Dell takes convergence route to get closer to customers

By : |October 4, 2013 0

Dell India organized the third version of its Dell Annual Analyst Conference in Bangalore last week. Under the leadership of Alok Ohrie, Dell India detailed the benefits of going private. Agility in face of changing scenario counted the most. The power to take a decision which had a long term impact without the pressure to justify it in short term for the benefit of share holders can provide a competitive edge.

Dell proudly touted itself as the ‘world’s largest startup’. The theme running through the growth strategy of hardware, software and services business was to Transform, Connect, Inform and Protect.



Dell’s end to end solution strategy revolves firmly around the customer placed in the center. Once again, Dell tweaks its structure from a customer facing verticals strategy (End-user/SME/LE/VLE/Public/Education/) to a product vertical wise BU strategy(End User Computing /Enterprise/Software/Services) cutting across different customer segments and leveraging on respective channels.

Dell’s Enterprises Solution business incorporates end-to-end capabilities around server, storage, networking and active infrastructure. At present, one of the significant challenges which enterprises face is to manage the humongous growth of data. The customers are ready to deal with it, but high cost and performance constraint are the biggest barriers.

Today’s technology trends include Cloud, Flash, VDI, Big Data, Convergence, BYOD, Software-Defined Infrastructure, etc. With its strategy aligned to the above set of challenges, Dell looks forward to capitalizing on it and providing value, performance and agility to its customer.

Dell’s solutions are scalable, modular in nature, inter-operable and are built on open standards, which ensure high performance and operational efficiency. The servers are designed to deliver unmatched performance, efficiency and value. For converged infrastructure, Dell has offered PowerEdge VRTX. It is easy to deploy, use and manage. It can be scaled up to four chassis and 8TB data space and has a 16 port ethernet switch.

From storage perspective, Dell’s strategy is to leverage on state of the art technologies, embrace workload driven architectures that converges data, compute and networking and software and service innovation for performance optimization, data management and automation.

In the area of networking, it intends to emphasize on providing flat, fast and highly flexible fabrics designed for the new era of computing. Dell has a well defined SDN strategy focusing on Legacy Environment, Green Field and Cloud Environment and Applications and Hypervisor. On Active Infrastructure space Dell aims at optimizing workload and data center solutions leveraging end-to-end enterprise solution portfolio.

On the client side, Dell acknowledges the emerging trend of BYOD and the challenges accompanying it. It offers a broad set of solutions right from managing the end users, securing the data, optimizing the infrastructure and supporting the application development. Project Ophelia looks promising. It would be interesting to watch how opportunities are tapped with the help of this enterprise ready, personal cloud key which resembles with a larger pen drive with immense potential in the cloud computing space.

Apart from value, performance and agility the enterprises now are also looking at integration and convergence. The enterprises are demanding bundled products and purpose-built product. In the era where server, storage and networking vendors are entering into agreement to offer bundled products, Dell, with all the strategic acquisitions, is well positioned to offer an end-to-end converged solution.


Dell continues to invest aggressively on R&D and innovation in Bangalore, Chennai and Noida centres to develop solution for local and global customers and more importantly thrives to create the right atmosphere to foster innovation cutting across functions and product categories.

As far as channels are concerned, Dell continues to offer a variety of routes for the customers to choose from, while maintaining a certain level of price sanity. Dell had launched global commercial channels a couple of years back. A few of the partners identified with the aggressive pursuit of business while maintaining transparency in resolving channel conflicts, continuous skill development in channels as accelerators for Dell.

(Neha Shekhawat works as an analyst with Telecom Research, CMR and Sumanta Mukherjee works as the lead analyst, Information and Technology Research, CMR)

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