Movin On Up: E-Execs Hit The Fast Track - Page 4

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$4 Billion Man"> The $4 Billion Man

After six years at Dell Computer, Terry Klein was recently made vice president in charge of Dells B2B initiatives - what Dell calls its Relationship Segment. "All the work Ive done at Dell was tied around our enterprise partner line servers and storage," says Klein, who joined the company in 1995 as vice president of Advanced Systems Group.

All you need to know about Kleins track record in the enterprise server market is that four years after his group launched its initial server offering, Dells server business is generating $4 billion in revenue. "Were also now the No. 2 supplier of Intel servers, both domestically and worldwide," Klein says.

Of his new role, Klein says, "Its pretty complementary to what I was doing. Each of the e-business teams acts as support organizations to the business units themselves."

Klein is in charge of both the corporate e-business team and an online e-business group thats responsible for development and support of Relationships online tools, including Premier, as well as B2B integration with Relationship customers.

"The online team is doing strategy work looking at how Dell can expand its corporate business in areas such as supply chain and CRM," Klein says. "These are a natural extension of our existing e-solutions. We need to have a set of offerings and be highly competitive in this area."

This is a market that Klein sees as growing at 10 times faster than traditional infrastructure sales. The key to it, Klein believes, is Dells existing integration efforts with corporate customers. Dell has already built some 50,000 customized extranet sites for business customers. Klein is hoping to leverage these to expand sales and penetration rate within customer sites.

"The extranets are a great retention and development tool," he explains. "They [make us accessible] to every user in the customer account because we have a unified way for them to interact with us.

For both Dell and its customers, its a win-win situation, Klein believes. "They control their side; we control ours, and as a result, were able to marry the best of both to facilitate this total electronic relationship."