Dell’s Joyce Mullen on 2020 Channel Strategy and Partner Incentives

Dell Technologies’ biggest distribution plans for 2020

Joyce Mullen, head of global distribution at Dell Technologies, has big plans for channel partners in 2020 around accelerating cross-selling deals, driving profitability and helping partners “embrace and monetize” new opportunities around edge computing and artificial intelligence.

“Partners who sell three lines of business with us earn 31 times more revenue than partners who sell just one, and if they add VMware, that figure jumps to 103 times more revenue. It’s just amazing,” said Mullen, President, Global Channel, OEM and IoT, in an interview with CRN.

Other major goals in 2020 include increasing partner industry vertical knowledge and building a massive security portfolio from Dell Technologies, which includes Secureworks and Carbon Black, more visible in the channel. “We have a very good portfolio of security solutions that we don’t promote as effectively as we could. So there is work to be done there. It is a priority,” she said.

Mullens talks to CRN about Dell Technologies’ 2020 distribution strategy, which makes server sales more data center-centric, and what solution providers can expect from Dell’s new unified distribution organization , which will come into force in February.

Tanya J. Hill