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Follow UsPresident & MD: Alok Ohrie www.dell.com/in
Upping its Ante: Dell's sweet spot was once PC and often times it has been seen as a PC company, but over the years it indulged in a shopping spree that saw it acquiring 19 strategic companies in a little over two years and 8 acquisitions alone in 2012 like AppsAssure, SonicWALL, Wyse Technology, Clerity Solutions, Make Technologies, Quest Software, Gale Technologies, Credant Technologies and one acquisition in 2013-Enstratius-made it indeed a formidable force in enterprise computing space.
Time to Harvest: But the key question is-this inorganically groomed Dell when stacked with global rivals like IBM to HP and others, how far it can continue to garner and eat into their market share is to be seen. Sure services are growing-globally revenues from enterprise solutions and services represented 34% of Dell's revenues for the fiscal year 2013-a 4% gain over fiscal year 2012. And if one looks at India, Dell has the largest workforce outside of the US with more than 27,000 employees-covering sales and marketing, manufacturing, services, R&D, customer support and Dell IT.
PC is Big: Dell has a significant presence on the PC side in India, right now it holds #3 position in India. But it needs to come out with much more appealing form factors to sustain its momentum. HP is making rapid inroads with its hybrid mobile products and with Lenovo also upping its ante gives Dell immense pressures on the PC market in India.
Joining Hands: On the channel side last year Dell announced a new GCC (Global Commercial Channel) structure, with a single point of contact for partners, to lead to higher productivity and improved time cycles and enable more customized programs to support the partners in the market. The new structure protected partner profitability by bringing consistent pricing across different Dell commercial businesses and offer the partners increased growth opportunities with solution-centric offerings and a broader end customer base. For instance, 25%-50% of Dell's total commercial business comes from GCC and Dell invests heavily in its partners and offers over 100,000 training sessions a year to all partners globally.
In and Out: In a recent development Alok Ohrie joined Dell India as its new MD and president replacing Sameer Garde. Ohrie was earleir with IBM as VP, heading STG business and he will be responsible for driving growth for Dell's India and global markets.