Gartner Research

Dell's Acquisition of EMC Will Impact Storage Customers

Published: 10 March 2016

ID: G00293434

Analyst(s): Stanley Zaffos , Valdis Filks , Arun Chandrasekaran , Pushan Rinnen

Summary

Dell's acquisition of EMC will impact customers of both vendors. This research identifies likely changes in vendor behaviors and product portfolios and provides strategies that storage leaders may pursue to survive and exploit the disruptions and changes in behavior that will result.

Table Of Contents
  • Impacts

Analysis

  • Dell-EMC Impacts
  • Dell-EMC Opportunities
  • Dell-EMC Risks

Impacts and Recommendations

  • Dell's acquisition of EMC will most likely change the postacquisition company's storage product portfolio, R&D priorities, sales strategies and/or support offerings in ways that will force at least some storage customers to respond
  • Storage customer relationships with Dell and EMC are unlikely to remain "business as usual" because significant organizational changes such as executive departures, reductions in force and/or changes in sales territories and channel partners are likely to occur
  • Disruptions caused by Dell's acquisition of EMC will prompt storage leaders to attempt to negotiate more aggressive pricing, and/or better terms and conditions for new and existing assets

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