training deck dell new 16th august new 2010 (2)

TRAINING DECK - DELL

http://windows.microsoft.com/en-IN/windows/home

Global CSMB Indirect Training

The Content

• Beginning of Dell

• Current State

• Value Prop– Quality

– Innovation

– Committed To green

– Customer Excellence

• Basic Dell Business

• Business Model– Direct

– Retail

• Products In Detail

• Inspiron

• Introduction/ Key Tenets/ Key Selling Points/ Target

Customer/ Who Buys Inspiron/ Qualifying Q&A/ Key Features

• Studio


Customer/ Who Buys Studio/ Qualifying Q&A/ Key Features

• Studio XPS


Customer/ Who Buys Studio XPS/ Qualifying Q&A/ Key

Features

• Adamo


Customer/ Who Buys Adamo/ Qualifying Q&A/ Key Features

• Alienware


Customer/ Who Buys Alienware/ Qualifying Q&A/ Key

Features

•Customer Segmentation

–Family With Kids

–Students/ Gen Y

–Gamers

–Affluent Professional

• Meeting Customer Needs

• Inspiron

• Studio / Studio XPS

• Adamo

• Alienware

• Brand Architecture

Phase - 1 Phase - 2 Phase - 3

Phase 1


Phase -1

AT THE END OF THIS PHASE YOU WILL BE ABLE TO:

• Recall how Dell was founded.

• Articulate the basics of Dell’s business.

• Understand Del’s Value Props

• Know about basic Dell Business

• & the Business Model


Beginning

• Michael Dell Founded PC’s Limited in 1984 with $1,000

• Marketed computers built from stock components.

• Pioneered the direct model by selling systems directly to customers.

• Youngest CEO ever to earn a ranking on the Fortune 500 list.

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A interactive round of questionaire to begin with.who was the founder of Delll ?what was the initial capital ?


DELL’s Current State• Every Fortune company does business with Dell.

• Dell ships about systems per day, on average – that’s more than one every second.

• Dell is ranked among Fortune 500 and we have one of the world’s leading brands.

• of the world’s top supercomputers run on Dell.

• The largest U.S. companies run on Dell.

• The top 6 companies run on Dell.

• Dell was the first computer company offering free to customers worldwide.

100

140,000

# 33

14

10

internet

computer recycling

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A mix round of giving info and asking the dealers to make it more interesting.What was the volume of sales of Dell when you ( dealer) started ?Rest we will be informing the dealers.


DELL’S VALUEGuiding Principles

Quality InnovationCommitted to

Green

Customer

Excellence

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Quality

• Dell listens to customers and delivers high quality products to them.

•Dell uses standards-based technology.

•Dell ranked in the top 200 of the world’s most reputable companies.

•Dell Perot Systems has established, documented, and implemented an ISO 90001:2000-certified quality management system (QMS)

Brainstorm

What do you think are the benefits to using standards-based technology?

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We ask the dealers about any such info on regards to Dell quality which they might be suggesting…And also inform about the present Qualityl that we maintain.


Editors Choice

AwardNotebookReview.

com, US

Studio 17 – June ‘08

Most

Important

Products of

2007

- Business Week, US

XPS One – Dec ‘07

Recommended Award

- PC Pro, Uk

XPS M1530 – Feb ‘08

Best Notebooks of the Year

- Laptop Magazine, US

XPS M1330 – ‘07

Editor’s Choice

Award

- Hot Hardware, US

XPS 730 H2C – May ‘08

Design Award China 2008

- iF International Forum of Design

Studio Hybrid – Aug ‘08

Best Inventions of

2008

- Time Magazine, US

XPS M1330 – ‘08

Top Mainstream

Laptop

- CNET, US

Studio 15 – Aug ‘08

QUALITY

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Credentials to be shown to the dealers.


Innovation

Customers

Products and concepts derived from customer feedback.

Business Relationships

Collaborating with standards organizations to deliver industry-changing developments.

Cost Effectiveness

Adopting open standards that give customers increased choices with decreased cost and complexity.

“Ienjoy roaming around outside the company to see what people think of us. On the Web, nobody knows

I'm a CEO. I'll hang out in chatrooms where actual users commonly chat about Dell and our competitors.

