EMC Officials Push Benefits of $67 Billion Dell Bid
EMC executives also are stressing how well the companies will mesh and the potential the combined company will have in bringing in business. During the Goldman Sachs event, Tucci reiterated what he and Michael Dell have been noting for months that Dell's strength in selling to small and midsize businesses complements EMC's presence in larger enterprises. They also are complementary in their product portfolios and sales strategy, the CEO said during the earnings call. In his blog post, Elias pointed to analyses by the market research firm Enterprise Storage Group that show that current customers are excited about the prospect of a merged company. In addition, more than 50 percent of non-EMC or -Dell customers said they expect to work with the larger company. "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," he wrote. "Bingo! So there is even more upside with non-customers and underpenetrated accounts and great potential for our sales teams." During the earnings call, Tucci acknowledged the concerns and doubts in some corners about the acquisition, noting that "this is a really big deal and there is a lot of noise in the system and there's a lot of people who have a lot of opinions [and that] a lot of them are not based on a lot of fact."
Given the size of the deal, when talking with customers, executives have to "take an extra lap around the track to go explain. … Once you get them understanding what we could create here, we do get a positive effect," he said.