Dell: Build a New Business Model

In the severe economic situation and market competition, more and more companies have realized that an efficient information center not only needs to meet the growing information processing needs of enterprises, but also can fully tap and utilize the commercial value of IT resources, thus enabling enterprises to The information center has become part of the core competitiveness and helps companies to take the initiative in market competition. On the one hand, the construction of an enterprise's IT system needs to complete the transition from technology-oriented to business-oriented; on the other hand, corporate CIOs need to re-examine the enterprise IT strategic planning and decision-making process.

At the recent 2012 Dell Platinum Customer Summit for Midsize Companies, Dell and nearly 100 growth company representatives exchanged and discussed new opportunities and challenges brought by changes in customer needs to the IT industry, and Dell offers a variety of virtualization-based technologies. The end-to-end solutions and success stories of system architectures such as Big Data, Cloud Computing, and Cloud Computing also made these enterprise customers realize more deeply that Dell is no longer the only supplier of desktop hardware devices such as computers and printers.

Zhongnan Cartoon: A sample of medium-sized companies

Dell defines a company with between 100 and 500 employees as a midsize company, also known as a growth company. According to Xu Jianping, general manager of Dell's Growth Enterprises Division in China, mid-sized companies generally have weak IT capabilities and are similar to small businesses, but they are similar to many large companies in terms of IT requirements, especially as companies continue to grow and develop. The role of the system in the enterprise has become more important.

Zhejiang Zhongnan Cartoon Co., Ltd. is a company that does original animation games. Xu Hai, who has a ponytail, has a clear artistic temperament. In this company, he is both an animation designer and also the company's IT leader.

He told reporters that good animation works rely on IT equipment more and more, especially when doing rendering, the requirements for servers and storage devices are very high. “In the past, the company didn’t have a dedicated person responsible for IT work. When we had problems with the design of the equipment, we could only turn to others. I’m interested in IT myself and I’m learning slowly. I was able to solve some server and storage problems on my own, and later the leaders let me take care of this."

Three years ago, the South China Cartoon began using Dell's EqualLogic storage arrays. Dell's team of engineers not only helped them solve bottlenecks in storage I/O, but South East Card also rebuilt an optimized network platform architecture. After constant adjustment and adjustment, "the system has basically no problems."

Although he is already a technology player in the company, Xu Haiyang does not want to become a full-time IT leader. He still hopes he can spend more time on animation design. His greatest dream is to work with his colleagues to create a Well-known animation works.

The South China cartoon is undoubtedly a typical representative of China's medium-sized enterprises. Not only do they need hardware products such as computers, monitors, and printers, they also have increasingly high demands on servers, storage, and other products and applications.

“The change in business needs is the driving force behind Dell's transformation.” Chen Zhenkuan, director of consumer and small and medium-sized enterprise marketing at Dell, said that through a series of acquisitions, Dell has achieved the highest level in the industry from technology to product, and Dell has already These newly introduced technologies and products or integrations, or embedded in Dell's products and solutions, have enabled Dell to play an increasingly important role in the enterprise market.

5 minutes to convince customers to use the cloud platform

“Now, every time I share the value that cloud computing brings to them with my new customers, I will count them first.” Beijing Capital Online Technology Co., Ltd. is a national specialized data center operator and cloud computing. Zhao Yongzhi, the chief operating officer of the service provider, has always been quick to whisper. He pointed to a number on the PPT and explained to the reporter: “If a company needs to use 90 servers, enterprises need to purchase servers and network equipment in the traditional way. You need to rent racks in the IDC room, and you need at least four full-time technicians. This way, the company's annual investment will reach 2.584 million yuan, even if it can be paid in installments, at least 191.10 million yuan to start the business, but if you use The model for renting a cloud computing platform requires enterprises to pay only 630,000 yuan rent each year, and the first phase requires only 52,500 yuan to enable the business to operate first.

