| Marketing Contribution | Q1 Highlights | Q2 Key Initiatives |
Marketing Calendar Pan India | North | East | West | South | Partner enablement |
Dear Team,
Welcome to Q3 FY ’20!
As we get into the quarter we wanted to give you a quick glance on Q2 outcomes & Q3 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 Q2 (Week 13)
|
|
Inbound |
Outbound |
Total |
||
|
ISG |
CSG |
ISG |
CSG |
|
|
|
No. of Leads |
2950 |
3447 |
4199 |
4575 |
15171 |
|
Follow-up Completed % |
84% |
92% |
89% |
94% |
|
|
Pipeline ($M) |
67.4 |
79.9 |
59.7 |
69 |
276 |
|
Revenue ($M) |
19.8 |
12.1 |
17.5 |
14.7 |
64.1 |
Inbound LOB wise pipeline contribution
|
ISG |
SV |
ST |
CI |
NWK |
CSG |
ISG Other |
VMware |
Total |
|
% mix |
48% |
38% |
3% |
2% |
6% |
2% |
1% |
100% |
|
CSG |
DT |
NB |
WS |
CSG Other |
ISG |
VMware |
Total |
|
|
% mix |
23% |
44% |
10% |
8% |
12% |
2% |
100% |
Accounts coverage (Leads)
|
Accounts Coverage |
Leads |
|
Top
Accounts (T1/T2) |
664 |
|
Expansion
Accounts (T3+ and Net-New) |
2975 |
HPC Innovation Symposium 2019
|
CL Educate, in association with Dell EMC, successfully organized the 2nd edition of HPC Innovation Symposium from 11-13 July at Moksha Himalayan Spa Resort, Himachal Pradesh. Set against the beautiful and enchanting view of the Himalayas, this thought leadership conference aimed at promoting the adoption of HPC for the purpose of research and innovation. With the theme as ‘Innovation Unbound, powered by HPC’, it shed light on the latest trends, advancements and conversations in HPC while helping attendees draft a definite roadmap of digital transformation, powered by HPC. We had 57 attendees from our key customers and some great speakers. It succeeded in establishing Dell EMC as the thought leader in the domain while equipping attendees with specific data points on how to expedite their organizational growth with High Performance Computing.
Check the video link to get an overview of the event. |
|
In partnership with IDC we hosted "The Future of Work: Empowering Employees for the Digital Era" across 3 cities. These events showcased how a more personalized approach to computing can help create superior employee experiences, unlock productivity and innovation, and improve talent attraction and retention outcomes. We had more than 300 ITDMs attending these events. |
|
The Social Media campaign #PlayAtFullSpeed was designed to promote Dell Latitude 7400 2-in-1 and highlight the features that add productivity in the business day of CXOs. The social media communication focused on ‘the way speed in cricket can change the game, Latitude 7400 2-in-1’s speedy performance lets the modern leader Play At Full Speed, both on and off the field’. The campaign captured the cricket fever around the ICC World Cup 2019 and at the same time drew parallels from the 3 stunning features of the new Latitude 7400 2-in-1 (express power charge, express sign-in spyglass and lightweight form factor that facilitates express mobility). The campaign was launched with India’s ace batsman- Virender Sehwag. Through a series of three videos, he unfolded his 3 success mantras- Skills, Stamina and
Strategy that helped him Play At Full Speed
• Total Participation: 1350+ (CIO & ITDM: 75) • Impressions: 2M+ |
|
We hosted 300+ senior ITDMs across Bangalore, Delhi and Mumbai to discuss and elaborate upon how customers can "Modernize IT and automate their infrastructure to optimize any workload with the latest generation of Dell EMC PowerEdge Servers, powered by Intel Xeon Scalable Processors."
These events helped us build greater mindshare and identify net new opportunities on our workload optimized PowerEdge server portfolio. |
Dell Tech Forums & Connected CIO Forum
|
Our Annual Flagship events Dell Tech Forums and Connected CIO Forum are scheduled for September. Please invite you customers to attend these events.
