Dell Computer has announced expanded services agreements with Unisys and Wang.
Stepping up its efforts in the battle against PC companies that also offer a full suite of services, such as IBM, Hewlett-Packard, and the Compaq/Digital conglomerate, Dell's goal is to offer a single point of contact for its global accounts.
Dell recently moved the outsourcing of its services offerings from Digital to Wang following Digital's acquisition by Compaq. According to Dell officials, this alliance with Wang brings more than 25,000 trained engineers, analysts, and consultants to the company's global accounts.
Although the agreements with Unisys and Wang make those two companies the largest service providers for Dell, the PC maker will continue to offer the services of other regional service providers for customers who desire them.
"Potentially, the customer may require us to certify a service provider with whom they have a very satisfactory existing relationship," said Ro Parra, chairperson of the worldwide services council at Dell. "We will do that, but we will first try to convince them that Unisys and Wang are better services providers for their needs."
Unisys and Wang representatives agreed that due to the announcement of the Compaq/Digital acquisition, several customer opportunities have presented themselves.
"A windfall of business may be too strong a term, but there are a number of people in the market that are concerned [about Digital's future], and that has affected people," said Steve Martin, a general manager at Unisys, in Blue Bell, New Jersey. "Are people more actively looking for new solutions as a result? The answer is yes."
Dell Computer Corp., in Round Rock, Texas, can be reached at (800) 388-8542.
****[NOTE TO EDITORS: This article appears in the May 18th edition and may not be reproduced in print or online prior to this date.]