How can Dell improve the value delivered to its customers

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Summary of the Assignment

The organization chosen for the purpose of this assignment is 'Dell Computer Corporation. Dell with its Direct-to-Customer business model is unique in its own sense and because of this differentiation it was able to carve out a niche in the very competitive PC industry. The subsequent pages shall illustrate its direct business concept with its level of market orientation and a deep understanding of the marketing concept.

The customers selected are the end users with in the corporate segment. When dell entered the US PC market it sensed an issue/problem of dissatisfaction among customers in term of product and service delivery of PCs and related components. Dell successfully filled the gaps by going to the root cause of the issue/problem. The nature of the issue shall be analyzed with different models. The five performance objectives of quality, speed, dependability, flexibility and cost shall be judged in relation to their adding value to customers. In the end recommendations to improve the relationship with the end user as well with the corporate client shall be illustrated.

Table of Contents

Introduction 3

Dell- Customer focused & Market Oriented 4

Customer Segmentation 8