Dell to lay off employees in sales teams as it unveils partner-led channel strategy: Reports, ETHRWorld

NEW DELHI: IT hardware maker Dell Technologies has confirmed it will lay off employees in its core sales teams in lieu of a new partner-led go-to-market strategy that pays its direct sales staff more to sell storage through the channel, according to a report by CRN.

“Some members of our sales team will leave the company. We don’t make these decisions lightly, and we’ll support those impacted as they transition to their next opportunity,” a Dell spokesperson was quoted as saying in the report.

Dell, however, did not confirm whether the new layoffs are a part of, or in addition, to the 6,650 job cuts announced in February, as per the report.

Dell President of Sales and Customer Operations Bill Scannell tole the publication that this shift is the “biggest change ever” in Dell’s GTM model.

“This is massive. This is exciting. We’ve been working on this for a while because we want to make sure we get it right,” Scannell was quoted as saying. “But we got it right and it’s supported by Michael Dell, [Dell Vice Chairman and COO] Jeff Clarke, all the way through the organization.”

“With this announcement, over 99% of Dell’s customers and potential customers will be considered partner-first,” Rob Tomlin, Vice-President of UK channel at Dell Technologies, was quoted in a separate report by Computer Weekly.

Tomlin added that under the new GTM strategy, Dell will pay its sales representatives more, which is…