Dell EMC Believes in an Omni Channel Strategy

By: DT News Network
March, 14, 2017

Dell EMC is witnessing a growth in multiple segments as its strength has grown post the acquisition. The company is leading the market in cloud, hyper-converged infrastructure, security and PaaS, etc. DT spoke to Anil Sethi, Vice President, Channels, Dell EMC India.

DT: What have been the key highlights of Dell EMC during the year 2016?

A: The acquisition of EMC has been the largest buyout in the history of the technology industry - to form Dell Technologies. We are now an IT powerhouse, holding leadership positions in 20 Gartner Magic Quadrants.

We have grown across all businesses and we are pleased with it. We are leading in the technologies such as converged and hyper-converged infrastructure, cloud, security, and PaaS. Per IDC, on the enterprise front, our combined storage market share is 45.2% (IDC Pulse Tracker; Q1CY16). We were ranked No. 2 in X86 shipments with a market share of 25% (IDC Pulse Tracker; Q1CY16). With regard to our consumer business, we are leading in commercial PC business and commercial desktop business with 26.3% and 24.5% market share respectively (Q1CY2016).

DT: What is the central force which keeps partners and consumers loyal to your brand?

A: At Dell EMC, we believe in doing what is right for the company, customers and channel partners. Going private about three years ago has helped us to have 100% focus on our customers and channel partners. It has enabled us to take quicker decisions and ensure that we resolve their challenges in record time as compared to our competitors. Today, customers and channel partners identify Dell EMC as a trusted vendor and adviser who is investing in enabling them.

DT: Do you think that Government of India’s ‘Make-in-India’ and ‘Digital India’ programs are seeing the light of day?

A: Government’s initiatives such as Make in India and Digital India have given the necessary push for various organizations to transform themselves to be relevant in their respective businesses. Today, enterprises and consumers are adopting technology at a rapid pace; the economy is growing like never before; and the start-up ecosystem is thriving. In our journey to becoming the trusted provider of essential infrastructure for the next industrial revolution, we are perfectly positioned to deliver the technology infrastructure that the new ‘Digital India’ needs, to accelerate growth.

DT: How does the channel help you to reach out to your potential customers? What’s your channel strength?

A: Dell EMC believes in an omni channel strategy and leaves the choice to the customer in terms of whom they wish to do business with. We look to channel partners, primarily for their expertise in markets and verticals in which we may not be as experienced as they are.

DT: What’s your roadmap or strategy for the year 2017?

A: Our roadmap includes a lot of cross-selling to be executed with the combined entity. We will also focus on our organic innovation engine, with the R&D teams across Pivotal, VMware, Dell EMC and the whole family. Other than the PC, server and data centre businesses, we are betting on digitization and Digital India via partnership with a number of companies.

In 2017, we will focus on driving unparalleled innovation, strengthen market share, emphasize on customer-centricity which includes ecosystem of ISVs and Channel partners and invest in our people.

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