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Dell’s Global Channel Chief On Security Push And Channel Partner Vision
Cybersecurity took center stage at Dell Technologies World 2022, a topic that typically isn’t the focus of discussion for the worldwide market leader in servers, storage and hyperconverged infrastructure.
However, with a slew of new security launches at Dell’s flagship event—from Dell PowerProtect Cyber Recovery for Microsoft Azure to fight ransomware attacks to Dell Apex Cyber Recovery Services to simplify recovery from cyberattacks—Dell is pushing partners more than ever to sell its growing security portfolio.
“From a channel perspective, the solutions we’re putting out there in security is at the heart of everything we do,” said Rola Dagher, Dell’s worldwide channel chief in charge of driving the company’s $59 billion channel business, in an interview with CRN.
“When you’re talking about technology—be it multi-cloud, be it whatever you build as a partner and as a customer—security has to be the foundation of everything. It’s like building this huge, massive house, and then keeping the door unlocked. So you really need to ensure security is at the heart of the conversation,” said Dagher. “Security has to be the foundation of everything that [partners are] building.”
Dell’s global channel leader said its cybersecurity push was led by channel partners.
“For us, our partners have been key to providing us the feedback in terms of the solution they want to build around what we do,” she said.
Dell’s global channel partner business climbed 27 percent in fiscal year 2022 with huge revenue growth in client systems and servers. The Round Rock, Texas-based PC and infrastructure giant generated a record-breaking sales year of $101 billion, an increase of 17 percent annually.
Dell hosted its first in-person Dell Technologies World event this week for the first time since 2019 due to the COVID-19 pandemic.
More than 5,500 customers, channel partners and other IT professionals flocked to Las Vegas for Dell Technologies World 2022 to listen the company’s strategy and future from the likes of CEO Michael Dell, Vice Chairman Jeff Clarke and Co-Chief Operating Officer Chuck Whitten.
Rola Dagher talks to CRN about Dell’s security strategy, partner training and enablement, and her message to channel partners.
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