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10 Important Ways a Now-Private Dell Inc. Is Changing

Dell changes Channel Sales Are Up Dell said the channel now accounts for 40% of revenue. The company compensates its salesforce for deals fulfilled through the channel; it also sees a higher attach rate of products per transaction sold through the channel. Channel Investments Increase Dell aims to reduce sales cycle times and is investing […]

Written By

Michael Vizard

Nov 11, 2014

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Dell changes

Channel Sales Are Up

Dell said the channel now accounts for 40% of revenue. The company compensates its salesforce for deals fulfilled through the channel; it also sees a higher attach rate of products per transaction sold through the channel.

Channel Investments Increase

Dell aims to reduce sales cycle times and is investing millions to beef up its internal IT systems and provide additional tools for lead management, deal registration, training and certification that will all be mobile-enabled.

Alliances With Distribution

Dell has put aside its historic aversion to distribution. The company is being brought into more deals than ever, thanks to solution providers aligned with Ingram Micro, Tech Data and Synnex.

Dell Emerging as a Cloud Broker

The new Dell Cloud Marketplace is now in beta. Dell plans to resell a broad range of cloud services in 2015 via the marketplace.

Dell Gains Data Center Share

Dell was the only major vendor to generate year-over-year growth in both rack and blade servers. The company claimed to be the top storage supplier in the first half of 2014 based on total terabytes sold for internal and external storage.

Dell Makes Software Advances

The channel now accounts for 60% of global software revenue. Dell Software registered double-digit revenue growth year-over-year.

Dell PC Business Posts Gains

The PC business just recorded its seventh consecutive quarter of year-over-year gains in global market share. Dell’s U.S. PC share is now 24%, a 3.1-percentage-point increase from last year. In the last quarter, Dell grew PC shipments by nearly 10%.

Pricing Strategy Gets More Aggressive

In the absence of quarterly revenue and margin targets from Wall Street, Dell is more aggressive on pricing. Dell admits to aggressively pricing products in certain categories in order to gain share.

Networking Is the Next Big Opportunity

Dell aims to expand its networking reach via a mix of open standards, off-the-shelf hardware, OS choices and new technologies such as software-defined networking and network virtualization. Additionally, Dell forged partnerships with a variety of third parties to resell networking software.

Investments in Innovation

Investments in R&D are starting to bear fruit. The latest PowerEdge FX converged system—which offers flexibility in hardware and software and enable users to customize them to their workloads—presents challenges to Cisco and Hewlett-Packard.

Michael Vizard

Michael Vizard is a seasoned IT journalist, with nearly 30 years of experience writing and editing about enterprise IT issues. He is a writer for publications including Programmableweb, IT Business Edge, CIOinsight, Channel Insider and UBM Tech. He formerly was editorial director for Ziff-Davis Enterprise, where he launched the company’s custom content division, and has also served as editor in chief for CRN and InfoWorld. He also has held editorial positions at PC Week, Computerworld and Digital Review.

10 Important Ways a Now-Private Dell Inc. Is Changing

Michael Vizard

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