Is it
the right
course?
BY SCOTT FERGUSON AND JESSICA DAVIS
Tom miller has been keeping a close eye jump into the channel. All this is happening under
on Dell for years. the guidance of Michael Dell, who retook the CEO
The senior director of IT for FoxHollow reins in January after Kevin Rollins resigned.
Technologies, a cardiovascular health prod- Like other customers and analysts, Miller under-ucts company in Redwood City, Calif., Miller stands the moves Dell is making, but he said the
has been a longtime Dell customer. His company company has some distance to go. He said Dell con-of about 600 employees is standardized on Dell tinues to struggle to address the pain points he expe-servers and PCs. riences with mastering operational excellence and
And Miller has watched as Dell over the past year compliance. After a while, Miller said, price—Dell’s
has rolled out innovations, embracing technologies traditional trump card—matters less and less.
that it historically has kept away from; a revamped “What we are continuing to look for is Dell
management structure; and new services offerings. not just providing products at a competitive price
Most recently, the company hinted it may more fully like its rivals, but at what [CONTINUED ON PAGE 24]
