Does Dell Have All the Solutions for 2013? Here’s Two Viewpoints

When a company’s fiscal financial reports show a poor quarter, the company will typically try to find ways to improve business. There are two ways to do so: either begin searching for other money-making platforms, or build on enhancing what is already the main source of income. Dell decided to go with option number two when its quarterly statements came back less than desirable.

Dell’s lack of interest in the mobility world is quite obvious, especially after Jeff Clarke, the company’s head of customer business, made his announcement at Dell World this year that there’s no way the company will jump back into the mobility world anytime soon. According to Clarke, “it needs a lot of investments to really be successful.”

Earlier this year, the company had stopped selling mobile devices in the United States and then later pulled the plug on sales in China as well.

Roger Kay, President of EndPoint, spoke about Dell’s lack of ability to see the potential in other growing platforms besides solutions, where the company has been building its business since the 90’s. According to Kay, this is Dell’s downfall. The company is basically putting all of its eggs in one basket and hoping for solutions to remain a satisfying platform for its customers, but all of that pride is getting in the way of seeing other opportunities to grow in other platforms and develop newer and better products.

Russ Fujioko, Global VP of Solutions Marketing for Dell, had a different perspective on the direction Dell is going. He explained the company as a customer’s “trusted advisor” that helps make business grow. Both Kay and Fujioko express very different views on how the company treats its customers. Kay feels as though the company is only catering to one type of client—the solutions client—and ignoring the customers that want to see Dell develop newer products, such as the XPS. Fujioko, on the other hand, believes that Dell is all about the customers, assisting them in enhancing their businesses.

Although exploring other money-making platforms would be the obvious next move for any well-known giant in the technology biz, Dell is not your stereotypical successful IT company. It dances to its own beat of the drum and goes where the rhythm takes it, in spite of what others may suggest at the time. As of right now, Dell sees success in being a solutions company and so it will continue to build on that business and enhance it.