Line-Of-Business Incumbency

Customers identified by Dell EMC as having bought through channel partners will become partner-led accounts. The practice is what Dell EMC calls "line-of-business incumbency," and it's similar to the legacy EMC program's hard deck, a popular characteristic of that company's strategy. But with a hard deck deals below a certain size automatically went through channel partners, Dell EMC is trying to determine where partners are actually gaining traction before committing to the partner-led model. Dell EMC rolled out the strategy for storage products and this week expanded it to server and networking.