The VAR Guy

When Dell recruited channel veteran Nancy Reynolds to run the company’s PartnerDirect global enterprise channel business, The VAR Guy wondered: What attracted Reynolds to the position? Actually, it’s a three-part answer. Here’s the scoop, based on a conversation a few minutes ago with Reynolds.

First, a little background: Reynolds is a well-known channel chief who previously held key positions at Palo Alto Networks, Trend Micro and Novell. Less than 24 hours ago, Dell Channel Chief Greg Davis disclosed that Reynolds has joined Dell to run the company’s PartnerDirect global enterprise partner business.

During a quick conversation with The VAR Guy, Reynolds shared some key reasons for joining Dell…

1. Opportunity: Davis approached Reynolds directly, and the opportunity to have a global channel role at a major channel company was exactly the type of post Reynolds says she was seeking. “I’ve worked for companies that have been direct and indirect,” says Reynolds. “I’ve seen the good, the bad and the ugly.” When Reynolds looked behind the curtains at Dell, she liked what she saw: A global company that was gaining channel momentum.

2. Relationships: Several of Reynolds’ former enterprise contacts at Novell moved over to Dell around the time former Novell President Joe Marengi joined Dell in 1997. These days, Marengi is at AustinVentures. But when Reynolds checked in with her established Novell sources at Dell, she liked what she heard.

3. Economic Turbulence: Most recently Reynolds was channel chief at Palo Alto Networks. But her position was eliminated as part of a corporate downsizing amid the recession. (Reynolds continues to speak highly of Palo Alto Networks.) When Dell’s Davis came calling, the timing and opportunity seemed perfect to Reynolds.

Already, Reynolds has met with Dell’s Asia Pacific team. Next up, she’s heading to Europe to meet with Dell employees and partners.

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