Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts Fluid is the Fuel to go Faster Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts Greg Davis Vice President and General Manager Dell Global Commercial Channels
Pick up tips from Cheryl Cook, Vice President and General Manager of Enterprise Solutions for Dell, on hot to fast track your profits with Dell’s innovative, end-to-end offerings. Greg Davis, Vice President and General Manager of Dell Global Commercial Channels, focuses on ways to fuel your growth through the cross-portfolio training and certifications.
TRANSCRIPT
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
Fluid is the Fuel to go Faster
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
Greg Davis Vice President and General Manager Dell Global Commercial Channels
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Welcome to 2nd DSF 340 partners here, 300 customers Thank you for your partnership and dedication
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
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This week is about you You are crucial to our business Represent 33% of our commercial revenue Providing tools/solutions to help you succeed Welcome Cheryl
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
Fluid is the Fuel to go Faster
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
Cheryl Cook Vice President and General Manager Dell Global Enterprise Solutions Sales
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I am very excited to be here at Dell Storage forum, especially to kick off a day geared for channel partners Hope you are just as excited as I am To get learning, selling and kick off a strong year together
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
A finely-tuned sales engine.
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Cheryl, role and team Huge channel proponent Commitment to leverage channel Unstoppable sales engine
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
“If everything seems to be in control, you’re not going
f” fast enough. - Mario Andretti
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In sales, it’s important to stay fluid Flexibility and ability to constantly adapt Great quote from Mario Andretti To stay ahead, constantly push yourself to exceed your customer needs
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
Get to the finish line faster.
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Enterprise sale, can be tough But it’s profitable 3 tips to help you close faster
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
Stay focused on the flags. #1
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Business hinges on fact customers are always happy Keeping them happy, means listening and prescribing the right solution Full storage portfolio to meet any need By listening, one of our partners was able to pinpoint pains with existing EMC And close quickly and efficientlyExample: Listened to create right solution, huge upgrades Win example: Dell partner from West Coast and Dell sales team partnered to win $595K deal ($250K upfront, $345K 6 months later) Customer in
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
Stay focused
on the flags. Proof of concept day
sale cycle
54
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Customer looking to replace EMC Clariion Wanted DR strategy and virtualized solution Plus low TCO Our sales team engaged one of our partners that specializes in DR implementations Identified weaknesses EQL could help fix Used proof of concept and financing to show value of solution over time Short and sweet sales cycle—less than 2 months
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
Leverage your pit crew. #2
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Dell team here to make sure you have tools and knowledge to win Channel contacts to help you take advantage of programs, discounts, resources Account owners to help open up new opportunities for you They are incentivized to pull you in And can help make connections with customers from LE to SMB
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
Leverage your
pit crew. DPACK 26x growth
in months
twelve
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Partner pulled in $595K deal by leveraging Dell team/access to DPACK tool Another EMC takeout EMC was too old, expensive to operate and no scale Used DPACK tool to analyze infrastructure, size solution and then prescribed Compellent Customer was expressed by knowledge of team and analysis provided by tool; trusted advisors Ask your Dell team about DPACK and others tools you can leverage Partner has grown CML biz thru Dell 26-fold since acquisition Win example: Dell partner from
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
Think beyond one track. #3
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All of you are certified in storage My challenge to you is to go beyond storage, become certified across the enterprise Greg will share more info about this with you By selling E2E solutions, you become a true advisor And give your customers the power to do more, and become more efficient, agile and resilient
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
Think beyond
one track. E2E =
$490K +
+
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Partner/Dell got foot in the door with storage, came out with an E2E win Customer looking for data center solution offering data protection EQL clear fit, perfect interoperability with customer’s existing IP Team saw and opportunity to save customer money up front and offer agility and resiliency over time Brought home $490K intial deal, with opportunity for significant upgrades
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
Quick on the draw.
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Got email about new game, Storage Showdown Puts storage knowledge to the test It’s addicting; you get ammo once you answer the questions correctly and shoot “baddies” Great way to prep for questions customers will throw your way It’s a competition—try and get to the top of the leaderboard I did that yesterday—tried to beat “Channel Chief” He’s a sharp shooter. And, word on the street is that he’s here at DSF Join me in welcoming Channel Chief, Greg Davis back onstage
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
Presenter
Presentation Notes
Got email about new game, Storage Showdown Puts storage knowledge to the test It’s addicting; you get ammo once you answer the questions correctly and shoot “baddies” Great way to prep for questions customers will throw your way It’s a competition—try and get to the top of the leaderboard I did that yesterday—tried to beat “Channel Chief” He’s a sharp shooter. And, word on the street is that he’s here at DSF Join me in welcoming Channel Chief, Greg Davis back onstage
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
On the right track.
product roadmap sessions 8
More time for networking with customers and storage experts
FIVE pre-conference training courses
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Our mission to make it easier to do business with us Input has put us on right track DSF is great example You asked for: More networking. So, we added a lunch dedicated to that, plus lively evening events and more break time to mingle More roadmaps. We now have 8 sessions that cover what’s coming. More training. Added 5 pre-conference training courses and recerts.