I listen to their conversations as they discuss their purchases and their likes and dislikes. It's a

tremendous learning opportunity” – Michael Dell

What Drives Dell’s Innovation?

•Pioneered internet & shaped e-commerce – 1990

•Dell was the first company to introduce a longer-life battery option with Lithium-ion

technology in laptops.

›This innovation gave users the ability to use their laptops for the duration of a

trans-continental flight, fundamentally changed our industry

•Dell has driven key innovations in cloud computing and virtualisation

›Data Center Solutions team is dedicated to helping the world’s most complex

data centres and cloud providers to enable always-on access and IT automation

through innovative hardware, software, virtualisation and services platforms.

3 Key Innovations by Dell

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We inform them as a part of information to keep things moving on and also motivate them to use this as USP.


COMMITTED TO GREENDell is committed to becoming the “greenest” technology company on the planet - we are accomplishing this by:

• Offering free recycling worldwide

• Planting over 100,000 trees that will remove 250 million pounds of CO2

• Becoming carbon neutral

• Increasing recycling and reuse rates

• Eliminating environmentally sensitive substances from our products

DidYou Know?

Dell launched ReGeneration.org, a site where people can learn about going “green,”

share ideas and help protect the environment.

Dell recently extended its use of bamboo

packaging to include a number of Dell

Inspiron laptops, building on its commitment

to make being green easy

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Inform them about initiatives dy Dell towards environment protection awareness and about recycling.


CUSTOMER EXCELLENCE

Solid Programs designed to improve the customer experience

• Dell Connect™

• Your Tech Team

• Solution Station

• Explore & Learn

DidYou Know?

There are more than 55,000 customer ratings and reviews on Dell.com

Dell values customer feedback

Join the Dell community - http://en.community.dell.com/

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We will briefing on the various modes to get in touch with Dell more info.


BASICS OF DELL’S BUSINESS

Fiscal Year 2009 Revenue

61.1 Billion Dollars

Global Headquarters

Round Rock, Texas, United States

Employees

78,900

Worldwide Presence

Business/Design Centers and Manufacturing/Distribution

locations throughout Americas, Europe, Middle East,

Africa, Asia and Japan

DidYou Know?

Dell is ranked #33 among Fortune500 companies and has one of the world’s leading

brands.

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Info to be shared with delaers as part of knowledge sharing.


Dell Retail Brands:BASICS OF DELL’S BUSINESS

DidYou Know?

Dell ships about 140,000 systems per day, on average

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To ask the retailers about the new products and fetaures?Ask them about the demand of each of them and feedback or views from buyers ?


Dell – Business Model

85%

15%

Revenue BreakdownCommercial Segments Global Consumer Group

*Percentages are approximations*Percentages are approximations

DidYou Know?

While commercial business units account for the majority of Dell’s revenue, the

Consumer Group is the fastest growing business within Dell.

Dell Consumer group

has 2 divisions:

A- Direct Model

B- Retail

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To educate them about market share.Commercial segment incudes large corporates, SME's Govt Sectors.Global consumer group includes Professionals, Students, Domestic users.Direct Model is bascally about online purchase, Telebooking, Bill to order.Retail deals with sales through own Dell stores.


THE DIRECT MODEL

Class Discussion

• Have you ever made a direct order?

• What was the process like?

• How would you rate it?

• Advantages/Disadvantages?

DidYou Know?

Dell has nearly 2 billion interactions with our customers every year.

Pc

Questionaire for dealers/retailers

Pc

Questions to be asked to delaers.


Advantages Disadvantages

PCs are built-to-order Customers have to wait to receivetheir order

Orders delivered directly to the customer

Customers cannot see the system before they buy

Customers don’t have to leave their residence

Customers cannot try before they buy

THE DIRECT MODEL

The Direct Model allows customers to order custom PCs from Dell and have them delivered to their front door.

Pc

Pass on info to dealers to use it as USP.


Why the retail environment is important to Dell

• Expanded customer base

• Immediate purchasing power

• Ability to touch/feel Dell systems

DELL RETAIL

Pc

Skip....

