In the modern business world, it’s all about the partnerships. Any company is only as strong as the ecosystem around it, and good partners go a long way. The best method of finding good partners is to make them, and Dell EMC is looking to do just that with speedy actions to its sales channel partner programs.

“We have this wonderful partner ecosystem that is primed and ready to take advantage of this opportunity,” said John Byrne (pictured), president of global channels at Dell EMC.

Byrne stopped by theCUBE, SiliconANGLE’s mobile live-streaming studio, to answer questions from host John Walls (@JohnWalls21) and guest host Keith Townsend (@CTOAdvisor), during Dell EMC World in Las Vegas, Nevada. They discussed channel experiences, markets and keeping the channel running. (* Disclosure below.)

Consistency, training make the difference

So what, exactly, do partners want in a program with Dell EMC? They needed the program to be simple, to take advantage of Dell EMC’s world-class training capability, and to take cost and friction out by using one portal to access all resources, Byrne said.

While these needs might be common to any channel partner program, Dell EMC stands out through its execution of the program, according to Byrne, who said the company’s partners can now make much more than they did before.

Channel partners have also been concerned about some significant changes. Dell and EMC have merged, while the market itself has been shedding players. People didn’t know what would happen, but Dell EMC has done well in the channel, Byrne stated, adding that the two companies came together and laid down the team, strategy and program.

“The feedback from our partners — they could not believe a $35-billion channel business moving at this speed and executing the way we did as one team,” Byrne said.

Building on that success means keeping channel sales current in a shifting market. Dell EMC has tens of thousands of sales makers trained on its portfolio, while its partners offer more than a hundred-thousand trained people, Byrne explained. Combined with one portal for training and certification, that means a sales army ready to take on today and the future, he added.

Watch the complete video interview below, and be sure to check out more of SiliconANGLE’s and theCUBE’s independent editorial coverage of Dell EMC World 2017. (* Disclosure: TheCUBE is a paid media partner for Dell EMC World. Neither Dell nor other sponsors have editorial influence on content on theCUBE or SiliconANGLE.)

Photo: SiliconANGLE