Podcasts about dell emc

Rob Fallon, Director, Americas SE Strategy & Associate Program at Nutanix, has built presales academy programs at both Dell EMC and Nutanix, joins the show to discuss the strategic importance of creating structured training programs for presales professionals. Rob shares his experience transforming Dell's 12-week boot camp into a comprehensive academy and building Nutanix's current 18-month-old program from the ground up. The conversation tackles the "inverted pyramid" problem that plagues many SE organizations—being too heavy with expensive senior talent and lacking junior pipeline—and why most companies struggle to fix it. The discussion covers the business case for academies, how to secure executive sponsorship and funding, the structure of successful two-year programs, and why hiring for technical curiosity and grit matters more than existing technical knowledge. Follow Us Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Rob Fallon: https://www.linkedin.com/in/robfallon/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Sol/Con 2026 (Chicago, August 2026): https://www.presalescollective.com/solcon-2026 Contact Rob: rob.fallon@nutanix.com Key Topics Covered The Inverted Pyramid Problem: Why SE Organizations Over-Hire Senior Talent Executive Sponsorship and Funding: Getting Buy-In for Long-Term Investment The Two-Year Academy Program Structure at Nutanix Hiring for Technical Curiosity, Communication, and Grit Over Knowledge Why Field Integration and Manager Engagement Are Critical to Success How Academy Associates Become Productive Within 12 Months Academy Programs as Diversity and Fresh Thinking Enablers Success Metrics: When Field Leaders Want Academy Grads on Their Teams  

Network Is Hot Again: Stackpane's Sarbjeet Johal on Cisco Live, AI Infrastructure and Systems Economics, Podcast, Johal brings a unique mix of technical, business, and economics experience to the discussion @Doug Green, Publisher, Technology Reseller News “The network is hot again because a lot more data is traversing on it, and a lot more data will traverse on it,” says Sarbjeet Johal of Stackpane. In this Technology Reseller News podcast, Doug Green speaks with Sarbjeet Johal, Founder and CEO of Stackpane, technology analyst, cloud strategist and go-to-market specialist, about why the network has moved back to the center of the enterprise technology conversation. Johal brings an unique mix of technical, business and economics experience to the discussion. A veteran of VMware, Oracle and Dell EMC, Johal has spent decades building and deploying enterprise systems, advising technology providers, and helping buyers understand cloud strategy, infrastructure modernization and digital transformation. At Cisco Live, Johal says the biggest theme was simplification. Cisco, he argues, is working to reduce infrastructure complexity for customers operating across public cloud, on-premises systems, AI workloads and increasingly distributed environments. That includes a renewed focus on infrastructure as code, platform control, and AI-assisted tools such as Cisco IQ, which Johal says can help customers and partners troubleshoot, configure and operate Cisco environments more effectively. The conversation then turns to Johal's recent observation that “the network is hot again.” His point is that AI, real-time systems, digital services, autonomous agents, and API-driven interactions are all placing new demands on network performance. As more data moves across enterprise systems, latency, memory, compute, and connectivity become more strategically important. Johal notes that during AI inference, latency is especially critical, making the network, chips, CPUs, and memory all part of the same infrastructure story. Johal also frames the issue through systems economics. Enterprises are not simply buying more technology for the sake of modernization. They are being forced to ask whether cloud, AI, on-prem infrastructure, and automation actually pencil out in terms of total cost of ownership, return on investment, and operational value. For MSPs, channel partners, and technology providers, that creates an opportunity to help customers make better architecture decisions, not just consume more tools. The podcast closes with a look ahead to a future conversation on token economics, AI infrastructure costs, and where MSPs and channel partners can find real business opportunity as enterprise technology becomes more automated, more data-intensive, and more dependent on resilient network infrastructure. Editor's note: This podcast was recorded at Cisco Live in Las Vegas and is being posted later. With time, the conversation has become even more notable. Johal's central point — that the network is “hot again” — has only gained relevance as AI, automation, cloud infrastructure and real-time digital services continue to place new pressure on enterprise networks. Learn more: Stackpane at stackpane.com