Pc

doubt

Phase 2


Phase -2


• Understand the Dell’s customer segmentation parameters

• Behavior for each in context to purchase

• The best suited product for each segment


Customer Segmentation

Families

with Kids

Households with

children (under the

age of 24) living at

home

Students /

Gen Y

Gamers Affluent

Professionals

Students or heads of

household:

•Ages ~18-26

•Do not have

children

•Purchaser of

gaming system /

components

•Opted-in to gaming

communications

•On a gaming

rented list

•Participated in a

gaming event

Households:

•Ages 27+

•Do not have

children

• Income in the top

15%

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We ask the dealers about how they categorise the customers according to the products and how do we categorise them...


Activity: What Do I Buy?

• What do think each customer segment buys?

Confidential22

Warranty?

Video Card Upgrade?

Productivity Software?

Processor Upgrade?

Printer?

Audio Editing Software?

Carrying Case?

HDTV?

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Questionaire for Dealers.To ask the dealers to categorise the products as per requirement of diff types of buyers.


Inside the Box Specs

Families with Kids

Confidential23

Printer

Ink

Case

LoJack

Memory Hard Drive

Processor

Display

Chassis /

DesignOptical

Drive

Wireless

Card

Battery

Video

Card

Sound

Card

Solution

StationSecurity

Software

DataSafe

Deploy &

Migr SW

OS

Office SW

Adobe

SWMusic & Audio

SW

Monitors

Accessories

Networking

Extended

Warranty

Solution

StationSecurity

Software

LoJack

Chassis /

Design

Music & Audio

SW

Case

Ink

Accessories

Pc

Dialgoue to be shared.What are the features the consumer looks for ?We tell the dealers about our knowledge on the diff types of products that the cutomers are purchasing which is according to our survey and also ask them to share their views on it.


Families with Kids

General Buying Habits:– Little interest in high end systems

– Willing to build around the system with wide range of accessories:› Broad interests in E&A categories

› Internet and system security are high priorities

Confidential24

Likely Accessories

Gaming &

Home Entertainme

nt

Gaming ConsolesConsole Games

PC GamesTVs

DVD & Blu-ray PlayersHTIB & Speakers

Handheld

Electronics

Cameras & CamcordersMP3 Players

GPSPhones

PDAs

Business

Productivity

ProjectorsB&W Laser PrintersColor Laser Printers

Docking Stations

Pc



Students / Gen Y

Confidential25

Printer

Ink

Case

LoJack

Memory Hard Drive

Chassis /

DesignWireless

Card

Battery

Video

Card

Sound

Card

Solution

StationSecurity

Software

Processor

Display

Optical

Drive

DataSafe

Deploy &

Migr SW

OS

Office SW

Adobe

SWMusic & Audio

SW

Monitors

Accessories

Networking

Extended

Warranty

Memory Hard Drive

Processor

Display

Optical

Drive

DataSafe

Deploy &

Migr SW

OS

Office SW

Adobe

SW

Accessories

Security

Software


Pc



Students / Gen Y

General Buying Habits:– Most interested in entertainment-

related features:› ITB: Processor, Display, Optical Drive

› OTB: Home Entertainment, GPS

– Less interest in performance components (Hard Drive and RAM)

– Willing to purchase a solution and software:› Productivity

› Adobe

› OS

– Interested in security and file protection

Confidential26

OTB Accessories

Gaming &

Home Entertainme

nt


PC GamesTVs


Handheld

Electronics


GPSPhones

PDAs

Business

Productivity


Docking Stations

Pc



Gamers

Confidential27

LoJack

Wireless

Card

Battery

Video

Card

Sound

Card

Solution

StationSecurity

Software

DataSafe

Memory Hard Drive

Processor

Display

Chassis /

DesignOptical

Drive

Deploy &

Migr SW

OS

Office SW

Adobe

SW

Printer

Ink

Case

Music & Audio

SW

Monitors

Accessories

Networking

Extended

Warranty

Memory Hard Drive

Processor

Display

Chassis /

DesignOptical

Drive

Deploy &

Migr SW

OS

Printer

Ink

Case

Music & Audio

SW

Monitors

Accessories

Networking


Pc



Gamers

General Buying Habits:– Most interested in systems with

gaming features:› Memory, Processor, Display…

› BUT: Video and sound cards not often important for this segment – they tend to already be top-of-the-line and upgrade after purchase

