The newly crowned boss of Dell and EMC's combined channel business built and sold two UK channel businesses early in his career.
Former AMD executive John Byrne (pictured) was yesterday named as the global channel leader for Dell and EMC ahead of their formal $67bn merger.
The enlarged Dell Technologies business will generate 45 per cent of its revenues from the channel, Dell's chief commercial officer Marius Haas said as he introduced Byrne in an open letter to channel partners yesterday.
Having joined Dell a year ago from AMD – where he spent eight years – Byrne was already responsible for overall ownership of Dell's channel business in the role of global vice president of sales strategy, planning and channels.
But before AMD, Scotland-educated Byrne spent the early part of his career in the UK, where he co-founded, ran and sold two channel firms – VML and Advanced Technologies. The latter, sold to AMD in 2007 according to Byrne's LinkedIn profile, was a sales and marketing outfit that helped "define and activate" the channel strategies of vendors including ATI and Cyberlink.
"Earlier in his career he founded and sold two channel companies based in Europe, and brings a deep understanding of the needs of both the vendor and our partners," Haas said.
"John's experience adds to the already strong channel DNA in both Dell and EMC, and I firmly believe we are well positioned to create the industry's best channel sales and programmes teams."
Byrne said he looked forward to meeting partners in the next few weeks and months to "solicit ideas and feedback".
Once the Dell-EMC union is finalised, the two vendors will maintain separate deal registration and partner programmes until 1 February 2017, when a unified regime will be introduced, Byrne said.
"From the closing until 1 February 2017, to protect partner accounts and deals, we plan for our teams to cross-check all existing deal registrations to ensure that we are aligned with the partner of record," he added. "If multiple partners have the same opportunity registered, we will have rules of engagement in place to mitigate any possible adverse impact to partners and customers."
Partner-facing resource from both Dell and EMC will also remain in place for 2016 before a unified model is introduced next year, he added.
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