Mark Davison at Dell’s Enterprise Forum, Frankfurt – She may be new to Dell’s channel, but Cheryl Cook, vice-president of Global Channel and Alliances, has no doubt it has a crucial role to play in the future success of the now private organisation.
Cook explains that she joined Dell three years ago to help the company transition its enterprise business, and that she took on the channel role late last year.
“Since December I have been around the world – from Singapore to Sao Paulo – and I’ve been bowled over by the enthusiasm I’ve seen in the channel and among our customers in the way they look upon our global initiatives,” Cook says. “These initiatives are all aimed at preserving the good foundation that we’ve built with ParnerDirect which itself is built on listening to what you – our channel and customers – say to us.
“We are evolving into being more agile and responsive to the needs of our customers and partners and we’re not letting go of that,” Cook continues. “We have a phenomenally strong partner ecosystem and it is growing at three times the rate of the overall market. And to think we’re only getting started.
“It’s a fabulous time to be with Dell and to be in its partner community,” she says. “We are going to maintain and improve the ease of doing business with us; we’re going to give you access to a broader range of technologies and expertise to make it easier for you to come into our programmes; we’re going to make training easier; and, above all, we want to make you the catalyst for growth for both our businesses.”
Cook says that the breadth of Dell’s end-to-end technologies provides great scope for its channel.
“We want you to be able to come into that ecosystem, be an expert advisor [to your customers], and be part of the agility that Dell provides going forward,” Cook says. “And we want to reward you more handsomely the more you commit yourself to Dell.
“I can assure you that we are going to be agile enough to give you the full benefits of what we are doing now and in the future,” Cook adds.