Industry Interview: Dell Federal
MMT 2012 Volume: 16 Issue: 1 (February)
Dell Federal
Q: Tell us about Dell and what it offers to the government.
A: Today Dell is a true end-to-end solutions provider for government organizations. From the back end to edge devices and a full array of services to ensure these systems and solutions are run effectively and efficiently, Dell has evolved a great deal to meet customer needs in this space. We have developed a number of IT solutions specifically designed to meet the unique needs of our government customers. Whether it’s developing a solution designed to quickly collect digital evidence on scene or a flexible cloud solution that helps government organizations comply with the “cloud first” mandates of the U.S. CIO’s office, Dell is focused on helping its government customers solve complicated problems with powerful, yet easy-to-use IT solutions.
At a time when government entities are facing serious challenges, forcing them to make hard, systemic changes, Dell’s evolution as a company has come at an important time for our government customers. There is no single solution for any one customer and Dell’s ability to provide the full range of IT solutions helps our customers find out what will work for them—whether it’s consolidated or more efficient data centers, co-sourced services or greater IT mobility.
Q: What are Dell’s objectives in 2012 for the government market?
A: Government faces a lot of strain given the political environment and flat tax revenues as the economy recovers at a slow pace. Complicating this, citizens are increasingly expecting more from their government while available resources for these government entities continue to either remain stagnant or, more often, begin to shrink.
The IT solutions offered by Dell to this pressing problem can be an important remedy to many of these problems. As a leading provider of IT solutions and services to government, in addition to the close customer relationships we have been able to forge over the years, we at Dell have positioned ourselves as trusted advisers that can help to remedy a full array of customer problems. Our capabilities include both hardware and software, making Dell a onestop- shop for government solutions. Clients in other sectors, such as health care, already know of our solutions for data security, mobility, telecommuting and the cloud. These flexible and powerful solutions are often designed specifically for government customers, helping to give them the confidence that these solutions will be powerful, flexible and secure enough for their respective environments.
Q: Can you describe the challenges that Dell encounters in the government market?
A: For much of its history, Dell focused on client devices—specifically PCs and laptops. When customers think about Dell, they know us to be a reliable source for highquality PCs and laptops for their organizations. This branding enjoys tremendous staying power in terms of customer perception. As Dell evolves to become a solutions provider, in addition to its PC business, we seek recognition among new customers for these services as well. When people think Dell, they still think laptops and desktops. We want people to think of Dell as a fullservice solutions provider, including servers, storage and software that bring elegant solutions to complex problems.
Q: How are Dell’s solutions customized to meet the needs of the government?
A: Some solutions need to be customized, others do not. Electronic records, mobile computing and outsourced or cosourced IT services—these constitute of some of the core needs of government at this juncture, as it works to modernize and update its information technology systems. Fortunately, Dell already possesses these capabilities in health care and law enforcement— making government adoption of these solutions the next logical step. With a few minor adjustments, these products can be customized for government use. Some government functions, such as providing health care, can already use existing Dell products.
For instance, information across the spectrum of government services and operations increasingly comes in digital form. A good example of this would be electronic medical records [EMRs]. With governmentrun health services moving—or being directed to move—to EMRs, there is a need to find capable and efficient solutions to help them meet these needs—something Dell is well positioned to do. Opportunities like this to customize existing solutions to suit government needs exist throughout Dell’s business.
Q: Is there anything else that you would like to add?
A: The trend towards inter-connectedness will continue unabated—and this includes government organizations. Information sharing—enabling the right people to get the right data at the right time—will continue to trend as government agencies that once worked separately must share information resources. Inter-connectivity means that the stereotype of government agencies not talking to each other may soon be a thing of the past. I think, that as the government seeks solutions to its pressing problems, it needs to look towards the private sector for some guidance as well. When it comes to finding effective solutions, inter-connectivity also means cooperation between public and private sector organizations. At Dell, we stand ready to be a part of those ideas and solutions. ♦
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