The Partner Connection

Kyle Dufresne, SVP, OEM Solutions, joins Cheryl Cook, SVP, Global Partner Marketing, to discuss OEM and Edge opportunities for partners, and how he and his team collaborate with partners and customers to design unique, specialized solutions. From water immersion technology to face-to-face encounters with tigers, Kyle has a lot to share–you don't want to miss it!

Connect on Social:

Cheryl: LinkedIn / Twitter

Kyle: LinkedIn / Twitter

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Channel marketing expert Heather Margolis of Channel Maven joins Dell Technologies SVP of Global Partner Marketing, Cheryl Cook, to discuss how to find, understand, and engage customers in a remote, digital world. They also cover the future of Demand Gen in a hybrid world, how to drive customer loyalty through a coordinated, omni-channel approach, and Heather’s lessons learned as a business owner.

Connect with Cheryl and Heather:

Cheryl: Twitter / LinkedIn
Heather: Twitter / LinkedIn / Spark Your Channel

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Dell Technologies leaders, Liz Matthews, SVP of Brand and Experiential Marketing, and Cheryl Cook, SVP, Global Partner Marketing, discuss the new Stop at Nothing marketing campaign, how it supports partners, and how partners can best leverage it in market. Liz also speaks to the 'relentless spirit' that inspired the campaign and shares her top lessons learned from pivoting to digital this year.

Connect with Cheryl and Liz on social:

Cheryl: Twitter / LinkedIn
Liz Matthews: Twitter / LinkedIn

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Dell Technologies leaders, Sam Burd, President of Client Solutions Group, and Cheryl Cook, Senior Vice President, Global Partner Marketing, discuss market opportunities for Partners, how customers' needs are changing, and the latest developments and investments in the client space. Sam also shares how his team is integrating AI, ML, and automation to change the way people experience technology and enable game-changing productivity. Sam asks Partners to share their feedback and ideas—just not while he's 'on belay'!

Connect on Social:

Sam - Twitter / LinkedIn

Cheryl - Twitter / LinkedIn

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Dell Technologies SVP and GM of APJ Channel, Tian Beng Ng, joins Cheryl Cook, SVP, Global Partner Marketing, to discuss opportunities in the APJ region and his goals to deepen trust with partners and accelerate their growth and transformation. TB, as he is known to friends and colleagues, also shares his region’s work on digital cities and CSR, as well as his passion for physical fitness.

Connect with Cheryl and Tian Beng on social:

Cheryl: Twitter / LinkedIn
Tian Beng: Twitter / LinkedIn

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Dell Technologies leaders, Darren Sullivan, SVP, Global Partner Operations, and Cheryl Cook, SVP, Global Partner Marketing, discuss how the new Unified Incentives Center and Solutions Configurator streamline incentive management and visibility, simplify ordering, and increase pricing predictability for Partners. Darren shares how these new tools provide Partners with a more agile, efficient experience, and he reflects on managing change in an unprecedented year.

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Aongus Hegarty, President, International Markets, joins Cheryl Cook, SVP, Global Partner Marketing, to share what he’s hearing from customers across the globe and his thoughts on where Partners should focus their business, including services, remote management, multi-cloud and workforce transformation solutions. Aongus also discusses the increasing importance of as-a-Service and consumption models, how customers are pivoting resources, and what’s he’s learned leading remote teams.

Connect on social! Cheryl: Twitter / LinkedIn & Aongus: Twitter / LinkedIn

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Dell Technologies leaders, Rahul Tikoo, SVP, Client Product Business Unit, and Cheryl Cook, SVP, Global Partner Marketing, discuss Dell's new client products, what partners should know about them, and how partners can leverage the new products to deepen conversations and expand opportunities with customers. Rahul shares what he’s hearing from customers and his thoughts on the acceleration of Workforce Transformation, explaining how Dell's new products deliver on customers' requests for increased productivity, collaboration, and connectivity. Most importantly, he reveals his past Bollywood career!

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Dell Technologies leaders, Anwar Dahab, SVP of Channel in EMEA, and Cheryl Cook, SVP, Global Partner Marketing, discuss how EMEA partners are enabling the acceleration of digital transformation across the region. Anwar shares his focus on helping partners win in a competitive market, improving the partner experience, and enabling partners to leverage the full potential of the Dell Technologies portfolio. Anwar also speaks to the resilience of EMEA partners, his goals for the EMEA region, and how curiosity and creativity are essential to successful leadership.

