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WATCH: Dell EMC Channel Chief Shares Two Tips For Partners In 2019

In an interview with CRNtv, Joyce Mullen, president of global channel, OEM and IoT solutions at Dell EMC, says partners have an opportunity to penetrate the market in a way they never have before.

Businesses have stepped up their investment in IT and that’s creating new opportunities for solution providers. In an interview with CRNtv, Dell EMC channel chief Joyce Mullen shares how partners can meet those opportunities head-on.

“Artificial intelligence, machine learning, IoT … what that means is that businesses are starting to make real investments in technology and it’s not just the IT team anymore,” she said.

Gartner research projects that worldwide IT spending will reach $3.8 trillion in 2019, a roughly 3 percent increase from last year. Enterprise software spending is forecast to experience the highest growth with an 8.3 percent increase in 2019. In order for partners to take advantage of the latest investment wave, Mullen says it’s critical for them to expand their skill sets beyond infrastructure.

“I think to really penetrate this space they have to have specific vertical knowledge around what exactly a retail customer needs or a manufacturing customer. If a customer is an oil or gas company, what opportunity do they have to use data to improve their overall efficiency, profitability, safety, etc.? In order to do that, you really need to have vertical knowledge,” said Mullen.

Mullen also urged partners to understand the applications that are key to those verticals.

“You really have to understand the applications that are particularly important to managing cold chain in a grocery store, for example, or managing assets on an oil rig. Those things require a level of intimacy that our partners are in a unique position to gain, hold and drive the outcomes they’re looking for,” she said.

Watch CRNtv’s video for the full interview.

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