Techaisle Blog

Insightful research, flexible data, and deep analysis by a global SMB IT Market Research and Industry Analyst organization dedicated to tracking the Future of SMBs and Channels.

Dell PCaaS offering differentiating itself with VMware integration

It is understandable that Dell’s PC-as-a-Service offering’s initial target segment is 500+ PC organizations which have sophisticated PC life cycle needs. However, judging by the number of inquiries Techaisle is getting in addition to its most recent survey, there is an untapped potential within the SMB and specifically midmarket segment. If 500+ PC is the cut-off then only 9% of US midmarket firms would qualify. If the threshold is lowered to 250+ PCs then 32% of US midmarket firms would open up as potential target segment. Stretching the statistics to 100+ PCs threshold, the total available market suddenly jumps to 56%. Midmarket is a huge opportunity, and the good thing with midmarket is that it is a whole lot less painful to move 250 to 500 PCs from Windows 7 to Windows 10 than it is to move 150,000. And they are less likely to be having a heterogenous PC environment.

Techaisle research shows that there are three key factors that make PCaaS a compelling value proposition for the midmarket firms.

  1. Alignment with financial objectives with access to latest & advanced PC devices
  2. Access to needed support services freeing up internal IT
  3. Providing better control and manageability

A fourth point key point (a kicker and a key Dell differentiator) is added because of Dell and VMware becoming one company. Techaisle study shows that most midmarket firms are not yet aware about integration with VMware Workspace ONE, an integrated platform powered by VMware AirWatch and its inherent advantages. Because Dell and VMware are one company, Dell has been able to integrate AirWatch, a unified endpoint management technology, and the Dell Client Command Suite and extend PC management capability all the way down into the firmware and BIOS level of Dell PCs. This easily enables a single pane of glass through which IT can push policies, apps, lock-down, wipe and back up data.

Let us drill down into each value proposition and how Dell Technologies is differentiating itself.

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Techaisle survey shows US SMB PC-as-a-Service market needs serious attention

Techaisle’s survey of 1127 US SMBs, analyzed in the report US SMB & Midmarket PCaaS (PC-as-a-Service) Adoption Trends, shows that the market for PCaaS is currently at an early stage – but there is a market. The total proportion of PCs that are provisioned/delivered via PCaaS is still relatively small, but this is not a pure development market – an adoption beachhead has been established. Surevy shows that the ‘big three’ drivers of PCaaS for SMBs are cost 1/ predictability, 2/ a streamlined process for new asset procurement and 3/ the ability to accelerate PC refresh.

Roughly one-third of small (1-99 employees) businesses, and nearly 60% of midmarket (100-999 employees) firms, are aware of PCaaS as an option. This creates a sizeable potential market of potential buyers with at least some understanding of the offering. Most of these small businesses and about two-thirds of the midmarket organizations that are aware of PCaaS report plans to adopt the technology. Adoption intent increases with buyer sophistication.

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