Q1FY21 Heroes - QPT Overview and Workshop.pdf

T H AN K S F O R Y O U R
PAR T N E R S H I P

Sales Productivity Portal
Ed Purvee
Lead Architect, Sales Productivity
Global Presales Specialty
We will start :03 after the hour
Confidential Dell Internal Only

© Copyright 2019 Dell Inc.
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Agenda
• SPP Overview
• Business Value Team
• Asset Dashboard
• Quick Proposal Generator
• Resources & Demo

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Q4 Closes Quickly!

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What is Sales Productivity Portal?
“Self-service website for instant data access and proposal generation”
Sales Productivity Portal
Proposal Generator
✓ TCO ROI NPV Tool
✓ Supports entire data
center configuration
✓ Highlights DELL EMC
solutions in a
transactional or
transformational output
Asset Dashboard Business Value Sales Plays
✓ Collection of call home
information providing
telemetry data going back
2 years
✓ Services velocity data
access for Validate the
Value, Tech Refresh,
Health Check
✓ Build a business
transformation story
✓ Business outcomes
monetized to justify
CI/HCI platforms
✓ Multi-Product Solutions
✓ #GetModern
✓ DPS Attach
✓ Cyber Recover Attach
✓ Tech Refresh Velocity
integration of Asset
Dashboard and Proposal
Generator
T2 - TRANSFORMATIONAL & TRANSACTIONAL PRODUCTIVITY

Business Value Team
Business.Value@Dell.com
Transformational

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Why Business Value Assessment
• Today, almost 100% of IT purchases
REQUIRE proof of business value
outcomes
• Elevate your conversations to
CEOs & CFOs
• Translate Benefits of CI & HCI in
customer-specific metrics
• December workshops

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VMware Cloud Foundation on VxRail
Competitive
Advantage
v. Nutanix on HPE
Mature GTM with
VCF
Trusted
Partnership
Challenges Dell Technologies Solution
Deal Value
$11M
Growth plans in progress
• Downtime – critical outages on 3-Tier
architecture - causing $23M of lost
revenue in past year on 1 critical order
management application
• Disjointed Processes & Legacy
Architecture – 32 days to deploy a
VM, immature Containers strategy, very
siloed teams
• Technical Debt – project-based
funding reduced the ability for Lowe’s to
make strategic decisions on
infrastructure
Benefits
Single-Vendor Support – Fast
Time to Incident Resolution
Automation & Orchestration
Network Microsegmentation
VMware Cloud Foundation on
VxRail
88 P570F VxRail All-Flash Nodes
VCF: vSphere, VSAN, NSX, vRA, vROps
Use Case: Transformation of
omnichannel IT team via order
management app transition to HCI

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LARGE RETAIL CUSTOMER financial summary
Total projected benefits (A) $25,806,606
Total investment (B) $9,812,490
Total operating costs (C) ($3,578,028)
Total projected net benefits (A-B-
C)
$12,416,088
Return on investment (ROI) 137%
Internal rate of return (IRR) 54%
Payback period (months) 22
The discount rate has been appliedto the ROI calculationto reflect the timevalue of money.
The Business Value information presented represents projections and estimates based on customer provided and/or publicly available data. Actual Business Value will vary based on a variety of circumstances and data.

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Potential Benefits to Include in BVA
✓IT Operational Efficiency
✓Hiring Avoidance
✓Innovation
✓Unplanned Downtime
✓Time to Value
✓Hard Costs Avoided
✓Extend Useful Life
✓Build/Purchase
✓Space and Power
✓Data Protection
✓Data Migration
✓System Performance
✓Custom/Other Benefits with
financial metrics
✓Additional Benefits/Objectives--
without Financial Metrics

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BVA Delivers Value During Entire Sales Process
“The earlier introduced the greater the value”
Qualify Discover
✓ Introduce BVA
✓ Identify Business & IT
Objectives
✓ Schedule data
gathering session
Assess/Pitch Propose Close
✓ Complete data
gathering
✓ Complete draft BVA
✓ Agree on assumptions
✓ Incorporate proposal
✓ Create business case
and presentation
✓ Modify BVA based on
executive feedback
Typical timeframe is 4-6 weeks (driven by customer)
BUSINESS VALUE ASSESSMENT
BVA SCOPE DATA GATHER REVIEW /EDIT OUTPUT EXEC PRESENTATION

Sales Productivity Team
Sales.Productivity.Support@Dell.com
Transactional &
Velocity

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NEW: Sales Tools Advisor
Unified user experience aligned to our Global Tools Portfolio that provides
guidance, descriptions and links on tools leveraged throughout each stage of
the Sales cycle

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Asset Dashboard

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Asset Dashboard – Voices from the Field
“Good morning! Just a heads up, we ran that demand gen campaign for
Brandon’s SLED district yesterday and ended up identifying $19.2M of net-
new pipeline opportunities based off of the data we pulled from the asset
dashboard….which is phenomenal!”
“Asset Dashboard allowed us to add 3x the normal amount
of opportunities compared to other #GetModern factories.”
“The GTO Asset Dashboard is awesome. I use it daily.”