Josh Singh, sales director at Turning Point Technology Services Josh Singh didn’t arrive at Dell Technologies World simply as a partner – he arrived as someone who spent nearly eight years on the vendor side, in Dell sales roles, before crossing over to Turning Point as the company’s sales lead. That dual perspective shapes everything about how Turning Point operates. The Vancouver-based solution provider, founded in 2012, runs exclusively on Dell in the data center – a deliberate, all-in single-vendor bet that Josh frames not as a constraint but as a competitive advantage. Nearly half of the team is ex-Dell, which means when a customer needs an answer fast, Turning Point knows exactly who to call inside Dell’s notoriously complex internal matrix. That navigational fluency, Josh argues, is the kind of differentiation that doesn’t show up in a spec sheet but shows up every time there’s urgency. Turning Point recently formalized that depth by opening what Dell designates as its first official solution center in Canada, in their Vancouver office, giving the team and their clients hands-on access to the full portfolio – including the GB10 for deskside AI development. On AI, Josh’s read is that the “AI factory” framing was right directionally but too large a first step for most of the Canadian market. Dell’s move toward more modular, consumable AI infrastructure – starting at one or two servers, proving a use case, then scaling – is what actually unlocks adoption for SMB customers. Small wins first, then the appetite for something bigger. On security and resilience, Josh drew a clear line: backup is the last line of defense, and if that last line gets hit – or gets frozen by a ransomware insurance claim – you’re rebuilding from scratch. Dell’s Data Domain and its proprietary DDBoost protocol, alongside Veeam, form the core of what Turning Point puts in front of customers who need to actually recover, not just theoretically recover. And rounding it out: the supply chain disruption, compounded by Broadcom‘s reshaping of the virtualization market, is forcing Canadian organizations to plan differently – more external awareness, more budget flexibility, earlier commitment. That’s a challenge across the industry, Josh notes. But for partners who can guide customers through it, it’s also an opening. Read Full Transcript Robert Dutt: Hello and welcome to In The Channel from ChannelBuzz.ca, bringing news and information to the Canadian IT channel community for the last sixteen years. I’m Robert Dutt, editor of ChannelBuzz.ca, and your host for the show. We’re continuing our series from Dell Technologies World in Las Vegas. This week, we’re deep on the partner perspective. Today’s guest brings a point of view you don’t usually get. Nearly a decade inside Dell Technologies, followed by a move to the partner side – specifically to a partner that has made one of the most deliberate, all-in single-vendor bets you’ll find in the Canadian channel. Josh Singh leads the sales team at Turning Point Technology Services, a Vancouver-based solution provider founded in 2012 that operates exclusively on Dell in the data center. Not mostly Dell, not primarily Dell – exclusively. In a channel where diversification is almost reflexively treated as risk management, Turning Point went the other way, and they did it right at the beginning of Dell’s channel investment cycle, which turned out to be good timing. Josh brings to that an unusual lens. He spent almost eight years in Dell’s sales roles, where he learned early that the channel was the key to his success, and that knowing how to navigate Dell’s internal matrix is an advantage that translates directly into faster, better outcomes for customers. Roughly half of Turning Point’s team is ex-Dell. They recently opened what Dell designates as its first official solution center in Canada, right there in their Vancouver office. We talked about what it actually means to make the single-vendor bet and why it’s holding up. How the AI adoption conversation is changing for SMB customers who weren’t ready for the Dell AI Factory, but might be ready for something smaller. The security and data resilience story, and why backup shouldn’t be confused with business continuity. And what the supply chain situation, plus Broadcom’s disruption of the market, is doing to how customers have to plan. Let’s get right into it. My chat with Josh Singh. Josh, thanks for taking the time. I appreciate it. I’m sure it’s been a busy week. Josh Singh: It has been a busy week, and thanks for having me. Robert Dutt: I guess to open it up, I want to start with a question that frames the perspective that you have at an event like this. Turning Point made the explicit call to go all-in on Dell on the infrastructure side, as I understand. A lot of partners diversify, carry multiple vendors, pick and choose their spots. What’s the logic behind that bet? What does a week like this one – where Dell’s making a lot of big moves around AI and the direction of the partner program and all that – feel like for a shop that’s tied its future to the Dell story? Josh Singh: Very good question. I’ve been asked this numerous times, and it’s clear you’ve done your research on us. As you said, Robert, we are 100% Dell-exclusive in the data center. We do have other technologies that are complementary to Dell to give our clients an end-to-end ecosystem of technology, but we have doubled, tripled, and quadrupled down on Dell in the data center. Turning Point was formed in 2012. Three founders – Lee, Sean, and Lauren – they came from a value-added reseller that sold a multitude of technologies. What they found out at the time was Dell had a portfolio that covered the end-to-end, especially in the data center. They branched out, all three of them from [Seven Group – verify company name], and they formed Turning Point. They just realized that Dell was at the beginning of their partner program. You’ll see a legacy fabric still embedded in some aspects of Dell Technologies where they still are partial to selling direct, but they have put a large amount of emphasis and investment in the channel over the last fifteen years. Turning Point was formed at the very beginning of that cycle. Since then, we have had no regrets. Dell has really come to the table as a really solid partner for us, allowing us to offer our clients the end-to-end data center strategy with Dell Technologies. Robert Dutt: Your lens is unique too in that you have some time at Dell EMC – a viewpoint that a lot of partners don’t have in terms of having seen both sides of that fence, especially around the same vendor. What does that vendor-side time teach you about what Dell actually needs and wants from partners, and the reality of what Dell values in a partner? Josh Singh: Yeah, that’s a really good question. I spent almost eight years at Dell in various sales roles. I learned very quickly, and early on in my Dell sales career, that the channel was the key to my success. The core reason why is I’m one individual. I have a solutions engineer, I have some overlays, and we manage a pretty large territory. I found that if I could just introduce a channel partner into the mix, I could lob it over the fence, play quarterback a little bit, get enough updates from the channel partner so I can update my leadership – because that’s really important. But I was able to scale my business significantly when I started to work with the channel. Actually, Turning Point was one of those channel partners that I worked very closely with. So it’s a bit of a full circle moment for me to come back and I lead the sales team at Turning Point. Robert Dutt: I have to imagine the Dell team is happy to have you, because clearly you’ve got that lens for exactly what they are looking for from you as a partner. Josh Singh: Yeah, you know, every vendor has their own methodology and go-to-market culture. And so it does help. Actually, almost half of Turning Point’s team is ex-Dell Technologies employees. So that really gives us a unique perspective on how Dell wants to sell, how to update Dell, what’s important to them – what’s important to each level in the organization, from the sales rep to the manager, to the director, to the senior director, to the president. So we understand what is important to Dell Technologies. And also, for our customers, it’s really important to pick the right technologies. But as we all know, this world is moving so fast and our customers need answers, and they need us to be on their requests in a really time-sensitive way. And so, typically with most vendors, you know your account executive and that individual is the key to the organization. When you come from Dell, you all of a sudden know how to navigate the matrix of Dell. And so when a customer has a question, you know exactly who to call. You can pick up the phone and get that answer in a much more time-sensitive way than navigating the matrix of Dell, which can be large and daunting. Robert Dutt: So the secret sauce is as simple as spending more than half a decade inside the company itself. Josh Singh: Simple. Yeah, easy peasy. Robert Dutt: Big week for AI infrastructure here, and the Dell AI thesis – in so much as they’ve for a while been pulling on the idea of running AI models on-prem and on their infrastructure – was really amplified this week. Between that, desktop agentic AI, and the whole server and storage announcements underneath that, how does what was announced here resonate with what you guys are doing now and what your customers are asking for in terms of technology and how it’s delivered? Josh Singh: Yeah, no, that’s a really good question. So I’ve been at Dell Technologies World almost every year, and I’m finding a big difference in the talk tracks this year. AI was a concept, it was a lot of buzzwords, it was a lot of fluff, to be honest with you as well. Everyone’s trying to chase what AI means to them. But I think this year is the first year where I started to see concepts materialize into practicality, whether it comes to data locality or infrastructure, or really how to go to the next steps of adopting AI. The Canadian market is more pragmatic in their approach to adoption of technology – a little laggard, but not in a negative way, just a bit more conservative. And so what Dell Technologies World enables me and us to do is learn from people actually deploying AI in a much more meaningful and scalable way, for us to then be able to go back to Canada and start to talk about potential use cases, potential outcomes – because it is a very daunting topic, AI, sometimes it can be very overwhelming. So Dell Technologies World allows us to take some key facts about AI, bring them back into our local market, and then help them through that journey. And also, we’re meeting a lot of experts here as well. So it’s not just that we take these concepts and go back to Canada and try to do it ourselves – we’re really supported by the Dell channel ecosystem as well, to help our clients evolve in their AI journey. Robert Dutt: What are the ideas that you’re hearing that specifically are making you think, “All right, this is going to change something in how we do business internally, or this is something I have to take to customer X, customer Y, customer Z,” because it maps to what they’re thinking about or where they should be thinking? Josh Singh: Yeah. I think Dell, when they first wanted to address AI, they came out with the Dell AI Factory, and that was the message. So for a lot of Canadian organizations – which are largely SMB – adoption of an AI Factory is not consumable. It’s too large. They need to prove the model out. And then as soon as they get some small wins and successes, then they can scale out, because the smallest AI Factory was large for them. And this is what we noticed, actually, in the last twelve months. So what Dell is doing now is making it a bit more economical, a bit more consumable – in the AI data platform, starting at one server, maybe two servers, a little PowerScale, and then using that to prove out a use case. And then once we prove out a use case, our customers say, “Hey, there’s really something to this AI thing that everybody keeps talking about.” Now they can really start to invest in a much more scalable, larger way. So I think what Dell has released – very small products with the GB10 all the way up to that massive AI Factory – I mean, you saw when Michael Dell came out with Jensen, and he came out on stage and showed the entire portfolio of AI with a small little itty-bitty – not quite Raspberry Pi size, but not too far from that. Robert Dutt: Really, yeah. Josh Singh: And then having Jensen talk about the next model and how much more powerful that next model is – 100x, 100x, 100x, all the way up to that big AI Factory. So I think it just allows us to be a bit more practical in AI adoption rather than, “Mr. Customer, you have to adopt an AI Factory and that’s how you’re going to achieve AI.” So yeah. Robert Dutt: Has some of the stuff they’re talking about – deskside AI, and specifically deskside agents – when you talk about a GB10 and the lower end of that, and even for more casual users, they would make the case down to the AI-enabled PC – how does that kind of map with how your customers are approaching AI, given that they aren’t going to be going out and buying even a bottom-end, full-on AI Factory experience as a day-one thing? Josh Singh: Yeah. So at Turning Point, we have our data center – it’s actually a solution center. Dell has multiple across the world. There was none in Canada. So actually, with Dell leadership, we opened up Dell’s first solution center in Vancouver in our office. There was a big unveiling with the president of Dell Canada, all Dell leadership came out, and we stood up our solution center in conjunction with Dell. So in that solution center, we have every piece of technology that Dell has – from PowerStore to PowerScale to ObjectScale. And we recently adopted the GB10 so we’re able to actually learn it, use practical use cases that actually help Turning Point, and then we can actually know how to speak to our customers as an adopter ourselves of the GB10 and some of the use cases. So anything from OpenClaw to using different language models and trying to help business productivity in that manner. We serve customers in almost every single vertical. So we are working with healthcare – we’re doing some work right now with healthcare and looking at different use cases when it comes to X-rays and things like that. And then we also work with legal, looking at contractual ways to actually pull out data from thousands or millions of contracts to find commonalities to help an organization improve their operational efficiency. So we’ve got our system in our solution center and we’re actually going through those use cases ourselves so that we can better serve our customers. Robert Dutt: Given that you’ve got that data center and you’ve got that – choose your own analogy, eat your own dog food, drink your own champagne – approach to things, how have you guys approached AI internally, and what have you learned from how you’ve done that over the last year or two? Josh Singh: So it’s a good question. Admittedly, we are a little bit at the beginning of that journey as well. So at Turning Point, as well as many of our customers, we were a bit overwhelmed with what AI meant. And so we have a practice when it comes to consultation to navigate what AI means for them. We do specific workshops to get a client to understand what they want out of AI and to conceptualize what AI is capable of doing. Now we’re really getting into how product is going to help that. So this is the next iteration of our AI journey to help our customers – going over and beyond the consultative nature of how AI works and models and inferencing and all those buzzwords that customers understand but don’t really understand. And then we’ll take whatever is the output from that workshop, and now with our solution center, we’re looking to actually take the results of that and try to replicate it using product and technology and actual outcome. Robert Dutt: How often do you find that the outcome of the workshop – “this is what AI would do best for you” – maps with what they came in thinking AI would do best for them? Josh Singh: It’s fascinating to see, actually, because in a lot of SMB organizations, there is no AI data scientist, there is no AI leader. So it’s essentially decision by committee. And that committee could be a storage admin, a network admin, a compute admin, an application admin, all the way up to leadership, cybersecurity, of course, for governance and compliance. So seeing the different perspectives in these AI committees is really interesting – to watch the customer look at each other and each individual have their own expertise and go, “Oh, that’s interesting. Oh, that’s interesting. Why did I know you viewed the world through the lens of this?” And so coming in with these workshops, it’s typically not one outcome. It’s actually allowing a conversation between these committees at our customer organizations to really help push what AI means for each of those individuals. And then they branch out, actually not with Turning Point but internally, to foster more discussion. And then we come back in and help prod and push in certain areas with our AI knowledge. But really, it’s more contextual. It’s not really about language models and things like that. It’s more about blue sky – like, what do we want to do? And what’s success for you, and what’s success for you, and what’s success for you? You’ll notice that success for each of these individuals is very different. So it’s been fascinating for us to watch. Robert Dutt: It’s funny how often some of these things do – for all the technology behind it – come down to breaking down internal silos. Josh Singh: Yes, yes, yeah. It’s a big part of our job. We help bridge technology to business, to legal, to cybersecurity, all the way up to business goals. So it’s really – it’s an honor to work in this industry and see those conversations play out. Robert Dutt: We saw some fairly significant changes to the partner program and the rollout of the Modern Partner Platform – in terms of the agentic AI stuff that’s rolling into the partner portal and the partner experience, deal registration improvements, a whole bunch of things – especially where you guys are at as a boutique, exclusively Dell-focused operation on the data center side. What did you see in there that really caught your interest – “okay, that’s going to make my life better”? And in a more art-of-the-possible mode, what do you think AI appearing in partner platforms is going to mean in the long run in terms of what you can do, and what you can get from the overall experience you have with key vendors like Dell? Josh Singh: Yeah, good question. So they haven’t fully rolled out the One Dell Way platform yet – they’re chipping away at it. First is with CSG on the client side, and they’re starting that internally. So we haven’t actually seen the result of a lot of that change yet. But I do know theoretically what the plan is for that, and I think it’s going to be really advantageous for us. We are seeing a little bit of the benefits right now where human intervention – as vendors start to consolidate a bit more in sales and back office – the role of the sales rep is changing. There are a lot of tasks that that sales rep now has to do. And so they can sometimes be the bottleneck of operational efficiency. Let’s talk about deal registration, for example: they will get an email, and if they’re busy in meetings, by the time they get to that email and press OK, it could be twenty-four, it could be forty-eight hours, it could be seventy-two hours if that person’s out of town. So then you have to chase – and with how fast IT is moving with our customers, we can’t afford to wait that long. So we’re starting to see a bit more intelligence and automation in how deal registrations are approved. It is a bit of a complicated topic because the channel relies on Dell’s ability to recognize who our accounts are, who our loyal customers are. And so there have been some conflicts since then. But I do see that Dell is on it and they are working it out. And I do love the transparency and honesty from Dell in owning up where mistakes were made and correcting them in the field. So I am seeing some AI adoption when it comes to the partner program, but it’s not fully rolled out yet. So I am looking forward to seeing what they come out with. Robert Dutt: In terms of future state – whether it’s stuff that they’re already discussing or stuff that’s just possible but not yet on the roadmap – what would be the most impactful for you and your organization to move to a more automated, more agentic motion with a key vendor like Dell? Josh Singh: Yeah. I’m sure you’ve heard of Dell Sales Chat. It’s basically their version of GPT, but it references all of Dell’s information – presentations, documents, white papers, service briefs, and things like that. So the Dell rep just types in a query into Dell Sales Chat, and an answer comes out while referencing all Dell documentation. What I really want to see is Dell enabling that for the channel. And so I’ve talked to Dell leadership – specifically people that own this product – and that is the plan. And so I’m really, really excited for that, because especially when we respond to RFPs in public sector, it’s a very time-consuming endeavor. And so for us to be able to type in queries on very specific questions that public sector has about technology would be really valuable. And I do know that there are compliance and governance issues as well. The labeling of documentation has to be accurate – otherwise, the channel would get access to potentially confidential data from Dell Sales Chat. But that’s the biggest thing that I’m waiting for Dell to offer the channel. Robert Dutt: Cool. I wanted to talk a little bit about security and data resilience, because that was another theme here at the event – an area where you guys have a fair bit going on with vCISO and MDR, cyber recovery, all that kind of stuff. Basically, how does the Dell cyber resilience narrative from this week connect with what you’re already doing? Does it strengthen the story you’re telling clients? Does it give you new opportunities? How are you viewing the message here? Josh Singh: Yeah. So I actually come from the security and resilience team at Dell – that’s my most recent role there. So it’s near and dear to me and my heart, and I am seeing a lot of product updates when it comes to security. That’s really exciting for me to see, actually. So Dell has a security and data platform in Data Domain, and there are other partners in the ecosystem like Druva and others. There are some partnerships with CrowdStrike and other MDR companies. And that’s what I really appreciate about Dell – they did have Secureworks for a period of time, which got spun off, but I do appreciate Dell constantly looking at where their gaps are from a technology perspective and then partnering up with other vendors to complete the end-to-end strategy. As I mentioned, each individual product in the technology portfolio – they are releasing a lot of security updates and functionality embedded in PowerStore, more in Data Domain when it comes to immutability and things like that, and PowerScale anomaly detection in each of the different products, end-to-end encryption with secure [HPAs – unclear; possibly “HBAs” or “APIs” – verify]. So there’s a lot of attention right now when it comes to security. And to come back to AI – AI is really cool and it can create a lot of really cool outcomes. That’s if you’re wearing a white hat. If you’re wearing a black hat, it can be equally exciting for them as well. And so Dell has to keep up now with not just asking what are the positive outcomes that can drive more efficiency and unlock human progress, but what are the black hats going to be doing with AI, and how do we respond? Robert Dutt: I was sharing a detail this week that backup infrastructure is kind of a primary target for attacks. Curious – does that kind of match with what you’re seeing? And how do you, especially with customers who are newer to you or just going through the process, help them reconcile what they think they’re protecting with their backup versus what they actually have in terms of protection? Josh Singh: Yeah, this is – I mean, every backup vendor says the same thing. This becomes really difficult, actually, to undo a lot of the conditioning from a lot of the backup vendors. I joined DPS – which is now the SRP, the Security and Resiliency Platform, at Dell – for a very specific reason. I actually used to also work for Secureworks. And I realized that talking to people about managed security services was resonating at the time. But the answer was always, “Hey, we just go back to our backup target and we restore, we recover, we’re up and running within a couple of hours.” So I thought, I could spend the same amount of time with a different team and a different product and achieve much more success, because that’s what most organizations are relying on. So they really rely on backup. Now, backup should not be confused with business continuity. Backup is the last line of defense – and it really is the last line of defense. So when you have a last line of defense, you need to make sure that that is locked down. If you don’t trust your last line of defense, it doesn’t really matter what you do on top of that. You can spend millions of dollars per year operationally on subscriptions and monitoring and things like that. But if you don’t trust your last line of defense, you are hooked. And so Dell’s backup product, Data Domain, is the most secure, purpose-built backup appliance out there in the market – hands down. It’s not even a comparison, from my perspective – and it could be a biased perspective – against other competition and other vendors that also play in the same area. There are just so many features in Data Domain when it comes to immutability and governance and compliance and DDBoost, which is a proprietary protocol – it’s not CIFS, it’s not NFS. A bad actor can scan a CIFS or NFS directory so easily and then just encrypt it. So while we do work very well with PPDM – which is Dell’s backup software – we also use Veeam as well. And so the Veeam-to-Data Domain story is very powerful, and it’s really good for the SMB market as well. So we’re constantly looking at the market and seeing what’s compatible, what plays well with Dell products, and we’re introducing that into our ecosystem as well. Robert Dutt: All right. To wrap it up – sitting where you sit as a partner who’s made a pretty significant single-vendor bet on Dell, what’s the one thing from this week that you sit back and go, “Yeah, that validates the decision”? And also, was there anything that gives you pause – that makes you go, “Okay, I need to learn more about that before I’m sure that we’re aligned”? Josh Singh: Yeah. I mean, I can’t deny that we haven’t been forced to think about more vendor adoption. And as every company needs to iterate and evolve and stay on top of industry trends, we need to constantly be surveying other technologies. And we do. We look at NetApp all the time. We look at Pure. We look at HPE constantly. And what we’ve noticed is we don’t need to take on a different vendor. And especially – one thing I will say about Dell, and I’m not sure if this is an answer to your question, but I do have to mention this – Dell’s supply chain is second to none. So we’re in this world right now which is shifting aggressively to shortages and components and things like that. And that’s where Dell’s really shining right now – in their ability to go to different geographic areas and fast-track product from other areas. So that’s just one thing that I have to plug Dell for: very impressive about what they’re doing there. But from a Dell perspective, they’re constantly innovating. All the thought leaders of the world – in different companies and different partners and vendors – they’re all here. And so if we have that big bet on Dell and they’re constantly innovating and adding new partnerships and are at the forefront of innovation, then that means we are too. And if we are, then we don’t need to look anywhere else – and we’re going to double down on the bet. Robert Dutt: To go back to what you were saying about the supply chain situation – it’s no doubt wild times trying to get infrastructure for everyone on the planet right now. And we hear pretty clearly from Jeff Clarke the idea, the message to customers: put your hand up early – really early, if you can – because that’ll give you the best chances of getting what you want when you want it. If you’re thinking two years out or something, how are you approaching timelines and guidance to customers on – okay, so you want to be here at some point – speccing that out in light of the uncertainty of availability, the uncertainty of price, all the fun stuff that’s going on right now? Josh Singh: We’re living in that world right now and it’s changing the way customers have to respond to their stakeholders in their organizations. Back in the day – and by back in the day, I mean six months ago – a customer needed compute and they would buy compute and they would get it within three weeks, likely two. Now we’re looking at two months, three months, sometimes six-month delays, depending on if they need very specific components. So it is a little bit like the COVID days, where there was a big push to remote connectivity. Now customers are looking at public cloud again in a bigger way because they need immediate resources. So what we’re trying to do as an organization is say, “Yes, you could go to the cloud – that is an option. It always has been an option and always will be an option. But is that the right thing for your organization economically, from a security perspective, from a latency perspective?” There are so many more considerations, especially in the Canadian market with data sovereignty. And so the shift of parts shortages – and this wouldn’t be a current interview unless we talked about Broadcom and the changes they’ve made in the market as well. These two very big changes in our market are now affecting the way that organizations have to respond to their stakeholders and the immediacy of resources. So planning now is critically important. The way that customers are now trying to secure budget within their organizations is changing, because they need to be a bit more adaptable and flexible to what’s externally offered. Previously, it was internal operational methodologies on how they adopted technologies. Now they’re being affected by the external. So they have to be a bit more flexible and adaptable as to how they need to support their growing environment – by way of data, by way of compute resources, and especially AI. Now that I need GPUs and memory and CPUs, which are now in shortage, it is a very big challenge. But it’s not a Dell challenge, it’s a customer challenge. It’s happening across the entire industry. So that’s a good thing for us. If it was a Dell challenge, then we’d have a challenge ourselves and be in a bit of a corner. But it’s a global challenge right now that we are constantly seeing changes to. And I suspect we’ll continue to see changes for the rest of the year. Robert Dutt: It’s wild times when you hear folks who are very intelligent on these things saying this is going to be a multi-year kind of cycle. I guess AI giveth, AI taketh away. Josh Singh: Yes, yes. And geopolitics – we’ve got some leaders in the world right now that are making decisions that are affecting our geopolitical climate as well, which is then downstream affecting IT. So it’s interesting times. Exciting times. And I think we’ll look back on today just like we looked back on COVID – we’ll get through it. We’re all in it together. Robert Dutt: Here’s hoping the war stories end up good at the end of the day. Josh Singh: That’s right. Robert Dutt: Thanks for taking the time. I appreciate it. Josh Singh: Thanks very much, Rob. I appreciate it. Thank you. Robert Dutt: There you have it, Josh Singh from Turning Point Technology Services. I’d like to thank Josh for his time in Las Vegas. The full-circle element of his story – spending years inside Dell, working alongside Turning Point as a channel partner, and then joining the company he was selling through – comes through clearly in how he talks about the business. And I think that perspective showed throughout the conversation. A few things I’d like to take away from this one. First, the single-vendor bet argument. A lot of partners hedge on vendor relationships as a form of risk management, but Turning Point went the other way. And the case Josh makes is essentially that depth beats breadth – that knowing how to navigate a large vendor’s internal matrix quickly is itself a competitive advantage for customers. When someone needs an answer today, knowing exactly who to call inside Dell and getting it done in hours instead of days is a real differentiator. Doesn’t show up in a product spec, but it does show up in the relationship. Second, the AI adoption ladder. The AI Factory is the right concept, but maybe too large a bite for most of the Canadian market. What’s changing now – and what you heard Josh describe with the solution center and the GB10 pilots – is AI becoming consumable at the entry level. Small win, prove the model, scale it up. That’s how it actually gets adopted in the mid-market and SMB space, and the partners who figured out how to structure that journey are the ones who are going to win those accounts. And third, backup is the last line of defense, not the first. Josh put it plainly: if you don’t trust your last line of defense, it doesn’t really matter what you spend on top of it. And if your backup infrastructure gets hit with a ransomware attack – which is increasingly the whole point of the attack – and you’ve filed an insurance claim on top of that, you can’t touch it until the insurance company is done with their analysis. You’re building from scratch. That air gap, clean recovery point is the whole game. Not a nice-to-have. If you’re enjoying the show, please follow or subscribe wherever you listen. We’re on Apple Podcasts, Spotify, YouTube, the usual suspects. And if you have a moment to leave a rating or review, please do. Until next time, I’m Robert Dutt for ChannelBuzz.ca, and I’ll see you in the channel.

