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EMC customers show distinct lack of Dell delight – research

We don't need no PC-shifter owning our storage supplier

Signpost saying Happy Sad
(www.virgin.com/unite/business-innovation/are-you-happy-at-work)

EMC customers are far from delighted regarding the proposed Dell takeover, according to the 451 research house.

Its research report found 43 per cent of EMC-only customers typically see Dell as a PC supplier, and 42 per cent thought it was out of tune with their enterprise IT concerns.

Amongst the EMC-only customers, some 13 per cent report they will spend less than previously planned with EMC (more than twice the rate of Dell customers), said the report.

Among those who are also Dell customers, 42 per cent view Dell, not surprisingly, as an enterprise IT supplier.

This is a fairly instant reaction to the takeover news and, with the deal not closing until the middle of next year, there are many months for EMC and Dell account teams and channel partners to talk to their customers and attempt to nullify any negative Dell perceptions.

"Dell will need to pay careful attention to account management practices as the two companies merge," the 451 report authors write, and "be sure to take time to educate today's EMC-only customers about the breadth of its enterprise capabilities. This will involve coordination across marketing, direct sales and channel partners, which is not an insignificant task."

They expect EMC and Dell competitors, an ad hoc FUD force, to mount an assault on the joint EMC/Dell customer base and capitalise on any latent dissatisfaction, fear and doubt about the effects of the Dell takeover.

Check out the 451 research into the deal here and a blog about its effects here. ®

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