Channel Beat: Dell Overhauls Channel Program


Leading this week's top stories is Dell, which will make dramatic changes to its channel program, starting in February 2014.

The announcement came this week at Dell World in Austin, Texas, where the company said it will incentivize Dell Direct sales to work hand in hand with channel partners, in hopes of accelerating sales of data center solutions. When the new incentives kick in, Dell will move about 200,000 previously Dell Direct accounts to the channel, where channel partners and direct reps will manage them jointly.

Juniper Networks lost another executive this week, the latest in a string of departures from the company in recent months. Executive Vice President Bob Muglia, Software Solutions Division, has resigned.
Muglia spent two years at Juniper as the head of the division, where he helped develop Juniper's Software Defined Networking (SDN) strategy.

Also in this week’s top story is CRN's report that Ingram Micro will dissolve its North America Specialty Solutions Division. A spokesperson said the shift has been planned since the division was launched, and that the change will not affect partners. Approximately a dozen midlevel management employees have been laid off. Senior Vice President of Specialty, Direct and Consumer Markets for North America, Brian Wiser, will depart from the company on Jan. 3, 2013.