Dell EMC's Cook On New Tier Thresholds, Potential VMware Program Integration, VeloCloud, And Pushing Partners To Go 'All In'

'For partners that are going to be all in with Dell, we are going to be all in with them. They're building their business and making exclusive investments with us, so we want to reward them for that,' Dell EMC channel marketing leader Cheryl Cook tells CRN.

'Let's Just Keep Our Foot On The Gas'

As the joint Dell EMC Partner Program approaches its one-year anniversary, the company is pushing new incentives into the channel to meet new revenue thresholds with a "call to action" to drive storage sales.

Leading the channel charge for bringing together Dell and EMC's partner marketing efforts is Cheryl Cook. "We are focused on share gain. We know that comes at the expense of our competitors," said Cook, senior vice president of global channel marketing, in an interview with CRN.

Cook speaks with CRN about a variety of topics from channel strategy and new tier revenue thresholds, to pushing partners to strictly sell Dell EMC offerings and what VMware's acquisition of VeloCloud means to partners.

How did Dell EMC come up with the new tier revenue thresholds?

We gave ourselves a range when we launched the [joint] partner program in February to really just ensure, for the benefit of the partners, candidly, where they settled into. After two successful quarters and with quarter three under our belts, we announced what the minimum revenue thresholds were. Honestly, they were right within......


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