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Categories: DELL EMC

#DellEMC’ s federal channel isn’t actively recruiting new partners, but resellers that can bring serious technical capabilities and significant customer relationship-building skills to the table will be brought into a fast-moving program that’s focused clearly on growth. Tracy Pavillard, Dell EMC’s vice president for federal channels and systems integrator programs, said the federal space requires partners to be focused and consistent, so he’s got to be selective.  “What I’m looking for in partners is the ability to augment my existing capabilities, either from a sales perspective, a contractual perspective, a market reach perspective, a technical capabilities perspective. What I don’t need is another 100 partners to go out and respond to Dell opportunities that pop up on [government procurement web sites].”

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