CRN is live at Dell EMC World 2017 in Las Vegas. Get all of our coverage of the event, as well content from the Dell EMC World 2017 special issue of CRN, here.

Dell EMC World News

Dell EMC Bringing Mission-Critical Cloud Power Virtustream Into Channel Program The Virtustream Enterprise Cloud's move into the Dell EMC partner program is effective immediately and was announced today at the Dell EMC World conference in Las Vegas. Pat Gelsinger: VMware Opens Up Tech Partners To Expand Cloud Capabilities VMware CEO Pat Gelsinger said new partnerships with Amazon Web Services, Google, and other parts of the Dell EMC business will make it easier for customers to run applications and manage IoT over private, hybrid, and public clouds. Virtustream Extends Mission-Critical Cloud Tech To Complex Health Care Applications Virtustream, known mainly for its public cloud infrastructure for mission-critical apps like SAP, is now providing the ability to run Epic and other health care apps in a HIPAA-compliant cloud. Michael Dell To Partners: 'Enormous Cross-Selling Opportunities For You' Dell EMC CEO Michael Dell tells partners that the complexity inherent in enterprise digital transformations opens up more opportunities for partners to sell across Dell EMC's broad portfolio. Dell EMC's David Goulden: Modern, Automated Infrastructure Provides The First Step For Cloud Migration A big focus of this week's Dell EMC World is the ability of Dell EMC to provide the modern infrastructure that lets customers look at the cloud and other ways to add flexibility to their applications. Dell EMC Rolls Out 'Flexible Consumption' Rebate For Partners Channel Chief John Byrne hit the Dell EMC World conference stage in Las Vegas to talk about the vendor's new consumption-based rebate model for partners selling cloud and hyper-converged resources. Dell EMC Takes Aim At Cisco With New Open Networking Push Dell EMC is putting the pressure on Cisco and other networking market leaders, unveiling a slew of new open networking products at this week's Dell EMC World.

Dell North America Sales Chief: 'Winning In Both Consumer And Commercial PCs' Is Key David Schmoock, who took over as North America sales head at Dell EMC in early April after the departure of 18-year sales veteran Bill Rodriguez, made the case at Dell EMC World for keeping the competitive pressure on in the PC arena. Dell EMC World: Michael Dell's 7 Keys To The Future Of Dell Technologies And The IT Industry In a keynote at the Dell EMC World conference in Las Vegas, Dell laid out the company's broad product portfolio for the more than 13,000 in attendance and gave insights into how that portfolio is positioned for the future of global business. Dell EMC World: Enterprise Sales Chief Scannell Says Partners Are Booting Competitors, Winning Big Deals Amid Huge Market Opportunity Scannell says the market opportunity for Dell EMC now is bigger than he's seen in more than three decades. Michael Dell To Partners: 'Enormous Cross-Selling Opportunities For You' Dell is contributing its Project FUSE source code to the EdgeX Foundry initiative, a project aiming to create a standard to align market leaders around a common Internet of Things framework. Partner Marketing Push: Dell EMC Arms Partners With New MDF Resources Dell EMC is simplifying its MDF strategy with its Partner Marketing Institute, an online portal that enables partners to seamlessly make their marketing efforts an extension of Dell EMC's. Dell EMC Gives Partners The Nod On Commercial PCs With Extension Of Partner-Led Strategy Dell EMC moves closer to launching its sales strategy for servers, storage and networking lines, establishing a "line of sight" for partners to make money. Dell EMC Launches All-Flash Storage Barrage Dell EMC debuts its VMAX 950X all-flash enterprise storage array and second-generation XtremIO all-flash block storage platform at Dell EMC World. 15 Hot Products Unleashed At Dell EMC World 2017 Whether you made it to Las Vegas for Dell EMC World or not, CRN was there.

Dell EMC World Special Issue

Dell EMC World: Transformation Titans Map Out Dell EMC's Path To Growth
With the right pieces now in place, Dell EMC's complete-portfolio call to action is being heard loud and clear across the partner ecosystem.

Marius Haas On Why There's 'Zero Debate' About The Value Of Dell EMC's End-To-End Portfolio
Marius Haas believes that when it comes to determining which vendor partner is going to provide you with long-term value creation opportunities, there's no debate that it's Dell EMC.

John Byrne On Partners Pivoting Away From Cisco, HPE, Lenovo, And Selling The Entire Dell EMC Portfolio
John Byrne says that Dell EMC partners are rapidly moving away from competing vendors and aggressively pushing new business opportunities across the entire combined portfolio.

Dell EMC's Cheryl Cook On The Combined Partner Marketing Perspective
Dell EMC's global channel marketing chief Cheryl Cook talks to CRN about the importance of communication when combining the marketing efforts of two massive partner programs.

