DELL » Topics » Sales and Marketing

This excerpt taken from the DELL 10-K filed Mar 18, 2010.
Sales and Marketing
 
We sell our products and services directly to customers through our online store at www.dell.com, dedicated sales representatives, telephone-based sales, and through a variety of indirect sales channels. Our customers include large


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global and national corporate businesses, public institutions including government, education and healthcare organizations, and law enforcement agencies. Our customers also include small and medium-sized businesses, individual customers, and retailers. Within each geographic region, we have divided our sales resources among these various customer groups. No single customer accounted for more than 10% of our consolidated net revenue during any of the last three fiscal years.
 
Our sales and marketing efforts are organized around the evolving needs of our customers. Our direct business model provides direct communication with our customers, thereby allowing us to refine our products and marketing programs for specific customer groups. Customers may offer suggestions for current and future Dell products, services, and operations on an interactive portion of our Internet website called Dell IdeaStorm. This constant flow of communication allows us to rapidly gauge customer satisfaction and target new or existing products.
 
For large business and institutional customers, we maintain a field sales force throughout the world. Dedicated account teams, which include field-based system engineers and consultants, form long-term relationships to provide our largest customers with a single source of assistance, develop specific tailored solutions for these customers, and provide us with customer feedback. For large, multinational customers, we offer several programs designed to provide single points of contact and accountability with global account specialists, special global pricing, and consistent global service and support programs. We also maintain specific sales and marketing programs targeted at federal, state, and local governmental agencies, as well as healthcare and educational customers.
 
We market our products and services to small and medium-sized businesses and consumers primarily by advertising on television and through the Internet, advertising in a variety of print media, and mailing or emailing a broad range of direct marketing publications, such as promotional materials, catalogues, and customer newsletters.
 
We also sell our products and services through indirect sales channels. In the U.S., we sell products indirectly through third-party solution providers, system integrators, and third-party resellers. We also offer select consumer products in retail stores in several countries in the Americas, Europe, the Middle East, and Africa, which we refer to as “EMEA,” and Asia-Pacific Japan (“APJ”). Outside the U.S., we sell products indirectly through selected retailers to benefit from the retailer’s existing end-user customer relationships and valuable knowledge of traditional customs and logistics in the country and to mitigate credit and country risk as well as because sales in some countries may be too small to warrant a direct sales business unit. Our goal is to have strategic relationships with a number of major retailers in larger geographic regions. During Fiscal 2010, we continued to expand our global retail presence, and we now reach over 56,000 retail locations worldwide. Our retailers include Best Buy, Staples, Wal-Mart, DSGI, GOME, and Carrefour, among others.
 
These excerpts taken from the DELL 10-K filed Mar 26, 2009.
Sales and Marketing
 
We sell our products and services directly to customers through dedicated sales representatives, telephone-based sales, online at www.dell.com, and through a variety of indirect sales channels. Our customers include large corporate, government, healthcare, and education accounts, as well as small and medium businesses and individual consumers. Within each of our geographic regions, we have divided our sales and marketing resources among these various customer groups. No single customer accounted for more than 10% of our consolidated net revenue during any of the last three fiscal years.
 
Our sales and marketing efforts are organized around the evolving needs of our customers. Our direct business model provides direct communication with our customers; thereby allowing us to refine our products and marketing programs for specific customer groups. Customers may offer suggestions for current and future Dell products, services, and operations on an interactive portion of our website called Dell IdeaStorm. This constant flow of communication allows us to rapidly gauge customer satisfaction and target new or existing products.
 
For large business and institutional customers, we maintain a field sales force throughout the world. Dedicated account teams, which include field-based system engineers and consultants, form long-term relationships to provide our largest customers with a single source of assistance, develop specific tailored solutions for these customers, and provide us with customer feedback. For large, multinational customers, we offer several programs designed to provide single points of contact and accountability with global account specialists, special global pricing, and consistent global service and support programs. We also maintain specific sales and marketing programs targeted at federal, state, and local governmental agencies, as well as at specific healthcare and educational customers.
 
