DELL TECHNOLOGIES
Commercial GTM &
AI Infrastructure Sales Plan
AI Infrastructure | Enterprise Solutions | Commercial Growth | Customer Expansion
Customer
Demand
→
AI Infrastru
cture
→
Solution
Deployment
→
Customer
Value
→
Expansi
on
DELL TECHNOLOGIES | COMMERCIAL GTM & AI INFRASTRUCTURE SALES PLAN
Commercial growth | Enterprise solutions | AI infrastructure
2
01. Executive Summary
Dell Technologies enters FY27 with substantial demand for AI infrastructure alongside a broad commercial
portfolio spanning compute, networking, storage, software, services and client solutions. FY26 revenue was a
record $113.5 billion, including $60.8 billion from Infrastructure Solutions Group (ISG). Dell reported more
than $64 billion in AI-optimized server orders and $43 billion in AI server backlog entering FY27. [1]
The commercial growth model is to translate customer workload needs into integrated infrastructure
solutions: AI-optimized PowerEdge systems and accelerated computing, high-performance networking,
enterprise storage and data infrastructure, AI software and ecosystem integrations, and services to deploy
and operate solutions. Dell AI Factory with NVIDIA is a central route for helping organizations move from
experimentation toward production and scale AI under their control. [3][4]
FY27 results reinforce the opportunity. In Q2 FY27 Dell reported $47 billion total revenue and $31.8 billion ISG
revenue, alongside $16.4 billion AI-optimized server revenue, $10.5 billion traditional servers and networking
revenue, and $4.9 billion storage revenue. AI server orders were $60.9 billion and backlog was $95 billion.
These are company performance indicators, not sales-team quotas. [2]
• Pursue enterprise, sovereign, neocloud, service-provider, public-sector and commercial opportunities with
solutions matched to workload, data control, performance and scale requirements.
• Expand customer relationships across AI infrastructure, traditional compute, networking, storage, services
and commercial clients.
• Use direct customer engagement and Dell’s partner ecosystem to design, deploy and expand integrated
solutions.
02. Sales Objectives
Sales objectives align to disclosed company priorities and customer requirements; corporate financial
guidance is kept distinct from sales execution measures.
• Expand AI infrastructure adoption and scale AI-optimized server deployments.
• Support enterprise AI from pilot and experimentation through production, including agentic AI use cases.
• Grow traditional server and networking opportunities while modernizing customer data centers.
• Expand enterprise storage and AI-ready data infrastructure as part of broader deployments.
• Increase Dell AI Factory adoption, including sovereign AI and service-provider opportunities.
• Grow commercial client opportunities and extend infrastructure relationships into adjacent portfolio areas.
• Increase partner-led opportunity development, joint solution design, enablement and deployment.
• Deliver customer value through integrated infrastructure, software, services and lifecycle support.
• Corporate financial guidance: Dell raised its FY27 full-year revenue outlook by $25 billion to $192 billion in
Q2 FY27. This is corporate guidance, not an individual or team quota. [2]
03. Target Market
Dell’s disclosed demand mix and portfolio serve organizations with a range of infrastructure needs, from
large-scale accelerated computing to refresh and modernization of established IT environments. Dell
described its AI pipeline and customer mix as including neocloud, sovereign and enterprise customers. [1][2]
• Large enterprises and commercial businesses adopting generative or agentic AI.
• AI-focused enterprises and organizations seeking high-performance computing.
• Neocloud providers, service providers and organizations building AI infrastructure services.
• Public-sector organizations and sovereign AI deployments requiring controlled environments.
• Organizations modernizing data-center compute, networking, storage or client infrastructure.
• Global organizations requiring data sovereignty, security, scalability and infrastructure flexibility.
DELL TECHNOLOGIES | COMMERCIAL GTM & AI INFRASTRUCTURE SALES PLAN
Commercial growth | Enterprise solutions | AI infrastructure
3
04. Customer Segmentation
Opportunity segmentation is based on documented infrastructure requirements and solution fit.
Customer Segment
Documented Need
Dell Solution Area
Enterprise AI
Customers
Move workloads from experimentation to
production; combine data, compute and
controls.
