Dell EMC Partner Activation Playbook

Contents

Page 3: Workforce Transformation Trends

Page 5: Workforce Persona

Page 6: A product for every work style

Page 7: Videos

Page 8: Collateral, Tools & Resources

Page 9: Why Dell

Page 10: Why Tech Data

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3

Workforce Transformation Trends

The way people work is changing

60%of work happens after hours

IT and Purchasing departments no longer own procurement

…and the PC continues to be the center of how work gets done

Work has evolved from a location to an activity

2/3of the workforce do some business at home

44%think their workspace isn’t smart enough

3xaccording to Gartner, HR presence as an IT influencer has tripled

Technology purchasing decisions are now being made by committee

50%PC purchasing influence within an organisation now held by business-unit heads of divisions like engineering and operations

82%say tech influences which jobs they take

In fact, end user demand for better technology is increasing

42%would quit a job over poor technology

4

Workforce Transformation Trends

1TRENDS + VISION SECURITY THREATS

MANAGABILITY HASSLES

2NEW BUYERS

3PERSONAL TECH

4 5INNOVATION

Changes in how work gets done organisationsmust respondor be left behind.

C-SUITE

Functional buyers purchase technology to unleash workforce productivity.

HR | OPS | ENGR

Demanding end users can be a strategic advantage for attracting & keeping top talent.

HR

Challenges from “work anywhere” and multiplying devices.

IT

Accelerating technical shifts are resulting in end users expecting the best tech devices at work.

END-USERS

Ways to start the Workforce Transformation conversation, no matter the audience

5

Workforce Persona: Solutions designed for the way people work

Desk-centric worker On-the-go proDesk-centricworker Remoteworker CorridorWarrior On-the-go proDesk-centricworker Remoteworker CorridorWarrior On-the-go proDesk-centricworker Remoteworker CorridorWarrior On-the-go proDesk-centricworker Remoteworker CorridorWarrior On-the-go proDesk-centricworker Remoteworker CorridorWarrior On-the-go pro

7 unique work styles have been defined and solutions built to each persona’s productivity needs.

Better together: Dell offers the optimal suite of compute devices, plus accessories, services and software tailored for each end user workstyle.

Solutions that deliver the right product at the right time, whichever hat the customer is wearing.

Field WorkerCreative Engineer

Remote worker Corridor Warrior

6

Product portfolio

Fixed: Desktop PCs, Workstations & All-in-Ones

Vostro Desktops

For smallbusiness

Mobile: Business Laptop & 2 in 1s

Precision Fixed WorkstationsFor professional

creators

OptiPlexDesktops

For business-class security and reliability

XPS Desktops

For the ultimateexperience

VostroFor smallbusiness

computing

XPS LaptopsFor the ultimate

experience

LatitudeFor business-class

security andreliability

Precision Mobile WorkstationsFor professional

creators

Accessories & Displays

Services & Support

ProSupport

7

Videos

Future Ready Computers from Dell

The Future ReadyDell Latitude 7000 Series 2 in 1

The Future Ready Dell Latitude 5000 Series

The Future Ready Dell Precision 5510 Series

The future ready Dell OptiPlex 24 7000 Series AIO

Dell PCsWon’t Weigh You Down

Dell PCs Won’t Slow You Down

Dell PCsWon’t Shut You Down

When to Choosea Workstation vs a PC

Dell XPS Laptop Family

Dell XPSDesktop Family

OptiPlex 5000 SeriesDesktops & All-in-Ones

8

Marketing Campaigns

Tech Data Marketing Portal We have marketing materials on a range of Dell products and solutions located in our Tech Data end-user marketing portal, please use this collateral or sign up to start benefiting from these today and drive subscriptions!

SIGN UP HERE >

9

Why Dell

4 WORLD’S MOST MANAGEABLE PCS

Dell’s Client Command Suite offers faster deployments, most Generations of Updates, offers dynamic PowerShell Provider for client hardware management  plus exclusive Intel® vPro™ capabilities.

