Frank Vitagliano

Dell global channel chief Cheryl Cook
Channel Programs

Dell’s distribution push starting to pay off

August 26, 2014 Robert Dutt Comments Off on Dell’s distribution push starting to pay off
Dell is seeing significant growth through distribution as it ramps up its activity with disties, including a return to working with Ingram Micro Canada.

Michael Dell at IMone
Channel Programs

Channel has “become Dell-normal”: Michael Dell

May 8, 2014 Robert Dutt 1
Speaking at Ingram Micro’s first-ever IMone conference, Michael Dell says channel could become the company’s dominant go-to-market in the commercial space.

Frank Vitagliano, vice president of global channel strategy and programs
Distribution

Dell moving towards distribution

April 25, 2014 Robert Dutt Comments Off on Dell moving towards distribution
Dell tasks newly-minted global channel programs and strategy veep Frank Vitagliano with expanding the vendor’s presence at distribution.

Datto's Rob Rae, whose post on channel-friendly status preceded this article.
Channel Programs

No easy way to define ‘channel-friendly’

March 18, 2014 Larry Walsh (Channelnomics) Comments Off on No easy way to define ‘channel-friendly’
Can a vendor be channel-friendly and still sell direct? The true meaning of ‘channel-friendly’ isn’t cut and dry.

Dell channel chief Cheryl Cook
Channel Programs

Dell direct comp plans favour partners

March 12, 2014 Robert Dutt Comments Off on Dell direct comp plans favour partners
Dell changes compensation plans for direct sales team, giving a 20 per cent bonus when “complex” solutions are sold through the channel.

Dell channel chief Cheryl Cook
Channel Programs

Davis Out, Cook In as Dell Shakes Up Channel Org

November 19, 2013 Chris Gonsalves (Channelnomics) Comments Off on Davis Out, Cook In as Dell Shakes Up Channel Org
Dell announces a reorganization of its channel and sales leadership that sharpens the vendor’s go-to-market strategy.

New Juniper CEO Shaygan Kheradpir
Featured Post

New Juniper CEO a Sign of SDN Commitment

November 18, 2013 Larry Walsh (Channelnomics) Comments Off on New Juniper CEO a Sign of SDN Commitment
Juniper Networks appoints Shaygan Kheradpir to replace retiring Kevin Johnson in the CEO post.

Channel Programs

Dell President: Partners Don’t Know All We Can Do

September 19, 2013 Robert Dutt Comments Off on Dell President: Partners Don’t Know All We Can Do
With the battle to go private won, Dell president Steve Felice says the company needs to make sure partners understand all of Dell’s capabilities.

Greg Davis, vice president of channels, Dell
Channel Programs

Dell Adds Software Competencies to PartnerDirect

September 4, 2013 Robert Dutt Comments Off on Dell Adds Software Competencies to PartnerDirect
Dell expects to increase ranks of certified partners with new options for channel to move into adjacent opportunities.

Greg Davis, vice president of channels, Dell
Channel Programs

Dell’s Focus on Top Partners Paying Off

June 10, 2013 Robert Dutt Comments Off on Dell’s Focus on Top Partners Paying Off
Vendor moves to get more of its channel selling more of its software lineup