Computers & Laptops

‘Solutions leadership made Dell No. 1 in server market’

Sangeetha Chengappa Bengaluru | Updated on March 12, 2018 Published on December 24, 2014

Manish Gupta, Director, Enterprise Solutions Group, Dell India

Firm to focus on expanding sales team, investing in research and development



For the first time, Dell India garnered the highest revenue share in the server market in Q3 of 2014 (July-September), with 38 per cent, beating HP, at 31 per cent. According to IDC, Dell’s server shipments grew sequentially by 17 per cent in terms of units in Q3 with 29 per cent market share, second to HP’s market leading 33 per cent. Manish Gupta, Director, Enterprise Solutions Group, Dell India, told BusinessLine, “Solutions leadership helped Dell gain number 1 market share in servers.” Excerpts:

What do you attribute the growth in market share to?

Our new go-to-market strategy, initiated in February with clear geographic accountability for all regions, has contributed to this growth. As a result, we have widened our reach. We have deepened engagements with existing customers asking for richer IT configurations for critical, higher end workloads.

Second, we are not selling just servers but end-to-end solutions to customers such as data centre build/migration services as well as storage and networking solutions.

Third, our innovative 13th generation PowerEdge server portfolio launched last quarter and the recently launched FX2 servers, which are a modular offering to fit any customer workloadwith its converged infrastructure including compute, storage and networking, are also contributing.

Which of the industry verticals showed most traction in Q3?

Some of them are BFSI, IT & ITeS, government, Retail (including e-commerce firms) and mid-market customers. The government vertical, which was slow over the last few quarters, was a large opportunity for us in Q3 and will continue to show traction over the next couple of quarters.

We got a much larger spread of customers in BFSI with some significant customer wins in Q3. Our end-to-end scalable solutions strategy is resonating well with customers who are looking to build private cloud environments and virtualise their infrastructure to take on critical workloads. As a result, our average sales value has zoomed up and is now 25 per higher than industry numbers.

What kind of investments are you making to continue this market leadership?

We are continuing to ramp up our sales team to add more technically skilled people who can go after high value, high margin deals that are sustainable and strategic, to add value.

We are also ramping up our services support team for sales and investing in research and development.

Published on December 24, 2014

A letter from the Editor


Dear Readers,

The coronavirus crisis has changed the world completely in the last few months. All of us have been locked into our homes, economic activity has come to a near standstill. Everyone has been impacted.

Including your favourite business and financial newspaper. Our printing and distribution chains have been severely disrupted across the country, leaving readers without access to newspapers. Newspaper delivery agents have also been unable to service their customers because of multiple restrictions.

In these difficult times, we, at BusinessLine have been working continuously every day so that you are informed about all the developments – whether on the pandemic, on policy responses, or the impact on the world of business and finance. Our team has been working round the clock to keep track of developments so that you – the reader – gets accurate information and actionable insights so that you can protect your jobs, businesses, finances and investments.

We are trying our best to ensure the newspaper reaches your hands every day. We have also ensured that even if your paper is not delivered, you can access BusinessLine in the e-paper format – just as it appears in print. Our website and apps too, are updated every minute, so that you can access the information you want anywhere, anytime.

But all this comes at a heavy cost. As you are aware, the lockdowns have wiped out almost all our entire revenue stream. Sustaining our quality journalism has become extremely challenging. That we have managed so far is thanks to your support. I thank all our subscribers – print and digital – for your support.

I appeal to all or readers to help us navigate these challenging times and help sustain one of the truly independent and credible voices in the world of Indian journalism. Doing so is easy. You can help us enormously simply by subscribing to our digital or e-paper editions. We offer several affordable subscription plans for our website, which includes Portfolio, our investment advisory section that offers rich investment advice from our highly qualified, in-house Research Bureau, the only such team in the Indian newspaper industry.

A little help from you can make a huge difference to the cause of quality journalism!

Sincerely,

Support Quality Journalism
null
This article is closed for comments.
Please Email the Editor
You have read 1 out of 3 free articles for this week. For full access, please subscribe and get unlimited access to all sections.