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Dell Technologies executives, Álvaro Camarena, SVP, LatAm Channel Business, and Cheryl Cook, SVP, Global Partner Marketing, discuss how the new sales structure is enabling velocity, the exciting opportunities in the LatAm region, and what Álvaro's hearing from partners, including how more partners are partnering, or collaborating to deliver cutting-edge solutions to customers. Álvaro also shares his passion for reflective leadership and optimism, as well as his love of baseball.

Connect with Cheryl and Álvaro on social:

Cheryl: Twitter / LinkedIn
Álvaro: Twitter / LinkedIn

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With the explosion of data and ever-increasing need for solutions that create, process, analyze and store data, Data Centric Workloads represent an incredible opportunity for partners - an opportunity estimated by the IDC to be a $34 billion market by 2024. In this episode, Dell Technologies leaders, Thierry Pellegrino, VP, Data Centric Workloads and Solutions, and Cheryl Cook, SVP, Global Partner Marketing, discuss why and how partners should extend their current data capabilities and invest in new solutions, and Thierry reports on the velocity of the market, growing at ~4.7% CAGR, the astounding volume of data, and the enormous value for partners in providing validated solutions to their customers.

For additional resources, please visit:

Optimize IT Overview
Optimize IT Guide, Part 1
Optimize IT Guide Part 2

Connect with Cheryl and Thierry on social:

Cheryl: Twitter / LinkedIn
Thierry: LinkedIn

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Gregg Ambulos, SVP of North America Channel Sales at Dell Technologies, joins Cheryl Cook, SVP, Global Partner Marketing, to report on the successful alignment of the NA Sales organization, the instrumental impact of the Partner Advisory Board, and the positive response to Dell EMC’s newest midrange storage offering, PowerStore, as well as Dell Technologies Cloud Platform and Flex on Demand. Gregg also shares how he’s grown as a leader in recent months and speaks to how Partners continue to rise to the occasion, adapting with speed and agility to rapidly-changing environments in order to deliver digital transformation successfully to customers.

For additional resources, please visit:

Dell EMC PowerStore
Dell Technologies Cloud
Dell Technologies Flex on Demand

Connect with Cheryl and Gregg on social:

Cheryl: Twitter / LinkedIn
Gregg: Twitter / LinkedIn

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Dell Technologies Channel leaders, President Diego Majdalani and SVP Cheryl Cook, discuss how Diego's new role as President of International Channel Sales will focus on driving simplicity and consistency for partners, enabling partners to focus on driving sales and growing their business. Diego reports on what he's hearing from partners around the world, and how partners are leveraging new technologies to solve customers' problems and accelerate digital transformation. Diego also speaks to his advocacy of Dell Technologies' #ProgressMadeReal social impact goals and his work supporting diversity and inclusion.

Featuring Dell Technologies leaders:

Cheryl Cook, SVP, Global Partner Marketing - Twitter / LinkedIn
Diego Majdalani, President, International Channel Sales - Twitter / LinkedIn

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Dell Technologies' Jenny Newman joins SVP Cheryl Cook to discuss the changing customer journey and why you and your sales team should be on social media (hint: employee posts get up to 8x more engagement than corporate posts). Jenny shares how to engage authentically on social media to build customer relationships, develop your brand as a SME, and amplify your reach. With topics including social selling, Dell’s Social Command Center, and even Captain Marvel, this episode is a must-listen!

Featuring Dell Technologies leaders:

Cheryl Cook, SVP, Global Partner Marketing - Twitter / LinkedIn

Jenny Newman, Social Media Training & Engagement Strategist - Twitter / LinkedIn

Additional resources:

Social Media Guidelines
Social Selling Training Videos
Digital Marketing Tool (social media content syndication)

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Channel expert Bruce Stuart of Channelcorp joins Cheryl Cook, SVP of Global Partner Marketing at Dell Technologies, to discuss the current global IT market, how it's impacting partners, and how partners can stabilize, grow and transform their businesses. Bruce provides a preview of his upcoming Market Recovery webinar series, in which he'll advise Partners on how to respond to changing customer needs, how to explore and assess different business models, and how to build recurring revenue with installed and prospective customers. @Dell Technologies Partners: learn how to build the business of the future: register today for the Markey Recovery Webinar series, starting September 17 (note: each session has a separate registration).

Connect with Cheryl and Bruce on social:

• Cheryl: Twitter / LinkedIn

• Bruce: LinkedIn

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Dell Technologies executives Cheryl Cook and Sean Phelan discuss the many opportunities for partners in storage and data protection in the OEM Solutions business. From the basics of rebranding hardware and software to designing automated, self-healing edge solutions for shock and vibe environments, Sean and Cheryl cover how partners can collaborate with Dell and customers to create unique, purpose-built infrastructure and cloud solutions that can be deployed and managed remotely --- and how these customer solutions can drive business and create new revenue.

