Dell to focus on Government and education

Syeda Beenish

New Delhi

May 21st, 2007

With an aim to garner more market share in the Indian region, Dell is all set
to target the government and education segment with a new fervor. As part of
this initiative, Dell has announced a separate team to handle the government
business and would step in as managed service provider for various government
projects.

"Last year we entered in the SMB and SME segment and it is in the last
six months we have started exploring the potential of the government and
education sector. Industry predicts that in the coming days the government would
contribute 20 percent of the Indian PC market and this is going to be a big
opportunity for us," said Rajan Anandan, VP & GM, Dell India.

The company did not share the time frame by when they will be visible in this
new segment. Though they would primarily enter via their direct model, the
company would want to include certain key system integrators (SIs) as part of
the go-to-market strategy. "We are a customer driven company, so the
selection of SIs would be based on the kind of solution demanded from the
customer. Also those who have a better reach in remote areas would obviously be
given the preference," added Anandan.

When asked to comment on the positioning of Dell vis-à-vis competitors like
HP and HCl in the government sector, Anandan said, "Dell's value
proposition for institutional customers builds on the principles of
standards-based platforms. Our strategy is centered around the customer's needs
and makes it easier to grow by providing optimized solutions that are engineered
to simplify operations and maximize value."

He further added, "Today Dell can provide onsite service support in 600
various cities across India. Our onsite warranty on notebooks, whereby the
faulty parts of the notebooks get replaced are exclusive initiatives from our
end, which differentiate us from competitors."

To explore the opportunity and create awareness in the government sector
about Dell's initiatives, the company recently organized an event
"Democratizing Technology in Government, Public sector and Education"
New Delhi.