Eric Arcese, vice president of global partner marketing at Dell Technologies Dell Technologies vice president of global partner marketing Eric Arcese joins In The Channel ahead of Dell Technologies World, and his central message for Canadian partners is worth sitting with: the AI Factory is Dell’s story, but the seams around it belong to the channel. Arcese describes looking at the Dell AI Factory with NVIDIA topology slide at a recent Dell Tech World and seeing the “gaps, the seams” – the services, the data work, the outcome-level integration – as the real opportunity for partners. As enterprise AI adoption moves beyond hyperscaler buildouts into mid-market and commercial customers, those gaps are where Canadian MSPs and VARs have natural advantages: proximity to the customer, industry intimacy, and the ability to make the technology real. On the VxRail-to-Dell Private Cloud transition, Arcese frames the shift around the economics of AI – disaggregated infrastructure lets customers independently scale GPUs, storage, and networking for specific workloads. Hypervisor choice is preserved across Red Hat, Microsoft, VMware, and others, and partners building Dell Private Cloud practices can access up to 10% incremental incentives. The AI PC conversation moves past the usual productivity pitch. With over 500 million PCs still running Windows 10 and enterprise fleets averaging three to five years old, the refresh is as much a security imperative as a performance one – a stronger entry point for MSPs already in the endpoint security conversation with their customers. The episode closes with a preview of the Global Partner Summit at Dell Technologies World, May 18-21 in Las Vegas. Demand signals replacing traditional leads, AI-assisted quoting and deal registration, a “modern partner-centric transaction ecosystem” – the “simple, predictable, profitable” mantra is getting operational substance. The details come in May. Read Full Transcript Hello and welcome to In The Channel from ChannelBuzz.ca, bringing news and information to the Canadian IT channel community for the last 16 years. I’m Robert Dutt, editor of ChannelBuzz.ca, and your host for the show. Dell Technologies World is coming up in May, and for the Dell partner community, it’s the biggest event on the calendar – the place where the direction for the partner program gets set for the year ahead. As we head toward that, there’s a lot for Canadian resellers and MSPs to be thinking about. The partner program has been evolving. The shift from VxRail to Dell Private Cloud is still very much unfolding. The AI infrastructure opportunity is reshaping what customers expect and what partners are expected to deliver. The question of where a Canadian MSP or VAR actually fits into all of that – that’s a real and pressing one. To help me make sense of it, I sat down with Eric Arcese, Vice President of Global Partner Marketing at Dell Technologies. Eric’s been in the industry for over 25 years, with roots going back to the EMC era, so he’s been watching and shaping how the Dell partner ecosystem operates for a long time. We talked about where partners fit in the AI story, the VxRail transition, the AI PC refresh, and what you can expect from the Global Partner Summit in May. Let’s get right into it, my chat with Eric Arcese. Robert Dutt: Eric, thanks for taking the time. I appreciate it. Eric Arcese: Thanks, Robert, for having me. Robert Dutt: You’re the Vice President of Global Partner Marketing at Dell. Can you give me a sense of what that actually means day-to-day? What are you responsible for, and what does the Dell partner community look like from where you’re sitting? Eric Arcese: Well, the partner community has been a tremendous growth engine and a critical and existential part of our go-to-market in everything that we do. We have partners around the world, we have some of our very best in Canada, and our partners really bring our technology to life with our shared customers around the world. We can’t do what we do in the market without the phenomenal partners that we have. In my role leading global partner marketing, that is to make sure that our story resonates, that we’re bringing that value proposition to life for our partners. They have choices, just like customers do, each and every day – who they’re going to invest in, who they’re going to work with, what they’re going to focus on learning, how they’re going to enable their sellers, their pre-sales folks. And we want to make sure that our partners feel really good about working with us, building businesses with us, developing practices with us, and ultimately growing with us in the markets that they serve for the customers that we collectively support. I love what I do. I’ve been in tech for over 25 years, here at Dell for over 25 years as well, and I could not think of a place I would rather be. Supporting our very best partners in Canada and around the world, and all that we do – that’s a little bit about what I do. I work very closely with my team around the world, and with our regional marketing folks as well, to make sure that that last mile of what we deliver for partners is well-aligned and adds value to partners in the ecosystem. So that’s a little bit about what I do, Robert. Robert Dutt: I feel like 2026 is a bit of an inflection point for the partner community writ large, and the definition of a Dell partner seems broader than it’s ever been. You’ve talked about partners moving beyond reselling into being architects, advisors, ecosystem builders – all that kind of good stuff. What do you see as the state of the Dell partner community right now, and how have you seen that picture change over recent months, and I guess the last year or two? Eric Arcese: Robert, you and I have both been in tech for the last couple of decades, and there have been different chapters, different inflection points. What we’re seeing now is a moment like we’ve never seen before. This is obviously all driven by AI, but it puts infrastructure, solutions, integrations, and outcomes at the forefront of everything that our partners deliver and everything our customers are demanding. So we’re in this moment that’s existential in tech and everything that we do, where we need to accelerate time to value with infrastructure. And when it really dawned on me, Robert – it was a couple of years ago, at a Dell Technologies World; you might have been there too. We had this announcement, and we called it the AI Factory with NVIDIA. And we had a picture on a slide – like so many of you have seen, with a chevron – data coming in on one side, use cases and business outcomes on the other, but layered through all of that, you had services, AI, software, infrastructure. And there were gaps when I saw this slide, and I was thinking to myself: the gaps, the seams, that’s where the opportunity lies for our partners around the world. Dell is the infrastructure provider of choice. We are the leader in everything that we provide – right from commercial PCs, to storage, to servers, AI servers – and stitching it all together through the topology upon which we develop those outcomes creates a huge opportunity for our partners. So that’s what gets me really excited about the moment. We’re meeting the moment. Our technology is meeting the moment, our partners are meeting the moment, and we’re working each and every day with those partners to deliver real AI-driven outcomes around the world. And some customers get it – and those that don’t, won’t be here very long. So there is this urgency, and we see that in our demand across the board. And I won’t go into earnings from last year, but you’ve probably seen that the year that we just posted, we’re seeing that come to life in every market. We’re seeing that in Canada, no doubt about it as well. It’s hard not to get excited about it. This is a very special time indeed. Robert Dutt: So the AI Factory – definitely been a centrepiece of the story for the last couple of years, as you point out. When I look at it from the perspective of my audience – from the MSP or the VAR serving mid-market and SMB customers – the massive GPU cluster buildouts feel like they’re kind of happening somewhere else. Can you help me fill in the story for the regional partner who isn’t doing hyperscale deployments and where they fit into the AI infrastructure story at this point? Eric Arcese: It’s a great question. I think that’s a little bit of the elephant in the room, right? The first couple of years, it’s like – yeah, you’re reading about these multi-billion-dollar deals, but where are they happening? And those deals were happening at the hyperscale level. The next question is: when is there enterprise AI adoption? When does a traditional enterprise customer really start embracing AI at every level? And you know what? We’re seeing that now. The trajectory of that growth is accelerating, and it’s terrific to see. To your point, Robert, those first couple of quarters, first year or two – the question was: what about enterprise adoption? And that’s where our partners are incredibly well positioned to make it real. What are the outcomes? What are the use cases? What are the business processes we’re going to focus on to bring that infrastructure to a place where it’s adding real value? The people in that workflow who make that real – that’s our partners. Dell’s partners. Because our partners in Canada are incredibly intimate with the industry, the customer, the use cases, the business priorities – whether it’s in the public or private sector. We’re providing that infrastructure at Dell Technologies, but our partners are making it real because they have that intimacy. They’re pressing the flesh, they’re working with customers each and every day, they know what those priorities are, and they can reconcile where those investments need to be made to help accelerate time to value. So with all of that comes a massive services and consulting opportunity. It’s not just the infrastructure – it’s the value-added services that our partners are building upon that infrastructure. And we’re seeing some terrific practices getting built with our partners around the world. When we work together, we win together, and we’re seeing that each and every day. Robert Dutt: Can you make that just a little bit more concrete for me? What are the consulting-type services you see partners bringing to bear right now – especially for that partner serving, let’s say, a 500-person financial services firm? Just to set an example of a mid-market-type opportunity where there may be an AI Factory angle, but it’s not the hyperscale wheelhouse. Eric Arcese: You know, if you think about it – four or five years ago, you and I would be having this conversation and it would be about a cloud-first model, and then we’d probably evolve into hybrid cloud, using public or private cloud based on the right workload. Now the way we think about it, it’s not a cloud-first model. It’s more around data. It’s the data model. Making sure we have the right data on the right workload, because if you plug an LLM or any AI-driven workload or a GPU behind suboptimal data, you’re going to get suboptimal outcomes. So when we think about where a partner is going to focus – irrespective of the industry, whether it’s public sector, banking, telco, manufacturing – I think starting with a real inventory of what that data topology looks like, and what the business outcome is that we’re looking to achieve. And no matter what industry the customer is from, one quickly realizes they’re all in the data business. Our partners can, number one, do a great assessment of where that critical data is and where it’s living. And number two, marry that data to the right business outcome in terms of what they’re trying to deploy. So I think it really starts with the data, and building practices that understand the workload, the industry, the vertical, and the data – that is key. And that creates a lot of opportunity. We talk about servers, storage, client, PCs, and networking all the time, but that is where that data is going to live, and we’re going to build that AI practice off of it. That initial assessment – where an AI practice starts – all begins with data, Robert. It’s really having that data-informed conversation. And then a lot of this is a change in mindset, in terms of what you’re doing with that data and what the expectations are. Robert Dutt: All right. From one reference architecture to another – talk about the transition from VxRail to Dell Private Cloud. Michael Dell’s been pretty direct about the direction. And I know you have roots going back to EMC, so it might be a bit personal. But for a partner who’s built a real practice, a real business, around VxRail over the last decade – what does that transition actually look like, and where do you see the services opportunity opening up as customers make that move? Eric Arcese: Robert, it’s such a great question. Because for years we talked about converged infrastructure, hyperconverged infrastructure – packaging, which made a lot of sense. You package a pre-architected and engineered system and you deliver it, to drive an accelerated business outcome. Time to value of infrastructure. The industry, with our partners, built a multi-billion-dollar business and a new market that was very well received. Then you wake up a couple of years later and now we’re talking about disaggregated infrastructure with Dell Private Cloud. And one may wonder: wait a second – we thought it was all about putting it all together and delivering it with speed. What’s changed? And I had to ask myself the same question, Robert. What’s changed? Well, the economics of AI have changed. The centre of gravity in terms of what is needed for these AI outcomes has been driven by a huge development – and that development is the GPU. The GPU is the accelerator of all the processing. And sometimes you need more GPU investment than you would need in storage, than you would need in client. You still need them across the board. So when you think about that economic backdrop of AI, the economics lend themselves to a more disaggregated infrastructure where you can dial up storage, server, networking, depending on what is needed for that specific workload, LLM, or AI platform that you’re rolling out. Also – customers want choice. They don’t want to be locked into one hypervisor. Maybe they want to work with Red Hat. Maybe they want to work with Microsoft. Maybe they want to work with VMware – they’re a VMware shop. Maybe they want to work with Nutanix. Allowing customers to have that choice empowers them, but it also creates opportunity for our partners, to your point, Robert. Because our partners are ultimately going to help our shared customers navigate those choices and reconcile those priorities from a hypervisor perspective, to optimize whatever application they’re rolling out. So it’s really about customer choice. And for me, the coolest thing to see is how quickly this has evolved. We’re doubling down on customer choice. Partners earn up to 10% incremental incentives. We’ve really built a program to drive profitable practices around Dell Private Cloud and strengthen and deepen those relationships. So we’re seeing this real shift from pre-packaged hyperconverged infrastructure to disaggregated infrastructure that’s truly optimized and tailored to Dell Private Cloud. Very exciting to see, Robert. Robert Dutt: Pivoting to the device side of things – the AI PC refresh is a significant cycle for the channel right now. For the Canadian VAR or even an MSP selling into the commercial market, what’s the marketing story that you’re giving them to make that conversation land? Especially with customers who are already stretched on IT budgets and might be looking at that three-year-old PC and saying, “good enough to get me through another year.” Eric Arcese: It might be. But it probably isn’t. And it’s not just the productivity benefits you’re going to see with an AI PC – it’s the security requirements that we’re all going to need. Because AI is terrific for the good, but it has also empowered the bad actors to get to where we work every day. Last year was all about the tech refresh from Windows 10 to Windows 11. We still have over 500 million PCs running Windows 10, and enterprise fleets averaging three to five years of age. So customers definitely need to act on that – to bring that AI capability to the edge, but also to meet the security requirements we need to protect that edge from reaching into the core. We started naturally in the data centre in our conversation today, Robert, but that edge – where are you working every day? What are you touching every day? It’s your PC. That’s your workforce. That’s what’s in front of you, whether at work or at home. And there’s just a tremendous opportunity there for our partners. We’re the number one commercial PC provider in the world, and it starts with what’s in front of you each and every day. We’re excited about that opportunity. That hasn’t gone away. We had a terrific CES, and there’s just more greenfield opportunity for our partners in Canada to win with Dell’s PC portfolio. Robert Dutt: Bouncing around a little bit from topic to topic here – you guys made some program changes for 2026, as most vendors are wont to do from time to time. The Titanium incentives probably being the most visible of them, but there’s also this broader “simplified, predictable, profitable” philosophy underneath it. From a marketing standpoint, what’s the message you most want partners to internalize about what Dell is committing to this year? Eric Arcese: One of the things I love about partner marketing, Robert, is the work is never over. And you can appreciate that – you’ve been in the channel just as long as I have. The work of creating a simple, predictable, profitable motion for our partners really never ends, because everything we talked about just keeps evolving. We want to make sure we have a simplified motion – taking friction out of the system. We want to make sure it’s predictable: you know what you’re going to get, you know how we’re going to engage with you. And it’s profitable: you want to make sure that you’re making money working with Dell Technologies in Canada. So we’re doing a lot around demand signals – how do we accelerate what used to be a lead, which is now a demand signal, the outcome of many different predictive analytics and data points on the markets that we serve with our partners. We want to make sure we’re simplifying that lead management and fostering seamless collaboration in that motion. We also want to make sure that from a deal reg perspective, we are managing opportunities together and protecting where our Canadian partners have invested. We want to do all of that to accelerate engagement, simplify processes, and empower our Dell sellers with a smarter and streamlined motion. And then quoting and buying – we want to make sure we are priced to win across the board, and we’re building a modern, partner-centric transaction ecosystem that connects product discovery to order management in one end-to-end platform. You’re going to be hearing more and more about that in the months to come. I think you’ll be at Dell Technologies World with us, so I’m excited to share more there. That mantra of simple, predictable, profitable – that work never ends. We’re seeing the fruits of our labour here and the success we’ve had in Canada over the last couple of years. And we’re really proud of the work that we’ve done. We’re very grateful and humbled by so many amazing partners in Canada that have really doubled down on Dell across the board, across the portfolio. Because when you have a great program that rewards the right investment, and you have wonderful people – I love the alliteration of portfolio, program, people – there’s nothing you can’t do. When we work together, we truly are winning together in Canada. Robert Dutt: To your point that it never ends – it just keeps evolving. You rightly pointed out we’re not too far away from Dell Technologies World, and the Global Partner Summit is a big part of that. There’s been some preview of a new integrated partner experience that sounds like it goes beyond a typical program update. Without asking you to scoop your own announcements – although if you want to, please feel free. Eric Arcese: Ha – I’ll be good. I’ll do my best. Robert Dutt: What’s the problem you’re aiming to solve for partners with this platform approach? What’s the philosophy behind what we’re likely to see roll out in the near future? Eric Arcese: What we talked about – meeting the moment – it is a truly special time. And we want to make sure our partners have the speed to deliver what we collectively need to for our shared customers, and the scale to do it across every market, across every part of our portfolio, across every partner type. What you’ll see at Dell Technologies World – as you always do – is the product of investments we’ve made over not just the year, but over years. From a portfolio perspective, programmatically, you’re going to see how when partners invest and build their practices and businesses on Dell, they will be rewarded. And then you get to spend time with our people who support our partners in Canada and around the world. Not to mention, we have a great time in Vegas, as one always does. So it’s the place to be. We’re a couple of weeks out and we’re seeing the excitement and anticipation building. We have a lot to share at our Global Partner Summit at Dell Technologies World. Robert, I believe you’re planning on being there – we’re looking forward to seeing you and spending time with you as well. And we’re going to have a great representation not just of Canadian partners but the Canadian customers we work so hard serving each and every day. It’s going to be a blast, as it always is. Robert Dutt: You touched a while back on some of the day-to-day operational things that partners tell me they feel the most friction on – not specific to Dell, but across the industry. Deal reg, quoting, lead sharing, the need to do all of that faster at higher scale. Is the vision here to make those kinds of operational experiences meaningfully more autonomous and self-serve? Is AI in the partner platform something partners will feel starting in May, or is that still on the horizon? Eric Arcese: Well, I prefer drinking your own champagne to eating your own dog food – so I’ll go with the bubbly analogy there. But we have very much been, for years now, investing in a very big way in our partner business and the platforms that support those partners. We want to make sure that we’re using an AI-first approach across the board in everything that we do – to take friction out of the system, and to have an AI-first mantra in all we do when it comes to empowering our people and our partners. I look at the AI that we’re investing in to support our partners as a real force multiplier. How do you get the power of the portfolio to our customers? How do you enable our partners to know that portfolio? How do you make sure that when you’re quoting and ordering, you’re doing that in the most efficient way – so that customers aren’t waiting, they’re getting the right configuration at the right time, for the right workload, at the price that makes the most sense, and we’re delivering value? We want partners to be able to deliver that value, because when they do, they grow – and when they grow, it’s good for our partners, it’s good for Dell, and ultimately we’re driving more outcomes for the customers we serve. So you’ll see a lot of that AI in what we deliver from a product perspective, but definitely in how AI supports things like syndicated content, quoting and buying, and all of the programmatic platform upon which our partnerships are built. Robert Dutt: My last question – you touched on 25 or more years in this industry, through the EMC years, through the Dell-EMC merger, and now we’re into the AI chapter. For a partner who’s navigating all of this right now – the infrastructure shifts, the AI opportunity, the evolution of the program – what’s your read on the best opportunity over the next 12 months? Where would you be pointing partners in terms of where to focus? Eric Arcese: Well, if you’re a partner thinking about which relationships you’re going to invest in – with Dell, you have a leader in commercial PCs, a leader in storage, a leader in services. You have the industry heavyweight in infrastructure. And not only that – in a world where we’re seeing some very complicated supply chain dynamics globally, you have the world’s best supply chain supporting you. You have a proven leader that’s committed to partnering in all that we do. And you have tremendous people in Canada there to support you each and every day. So I always think of it this way: if you’re building a business, who are those partnerships you want to create? You want one hand to shake that’s accountable to you, that’s invested in you, that’s committed to you – so that you can deliver on what you’ve promised your customer. With Dell, you have that. And we’re really proud of where we are in the market. This AI moment that we’ve all been afforded is going to create tremendous opportunity – and I couldn’t be more excited about it. Not just for the partner businesses we support, but for the outcomes and problem statements that we’re going to be able to address that we haven’t even fathomed yet. Transformative outcomes across every industry we serve, both public and private. So I’m really excited, Robert. And if I’m a partner, those are the types of things I’m thinking about and why working with Dell is a great bet. And hopefully we’ll all be making that bet in Vegas in May at Dell Technologies World – because that’s what you do in Vegas. You make bets. But it’s an easy one to make with Dell Technologies every day. Robert Dutt: Great point to leave it on. I look forward to catching up at Dell Technologies World and hearing more of the story there. Eric, thanks so much. Eric Arcese: Thanks so much, Robert. I really enjoyed our time together. Much appreciated. There you have it – Eric Arcese from Dell Technologies. I’d like to thank Eric for his time, and of course, thank you for listening today. If I had to pull three things out of the conversation for the Canadian partner to sit with, here’s what I’m thinking. First – the AI Factory framing. Eric described looking at the AI Factory topology slide and seeing the gaps, the seams between the components, as the partner opportunity. The hardware is Dell’s story. The services layer, the data work, the integration, the outcomes – that’s where partners play. If you’re trying to figure out what the AI infrastructure wave actually means to your practice, that’s a useful lens. Second – the VxRail transition. If you’ve built a practice around VxRail, Dell’s message is: the path forward is clear. The hypervisor choice you’ve made is preserved. The economics of the new platform make sense, and there are meaningful incentives to help you build out a Dell Private Cloud practice. The transition is underway and getting ahead of it matters. Third – the AI PC refresh is a security story as much as a productivity story. There are still around 500 million PCs running Windows 10, many of them three to five years old, sitting at the edge of the network while AI is making the threat landscape more sophisticated. For MSPs already in the endpoint security conversation with their customers, that’s a more powerful entry point than “it’s a faster laptop.” And of course – Dell Technologies World, May 18th to 21st in Las Vegas. The Global Partner Summit is the anchor event for partners, and based on what Eric was hinting at around the integrated partner experience and changes to quoting and deal registration, it’s worth watching closely whether you’re going or not. If you found this useful, follow or subscribe to the In The Channel podcast wherever you get your podcasts – we’re on Apple Podcasts, Spotify, YouTube, and most major directories. A rating or review is always appreciated if you’ve got a minute – it genuinely helps. Until next time, I’m Robert Dutt for ChannelBuzz.ca, and I’ll see you in the channel.