AI Factory; AI-optimized PowerEdge;
networking; storage; software; services
Sovereign AI
Customers
Keep infrastructure and data under
organizational or jurisdictional control.
Enterprise-controlled AI infrastructure; data
platforms; security; services
Neocloud / AI
Infrastructure
Providers
Build and scale large AI environments
and cloud services.
Accelerated servers; AI networking; storage;
deployment and lifecycle services
Commercial IT
Customers
Modernize compute, network, storage
and client infrastructure.
PowerEdge; PowerSwitch; enterprise storage;
commercial clients; support
Public-Sector
Customers
Deploy secure, controlled infrastructure
environments.
Servers; storage; networking; AI solutions;
consulting and support
Existing Dell
Infrastructure
Customers
Extend installed infrastructure into AI,
refresh and adjacent portfolio needs.
Server, storage, networking, AI Factory,
services and lifecycle solutions
05. Dell AI Infrastructure Portfolio
A solution-led portfolio lets customer discussions connect workload outcomes to complementary
infrastructure and services. Availability and configuration depend on customer requirements and product
offerings.
Portfolio Area
Customer Requirement
Dell Solution
AI-optimized servers
Accelerated compute for training,
inference and demanding AI workloads.
AI-optimized PowerEdge systems and
GPU-accelerated infrastructure
PowerEdge /
traditional servers
General-purpose compute,
virtualization, databases and refresh
needs.
PowerEdge rack and other server platforms for
CPU- and GPU-based workloads
Networking
High-throughput connectivity for data
centers and AI clusters.
AI networking and data-center networking,
including PowerSwitch portfolio
Storage / data
infrastructure
Reliable data access, management and
scale for enterprise and AI workloads.
Enterprise storage and AI-ready data
infrastructure
Dell AI Factory with
NVIDIA
Integrated path to build, deploy and
scale enterprise AI.
Accelerated computing, networking, storage,
enterprise software, digital twins, robotics and
services
Enterprise software /
AI solutions
AI platform, workload enablement and
ecosystem integration.
Enterprise AI software and validated AI
solutions within the AI Factory ecosystem
Infrastructure services
Architecture, deployment, support and
lifecycle outcomes.
Dell Services, consulting, implementation,
support, data management and asset recovery
Workstations
Local AI development, inference and
specialist workflows.
Dell workstation solutions;
deskside-to-data-center AI architectures
DELL TECHNOLOGIES | COMMERCIAL GTM & AI INFRASTRUCTURE SALES PLAN
Commercial growth | Enterprise solutions | AI infrastructure
4
06. AI Factory Sales Strategy
Dell AI Factory with NVIDIA brings together accelerated computing, networking, storage, enterprise software,
digital twins, robotics and services. Dell positions the integrated offering to help enterprises move AI from
pilot to production, manage enterprise data and scale AI infrastructure under their control. [3][4]
Dell reported more than 5,000 customers deploying Dell AI Factory with NVIDIA in May 2026, compared with
more than 4,000 reported in March 2026. These are dated reported customer counts; no forward
extrapolation is applied. [3][4]
• Anchor discovery in business use case, workload characteristics, data location and governance, security,
performance and deployment constraints.
• Position an integrated architecture across compute, networking, storage, software and services rather than
a standalone server transaction.
• Address enterprise AI, agentic AI, data sovereignty and production scaling requirements through the
relevant solution components.
• Engage AI ecosystem partners and service providers where joint solution development or implementation
improves customer fit.
07. AI Infrastructure Sales Motion
Use a workload-led customer journey to connect business objectives with architecture, deployment and
expansion. The flow describes the customer solution journey rather than an internal sales workflow.
Customer Journey
Commercial Focus
AI Business Requirement
Clarify business outcome, users, governance and desired operating model.
Workload & Data Assessment
Understand data sources, volume, sensitivity, location, performance and
lifecycle.
AI Infrastructure Architecture
Design an appropriate, scalable and secure infrastructure approach.
Compute + Networking + Storage
Match accelerated and traditional compute, network fabric and data
infrastructure to workload needs.
AI Software & Ecosystem
Align software and ecosystem components to AI use cases and operating
environment.
Deployment & Services
Support integration, implementation, consulting and ongoing operations.
Production AI
Operate AI workloads in customer-controlled environments.
