Dell Technologies Inc.’s commercial business is cranking out 3,000 accounts around the globe — that’s including public sector, some federal sector, and even the North Atlantic Treaty Organization in Europe. Marius Haas, president and chief commercial officer of Dell, is all smiles.

“We’re very pleased with the progress we’re making,” he said. “The transformation stories are real.”

Hass spoke with Dave Vellante (@dvellante) and Stu Miniman (@stu), co-hosts of theCUBE, SiliconANGLE Media’s mobile livestreaming studio, at the Dell Technologies World event in Las Vegas. They discussed the power and strength of Dell’s sales model and how they’re making digital transformations come to life for their customers. (* Disclosure below.)

Technology-driven business models

Partner channeling is a critical component to their success, with more than 500,000 named accounts, according to Haas. Cross-selling since the landmark $58 billion acquisition of data storage giant EMC in 2016 has propelled Dell EMC’s success and go-to-market strategies. Haas explained that Dell’s dedication to aligning and dissecting how many lines of business they sold into each account helps them target which technology solutions match the needs of those respective accounts.

“From a planning perspective, we were able to get ready for the cross-sell enablement as soon as we became one company,” he said. “That truly put us in a position — once the clock started ticking, the teams ran off and running and knew exactly which accounts to pursue and exactly what solutions to be offering to customers … .”

Dell’s kickoff of the Global Channel Summit during the conference also aided the growth. Sixty percent of attendees were what the company deems “metal partners” that “grew into double-digits,” Haas explained. Although he declined to disclose the partner names, he assured that metal is most of their channel partners. They have also added and reactivated 54,000 customers just this past year alone.

“The fourth quarter grew storage. We’ve seen the same momentum continuing in the first quarter,” Haas said. “We’re feeling pretty bullish the way we’re heading. And we’re pretty bold in our communications to our channel partners.”

Watch the complete video interview below, and be sure to check out more of SiliconANGLE’s and theCUBE’s coverage of the Dell Technologies World 2018 event. (* Disclosure: Dell EMC sponsored this segment of theCUBE. Neither Dell EMC nor other sponsors have editorial control over content on theCUBE or SiliconANGLE.)

Photo: SiliconANGLE