In this podcast episode, Dr. Jonathan H. Westover talks with Lauren Tropeano about how companies can tap into the humanity of their people in the era of AI. Lauren Tropeano is the Chief People Officer at Docebo. She brings over 20 years of Human Resources expertise to Docebo, having led diverse, multinational teams for several global, high growth tech organizations. Prior to Docebo, Lauren was the Chief People Officer at Skillshare, a leader in creative learning, from 2022 to 2024. She also held several executive roles leading global People teams at tech companies such as DraftKings from 2018 to 2022, and Cogito, Pivotal Software and Dell/EMC prior. In those leadership roles, she led teams and organizations through several periods of rapid growth and transformation. She is also the founder of Destination People, a boutique human resources consulting firm. Lauren received her MBA from the University of Massachusetts at Amherst and B.A. in Organizational Behavior from Boston College. Check out all of the podcasts in the HCI Podcast Network!

Shantay, we all stay, when Connie Chen joins us to talk about her love of drag and drag queens. She describes how drag culture became a lifeline for her when she was struggling to adjust to life in California, and how a week-long stay in the hospital watching RuPaul's Drag Race provided hope and laughter. Connie talks about her journey from watching the show to attending drag events and finding an unexpectedly welcoming and positive community, discusses the artistry of drag performance, and explores the significance of drag names as expressions of personal identity and creativity. She also reflects on how drag culture has boosted her confidence, helped her embrace vulnerability, and taught her not to care about others' judgments.Guest BioConnie Chen (she/her) is an accomplished UX designer and mentor with over 10 years of experience. Starting her career as a graphic designer in Boston, she later transitioned to UX design in California, where she contributed to companies such as Ancestry, Apple, and Dell EMC. After a transformative two-year sabbatical, she now works as a UX Designer at Disney on the Enterprise Design team, where she supports tools and platforms for Disney's global supply chain and distribution processes for films and TV shows worldwide.LinksConnie's website: https://conniechen.design/Connie on Bluesky: https://bsky.app/profile/conniechiiiwa.bsky.socialConnie on LinkedIn: https://www.linkedin.com/in/conniewzchen/CreditsCover design by Raquel Breternitz.

In this episode of OnBase, host Chris Moody sits down with Madhup Mishra to explore how AI is collapsing traditional go-to-market funnels and reshaping product marketing as we know it. From redefining buyer journeys to measuring real engagement, Madhup offers a candid, strategic look at what it takes to win in an AI-driven world.He shares his philosophy of “clarity through confusion,” explains how product marketing has evolved from storytelling to enablement, and offers insights into building trust and advocacy with increasingly skeptical, data-driven buyers.Listeners will come away with a modern blueprint for product launches, buyer enablement, and authentic community building, all while balancing automation with the human touch.Key TakeawaysAI is Collapsing the Funnel: Traditional marketing funnels are giving way to nonlinear, AI-powered buyer journeys, where time-to-value and hands-on validation matter more than nurture sequences.Product-Led Growth is Accelerating: Buyers expect to experience value immediately—the product must now tell its own story, not just the sales team.From Persuasion to Enablement: Marketers must help buyers make confident decisions, not just convince them with clever messaging.Advocacy is the New SEO: Developers and customers who share their experiences online are now fueling AI search recommendations. Building authentic advocacy impacts discoverability and trust.Measure Engagement, Not Just Activity: Pipeline matters, but depth of engagement—expansion, demos, and authentic community chatter—is the real measure of success.AI Must Be Purposeful: Don't launch “AI for AI's sake.” The best AI products solve real, high-friction problems and integrate naturally into customer workflows.Quotes“Advocacy isn't optional anymore. If your community isn't talking about you, AI search engines will recommend your competitors instead.”Tech recommendationsGong – For sales insights and understanding customer conversations.Amplitude – For in-product analytics and mapping the customer journey.Resource RecommendationsBooks:Obviously Awesome by April Dunford – A masterclass in product positioning.Shout-OutsSimon Sinek, Author and Inspirational speaker on business leadership for inspiring purpose-first leadership.April Dunford, Positioning Consultant, Speaker, and Author for redefining how companies position their products.Ethan Mollick, Associate Professor at The Wharton School for his thought leadership on AI and business innovation.About the GuestMadhup leads Product Marketing for SmartBear, creating product and solutions messaging, positioning, and sales enablement, and launching new products. He deeply understands SmartBear's core developer and development team audience and can strategically communicate the impact of its products throughout the software development lifecycle. With over two decades of technology experience in companies like Hitachi Vantara, Volt Active Data, HPE SimpliVity, Dell, and Dell-EMC, Madhup has held a variety of roles in product management, sales engineering, and product marketing. Madhup lives in Central Massachusetts with his lovely wife, their son, and their dog. In his free time, he loves to travel, bike, and run.Connect with Madhup.

In this episode of Tech Sales Insights, Randy Seidl is joined by Denise Millard, Chief Partner Officer at Dell Technologies. They delve into the best practices for channel selling, the evolution of partnerships, and the importance of building strong, accountable relationships within the tech industry. Denise shares her incredible 27-year journey from EMC to Dell and her strategic role in fostering partner ecosystems. Learn how Dell embraces AI, marketplace dynamics, and the critical role of mentorship in career development. For anyone in tech sales, this episode is packed with valuable insights and real-life success stories.KEY TAKEAWAYSDenise Millard's Career: Denise has had an impressive career spanning 27 years between Dell and EMC, focused on partners and ecosystem roles.Channel Selling Best Practices: Simplicity and accountability are key—choose 2-3 focal points, align sponsorship, and hold teams accountable.Partner Relationships: Successful partnerships stem from mutual trust and alignment, with ongoing communication and support.Challenges in Channel Sales: Challenges often arise from a lack of early engagement and understanding of local partner ecosystems by sales reps.Importance of Marketplace: Marketplaces provide access to a vast customer base, enhancing opportunities for partners and customers.AI Integration: AI is increasingly used to drive demand generation, proposal automation, and content management within the channel.Mentorship: Mentorship, both formal and informal, plays a crucial role in professional development. Denise values the advice and support from mentors like Bill Scannell and Linda Connly.QUOTES"When we do [hold each other accountable], we typically see great results.""Winning drives that [channel engagement]. So, you know, when you have success, people get excited around seeing the opportunity.""Having informal mentors who see you in action and provide real-time feedback is incredibly important.""AI has an important role in enabling partners with insights and capabilities.""Exercise is a big part of my life—it has physical and mental benefits."Find out more about Denise Millard through the link/s below:https://www.linkedin.com/in/denise-millard-0407b632/This episode is sponsored by TitanX (formerly Phone Ready Leads), the Audience Activation sponsor of the Sales Community. Sales teams using Phone Ready Leads® average a 21.3% dial to connect rate with key decision makers (A live conversation every ~5 dials), and average ~10 conversations with key decision makers for every 50 outbound dials they make.