– Willing to consider almost all non-software or non-warranty options

– Broad interests in E&A

Confidential28

OTB Accessories

Gaming &

Home Entertainme

nt


PC GamesTVs


Handheld

Electronics


GPSPhones

PDAs

Business

Productivity


Docking Stations

Pc



Affluent Professionals

Confidential29

LoJack

Memory Hard Drive

Processor

Display

Chassis /

DesignOptical

Drive

Wireless

Card

Battery

Video

Card

Sound

Card

DataSafe

Adobe

SW

Printer

Ink

Case

Solution

StationSecurity

Software

Deploy &

Migr SW

OS

Office SW

Music & Audio

SW

Monitors

Accessories

Networking

Extended

Warranty

Printer

Ink

Case

Solution

StationSecurity

Software

Deploy &

Migr SW

OS

Office SW

Music & Audio

SW

Monitors

Accessories

Networking

Extended

Warranty

Memory Hard Drive

Processor

Display

Chassis /

Design


Pc



Affluent Professionals

General Buying Habits:– System preferences focused on

performance or display

– Willing to consider almost all accessories for building around the system – especially Business Productivity

– Little to no interest in protecting files or loss of system

– Very low interest in any non-system related E&A categories

Confidential30

OTB Accessories

Gaming &

Home Entertainme

nt


PC GamesTVs


Handheld

Electronics


GPSPhones

PDAs

Business

Productivity


Docking Stations

Pc


Meeting Your Customers’ Needs

Confidential31



• A family-friendly computer

• Great value

• Wide variety of models in either a laptop or desktop

• Wide variety of cool, vibrant colors

• An attractive and clean design

• Technology relevant to your needs

• Ideal For…– Families with Kids

– Students / Gen Y

Confidential32

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What are the Dell products you think are cool and whats the best USP of such products ?Furthermore we also tell them about vibrant features of Dell products.


/

• You can express yourself

• You can personalize your HD life

• Easy connectivity

• A computer designed to accommodate for the future

• Technology paired with new designs

• Ideal For…– Students / Gen Y

– Affluent Professionals

Confidential33

Pc

What are the Dell products you think are cool and whats the best USP of such products ?Furthermore we also tell them about vibrant features of Dell XPS.


• Turns heads with its exquisite design

• Recognized for its craftsmanship

• Equipped for Performance

• Luxuriousandunique

• With an attention to details

• Stylish

• Ideal For…– Affluent Professionals

34 Confidential

Pc

What are the Dell products you think are cool and whats the best USP of such products ?Furthermore we also tell them about vibrant features of Dell Adamo.


• Immersive computing experiences

• Stunning graphics

• Leading-edge performance

• Latest and greatesttechnology

• Premium materials

• Innovative designs

• Ideal For…– Gamers

Confidential35

Pc

What are the Dell products you think are cool and whats the best USP of such products ?Furthermore we also tell them about vibrant features of Dell Alienware.


Brand ArchitectureDell

Inspiron Studio Adamo Alienware

Value

Simple, Reliable,

Smart

Studio Studio XPS

Multimedia

Graphics, Audio, “Create

& Consume”

Luxury

Thin, Beauty of Design &

Craftsmanship

Extreme Gaming

1st to Market, Speed

& Performance,

Immersion

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What are the Dell products you think are cool and whats the best USP of such products ?Furthermore we also tell them about vibrant features of Dell colors and the various models available with their features.

Phase 3


Phase -3


• Understand products – Inspiron, Studio, Studio XPS, Adamo & Alienware

• Get complete perspective of following:– Introduction– Key Tenets– Key Selling Points– Target Customer– Who Buys Inspiron– Qualifying Q&A– Key Features


Inspiron - Introduction

• Available as laptops, desktops, and All-in-Ones.

• One of 5 Dell Consumer Brands (Adamo, Alienware, Studio, and XPS).

• A great value that includes outstanding technology.

Pc

What you think is the best USP of Inspiron ?Furthermore we also tell them about vibrant features of Inspiron?


