Partners Must Get More Targeted

Jones said Dell wants to help partners be more targeted in their approach and have "deeper, richer conversation with their customers." Jones said. "We want channel partners to be more focused on real customer pain points in trying to adopt some of these solutions," Jones said. When a customer is worried about cost and complexity, partners must be able to talk about value while also bringing their own intellectual property, relationship-building skills and expertise in implementation, service and design into the equation.