This episode features an interview with John O'Melia, Chief Customer Officer at Contentsquare, where his team works to ensure all customers harness the full power of Contentsquare's technology and drive significant business value. Previously, he was the CEO of Seal Software (acquired by Docusign in 2020) and held leadership roles in Customer Success and Sales at Dell EMC.In this episode, Kailey and John discuss the challenges of balancing business decisions with customer-centric values, evolving customer expectations, and the importance of real-time data in enhancing digital customer experiences.-------------------Key Takeaways:By using advanced data capture and analysis tools, businesses can identify and respond to issues promptly, optimizing digital interactions and ensuring customer satisfaction.Businesses need technology guardrails in place to ensure that personalization efforts do not cross into territory that customers might find invasive or uncomfortable.Companies must continuously innovate and refine their digital strategies to meet and exceed customer expectations.-------------------“ If you get enticed to go to an application to go buy this thing and you're going to get a 30% discount code, if that code doesn't work, you're not necessarily going to spend the next five minutes trying to figure out how to make it work. You have a one-shot deal on many of these situations. Your ability to spot that you've got a problem with that code or that checkout page and be able to deal with it is the difference between having a great Black Friday or having a so-so Black Friday.” – John O'Melia-------------------Episode Timestamps:‍*(02:27) - John's career journey*(06:45) - Trends impacting customer experience‍*(12:37) - How Contentsquare is using AI to improve experiences‍*(24:39) - How John defines ‘good data'‍*(27:13) - Real-time monitoring use cases‍*(33:08) - John's recommendations for upleveling digital strategies-------------------Links:Connect with John on LinkedInConnect with Kailey on LinkedInLearn more about Caspian Studios-------------------SponsorGood Data, Better Marketing is brought to you by Twilio Segment. In today's digital-first economy, being data-driven is no longer aspirational. It's necessary. Find out why over 20,000 businesses trust Segment to enable personalized, consistent, real-time customer experiences by visiting Segment.com

In this What's Next with Aki Anastasiou interview, Connect SA Sales Director Charlene George discusses the company's end-to-end customer experience services. George oversees Connect SA's sales strategy and execution, and manages the company's team of account managers and business development managers. She has over 20 years of IT industry experience, which she acquired working at global technology companies such as IBM, Dell EMC, Oracle, and Cisco Systems. In this What's Next interview, George discusses Connect SA's vendor-independent approach to custom service solutions and explains how this benefits clients. George then reveals how Connect SA customises its solutions to meet each client's needs. She explains how businesses can identify areas for improvement in their existing customer service systems, and reveals the different areas of the customer experience journey for which Connect SA offers solutions. George concludes the interview by discussing the innovative new technologies that can be used to solve the biggest customer service challenges of South African businesses.

30 years of innovation, a unique approach to data management with future directions in AI and data analysis and security. This episode features Jimmy Tam, CEO of Peer Software, as he discusses the evolution and innovative solutions of Peer Software in managing and synchronizing data across global enterprises. The conversation spans the company's history, from its founding in 1993 to its current position as a leader in distributed file systems. Key topics include Peer Software's product offerings, their unique approach to data replication, synchronization, and security, and insights into the future of data management and AI integration. Peer Software was founded in 1993 and is Head Quartered in Washington DC Technology and Technology Partners Mentioned: Peer Software, Peer GFS, Peer Sync, Migration, Peer IQ, PFSA, Microsoft, Microsoft DFS, Microsoft DFSR, Windows File Server, NetApp, Dell EMC, EMC Storage Systems, Nasuni, Nasuni Files, Nasuni Unified Storage, Azure, Azure Blob Storage, AWS, Amazon S3 Object Storage, LapLink, FRS, Malicious Event Detection, Suspicious Activity Detector, AI, ML, Cognitive Services, Gartner ☑️ Web: https://www.peersoftware.com/ ☑️ Crunchbase: https://www.crunchbase.com/organization/peer-software ☑️ Support the Channel: https://ko-fi.com/gtwgt ☑️ Be on #GTwGT: Contact via Twitter @GTwGTPodcast or visit https://www.gtwgt.com ☑️ Subscribe to YouTube: https://www.youtube.com/@GTwGTPodcast?sub_confirmation=1 ☑️ Subscribe to Spotify: https://open.spotify.com/show/5Y1Fgl4DgGpFd5Z4dHulVX • https://gtwgt.com Web: • https://twitter.com/GTwGTPodcast Twitter: • https://podcasts.apple.com/us/podcast/id1519439787?mt=2&ls=1Apple Podcasts ☑️ Music: https://www.bensound.com

Think beyond houses and discover untapped potential in mobile home parks and car washes in this episode featuring Matt Fore. Stay tuned as he shares practical steps leading to stable, long-term income, and learn how to expand your investment portfolio to achieve remarkable outcomes.    Topics on Today's Episode The power of consistency in achieving your goals  Matt's journey of leveraging real estate toward financial freedom Advantages of investing in mobile home parks  Strategic ways to increase your income in mobile home parks  Why teams are important in a real estate business   Resources/Links mentioned LinkedIn  Amazon  HGTV  The Miracle Morning by Hal Elrod | Kindle and Paperback The Last Lecture by Randy Pausch and Jeffrey Zaslow | Kindle, Paperback, and Hardcover YouTube   About Matt Fore Matt is a regional sales director at Dell EMC. He is also a real estate investor and a triathlete. He is a highly motivated, results-driven sales leader with 12+ years of technology sales. He is a strategic and analytical thinker with a proven track record of exceeding revenue and margin goals.   Connect with Matt Website: Next Level Income | Dell Podcast: Ice Cream with Investors | Apple Podcasts and Spotify LinkedIn: Matt Fore   Want to invest alongside the Kahuna Investments team? Save your spot in our upcoming webinar, where we discuss how you can join our Private Investor Club and get access to our deal rooms exclusively. Now's your chance to start apartment investing, so visit kahunainvestments.com/webinar to register!   Take the first step towards financial success by learning more about Kahuna Investments, and if your investment goals align with our formulas and approaches – book a short 15-minute Virtual Coffee call with us at kahunainvestments.com/coffee today!    Are you ready to experience the cash flow life? Just text “BOOK” to (480) 500-1127 to get a FREE copy of Corey's book, Copy Your Way to Success, and learn how apartment investing can change your life today!   Don't forget to download my Free Workshop Quick Start Video Series, and if you like what you have heard, please leave a review on iTunes.

The collaborative ENERGISE project, led by researchers from CONNECT at Trinity College Dublin, and involving Intel and other key industry partners targets significant energy reduction in mobile networks. In a remarkable advancement for the future of telecommunications, CONNECT, in collaboration with industry giants including Intel, have embarked on the ENERGISE project, funded by a €2.3 million grant from the Disruptive Technologies Innovation Fund (DTIF). This pioneering initiative aims to drastically reduce energy consumption in mobile networks, paving the way for sustainable 6G evolution. The ENERGISE project will focus on developing innovative solutions to tackle the energy challenges associated with future networks, providing a path for sustainable development of OpenRAN. Along with global leader, Intel, the team from CONNECT, the SFI research Centre for Future Networks at Trinity, will work with experts from Tyndall National Institute, Software Radio System, VMWare and Dell EMC. As the digital world rapidly evolves, the demand for more efficient and sustainable network technologies has never been greater. However, the current energy consumption of the telecoms industry, estimated at 2-4% of global energy, is escalating at twice the rate of other contributors. The Radio Access Network (RAN) accounts for 70-80% of total cellular network energy consumption, posing sustainability challenges. Open RAN technology has the potential to reduce energy consumption considerably, by leveraging AI to automate and optimise network management.?In addition, by allowing multiple vendors to contribute to an end-to-end radio system, Open RAN fosters competition, reduces costs, and encourages innovation. Prof. Marco Ruffini, coordinator of ENERGISE, Principal Investigator at CONNECT and Professor in optical and radio network architectures at Trinity College Dublin, said: "With ENERGISE, we're tackling the energy efficiency challenge head-on. Open RAN networks hold great promise for the future of telecommunications, providing the flexibility and scalability necessary to facilitate rapid deployment of advanced communication services. "Our approach aims to integrate AI to optimise these networks, also making them more environmentally sustainable. It is great to carry out this work with such capable industry partners, members of our recently formed 6G Open Networking Alliance - 6G-ONE." Dr Robin Giller, Director of SW Product Management and Planning at Intel's Network and Edge Group added: "Intel's involvement in the ENERGISE project aligns with our commitment to pushing the envelope in network and edge technology. This DTIF-funded project continues our fruitful collaboration with CONNECT at Trinity College Dublin, and we look forward to contributing meaningfully, with our project partners, to the development of more sustainable network infrastructures." Prof. Sinéad Ryan, Dean of Research at Trinity College Dublin, said: "The ENERGISE project will harness the power of artificial intelligence to develop energy efficient solutions for Open RAN, enabling it to scale to meet the 6G requirements in a sustainable manner. It holds significant promise for our aim to advance telecommunications technology while addressing key environmental challenges and is a prime example of how academic research can drive meaningful change in industry practices." See more stories here. More about Irish Tech News Irish Tech News are Ireland's No. 1 Online Tech Publication and often Ireland's No.1 Tech Podcast too. You can find hundreds of fantastic previous episodes and subscribe using whatever platform you like via our Anchor.fm page here: https://anchor.fm/irish-tech-news If you'd like to be featured in an upcoming Podcast email us at Simon@IrishTechNews.ie now to discuss. Irish Tech News have a range of services available to help promote your business. Why not drop us a line at Info@IrishTechNews.ie now to find out more about how we can help you reach our audience...

  “Service & struggle should never co-exist.” – Dr. Nicole Roberts Jones About Our Guest Nicole Roberts Jones is uniquely gifted at one thing – drawing out what's best in YOU and helping you take your Brilliance to The Bank. A veteran of the entertainment industry, Nicole worked in Talent Management and Casting before shifting her talents to help others Bankroll Their Brilliance. She now works with entrepreneurs to create multiple streams of income from what they already know in order to build an empire from their expertise. Additionally, Nicole works with corporations to assure their executives and middle managers push their internal edge, and step into the true power of their gifts and talents at work. Her clients have included the Steve Harvey World Group, Dell EMC, McDonalds, Blue Cross Blue Shield, Lisa Nichols and Motivating the Masses, Coach Diversity Institute, the BOSS Network and Working Mother Magazine to name a few. Nicole is also a nationally recognized transformational speaker, bankroll your brilliance expert and best-selling author of four books, the most recent being Find Your Fierce. She lives with her husband in Washington, DC, consulting, writing and creating breakthroughs for her clients.   Episode Summary This episode is powered by the  Move to Millions Book    Since I was a little girl, I have understood the significance of the word purpose. As you might agree, I have always believed that we are all born with a purpose for a purpose on purpose. Personally, knowing my purpose at the age of ten, didn't shield me from making mistakes and learning the lessons that accompany the development of purpose. For years I have said, “no one goes to bed a blunder and wakes up a wonder.”  Each of us experiences an evolution which leads us to the courage to walk boldly in the purpose for which our work was created. I believe that only once we surrender to our purpose do we finally experience a level of alignment that brings all we crave into being. Living in purpose often takes obedience and many of us try our own way and stumble before humbly submitting to what God has always known for us.  My guest, Dr. Nicole Roberts Jones, offers us an explanation – purpose matriculates.  Just like a college freshman enters a journey that years later enables them to graduate with a degree in a discipline, there are levels to who we are and who we become.  And our ability to focus on three things -  faith, purpose and profit are the key to “graduating” with a business that honors our purpose work while also positioning us to experience the abundance we are born into. Whether your journey mirrors that of Dr Nicole who it took 17 years to hit multi-six figures or mine where I filed bankruptcy and three years later was a millionaire, one thing is for certain.  Your purpose is going to go through phases and each phase is a set up to make, move and leave millions.  If you are ready for shift the way you see yourself and your purpose, grab your pen and Move to Millions Podcast notebook and listen in now to discover: 3 keys for staying focused long enough to realize the purpose of your work Why obedience and submission are essential to your next level How to shift the way you see money so that you can allow more into your life experience 3 steps to challenge your money misconceptions And so much more   Important Links: Move to Millions Live Incredible One Enterprises DrDarnyelle.com  Move to Millions Planner Move to Millions Book Powerful Quotes from the Episode “Clarity is freeing.” “I'm someone that wants to truly help people gain for God.” “when I looked at the word prophet, the definition is to gain.” “gaining is when I do the thing that I'm called to do.” Submission means getting under God's mission   How to Connect with Dr Nicole Roberts Jones Website: www.nicolerobertsjones.com    Instagram: https://www.instagram.com/nrobertsjones/ Twitter: www.twitter.com/NRobertsJones Last Book Dr. Nicole Read: Esther by Charles Swindoll Favorite Quote: Your comfort zone is where purpose goes to die Tool Dr. Nicole Swears By Own Her Move to Millions:  a CRM Incredible One Enterprises, LLC is not responsible for the content and information delivered during the podcast interview by any guest. As always, we suggest that you conduct your own due diligence regarding any proclamations by podcast guests.  Incredible One Enterprises, LLC is providing the podcast for informational purposes only.    Want more of Darnyelle? Social Media Links: http://www.instagram.com/darnyellejerveyharmon http://www.facebook.com/darnyellejerveyharmon http://www.twitter.com/darnyellejervey http://www.linkedin.com/in/darnyellejerveyharmon   Subscribe to the Move to Millions Business Podcast: Listen on iTunes Listen on Google Play Listen on Stitcher Listen on iHeartRadio Listen on Pandora   Leave us a review Are you subscribed to my podcast? If you're not, I want to encourage you to do that today. I don't want you to miss an episode. I'm adding a bunch of bonus episodes to the mix and if you're not subscribed there's a good chance, you'll miss out on those. Now if you're feeling extra loving, I would be really grateful if you left me a review over on iTunes, too. Those reviews help other people find my podcast and they're also fun for me to go in and read. Just click here to review, select “Ratings and Reviews” and “Write a Review” and let me know what your favorite part of the podcast is. Thank you!