We market our products and services to small and medium businesses and consumers primarily by advertising on television and the Internet, advertising in a variety of print media, and mailing or emailing a broad range of direct marketing publications, such as promotional materials, catalogs, and customer newsletters.
 
Our business strategy also includes indirect sales channels. Outside the U.S., we sell products indirectly through selected partners to benefit from the partner’s existing end-user customer relationships and valuable knowledge of traditional customs and logistics in the country, to mitigate credit and country risk, and because sales in some countries may be too small to warrant a direct sales business unit. In the U.S., we sell products indirectly through third-party solution providers, system integrators, and third-party resellers. PartnerDirect brings our existing partner initiatives under one umbrella globally. PartnerDirect includes partner training and certification, deal registration, dedicated sales and customer care, and a dedicated web portal. We also offer select consumer products in retail stores in several countries in the Americas, EMEA, and APJ. Our goal is to have strategic relationships with a number of major retailers in our larger geographic regions. During Fiscal 2009, we continued to expand our global retail presence, and we now reach over 24,000 retail locations worldwide. Our retailers include Best Buy, Staples, Wal-Mart, GOME, and Carrefour, among others.


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Sales and
Marketing



 



We sell our products and services directly to customers through
dedicated sales representatives, telephone-based sales, online
at www.dell.com, and through a variety of indirect sales
channels. Our customers include large corporate, government,
healthcare, and education accounts, as well as small and medium
businesses and individual consumers. Within each of our
geographic regions, we have divided our sales and marketing
resources among these various customer groups. No single
customer accounted for more than 10% of our consolidated net
revenue during any of the last three fiscal years.


 



Our sales and marketing efforts are organized around the
evolving needs of our customers. Our direct business model
provides direct communication with our customers; thereby
allowing us to refine our products and marketing programs for
specific customer groups. Customers may offer suggestions for
current and future Dell products, services, and operations on an
interactive portion of our website called Dell IdeaStorm. This
constant flow of communication allows us to rapidly gauge
customer satisfaction and target new or existing products.


 



For large business and institutional customers, we maintain a
field sales force throughout the world. Dedicated account teams,
which include field-based system engineers and consultants, form
long-term relationships to provide our largest customers with a
single source of assistance, develop specific tailored solutions
for these customers, and provide us with customer feedback. For
large, multinational customers, we offer several programs
designed to provide single points of contact and accountability
with global account specialists, special global pricing, and
consistent global service and support programs. We also maintain
specific sales and marketing programs targeted at federal,
state, and local governmental agencies, as well as at specific
healthcare and educational customers.


 



We market our products and services to small and medium
businesses and consumers primarily by advertising on television
and the Internet, advertising in a variety of print media, and
mailing or emailing a broad range of direct marketing
publications, such as promotional materials, catalogs, and
customer newsletters.


 



Our business strategy also includes indirect sales channels.
Outside the U.S., we sell products indirectly through selected
partners to benefit from the partner’s existing end-user
customer relationships and valuable knowledge of traditional
customs and logistics in the country, to mitigate credit and
country risk, and because sales in some countries may be too
small to warrant a direct sales business unit. In the U.S., we
sell products indirectly through third-party solution providers,
system integrators, and third-party resellers. PartnerDirect
brings our existing partner initiatives under one umbrella
globally. PartnerDirect includes partner training and
certification, deal registration, dedicated sales and customer
care, and a dedicated web portal. We also offer select consumer
products in retail stores in several countries in the Americas,
EMEA, and APJ. Our goal is to have strategic relationships with
a number of major retailers in our larger geographic regions.
During Fiscal 2009, we continued to expand our global retail
presence, and we now reach over 24,000 retail locations
worldwide. Our retailers include Best Buy, Staples, Wal-Mart,
GOME, and Carrefour, among others.





