“If you think about it, a really good PAM almost, ironically, causes problems for Dell direct because they’re protecting the channel,” said one top executive from a Dell Titanium Black partner. The ...

Dell Technologies’ channel partners are seeing an exodus of longtime partner account managers in North America, causing major concerns for many solution providers. Dell Technologies has cut the number ...

The traditional way of managing channel sales partners has been to assign a partner account manager to manage your top partners. In some cases, it's a one-to-one relationship, where one person is ...