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Marketing Contribution
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Q3 Highlights
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Q4 Key Initiatives
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Marketing Calendar
Pan India | North | East | West | South | Partner enablement
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This communication is intended for internal use only; please do
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Dear Team,
Welcome to Q4 FY ’20!
As we get into the quarter we wanted to give you a quick glance on Q3 marketing outcomes & Q4 key initiatives. Please also find below our marketing calendar, geo-wise which will provide you with all the details of activities happening in your specific region. Also there are certain activities which help us reach customers/prospects across India and the same are under the Pan India tab for you to refer and leverage them. Our marketing initiatives are aligned to drive our key priorities around customer base growth, driving transformational wins, storage, selling deeper into accounts and driving our margin contribution to the business.
Marketing Contribution to Pipeline in FY ‘20 Q3 (Week 11)
|
Inbound
|
Outbound
|
Total
|
|
ISG
|
CSG
|
ISG
|
CSG
|
|
No. of Leads
|
3609
|
3203
|
3515
|
4355
|
14682
|
Follow-up Completed %
|
69%
|
82%
|
89%
|
89%
|
|
Pipeline ($M)
|
87.6
|
76.3
|
61.2
|
75
|
300.1
|
Revenue ($M)
|
10.6
|
21.3
|
11.6
|
24.2
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67.7
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Inbound LOB wise pipeline contribution
ISG
|
SV
|
ST
|
CI
|
NWK
|
CSG
|
ISG Other
|
% mix
|
42%
|
33%
|
9%
|
2%
|
13%
|
1%
|
|
|
|
|
|
|
|
|
|
CSG
|
DT
|
NB
|
WS
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CSG Other
|
ISG
|
|
% mix
|
45%
|
32%
|
7%
|
12%
|
5%
|
|
Accounts coverage (Leads)
Accounts Coverage
|
Leads
|
Top
Accounts (T1/T2)
|
712
|
Expansion Accounts (T3+ and Net-New)
|
3390
|
|
|
Q3 Highlights
Dell Tech Forums & Connected CIO Forum
|
|
379 CIOs and 2263 IT practitioners from
1300+ organizations across India.
We received a very overwhelming response for Dell Technologies Forum – India edition. Kickstarting the India tour with Dell Technologies Forum at Delhi, the event was noteworthy for the unique experiences delivered to our customers and partners. These events also reached Hyderabad, Mumbai and Bangalore and concluded with Connected CIO event in Mumbai. From invigorating CIO Debates and innovative run of Dell Designathon to insightful conversations for ‘Girl Technologists in the Making’ and glimpse of our CIO attendees’ mindshare in Executive CIO Council & Dell Tech TV, the 2019 Forum has been conspicuous for the high engagement and focused participation by attendees, partners and industry leaders.
Here is a quick recap video,click here >
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Data Innovation Summit
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|
Dell EMC hosted the second edition of the Data Innovation Summit in partnership with IDC on 10 October to 12 October 2019 at Hilton Shillim, Shillim, Maharashtra. 36 Technology leaders from across industries joined us for this two-day conference with an agenda focused on why and how businesses can unlock the value of their data with modern IT, use it to power their highest-value initiatives, and facilitate future digital endeavors backed by data.
|
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Future of Banking: VR Workshop
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|
Future of BFSI: an exclusive VR Conclave, held on 22nd October in Mumbai, was a one-of-its-kind conference for decision makers and influencers from the Banking, Finance and Insurance industries.
Partnering with Vammr and targeting the Insurance, Capital, V Commerce and Mortgage lending markets, this conference provided better understanding for customers on how they can make their organizational data perform better and deliver unique experiences to their customers. Event showcased Immersive 3Dimensional demos, developed on the Dell Precision workstations, that can be scaled, moved, rotated and entered at will for Quantitative Data Analysis and Visualization.
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Q4 Key Initiatives
Gartner IT Symposium
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|
Gartner IT Symposium is one of the biggest CIO platform in India with close to 500 + senior IT decision makers attending this 4 day residential event in Goa. Like last year, Dell Technologies will be participating as the Platinum sponsor for this event. As part of our participation, we will have multiple ways to engage with our customers:
• Exclusive lunch session on Modernize to Innovate with select 15-20 CIOs focused on our T1 accounts on 11th November.