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These excerpts taken from the DELL 10-K filed Mar 31, 2008.
Sales and Marketing
 
We sell our products and services directly to customers through dedicated sales representatives, telephone-based sales, online at www.dell.com, and through a variety of indirect sales channels. Our customers include large corporate, government, healthcare, and education accounts, as well as small-to-medium businesses and individual consumers. Within each of our geographic regions, we have divided our sales and marketing resources among these various customer groups. No single customer accounted for more than 10% of our consolidated net revenue during any of the last three fiscal years.
 
Our sales and marketing efforts are organized around the needs, trends, and characteristics of our customers. Our direct business model provides direct and continuous feedback from customers, thereby allowing us to develop and refine our products and marketing programs for specific customer groups. Customers may offer suggestions for current and future Dell products, services, and operations on an interactive portion of our website called Dell IdeaStorm. This constant flow of communication allows us to rapidly gauge customer satisfaction and target new or existing products.


4


Table of Contents

For large business and institutional customers, we maintain a field sales force throughout the world. Dedicated account teams, which include field-based system engineers and consultants, form long-term relationships to provide our largest customers with a single source of assistance and develop specific tailored solutions for these customers. For large, multinational customers, we offer several programs designed to provide single points of contact and accountability with global account specialists, special global pricing, and consistent service and support programs across all global regions. We also maintain specific sales and marketing programs targeted at federal, state, and local governmental agencies, as well as at specific healthcare and educational customers.
 
We market our products and services to small-to-medium businesses and consumers primarily by advertising on television and the Internet, advertising in a variety of print media, and mailing a broad range of direct marketing publications, such as promotional pieces, catalogs, and customer newsletters.
 
Our business strategy also includes indirect sales channels. Outside the U.S., we sell products indirectly through selected partners to benefit from the partner’s existing customer relationships and valuable knowledge of traditional customs and logistics in the country, to mitigate credit and country risk, and because sales in some countries may be too small to warrant a direct sales business unit. In the U.S., we sell products indirectly through third-party solution providers, system integrators, and third-party resellers. In Fiscal 2008, we announced PartnerDirect, a global program that brings our existing partner initiatives under one umbrella in the U.S. PartnerDirect includes partner training and certification, deal registration, dedicated sales and customer care, and a dedicated web portal. We intend to expand the program globally. Continuing our strategy and efforts of better meeting customers’ needs and demands, we began offering select products in retail stores in several countries in the Americas, EMEA, and APJ during Fiscal 2008. These actions represent the first steps in our retail strategy, which will allow us to extend our business model to reach customers that we have not been able to reach directly.
 
Sales and
Marketing



 



We sell our products and services directly to customers through
dedicated sales representatives, telephone-based sales, online
at www.dell.com, and through a variety of indirect sales
channels. Our customers include large corporate, government,
healthcare, and education accounts, as well as small-to-medium
businesses and individual consumers. Within each of our
geographic regions, we have divided our sales and marketing
resources among these various customer groups. No single
customer accounted for more than 10% of our consolidated net
revenue during any of the last three fiscal years.


 



Our sales and marketing efforts are organized around the needs,
trends, and characteristics of our customers. Our direct
business model provides direct and continuous feedback from
customers, thereby allowing us to develop and refine our
products and marketing programs for specific customer groups.
Customers may offer suggestions for current and future Dell
products, services, and operations on an interactive portion of
our website called Dell IdeaStorm. This constant flow of
communication allows us to rapidly gauge customer satisfaction
and target new or existing products.





4





Table of Contents






For large business and institutional customers, we maintain a
field sales force throughout the world. Dedicated account teams,
which include field-based system engineers and consultants, form
long-term relationships to provide our largest customers with a
single source of assistance and develop specific tailored
solutions for these customers. For large, multinational
customers, we offer several programs designed to provide single
points of contact and accountability with global account
specialists, special global pricing, and consistent service and
support programs across all global regions. We also maintain
specific sales and marketing programs targeted at federal,
state, and local governmental agencies, as well as at specific
healthcare and educational customers.


