Rank - 12 : Dell India : Game Changer

23 Jul 2010 00:00 IST

New Update

Someone once saidrevenge is a dish best served cold. For Dell, its been
sweet revenge that has come after an agonizingly long wait. For one, it was a
late entrant in India and even then it was relegated to the wings while HP stole
the limelight. The tables were turned two years back when Dell went the indirect
way and courted channel partners . The move paid off well as it consistently
gained market share. And a tacit acknowledgement of its success has now come
from none other than HP which re-organized its channel strategy in FY10by doing
away with national distributors and focusing on tie-ups with tier-2 distributors
for increasing reach in tier-2 and -3 cities.

Advertisment

With the global restructuring of business to adopt a customer centric
approach, Dell India unveiled its SMB strategy combining its consumer and SMB
channels under one person to drive the reach. Around 200 partners were also
signed for focusing on the SMB segment and a SMB specific product range was
introduced. It also tied up with the department of Science & Technologys
National Science and Technology Entrepreneurship Development Board for the SME
Technology & Mentorship Forum, providing a platform for SMEs to obtain strong
academic insights and real life experiences from experts.

Rank - 12 : Dell India

	Sameer Garde, country general manager and COO, head of sales Mahesh Bhalla, executive director and GM, consumer Ravi Bharadwaj, GM, SMB Neeraj Gupta, GM, public sector	HIGHLIGHTS Launched the PartnerDirect commercial channel program reaching out to around 200 cities Ventured in the education sector by launching Connected Classroom solution n Launched the Take Your Own Path brand campaign for SMBs offering Indian entrepreneurs an opportunity to win up to $25,000 in Dell solutions 5 Strengths Combined the direct & indirect channel model in the consumer segment Looking to encash the strong product background for driving services business Expanded retail and channel network to 3,000 stores for offering Dell products at the doorstep 6 Weaknesses Integration of Perot with Dells services portfolio is a complicated task Has not been able to penetrate the desktop segment significantly; not just HP, there it also trails HCL

FACTSHEET l Start-up Year: 2000 l Products & Services: Desktops, laptops, servers & storage l Address: Divyasree Greens, Ground Floor, S No 12/1, 12/2A, 13/1A, Challaghata village, Varthurhobli, Bengaluru 560 071 l Tel: 080 2535 7311 l Fax: 080 2535 7309 l Website: www.dell.com/in

Not satisfied with being just a systems pusher, Dell acquired Perot Systems
with the intent to strengthen its foothold in the IT services industry. While
the acquisition would offer a broader range of services and solutions to Dell
customers, it would also enable cross-selling of Dell products to Perot
customers. For Dell India, venturing in services would complete the solutions
story. Post acquisition, Dell is looking to make India a delivery hub and grow
in the healthcare and education domains by offering customized products and
services. It has added servers to its manufacturing unit in Tamil Nadu and in
OND of 2009, the plant crossed the million units mark.

Advertisment

For Sameer Garde and his team, FY11 will be a year when Dell India will look
to become an open, nimble and automated solutions provider targeting the
mid-market in designing solutions, but at the same time Garde will also strive
to protect and grow Dells bread-and-butterthe consumer desktop business.