• Keynote session covering Dell Technologies’ Visiion for 2030 on 13th November.
• Analyst and customer 1:1 meetings
• Demo Booth
GOA
11-14 November 2019 | Grand Hyatt
For more details on agenda click here>
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Unified Workspace Masterclass
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Unified Workspace Masterclass is being planned in 2 cities (Mumbai & Delhi). These workshops will cover how our customers can transform their business with Dell Technologies Unified Workspace. It will help them reduce run-the-business tasks and provide ready-to-work experiences for end users.
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Dell Technologies India Partner Summit
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Dell Technologies India partner summit has come a long way since its inception. This year we will be hosting 96 partner MDs/CEOs from across India at Moscow, Russia. The theme of the event is Real Partnership and our partners will discover new strategies, network and engage with thought leaders and industry peers, all while meeting with the Dell Technologies leaders and experts.
When & Where
7-10 November 2019 | Ritz Carlton, Moscow, Russia
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Dell Preferred
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|
The next edition of Dell Preferred is being planned at Chennai on 21 November, for select top account customers from across the country. The 2-day event will include insightful keynote sessions from Dell leaders as well as guest speakers, along with an exclusive behind the scenes tour of the ICC, Dell Factory at Sriperumbudur.
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Marketing Activity Q4 Calendar Geo-wise
Please note that:
• The "Top Accounts" comprises of T1 & T2 accounts
• The "Expansion Accounts" comprises of T3+ and Net New.
• Event dates are tentative and will get confirmed based on speakers & venue availability, so there may be a slight movement
• The activities marked in ORANGE are co-marketing with a Distributor or a Channel partner.
• Digital activities, Tele-prospecting & webinars allow us to reach out to customers across India as hence they are under PAN India
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PAN-INDIA
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BU
|
Target Audience
|
Vehicle
|
Activity name
|
City
|
Dates
|
CSG
|
Top Accounts
|
Event
|
Dell Preferred -
Chennai
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Chennai
|
21-Nov-19
|
Top Accounts
|
Workshop
|
Dell Connect
Workshops
|
Multiple cities
|
Across the
quarter
|
Expansion
|
Workshop
|
Dell Connect
Workshops
|
Multiple cities
|
Across the
quarter
|
Across
|
Tele-Prospecting
|
Tele calling: WS Focus
Accounts, Lati Focus Accounts, DT Focus Accounts, Green field & expansion accounts
|
NA
|
Across the
quarter
|
Across
|
Print
|
Latitude, OptiPlex &
Unified workspace Print Campaign
|
NA
|
Across the
quarter
|
Across
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OOH
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Branding at Airports
-Bangalore
|
NA
|
Across the
quarter
|
Across
|
Email
|
CSG Newsletter
|
NA
|
Across the
quarter
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Across
|
Digital
|
Social Campaign - OptiPlex
Ultra
|
NA
|
Across the
quarter
|
Across
|
Digital
|
Priority Engine, QSO, Content
Syndication Programs
|
NA
|
Across the
quarter
|
Across
|
Digital
|
Display Campaigns
|
NA
|
Across the
quarter
|
Across
|
Digital
|
