Client: DELL & intel

 

Brief:

Dell was looking to extend its share of market in the European High Performance Computing (HPC) market. Made up of a relatively small number of organisations, this community was tight-knit and showed little interest in conventional sales approaches.

 

Solution:

Working closely with Dell we set about interviewing large HPC users and identified that there was an opportunity for Dell to orchestrate a gathering of the most highly respected members of this community to exchange ideas and best practice. The Accelerating Understanding program was born and we ran our first event at the large hadron collider at CERN in 2007. At the first event Dell and co-sponsor Intel deliberately took something of a back seat, facilitating a remarkably open and exciting
2-day event.

The event is now an annual affair, achieving over 95% requests
for re-invitation every year and over time the role of Dell and Intel has moved from facilitation to active participation and community involvement – both at the events and afterwards in the form of benchmarking and sharing of relevant studies.

These are communicated to the community via the HPC InfoWall - a dynamic online site tailored to the community with HPC related resources including specialist whitepapers, local events,
as well as opportunities to access specialists at HPC Solution Centres and benchmark solutions.

 

Result:

In 2007 Dell had a modest share in the European HPC market. Now, they are one of the leading providers of solutions in Europe. This success is widely attributed within Dell to the Accelerating Understanding program.

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