Should we who survived this round of WFR start to search new job or?
Is there any future for channel after this reorg?
Who will handle partners/Vad’s.
Our tools/process suc… are they really think they can be self-suficent?
PoR/partner first really??
Whats happen to CSP/Alliances/Oem.
This is joke, i think our SOW will colapse.
9 replies (most recent on top)
In my opinion, I think Dell eventually wants to move everything to the partner. Of course, the partners aren't self sufficient. Most of the time they ask for the quote and add some sort of percentage and blammo, successful sale. They are definitely good for helping with creative financing.
Should people start to search? Answer is: it depends. If you've been at Dell for a long time, wait for the package and then go hard a new gig - somewhere, anywhere.
Why?
Double dip like there's no tomorrow. Don't broadcast on LinkedIn that you have a new gig.
I feel a lot of the channel comments here are US oriented. In the end the market dictates the RTM. In EMEA channel has a 50+ % share and in some regions it’s even higher. The endusers love channel partners (value adding resellers that is, not the box shifters ) and are used to working with them. Our competitors all have an almost 100% channel RTM.
Having said that i do acknowledge that channel reps in general are solely working on enablement (mind you - this is by design and dictated by the way Dell wanted them to work).
Ultimately, shifting the ownership and decision making of engaging with channel partners to direct reps will undoubtedly lead to more conflict and will result in resellers pushing other vendors. You might get away with that in the US, but in other regions your shares will drop.
And good luck with gaining the trust of those partners back
Channel reps are worthless. They dont talk to customers and try everything possible to get the direct account team to send the quotes to the partners while still wanting to collect the sale.
Same goes for AE, ony thing they are doing is collecting pipeline from partners while sitting all day long in pubs and restaurants.
Nah but the job is redundant. An account manager could work with the partner direct and get read of the channel reps. Channel reps are just quote monkeys haha.
Both grinders but not much selling in the channel just quoting like a robot. Will be first to be automated just my opinion tho.
Yes, and those same useless channel managers convince partners to put forward $1M plus of their services margin to buy the business so not only do our core teams win, but we do as well. The products don’t sell themselves. How many deals have you lost to HPI/HPE, pure, Cisco, etc?
Great questions and astute observations. Time will tell but you won't have to wait long.
No lie channel is useless they should just deal with account managers for quotes on specific companies