OEM Solutions

Dell and EMC OEMs: Avoid the Chaos, Make the Move to HPE

Their concerns include:

  • Product rationalization: Dell and EMC offer overlapping products especially in the areas of entry-level and mid-range storage.  What will happen to the Dell EqualLogic and Compellent portfolios?  What are the consequences for Dell OEMs?  Are products sold today about to become obsolete?  Will customer relationships suffer down the road?  It will take a long time for truly converged infrastructure to emerge from the joint EMC/Dell parts bin.
  • Operational chaos: Integrating Dell and EMC will be a massive undertaking and major distraction.  The company will spend significant time and effort melding diverse organizations, cultures and business practices.  Caught up in the organizational chaos, product teams may lose focus and slip product roadmaps, forcing OEMs to delay programs and break their customer commitments.   
  • R&D impact: Dell will take on significant debt to acquire EMC, leaving them with less to invest in R&D.  OEMs may find themselves at a competitive disadvantage if Dell fails to keep pace with industry innovation.  
  • Channel conflicts: Dell and EMC have distinct channel programs and philosophies.  For example, Dell tends to pursue mid-market deals directly, while EMC tends to rely on the channel.  What will be the approach going forward?  Will Dell force EMC channel partners down market?
  • Sweeping organizational changes: Employee attrition and re-assignments are inevitable in a large-scale acquisition. OEMs may have to establish relationships with new sales, marketing, support or logistics contacts— disrupting business as usual.

The new Dell and the new Hewlett Packard Enterprise are clearly two different companies, heading in two different directions.   The new Dell is a nearly poorly optimized company with overlapping products and organizational structures, and conflicting sales and go-to-market strategies.  The new HPE is a right-sized organization, with a strong financial foundation, and a laser-sharp enterprise focus backed by a unified portfolio of tightly integrated server, networking, storage and software products.

Make the Move to Hewlett Packard Enterprise

Do you already OEM ProLiant servers?  Now is the perfect time to add HPE storage and networking platforms to your portfolio and avoid the uncertainty associated with the Dell acquisition.  Better still, by leveraging a single supplier for all your technology needs you can eliminate vendor interoperability and qualification hassles, improve product quality and customer satisfaction, and accelerate time-to-market.  HPE delivers the stable platforms, dedicated engineering resources, and global distribution partners and support you need to succeed.

Avoid the Dell/EMC chaos.  Make the move to Hewlett Packard Enterprise!

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Hewlett Packard Enterprise OEM Intelligence & Strategy, Int'l Speaker, Author, Board Member, Managing Director & Advisor