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
Fueling your growth.
Register deals, anytime, anywhere
Channel Champions
$$ Financial factors
Support satisfaction
Technical satisfaction
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Your feedback isn’t just shaping the event It’s making the PD program the best it can be Tangible example is our mobile deal reg app You said you wanted to register deals faster and easier So, we created this app, so you can do just that – from your mobile or tablet Keep feeding feedback – to CAMs, to me You named us Channel Champions in recent CRN survey, thank you. Building a strong program to support your success.
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
Equipped to win.
Servers Primary & Secondary Storage
Backup Archive Cloud
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To win in the data center, you need right E2E solutions With Dell, you have one partner for all enterprise solutions One source for questions/expertise, one source for differentated solutions You might have heard of the many acquisitions we’ve been making Those are testament to differentation We don’t just buy up products, we buy IP and weave it in across our enterprise soutions Prime example: Fluid Data architecture Later today, you’ll hear from Brad Anderson, VP Enterprise Solutions for Dell He’ll tell you how E2E from Dell can help differentiate your business And make you your customer’s hero
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
EqualLogic PowerVault Compellent
Equipped to win. Standard pricing.
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Increasing your competitiveness in the market As of May, offering unified discounts for PVLT storage products Simplifying discounts across primary storage products makes it easier to do business As Certified partners, you receive additional DOL
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
Cloud Service Enabler Integrate applications on others’ cloud services.
Certifications give you an edge.
Cloud Builder Design and develop private cloud infrastructures.
Cloud Provider Provide cloud services from your Dell-powered cloud.
March 2012 Today Coming Soon
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Speaking of differentiating your business PD has 5 solutions areas to give you an edge Open additional opportunities or capitalize on existing strength Many of you said, customers are interested in cloud Built new certification area to help you differentiate your biz in that area Launched in March: Cloud builder – design/develop infrastructures. Announcing today: Cloud provider—provide Cloud Services to your clients. Coming soon: Cloud Service Enabler. An aggregator or broker of cloud solutions.
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
Get into gear with training.
Top 25 partners based on FY12 training investment:
Trained individuals
Generated in revenue
Completed courses
Grew YoY revenue by $544M 2,706 794
71%
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Training is best way you can grow your knowledge and business, and help ensure you win more often In Q1, we delivered 35,000 free training courses across the globe From on-line courses, to on-site at one of our many design centers, we’ve made it easy for you to take advantage It’s the only way you’ll learn to articulate the Dell value prop and sell your customers on products and enabling technologies
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
Storage Swap Program
Fast track to profit.
Extended Deal Registration
EqualLogic financing for SMB customers
+ +
0%
=$$
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With Dell Storage, not just one-time sale Put programs in place to ensure you are making the most of wins Extended Deal and LOB reg 0% Financing for EQL—targeted to stimulate SMB customers to buy more product Storage Swap—put $$ in your customers pockets for swapping out EMC for Dell Storage And, as I mentioned earlier—one pricing program for our primary storage products
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
Rewards for accelerating new biz.
• Take advantage of special pricing for eligible products
• 2% rebates for Premier Partners
Dell Greenfield Program
Get rewarded for bringing in new business to Dell
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Rewarding you for new biz-take advantage Just launched Greenfield program Special product pricing and payouts 2% rebate for enterprise products for Premier Talk to CAM for details
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
Shift into overdrive.
Invest in training now starting
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End with call to action Invest in training, starting now. To accelerate our business together in 2012
Q & A #DellSF
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Thank you again for your partnership and joining us here in Boston. Have a great week!
Dell Storage Forum 2012 June 10–13, 2012 | Boston, Massachusetts
. . . .
www.dsfmobile.com Scan the code located on the event signage and in your onsite guide
Mobile App Roadmaps Keynote Evening Event 1 2 3 4
4 Things U Don’t Want to Miss Today
5:30 PM Welcome Reception & Solutions Expo Grand Ballroom
10:00 AM Dell Storage Roadmap BCEC Ballroom East
4:30 PM Enterprise Keynote by Brad Anderson BCEC Ballroom East
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DSF Mobile App – for customized schedule and polling activities Dell Storage Roadmap session at 10am today in this room Brad Anderson Enterprise Keynote this afternoon Immediately after, welcome reception, 5:30pm
