Dell says it is taking the same approach as it did when supplying PCs direct -- process definition, standardization, commoditization, inventory and supply chain management, and so on. But instead of supplying a PC, it's supplying a service such as Transfer My PC.
How many SMB customers will actually want to pay for installation, data migration, server consolidation and similar services is another matter.
If they don't have a clear idea of their own costs, they may not find the list prices attractive. But since Dell is not making big investments in staff, offices, equipment and infrastructure, it's probably not too bothered.
"There's a lot of frustration out there today," Kimbell adds. "Our strategy is about making customers happy, because happy customers come back and buy more stuff."
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