Scale & Expansion
Extend infrastructure, workloads, services and capacity as requirements
evolve.
08. Enterprise AI Customer Value Proposition
Dell’s documented value proposition emphasizes an integrated approach designed to help enterprises move
from pilot to production while retaining control over infrastructure and data. [3][4]
• Integrated AI infrastructure across accelerated compute, networking, storage, software and services.
• Enterprise-controlled infrastructure with options addressing data sovereignty and security requirements.
• Performance and scalability for training, inference and emerging agentic AI workloads.
• Infrastructure flexibility across deskside, data-center and larger-scale deployment contexts.
• AI workload optimization and a path from experimentation to production deployment.
• Services and support to assist with design, implementation, deployment and lifecycle needs.
DELL TECHNOLOGIES | COMMERCIAL GTM & AI INFRASTRUCTURE SALES PLAN
Commercial growth | Enterprise solutions | AI infrastructure
5
• An open ecosystem approach involving technology partners and AI solution providers.
09. Server & Compute Sales Strategy
Server and compute growth includes AI-optimized infrastructure and the broader traditional server market.
Revenue figures below are reported product-category revenue, not quotas. [1][2]
Reporting Period
AI-Optimized Server Revenue
Traditional Servers & Networking
Revenue
FY26
$24.683B
$19.512B
Q1 FY27
$16.1B
$8.5B
Q2 FY27
$16.4B
$10.5B
Sales focus
• AI-optimized PowerEdge and GPU-accelerated systems for training, inference and high-performance
computing.
• CPU-based and traditional server opportunities for enterprise applications, infrastructure refresh and hybrid
environments.
• AI inference and agentic AI workloads requiring appropriately sized compute from local systems through
data-center scale.
• Pair server design with networking, storage, software and deployment services to address complete
workload requirements.
10. Storage Sales Strategy
Enterprise storage is a complementary element of data-center modernization and AI infrastructure. Data
access, management and platform requirements should be addressed alongside compute architecture. Dell
reported Q2 FY27 storage revenue of $4.9 billion, up 26% year over year. [2]
• Position storage as part of AI-ready data infrastructure and broader infrastructure deployments.
• Address storage modernization, data management and data-platform requirements.
• Connect storage discussions to the data pipeline, performance, capacity, governance and workload
lifecycle.
• Expand storage with server, networking, AI Factory and services opportunities where solution design
supports it.
11. Networking Sales Strategy
Networking is integral to high-performance data-center and AI environments, linking compute resources to
each other and to data infrastructure. Dell’s AI infrastructure portfolio includes networking as a core
component. [3]
• Qualify AI networking and data-center networking requirements in relation to cluster architecture and
workload performance.
• Consider Dell PowerSwitch and broader networking infrastructure where appropriate to the solution.
• Design integrated compute, networking and storage deployments for high-performance AI environments.
• Use partner ecosystem enablement: Dell’s 2025 partner program included AI Networking incentives and
training on Dell AI Factory and AI positioning. [5]
DELL TECHNOLOGIES | COMMERCIAL GTM & AI INFRASTRUCTURE SALES PLAN
Commercial growth | Enterprise solutions | AI infrastructure
6
12. Commercial Go-to-Market Strategy
The commercial GTM model combines Dell’s direct customer relationships with a partner ecosystem and
strategic technology relationships. Solution design is anchored in customer requirements, with routes to
market suited to customer and deployment context.
• Direct enterprise relationships and Dell sales engagement.
• Channel partners, solution providers and system integrators supporting reach, design and implementation.
• Strategic technology and AI ecosystem partnerships supporting integrated solutions.
• Customer co-development and joint solution development for workload-specific requirements.
• Partner-led and co-selling opportunities across AI Factory, servers, storage, networking and services.
• Commercial client growth alongside infrastructure modernization and AI deployment.
13. Partner & Ecosystem Sales Strategy
Dell describes its partner ecosystem as a mechanism for helping partners build AI capabilities and deliver
repeatable, scalable AI solutions. Partner participation can extend solution design, deployment capacity and
customer access. [5]
• Engage strategic technology partners, channel partners, system integrators and AI solution providers.
• Develop joint solutions aligned with Dell AI Factory and customer workload needs.