Key Tenets

What it means:

• A computer that you won’t want to hide.

• Features you need to do the tasks you want

• Connecting to the Internet from more locations with multiple technologies.

Inspiron offers:

• An attractive and Clean Design

• Technology Relevant to Your Needs

• Mobile Connectivity

Pc

What you think is the best USP of Inspiron ?Furthermore we also tell them about vibrant features of Inspiron


WHAT ARE THE KEY SELLING POINTS FOR INSPIRON?

KEY SELLING POINTS

• A family friendly computer and a great value

• Highly customizable

• A wide variety of choices in either a laptop or desktop

• A wide variety of cool, vibrant colors

Pc

What you think is the best USP of Inspiron ?Furthermore we also tell them about vibrant features of Inspiron


CUSTOMERS WHO WOULD BE INTERESTED IN BUYING INSPIRON INCLUDE:

Value Conscious Consumers

These customers are looking for the best value-to-performance ratio they can find.

Generation Y

These teens are looking for a first computer to access the Internet and social media

websites.

Regular Travelers

Adults and professionals who want to stay connected when they are away from home.

TARGET CUSTOMERS

Pc

Ask about the type/genre of customers demanding for Inspiron and also tell them about our feeback based on our survey.


HERE ARE SOME QUESTIONS YOU MIGHT ASK A CUSTOMER TO SEE IF INSPIRON IS RIGHT FOR THEM?

QUALIFYING QUESTIONS

• What do you plan to do with the computer?

• Is the look of a computer important to you?

• Will this be your primary computer?

• Are you looking for power, mobility, or both?

• What activities do you typically perform on a computer?

• “I just need a basic all-around computer.” For the customer who is looking for a solid

computer at a good price, Inspiron is a great choice.

• “Somewhat, but not as important as price.” With the Inspiron brand, customers don’t need

to sacrifice looks for price.

• An Inspiron desktop or an All-in-One make a great primary computer. A netbook or a laptop

are perfect companion computers.

• If they need power, they probably want an Inspiron desktop or All-in-One. If they want

mobility, then perhaps an Inspiron Mini. Both would indicate they need an Inspiron laptop.

Pc

To inform them about key USP's of Inspiron and FAQ's .


Hi and Welcome to the World of Dell Retail.

This module is focused on the Studio Brand – designed for multimedia, graphics, and more.

This module will help you identify the key features about this brand, the target audience and how to answer

their questions.

Studio

Pc

What you think is the best USP of Studio ?Furthermore we also tell them about vibrant features of Studio


Introduction

–Available as desktops, laptops, and an All-in-One.

–One of 5 Dell Consumer Brands (Adamo, Alienware, Inspiron and XPS).

–Allows you to be more you, inside and out.

Pc



Key Tenets

What it means:

• It’s more than just customizing the configuration. Personalizing your computer reflects who you are.

• Being able to connect from more places.

• Your life is HD. Your computer should be too.

With Studio:

• You can Express Yourself .

• You can Easily Connect.

• You can Personalize Your HD Life.

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WHAT ARE THE KEY SELLING POINTS FOR STUDIO?

KEY SELLING POINTS

• Easy connectivity

• A computer designed to accommodate future updates or additions

• To watch their favorite shows

• Technology paired with new designs

Pc



CUSTOMERS WHO WOULD BE INTERESTED IN BUYING STUDIO INCLUDE:

Families

Studio computers are attractive and offer a great multimedia experience for the

entire family.

College Students

Young adults who need Internet access, no matter where they are on campus.

Technology Enthusiasts

Multi-taskers who may have several applications or chat sessions going

simultaneously.

TARGET CUSTOMERS

Pc

What the type/genre of customers demanding for Studio and furthermore mention them key USP's of studio...


HERE ARE SOME QUESTIONS YOU MIGHT ASK A CUSTOMER TO SEE IF STUDIO IS RIGHT FOR THEM?

QUALIFYING QUESTIONS

• Is the look of a computer important to you?

• Where will you be using this computer?

• Will you be using this computer to play games?

• What are your performance expectations?

• What do you plan on doing with this system?

