Joyce Mullen became president of Global Channel, OEM and IoT at Dell EMC in November, facing the task of figuring out ways to get the company’s partners worldwide to sell across its lines of and engage users with high-value converged infrastructure technology.

When Dell acquired and subsidiaries including VMware in 2016, it was clear that a successful merger would require getting partners to cross-sell a broad portfolio of products. Given Dell’s legacy in direct sales and ’s reputation for having an aggressive direct sales force of its own, it was not necessarily a given that it would work out.

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