• Support partner training and enablement in AI infrastructure, AI Factory and AI Networking positioning.
• Identify co-selling and services opportunities where a partner’s customer relationship or delivery capability
complements Dell.
• Leverage 2026-announced ecosystem relationships with technology companies and AI solution providers
within the relevant solution context.
14. AI Customer Acquisition
Customer acquisition opportunities are associated with business demand for AI adoption, data-center
modernization and infrastructure scale. Qualification should link a defined business need to a feasible
workload architecture.
Acquisition Flow
Opportunity Focus
Business Need
Business outcomes, productivity, customer experience or operational requirements
AI Opportunity
Generative AI, agentic AI, inference, HPC or AI modernization
Architecture
Data, sovereignty, security, capacity and performance requirements
Solution Design
Compute, networking, storage, software and ecosystem components
Deployment
Implementation and services supporting operational readiness
Production
Move validated workloads into customer production environments
Expansion
Extend workloads, infrastructure footprint, services and refresh scope
15. Customer Retention & Expansion
Expansion centers on increasing customer value across the infrastructure lifecycle and aligning additional
portfolio areas to evolving workloads.
DELL TECHNOLOGIES | COMMERCIAL GTM & AI INFRASTRUCTURE SALES PLAN
Commercial growth | Enterprise solutions | AI infrastructure
7
Relationship Progression
Expansion Opportunity
Initial Infrastructure
Establish or refresh compute, storage, networking or client infrastructure
AI Adoption
Assess suitable workloads, data readiness and enterprise controls
Production Deployment
Deploy AI infrastructure and support production operations
Infrastructure Expansion
Extend server, storage and networking footprint as workloads scale
Services
Add consulting, deployment, support, data management and lifecycle services
Long-Term Relationship
Continue modernization, refresh and workload expansion
16. Dell Services & Deployment
Dell AI Factory announcements emphasize services alongside infrastructure as part of an end-to-end offering.
Services support adoption from architecture and implementation through ongoing operations and lifecycle
requirements. [3][4]
• Infrastructure deployment and integration.
• AI implementation assistance and consulting.
• Support for infrastructure and AI workloads.
• Data management services aligned to data and workload needs.
• Infrastructure lifecycle services, including asset recovery.
• Deployment assistance that helps customers operationalize and scale AI environments.
17. Agentic AI Sales Opportunity
Agentic AI adds emerging workload and infrastructure requirements across local AI and data-center
environments. Dell introduced Dell Deskside Agentic AI in May 2026 and described an architecture extending
from local workstations to PowerEdge XE servers. [6]
• Engage on agentic AI use cases, inference requirements and appropriate placement of workloads.
• Discuss local AI and data-sovereignty considerations alongside security and enterprise control.
• Position deskside-to-data-center architectures using workstation and PowerEdge infrastructure where the
workload warrants it.
• Connect agentic AI discussions to Dell AI Factory with NVIDIA for broader integrated deployment and scale.
• Avoid presuming enterprise adoption rates or customer deployment targets; qualify each opportunity on
customer requirements.
18. Market & Geographic Focus
Dell serves a global commercial customer base. Global opportunities include enterprise AI deployments,
infrastructure refresh and sovereign infrastructure requirements across the Americas, EMEA and APJ/APAC.
Geographic emphasis should follow customer demand, applicable sovereignty requirements and actual
opportunity context.
• Support global enterprise customers with consistent infrastructure architecture and deployment alignment.
• Address sovereign infrastructure opportunities where data control and jurisdiction are central requirements.
• Engage service providers and AI infrastructure builders serving regional or global demand.
• Use partner capabilities to complement reach and delivery across markets.
DELL TECHNOLOGIES | COMMERCIAL GTM & AI INFRASTRUCTURE SALES PLAN
Commercial growth | Enterprise solutions | AI infrastructure
8
19. Performance Metrics
Use reported corporate measures to understand business momentum and portfolio demand. The measures
below are not individual sales targets. For customer, partner and services activity, track only measures
formally reported or maintained in applicable business systems; no unpublished numeric targets are
introduced here.