•A Studio customer is likely to say that the look of a

computer is as important as the performance.

•A Studio customer won’t want to hide their computer; it is

part of their décor and they will most likely want it in a

living area of their home.

• A Studio customer will probably say “sometimes.” Studio

is ideal for the “sometimes” gamer.

•For a Studio customer, performance is important. They are

going to expect their new computer to handle their HD

requirements.

Pc

What the type/genre of customers demanding for Studio and furthermore mention them key USP's of studio...


Studio XPS

• This module is focused on the Studio XPS line – the best of the Studio brand.

• This module will help you identify the key features about this brand, the target audience and how to answer their questions.

Pc

What you think is the best USP of Studio XPS ?Furthermore we also tell them about vibrant features of Studio XPS


STUDIOXPS IS:

Introduction

• Available as desktops and laptops.

• Is part of the Studio brand.

• One of 5 Dell Consumer Brands (Adamo, Alienware, Inspiron and XPS).

• Represents the best of the Studio line.

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KEY TENETS

WHY STUDIOXPS?

• Offers premium power and performance.

• Represents the best of the Studio line.

• Designed with an uncompromising attention to detail and subtle sophistication.

What it means:

• Excellent performance in a computer

• StudioXPS improves upon an already great product

• With Studio XPS, there’s no cutting corners.

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WHAT ARE THE KEY SELLING POINTS FOR STUDIOXPS?

A rich multimedia experience

High performance paired with innovative designs

A quality computing experience for even the most demanding users

KEY SELLING POINTS

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What you think is the best USP of Studio XPS ?Furthermore we also tell them about vibrant features USP's of Studio XPS


CUSTOMERS WHO WOULD BE INTERESTED IN BUYING STUDIOXPS INCLUDE:

Power Users

Customers who demand a high level of performance from their computer.

Technical Enthusiasts

Customers who want room to expand and upgrade.

Digital Creators

Multi-taskers who need power for their multimedia applications.

TARGET CUSTOMERS

Pc

Ask about the type/genre of customers demanding for Studio XPS and also tell them about our feeback based on our survey.


WHAT WOULD A STUDIOXPS CUSTOMER SAY?

QUALIFYING QUESTION ACTIVITY

•Will this be your primary computer?

•Will you be using this computer to play games?

•What are your performance expectations?

•What do you plan on doing with the computer?

•A StudioXPS customer will probably say yes. They will be

interested in power and performance.

•A StudioXPS customer will probably say “sometimes.” The

StudioXPS is ideal for the “sometimes” gamer.

•A StudioXPS customer is going to expect great

performance from their computer.

•The StudioXPS line is designed for multimedia. Keywords

to listen for include digital photography, movies, videos,

music, and many more.

Pc

To educate about key USP's of Studio XPS and FAQ's


• This module is focused on the Adamo Brand – laptops that are designed to be luxurious and built to exacting

standards.

• This module will help you identify the key features about this brand, the target audience and how to answer their

questions.

Adamo

Pc

What you think is the best USP of Adamo ?Furthermore we also tell them about vibrant features of Adamo


Introduction

ADAMO IS:

• Available as luxury laptops.

• One of 5 Dell Consumer Brands (Alienware, Studio, Inspiron and XPS).

• A union of advanced technology and exquisite design.

• Latin for “to fall in love with.”

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WHY ADAMO?

KEY TENETS

Adamo offers:• Exquisite Design

• Craftsmanship

• Performance

What it means:

• Luxurious, Unique, Beautiful

• Quality, precision built, close attention to detail.

• Latest technology and speed.

Pc

What you think is the best USP of Adamo ?Furthermore we also tell them about vibrant features of Adamo...


WHAT ARE THE KEY SELLING POINTS FOR ADAMO?

KEY SELLING POINTS

• Striking Features

• Slender Frame

• Stunning Display

• Inner Strength

• Perfect Chemistry

Pc

What you think is the best USP of AdamoFurthermore we also tell them about vibrant features/USP's of Adamo


CUSTOMERS WHO WOULD BE INTERESTED IN BUYING ADAMO INCLUDE:

TARGET CUSTOMERS

• Luxury Buyers

• Style Conscious Buyers

• Trend Seekers

Pc

What type/genre of customers demanding for Adamo and also tell them about our feeback based on our survey.


