Dell Technologies Inc. (NYSE:DELL) on Thursday said that some of its biggest AI customers are signing multi-year server deals without knowing the final price, prioritizing access to computing power over cost as demand continues to overwhelm supply.

According to Chief Operating Officer Jeff Clarke, Dell has told large enterprises, sovereign customers and cloud providers that future pricing cannot be guaranteed, and many are moving ahead with purchases anyway.

Big Companies Don’t Want To Be Left Waiting

Clarke described an AI infrastructure market where securing capacity has become more important than negotiating price.

"I cannot tell them what the price is gonna be," Clarke said. "But it is arrangements and agreements that we are working with large customers to ensure they have what they need."

Some of those agreements stretch as long as five years.

The dynamic marks a sharp departure from traditional enterprise technology purchasing, where customers typically negotiate pricing before committing to long-term contracts. Dell says AI demand has flipped that equation, with companies more concerned about securing supply than locking in costs.

Dell exited ...