New Technology Business Research Shows Enterprise Customers Looking for Alternatives, Choose Dell for End-to-End Solutions

A majority of respondents to a survey of 130 Hewlett-Packard (HP) customers in the United States with at least 500 employees have become concerned with the direction the company is taking, according to Technology Business Research (TBR)¹ . Customers surveyed in TBR’s September 2011 research indicated Dell would likely be their provider of choice if they decide to make a change having received the highest mean score amongst alternative vendors the study suggested².

“These survey findings confirm what Dell has been hearing from CIOs as many are now questioning if they have the right long-term technology partner for their business,” said Tim Mattox, vice president of Enterprise Product Marketing at Dell. “In a world in which technology is changing faster than ever before, our customers rely on their IT partners to help them grow and evolve from the end point to the data center. Dell is unwavering in our dedication to helping customers get the most from their technology investment over the long term and will continue to innovate and invest in end-to-end technology solutions.”

Key Survey Findings Include:

• 46 percent of respondents are now less likely to purchase HP products and services; for companies 1,000 to 4,999, this sentiment rose to 53 percent³
• 47 percent of respondents using HP PCs or mobile devices and 23 percent of those using HP servers indicated they were investigating alternatives to HP⁴
• When asked which vendors, if any, would be given additional consideration based on HP’s announcements, Dell received the highest mean score out of 12 other vendors rated in the question including Acer and Lenovo⁵

“In this study TBR asked HP customers if, based on the announcements, they felt HP was well-managed with a clear vision of the future or if they felt HP was struggling and unsure of what to do next and 63% of all respondents selected the latter. This response rate is a very clear indicator that customers do not agree with the current track HP has set and that could impact future business,” said Geoff Woollacott, a senior analyst in TBR’s Computing Practice and the study’s lead author. “The impact can be seen from other survey questions across HP’s business segments, reaching beyond the PC division. Enterprise customers said Dell would be their first ‘go to’ alternative should they make a change.”

More Information:

• Dell’s Commitment to End User Computing: To help customers struggling with uncertainty, Dell offers a variety of programs and solutions to enable a seamless transition to Dell.
• Multi-vendor Hardware Support: Dell recently expanded its commitment to PC and hardware system support in North America, to Europe and South America - even if it’s made by HP, IBM, Lenovo or Acer.

Survey Methodology
In September 2011, TBR fielded HP enterprise customers in an online survey on the topic of gauging initial customer reaction to HP’s August 2011 announcements concerning the company’s decision to exit the tablet business, restructure or spin off its PC business and the Autonomy acquisition. A total of 130 respondents with employee size quotas of 500-900, 1,000 to 4,999 and more than 5,000 completed the survey. Following the announcement of Meg Whitman as new HP CEO, TBR surveyed same respondents to gain initial reaction. For more information on TBR, please visit: http://www.tbri.com/

About DELL
Dell Inc. (NASDAQ: DELL) listens to customers and delivers innovative technology and services that give them the power to do more. Dell Services develops and delivers a comprehensive suite of services and solutions in applications, business process, consulting, infrastructure and support to help customers succeed. Learn more at www.dell.com.



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¹Technology Business Research, “HP Customer Reaction Survey,” September 2011, p. 4.
²TBR, p. 9.
³TBR, p. 8.
⁴TBR, p. 11.
⁵TBR, p. 9.