Dell is focusing on the small and medium business (SMB) market in
India with open, capable and affordable solutions. With over 35
million SMBs, the biggest growth in the Indian market comes from
the consumer and SMB segment, and Dell is serious about tapping
this unique opportunity.
“While our
competitors use distributors to touch the SMBs, we touch them
directly. Also, we do not lock our customers in a particular
technology. We provide them with open solutions and hence offer
choice to our customers. We make our solutions affordable with the
option of paying as they go,” says Amit Midha, President -
Consumer and SMB, APJ, Dell.
Dell does not share the number of SMB customers they have, but in
terms of the verticals they are present in — most of its SMB
customers are in the IT and ITeS space. “In addition, we are
also shifting our focus on other emerging sectors like retail,
manufacturing, media and animation from which we are seeing
incredible growth and traction,” says
Midha.
According to Dell, the company’s ‘Take your own
Path’ (TYOP) campaign, which used actual users to show how
emerging businesses may use technology to scale their businesses,
has been very successful driving up Dell’s market share in
India in the target SMB segment.
In Q1 FY12, Dell’s revenue from Asia Pacific-Japan (APJ)
region increased 15 percent in the quarter from last year, hitting
USD 3 billion, with India growing 28 percent. The revenue in APJ
for the SMB segment was up 12 percent with India increasing 22
percent. Globally, Dell structures its business into four segments
namely large enterprises, public sector, SMBs and
consumer.
About Author
Ayushman Baruah is a Bangalore-based business and technology journalist with an insatiable appetite for news. He closely monitors and writes on emerging technologies such as cloud, mobility and social computing. Driven by his interest, he eagerly tracks the Indian IT-BPO sector keeping a close watch on the performance of the companies which thereby shape and shake market trends. During his career, he has covered tech events both at the national and international level and written several trend-setting news, features, and opinions.
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