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Dell moves to minmise channel conflict

Paul Kunert

In a long overdue move, Dell is merging its direct and indirect teams to cover four major customer segments and is understood to be preparing to unveil an internal commission structure designed to remove channel conflict.

Under the changes, Dell has scrapped the EMEA channel chief role currently held by Josh Claman, who will head up direct and indirect sales for the public sector business unit. Other divisions include SME, large enterprise and consumer.

In a blog post, Claman confirmed the role change but insisted that getting rid of the position of EMEA channel chief would not hinder the vendor's progress with reseller partners.

"I want to emphasise that the new structure does not affect Dell's ongoing commitment to partners globally. We have worked hard to earn your trust," said Claman.

Greg Davis, who has been the general manager for the Americas Channel Group will take on a global responsibility for indirect sales.

In the US, the direct and indirect teams came under one leader last year, which enabled them to go to market with one face but MicroScope also understands that Dell is to overhaul its commission structure for direct sales in the UK.

This is something UK partners have been calling for since the formation of Partner Direct in February 2008 because the conflict with the direct sales team has been a worrying distraction for some and Dell has often been their biggest competitor.

So it would appear that a pilot run by Dell in the UK last year will be spread to the entire sales force - something partners will universally praise.

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