Pan ISG DCSE

(Data Center Sales Executive, Storage, Server, Networking for Commercial only)
SALES MOTIONS ACTIONS RESOURCES

 Understand the route to market. KNOW:

• Will this be Channel-Fulfilled or Direct? • ISG Online Playbook
Planning •
• What is the Dell Premier set-up for customer? (Single page, Global Portal, ERP/B2B integration, DSC Rules of Engagement for Channel
(Dell Solution Configurator))
Run-rate opportunity and entry level ISG solution*? WATCH FOR DSA: Purchasing a server as a Standard
Configuration with DSA
Discover,  If this is a repeat purchase opportunity, direct the TSR to build the standard configuration and direct your ISR WATCH FOR GII: Create a Server quote and export for online
Size & Scope to obtain pricing and goal approvals (if required). purchasing

REFERENCE: Standard Configuration in ISG Online Playbook

One-time custom orders or Complex ISG solution**? WATCH: Direct Led and Partner-Led in DSC
REFERENCE: Purchasing through DSC in ISG Online Playbook
Propose
 If channel-led, use collaboration function in DSC and send to Channel TSR.
 If direct, continue with process below.
Sales will recommend solutions, collaborating on configurations and negotiating the quote and price with the REFERENCE:
customer. Customers and partners can then retrieve the quote and place the order online. Consult with OBM if • Premier Quote to Order Job Aid
needed. • Quote Collaboration section in ISG Online Playbook
Commit, • WATCH FOR DSA: Purchasing storage (PowerStore, DSC
Quote & Order  Collaborate with TSR and ISRs on configurations, they will negotiate the quote and price with the customer. Solution) quotes in Premier
Placement Customers and partners can then retrieve the quote and place the order online. WATCH FOR GII: Turn a DSC Storage solution into an online order

 If direct-led and channel fulfilled, the direct team sends the quote to the partner. (Engage Channel TSR if
required) The Channel TSR will send to Distributor, if Tier 2 account.

KNOW YOUR CONTACTS: Online Business Manager or CSPM /

Post Order  If your customer requires an exception (offline purchase), please document the barrier with your OBM. PSPM (if applicable)
Support CUSTOMER RESOURCES:
Modern Account Management in Dell Premier

Stay informed: Premier Resource Site, Partner Support

*Entry ISG is defined as PowerEdge Tower/Rack, Configured PowerEdge, PowerEdge Connected Products (MX7000), Dell Networking products, PowerVault.
**Complex ISG is defined as HCI (XC, VxRail), PowerStore / DellEMC UnityXT, Data Protection Appliance / Software, PowerMax, Isilon 6.0 PowerScale.
Share with customers: Dell Premier, Partner Portal Note: MyQuotes quotes, Transformational License Agreement (TLAs), ACT tool requirements/storage, Utility Model are currently not supported through Dell Premier.

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Internal Use updated: 13 June 2022
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