Theresa Kushner's journey in the world of high technology serves as an inspiration to aspiring professionals. From her early days in the field of journalism to her influential roles in renowned companies she is a true data-vangelist. Theresa graduated from the Mayborn School of Journalism at the University of North Texas. Over the course of her career, Theresa has held prominent positions in several industry-leading companies. She has showcased her expertise and leadership abilities in organizations such as IBM, Cisco Systems, VMware, Dell/EMC, and NTT DATA,  helping these companies use the value they have in their data.  Today Theresa has co-founded the company Business Data Leadership with Maria Villar, focusing on leadership, advising, and consulting in the realm of data analytics. Theresa has made significant contributions to the literature on data and its application in business. She co-authored two notable books: "Managing Your Business Data: From Chaos to Confidence" in collaboration with Maria Villar, and "B2B Data-Driven Marketing: Sources, Uses, Results" co-authored with Ruth Stevens. These publications have been recognized for their valuable insights into leveraging data for improved business outcomes. https://www.linkedin.com/in/theresakushner?original_referer=https%3A%2F%2Fwww.google.com%2FIf you want better insights into challenges and decisions you or your business are facing, GARI's analytical services are of unmatched complexity and high accuracy - whether your questions are on the green energy transition, trade and supply chains, or political and security related - contact us for a free consultation and see how you can optimise your decision-making.www.globari.org@LinkedIn @GARInstitute) / Twitter

Former Babson hockey player and current Enterprise AE with EchoStor Technologies, Jamas LaFreniere joins JR for this week's episode!JR and Jamas talk about his transition to sales and early career with Dell EMC, what to look for in your first company & job, and sales leadership.Perhaps the most important part of the conversation is the work he is doing with the Sophies Hope Foundation,  a foundation he started for his daughter who was diagnosed with a rare genetic condition. Please visit the link below to donate and help find a cure!https://sophieshopefoundation.org/16:00 Transition to Sales & The Struggles30:50 Advice for 1st Company50:35 Sophie's Hope Foundation54:40 Being a Sales Professional

Season 3: Episode 10, May 18A conversation with Eric Skomra, State & Local Government Chief Technology & Innovation Strategist Central US and Canada, for Dell EMC. Eric has a unique view of the state and local technology having served as the CIO for a city, a county, a hospital, as well as CIO for the largest county in Ohio at Franklin County Data Center. He also was the state CIO for the State of Ohio Medicaid Agency. Add to all his public sector experience he has spend some time in the private sector as well. 

A great episode of Merchants of Change this week with CRO of Taos, Ken Grohe!Ken boasts an impressive sales career spanning over 30 years with companies including Zoom, Barracuda, and Dell EMC! JR & Ken talk about his early career, advice for picking your first company, his proudest career moment, and more!7:10 Transition to Sales19:10 Early Career Look Back26:05 Advice for 1st Company43:30 Elite Sales Skill47:18 Being a Sales Professional

Ending season 3 of Merchants of Change with a bang! Pumped to welcome Kelly Dostal, 3-time field hockey national champion, 2 time all American, and national player of the year at Wake Forest, to the show!After her college coaching career at UMASS Amherst and University of Louisville, Kelly has spent the last decade at Dell EMC, starting as a Business Development Associate and moving all the way to SR. Direct of AISR and MB Data Center Sales for the Americas!!! 0:33 Playing Career, 3 National titles & Coaching Career13:00 Kelly's transition to sales18:25 First Job & First 6-12 Months in the Seat30:45 Habits/Skills for Getting to a Closing Role44:30 Kelly's Elite Sales Skill and Being a Sales Pro

Brought to you by Miro—A collaborative visual platform where your best work comes to life | Braintrust—For when you needed talent, yesterday | Linear—The new standard for modern software development—Varun Parmar is the Chief Product Officer of Miro and has over two decades of experience in the tech industry. Prior to joining Miro, Varun held executive positions as Chief Product Officer at Box and Syncplicity (acquired by Dell EMC) and spent six years in product management at Adobe. He also co-founded Doculus, which was later acquired by Box. In today's episode, we discuss:• The importance of empathy and how to foster it• The “AMPED” structure for cross-functional product teams• How to move fast and stay ahead of the competition• Powerful product and design rituals• How Miro acquired their first 1,000 users• How Miro successfully added a sales motion—Find the full transcript at: https://www.lennyspodcast.com/an-inside-look-at-how-miro-builds-product-lessons-on-outmaneuvering-competitors-team-structure-product-quality-and-moving-fast-varun-parmar-cpo-of-miro/#transcript—Where to find Varun Parmar:• Twitter: https://twitter.com/vparmar230• LinkedIn: https://www.linkedin.com/in/vparmar/—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• Twitter: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Varun's background(04:08) How Miro operates as a cross-cultural product team(07:22) How applying empathy helped Miro build Miro Talktrack(11:51) What makes Miro stand out(17:08) Miro's AMPED structure(22:57) The benefit of having product marketing as a part of the cross-functional team(25:24) How competition affects growth and product strategy(31:43) Why speed is so important and how to improve it(34:21) How Miro ensures that their products meet quality standards(37:19) How to remove blockers(47:22) Miro's product development process(53:34) How OKRs work at Miro(55:55) The product stack at Miro(1:01:20) Big bets vs. maintenance and bug fixes at Miro(1:03:44) The “three horizons” framework(1:04:30) The importance of accountability(1:10:46) How Miro got their first 1,000 users(1:12:33) Other growth levers at Miro(1:15:53) Adding a sales motion(1:18:08) Miro AI, and new updates and enhancements coming soon(1:20:12) Lightning round—Referenced:• Miro: https://miro.com/• Miro Talktrack: https://help.miro.com/hc/en-us/articles/7825622973330-Miro-Talktrack-board-recordings-BETA-• The design sprint: https://www.thesprintbook.com/the-design-sprint• Jake Knapp on LinkedIn: https://www.linkedin.com/in/jake-knapp/• Miroverse: https://miro.com/miroverse/• Amp It Up: Leading for Hypergrowth by Raising Expectations, Increasing Urgency, and Elevating Intensity: https://www.amazon.com/Amp-Unlocking-Hypergrowth-Expectations-Intensity/dp/1119836115• Reinforcement learning: https://towardsdatascience.com/reinforcement-learning-101-e24b50e1d292• Jira: https://www.atlassian.com/software/jira• Confluence: https://www.atlassian.com/software/confluence• Coda: https://coda.io/• Looker: https://www.looker.com/google-cloud/• Productboard: https://www.productboard.com/• Three horizons framework: https://www.mckinsey.com/capabilities/strategy-and-corporate-finance/our-insights/enduring-ideas-the-three-horizons-of-growth• Capterra: https://www.capterra.com/• Elena Verna on Lenny's Podcast: https://www.lennyspodcast.com/elena-verna-on-how-b2b-growth-is-changing-product-led-growth-product-led-sales-why-you-should-go-freemium-not-trial-what-features-to-make-free-and-much-more/• Barbra Gago on Lenny's Podcast: https://www.lennyspodcast.com/category-creation-and-brand-building-barbra-gago-pando-miro-greenhouse-culture-amp/• FIFA World Cup template: https://miro.com/miroverse/fifa-world-cup-2022-editable-bracket-diagrams/• When Breath Becomes Air: https://www.amazon.com/When-Breath-Becomes-Paul-Kalanithi/dp/081298840X/• Hit Refresh: The Quest to Rediscover Microsoft's Soul and Imagine a Better Future for Everyone: https://www.amazon.com/Hit-Refresh-Rediscover-Microsofts-Everyone/dp/0062652508/• Ted Lasso on AppleTV+: https://tv.apple.com/us/show/ted-lasso/—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com. Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe

Matt Fore is an Investor and Regional Sales Director at Dell EMC, serving the Nashville Metropolitan Area. He is a highly motivated, results-driven sales leader with 12+ years of technology sales at a Fortune 50 company. Matt is a strategic and analytical thinker with a proven track record of exceeding revenue and margin goals. He is also a partner at Next-Level Income, helping sales professionals smooth out the ups and downs of their income through cash-flow-generating real estate.   Matt's sense of meaning and purpose was made clear to him after an unexpected death in his family. Matt shares how this moment changed his life today on the One Away Show.   Read the show notes on Arcbound's Podcast Page: https://arcbound.com/podcasts/    Find Arcbound here: Homepage: Arcbound.com Services/Work with Us: https://arcbound.com/work-with-us/ About: https://arcbound.com/about/ Founders Corner: https://arcbound.com/category/founders-corner/ Connect: https://arcbound.com/connect/

Amazing conversation with Katherine Mackey, a former college hockey player who is now the Senior Manager of Inside Sales at Dell EMC. Kat talks about her athletic background and college career at Hofstra (0:57-8:45) How she made her way into the career of sales (8:45-16:15) The important things to look for in your first company (16:15-21:50) Secrets to a successful interview (21:50-26:00) BDR best practices and getting promoted to AE (26:00-29:30) Being a successful sales leader (29:30-35:20) Common mistakes made by early BDR's (35:20-36:50) Advice to women in sales (36:50-39:45) Kat's elite sales skill (39:45-41:50) and what it means to be a sales professional (41:57-44:45)

In this podcast, I talk to Kit Colbert, Vice President and Chief Technology Officer (CTO) for the Cloud Platform Business Unit at VMware, about his career path. In his role, Kit is responsible for driving technical strategy and innovation for the vSphere, VMware Cloud on AWS, and VMware Cloud on DellEMC product lines. Previously, Kit was GM of Cloud-Native Apps, CTO for End-User Computing, the Chief Architect and Principal Engineer for Workspace Portal, and the lead Management Architect for the vRealize Operations Suite. At the start of his career, he was the technical lead behind the creation, development, and delivery of the vMotion and Storage vMotion features in vSphere. Kit holds a Bachelor of Science in Computer Science from Brown University and is a recognized thought leader on Cloud-Native, End-User Computing, and Hybrid Cloud Infrastructure trends. He speaks regularly at industry conferences, on the main stage at VMworld, and is the Hybrid Cloud voice for the VMware Office of the CTO. I got to know Kit while at VMware. Kit has always been someone that I had an easy time connecting with. He is technically very deep but is able to simplify concepts in order for others to understand. For me, this proved to be incredibly valuable when Kit and I talked about challenges that we were facing or working on opportunities to work together. Many of these brief conversations happened in the VMware gym while we were stretching and cooling down from a workout! The reason I wanted to have Kit on the show, other than that he is incredibly smart and very articulate, is that he has moved in and out of management. His experiences in doing this have been both energizing and exhausting. The lessons that have come from these experiences will be valuable to any technologist struggling with whether to go into management. I really hope you enjoy!

In this podcast, I interview Kit Colbert, Vice President and Chief Technology Officer (CTO) for the Cloud Platform Business Unit at VMware. In this role, Kit is responsible for driving technical strategy and innovation for the vSphere, VMware Cloud on AWS, and VMware Cloud on DellEMC product lines. Previously, Kit was GM of Cloud-Native Apps, CTO for End-User Computing, the Chief Architect and Principal Engineer for Workspace Portal, and the lead Management Architect for the vRealize Operations Suite. At the start of his career, he was the technical lead behind the creation, development, and delivery of the vMotion and Storage vMotion features in vSphere. Kit holds a Bachelor of Science in Computer Science from Brown University and is a recognized thought leader on Cloud-Native, End-User Computing, and Hybrid Cloud Infrastructure trends. He speaks regularly at industry conferences, on the main stage at VMworld, and is the Hybrid Cloud voice for the VMware Office of the CTO. I got to know Kit while at VMware. Kit has always been someone that I had an easy time connecting with. He is technically very deep but is able to simplify concepts in order for others to understand. For me, this proved to be incredibly valuable when Kit and I talked about challenges that we were facing or working on opportunities to work together. Many of these brief conversations happened in the VMware gym while we were stretching and cooling down from a workout! The reason I wanted to have Kit on the show, other than that he is incredibly smart and very articulate, is that he has moved in and out of management. His experiences in doing this have been both energizing and exhausting. The lessons that have come from these experiences will be valuable to any technologist struggling with whether to go into management. I really hope you enjoy!

In this episode, Juliette speaks with Jackie Glenn, who is the Founder and CEO of Glenn Diversity Inclusion & HR Solutions, a woman-owned, minority-owned diversity, equity and inclusion (DEI) consulting practice that helps empower individuals, leaders, and corporations to foster equitable and inclusive spaces for all. Jackie has worked in various industries and has helped countless people through her groundbreaking work.Jackie's book, Lift As I Climb: An Immigrant Girl's Journey Through Corporate America, details her journey from Jamaica and how she employed her ten self-created "gems" to guide her journey from a nanny all the way to Vice President & Chief Diversity Officer at Dell/EMC, author, and CEO.Listen as they discuss the importance of authenticity in networking, and how it can be misinterpreted as anger for black women. Jackie also advises that people should show up authentically, meet others where they are, and approach everything with empathy. Find out why leaders need to be authentic themselves and create an environment where employees feel safe being their authentic selves.Episode Highlights17:35 - Don't mistake authenticity for having an attitude of being rude or not being respectful. That is not authenticity.20:20 - Another piece that I would say to you is to pick your battles wisely and I'll add it because there are times when someone might say something that you find to be off -color or a little bit of microaggressions sprinkled in. I always like to wait and again, Juliette, it goes back to your remarks on cancel culture. Sometimes you just have to pick your battles and wait.24:25 - You can't just sit there and say, "Jackie, I'm here for you. I'm your ally," but you're doing nothing. So, when I come in, listening is doing something, keeping an open mind. and being authentic.ContactJuliette MayersLinkedInWebsiteJuliette's BooksInspiration Zone Newsletter Sign-UpJackie GlennLinkedInWebsiteEmailEastern BankThis episode is brought to you by Eastern Bank, the largest commercial bank headquartered in MA.Website

In this episode Chris and the team talk with Dr. Nicole Roberts Jones, a veteran of the entertainment industry that now works with entrepreneurs to create multiple streams of income from what they already know in order to build an empire from their expertise. Her clients have included the Steve Harvey World Group, Dell EMC, McDonalds, Blue Cross Blue Shield, Lisa Nichols and Motivating the Masses to name a few. She is a nationally recognized transformational speaker and best-selling author of four books. Interview Topics: Who Dr. Nicole is, and how she brings out the best in her clients How she switched from working in the entertainment industry to working in entrepreneurship How do we pull ourselves away from the noise and focus on what's important How do we let go of seasons that have already passed How do you know when to engage with someone equally skilled as you in order to grow Is it true that women are more reluctant to try something new? Is there a such thing as “perfection” What are the principles that Dr. Nicole attributes her success to 3 Principles For Success: Be vulnerable, be willing to talk about failure. Believe in relationship building, not marketing. Once you know your value, you won't settle. Guest: Dr. Nicole Roberts Jones https://www.nicolerobertsjones.com Bankroll Your Brilliance Expert & CEO of NRJ Enterprises Social Media Links: https://twitter.com/NRobertsJones https://www.youtube.com/channel/UCi6fVkf0z7UkG1IlUJEhi8g/featured Promote: NRJ Enterprises https://www.nicolerobertsjones.com/home Quotes from Episode: Your comfort and conviction can never coexist. Invest in the level where you want to see the return. Contact Chris Howell: info@chrishowellonline.com chrishowellonline.com

Natalie Eicher is Co-CEO and Co-Founder of Mettacool. She is a National Board Certified Health & Wellness Coach trained at Duke Integrative Medicine, a Certified Diversity Executive (CDE)®, and an international speaker. Prior to Mettacool, Natalie spent 10 years in the technology industry, where she worked in various sales and leadership roles. She also founded and led the Diversity & Inclusion office for a multi-billion dollar business unit within Dell EMC. Natalie is passionate about the intersections of gender equity and inclusion, well-being, and coaching-focused talent development. She lives in Raleigh, NC with her husband and two children, and enjoys being active outdoors, stand-up paddle boarding, cooking, traveling, and spending time with family. www.mettacool.com --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app

Welcome to another episode of the Tech Sales Insights Podcast! We have a special episode for you today as we bring back some of the best moments from our conversation with Ken Dougherty, Vice President of North America Storage Platforms and Solutions Sales at Dell EMC. HIGHLIGHTSTrends in tech sales that could have an impact post-COVIDThe hallmarks of a successful salespersonUse social media and tools to stay connected with peopleBe more patient as a salesperson and you're likely to get better outcomes “Don't forget what made you successful as a salesperson when you become a sales leader. Don't change your approach in how you engage with clients and stay customer focused. But also lead from example and go back to that term I referenced earlier, be action-oriented” - Ken on the mindset of becoming an exceptional sales manager Find out more about Ken in the link below:About Ken Send in a voice message to us: https://anchor.fm/salescommunity/message This episode of Tech Sales Insights is brought to you by: Sales Community | https://www.salescommunity.com/

Dave Vellante provides his take on the transformation of Dell to Dell EMC to Dell Technologies, the impact of the VMware spin out and what the future holds for this bellwether infrastructure player.

