B2B  dell server business
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    B2B  dell server business B2B dell server business Presentation Transcript

    • BUSINESS BUYING BEHAVIOUR IN IT/SOFTWARE INDUSTRYA Case Study on Dell ServersPrepared bySummer Rajput
    • Flow Of presentationServer Definition and Types of ServerIntroduction of Industry and Dell Server BusinessOur customers.BuyGrid for Dell ServersFour Factors influencing BBB of Dell ServerThe Buying center involed, their roles and responsibilities.Use of Technology in BBB for Dell server.Conclusion St.kabir institute of professional studies 1/28/2013 2
    • Server Definition and Types of Server“A server is a software program, or the computer on which that programruns, that provides a specific kind of service to client software running on thesame computer or other computers on a network.”An example is a web server, which stores files related to web sitesand serves (i.e., sends) them across the Internet to clients (i.e., web browsers)when requested by a user. By far the most popular web server program is Apache, which is claimedto host more than 68 percent of all web sites on the Internet. http://www.linfo.org/server.html St.kabir institute of professional studies 1/28/2013 3
    • Continued…. From previous SlideA file server is software, or hardware plus software, that is dedicated to storingfiles and making them accessible for reading and writing to clients (i.e., users)across a network.A print server is software or hardware that manages one or more printers.A network server manages network traffic.A name server maps user and computer names to machine addresses.A database server allows clients to interact with a database.An application server runs applications for clients.***Server farm***load balancing http://www.linfo.org/server.html St.kabir institute of professional studies 1/28/2013 4
    • Introduction of Industry and Dell Server BusinessThe overall server market is 12.59 Billion worldwide .There is tough competition for number one spot between HP and IBM.IDC claims that world wide sales revenue has been declined by 4%.Dell is at no-3 in the race of server market.As of 2012, the company sold personal computers, servers, data storagedevices, network switches,software, and computer peripherals.Dell server range consist following server. Rack Servers Blade Server Solutions PowerEdge Tower Servers Density Optimized Servers Blade server St.kabir institute of professional studies 1/28/2013 5
    • Continued From Previous Slide…Top 5 Corporate Family, Worldwide Server Systems FactoryRevenue, Second Quarter of 2012 (Revenues are in Millions) 2Q12 Market 2Q11 Market 2Q12/2Q11 Revenue Vendor 2Q12 Revenue 2Q11 Revenue Share Share Growth 1. HP* $3,726 29.60% $3,922 29.60% -5.00% 1. IBM* $3,680 29.20% $4,008 30.30% -8.20% 3. Dell $2,020 16.00% $1,908 14.40% 5.90% 4. Oracle $752 6.00% $941 7.10% -20.10% 5. Fujitsu $489 3.90% $845 6.40% -42.10% Others $1,930 15.30% $1,605 12.10% 20.20% All Vendors $12,597 100% $13,228 100% -4Source: IDC Worldwide Quarterly ServerTracker, August 2012. St.kabir institute of professional studies 1/28/2013 6
    • Our CustomerBanks.Telecom companies.Call centers.Big Retail brand Outlets.FMCG companies.Real Estate CompaniesBig logistics companies. St.kabir institute of professional studies 1/28/2013 7
    • BuyGrid for Dell Servers New Modified Straight Buy stages Task Rebuy Rebuy 1. Anticipation or recognition of Problem and a Yes May Be No general solution 2. Determination of characteristics and quantity of Yes May Be No needed item 3. Description of characteristics and quantity of Yes Yes Yes needed item4. Search for and qualification of potential sources Yes May Be No 5. Acquisition and analysis of proposals Yes May Be No6. Evaluation of proposal and selection of suppliers Yes May Be No 7. Selection of an order routine Yes May Be No 8.Performance feedback and Evaluation Yes Yes Yes St.kabir institute of professional studies 1/28/2013 8
    • Factors influencing BBB of Dell Server Buying center Dynamics Individual Influences St.kabir institute of professional studies 1/28/2013 9
    • External Environment InfluenceGeneral condition ( technology development)- Telecommunication/ MusicIndustry /Retail .Interest groups outside organization -BanksGovernment Agency through Tax policyEnvironmental regulation – E-wastage from server and other electronicproduct. St.kabir institute of professional studies 1/28/2013 10
    • Organization InfluencesStructure of company – call centers and information based business.Policies and procedures- To prevent Data theft.Individual influencesTechnical engineers St.kabir institute of professional studies 1/28/2013 11
    • The Buying center involed, their roles and responsibilitiesHere the business which require a server is definitely facing problem regardingcommunication infrastructure.In the context of our case of Dell server buying center is verticalinvolvement/Lateral involvement ( structured perspective). Business Head / Technical Team ( in case of Small Business) CFO/ Technical Team / Marketing Team/ HR Team/ production Department. Here Power of Technical Team is more ( System specification/ Quantity )Finance/marketing Team. ( Vendor selection)HR Team . ( What will be the impact of new system on working condition)New Task in case of new business/ or modified buy in case of established one. St.kabir institute of professional studies 1/28/2013 12
    • Use of Technology in BBB for Dell server.One of the business models for business-to-business operations that hasbeen enabled by information technology is the Dell business model.In this model, orders for computers/ Servers/ power management / othersproduct are placed with Dell by telephone or through the Internet.Through a process called just-in-time (or lean) manufacturing, Waste isreduced and productivity improved by only having the required inventoryon hand when it is actually needed for manufacturing.This reduces both lead times and set up times for building new products. St.kabir institute of professional studies 1/28/2013 13
    • ConclusionTo sell product to theses kind of varied customers, companies in this kindof business need to have multiple product serving different kind ofcampiness .They have to promote their product in terms of superior performancethan giving price discount.After sales services is more important because of dynamics systemproblem. ( Dell provide 3 years warranty on servers ) St.kabir institute of professional studies 1/28/2013 14
    • Thank you St.kabir institute of professional studies 1/28/2013 15