Dell Telegraphs Key Elements of Its Game Plan

By Michael Vizard  |  Print this article Print
Dell strategy

NEWS ANALYSIS: Dell, which is looking to both its own sales force and the channel to gain share in key markets, is offering partners new incentives.

Meanwhile, Dell continues to look to both its own sales force and the channel to gain market share. Dell informed partners this week that it will be adjusting incentives around key product segments in which it hopes to gain share, while also providing them with blueprints for deploying Dell systems in certain application scenarios. Dell is also increasing the number of certification and training programs it offers partners.

Longer term, Dell is signaling that any rationalization of the combined Dell-EMC product portfolio isn't likely to begin until 2017, and if and when it occurs, the decisions about what technologies and brands to invest in will be driven more by a customer segmentation strategy than any of the capabilities of any given set of products.

Put it all together and Dell this week clearly signaled it is in a hurry to generate as much revenue as possible to pay down as much of the debt that will be generated by the largest merger in enterprise technology history as quickly as possible.

Michael Vizard has been covering IT issues in the enterprise for more than 25 years as an editor and columnist for publications such as InfoWorld, eWEEK, Baseline, CRN, ComputerWorld and Digital Review.