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Dell'S Move From B2C To B2B: Group No - 3

Dell moved from selling directly to consumers (B2C) to focusing on business-to-business (B2B) sales. This required adapting its model to focus on large enterprise and corporate clients, with customized products and solutions. The transition proved challenging due to B2B involving more complex sales cycles and decision making compared to B2C. To succeed, Dell emphasized building long-term relationships, reliability, and demonstrating value to businesses through personalized support and services.

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Swostik Rout
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101 views12 pages

Dell'S Move From B2C To B2B: Group No - 3

Dell moved from selling directly to consumers (B2C) to focusing on business-to-business (B2B) sales. This required adapting its model to focus on large enterprise and corporate clients, with customized products and solutions. The transition proved challenging due to B2B involving more complex sales cycles and decision making compared to B2C. To succeed, Dell emphasized building long-term relationships, reliability, and demonstrating value to businesses through personalized support and services.

Uploaded by

Swostik Rout
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as PDF, TXT or read online on Scribd
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DELL’S MOVE FROM B2C

TO B2B

GROUP NO-3
DIVYANSHI DAYALANI- PGFA1646
PRIYAL PATHAK-PGFA1650
SOUMI NAG –PGFA1652
NANDINI GOSWAMI-PGFA1657
ADITYA JAIN-PGSF1603
SABHYATA MADAHAR-PGSF1641

Group No -3 1
Route Map
 Introduction to company
 Segment revenue
 Differentiators
 Pull system of Dell
 Advantage
 B2B transaction
 Challenges from B2C to B2B
 Factors
 Conclusion - To succeed in B2B market

Group No -3 2
Introduction

 Dell company was established in November 4, 1984.

 It is an American multinational information technology corporation based in Texas, USA.

 Founder is Michael Dell, youngest CEO to guide a company to a fortune 500 ranking.

 Offers desktops, PC, servers, networking products, storage and services

 Current market share : 17.7%

 Current revenue : $13.1 billion (2017 Q2)

Group No -3 3
Revenue of different segments

Customers Large
19.20% Enterprises
29.70%

SME's
24.40%
Public Clients
26.70%

Group No -3 4
Differentiators

 Direct relationship with the final customers.

 Delivered customized products according to the need of the customers.

 Just-in-time (Receives order before building a computer).

 Followed true pull system for pre-assembly inventory and distribution.

Group No -3 5
Pull System of Dell

Phone , Fax or
Production
Website Requisite Parts
Orders
& Components
Final Consumer or
System Integration
Contractor
Finished PC

Group No -3 6
Advantages

 Reduced number of steps from factory to the delivery of PC to final


consumer

 Inventory carrying cost is reduced

 Components are moved out of warehouse with minimum loss in value

Group No -3 7
B2B Transactions

 Purchase made simple by connecting to client’s ERP systems

 Orders are automatically updated for approvals and budget plans

 Exchange occurs through dell website for corporate clients

 Site customized for each clients as per their requirements

Group No -3 8
Challenges from B2C to B2B

 Less availability of alternatives


 B2B selling generally involves diagnosing a customer's challenges and
providing customized solution that may very well involve a long-term
business partnership

 Complex decision making

 Proper information exchange

 Extensive information linkages

Group No -3 9
Factors

 Scalability :
 Maintain long-term relationship with suppliers.

 Technology and process changes to match firm’s requirements.


 Reliability:

Third-party logistics to ensure timely delivery.

Sales personnel with expertise.

Group No -3 10
Conclusion : To succeed in B2B market

 Maximize the value of the relationship

 Highly detailed content is required for B2B marketing

 Multi-step buying process, longer sales cycle

 Brand identity created with personal relationship

 Rational buying decision business value

Group No -3 11
Group No -3 12

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