Page 2 of 2
Dell said the data disputes HP claims that the Dell leveraged buyout has raised the specter of uncertainty that could benefit HP and its partners. "They are trying to create something that is not there because they know they are under attack," said Dell. "They are trying to create the illusion that there is turmoil. If there is any turmoil, it is at HP."
In fact, Dell credited his company's channel focus with being critical in driving the server share gains. He said Dell's channel server sales are growing faster than the company's direct server sales. "We have channel momentum," he said. "There is no question about it. And we also have awesome products."
What's more, he said, his company is going to get more aggressive in the market as a private company when the leveraged buyout is completed. "We are on a tear in PCs and servers, and we are going to keep gaining share. Partners are winning. We are winning."
Solution providers, for their part, credit Dell's robust channel engagement model for the server share gains. They say Dell's steady channel march -- with strong channel teams in the field and a simplified account engagement model-- is paying off.
LAN Infotech, a Fort Lauderdale, Fla.-based Dell and HP partner, does nearly three times as much business with Dell annually -- $270,000 in sales as it does with HP ($100,000 in annual sales) because Dell is easier to do business, said Michael Goldstein, president and CEO of LAN Infotech.
"It's a lot easier to configure and customize Dell systems," he said. "And I am dealing directly with Dell versus most of the time with HP I am dealing with a distributor that has specific bundles."
That said, Goldstein sees HP incorporating changes that are making the company more competitive. "We have some good things coming down the pike with HP too," he said. "It is going to be an interesting next few months for both companies. It is definitely going to be interesting to watch these two companies do battle."
Dell sees the share gains continuing for his company, which Friday celebrated its 29th birthday with an online birthday party. The party marks another milestone for the Dell founder who says he is more excited than ever about the business. "We are relentlessly focused on customers and execution," he said. "We are not letting anything get in the way of executing our business."