Chad Sakac On Dell EMC's Push To Turn Hyper-Converged Infrastructure Into A Utility
Dell EMC is putting the 'pedal to the medal' when it comes to hyper-converged infrastructure and is tasking Chad Sakac and his team with making customer transformation as simple as possible for partners.

Jeremy Burton On How Partners Can Take Advantage Of A Combined Dell, EMC
Ahead of Dell EMC World 2017, Jeremy Burton dug into the blockbuster acquisition and how it primes partners to take advantage of the new combined company.

Dell EMC's David Goulden On What It Means To Be The Biggest Player In Storage
Ahead of Dell EMC World 2017, David Goulden talks to CRN about the new combined storage powerhouse and why you won't heard anyone referred to as 'ex-Dell' or 'ex-EMC.'

Dell EMC is waging an all-out assault on the storage market, investing $2 billion in the effort, hiring 1,200 new storage sales specialists and offering new, robust, storage compensation incentives for its partners. A trio of executives leading the charge - Scott Millard, Joyce Mullen and Marius Haas - talked to CRN about how Dell EMC is putting the pieces in place to help its partners win big in storage.

'Refuse To Lose': Dell EMC Primes Its Partners For A Storage Revolution
Driving the company's storage sales offensive are new robust storage compensation incentives for solution providers and an influx of Dell EMC sales reps working side by side with those partners.

Dell EMC President Marius Haas On The Company's 'Refuse To Lose Approach' To The Storage Market
Dell EMC's Marius Haas on the Dell EMC's storage push and how channel partners are vital to Dell EMC's success.

Storage Boost: Dell Hires 1,200 Sales specialists To Drive Partner-Led Selling
By hiring 1,200 new storage sales specialists, Dell boosts its storage team by upward of 25 percent with an eye on skyrocketing storage revenue through its partners in 2018.

10 Hot Dell EMC Storage Products
CRN looks at 10 key products in the Dell EMC storage lineup, one that offers the broad capabilities to match the company's position as the world’s largest storage vendor.

Tech Tour: Behind The Scenes At Dell EMC's Storage Manufacturing Facility
CRN recently toured Dell EMC's storage manufacturing facility in Massachusetts which assembles, tests and ships converged and hyper-converged products throughout North America.

CRN Interview: Dell EMC Channel Chief Joyce Mullen On Driving More Storage Sales Through Partners And Her Channel Vision For 2018
Joyce Mullen, an 18-year Dell veteran who is now president of global channels, OEM and IoT Solutions, spoke with CRN about enabling partners to drive more storage sales, the potential integration of VMware into the Dell EMC Partner Program, and her channel vision for 2018.

Dell EMC Doubles Down On Storage Services, Unifying Portfolio
Dell EMC executives are making sure partners have the competencies they need to sell the Dell EMC portfolio as well as their own services.

Fistfuls Of Growth: Dell EMC's Expanded Product Portfolio Paves New Paths For Partners
Michael Dell has emphasized that customers want cutting-edge hybrid cloud tech and they want to buy it from fewer vendors. Here's how three solution providers backed up Dell's assertion with skyrocketing sales across Dell EMC's broad portfolio in 2017.

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TECHNOLOGICAL advances mean the world is changing so rapidly it’s a struggle to keep up.

One of the key issues is the ever-growing skills gap because, while it is commonly thought by the older generation that many young people all want to enter the technology sector, the reality is that not enough are studying STEM subjects to meet future needs.

For Dell Technologies the answer is a diverse and inclusive workforce that includes minority groups, females as well as men, and everyone from graduates to those re-entering the workforce at a later stage in life.

Diversity and inclusion is seen by Dell Technologies not just as a politically correct slogan but a business imperative - which is why the company has launched a range of programmes to attract and retain diverse talent.

Dell Technologies’ diversity and inclusion strategy is as important as its technology strategy because it is regarded as bringing business and social value to the company.

“We are in 180 countries and have 140,000 employees and what we want is to create a place where people can come to work and be themselves,” said Tricia Smyth, EMEA Diversity and Inclusion Lead for Dell Technologies.  
“We want them to feel a sense of belonging so they do their best work rather than sit worrying about how they are perceived.

LEADING THE WAY:  Tricia Smyth, EMEA Diversity and Inclusion Lead for Dell Technologies

That is a key part of our code of conduct. On the flip side we want customers to see we value these groups.” 
Artificial intelligence (AI) is one area where homogeneity does not make good business sense.

“At the end of the day AI is programmed by a person and if you have a homogenous group programming it means there is just one dimension,” pointed out Smyth. “If we can apply diversity to that we are more likely to reflect what customers are looking for.

