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It has been four months since Steve Young stepped into the UK senior vice-president and general manager director role at Dell Technologies, and it’s already clear to him where the channel can make a difference to the business. Young came into Dell as a result of the EMC acquisition and has 21 years under his belt at the combined organisation. Having served in partner-facing roles, Young has a clear understanding of the benefit of the channel. “I’ve always seen the huge value that the channel provides...the channel does three things: allows us to get to places we can’t get to, brings skills and capability and scale that we don’t have, and ultimately allows us to do business that we can’t do,” he added. “I recognise the importance, especially in this time when customers are looking for more.” The past few months have been ones of gauging the state of the market and channel base and getting a picture of what’s happening in the market. “Since the start in February, I spent a lot of time really listening to customers, partners and ...