Inspiring Innovation:

The Dell Technologies

Executive Briefing Program

Bonnie Bryce, Director, Business Process Management,

Executive Briefing Program

Internal Use - Confidential

2/8

Since We Last Saw You

Round Rock, TXHopkinton, MA

3/8

What We Will Cover

Who We Are About the Executive

Briefing Program

Implementing ABPM

World Class

Characteristics

Adding Strategic

Value

2. 1. 3. 4.

4/8

Who We Are

Dell Technologies is a unique family of businesses that provides

the essential infrastructure for organizations to build their digital

future, transform IT and protect their most important asset,

information

Dell Technologies consists of 7 brands:

Let’s make it real.

About the Executive Briefing Program

6/86/8

Who We Are – The EBP

Centers Globally +

Global Field Briefing Program

Discussions Covered

Team Members

Briefings Conducted FY’18

Discussion Leaders Globally

Related Opportunity FY’18

7/8

Customer Engagement Offerings

Dell Technologies Executive Briefing Center

• 1x1 Customer Briefing formats at corporate campus locations

• Interact with Executive & BU leadership from across Dell Technologies

• Custom agendas built on Dell Technologies core vision and IT transformation

Executive Field Briefing

• 1x1 Customer Briefing formats hosted in local markets

• Leverage corporate, division and regional leadership

• Deliver custom briefings based on local initiatives and priorities

Specialty Briefing

• 1x1 customer briefing format offered at corporate campus or in local markets

• Agendas focused on application driven use cases/verticals

• Solution focused sessions aligned to corporate messaging

Implementing ABPM World Class Best Practices Executive Briefing Program 2.0

9/8

PlanningManagementCustomer

ExperienceMeasurement

EBP Business Strategy

Advisory Board

Discussion Leader Bureau

Tiered Briefing Model

New Briefing Tool –VisitOps

Feedback Initiative

Customization –Platinum Offering

Renovations

Customer Insight Program

Content & Messaging Strategy

Customized Reporting

Linking Opportunities

Facilitation

Shared Services ModelMarketing Plan/ New

Role

Alignment with Sales

Branding Alignment

ABPM World Class Mapping to EBP 2.0

Briefing Impact Review (BIR)

10/8

Shared Services

ModelA Shared Services Model is a group

of Briefing Consultants that can

assist in planning a briefing at any

time, regardless of location

BENEFITS:

Balanced Workload

More Impactful Customer

Experience

Collaboration Across Briefing

Consultants

Accessibility/Consistent

Experience for Account Teams &

Customers

Exposure & Growth Opportunities

11/8

Tiered Briefing Model Platinum Gold Silver

• Highly custom experience

• Dedicated Facilitator

• Peer-to-Peer engagement

• EBP Consultant creates agenda/secures Resources

• Access to all ‘Discussion Block’ content options

• Dry run prior to briefing

• Post-Briefing Action plan

• >6 Week lead time

• Account Plan / QBR Deck

• Pre-briefing Customer Access

• Area Sales VP approval & engagement throughout process

• Secures key decision maker

• Internal & Customer Feedback

• Leverage as part of CBR

• Briefing Consultant creates agenda/secures discussion leaders

• Access to all ‘Discussion Block’ content options

• 3 – 6 Week lead time

• Internal & Customer Feedback

• Facility access

• Briefing Consultant & Briefing Coordinator/Logistics assigned

• Account Executive sends invite

• Briefing Consultant sends final briefing packet

• 1 – 3 week lead time

• Sales team responsible for securing discussion leaders & sending invite

• Internal & Customer Feedback

EBP

Offering

Sales Team

Requirements

Our Strategic Value

13/8

From over 100 different factors tested, EBC visits showed some

of the strongest statistical correlation with Profitability &

Stickiness; two very key behaviors of Customer Loyalty

Increased portfolio of

products/services

purchased or

purchasing more

frequently

Drives Higher Gross

Margin Dollars

Stickiness Profitability

14/8

Partnerships Across the Business

Chief Customer Office

Office of the

CTO

Marketing/ Branding

Sales Business UnitsOffice of

Strategy & Technology

Thank You!

16

Internal Use - Confidential