Inspiring Innovation: The Dell Technologies Executive …Inspiring Innovation: The Dell Technologies...
Transcript of Inspiring Innovation: The Dell Technologies Executive …Inspiring Innovation: The Dell Technologies...
Inspiring Innovation:
The Dell Technologies
Executive Briefing Program
Bonnie Bryce, Director, Business Process Management,
Executive Briefing Program
Internal Use - Confidential
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Since We Last Saw You
Round Rock, TXHopkinton, MA
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What We Will Cover
Who We Are About the Executive
Briefing Program
Implementing ABPM
World Class
Characteristics
Adding Strategic
Value
2. 1. 3. 4.
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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
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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
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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
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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)
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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
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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
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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
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Partnerships Across the Business
Chief Customer Office
Office of the
CTO
Marketing/ Branding
Sales Business UnitsOffice of
Strategy & Technology
Thank You!
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Internal Use - Confidential