Dell Survey Shows Fear, Uncertainty, Doubt with HP Customers
Dell seems to taking every opportunity to take advantage of the fear, uncertainty and doubt that has arisen regarding the state of HP’s expected PSG spinoff. Results of a Dell survey have been released that asked HP customers with at least 500 employees where they’d turn should their HP products fail them. The verdict? Read on.
If you guessed the majority of the 130 companies surveyed would switch over to Dell computers, you’d be right. And apparently, it’s confirmation of a sentiment by CIOs “now questioning if they have the right long-term technology partner for their business,” said Tim Mattox, VP of Enterprise Product Marketing at Dell. Customers are looking for a long-term stable partner they can continue to invest in, he said.
Hmm, those sound like fighting words, especially as HP has continually promised there wouldn’t be any gap in support for its customers amid a spinoff.
Still, of those 130 Dell respondents:
- 46 percent are less likely to buy HP goods and services, with the percentage higher when taking into account the 1,000-5,000 employee range.
- 47 percent of those surveyed that are already using HP products were looking at alternatives.
- A percentage was undisclosed, but the “highest mean score out of 12 other vendors” put Dell as the most considered alternative, alongside Acer and Lenovo.
Dell is playing this survey off as an important study on HP’s future plans, with 63 percent of respondents “felt HP was struggling and unsure of what to do next” and customers “do not agree with the current track HP has set.” Dell also claimed enterprise customers put Dell as their “first go-to” vendor in making a change. This seems to mirror Michael Dell’s focus on labeling Dell as more than just a PC company.
How does this trickle down to the channel? If you’re a Dell partner, you might want to reassess or attack areas that may have previously been untouched or claimed HP territory. But both HP and Dell channel partners may want to reassess their enterprise solutions, with HP partners reassuring customers of support and stability, while Dell partners ramp up their skills on competing products.
But more importantly, will this create channel conflict in the sense that HP and Dell partners will end up more viciously competing in this space? That remains to be seen, but Dell certainly is stirring the proverbial pot. We’ll keep track of Dell’s continually interesting moves as HP irons out their corporate wrinkles.