At the Forum, customers will get to: • Learn about AI, IOT, Multi-Cloud, Cyber-security and global trends that are driving their evolution • Discover new IT solutions that will help you leverage emerging technologies to their full potential • Be inspired by innovative, transformative, and successful solutions your peers have already deployed • Explore products and solutions showcase where you will have an opportunity to engage hands-on with the latest technology For more details visit here> |
|
CIO roundtables are being planned across 2 cities in synergy with VMware where we would lead with Dell Tech Cloud messaging and showcase our solutions to key prospects and help them devise their multi-cloud strategy. |
|
In partnership with Vamrr, we are planning VR workshop in Mumbai to highlight VR solutions/applications which can help FSIs to educate and engage their clients. The workshop will help promote Dell Precision as the perfect choice of workstation to deliver the same. We will be inviting CIOs & CFOs from FSI organizations to attend this workshop. |
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
|
BU |
Target Audience |
Vehicle |
Activity name |
City |
Dates |
|
Cross BU |
Expansion |
Industry Event |
FCBA -India's biggest Residential Conclave
&Awards on Cooperative Banks |
Goa |
18th,19th & 20th Sep |
|
Across |
Event |
Connected CIO Forum |
Mumbai |
26-Sep |
|
|
Top Accounts |
Email |
Elite Circle Mailers |
NA |
Across Quarter |
|
|
CSG |
Expansion |
Workshops |
M&E WS with Indifolio |
Mumbai |
Across quarter |
|
Top Accounts |
Workshops |
Dell Connect |
Basis Request |
Across quarter |
|
|
Across |
Tele-Prospecting |
Tele calling: WS Focus Accounts, Lati Focus
Accounts, DT Focus Accounts, Green field & expansion accounts |
NA |
Across Quarter |
|
|
Across |
Print |
Latitude, OptiPlex & Unified workspace
Campaign – Print Ads in Economics Times, HBL, & few others |
NA |
Across Quarter |
|
|
Across |
OOH |
Branding at Airports -Bangalore |
NA |
Across Quarter |
|
|
Across |
Email |
CSG Newsletter |
NA |
Across quarter |
|
|
Across |
Digital |
Social Campaign - OptiPlex Launch |
NA |
Oct |
|
|
Across |
Digital |
Priority Engine, QSO, Content Syndication
Programs |
NA |
Across Quarter |
|
|
Across |
Digital |
Display Campaigns |
NA |
Across quarter |
|
|
Expansion |
Email |
CSG special offers |
NA |
Across quarter |
|
|
ISG |
Across |
Industry Event |
Tech Sabha |
Jaipur |
8-Aug |
|
Top Accounts |
Event |
Data Innovation Summit |
Shillim |
10-Oct |
|
|
Top Accounts |
Workshops |
Account Workshops |
Basis Request |
Across quarter |
|
|
Top Accounts |
Workshops |
Synergy Account Workshops |
Basis Request |
Across quarter |
|
|
Expansion |
Tele-calling |
Server & networking - expansion accounts |
NA |
Across Quarter |
|
|
Top Accounts |
Email |
AI/ML Campaign - AI Prime Newsletter |
NA |
Across Quarter |
|
|
Across |
Digital |
Priority Engine, QSO, Content Syndication
Programs |
NA |
Across Quarter |
|
|
Across |
Digital |
ABM campaign - Blades, Data Capital, Top
accounts |
NA |
Across Quarter |
|
|
Across |
Digital |
CIO Club on LinkedIn |
NA |
Across Quarter |
WEBINARS
|
BU |
Target Audience |
Activity name |
Product Focus |
Dates |
|
ISG |
Expansion |
Bedrock of Modern Data Center |
Server |
8-Aug |
|
Expansion |
Powering Digital Transformation Through Data
Capital |
Mid-range |
16-Aug |
|
|
Expansion |
Modernize Infrastructure to Transform IT |
VxRail |
22-Aug |
|
|
Expansion |
Powering Digital Transformation Through Data
Capital |
DPS |
29-Aug |
|
|
Expansion |
Modernize Infrastructure to Transform IT |
HCI |
5-Sep |
|
|
Expansion |
