We will focus on e-government initiatives in India

How is Dell leveraging its global experience to capture a bigger mind
share in India?

Government is one of the largest spenders on IT. With National e-Governance
Plan aimed at creating right governance and institutional mechanisms through a
number of Mission Mode Projects (MMPs) we feel there is a huge potential in the
market. Dell has over twenty years of experience working alongside government
agencies, supplying the tools they need to meet their objectives. Dell entered
this space eighteen months back in India, and has already garnered 10% market
share.

What is Dells overall strategy for the PSU business in APAC?

At Dell Public, our mission is to serve customers missions. Globally, we will
focus on four verticalseducation, HCLS (healthcare & life science), government,
and security. One of the strategic focuses for Dell Public Sector is to be an IT
solution provider to those customers. As you can see, we are launching EMR
solution in the US and digital forensics in Europe. In India, we will focus on
education. We plan to launch our HPC solution and Dells connected classroom in
India.

Joe Kremer, GM, public sector, Asia Pacific, & MD, ANZ, Dell

Can you throw some light on your channel strategy as well?

We are serving customers directly and with channel partners as well. The
decision is based on which way can bring the best value to our customers.

What are Dells offerings and solutions for the Indian market in this
space?

As a leader in providing state and local governments with innovative IT
solutions, Dell has customizable, cost-efficient products, services, and
solutions to help communities provide their citizens with an enhanced quality of
life. We deliver solutions that allow our customers to focus on delivering
constituent value and effective government. Our public business grows well in
India. According to IDC, we gained 1.6% share YoY in India in Q2. Like I said
earlier, we will focus on government and education to help e-government
initiative in India and use technology to advance Indias education.

How significant is the PSU strategy for India, keeping in view that Dell
is looking at doubling its Asia-Pacific sales?

India is a strategically important country for Dell. PSUs form an important part
of Dells India growth plan. PSUs have been most receptive amongst all
government entities in terms of their IT adoption and understanding of
technology. We understand their requirements and have built solutions that cater
specifically to that space.

Urvashi Kaul

urvashik@cybermedia.co.in