In addition, Dell needs EMC's salesforce to make the transaction work. Dell plays mainly in the mid-market, and it wants EMC to help it sell products to larger customers. Dell also hopes that it's own sales team can bring some EMC products to smaller customers than it sells to today.
“This deal succeeds or not based on Dell’s ability to leverage and capture value from that EMC salesforce. They’re best of breed in the industry,” said IDC's Del Prete.
So when he hears talk about ‘cost synergies,” he doesn’t see that affecting the sales teams, but rather back office functions like human resources. And that could help keep the job cuts lower.
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