WHAT WOULD AN ADAMO CUSTOMER SAY?


• What are your performance expectations?

• What do you plan to do with the system?

• How would you define luxury when describing a computer?

• Is the design of a computer the most important feature you look

for?

•Adamo is a luxury product, so a certain level of performance is expected of it.

The system's functionality has to keep up with the design.

•Adamo customers are trend setters and like to be seen. Adamo makes a stylish

companion, whether they're checking email, stocks or bank accounts.

•The Adamo customer might respond with words like elegant or unique. A luxury

computer should have an elegant design with unique feel to it.

•The Adamo customer will most likely respond "yes." They will be attracted to the

machined aluminum chassis and the elegant design features.

Pc

Inform the dealers about the FAQ's and USP's of Adamo.


This module is focused on the Alienware Brand – Dell’s premium brand of gaming computers.

This module will help you identify the key features about this brand, the target audience and how to answer

their questions.

Alienware

Pc

Dell has taken over ALienware which is a extreme gaming machineWhat you think is the best USP of Alienware ?Furthermore we also tell them about vibrant features of ALienware and USP's.


ALIENWARE IS:

Introduction

• Available as laptops and desktops.

• One of 5 Dell Consumer Brands (Adamo, Studio, Inspiron and XPS).

• High level of technology within a superbly designed system.

Pc



WHY ALIENWARE?

KEY TENETS

Alienware offers:

• Immersive Computing Experiences

• Stunning Graphics

• Leading Edge Performance

What it means:

•Convincing, life-like experience.

•Remarkable image quality.

•Up-to-date technology

Pc



WHAT ARE THE KEY SELLING POINTS FOR ALIENWARE?

KEY SELLING POINTS

• Extreme Performance

• Stunning Design

• Alienware Customer Experience

Pc

Briefly describe them about the USP s of Alienware...Features design etc.. and baout market response.

Pc

Briefly describe them about the USP s of Alienware...Features design etc.. and baout market response.


CUSTOMERS WHO WOULD BE INTERESTED IN BUYING ALIENWARE INCLUDE:

Hardcore Gamers

Demanding the highest level of performance, often spending several hours a day playing games.

Tech-savvy Enthusiasts

Taking pride in their technical skills, they like to be on the cutting edge of performance.

Serious Multimedia Customers

Users who watch or edit hi-def movies, listening to and editing music.

TARGET CUSTOMERS

Pc

What type/genre of customers demanding for Alienware and also tell them about our feeback based on our survey.


WHAT WOULD AN ALIENWARE CUSTOMER SAY?

• What games do you play on your system?

• How important is the look of the system to you?

• What type of travelling will you be doing with your system?

• What is more of a determining factor for you: price or performance?


An Alienware customer is likely to play action/adventure games, role-playing games

(RPG), graphic-intensive games, and many more.

To an Alienware customer, the look of the computer is probably important. Not only

does it have to be fast, it has to look good doing it.

Show off the goods and intimidate your opponents with the anodized aluminum

notebook chassis and enter a new era in Alienware design.

For an Alienware customer, performance is more important. They need their games

to run as fast as possible to gain the competitive edge.

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Describe the whole FAQ's and USP's once again...


Recap Key FeaturesKey Features

Sr. No. InspironStudio

Studio XPS Adamo Alienware

1

Inspiron is designed for everyday use with a modern style.

Innovative Designs

Upgradability Slim, Elegant Design Premium Materials

2

Inspiron offers advanced technology and expandable performance.

Rich Multimedia Experience

Attractive Designs

Machined Aluminum Chassis Innovative Designs

3

The Inspiron Mini is small, lightweight, and easily portable, offering a long battery life.

Minimal Power Consumption High

Performance Computing

Scalloped, Backlit Keyboard Lighting Zones

4 Minimal Landfill Waste

Solid State Hard Drives Immersive Graphics

5 Minimal Cables

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Recap...