Design Circle FB Community
|
NA
|
Across the
quarter
|
Expansion
|
Email
|
CSG special offers
|
NA
|
Across the
quarter
|
ISG
|
Top Accounts
|
Event
|
DPS EBC Week
|
Bangalore
|
4-Nov-19
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Top Accounts
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Industry Event
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Gartner Symposium
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Goa
|
11-Nov-19
|
Across
|
Industry Event
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TiE Global Summit
|
Delhi
|
14-Nov-19
|
Top Accounts
|
Industry Event
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IDC Insights
event sponsorship
|
Bangalore
|
5-Dec-19
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Top Accounts
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Event
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Dell Technologies
Exclusive
|
Bangalore
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12-Dec-19
|
Top Accounts
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Workshops
|
Synergy Account
Workshops
|
Multiple cities
|
Across the
quarter
|
Expansion
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Tele-calling
|
Server & networking -
expansion accounts
|
NA
|
Across the
quarter
|
Across
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Tele-calling
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Comp Attack
|
NA
|
Across the
quarter
|
Top Accounts
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Email
|
AI/ML Campaign - AI Prime
Newsletter
|
NA
|
Across the
quarter
|
Across
|
Digital
|
Priority Engine, QSO, Content
Syndication Programs
|
NA
|
Across the
quarter
|
Across
|
Digital
|
ABM campaign – Server, SAP
HANA, Web Tech Companies Acquisition
|
NA
|
Across the
quarter
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Across
|
Digital
|
CIO Club on LinkedIn
|
NA
|
Across the
quarter
|
Top Accounts
|
workshops
|
Account workshops
|
Multiple cities
|
Across the
quarter
|
Cross BU
|
Top Accounts
|
Email
|
Elite Circle
Mailers
|
NA
|
Across the
quarter
|
|
WEBINARS
BU
|
Account Focus
|
Activity name
|
Product Focus
|
Dates
|
ISG
|
Expansion
accounts
|
Bedrock of Modern
Data Center
|
Server
|
7-Nov
|
Expansion
accounts
|
Powering Digital
Transformation Through Data Capital
|
Midrange
|
14-Nov
|
Expansion
accounts
|
Modernize
Infrastructure to Transform IT
|
HCI
|
21-Nov
|
Expansion
accounts
|
Open Networking
solutions for Modern Enterprise
|
Networking
|
28-Nov
|
Expansion
accounts
|
Powering Digital
Transformation Through Data Capital
|
Midrange
|
5-Dec
|
Expansion
accounts
|
Modernize
Infrastructure to Transform IT
|
VxRail
|
12-Dec
|
Expansion
accounts
|
Bedrock of Modern
Data Center
|
Server
|
19-Dec
|
Expansion
accounts
|
Powering Digital
Transformation Through Data Capital
|
Midrange
|
9-Jan
|
CSG
|
Expansion
accounts
|
Latest Feature
Additions in Mobility & Rugged Devices
|
Lati
|
6-Nov
|
Expansion
accounts
|
Create Without
Limits with Dell Precision Workstations
|
Workstation
|
13-Nov
|
Expansion
accounts
|
MS Win 10
Migration and Workforce Transformation
|
Across Client
Solutions
|
19-Nov
|
Expansion
accounts
|
Redefining
Workforce Productivity with Dell Client Solutions
|
Across Client
Solutions
|
20-Nov
|
Expansion
accounts
|
End to End
Deployment with Staff Augmentation
|
Across Client
Solutions
|
27-Nov
|
Expansion
accounts
|
Ensure Your
Organization is Fully Protected Against the Raising Tide of Cyber Threat
|
Security
|
4-Dec
|
Expansion
accounts
|
Customer Session
(TBC)
|
Case study
