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5 New Dell EMC Partner Program Incentives And Enhancements You Need To Know

Dell EMC launches several new incentive programs and channel enhancements that all solution providers should know about.

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Direct Versus Indirect: Revamping Rules Of Engagement

Mullen said Dell EMC is making a significant effort to earn partner trust by investing heavily in rules of engagement with its internal sales force in reducing channel conflict. The vendor is implementing a new governance process following partner feedback.

"Trust is earned over a long period of time and can be eradicated with one bad move. We've taken your feedback to heart in improving on our foundation for trust: the rules of engagement. We've refined these rules to simplify them and focus," said Mullen. "We've educated our sales force on the rules and the consequences, but let's called out the elephant in the room: sometimes in an organization of our size, we have someone who forgets to read to the rules, or even worse, breaks or bends them. Frankly, until recently, our processes weren't strong enough and we weren't giving our executives the visibility they needed to make good chooses. Our processes weren't stringent enough. Today, our regional presidents and I are driving the process. Violations, which are pretty rare by the way, are being reviewed and offenders are being held accountable."

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