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How Dell flourishes without shareholders: Exclusive with CCO Marius Haas, live at #dellworld
Marius Hass, Chief Commercial Officer and President of Dell Enterprise Solutions
A year into becoming a private company, Dell Inc. is “experiencing tremendous growth in every line of business,” said Marius Hass, Chief Commercial Officer and President of Dell Enterprise Solutions. Without shareholders to answer to, Dell has been able to focus on creating “customer and partner value.” This focus, in combination with the ability to engage in agile decision making, Haas highlighted, has enabled Dell to “outpace the market by three to four times.”
“Right now, everything starts with the customer,” said Haas. As an executive, he’s been able to spend more time with customers and partners to achieve a greater focus on the demand for technology. Haas boasted that Dell is the only end-to-end solutions provider in the whole industry — Dell’s goal? To be the “single partner of choice in all aspects for our customers,” he went on.
Dell relies heavily on its partner community to make these lofty goals possible. At present, Dell’s partners account for 40 percent of their revenue and have been essential to helping Dell achieve double digit growth, Haas shared. Dell turned to a simplified application-based strategy to simplify deployment of its services. This decision, said Haas, allows ecosystem partners to deliver Dell’s “bundled engineered solution,” and add their services to Dell’s instead of “just doing the integration of those solutions,” he explained.
Dell might have an excellent portfolio and a clear value proposition, but there’s no doubt that part of what makes them such a widely used solutions provider is the low cost of their products. “We will always be the low cost provider,” Haas said frankly, “because of our economies of scale on the procurement side.”
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