In addition, the cloud computing model allows companies to have significant improvements in both time and business agility. Zhao Yongzhi said in a humorous manner that companies can “go at any time, at any time” according to the operation of their own businesses.

"The contrast of this group of figures is too tempting. It takes only 5 minutes and I can persuade a new customer to adopt the cloud platform model." According to Zhao Yongzhi, he felt through the cloud platform built with Dell. It is not only the reduction of maintenance and operating costs, but more importantly, it brings about the transformation of this new business model.

"The biggest benefit of cloud computing platforms for users is that they can use the very low input to enjoy the latest IT technology and the highest-end equipment, and use the same amount of money as the server-hosted rent to start new business." Zhao Yongzhi believes that Scale, scalable, highly elastic, and ultra-stable computing services are cloud computing.

The rise of cloud computing has brought new business growth points for IT vendors and also brought new opportunities for Dell. Dell has already stored a number of solutions for various industries in the infrastructure architecture, through the cooperation of partners. Supporting SME customers, Dell has taken another step toward the goal of "achievement of efficient IT."

How to achieve "end to end"

The transformation into an end-to-end solution provider and service provider is a definite goal of Dell's development in recent years, and its achievements are obvious to all.

In the first quarter of 2012, IDC's data showed that Dell's servers accounted for 33.4% of China's SME market, ranking first, with an annual growth rate of 34.2%. Dell's workstations lasted for two quarters in a row (fourth quarter in 2011 and 2012). In the first quarter, 44.6% and 41.3% respectively ranked first in the Chinese market; Dell's storage products ranked first with 40.3% of the SME market in China.

As the head of Dell's medium-sized business in China, Xu Jianping also has a lot of feelings about the changes of Chinese SMEs.

He believes that Chinese SMEs are the most dynamic group. They have undergone great changes in business models, business models, and awareness concepts. These changes directly affect their IT needs and planning. Also prompted Dell to innovate. "This is a very interesting market. After Dell has clearly defined the direction of development, it is the executive force that fights with his opponent."

To create a complete end-to-end solution, Dell has incorporated many innovative products. In the aspect of integrated system management, the integration of Dell KACE software and hardware can bring more significant benefits to users, especially small and medium-sized enterprises. It can realize the management of the complete life cycle of the system, and its civilian input can also be improved. Faster implementation of the application.

Sun Hao, brand manager of Dell KACE Business in Greater China, said that this is a truly user-oriented solution. Its personalized design, multi-platform, and plug-and-play features allow users to quickly obtain return on investment.

Wang Xiaodong, director of Dell's storage division, said that Dell's innovative mobile data architecture is a mature model covering structured, semi-structured and unstructured data, including storage centralized solutions and big data analytics solutions. The use of a mobile data foundation to build an enterprise-class storage architecture can not only save IT input costs, reduce the use of smaller space, increase the system's scalability, and reduce system implementation risk. The entire system can also increase investment as needs increase.

In terms of network products, Dell not only expanded its product line with Force 10, but also integrated its technology into Dell's overall solution architecture, allowing Dell's network product sales to grow at an annual rate of more than 40%, while users grew by 42%. Li Haiping, general manager of Dell Greater China Network Products, said that Dell Force 10 data center switches are characterized by low latency, low power consumption, high port density, and automated virtualization integration, which can reduce the total cost of ownership. Dell Network Force 10 has a large number of successful cases among domestic well-known Internet companies, energy, high-performance computing, government, telecommunications, and financial customers. Domestic customers include large oil companies, petrochemical companies, ministries, and national large-scale high-performance computing centers.

"Whether we call now the post-PC era or the PC+ era, we must constantly strive to innovate according to the needs of users. The user's computing needs are changing. We must keep up with these changes and satisfy users with innovative business models. Demand, and even guide demand." Xu Jianping told reporters.

Speaking of the prospect of Dell's transformation, Xu Jianping said: "In the enterprise market, we should be able to see Dell's efforts and achievements. I'm always confident about the future of Dell's transformation."