CRN Exclusive: Dell EMC Protects Legacy Server, Networking Deals From Direct Sales Meddling
#DellEMC is again adjusting its rules of engagement to favor solution providers, extending its partner-led engagement strategy to its commercial server and networking business. Just a couple of weeks before the company flips the switch on the new, unified, Dell EMC partner program, channel executives said this morning that Dell EMC would use a partner-led strategy for its commercial server and networking businesses. ￼ Known as “line of business incumbency,” the move follows a similar strategy as the program introduced in September to favor channel partners that have gained traction and loyalty with commercial storage accounts. Customers identified as buying through partners will effectively become partner-led accounts indefinitely.