Original Microsoft SoftwareAn Effective guide to see original software



Why Genuine

Security –

Regular Software

Upgrade

Stability – No

unexpected

crash

Saving – Free

Antivirus

Support –

Online Support

Services -

Templates and

Downloads from

Microsoft Online

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What are the challenges faced in selling a genuine sofwtare ?What can be done to improvise the sales ?Furthermore based on their answers we tell them about the features USP's and how to handle FAQ's.Make them aware of the responsibilities towards Dell and their brand management so they can go ahead and sell genuine sofwtares ONLY...


What do the customers say• The common mistake people make is in

thinking that Pirated CD is a copy of the Original

• Another major mistake is thinking that there is no difference between original and pirated software

• People think that pirate is cheap. But think again, it is not cheap.

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What do customers say or rather challenges faced in selling genuine sofwtare ?Make them aware of their responsibilities towards the brand they are wokring with whhich also helps in earning a good name in the market for themselves..


Why sell Original Software?

Origi

nal

Reput

ation

Increase

Revenue

Get

Noticed

• Build your Reputation– Enhance your reputation in the market place– Move up the value chain– Get more business from high volume customers

• Get Noticed– Increase your prominence among customers looking for

sellers of Original Microsoft Software– Get Leads that Microsoft India generates through Value of

Original Software in the course of the year– Participate in various initiatives that help you reach more

customers

• Increase your Revenues– Gain additional revenue through sale of software

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Why do we sell orginal software ?mention the features and USP's and how to handle FAQ's from prospect customers..


What to say to Home Users• Get Free Anti-Virus for Life

• No renewal fee, free one time download, works in the background, certified by industry……

• Save Rs 7500

• 180 day full features Lookeys license free of cost• Renew the License ( valid for life ) at a discount of 10% on MRP ( Current MRP Rs. 999/- )

• 92% Discount on Britannica Encyclopedia Pack• Deluxe edition Rs.1696 + Childrens edition : Rs.695+ Online subscription for 6 months Rs. 1000

• MRP 3390/- and WGA offer 259/-.

* Offers are subject to change without notice. Kindly check the Offers and T&C on Microsoft website

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Benefits to be explained thorughly about adavantages of buying genuine produc and the latest schemes available...


Microsoft Security Essentials

Quality you

can trust

Easy to Get,

Easy to Use

Doesn’t get in your way

Real-time protection

Industry Certified

Same core security

technology as in Forefront

Broad network of PCs

providing telemetry

Backed by MicrosoftResearch and Response

resources

No registration

No trial conversions

or expirations

Automatic updates

Simple user interface

Runs in the background

Smart scheduling

Limited impact on PC performance

Automatic version updates

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Key USP's...Advantages of using orginal OS with more added features....


Advantage of GenuineAccording to a Forensic Study of Pirated Software, by Microsoft India

• Pirated Windows users constantly face the threat of virus attacks and other digital dangers hence risk is losing important data

• Pirated Windows can install malicious software which slows down, increases system failures and exposes PC to spyware and malware-posing a threat to confidential data

• Pirated Windows leads to Higher maintenance cost, i.e. uptoRs 1.5 lakh per month for business users, and uptoRs. 900 per year for Home Users

• Eg – With Pirated software, a hidden program called Backorifis gets installed on the PC which captures all my user passwords, ATM & credit card details and sends it back to the hacker. Would you want that?

When original Windows is just a small part of the cost of a PC, is it still worth taking the risk?

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Key USP's more benefits /schemes for everybody....


Handy Tool• Advise Customers to

buy original Windows 7

• Gives details of Lifetime FREE Antivirus

• Gives the website details

• www.microsoft.com/security_essentials

http://www.microsoft.com/security_essentials

http://www.microsoft.com/security_essentials

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Recap on the whole issue of Microsoft genuine products and also provide them the link to visit and learn in details......


Handy Tools• Explains the loss when using pirated

software

• Explains the different SKU’s and features available of Original Windows 7

• Explaining the benefit of working with original software

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Key USP's


WHEN ORIGINAL IS SO

MUCH REWARDING,

IS IT STILL WORTH

TAKING THE RISK ? ? ?

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Ask ?

Thanks

training deck dell new 16th august new 2010 (2)

Technology

customer segmentation

studio studio xps

meeting customer needs

training deck dell

brand architecture