Dell expects exponential growth in mid-market in India

Dell wants to focus on mid-market in tier-2 and tier-3 cities to reach exponential growth in the coming years. It is through distribution of its products alone that Dell is expecting this growth from mid-market section of India. Dell has identified a huge scope of growth in this section after its interaction with channel partners. It feels there is a lot of reach which Dell together with its partners can go in and cover. Its recent sign-up with Ingram Micro from a distribution perspective has aligned Dell for this purpose.

In an interview with DQ Week, Ajay Kaul, Director & General Manager, Dell, India said, "Through distribution alone there is a humungous amount of growth that we are expecting from mid-market space. And as we progress there will be addition of products through that route which will enable us to ramp up growth big time. Whether it's going to be ten fold or fifteen fold, I can't put a figure right now. But it is going to be an exponential growth".

Kaul also added saying, its partner Ingram Micro is better equipped to address customer's demand in tier-2 and tier-3 cities. It intends to leverage upon Ingram's presence in more than forty cities with more than 3000 partners across India. Apart from Dell's acceptability as an OEM in the market, there are other factors too which will help Dell achieve growth. Commenting on its strategies, Ajay Kaul said, "When we approach a particular market or segment there is a lot of readiness that goes behind it. In terms of right products or right price points, and the right technology which is the latest and the best".

Dell has also gone to add three to four channel partners in order to capture the mid-market. It also intends to double its partner investment in the next two-years in order to tap mid-market segment.