Prepare for initially high marketing costs in the early stage. This will be salesperson-heavy as the use of the internet is not as proliferate as it is in the U.S. or Europe. This is a battle for position. Go for medium-sized to larger corporate and government accounts early on and invest on establishing and building a relationship with them. This is still consistent with the idea of what an actual Dell customer is like.
Corporate clients are more sophisticated both in their knowledge and their choice of products.
This is where Dell can play its strengths. It s a constant innovator. Firms place value on this because it lets them stay ahead of competitors. This quality control not only gives confidence to their consumers, it also provides reassurance to their software suppliers. Corporate clients are less likely to demand bootlegged software.