The Round Rock, Texas-based company’s strategic shift to push client sales direct has angered solution providers as well as Dell Partner Account Managers (PAMs) who are “disgruntled” by the move because it effectively makes it more difficult for them to make their current quotas and increases channel conflict in the field, sources said. “We are already seeing the impact in the field.” “That’s the message to the channel team,” said one CEO of a CRN Solution Provider 500 company that has a significant Dell business. The stepped-up client direct sales charge is being driven by Dell Technologies North America President John Byrne, sources said, a onetime fierce channel advocate who has now informed Dell partner reps that taking client business direct is a “top priority.” The conflict is driving some Dell partners to push business to HP and Lenovo, sources said. Dell Technologies’ direct sales force is gunning for a larger share of PC sales in North America, driving conflict with the company’s channel, which Dell has been wooing for the last 14 years, sources said.
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