Dell EMC's Channel Chief Demands Resellers Sell Its 'Bigger, Fatter' Servers

Dell EMC channel chief Joyce Mullen today urged partners to increase storage sales, telling the provider channel that a "significant investment" is being made to help facilitate this.

"We need to sell storage all day, every day, and we are making significant investments there in price improvements, promotions and discounts," Mullen said during an Internet broadcast to members this week. "We want him to sell bigger, fatter and originally configured servers, we kill him this year and we can do even more in 2018."

He also asked the partners to sell services to new companies, while "always" attached more services to the clients' portfolios. "Services are a gold mine," he said.

In addition, Mullen told partners that Dell EMC needs help from its partners to acquire more customers. "Keep selling those new logos and keep expanding the business lines you sell to your customers," Mullen told partners. "Stay focused on these strategies and ... we will continue to outperform the market," he predicted.

The sales commitment was another area of ​​focus for Mullen. She told the partners that they have the full support and protection of Dell in regards to the sales commitment.

"The record of agreement and the concern is your friend," he told the partners. "Register your offers," he implored, adding that Dell EMC is updating its participation rules to provide greater clarity to Dell's direct sales teams and partners.

"We are taking the infraction very seriously," he said. "In the fourth quarter, escalating infractions of the rules of engagement decreased by more than 80 percent on a quarterly basis, we are proud to protect our partners and do the right thing for you and all of our customers, and we are all in it," he claimed.