By John Mark V. Tuazon
Computerworld Philippines
September 7, 2009

SMBs have proven to be a lucrative market in the Philippines, prompting IT solutions provider Dell to shift its country offerings to this segment of the market after serving large enterprises since setting up shop in the country.

The shift, according to Dell executives, is a strategic move towards growing the business in the country, citing SMBs as a key factor for driving their business forward. “More and more, small and medium companies are looking for vendors to help them grow without investing too much,” explained Ng Tian Beng, general manager, Dell South Asia.

Dell’s SMB offerings, Beng said, banks on its ease of use and varies widely depending on unique needs of individual companies. “Our Vostro line, for example, is focused solely on SMBs,” added Barry Bunyi, country general manager for Dell Philippines. “It is bundled with video conferencing and other software that are essential to small yet growing businesses in the region.”

Beng noted that following the recent economic downturn, SMBs have changed their views regarding technology by becoming more critical and careful in handling investments and resources.

“They have a lot of contradictory concerns, such as growing their IT staff yet having to make do with the little resources they have,” he said, adding that Dell is determined to assist SMBs in this kind of situation.

Even if Dell has started to target local SMBs only last year, Bunyi noted that they are seeing positive results with their endeavor. While refusing to cite numbers to prove this claim, he said they are “very confident and optimistic” about this effort.

Despite the shift in focus, Bunyi noted that Dell is still pulling strong on another spaces of the business, particularly in the notebook category. “The mobility market posted a negative growth of 13% last year,” he explained. “But our notebook offerings registered as much as 48% growth.”

Bunyi attributes this stellar growth to their E Series line of laptops, which, he said, has raked in most of the company’s growth in the notebook market.

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