Chapter3

Levers for Becoming MoreReal Time—A Product/ServiceLife-Path Perspective

Dell rose from a dorm-room start-up to a global force during the 1990s as a PC maker. Michael Dell launched Dell Computer Corporation in 1984 with $1,000 and a few employees. By 1995, the company grew to more than seven thousand employees in fifteen countries with $3.5 billion in sales implementing a build-to-order direct sales model. This success validated Michael Dell’s belief that tailoring personal computers to user preferences would make Dell computers easier to use and troubleshoot. The company became known for its relatively affordable but high-quality PCs, reliable customer service, and strong customer relations. Although some other companies also offered ...

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