Dell EMC Channel Chief: Partners Are Embracing Our Full Portfolio

How far will you expand line-of-business incumbency?

You'll hear us talking at Dell EMC World about expanding line-of-business incumbency to [the Infrastructure Solutions Group]. Same concept, same principle. If you talk to some of the classic Dell partners who loved the profitability of the Dell program — there had been some concerns about the profitability of the EMC program — you saw that we are going to pivot and take the profitability of the classic Dell motion. You speak to them now, and they really have a line of sight to making money. People were very vocal about what they thought was the best of both programs and what they thought was the worst of both programs. I think we brought all of that together.