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Technology Stocks : Dell Technologies Inc. -- Ignore unavailable to you. Want to Upgrade?

To: Patrick E.McDaniel who wrote (50859)	7/12/1998 8:20:00 PM
From: Mohan Marette	Respond to of 176387

Well here is the answer from the 'man' himself. [Ref:Service] Pat: Hope this clears up things a bit. IBD: How big of a role do services play in your enterprise strategy? Dell: With complex enterprise servers, the services are very unique. Customers require instantaneous response. They require system engineering. Dell's been building its own system engineering and consulting resources for some time. They (also) require partnerships with firms like Andersen Consulting, EDS (Electronic Data Systems) and KPMG (Peat Marwick). One of the notions out there that perhaps has people confused is that you have to integrate products and services. But that's not at all demonstrated in the market. You see a wide variety of partners. We believe that through partnerships and by focusing on what Dell does best, we can continue to grow our business. There are some areas where we are building our own services capabilities, like our financial services business, Dell Financial Services. And there's Dell Plus Factory Integration, where we load custom software. IBD: How are you competing against companies with more experience offering enterprise services, such as IBM? Dell: If you look at IBM's server market share in the U.S. in the first quarter, it was 10%. Ours was 14%. We're about 40% larger, and growing at a much faster rate. To the extent that there are services required for these products, it's pretty clear that Dell has either been able to provide them, or the customer does not make a decision to buy them attached to the products. Source: IBD