Unisys and Dell Partner on Edge Computing Service
Unisys is strengthening its Device Subscription Service (DSS) through a collaboration with Dell Technologies. The enhanced service aims to support complex edge computing and IoT deployments by providing organizations with more agile digital workplace solutions. This partnership combines Dell's hardware with Unisys's service and support infrastructure.
- The partnership between Unisys and Dell is a 30-year strategic relationship where each company acts as a partner, supplier, and client to the other. Unisys holds Dell's highest partner status, Titanium, and was named the 2025 Global Alliances Growth Partner of the Year. - The Device Subscription Service (DSS) model is designed to shift IT spending from large, upfront capital expenditures (CapEx) to a more predictable monthly operational expense (OpEx), which can simplify budgeting for large hardware fleets. - Unisys's service leverages persona-driven demand forecasting to procure the right technology for different employee roles and uses data-driven device refreshes to optimize performance. This addresses research showing that having the right technology is the second-most important factor for employee retention, directly after compensation. - For forecasting the long, complex sales cycles typical in hardware, sales ops teams often use the "Length of Sales Cycle" methodology, which predicts when a deal will close based on the average time it has taken to close similar deals in the past. - CRM automation in technical sales focuses on creating a unified 360-degree customer view by integrating structured data from the CRM with unstructured data from various other systems. This prevents sales reps from wasting time hunting for customer documents and information across disconnected platforms. - Key performance indicators (KPIs) for semiconductor and hardware companies often go beyond standard pipeline metrics to include the Average Selling Price (ASP) of products, customer retention rates, and supply chain metrics like inventory turnover. - The enhanced DSS offering now extends beyond traditional PCs to manage a wide range of edge and Internet of Things (IoT) devices, such as sensors and other specialized hardware. - AI-driven forecasting models are increasingly used for high-ACV deals, as they can analyze multiple variables beyond historical data, such as economic conditions and marketing engagement, to produce more accurate predictions.
