Dell and EMC brace for surge in new customers

Survey claims that more than half of buyers not currently working with the duo plan to once the merger is complete

Dell and EMC are preparing for a surge in brand new customers following the findings of a survey.

In a filing with the US Securities and Exchange Commission, EMC published an excerpt from a blog by its chief operating officer Howard Elias which was posted to the EMC internal intranet.

In the note, Elias cited a recent survey carried out by ESG which found that more than 50 per cent of "non-customers" of EMC and Dell expect to work with the combined entity in the future.

ESG published a similar survey last November which found that Dell and EMC customers said they would spend more money with the combined entity than they currently do with them separately.

Regarding the most recent research, Elias said: "When asked what factors would prompt these non-customers to move to Dell-EMC from their current IT provider, technology innovation and end-to-end service and support were among the responses most frequently mentioned.

"Bingo! So there is even more upside with non-customers and underpenetrated accounts and great potential for our sales teams."

Brett Edgecombe, managing director of 101 Data Solutions - a partner of both Dell and EMC - said that it remains business as usual for both sets of customers at the moment, but they are keen to clarify what the merger will mean for them in the future.

"People are wanting news," he said. "End users of EMC and Dell - of which we have many - are all looking for direction. They know it is too early but they want clarity on the products and what is coming in.

"Customers are continuing to purchase and invest in the technology, but the feedback we're getting is 'where is the news?'. [They want to know] what will it look and feel like, and where it is going. Let's have those announcements and conversations."