here’s how the Dell EMC Partner Program brings you predictability.

  • The Dell EMC Partner Program runs on an annual basis. We’re not changing the rules quarter to quarter. You can plan your business for the year, and know that the Program will be with you for the full year.
  • We have defined Tiers and status requirements—The Dell EMC Partner Program Tiers (Titanium, Platinum and Gold) clearly define revenue and training requirements; and provide Partners with a clear path to achieve the next Tier level. In addition, Partners can expect an annual compliance review to provide visibility into where they stand against their current Tier’s requirements.
  • We have clear rules of engagement and transparent deal registration—The Dell EMC Partner Program includes a globally enforced Partner Code of Conduct and Deal Registration program to protect those Partners who actively promote Dell EMC’s products and solutions to their customers. Partners with registered and approved opportunities receive both advantaged pricing as well as protection from any possible direct sales conflict.
  • We are bringing you ISG Incumbency for Commercial—We started with ISG Incumbency for Storage, because it’s just the right thing to do. Protect our Partners’ business. We will be extending incumbency for Commercial over the next couple of quarters. Partners will be able to aggressively grow their business with Dell EMC, with protection via Deal Registration across ALL ISG lines of business: Server, Networking, Storage, Backup, Converged/Hyperconverged and Solutions. We’re training our full salesforce on these new Rules of Engagement and Deal Registration protocols as we speak. There may be a learning curve, and we have our conflict resolution plans in place. We’ll get there. Because protecting Partners just makes sense.

We designed the Dell EMC Partner Program to be the most desirable program in the industry, bar none.

We understand that a key to helping you achieve success is providing you with a Program that is clear and transparent so you know what’s expected—so you can focus on selling the world’s most innovative portfolio and growing your top- and bottom-lines.

Like Simple, Predictable is just one part of our commitment to Partners. Watch the Partner Post Blog for the next post on my favorite tenet: Profitable.

Let us know how we’re doing in the comments section below.

Dell EMC Partner Program Debuts Today; Designed to be Simple. Predictable. Profitable.

John Byrne

John Byrne

President, Dell EMC Global Channels
John Byrne

 

Simple Predictable Profitable
Today is Extraordinary!  Today we officially launched the new Dell EMC Partner Program. I couldn’t be more excited for the opportunities this incredibly innovative Program affords our Partners and customers around the globe, or more proud of the work our teams have done to create something so spectacular.

Throughout this entire journey we have worked closely with our partners to design a program that meets their needs, building on the very best from each legacy program (EMC’s world-class training and predictability, Dell’s flexibility and incentives). We had the absolute luxury of creating a remarkable team of experienced Channel-centric leaders.  We had the complete backing of the full Dell EMC leadership team, from Michael to each one of his direct reports.   This has truly been a journey in every sense of the word. Many miles have been travelled, many challenges faced, many exhilarations along the way.

Well here we are. Today’s the day. The Program is live. Partners are already getting trained, enabled,  and yes, very excited. We’re right there with you. For Dell EMC, for Partners, it’s time to execute on behalf of our customers. Time to deliver on our promise to each other to seize every sale by being aggressive, creative and passionate.

As excited as we are, we know today is only the starting line.  A lot of energy and effort has gone into getting us this far, but it’s not time to relax.  Anything but.  Now the focus turns to execution and ensuring each and every one of our partners understand the new program and how they can be successful in it.

Dell EMC Partner Program

Time to go big and win big.

The Dell EMC Partner Program has three core tenets: Simple. Predictable. Profitable.TM These tenets are our commitment to Partners, and you better believe we’ll deliver. Today, I’m going to go a bit deeper on Simple – why it’s important and how we’re bringing it forward in our Program design. I’ll talk about Predictable and Profitable in later posts. So stay with us.

Simple.

Bringing together two well-established Channel organizations can be daunting. Teams, systems and cultures need to come together and mesh. And in the case of gearing up for this Program launch, quickly.

Since Dell and EMC came together in September – a mere five months ago – our Channel organization has done a great job of not just bringing together two strong Partner Programs, but more amazingly, creating something really incredible as a result.

We heard you, our Partners and customers, loud and clear.  You want a program that removes the cost and friction from the selling motion.  One that’s simple to understand and easy to do business with.  We have kept this feedback front and center as we built the program.

Here are a few key examples of how we have made the Dell EMC program simple:

  • We have one unified partner program – The Dell EMC Partner Program
  • The program operates on an annual calendar and won’t change quarterly. Partners can plan their investments and business knowing the rules for the next 12-months.
  • We automated the rebate process – this is huge – so partners will know every week what they have earned.
  • We have one Deal Registration site for the full Dell EMC Partner Program.
  • We created a single partner portal (with single sign on) where partners can find all the details on the new program, training, certification….. and access to automated rebates and Deal registration. We’ll have a separate post on the unified partner portal when it launches in the coming weeks.

The Dell EMC Partner Program delivers all of this. And more.

We need to be easy to work with, so you’ll do more business with us. The Program needs to be clear and transparent, so you know what’s expected and how you can earn rewards. The brand needs to make sense for our newly combined company, so you can leverage our brand cache to your advantage.

We get it. We listened. I hope you agree: this new Program is simple so you can get on with your business and know exactly where you stand. Simple… simply matters.

Simple is one part of our commitment to Partners. Stay tuned on this blog for my upcoming posts on Predictable … and my personal favorite, Profitable.

Let us know how we’re doing in the comments section below.

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