With start-ups acting as drivers of new B2C applications, the latter have emerged the fastest-growing segment, and therefore, a key focus area for Dell-EMC India, the company’s President & Managing Director (Enterprise) Rajesh Janey has said.

Given the fact that start-ups are also heavy consumers of data and have a business model that is built around technology, they are also natural allies of companies like Dell-EMC India, he told BusinessLine .

Besides working with large corporations, it has become a business imperative for IT companies to engage with everyone in the ecosystem, including start-ups.

For one, large start-ups also work with a range of partners who provide niche solutions, obviating the need to “reinvent”. “The start-up ecosystem is always evolving, and since they (the players) are clustered around cloud and big data, it becomes a natural alignment for us,” Janey said.

The Dell differentiator

For Dell-EMC, this is also a differentiator, given its wide range of offerings in both product and services space encompassing solutions across networking, storage, cloud and security.

It is for the same reason that the company has a partner team that works with small and medium enterprises (SMEs) that are growing and offer tremendous potential. “The opportunity is still big and as the connectivity across the nation improves, the segment will improve as well,” Janey said.

However, the challenge is that the IT function in these SMEs is not “visible”. “So what they are looking for is someone who could run it for them. Hence, we work with a lot of partners to cater to this need,” he added.

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