This episode features an interview with Suresh Sathyamurthy, CMO of SingleStore. SingleStore helps businesses adapt more quickly, embrace diverse data and accelerate digital innovation by operationalizing all data through one platform. Prior to SingleStore Suresh held various product and marketing leadership roles with industry leaders like Microsoft, Palo Alto Networks, and Dell EMC helping build and grow emerging businesses in areas of Security, Data Platforms, and Cloud Services.On this episode Suresh shares his insights into building high-impact partner ecosystems, ways to demonstrate value to your customers, and secrets to non-intrusive marketing.---“You have to focus on fewer, bigger partners at scale, so you can dedicate the time and energy with them. And then over time you're creating proof points and value that other partners are going to look at and say, I want to be a part of that story. Create the energy and evidence that you need for partners to want to be a part of your ecosystem.” - Suresh Sathyamurthy, CMO,  SingleStore---Episode Timestamps:*(02:18) - Suresh's role at SingleStore*(02:49) - Segment: Trust Tree*(08:05) - Targeting developers to try your product*(12:05) - Segment: The Playbook*(14:04) - Providing value to users of your product*(20:22) - The value of non-intrusive marketing*(17:35) - Building high impact partner ecosyetems*(37:32) - Segment: Quick Hits---Sponsor:Demand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.---LinksConnect with Suresh on LinkedInConnect with Ian on LinkedInLearn more about SingleStorewww.caspianstudios.com

Idit Levine's tech journey originated in an unexpected place: a basketball court. As a seventh grader in Israel, playing in hoops  tournaments definitely sparked her competitive side. “I was basically going to compete with all my international friends for two minutes without parents, without anything,” Levine said. “I think it made me who I am today. It's really giving you a lot of confidence to teach you how to handle situations … stay calm and still focus.” Developing that calm and focus proved an asset during Levine's subsequent career in professional basketball in Israel, and when she later started her own company. In this episode of The Tech Founder Odyssey podcast series, Levine, founder and CEO of Solo.io, an application networking company with a $1 billion valuation, shared her startup story. The conversation was co-hosted by Colleen Coll and Heather Joslyn of The New Stack After finishing school and service in the Israeli Army, Levine was still unsure of what she wanted to do. She noticed her brother and sister's fascination with computers. Soon enough, she recalled,  “I picked up a book to teach myself how to program.” It was only a matter of time before she found her true love: the cloud native ecosystem. “It's so dynamic, there's always something new coming. So it's not boring, right? You can assess it, and it's very innovative.” Moving from one startup company to the next, then on to bigger companies including Dell EMC where she was chief technology officer of the cloud management division, Levine was happy seeking experiences that challenged her technically. “And at one point, I said to myself, maybe I should stop looking and create one.”Learning How to PitchWinning support for Solo.io demanded that the former hoops player acquire an unfamiliar skill: how to pitch. Levine's company started in her current home of Boston, and she found raising money in that environment more of a challenge than it would be in, say, Silicon Valley. It was difficult to get an introduction without a connection, she said:  “I didn't understand what pitches even were but I learned how … to tell the story. That helped out a lot.” Founding Solo.io was not about coming up with an idea to solve a problem at first. “The main thing at Solo.io, and I think this is the biggest point, is that it's a place for amazing technologists, to deal with technology, and, beyond the top of innovation, figure out how to change the world, honestly,” said Levine. Even when the focus is software, she believes it's eventually always about people. “You need to understand what's driving them and make sure that they're there, they are happy. And this is true in your own company. But this is also [true] in the ecosystem in general.” Levine credits the company's success with its ability to establish amazing relationships with customers – Solo.io has a renewal rate of 98.9% – using a very different customer engagement model that is similar to users in the open source community. “We're working together to build the product.” Throughout her journey, she has carried the idea of a team: in her early beginnings in basketball, in how she established a “no politics” office culture, and even in the way she involves her family with Solo.io. As for the ever-elusive work/life balance, Levine called herself a workaholic, but suggested that her journey has prepared her for it:  “I trained really well. Chaos is a part of my personal life.” She elaborated, “I think that one way to do this is to basically bring the company to [my] personal life.  My family was really involved from the beginning and my daughter chose the logos. They're all very knowledgeable and part of it.”

Host Stephanie Wong chats with storage pros Sean Derrington and Nishant Kohli this week to learn more about cost optimization with storage projects and exciting new launches in the Google Cloud storage space! To start, we talk about the Storage Spotlight of years past and the cool Google Cloud products that Google is unveiling this year. Optimization is a huge theme this year, with a focus not only on cost optimization but also performance and resource use as well. Enterprise readiness and storage everywhere, Sean tells us, are the most important pillars as Google continues to improve offerings. We learn about Hyperdisk and the three customizable attributes users can control and the benefits of Filestore Enterprise for GKE for large client systems. Nishant talks about Cloud Storage and how clients are using it at scale for their huge data projects. Specifically, Google Storage has been working to help clients with large-scale data storage needs to optimize costs with Autoclass. Storage Insights is another new tool launching late this year or early next year that empowers better decision-making through increased knowledge and analytics of storage usage. GKE storage is getting a revamp as well with Backup for GKE to help clients recover applications and data easily. Google Cloud for Backup and DR helps keep projects secure as well. This managed service is easy to use and integrate into all cloud projects and can be used with on prem projects and then backed up into the cloud. This is ideal for clients as they shift to cloud or hybrid systems. Companies like Redivis take advantage of some of these new data features, and Nishant talks more about how Autoclass and other tools have helped them save money and improve their business. Sean Derrington Sean is the Group Product Manager for the storage team. He is a long time storage industry PM veteran; he's worked on Veritas, Symantec, Exablox (storage startup). Nishant Kohli Nishant has a decade plus of Object Storage experience at Dell/EMC and Hitachi. He's currently Senior Product Manager on the storage team. Cool things of the week Cloud Next 2022 site Integrating ML models into production pipelines with Dataflow blog Four non-traditional paths to a cloud career (and how to navigate them) blog Interview What's New & Next: A Spotlight on Storage site Google Cloud Online Storage Products site GCP Podcast Episode 277: Storage Launches with Brian Schwarz and Sean Derrington podcast GKE site Filestore site Filestore Enterprise site Filestore Enterprise for fully managed, fault tolerant persistent storage on GKE blog Cloud Storage site Cloud Storage Autoclass docs GCP Episode 307: FinOps with Joe Daly podcast Storage Insights docs GCP Podcast Episode 318: GKE Turns 7 with Tim Hockin podcast Backup for GKE docs Backup and DR Service site Redivis site What's something cool you're working on? Stephanie is working on new video content and two Next sessions: one teaching how to simplify and secure your network for all workloads and one talking about how our infrastructure partner ecosystem helps customers. Hosts Stephanie Wong

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to John Hanlon, an experienced sales leader on all things leadership, from being coachable, to taking on a new VP of sales role. Hanlon talks about key learnings you can gain from past failures and the top traits that all good leaders possess. Digging deeper, Hanlon shares one key thing that good leaders can't have, if they want to do their job effectively. Additional Resources:Connect With John Hanlon on LinkedIn | https://www.linkedin.com/in/john-hanlon80/More about Presidio | https://www.presidio.com/More about Force Management | https://forc.mx/3waMDDSDon't Let Your Sales Initiative Fail: Lead from the Front | https://forc.mx/3GupnE8Taking on a New VP of Sales Role? Key Resources to Help You Get Started | https://forc.mx/39XgJloLearn more about CASA (Court Appointed Service Advocate) | https://childadv.net/casaHIGHLIGHTSYou learn more from your mistakes than successesListening in leadershipBe both coachable and adaptableThe person with no ego winsGUEST BIO John Hanlon has more than 25 years of industry and international experience in information management software, hardware and service. Since joining EMC in August 2000, he has held leadership roles including Vice President, Network Attached Storage Unit; Senior Vice President, Mid-Market Sales; and President, EMC Americas Sales and Customer Operations. Prior to Dell/EMC, John Hanlon was VP of Sales (Americas) for Parametric Technology Corporation. He also served for 7 years as an Officer in the United States Navy.QUOTESHanlon: "It's our job to add value, break down barriers, make people more successful, get them promoted, watch them develop and grow. But if people aren't comfortable coming to you to talk about their problems or their situation, you're flawed as a leader. You're done." Hanlon: "People want to work for people that are real. No phony baloney. Don't try to kid me. Be transparent. Be honest. Because we've all worked for people who tend to tell you what you want to hear or are a little bit full of themselves."Hanlon: "This is what a leader is all about. It's about being accountable, about being self-aware, and recognizing when you're wrong. Because if you don't know that you're wrong, you can't alter your course." Hanlon: "Sometimes you lose to win, sometimes you take a step back to go five steps forward. But if you can keep that ego in check, you can go a lot farther as a leader." Check out John McMahon's book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

About Austin Goddard and gTECHserv: Experienced Sales Manager with a demonstrated history of working in the information technology and services industry. Skilled in Windows 10,Windows Server, Virtualization, Virtual Private Network (VPN), Networking, DELL EMC, SonicWALL and Pannin. Strong sales professional studied at UNCC. gTECHserv is a technology consulting practice with a vision to empower businesses to excel at their core competencies. Since our founding in 2000, we have helped many businesses develop effective technology strategies that have enabled them to streamline their business processes and exceed their goals. gFACTORpro Managed: Does your company need full IT support? Let gTECHserv handle everything! From Virtual CIO services to installing your new printer, our proven solution will solve all your IT needs! gFACTORpro Partner: Has your company already made the investment in an IT department or professional? Why not imbue them with “Superpowers” and maximize your ROI? This Co-Managed platform gives your team the full power of gFACTORpro, allowing them to offload the un-fun parts of managing a network. Now they can focus on implementing new technologies to make your business grow. gFACTORpro Client: Is your company looking for help with a project or just a single service? We offer standalone subscriptions and project management services. Leverage gTECHserv ‘s long-standing partnerships with top industry-ranked software providers for backup, network management, next gen security, and more. You deserve the best and that is what we offer. gFACTORpro Compliance: HIPAA, PCI, GDPR, NIST, CMMC—the list goes on. Do you need help obtaining or maintaining compliance? Our specialists have experience in generating seamless strategies which swiftly bring organizations into compliance.

Matt Fore is a highly motivated, results-driven sales leader with 12+ years of technology sales at both HP and Dell EMC.    Matt highlights the following: Understand what your leader needs  Work with good leaders Consistency will lead to success Map out resources to get everyone aligned (Read the book Team of Teams) Commit to a habit Build consistent relationship with your customers Bring value outside of the products you sell   Matt can be reached at Linkedin: linkedin.com/in/forematt   Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com   Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461  

Nicole Roberts Jones is uniquely gifted at one thing – drawing out what's best in YOU and helping you take your Brilliance to The Bank. A veteran of the entertainment industry, Nicole worked in Talent Management and Casting before shifting her talents to help others Bankroll Their Brilliance through her Brilliance Mastery Academy. She now works with entrepreneurs to create multiple streams of income from what they already know in order to build an empire from their expertise. Her clients have included the Steve Harvey World Group, Dell EMC, McDonald's, Blue Cross Blue Shield, Lisa Nichols and Motivating the Masses, Coach Diversity Institute, and the BOSS Network to name a few.Nicole is also a nationally recognized transformational speaker, bankroll your brilliance expert, and best-selling author of four books, the most recent being Find Your Fierce. She lives with her husband in a suburb of Washington DC, consulting, writing, and creating breakthroughs for her clients.Follow Nicole @ nrobertsjones or https://www.nicolerobertsjones.com/Subscribe to the podcast:  https://podcasts.apple.com/us/podcast/awaken-to-purpose-podcast/id1547740739Subscribe to the Awaken to Purpose YouTube channel:  https://www.youtube.com/channel/UCrlP4_rGBiSUSC6VMhftpbA/featuredFollow me on IG: http://www.instagram.com/iamdrvernellTake The FREE Purpose Walk Quiz:  https://quiz.tryinteract.com/#/preview/6144ce8b823a0b0018508aa5Join the waitlist for my upcoming Live Your Purpose: Unleashing Your Influence and Impact:  Group Coaching Program - https://vernell-deslonde-s-school.teachable.comPurchase my book, From Pain to Purpose:  https://drvernell.com/from-pain-to-purpose/Ready to start a podcast: Buzzsprout is the best platform to get started:  https://www.buzzsprout.com/?referrer_id=1540366e Support the show (https://cash.app/$Vdezz)

When your brilliance is being invested in the wrong career path, chances are you'll feel restless or frustrated with your current path. But when you discover how to make more money with your brilliance as the product as a business owner, you'll feel unstoppable. Join me for a powerful episode of Amplify Your Success Podcast as my guest, author Nicole Roberts Jones, reveals how she helps people uncover their dormant monetizable talents and transform them into offerings and businesses that serve a greater purpose. On Amplify Your Success Podcast episode 275, Nicole shares her path from entertainment industry to a highly successful guide for people ready to “bankroll their brilliance.” Join us in the Amplify Your Authority FREE Facebook Group to learn more strategies to stop being a best-kept secret and stand out as an industry go-to authority. Key Takeaways [3:53] Nicole's surprising transition from the entertainment industry to teaching people how to make money with their talents. [8:55] Why passion is critical to make money with your talent. [12:10] When you own your unique talent and be true to yourself, this is what sets you apart from the competition. [13:28] Nicole and I discuss the latest trends on TikTok and IG Reels (and why you won't see us dancing and pointing.) [17:33] Why profit is the goal, even if you want to serve more people. [25:55] Nicole shares a powerful story about the ONE THING she wishes she would have done sooner (and why it would have 10x her revenues earlier.)   About the Guest Nicole Roberts Jones is uniquely gifted at one thing – drawing out what's best in YOU and helping you take your Brilliance to The Bank. A veteran of the entertainment industry, Nicole worked in Talent Management and Casting before shifting her talents to help others Bankroll Their Brilliance through her Brilliance Mastery Academy. And host of Faith Purpose Profit Podcast. She now works with entrepreneurs to create multiple streams of income from what they already know in order to build an empire from their expertise. Her clients have included the Steve Harvey World Group, Dell EMC, McDonalds, Blue Cross Blue Shield, Lisa Nichols and Motivating the Masses, Coach Diversity Institute and the BOSS Network to name a few. Nicole is also a nationally recognized transformational speaker, bankroll your brilliance expert and best-selling author of four books, the most recent being Find Your Fierce. She lives with her husband in a suburb of Washington DC, consulting, writing and creating breakthroughs for her clients.   Resources Mentioned in This Episode: Get Nicole's Free Book Bankroll Your Brilliance. The Amplify Your Authority FB Group for experts, thought leaders and change makers ready to transform their wisdom into wealth add another 6 figures to their business this year.