 



We market our products and services to small-to-medium
businesses and consumers primarily by advertising on television
and the Internet, advertising in a variety of print media, and
mailing a broad range of direct marketing publications, such as
promotional pieces, catalogs, and customer newsletters.


 



Our business strategy also includes indirect sales channels.
Outside the U.S., we sell products indirectly through selected
partners to benefit from the partner’s existing customer
relationships and valuable knowledge of traditional customs and
logistics in the country, to mitigate credit and country risk,
and because sales in some countries may be too small to warrant
a direct sales business unit. In the U.S., we sell products
indirectly through third-party solution providers, system
integrators, and third-party resellers. In Fiscal 2008, we
announced PartnerDirect, a global program that brings our
existing partner initiatives under one umbrella in the
U.S. PartnerDirect includes partner training and
certification, deal registration, dedicated sales and customer
care, and a dedicated web portal. We intend to expand the
program globally. Continuing our strategy and efforts of better
meeting customers’ needs and demands, we began offering
select products in retail stores in several countries in the
Americas, EMEA, and APJ during Fiscal 2008. These actions
represent the first steps in our retail strategy, which will
allow us to extend our business model to reach customers that we
have not been able to reach directly.


 




This excerpt taken from the DELL 10-K filed Oct 30, 2007.
Sales and Marketing
 
We sell our products and services directly to customers through dedicated sales representatives, telephone-based sales, and online at www.dell.com. Our customers include large corporate, government, healthcare, and education accounts, as well as small-to-medium businesses and individual consumers. Within each of our geographic regions, we have divided our sales and marketing resources among these various customer groups. No single customer accounted for more than 10% of our consolidated net revenue during any of the last three fiscal years.
 
Our sales and marketing efforts are organized around the needs, trends, and characteristics of our customers. Our direct business model provides direct and continuous feedback from customers, thereby allowing us to develop and refine our products and marketing programs for specific customer groups. Customers may offer suggestions for current and future Dell products, services, and operations on an interactive portion of our website called Dell IdeaStorm. This constant flow of communication, which is unique to our direct business model, also allows us to rapidly gauge customer satisfaction and target new or existing products.
 
For large business and institutional customers, we maintain a field sales force throughout the world. Dedicated account teams, which include field-based system engineers and consultants, form long-term relationships to provide our largest customers with a single source of assistance and develop specific tailored solutions for these customers. For large, multinational customers, we offer several programs designed to provide single points of contact and accountability with global account specialists, special global pricing, consistent service and support programs across global regions, and access to central purchasing facilities. We also maintain specific sales and marketing programs targeted at federal, state, and local governmental agencies as well as specific healthcare and educational markets.
 
We market our products and services to small-to-medium businesses and consumers primarily by advertising on television and the Internet, advertising in a variety of print media, and by mailing a broad range of direct marketing publications, such as promotional pieces, catalogs, and customer newsletters. In certain locations, we also operate Dell stores or kiosks, typically located within shopping centers, that allow customers to view our products in person and purchase online with the assistance of a Dell expert.
 
Although the focus of our business strategy is selling directly to customers, we also utilize some indirect sales channels when there is a business need. In the U.S. we sell products indirectly through third-party solution providers, system integrators, and third-party resellers. During Fiscal 2008, we began offering Dell


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Dimensiontm desktop computers and Inspirontm notebook computers in retail stores in the Americas and announced partnerships with retailers in the U.K., Japan, and China. These actions represent the first steps in our retail strategy, which will allow us to extend our business model and reach customers that we have not been able to reach directly. Outside the U.S., we sell products indirectly through selected partners to benefit from the partner’s existing customer relationships and valuable knowledge of traditional customs and logistics in the country, to mitigate credit and country risk, and because sales in some countries may be too small to warrant a direct sales business unit.
 
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