Featuring:

Cheryl Cook, SVP, Global Partner Marketing
Sean Phelan, Global Vice President, Specialty Sales, OEM Solutions and Alliances

For further details on the topics discussed, please visit:

OEM Solutions on DellTechnologies.com
OEM Solutions information & resources on the Partner Portal

Connect with Cheryl and Sean on social:

Cheryl: Twitter / LinkedIn
Sean: Twitter / LinkedIn

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Cheryl Cook, SVP, Dell Technologies, and best-selling author Tiffani Bova discuss the best ways to connect with and engage customers right now. Tiffani shares her “Employee-First Customer-Centricity” strategy, explaining that the fastest way to get customers to love your brand is through employees who love their job, and she recommends you treat 2020 as the ‘Year of the Customer’, outlining the 3 customer conversations to have right now to develop your role as a trusted advisor.

Cheryl and Tiffani also discuss pivoting verticals to fill a ‘new’ need; increasing profitability by evaluating customers; and the power of partner to partner ‘co-opetition’.

Featuring:

Cheryl Cook, SVP, Global Partner Marketing
Tiffani Bova, Growth & Innovation Evangelist, Salesforce, and best-selling author, Growth IQ

Follow Cheryl and Tiffani on social:

@CookCherylS

@Tiffani_Bova

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Dell Technologies executives Cheryl Cook and Bill Scannell discuss their ongoing work to drive operational simplicity and empower partners to respond quickly to changing market dynamics. They cover the incredible pace of digital transformation today, what Bill sees as the three phases of that transformation, and how partners can leverage the Dell Technologies portfolio to help customers navigate the ‘new normal.’

Bill also speaks to partners’ critical role in the Dell Technologies go-to-market strategy, his great respect for Joyce Mullen, and how together, they’re working to determine the best approach to preserve and accelerate the success of the channel.

Featuring Dell Technologies executives:

Cheryl Cook, SVP, Global Partner Marketing
Bill Scannell, President, Global Sales & Customer Operations

For further details on the product launches discussed, please visit:

Q2 Product Launch Guide

Follow us on social:

@DellTechPartner

@CookCherylS

@BillScannell2

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Cheryl Cook, SVP, Dell Technologies, and Maureen Perrelli, SVP, Secureworks, discuss the dynamic, resilient cybersecurity industry and how, today, security touches every aspect of technology. With hackers targeting untested remote-access technologies and emerging threats like post-intrusion ransomware, Maureen and Cheryl agree: every conversation with customers should start with security.

Maureen also shares how Secureworks' collaborative approach to integrating cybersecurity solutions is building and empowering a global community to drive innovation and ongoing advancements in security, and how the simplicity and flexibility in the new Secureworks Global Partner Program will enable partners to build closer, more lasting relationships with customers.

Featuring:

Cheryl Cook, SVP, Global Partner Marketing, Dell Technologies
Maureen Perrelli, SVP and Chief Channel Officer, Secureworks

For further details on the topics discussed, please visit:

• Secureworks Global Partner Program

• Dell Technologies Security Solutions

Follow us on social:

@DellTechPartner

@CookCherylS

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Erica Lambert, SVP, Dell Technologies, shares with SVP Cheryl Cook how her Services Sales team is working to elevate opportunities and profitability for partners, accelerate partner wins in the data center through joint collaboration and co-delivery, and innovate ways to make it easier for partners to work with Dell Technologies through automation. Erica and Cheryl also discuss how they are supporting their teams with ‘crisp prioritization’, setting boundaries, and the ‘art of whispering’.

Featuring Dell Technologies Partner Program executives:

Cheryl Cook, SVP, Global Partner Marketing
Erica Lambert, SVP, Global Partner Services Sales

Follow us on social:

@DellTechPartner

@CookCherylS

@EricaLambert03

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Dell Technologies executives, SVP Cheryl Cook and President John Byrne, discuss the importance of leading with empathy in the current climate, and they consider the potential silver linings to the challenges created by our 'new normal': how the need to go digital is driving transformation, transparency, and business efficiencies at an unparalleled pace. John also shares his passion for diversity, how he sees it as a business imperative, and his 'maniacal focus' on building an inclusive workforce. There’s even discussion about John’s family, his football career goals, and his mom's favorite saying.

Featuring Dell Technologies leadership:

Cheryl Cook, SVP, Global Partner Marketing
John Byrne, President, North America Sales

Follow us on social:

@DellTechPartner

@CookCherylS

@JohnByrneCSO

The Partner Connection: Recent Episodes

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