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Asset Dashboard
• Find, store, and export your asset data
• VTV Reports – reoccuring visit with
customers with asset details and
confirmation of promised benefits
• 30,000+ Validate the Values run by account
teams in 1st half
• SFDC, Install Base, Engineering, CLM call
home data
Data Protection
Unstructured
Primary Storage
HCI

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SPP Data Sources
SPP Application
Data
SPP Mongo DB
PDS Greenplum
BDL Greenplum
CLM FILESHARE
PDS ASUP FILESHARE
WEB CST
XtremIO
Engineering
Isilon SQL Server
CLM HADOOP
DELL TERADATA*
APP
DBs
CORPORATE
DBs
PRODUCT DATA
DBs & Fileshares
SaaS
Infrastructure & DBs
Relational Standardized Data Layer

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Asset Dashboard Analytics

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Asset Dashboard – VTV – Executive Summary
• First page of VTV
• Highlights
– Performance
– Maintenance
– Capacity
– Other

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Asset Dashboard – VTV – Capacity Utilization
• Capacity Utilization
Slide
• Showcases last 365 of
capacity
• Varies from product to
product

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Quick Proposal
Generator

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Proposal Generator Overview
• Web-based, completely customizable, standard calculations for ALL products
• New system, Tech Refresh and Competitive
• Highlights current vs future state architecture
• Storage, CI/HCI, Connectrix, DPS, UDS, additional costs flexibility

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Proposal Generator Products Supported
• Storage
• PowerMax
• SC Series
• Unity & Unity XT
• VMAX
• VNX
• XtremIO
• Data Protection
• Data Domain
• IDPA
• PowerProtect
• CI/HCI
• VxRail
• VxBlock
• VxFlex
• UDS
• Isilon
• ECS
• Connectrix
• Dell EMC Networking
• Generic Costs – Admin, Migration, VMWare, Network

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Comparative Solution – “Business As Usual”
Select one or
many
comparative
components:
servers, storage,
network, etc.

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Multi-Product Proposals
• Select multiple proposed
solutions
• Combine financial results
• See proposal financial
metrics as you enter

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Investment Summary Calculations
• Financial metrics: Total Savings, ROI,
Payback
• Deal information: list price, discounts,
trade in, final deal cost
• Result totals for all financial metrics auto-
calculate as you enter information

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Proposal Settings
These settings are
used and
configured for all
solutions

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Considerations & Terminology
• Close / Install Date - The date when this deal is expected to close. This is used to
determine the start of warranty costs, maintenance, and so on. This will also determine
the starting year for the cost breakdowns by year. Year 1 is prorated!
• Cost of Capital – Default 6%, used to calculate NPV
• Standard Discount – Percentage Taken off List Price
• Strategic Customer Discount – Separate additional discount offered
• Trade In – A refund offered for trade-in of existing equipment/software, to offset any
write-offs the customer may have.
• Payment Options – Annual / Monthly – Changes the compounded interest based off
settings

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Quick Proposal – Short Report
Business Challenges & Outcomes
Technical Challenges & Outcomes
Solution Summary
KPIs
Architecture Design
TCO
ROI
NPV
Deal Price
Discounting & Trade In
Timeline
Breakeven Chart
Detailed & Itemized Cash flow
Compared Cash flow

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Resources
URL: https://spp.dell.com OR https://presalestools.emc.com
Sales.Productivity.Support@dell.com & Business.Value@dell.com
Business Value Assessment
• BVA Inside Dell page here (Search “BVA” on Inside Dell)
• The BVA 5 Steps resources here
Quick Proposal Generator
• Video training
• Overview PPT
Asset Dashboard
• Detailed Guide

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Which tool when?
Asset
Dashboard
Quick Proposal
Generator
Business Value
Assessment
Business Value Not directly Yes, general benefits Primary, cust. specific
Multi-Product Export, combine Yes, multi-product Yes, with CI/HCI focus
Transactional Yes Yes Focus on transform
TCO Not directly Yes, primary use Yes, + strategic value
Storage Arrays Yes Yes, primary Yes, VxBlock plus add-on
CI and HCI VxRail Block/Rack/Rail Primary: Block/Rack/Rail
Isilon, ECS Yes Yes, primary Yes, add-on to CI/HCI
Data Protection Yes Yes, primary Yes, add-on to CI/HCI
Tech Refresh Yes Yes Yes--situational
Validate Value Primary use Secondary use Yes--situational

https://spp.dell.com

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APPENDIX A:
QPG Screenshot Walk-Through
https://salestools.isus.emc.com/#/proposals/proposal/f
82f89e2c540f23506c1a890b6c49fdf
TEMPLATE: Unity vs Pure 30% Growth Rate (click to start)

