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BIR is the new QBR Bonnie Bryce, Dell Technologies Kelly DeRoche, Dell Technologies
BIR is the new QBR
Bonnie Bryce, Dell Technologies
Kelly DeRoche, Dell Technologies
Bonnie
BryceDirector, Business Process
Management
Dell Technologies EBP
YEARS IN EBC INDUSTRY: 8
PAST EXPERIENCE:- 30 year veteran of EMC/VCE/Dell holding a host of roles,
most notably opening and managing 4 VCE Customer
Technology Centers in 4 years.
- ABPM presenter for 5 years.
- ABPM Tour Host.
- ABPM Juror.
- 2018 ABPM World Class Award winner for Customer
Experience and Planning.
CONTACT: [email protected]
Kelly
DeRoche
Program Manager,
Dell Technologies EBP
YEARS IN EBC INDUSTRY: 3.5
PAST EXPERIENCE:
- VCE briefing program
- Various Roles across briefing lifecycle:
Consultant, Coordinator, Metrics etc
- Music industry – Artist management, Radio
- Retail management
CONTACT: [email protected]
Introductions
Agenda• Briefing Impact Review (BIR) Overview
• Driving Business conversations through data• Meaningful Metrics
• Display and context
• Examples
• Results
• Best Practices• Planning, Execution and Follow up
• Q&A
What is a QBR?
Briefing Impact Review (BIR):
An Overview
BIRAnalyze and interpret data to be more
proactive in the future
Past performance in context is used to
determine business opportunities/
missed opportunities to
strengthen partnership
QBR
Looking in the rearview mirror at
past performance numbers only,
creating reactive responses
QBR vs BIR
Volume
vs.
Value
Description
A strategic review & planning session
between the Executive Briefing Program
(EBP) and Business Units (BU).
Includes a review of the past 6 months of BU
activity/impact and discuss future
opportunities
Benefits
• Strengthen Partnerships
• Identify business opportunities
• Address challenges and Discussion Leader
gaps
• Share and discuss data and insights into BU
performance in briefings
• Create and follow through on action plans
Who to Target?Key Stakeholders
• Who cares about the business/revenue?
• Decision Makers (VP+)
• Champions
• BU Points of Contact
• Marketing, Sales, Product etc
Storage
CI/HCI
Server
Cloud
Data Protection
Client
Portfolio Messaging
Services
VMware
Pivotal
Business Units
Dell Tech Select
SABs/Partners Sales
Enterprise Preferred
Commercial
Global Accounts
Who to Target?
Driving Business Conversations
Through Data
Raw Data & Reports
Analysis Insights Action
Starting with Data
Poll your Stakeholders
Create Reports
Manipulate Data
Data Analysis & Creating Insight
Add Context & Intelligence
%Display as
Percentages
instead of raw
numbers
Compare to
other parts of
the business
Show trends in
increased/
decreased
performance
Ask more
questions
Look at more
than just
numbers
Action and Visualization
Visualize to grab attention
What actions need to be taken?
Examples
16 of Y Dell – Internal Use – Confidential
TopicsSessions
2HFY18
Global
Attach Rate
PowerEdge Modular Server: Portfolio Strategy & Overview 105 8.4%
Server Technology Vision and Trends 62 4.9%
PowerEdge Rack and Tower Servers: Portfolio Strategy & Overview 54 4.3%
Server Systems Management and Usability: Portfolio Strategy & Overview 24 1.9%
Extreme Scalable Infrastructure (ESI): Solution Overview 21 1.7%
PowerEdge Servers Design: Technical Overview 15 1.2%
PowerEdge Server Security: Solution Overview 12 1.0%
Hands-On Servers & Systems Management Experience at CSC (Round Rock only) 4 0.3%
PowerEdge Server Power and Cooling: Technical Overview 4 0.3%
PowerEdge Servers Quality and Customer Experience Strategy 0 0.0%
▪ Conducted 7,691 Sessions Globally in 2HFY19 (301 were about XXXX)
▪ 20% of Agendas had a XXX Session (54% only had 1)
▪ 75% of XXX Sessions Were Conducted in North America
▪ 161 unique server DLs globally
XXXX Topics Accounted for 4% of our Total Global Sessions in
2HFY18
17 of Y Dell – Internal Use – Confidential
Overall Impact 6 Month Lookback
# Briefings Briefing Attach RateAttach Rate Trend
(6 month avg)# Sessions
431 37% ▲5% 579
243 44% ▲4% 312
18 of Y Dell – Internal Use – Confidential
BU Comparison 6 Month Lookback
# Briefings Briefing Attach Rate # SessionsSession
Attach Rate
Storage 448 38% 743 9.1%
Data Protection 431 37% 579 7.0%
CI/HCI 399 34% 500 6.1%
Client 294 25% 479 5.9%
CI/HCI 254 46% 301 6.5%
Data Protection 243 44% 312 6.7%
Storage 234 43% 390 8.4%
Server 165 30% 248 5.3%
19 of Y Dell – Internal Use – Confidential
TopicsAMERICAS
6 Month Lookback
Topics
Briefing
Attach
Rate
Attach
Trend
(6mo)
Sessions
24.0% ▲ 132
12.4% ▲ 67
5.6% ▲ 31
4.0% ▼ 22
0.4% ▼ 2
0.0% ▼ 0
4.5/5Avg Content Feedback Rating
From Customers & Account Teams
Related Topics
Security Transformation 10.2% 56
Endpoint Security:
Portfolio Strategy and
Overview 4.7% 26
20 of Y Dell – Internal Use – Confidential
Account ReachGLOBAL
6 Month Lookback
3,600+Customer & Partner Attendees Reached
85% Commercial
15% Enterprise
Top Industries
Financial Services
Computer Services & Software
College/Universities
Banks
Healthcare
Top CountriesUnited States
IndiaJapan
Singapore
Customer Examples
Insert example slides – TABLEAU
Insert example slides – TABLEAU
Insert example slides – TABLEAU
Insert example slides – TABLEAU
Results & OutcomesBefore
New Overview/Strategy gold-standard
deck created by marketing team
After
Undefined message from BU and
inconsistent custom delivery of message
Discussion Leader rotation program
implemented and new DLs onboarded
Discussion Leader gap
discussed
Briefing Consultants trained on the value
to promote topic and add to agendasTopic not being leveraged
Forced collaboration through BIRBU has teams that are siloed and don’t
work together often
Plan Host Follow Up
Best Practices Sharing
Q&A
Thank you!
Contact Info:
