Mullen On The Record

Dell EMC's new channel leader, Joyce Mullen, is hitting the ground running with big plans in store for solution providers in 2018 including new Internet of Things skill sets and enabling partners to meet their storage sales quota.

Mullen, an 18-year Dell veteran who is now president of global channels, OEM and IoT Solutions, replaced John Byrne, who now runs Dell's North America commercial sales.

In an interview with CRN, Mullen talks about enabling partners to drive more storage sales, the potential integration of VMware into the Dell EMC Partner Program, and her channel vision for 2018.

Can you tell us more about Dell's new storage-only sales quota and the impact it will have?

It changes our internal focus as a company. We have had tremendous performance in servers. We know how to sell servers all day long as the No. 1 market-share leader. We have really good capability in storage, too, but we're basically trying to focus our partners and our own sales teams to just pay more attention to storage. Just as we have had to figure out how to enable our direct teams with more knowledge and understanding of......


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