Dell EMC Set To Transform Its Sales And Marketing As It Prepares To Help Clients With Cloud And IoT
Less than half a year after #Dell closed its acquisition of #EMC, the combined entity is making major changes in how it approaches customers as those businesses embark on IT and digital transformations. David Goulden, president of the #DellEMC Infrastructure Solutions Group, and Jeremy Burton, the company’s chief marketing officer, on Thursday discussed the changes and their key drivers including the cloud and the internet of things with a small group of analysts and press. ￼ The key change since the acquisition is the fact that there is no one at the company wearing a Dell hat, an EMC hat, or a #VMware hat, Burton said. “It will be one #DellTechnologies hat.”
They’ll be united under that name, even though comparatively few of the more 100,000 Dell Technologies employees, including Chairman and CEO Michael Dell, work for the organization formally known as Dell Technologies, he said.
The biggest changes going on at the company are in the organization known as Dell EMC, which is focused on data center infrastructure solutions including storage, server, networking, and converged and hyper-converged infrastructure, Burton said.
Starting February 6, Dell EMC will see its sales and marketing teams fully integrated, he said. It is the last organization within the company to be integrated, he said.
That integration will be important as Dell EMC looks to take advantage of its scale to help customers going through massive transformations, including a move from native applications to the cloud, on-premises infrastructures to off-premises infrastructures, and traditional infrastructures to converged infrastructures, Goulden said.
How Dell EMC works with customers and the channel after the sales and marketing integration is finalized is still a mystery to channel partners as very little information other than rumors has filtered through, said Michael Tanenhaus, principal at Mavenspire, an Annapolis, Md.-based solution provider and Dell EMC channel partner.
“There’s still a lot of waiting to see what things will look like,” Tanenhaus told CRN. “From our point of view, the Dell EMC direct sales team still can’t tell us about the changes. We see a lot of movement of sales personnel, and expect to see more in the next couple of days.”
Channel partners are expecting to learn more about the integration and about new a new channel program next week, the timing of which just happens to coincide with the end of Dell’s fiscal year, Tanenhaus said.