How MSMEs Can Scale Successfully: Insights from Dell’s William Hasko

Scaling a business today is no easy feat. Amid changing markets and evolving consumer expectations, Micro, Small, and Medium Enterprises (MSMEs) face unique challenges. At the recent MSME Sparks 2025 finale, William Hasko, Director – SMB Marketing, APJ at Dell Technologies, shared invaluable insights on what it takes to grow successfully while maintaining focus on core values, customers, and vision. In an engaging conversation with industry experts, he challenged common myths surrounding business growth and offered frameworks tailored for MSMEs navigating a landscape full of uncertainties.

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The Backbone of the Economy: Understanding MSMEs

Hasko opened the session by emphasizing the vital role that MSME founders play in the economy. He stated, “The fabric of society is built by small businesses. That includes your local dosa stand, but also the startups solving the kinds of problems no one else can.” Across Asia-Pacific, these businesses drive impact, culture, and community. For Dell Technologies, the mission extends beyond just selling products; it encompasses collaborating with these businesses to ensure mutual growth.

MSMEs: Central to Corporate Strategies

Gone are the days when MSMEs were viewed as peripheral segments within large corporations. Hasko pointed out that major companies have recognized the direct correlation between their growth and their relationship with small businesses. “If you go back a decade, big companies might have had a small business department. Now, companies know their growth is attached to how well they connect with and work with SMBs,” he noted.

Market Strategies are Evolving

This shift is evident in marketing strategies where brands actively target small businesses instead of merely focusing on consumers. “The value of the SMB segment, and the recognition of how big it is, is driving decisions at the highest levels of some of the world’s largest companies,” he added.

Transforming Relationships: From Transactions to Partnerships

Hasko drew attention to how Dell has transitioned from a traditional hardware company to a holistic solution provider. He emphasized, “We’re in the technology business, not just the hardware business. That means stepping above the transaction and into the conversation.” Businesses are encouraged to treat their technology vendors as partners in growth.

The Illusion of Funding as Success

A common misconception in the startup ecosystem is equating funding with success. Hasko challenged this notion, stating, “Funding isn’t the end. It’s just another step.” He advised founders to view funding as fuel for their vision rather than a finish line. The most critical challenge lies in maintaining momentum after securing investment.

The Health of Founders and Businesses

For single-promoter and bootstrapped MSMEs, the emotional and physical wellbeing of the founder is intricately linked to the business’s health. Hasko stressed the importance of self-care, encouraging founders to acknowledge their efforts and celebrate small wins.

Smart Growth through Compact Teams

With the rise of technology like AI, Hasko revealed that MSMEs can now achieve significant growth without the need for large teams. “You don’t need big teams to grow. You need clarity about your value, and the right tech and talent to scale smart,” he asserted.

He provided an inspiring case study: Airspeeder Ltd, an Australian startup focused on developing flying cars to advance navigation technologies. Their lean team exemplifies how focused thinking and the right tech can create scalable solutions.

Revenue Clarity is Key

Despite notable innovations, many businesses fail primarily due to a lack of a viable revenue model. Hasko stated, “No matter how futuristic your idea is, you need to understand how it generates a return.” Passion must combine with a clear path to monetization.

Embracing Technology and AI

Hasko cautioned against blindly adopting new technology trends. Instead, MSMEs should align tech implementations with long-term values and goals. He advised to start small, perhaps enhancing operations or customer experiences with technology to create a ripple effect of positive change.

Supporting Women Founders in Business

A consistent advocate for gender equality in entrepreneurship, Hasko highlighted the unique perspectives that women founders bring to the table. “Women think differently, and most of the time, they think better,” he stated, underscoring the need for equitable access to funding and mentorship opportunities.

Taking the Next Step

As the discussion wrapped up, Hasko offered a powerful message: “You’ve already taken the first big step by starting. Don’t be afraid to take the next one.” In a rapidly changing landscape, adaptability and self-awareness are critical for long-term success.