Dell Merger Drama Starts to Unfold in the Channel
ANALYSIS: #DellTechnologies ‘ new channel chief just might have one of the toughest jobs in the IT industry. One of the toughest jobs in the IT industry might just be that of channel chief at the new Dell Technologies entity, which is expected to emerge in October. The company revealed, ahead of the merger with #EMC, that John Byrne, formerly global vice president of sales strategy, planning and channels for Dell, will assume that role. Byrne has been running Dell’s global channel for the last two years, with Cheryl Cook, vice president of global channels and alliances, reporting to him. Greg Ambulous has been the channel chief for EMC. All the indications thus far concerning how the unified channel program will operate beginning Feb.1 suggest it may lean a little more in the direction of the existing EMC channel program. Byrne has been at Dell for only two years after working for Advanced Micro Devices for 25 years. The chief integration officer at Dell is Rory Read, also an AMD veteran. A crucial issue that still needs to be worked out is whether the overall Dell Technologies channel program will resemble the global model used by EMC that runs all but very high-end deals through the channel, or the regional model used by Dell that drives sales via a combined direct and indirect model.