|
11-Dec
|
Expansion
accounts
|
MS Win 10
Migration and Workforce Transformation
|
Across Client
Solutions
|
18-Dec
|
|
North
BU
|
Account Focus
|
Vehicle
|
Activity name
|
City
|
Dates
|
CSG
|
Top Accounts
|
Industry Event
|
Manufacturing CIO
Conclave by Grey Head Media - Delhi
|
Delhi
|
11-Dec-19
|
Expansion
|
Event
|
WT CIO RTs
|
Chandigarh
|
11-Dec-19
|
Top Accounts
|
Event
|
Unified Workspace
Masterclass
|
Delhi
|
18-Dec-19
|
Top Accounts
|
Event
|
Govt Event by
Indian Express
|
Bhopal
|
18-Dec-19
|
ISG
|
Expansion
|
Event
|
Geo Expansion CxO Event
|
Delhi
|
15-Nov-19
|
D2D, Exp
|
Event
|
Geo Expansion
with ESDS
|
Indore
|
20-Nov-19
|
Top Accounts
|
Event
|
Customer
roadshows with AMD - Launch
|
Delhi
|
28-Nov-19
|
Top Accounts
|
Event
|
Elite circle
|
Delhi
|
29-Nov-19
|
|
East
BU
|
Account Focus
|
Vehicle
|
Activity name
|
City
|
Dates
|
ISG
|
Top Accounts
|
Event
|
Vigyan Samagam KOLKATA
|
Kolkata
|
4-Nov-19
|
D2D, Exp
|
Event
|
Geo Expansion
with ESDS
|
Bhubaneshwar
|
4-Dec-19
|
CSG
|
Across
|
Industry Event
|
Infocom 2019 -
Kolkata
|
Kolkata
|
6-Dec-19
|
Expansion
|
Event
|
WT CIO RTs
|
Gangtok
|
13-Dec-19
|
|
West
BU
|
Account Focus
|
Vehicle
|
Activity name
|
City
|
Dates
|
CSG
|
Top Accounts
|
Event
|
WT Event w IDC
|
Pune
|
22-Nov-19
|
Top Accounts
|
Event
|
Govt Event by
Indian Express
|
Mumbai
|
28-Nov-19
|
Expansion
|
Event
|
WT CIO RTs
|
Nasik
|
29-Nov-19
|
Expansion
|
Event
|
WT CIO RTs
|
Vadodra
|
4-Dec-19
|
Top Accounts
|
Industry Event
|
Manufacturing CIO
Conclave by Grey Head Media - Pune
|
Pune
|
6-Dec-19
|
Top Accounts
|
Event
|
Unified Workspace
Masterclass
|
Mumbai
|
11-Dec-19
|
ISG
|
Across
|
Industry Event
|
Cloud Era -
EDGE2AI
|
Mumbai
|
7-Nov-19
|
D2D, Exp
|
Event
|
Geo Expansion
with ESDS
|
Nagpur
|
13-Nov-19
|
Across
|
Industry Event
|
Vforum india
|
Mumbai
|
19-Nov-19
|
Expansion
|
Event
|
Geo Expansion CxO Event
|
Mumbai
|
20-Nov-19
|
Top Accounts
|
Event
|
Customer
roadshows with AMD - Launch
|
Mumbai
|
3-Dec-19
|
D2D, Exp
|
Event
|
Data Capital
|
Ahmedabad
|
4-Dec-19
|
Top Accounts
|
Workshop
|
PowerMax Test drive
|
Mumbai
|
6-Dec-19
|
D2D, Exp
|
Event
|
Server
Roadshows
|
Pune
|
13-Dec-19
|
Top Accounts
|
Event
|
Dell Tech cloud
|
Mumbai
|
19-Dec-19
|
Across
|
Event
|
Dell Technologies
User Group
|
Mumbai
|
10-Jan-20
|
|
South
BU
|
Account Focus
|
Vehicle
|
Activity name
|
City
|
Dates
|
CSG
|
Expansion
|
Event
|
WT CIO RTs
|
TBD
|
21-Nov-19
|
Expansion
|
Event
|
WT CIO RTs
|
Chennai
|
27-Nov-19
|
Top Accounts
|
Industry Event
|
Manufacturing CIO
Conclave by Grey Head Media
|
Chennai
|
4-Dec-19
|
Expansion
|
Event
|
Security Workshop
Cochin
|
Cochin
|
5-Dec-19
|
ISG
|
Across
|
Industry Event
|
RedHat forum
|
Bangalore
|
7-Nov-19
|
Expansion
|
Event
|
Geo Expansion CxO Event
|
Bangalore
|
13-Nov-19
|
Top Accounts
|
Event
|
Customer
roadshows with AMD - Launch
|
Bangalore
|
26-Nov-19
|
D2D, Exp
|
Event
|
Geo Expansion
with ESDS
|
Coimbatore
|
29-Nov-19
|
D2D, Exp
|
Event
|
Data Capital
|
Hyderabad
|
11-Dec-19
|
Top Accounts
|
Event
|
Dell Tech cloud
|
Bangalore
|
17-Dec-19
|
D2D, Exp
|
Event
|
Server
Roadshows
|
Chennai
|
18-Dec-19
|
Across
|
Event
|
Dell Technologies
User Group
|
Bangalore
|
8-Jan-20
|
|
PARTNER ENABLEMENT
WEBINARS:
BU
|
Audience
|
Activity name
|
Product Focus
|
Dates
|
CSG
|
Channel
|
Workforce
Transformation
|
Lati
|
21-Nov
|
Channel
|
Create Without
Limits
|
Workstation
|
12-Dec
|
ISG
|
Channel
|
Bedrock of Modern
Data Center
|
Server
|
7-Nov
|
Channel
|
Powering Digital
Transformation Through Data Capital
|
Midrange
|
5-Dec
|
|
|