I’ve written about this countless times – in many different contexts.
It’s great to see positive press about a company that is doing exactly that – Dell. CIO Magazine – reporting on Dell’s Annual Analyst Conference noted this significant theme – “the one thing nearly all customers are saying is that … Dell leads with the question-“What problem do you want to solve?” – as opposed to hardware or software product or packaged service.
The PC market is a tough one right now, and the transition from PC Vendor to end-to-end “Solutions Provider” is a challenging one. But “listening to the customer (and to the market)” is the right place to start!
Disclosure: I work for Dell.