Join Sharon as she interviews Nicole Roberts Jones, Bankroll Your Brilliance Expert & CEO of NRJ Enterprises. Nicole Roberts Jones is uniquely gifted at one thing – drawing out what's best in YOU and helping you take your Brilliance to The Bank. A veteran of the entertainment industry, Nicole worked in Talent Management and Casting before shifting her talents to help others Bankroll Their Brilliance through her Brilliance Mastery Academy.  She now works with entrepreneurs to create multiple streams of income from what they already know in order to build an empire from their expertise. Her clients have included the Steve Harvey World Group, Dell EMC, McDonalds, Blue Cross Blue Shield, Lisa Nichols and Motivating the Masses, Coach Diversity Institute, and the BOSS Network to name a few.Nicole is also a nationally recognized transformational speaker, bankroll your brilliance expert, and best-selling author of four books, the most recent being Find Your Fierce. She lives with her husband in a suburb of Washington DC, consulting, writing, and creating breakthroughs for her clients. 

VMware Cloud on Dell EMC is a Local Cloud solution that combines the simplicity and agility of the public cloud with the security and control of on-premises infrastructure, delivered as-a-service and fully managed by VMware. Customers are freed from the burden of managing infrastructure, can accelerate application delivery, and maintain the appropriate control to satisfy stringent data sovereignty, security, cost, and performance requirements. Read more   

Today’s episode is with Rami Darwish, the CEO and Founder of Arrow Labs. Rami is a technology industry veteran, who has 20 years experience in the sector. Before founding Arrow Labs in 2011, Rami held key technical and business roles in leading global technology corporations Dell EMC, Hewlett Packard and Daon. Arrow Labs provides a solution to make deskless work simpler, better and more productive for frontline workers. Their  flagship SaaS solution – called MIMS - connects workers to the back office from the field and orchestrates daily workflows and tasks to be executed with simplicity. Arrow Labs’ technology makes remote workers (and companies) more efficient - dispelling the notion that technology threatens non-office jobs. We dive into the following and so much more: ✅Rami’s reason for creating Arrow Labs in 2011 ✅How he navigated the pandemic with Arrow Labs ✅How he bootstrapped the company, and then went on to raise two rounds of funding ✅His focus on growing in a global market, beyond just EMEA ✅What he sacrificed to start the company, and how he deals with challenges ✅ A book that he recommends every founder reads Stay tuned for upcoming episodes with startup founders in the Middle East and North Africa!

Today’s episode is with Rami Darwish, the CEO and Founder of Arrow Labs. Rami is a technology industry veteran, who has 20 years experience in the sector. Before founding Arrow Labs in 2011, Rami held key technical and business roles in leading global technology corporations Dell EMC, Hewlett Packard and Daon. Arrow Labs provides a solution to make deskless work simpler, better and more productive for frontline workers. Their  flagship SaaS solution – called MIMS - connects workers to the back office from the field and orchestrates daily workflows and tasks to be executed with simplicity. Arrow Labs’ technology makes remote workers (and companies) more efficient - dispelling the notion that technology threatens non-office jobs. We dive into the following and so much more: ✅Rami’s reason for creating Arrow Labs in 2011 ✅How he navigated the pandemic with Arrow Labs ✅How he bootstrapped the company, and then went on to raise two rounds of funding ✅His focus on growing in a global market, beyond just EMEA ✅What he sacrificed to start the company, and how he deals with challenges ✅ A book that he recommends every founder reads Stay tuned for upcoming episodes with startup founders in the Middle East and North Africa!

We talk with Joel Gallo, adjunct professor at NYU Shanghai and previously senior executive at Deloitte, Dell EMC and E&Y, where he advised more than 100 global financial firms on different strategic projects. Joel shares with us why he sees China opening up the financial sector and the mad rush of major investment banks such as Goldman Sachs taking full ownership of their operations and launching a broader suite of services, including wealth management products.

On this episode of "Glow with Markette Sheppard" we talk to Nicole Roberts Jones about how to bankroll your brilliance. A veteran of the entertainment industry, Nicole worked in Talent Management and Casting before shifting her talents to help others Bankroll Their Brilliance through her Brilliance Mastery Academy.She now works with entrepreneurs to create multiple streams of income fromwhat they already know in order to build an empire from their expertise. Herclients have included the Steve Harvey World Group, Dell EMC, McDonalds, Blue Cross Blue Shield, Lisa Nichols and Motivating the Masses, Coach Diversity Institute and the BOSS Network to name a few.Nicole is also a nationally recognized transformational speaker, bankroll yourbrilliance expert and best-selling author of four books, the most recent being Find Your Fierce. She lives with her husband in a suburb of Washington DC,consulting, writing and creating breakthroughs for her clients.Follow, like and subscribe to Glow Stream TV to watch the video companion to this podcast. www.glowstreamtv.com--

In today's episode, Massimo is joined by Valarie, the Founder and CEO of Valiant Coaching. Her coaching practice includes supporting chief counsels, university deans, as well as senior technology leaders in the hi-tech industry. Valarie seeks to empower her clients to be both resilient and confident, helping them to develop leadership and communication skills that build high performing diverse teams that are deliberately inclusive. Prior to starting Valiant Coaching, Valarie held VP positions at Marriott International, S&P Global, Slalom Build and leadership roles at Cisco Systems, Dell EMC and AT&T Bell Labs. She has managed projects ranging from the development of Marriott's Bonvoy mobile application to Cisco Systems' use of machine translation to deliver multilingual support sites. Valarie holds a Masters in Mechanical & Metallurgical Engineering from the University of Pittsburgh and a Bachelors from Carnegie Mellon University. She serves on a number of advisory boards that focus on the empowerment of young women and people of color; Girl Scouts, Nerdy Girl Success and TY-Education. She is gleefully married for 35 years and the mother of two amazing women; an attorney and UX designer. Highlights from today's podcast include: Her experience being the first African American female to graduate in metallurgical and mechanical engineering at Carnegie Mellon University Where her drive came from to keep going when she could have given up and what it means to be resilient The challenge in accepting compliments and the impact that has on owning one's role as a leader The missteps in diversity and inclusion efforts where we undermine the unique needs of each group. How people can define success and be proactive about their career Valarie's mission for her coaching company and how she supports minorities Connect with Valarie: Website www.valariegilbert.com Linkedin https://www.linkedin.com/in/valariegilbert/

Nicole Roberts Jones is uniquely gifted at one thing – drawing out what's best in YOU and helping you take your Brilliance to The Bank. A veteran of the entertainment industry, Nicole worked in Talent Management and Casting before shifting her talents to become the Founder & CEO of NRJ Enterprises. She now works with entrepreneurs to create multiple streams of income from what they already know in order to build an empire from their expertise. Her clients have included the Steve Harvey World Group, Dell EMC, McDonalds, Blue Cross Blue Shield, Lisa Nichols and Motivating the Masses, Coach Diversity Institute, the BOSS Network and Working Mother Magazine to name a few. Nicole is also a nationally recognized transformational speaker, bankroll your brilliance expert and best-selling author of four books, the most recent being Find Your Fierce. #mboropastor #manmademen #3tleader #pastorplus #workinmybrilliance #lifecoach #purposedriven #girlbosses #entreprenuer #entrepreneurlife #femaleceo #divineassignment

Are you ready to feel inspired to pay it forward? You are invited to take a walk and listen to this interview with Sheryl Chamberlain, Board Chair of Empower (Coupa Women's Program, Director of Alliances Coupa Software and Chair Hult Prize Council. Sheryl shares her insights and experience creating alliances. This conversation with host Natalie Benamou and Sheryl Chamberlain unlocks the power of paying it forward whether we're 18 or 95. How to Get Started with Paying it Forward ● Become an open-ended listener ● Look for ways to bring people together ● Put your hand up and never put it down ● Be open to innovation and new ideas ● Get outside the four walls of your company ● Share best practices ● Be a mentor ● Master the concept that community is the foundation to creating change The Hult Prize ● The Hult Prize foundation brings together students from 3,000 Universities around the world to solve the same problem. ● The 2021 challenge is about food not only insecurity but what it means to change the way we access food. ● This project is an example of the ultimate diversity and inclusion of people from different countries coming together to solve a big problem. Creating an Impact ● Take your experience and share it with someone else. ● “It takes one conversation that can create something that's unbelievable that inspires you each and every day and creates the smile that you want to have in life.”-Sheryl Chamberlain Thank you, Sheryl Chamberlain, for this conversation, your advocacy and starting discussions that create impact and continue to pay it forward. Sheryl Chamberlain In addition to her board roles, Sheryl Chamberlain has earned many industry awards and recognition including Tribute to Women, (TWIN), Women in Technology from Dallas Business Journal, and Global Innovation Partner of the Year from EMC. Sheryl leveraged her broad experience in strategic partnerships, business process improvement, SaaS, enterprise software, program management, business development, and solution selling for companies as diverse as Medidata Solutions, Dell EMC, Capgemini, and The Linux Foundation. Resources mentioned in this episode: Coupa Empower: Creating a Community of Women Program Hult Prize website Hult Prize 2021 Challenge (YouTube video) LinkedIn: Sheryl Chamberlain Website: Innovation Station blog Twitter: Sheryl Chamberlain Natalie Benamou is the CEO of HerPower2 Lead and HerCsuite™ an online platform for transforming the way women meet, engage and thrive together. HerCsuite™ offers women the ability to be surrounded by a personalized curated board of directors inside advisory circles. If you have any questions about this episode, HerPower2 or HerCsuite™ reach out to Natalie at HerCsuite™ This podcast is sponsored by Aaptiv, our favorite health and wellness app with over 4,000 videos. Listeners can get your free 30-day trial here Credits: Thanks to Julie Deem and the Business Podcast Editor for editing our podcast! --- Send in a voice message: https://anchor.fm/hercsuite/message

Natalie Eicher is the Co-Founder & Co-CEO of Mettacool, a coaching consultancy that enables women to achieve higher levels of performance and well-being. Prior to Co-Founding Mettacool, Natalie spent 10 years in the tech industry, primarily at Dell EMC. Natalie also founded and led the Diversity & Inclusion office for a multi-billion dollar business unit within Dell EMC. Natalie is a National Board Certified Health & Wellness Coach, who trained at Duke Integrative Medicine. This is where she developed a true passion for helping women visualize and achieve their personal well-being goals, leading them to realize their purpose and potential, and how to put it all into action. Natalie will discuss the obstacles of integrating motherhood and being an elite businesswoman.Instagram: @mettacoolhttp://www.mettacool.comMettacool CEO Bio:Natalie Eicher is President and Co-Founder of Mettacool, and is a National Board Certified Health & Wellness Coach trained at Duke Integrative Medicine. Natalie's passionate about helping women visualize and achieve their personal well-being goals, leading them to realize their purpose and potential and put it into action. She feels her own purpose is gathering, empowering, and equipping women in community, because a strong community of women who support each other can radically impact our health and happiness, our communities and our culture. Prior to co-founding Mettacool, Natalie spent 10 years in the technology industry, where she was in various sales leadership roles before pivoting into diversity & inclusion. She also earned a BA degree at Ohio University in Marketing and Sales and is a Certified Personal Trainer with specialization in pre and postnatal fitness. Natalie lives in Raleigh, North Carolina, with her husband and son, Anderson, and enjoys being active outdoors, stand-up paddle boarding, cooking, traveling, and spending time with family. Follow her on Instagram @nataliee_wellness.Make sure to subscribe & review Lady Empire above for the opportunity to be featured!

Today's Tech Bytes podcast, sponsored by Dell Technologies, examines an Azure Stack HCI offering from Dell EMC. Dell worked with Intel and Microsoft to optimize the performance and scale of the Azure Stack platform, including the use of Intel Optane's persistent memory. Our guests are Jayanth YK, Sr. Cloud Architect - Microsoft Hybrid Cloud at Dell Technologies; and Chris “Murph” Murphy, Regional Sales Director at Intel.

Today's Tech Bytes podcast, sponsored by Dell Technologies, examines an Azure Stack HCI offering from Dell EMC. Dell worked with Intel and Microsoft to optimize the performance and scale of the Azure Stack platform, including the use of Intel Optane's persistent memory. Our guests are Jayanth YK, Sr. Cloud Architect - Microsoft Hybrid Cloud at Dell Technologies; and Chris “Murph” Murphy, Regional Sales Director at Intel.

It's a heaping helping of Network Break as we try to parse all the Kubernetes pronouncements coming out of VMworld 2019, including Project Pacific and Tanzu Mission Control. Plus we cover new tech and new partnerships between Dell EMC and VMware, new products from Apstra and Mellanox, and HPE's latest financials.