Metric
Reported Result
Period
Total Revenue
$47B
Q2 FY27
ISG Revenue
$31.8B
Q2 FY27
AI-Optimized Server Revenue
$16.4B
Q2 FY27
Traditional Servers & Networking
$10.5B
Q2 FY27
Storage Revenue
$4.9B
Q2 FY27
AI Server Orders
$60.9B
Q2 FY27
AI Server Backlog
$95B
Q2 FY27
Commercial Client Revenue
Reported in Dell quarterly results; see cited
filing
Relevant quarter
AI Factory customer count
More than 5,000 deploying customers
May 2026
20. FY27 Sales & Growth Priorities
Dell’s FY27 momentum supports focus on scaling AI infrastructure while continuing to serve broad enterprise
and commercial infrastructure needs. [2]
• Scale AI infrastructure and AI-optimized server deployments.
• Expand enterprise AI adoption and support workloads moving into production.
• Grow traditional server and networking demand alongside modernization cycles.
• Grow enterprise storage and AI-ready data infrastructure.
• Expand Dell AI Factory adoption, including sovereign AI opportunities.
• Support neocloud, service-provider and high-performance computing environments.
• Expand commercial client business and existing-customer infrastructure footprint.
• Strengthen partner ecosystem capabilities and partner-led solution activity.
• Extend services engagement across deployment, support and lifecycle needs.
21. Sales Performance Table
Q2 FY27 reported corporate performance provides a consolidated view of current momentum. [2]
Metric
Reported Result
Period
Total Revenue
$47B
Q2 FY27
ISG Revenue
$31.8B
Q2 FY27
AI-Optimized Server Revenue
$16.4B
Q2 FY27
Traditional Servers & Networking
$10.5B
Q2 FY27
DELL TECHNOLOGIES | COMMERCIAL GTM & AI INFRASTRUCTURE SALES PLAN
Commercial growth | Enterprise solutions | AI infrastructure
9
Metric
Reported Result
Period
Storage Revenue
$4.9B
Q2 FY27
AI Server Orders
$60.9B
Q2 FY27
AI Server Backlog
$95B
Q2 FY27
22. Sales Execution Framework
The enterprise execution model links expressed customer demand to an integrated solution and a durable
infrastructure relationship. Each stage is grounded in customer workload and deployment needs.
Execution Flow
Outcome
Customer Demand
Understand customer priorities and infrastructure context
AI / Infrastructure Opportunity
Qualify workload, modernization or capacity needs
Workload Assessment
Establish data, performance, security and sovereignty requirements
Solution Architecture
Design fit-for-purpose infrastructure and ecosystem
Compute + Networking + Storage
Integrate the infrastructure foundation
AI Factory / Ecosystem
Align software, partners and AI solution components
Deployment & Services
Implement and support operational readiness
Production AI
Enable customer production workloads
Customer Expansion
Scale workloads and infrastructure footprint
Long-Term Infrastructure Relationship
Continue services, refresh and modernization
Corporate Financial Guidance
Dell raised its FY27 full-year revenue outlook by $25 billion to $192 billion in Q2 FY27. This is corporate
financial guidance and is distinct from sales-team objectives or quotas. [2]
Source Notes
[1] Dell Technologies, FY2026 fourth-quarter and full-year financial results and earnings materials, February 2026. Reported FY26
revenue, ISG revenue, AI-optimized server orders and AI backlog entering FY27; product-category revenue for FY26.
[2] Dell Technologies, FY2027 second-quarter financial results and earnings materials, August 2026. Reported Q2 FY27 revenue,
ISG, AI-optimized servers, traditional servers and networking, storage, AI server orders, backlog and FY27 outlook update.
Includes period-specific Q1 FY27 and Q2 FY27 results referenced in this plan.
[3] Dell Technologies, Dell AI Factory with NVIDIA announcements and solution materials, 2026. Integrated infrastructure scope
and enterprise AI deployment positioning.
[4] Dell Technologies, AI Factory customer deployment updates, March 2026 and May 2026. Reported customer counts exceeding
4,000 and 5,000, respectively.
[5] Dell Technologies, 2025 partner program announcements and partner enablement materials. AI Networking incentives and AI
Factory / AI positioning training.
[6] Dell Technologies, Dell Deskside Agentic AI announcement, May 2026. Deskside-to-data-center architecture context including
local workstations and PowerEdge XE servers.
