Fairness

In the legacy Dell program, solution providers often found themselves in conflict with Dell account executives fighting for the same deals. Byrne's team has taken steps to minimize conflict. Cheryl Cook, who runs Dell EMC channel marketing, says the protections built into the new program for partners are "a huge step forward for Dell" that will give partners "confidence that they can sell and work with us." The new program moves to a partner-led strategy in storage, server and networking accounts where solution providers have gained traction and institutes a zero-tolerance policy on deal registration that threatens to fire inside sales executives that repeatedly violate deal registration.