Dell Channel Account Manager Tech Data Client Systems Partner Summit June 17 2010 Why is Dell in distribution Why should I consider Dell What about pricing and channel conflict Current product offerings ID: 458288
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Slide1
Jon Barnes
Dell Channel Account Manager
Tech Data Client Systems Partner Summit
June 17, 2010Slide2
Why is Dell in distribution?
Why should I consider Dell?What about pricing and channel conflict?Current product offeringsQ&A
AgendaSlide3
A Brief History
1984
Dell Founded
1988
IPO
2009
Distribution
1989
On-Site Services
1990
Retail
1992
Fortune 500
1996
Dell.com
2005
Mall kiosks
2006
Dallas store
2007
Partner Direct
2007
Retail
“Direct is not a religion- it’s a business model.”
2001
#1 Global Share
2007
Michael Dell- CEO
Fact: 26% of Dell’s commercial revenue came from indirect channels in FY’10 (22%
YoY
growth)Slide4
Sales / Support
In-stock “hot seller” popular configurations for rapid deliveryConfigure-to-OrderDrop ship capabilitiesDedicated Tech Data and Dell resources:
Doug Abraham - Tech Data PSCRyan Svor - Dell ISR
Jon Barnes - Dell CAM
Pricing
“Street-level parity” pricing
Channel
Promotions
Special Bid Pricing
Deal
Registration
Dell in Distribution- Value PropositionSlide5
Distribution Promotions
Instant SavingsMonitor Bundles – Optiplex & Vostro PC’s$50 off E2010H$30 off P190SDocking Station Bundles – Latitude E Series$40 off E-Port ReplicatorPromotions Line Card
Available upon requestAdd You To Weekly Distribution List
Confidential
5Slide6
Managing Channel Vs Direct Conflict
Deal Registration
$
15k for SMB End-Users (Typically <500 Employees)
$25k for SLED / HCLS
(Enterprise Products Only)
$
50k for All Other Account Types
First Come – First Serve
Dual Compensation
72% approval rate in 2009Slide7
Product Availability
Current Inventory
Medium & Large Businesses
Latitude™ Laptops
OptiPlex
™ Desktops
PowerEdge
™ Servers
Peripherals
Dell™ Projectors
Dell™ Monitors
Select
system /sever options
Small Businesses
Vostro™ Laptops
Vostro™ Desktops
CTO and/or Drop Ship
PowerVault
™ Storage,
PowerConnect
™ Networking Hardware
Precision™ Workstations
Note: CTO and deal-registration may be required to access some products / featuresSlide8
Latitude™ E6410, E6510, E5410, E5510-
Medium & Large End-Users
Note: CTO and deal-registration may be required to access some products / featuresSlide9
Latitude Competitive Matrix
9Confidential
Platform
Mainstream
14”
Latitude E6410
EliteBook 8440p
ThinkPad T410
15”
Latitude E6510
EliteBook 8540p
ThinkPad T510
Essential
14”
Latitude
E5410
ProBook 6440b
ThinkPad L412
15”
Latitude E5510
ProBook 6540b
ThinkPad L512Slide10
OptiPlex
™ 380MT, 380DT, 380SFF, 780MT, 780SFF- Medium & Large End-Users
Stable
3-Year Warranty
North-American based
Customizable for end-user or IT
Managed 60-90 Day Image Transitions
Long Lifecycles- Up to 24 Month
Manageable
Designed for Productivity
Tool-less chassis design speeds maintenance, lowers costs
Highly customizable features can meet your unique workforce requirements
High performing, energy efficient
Management tools and services that simplify and save
Client Manager™ comprehensive remote system management
Dependable deployment and migration
Energy Efficient
EPEAT GOLD and ENERGY STAR 5.0 certified
Up to 90% efficient power supplies
Energy Smart™ settings
89% recyclable packaging, BFR and PVC-free
Secure
Anti Chassis Intrusion design to help protect internal components from theft
Chassis Intrusion switch
Security Slot
Network Alerts
CFI Asset Tags
CFI Security Labels
OptiPlex
built-in security features
Full disk encryption, RAID 1
Smartcard options
Pre-boot authentication
TPM 1.2 on select models
VPN access support
Leading-edge security tools
Client isolation, remote patching
Dell
ControlPoint
and anti-malware software
Intel AMT Circuit Breaker client isolation
Note: CTO and deal-registration may be required to access some products / featuresSlide11
OptiPlex
Competitive MatrixConfidential11
Platform
Premier
980
Compaq 8100 Elite
ThinkCentre M90/M90p
Esprimo P9900
Esprimo E9900
-
Mainstream
780
Compaq 8000 Elite
HP 8000 Elite (USFF)
Compaq 6000 Pro
ThinkCentre M58/M58p
Esprimo P7936
Esprimo E7936
Veriton M670G
Essential
380
Pro 3000 (3010)
ThinkCentre A58
ThinkCentre M58e
Esprimo
P3521
Esprimo E3521
Veriton M265
Veriton L460GSlide12
Vostro™ 1015, V3X00-
Small Business End-Users
Vostro™
Laptops
“
Essential” value-oriented series- easy to buy, easy to own
Vostro
™ 1015 (15.6”)
Standard 2.0MP webcam, 802.11b/g/n, DVD burner, 1-yr NBD warranty, Microsoft® Office Ready 2007
Choice of Windows® 7 Home Premium or Professional
Vostro V3300 (13.3”), V3400 (14.0”), V3500 (15.6”), V3700 (17.3”)
Intel®
i
-Core processor, DDR3 memory
Standard 2.0MP webcam, 802.11b/g/n, DVD burner, 1-yr NBD warranty, Microsoft® Office Ready 2007, free-fall sensor, HDMI (14” and up),
Optional
discrete
graphics, fingerprint reader
Note: CTO and deal-registration may be required to access some products / featuresSlide13
Vostro Notebook Competitive Matrix
13Confidential
Platform
Essential
14”
Vostro
3400
ProBook 4420s
ThinkPad SL410
15”
Vostro 3500
ProBook 4520s
ThinkPad SL510
17”
Vostro
3700
ProBook 4720s
Essential - Value
15”
Vostro 1015
HP 620
G550Slide14
Vostro™ 230MT, 430MT-
Small Business End-UsersVostro Desktops- “Mainstream” value-oriented series
Expandable and reliable for everyday business needs
Vostro™ 230MT
Core™2 Duo processor
DVD burner, 1-yr NBD warranty, Microsoft® Office Ready 2007, DDR3 memory, Windows® 7 Professional
6 external USB, 2 DIMMs, 300W power supply
Note: CTO and deal-registration may be required to access some products / featuresSlide15
Vostro Desktop Competitive Matrix
15Confidential
Platform
Mainstream
Vostro
230
Compaq 500B
ThinkCentre
A58Slide16
Channel Benefits Comparison
Dell.comPartnerDirect
Distribution
Deal registration
Configure-to-order
Demo units
Flexible
quantity limits
In-stock availability on popular configurations
Managed pricing
Customized terms and lines of credit (per distributor)
Total solutions sale