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Click Financials & TCO
Start QPG by clicking link on SPP navigation

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Before you start a new proposal, check out the templates section. These
are already pre configured. Submit your winning proposal to
sales.productivity@dell.com to win inspire points.
Hit PLAY and follow prompts to copy into your list of “User Generated
Proposals”.
Use the TEMPLATES section to leverage pre-populated
proposals

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1. Click QPG section
2. + ADD NEW
Or use your list of categories &
created proposals to edit existing
Start a new proposal or edit an existing proposal

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PROPOSAL NAME
PROPOSAL CATEGORY
LIVE OR TEST
INPUT SFDC OPT
CLICK “SAVE”
Next, when starting a new proposal, fill in the required
categories

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USE CASE
CUSTOMER NAME
DEMOGRAPHIC INFORMATION
TIME FRAME
CURRENCY
LANGUAGE
The setup screen requires basic information - fill in the
following:

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COMPARATIVE SOLUTION: I.E.
BUSINESS AS USUAL
Add in costs to be compared,
customer current environment or
customer competitive solution.
This is where you build out the generic
costs that drive TCO for your ROI.
Start a TCO – “Click” Comparative Solutions

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GENERIC STORAGE FIELDS TO FILL IN:
Capacity information
Cost Per TB
Maintenance Cost
CLICK “SAVE”
Fill in the details - this drives the cashflow & NPV annualized
over the POI

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“Deal Summary/Discounts”
This relates to costs for
entire proposal
“Add New” product to fill
out product level costs
Dell EMC Solution tab allows for top level costs and product
costs

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Fill in the “Total Hardware List Price”
& discount accordingly.
Additional Fields to Consider:
Spread costs for product
Trade in offer info
Maintenance Costs
REMEMBER TO SAVE!
Dell EMC solutions requires costs for the solution you are
selling

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Populate Challenges & Outcomes
BUSINESS & TECHNICAL
Marketing “one-liners” are available
to “ADD”
Populate the Text Fields for Challenges & Benefits

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Review all your calculations in real
time as you are editing your
proposed financial numbers.

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This is useful for Setup,
Comparative Costs, Dell EMC
Solution, or Challenges &
Benefits.
Always “Save Changes”

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Click the “GENERATE REPORT” or
“SHARING”
button once saved.
Generate Report when TCO, ROI, finances look correct

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Share your QPG with others to
collaborate on multiproduct
proposals.
IE: One proposal from MDC, DPS, &
UDS.
“Confirm & Save”
Add co-editors to share

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TWO TYPES OF REPORTS
Short Report: 3 pages with additional
marketing material
Full Report: Traditional PowerPoint
with additional competitive reverse
architects for Primary Storage.
Generate Report Option Pop-Up

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APPENDIX B:
Asset Dashboard Walk Through

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Click Asset Dashboard
Start AD by clicking link on SPP navigation

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Search *customer name*  use wildcard
* for customer name or serial number.
Click “Sync My Data” loads SFDC account
assets.
Search & Load Assets

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Click Check Boxes
Click “Watch Assets”
Select Assets To Watch

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1) Select Product Tab you want to view
assets for
2) Check off Asset you want to create a
VTV
3) Click “Generate VtV”
View Assets & Create VTV

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Enter SFDC Instance & Opportunity Number
Click “Fast Generate VTV”
Generate Report

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Select Display Columns to adjust columns
Customize & Export From Your Dashboard

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Adjusting Columns
Click “Select Display Columns” from the
bottom of the table
Add, remove, or change the order of the
columns within your interface to see data
that is important to your use case

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Exporting
“MDC #GetModern” button exports all assets in your Asset List in the
product list to #GetModern templates in CSV format
“Export All” exports all of the assets and columns in the current table to a
CSV file
“Export Selected” exports the assets that have the check box checked and
columns in the current table to a CSV file

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Tech Refresh -> QPG
A column “Tech Refresh” displays a red checkmark when the asset is a tech
refresh target.
Clicking the red checkbox automatically generates a preproposal in the QPG
with the Comparative Solution populated with the asset selected
Storage Data
• Capacity
• Maintance
• Data Reduction
Asset Dashboard VTV OR QPG

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