Powering Digital Transformation Through Data
Capital |
Mid-Range |
13-Sep |
|
|
Expansion |
Open Networking solutions for Modern Enterprise |
Networking |
20-Sep |
|
|
Expansion |
Bedrock of Modern Data Center |
Server |
10-Oct |
|
|
CSG |
Expansion |
Mobility solutions from Dell to transform your
workforce |
Latitude |
21-Aug |
|
Expansion |
The New reality: Innovative ways business are
Embracing AR & VR |
Workstation |
28-Aug |
|
|
Expansion |
Factory Provisioning & Tec Direct Demo |
Endpoint Security |
5-Sep |
|
|
Expansion |
Ensure Your Organization I Fully Protected
against the rising tide of Cyber threat |
Security |
13-Sep |
|
|
Expansion |
Experience customer inspired engineering with
Dell client solutions (OptiPlex) |
OptiPlex |
18-Sep |
|
|
Expansion |
VMware - Workspace One |
Unified Workspace |
25-Sep |
|
|
Expansion |
Enabling Digital Workspaces with Dell VDI
Solutions (backup) |
VDI |
TBC |
North
|
BU |
Target Audience |
Vehicle |
Activity name |
City |
Dates |
|
Cross BU |
D2D & Exp |
Event |
Geo Exp VMware |
Chandigarh |
21-Aug |
|
D2D & Exp |
Event |
Geo Exp VMware |
Lucknow |
23-Aug |
|
|
Across |
Event |
Dell Tech Forum |
Delhi |
6-Sep |
|
|
CSG |
Across |
Industry Event |
20th CIO&Leader Annual Conference |
Delhi |
2-Aug |
|
Across |
Event |
DTF Designathon |
Delhi |
5-Sep |
|
|
ISG |
Top |
Event |
SAP HANA |
Delhi |
21-Aug |
|
Top |
Event |
Elite Circle CXO Social Event |
Delhi |
Oct |
|
|
Top accounts |
Industry Event |
ET Cloud Summit |
Delhi |
15- Oct |
East
|
BU |
Target Audience |
Vehicle |
Activity name |
City |
Dates |
|
ISG |
D2D & Exp |
Event |
Data Capital |
Kolkata |
9-Sep |
WEST
|
BU |
Target Audience |
Vehicle |
Activity name |
City |
Dates |
|
Cross BU |
Across |
Event |
Dell Tech Forum |
Mumbai |
17-Sep |
|
D2D & Exp |
Event |
Geo Exp VMware |
Surat |
11-Oct |
|
|
CSG |
Across |
Event |
DTF Designathon |
Mumbai |
16-Sep |
|
Expansion |
Event |
WT CIO RTs |
Pune |
18-Sep |
|
|
Top |
Event |
Future of Banking: VR Workshop |
Mumbai |
Oct |
|
|
Expansion |
Event |
WT CIO RTs |
Ahmedabad |
24-Sep |
|
|
ISG |
Top Accounts |
Event |
Multi Cloud |
Pune |
22-Aug |
|
Top Accounts |
Event |
SAP HANA |
Mumbai |
27-Aug |
|
|
Across |
Industry Event |
Ti Automotive Sponsorship |
Pune |
28-Aug |
|
|
Top Accounts |
Industry Event |
ET Cloud Summit - VDA |
Mumbai |
11 Oct |
|
|
Top Accounts |
Industry Event |
CIO Klub - Pentagon |
Pune |
31-Aug |
|
|
Top Accounts |
Industry Event |
BFSI CXO with Banking Frontiers |
Mumbai |
4th Oct |
SOUTH
|
BU |
Target Audience |
Vehicle |
Activity name |
City |
Dates |
|
Cross BU |
D2D & Exp |
Event |
Geo Exp VMware |
Kochi |
4-Sep |
|
D2D & Exp |
Event |
Geo Exp VMware |
Vishakhapatnam |
27-Aug |
|
|
Across |
Event |
DTF Designathon |
Hyderabad |
11-Sep |
|
|
Across |
Event |
Dell Tech Forum |
Hyderabad |
12-Sep |
|
|
Across |
Event |
DTF Designathon |
Bangalore |
19-Sep |
|
|
Across |
Event |
Dell Tech Forum |
Bangalore |
20-Sep |
|
|
D2D & Exp |
Event |
Data Capital |
Coimbatore |
22-Aug |
|
|
D2D & Exp |
Event |
Security Workshop |
Coimbatore |
25-Sep |
|
|
CSG |
Top Accounts |
Event |
WT FoW IDC |
Chennai |
Sep 04 or 13 |
|
Expansion |
Event |
WT CIO RTs |
Vijayawada |
TBD |
|
|
ISG |
Across |
Event |
CIO Klub: Converged FastTrack & Multi Cloud |
Chennai |
TBD |
PARTNER ENABLEMENT
WEBINARS:
|
Activity name |
Product Focus |
Dates |
|
Workforce Transformation |
Lati+Opti |
14-Aug |
|
Powering Digital Transformation Through Data
Capital |
Mid-Range |
29-Aug |
|
Bedrock of Modern Data Center |
Server |
4-Sep |
|
Workforce Transformation |
DT+WS |
26-Sep |
|
Modernize Infrastructure to Transform IT |
HCI/DPS |
3-Oct |