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September 22, 2009 Dell's Plans to Acquire Perot SystemsOne Small — Though Challenging — Step Toward Dell's Services Aspirationsby Pascal Matzke, Chris Andrews with Ellen Daley, Frank E. Gillett, Paul Roehrig, Ph.D., John C. McCarthy, Reedwan Iqbal |
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Executive Summary
While the proposed acquisition of Perot Systems by Dell does not come as a surprise — Dell has been orchestrating a more determined services strategy — it anchors the commitment. The deal, valued at $3.9 billion, will fill some of Dell's gaps in its IT services portfolio and help the company get closer to the needs of a broad range of technology customers. Even though it is a sizable acquisition for Dell, the deal alone will not be enough to immediately transform Dell's services business the way EDS changed HP. For Dell to make the acquisition work, it needs a concrete execution strategy to reconcile the vast strategic differences that exist between its traditional product focus and its expanding services business. Rather than attempting to shape Perot to fit Dell's services standardization strategy, Dell needs to use the acquisition to develop a new services value proposition, one that emphasizes and values the vertical market expertise, customization, and relationships that have traditionally been Perot's strengths. For vendor strategists, the acquisition lends further fuel to a rapidly changing — and consolidating — technology marketplace that will star vendors offering the full suite of technology across hardware, software, and services to business customers.
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