5 WORLD’S MOST SECURE PCs

Total security solution onthe box, Dell keeps endusers and endpoints secure with Dell Data Security, VMWare AirWatch, Mozy restore and backup solutions, and RSA SecurID and NetWitness Endpoint.

3 SERVICES & SUPPORT

Built on a foundation of ‘customer first’ perfected over 30 years, Dell offer complete solutions from data centre to end user devices. With industry-leading, award-winning tools and a simple portfolio structure.

2 THE MOST COMPLETE PC PORTFOLIO

With 60 innovation awards and counting, Dell’s PC portfolio includes rugged and embedded PCs which means that we are the only top-tier vendor offering devices from the boardroom to the battlefield.

1 WE ADDRESS TOP IT CONCERNS

Dell simplify PC migration to Windows 10, manage delivery of the PC Lifecycle with our Services, offer automated PC deployment solutions, reduce the risk of data loss and theft and offering scale on demand with ProSupport.

6 WORLD’ MOST RELIABLE PCs

Dell perform reliabilitytesting beyond system levelto component level with state-of-the-art system test equipment, tracking 65 million business client systems daily. 97% of our business client devices have had zero dispatches in year one.

7 NUMBER 1FOR WINDOWSMIGRATION

Microsoft Partner of the Year, six years running,  Dell were one of the first vendors to sell Windows 10 products. With 7 patents on our deployment technology and over 42k service reps ready to help, we can deliver solutions across the IT lifecycle.

8 CLIENT VIRTUALISATION

Dell is the only true provider of cohesive, easily managed end-to-end VDI solutions, from the data centre all the way to the end user device with a combination of technologies and services that enable and optimise your choic of cloud/desktop virtualisation models.

9 LEGACYOF GOOD

Driving human progress by putting our technology and expertise to work where they can do the most good for people and the planet including 43% reduction in energy intensity, resale and recycling services, sustainable packaging innovation and more.

10 RESPONSIBLE AND RESILIENT SUPPLY CHAIN

Responsible supply chain, committed to achieve 100% transparency in our supply chain, Dell spend more than $3bn each year with diverse suppliers, and have been recognized for sustainability innovation by the Council of Supply Chain Management Professionals.

10

Why Tech Data

MarketLeaders

One Trading Platform

Online Check Functionality

Range ofproducts available

Promotions and Bid Portal

Order Tracking and PODs

Discounted freight online

Optimised for Mobile Devices

Credit elevator programme

* Subject to status

Access to marketing tools

Tech Data Corporation is one of the world’s largest wholesale distributors of technology products, services and solutions. With state of the art logistics facilities, configuration capabilities and value added services, we enable more than 105,000 resellers to efficiently and cost effectively support the diverse technology needs of end users in more than 100 countries.

Tech Data offer our customers exceptional product choice with more than 30,000 stock items from over 150 leading manufacturers available for next-day delivery

Tech Data’s website featuring our InTouch ecom-merce tool, vendor portals, credit services and more is designed to provide a user friendly environment that saves you time and money.

Real time stock availability and pricing means you can check our warehouse shelves in one click giving you the confidence the stock you need is available for next day delivery.

Get the best price online, every time with pro-motions updated daily. Special bids page shows all deal registrations in one place with end user, agreement number and vendor details listed along with available quantity and valid till information.

Find all the post-sale info you need in one easy and simple place. Our order tracking page shows back-order status, and once shipped displays duplicate Dnote, invoice, serials and PODs along with real time courier tracking.

To make placing orders with Tech data easier and cheaper than ever, you receive 25% off on freight for all orders placed online.

Track all of your orders when you’re on the move in a clean and easy to view layout. Transfer baskets to colleagues in the office, or hide pricing to use our site in an interactive sales meeting with your customer.

Tech Data’s Marketing Portal provides template resources for email campaigns, web banner and bro-chures to help you drive co-ordinated and effective marketing campaign.

Last year we increased our credit line to hundreds of customers to enable them to grow their busi-nesses. If you utilise 75% of your available credit and settle your account byDirect Debit, your credit could be automatically increased. *