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“Customers increasingly are much more educated by the time they reach out to the Dell brand,” states Todd Forsythe, SVP, digital marketing for Dell Technologies, the company formed by Dell Inc.’s 2016 acquisition of EMC Corporation. “They’ve done a considerable amount of research on products and solutions. What we need to do is to recognize that and ensure that when we do engage in that direct interaction with a customer, we’re doing so at a point....
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