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EMC honcho explains the road ahead for Dell Technologies in India

From an India perspective, we (the two partners in the merger) are strong in terms of footprint and market position. There is very little overlap in terms of customers and partner ecosystem

By: | Published: September 19, 2016 6:19 AM
The newly merged company, to be called Dell Technologies, will have an expansive technology portfolio including hybrid cloud, software-defined data centre, converged infrastructure, platform-as-a-service, data analytics, mobility and cybersecurity. (Source: Reuters)

THE coming together of Dell and EMC has created a $74 billion privately held technology giant. The newly merged company, to be called Dell Technologies, will have an expansive technology portfolio including hybrid cloud, software-defined data centre, converged infrastructure, platform-as-a-service, data analytics, mobility and cybersecurity.

The sheer size of the combined company is daunting in itself, but David Webster, president, Asia Pacific & Japan and senior vice president, EMC, tells PP Thimmaya this will not turn out to be a disadvantage. “People say it is a big merger but when you have a product line which is complementary, cultures which are similar and customers who want you to succeed, it is a strong recipe for success,” he says. Both the companies have had a long-standing relationship with India, for its engineering talent pool as well as its big market and Dell Technologies is confident that it will be in the forefront of leading companies in India into the digital era given its array of technologies, according to him. Edited excerpts.

What is the roadmap for the new merged company—Dell Technologies?

Dell Technologies is the world’s largest privately held information technology company focused on helping customers transform for the new digital era. In every industry sector, organisations are trying to work and adapt to the disruption occurring in most parts of the world. This disruption is driven by use of technologies. Some organisations are disrupters while others are being disrupted.

Dell and EMC coming together provides an unique capability to the market. Our customers are telling us that they want to work with fewer IT vendors and engage with organisations who have the scale. We want to help companies transform in three key areas. First, it would be in the area of workforce and workplace transformation. Second, IT needs to transform at scale and pace. The scale of the merger will provide the customers an entire breadth of offerings.

The ability to analyse and interact with the ecosystem on a real-time basis is also very important.
Customers expect immediate response. The third area is security as one moves to the digital centre—security of information infrastructure becomes really important.Today, customers have somebody who can work from the edge, to the core and cloud.

We think that the timing of the merger is really good given the change IT industry is going through. Customers want a company which can help them deal with this. From an India perspective, we (the two partners in the merger) are strong in terms of footprint and market position. There is very little overlap in terms of customers and partner ecosystem. It also offers substantial opportunities for the employees in terms of career and advancements. India is one of the key epicentres for R&D, innovation and we have just got stronger by coming together.

What will be the key focus areas in terms of market for Dell Technologies?

We work with the very largest companies in India, medium sized enterprises and down to the smallest. Every company is dealing with the same issue—how to shift, enable and change in the digital era. Change is required and digital disruption is under way. In India, because of the end-to end capability we have the ability to look at this differently than our competitors.

How will Dell Technologies remain agile given its wide array of products?

The answer is quite simple. We spent time on bringing the companies together. We found that the culture and values of both organisations are identical. There is absolute focus on customers. One can be really agile if everyone is on the same page. Agility comes from the ability to make decisions quickly and this is not a place driven by the quarter-by-quarter mentality. We can make quick decisions because we are a privately held company. The scale and flexibility of being private gives us the ability to be agile.

Will technology services be an key element of Dell Technologies?

We are a products and technology company and not into building services. Our strategy is to lead in products and technologies. We are number one in 20 magic quadrants of Gartner. Customers can access different parts of technology in an open flexible approach. Our agenda is to enable the ecosystem to build value-added services around our technologies.

Will your relationships with system integrators in India change after this merger?

We want to further develop those relationships which we value a lot. Many of them have been founded here and are operating globally. There is now a tremendous opportunity for them to partner with us on an end-and-end portfolio. The merger also simplifies their interaction. They are certainly going to benefit.

What are your plans for India?

Our agenda is to grow in all the markets that we serve. We see tremendous growth opportunity since change is happening due to digital disruption. Companies are looking at a partner who can bring the evolution and help it change. India is massive in terms of population and adoption of mobile devices. There is a strong desire for information and data. When one sees all that coupled together, there is tremendous business opportunity. Now with the government agenda for digitisation, we really have got the nexus of opportunity. Dell Technologies will continue to expand its footprint in India and grow further.

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