“As one of the largest technology companies in the world the onus is on us to use that position of privilege to make a difference. 

“We are in a unique position to work on global challenges and we have built our agenda around sustainability, inclusion and transforming lives with technology.”
The seriousness of the skills gap can be seen in the fact that by 2024 in Europe and North America alone there are expected to be 600,000 unfilled computing jobs based on current graduation rates. 

This is where programmes like STEMAspire comes in as it is aimed at encouraging females to study science, technology, engineering or mathematics and reverse the tendency for female students to drop out before they finish their studies. 

This is Dell Technologies’ biggest programme in Scotland and has been so successful that the same model is being adopted by the company’s Pride employee resource group to encourage more of the LGBT community to enter the field. “We have just finished piloting this in Ireland and the feedback has been superb both from the mentors and mentees,” said Smyth. 

“For mentors it is good to see they can cultivate talent and from the LGBT standpoint we are providing role models within Dell Technologies. Often LGBT students fail to make the transition from college or university into the industry as they are unsure of how they will be received.”

Dell Technologies also goes into secondary schools with its Digital Futures Programme to provide pupils an idea of what it is really like to work in the sector and the range of jobs available.

“This is working well too,” said Smyth. “At the start of one of my latest sessions I asked for a show of hands of those considering a career in the technology industry. Three out of 165 pupils put their hands up but at the end of the hour every single hand went up. We show how technology affects everything we do so that they can see all the different aspects of being a computer programmer.”

Another Dell Technologies programme centres on those who have taken a few years out of the workplace and would like to go back to work but are in need of new skills as well as a confidence boost.

Flexible working is also seen as key to encouraging people with family responsibilities to work for Dell Technologies and by 2020 it is expected that nearly 50 per cent of the workforce will have flexible work arrangements.

“We want to attract talent and make sure we create an environment where people can be themselves,” said Smyth. 

“Dell Technologies is committed to that and is regularly voted one of the most ethical and most admired companies.

She added: “The core to all of this is addressing issues of bias. We all have biases and these affect how we make decisions so we need to be aware of them.”
In order to help employees recognise their biases the company has launched its Many Advocating Real Change (MARC) programme.

“We are not trying to change people but we need to eliminate bias from how we hire and recruit to make sure we build a diverse workforce,” said Smyth. “People tend to hire someone they like or someone like them so it is building awareness that someone unlike you does not always mean worse - it just means different.” 

For more information go to https://corporate.delltechnologies.com/en-us/social-impact/cultivating-inclusion.htm

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Gender was on the agenda in Edinburgh

Dell Technologies are working collaboratively with Equate Scotland to help support and prepare the next generation of female STEM professionals entering today’s transforming work environment. 

Scotland’s gender equality expert within STEM Equate Scotland, recently hosted their annual Student Network Conference and Awards Ceremony at the Edinburgh Centre for Carbon Innovation. Equate Scotland, established in 2006, is an organisation that actively promotes and encourages the advancement of women in science, technology, engineering and mathematics. 

CAPITAL VENTURE: The Student Network Conference and Awards Ceremony

The event brought together female students from colleges and universities across Scotland, celebrating their passion for their chosen field. Students connected with inspiring female professionals from companies such as Dell Technologies, Data Lab, Ernst Young and Balfour Beatty, to help build on their network and enhance their career development.

The conference came about as part of Equate Scotland’s strategy to make tangible and sustainable change in Scotland, enabling the development of women studying and working within STEM industries by supporting their recruitment, retention and career progression.

Scotland’s STEM employment sector struggles with skills shortages which many expect will be exacerbated by Britain’s exit from the European Union. Studies suggest there are too few students coming through, particularly females, which jeopardises Scotland’s chance to be at the forefront of innovation. 

Only 25% of women have a profession within the STEM sector and 70% of university students studying STEM will not progress onto a role within the industry. Dell Technologies attended the event and hosted an interactive workshop for students and employers. The workshop focused on effective communication and social media, providing students with tips and guidance on how to enhance and maintain a professional social media presence across platforms such as LinkedIn and Twitter.   

Sarah O’Donnell, Executive Communications at Dell Technologies says: “The event was very much a celebration of super inspiring young women, bringing them together to connect with peers and other female professionals to help enhance their career development. 

“Dell Technologies were delighted to support the event and I was particularly privileged to impart some of my knowledge on social media and communication skills in a super interactive workshop.” 

Equate Scotland initially connected with Dell Technologies in 2017, providing support in the launch of their STEMAspire mentoring programme. The programme came about as part of

Dell Technologies wider social impact strategy to drive growth and innovation through advancing diversity and inclusion in the workplace.  

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