Juan F. Aguilar
Director General
Dell Mexico
View from the Top

From Device Suppliers to End-to-End Solutions

Wed, 02/21/2018 - 12:20

Q: Dell was founded 32 years ago in the US. How has it evolved since it came to Mexico?

A: We began in Mexico in 1992 and saw a great client response, especially from multinationals. The company initially sold PCs and laptops but in 1996 we began selling servers. From 2000, the technology boom benefited Dell’s strategy. Sales started to double, the customer base grew and our team increased. Over the years, we acquired software and services companies and expanded our portfolio. In the first decade of the millennium, Dell shifted from being a supplier of PCs, laptops and servers and began offering end-to-end solutions for various industries: government, big corporations and medium-sized companies. In this second decade we consolidated our strategy and began growing through networks of distributors and wholesalers that allowed us to increase our levels of coverage. 

The last part of our story is our recent merger with EMC, which has bolstered our portfolio and allowed us to help companies manage the so-called digital transformation. We are observing new business models like Netflix, Uber and Airbnb. There is an effect called 10x wherein every five years technology multiplies its performance by 10, which can be applied to bandwidth for example. At Dell, we help companies in two ways: to modernize infrastructure for those already established and to prepare for the cloud for newly founded ones. 

Q: Where is Mexico in the digital transformation of its companies?

A: I am convinced that Mexico will be a key player in digital transformation. An example is the iLab development laboratory based in Veracruz that aims to develop and incubate innovative projects led by young entrepreneurs. Mexico is in a strategic position due to its proximity to one of the largest global markets and the huge support 
universities are offering in the digital transformation age. This must have two essential components: technology and quality labor. Mexico has both. 

Q: How is Dell México facing the huge increase in sales of mobile devices like smartphones and tablets? Where is the industry headed?

A: We are active participants. These types of devices are proliferating and it is expected there will be 50 billion phones, tablets and laptops connected to the internet in 2020. This is going to require an increase in processing systems and Dell is going to manage this enormous amount of data. We are also working on security gaps, as there are a million cybercrimes committed daily on a variety of devices. In addition, half of the companies on the Fortune 500 list from 2000 have disappeared, which gives an idea of the huge revolution we are experiencing. 

Q: To what extent do you think there is a technological ceiling?

A: Experts like Steve Wozniack are talking about the fifth industrial revolution, which is linked to so-called artificial intelligence. The clearest examples are self-driving cars, but this is only the beginning. The cloud also has characteristics of artificial intelligence, such as storage that can automatically expand without any human intervention. Dell is very involved in the five tendencies that are the cloud, big data, security, artificial intelligence and device management. 

Q: What are Dell’s plans for Mexico?

A: We are excited about our merger with EMC and about our participation in the technological renovation and modernization of our client’s infrastructure. We are also looking at big corporations and medium-sized companies, and continuing to support the government and consumers. Our aspiration is to continue growing at double digits and to remain market leaders thanks to our portfolio of end-toend solutions. In addition, we recently opened our bank, Dell Financial Services, and we are increasingly incorporating new processes so that technology is more accessible to people. This is the Dell we see for Mexico.