DELL
Marketing Contribution Q3 Highlights Q4 Key Initiatives Marketing Calendar
Pan India | North | East | West | South | Partner enablement
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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

67.7

 

Inbound LOB wise pipeline contribution

ISG

SV

ST

CI

NWK

CSG

ISG Other

% mix

42%

33%

9%

2%

13%

1%

CSG

DT

NB

WS

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 >
Data Innovation Summit
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.
Future of Banking: VR Workshop
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.
Q4 Key Initiatives

Gartner IT Symposium
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>
Unified Workspace Masterclass
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.
Dell Technologies India Partner Summit
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
Dell Preferred
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.
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

PAN-INDIA

BU

Target Audience

Vehicle

Activity name

City

Dates

CSG

Top Accounts

Event

Dell Preferred - Chennai

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

OOH

Branding at Airports -Bangalore

NA

Across the quarter

Across

Email

CSG Newsletter

NA

Across the quarter

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

Top Accounts

Industry Event

Gartner Symposium

Goa

11-Nov-19

Across

Industry Event

TiE Global Summit

Delhi

14-Nov-19

Top Accounts

Industry Event

IDC Insights event sponsorship

Bangalore

5-Dec-19

Top Accounts

Event

Dell Technologies Exclusive

Bangalore

12-Dec-19

Top Accounts

Workshops

Synergy Account Workshops

Multiple cities

Across the quarter

Expansion

Tele-calling

Server & networking - expansion accounts

NA

Across the quarter

Across

Tele-calling

Comp Attack

NA

Across the quarter

Top Accounts

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

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