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30-60-90 Days Plan for MU Sales/Marketing

Present to Steven Lee. 30-60-90 Days Plan for MU Sales/Marketing. XXX Date: mm-dd-yyyy. 30-90 Days Plan. 30-90 Days Plan. Supplier Consulting Program 2012 Go-To-Market Strategy Making Customer Competitive. MU. Marketer. Customer. What is SCP. SCP Helps Suppliers Improve.

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30-60-90 Days Plan for MU Sales/Marketing

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  1. Present to Steven Lee 30-60-90 Days Plan for MU Sales/Marketing XXX Date: mm-dd-yyyy

  2. 30-90 Days Plan

  3. 30-90 Days Plan

  4. Supplier Consulting Program 2012 Go-To-Market Strategy Making Customer Competitive MU Marketer Customer

  5. What is SCP SCP Helps Suppliers Improve • Improve FTY Defect 50-100% • Business Development Growth 20-100% • Reduce Inventory Turn 50-200% • Shorten Cycle time Speed 50-80% • Develop Expense Cost 30-50% • Others …… SCP works with and for customers on NPI, cost pressure, customer satisfaction, error reduction

  6. SCP Objectives Objectives: • Complete 800 SCP projects with US$10MM customer benefit • Launch 40 Supplier Solution projects • Promote premium service contract and sales order • Build partnership and drive loyalty • BPI a key Differentiator from competitors Build strategic partnership with customers... Launch Supplier Solution, Promotes Premium Service/sales order

  7. SCP Objectives • Region Project $ Customer • (SCP Solution) Benefit (MM) • China 200 600 • Taiwan 50 200 • SEA 40 200 • Subtotal 290 1,000 • Function • OEM/ODM 200 700 • Vendors 90 250 • Others 20 50 SLT BPI Customer Consultants BB/MBB Function/ Program Managers ODM/OEM/Sourcing Staffs Total Organization Involvement ….. BPIOrganizational Goals

  8. Structure Follows Strategy Roll Out SCP to Every Potential Customers Structure • 210 Dell Preferred Consultants to coach 200 projects • Supplier BB/MBB to drive projects (100 projects/BB) • All PM GB’s do one SCP project • CISP Team to track progress, resolve issues & share best practices • Supplier Solutions support from Dell

  9. SCP People SCP/CISP Team Objectives Team member Core member: Extended member: Operating mechanism -Monthly T-con to share best practices -Project progress tracking and problem solving -Act as judge panel to select best SCP project of the month -Customer visit & workshop to appropriate resources & resolve issues -CISP best practice sharing -Customer project of the year award -Leverage expertise across Dell/Industries Become the Supplier Development Strategy thru SCP

  10. SCP Pricing Taste project free of charge Supplier value at 25,000/project Build partnership with strategic supplier Link project to Dell benefit Six Sigma Enabled Purchasing Order Contract Project facilitates contract price negotiation Contract states six sigma obligation/value Supply Chain Solution Leadership development: Supplier training at US$ 50,000/class Workout/CAP training at 50,000/class Six sigma consulting Consulting fee at US$300/hour Minimum 20 hours/project coaching Total package subject to negotiation Subject to local practice

  11. Supplier Segmentation H Quality awareness L Longer Term objective Customer seminar Overview presentation Taste projects Target Supplier Supply Chain Solution Training package Business Impact Quick Hits Training package No Go L

  12. Supply Chain Solution Package Total Solution provider Champion Training Workout/CAP BPI enabled service contract & sales order Taste projects Supplier Simplified Training Ext. Consultant Project Coaching Build supplier awareness SCPSeminar Customer Overview Presentation Tiered Approach Tailored to Different Level of Customers Supplier Training Supplier Training/Coaching

  13. SCP GTM Strategy Promotion Cross selling with CISP All OEM/ODM Team All Sourcing Team All SQE All BPI member Sales force incentive at 1-2 % revenue (proposed) after collection Opportunity is Everywhere, let us ROLL

  14. Awareness Creation SCP Seminar and Supplier Promotion • Invite/visitsupplier for a 2 hour SCP seminar • 20 to 200 suppliers in each location • Target audience CEOs, COO, CQO, Strategy staffs… • Present BPI Overview & Case Studies • Invite customers to pitch completed BPI success story and projects • Demonstrate/market Dell competence/consulting capability • Identify prospects for SCP Solution/ACFC projects

  15. SCP GTM Strategy SCP Supplier Web Site Supplier access 24x7 Local language with global content BPI/Six Sigma overview FAQ Customer presentation material Brochure Knowledge repository Classes offered Supply Chain Solution package Customer feedback/contact us feature On-line registration Linked to other Dell BPI Solution web site 24 Hour Access all Year Round

  16. Right Projects Prioritization of Projects High Target Long Term Projects Projects (Supply Chain Solution Opportunities) (BPI Focus Project) Impact Quick No-Go Hits (Quality/ Reliability Projects) Low Low Difficulty High BPI Focus Metrics

  17. Project Templates

  18. SCP Projects Project Translation • Within Supplier • Implement same project in different department/product • Project closure review / celebration with senior management • Among Suppliers • Transfer experience/expertise • Customer quote / supplier reference • Communication of supplier projects / wins via various media • Dell SCP newsletter / SCP website Team Up with Supplier

  19. SCP Benefits Benefit Tracking • Supplier/Dell’s benefit calculation required in every project closure • Supplier benefit tracked through new xxx feature • Monthly progress report versus plan • Dell benefit tracked by • BPI Metrics Improvement • SCP Solution revenue Benefit Tracking Mandatory for Every Project

  20. SCP Process Go to Market Strategy - SCP PM/CISP introduce 6 sigma to customer Overview presentation to supplier management Supplier interested? Identify Supplier CTQ Yes Identify Internal resources Project scoping No Supply Chain solution or sales/service contract related? Work on BPI focus project Identify supplier resources No Collect customer feedback Yes Start with small & easy project Collect supplier needs/CTQ Issue Business Solution Contract Letter Initiate supplier training Work with supplier on contract detail Customer presentation & feedback collection Proceed to next project SCP registration Project complete

  21. Everybody does SCP Supplier Benefit count Supply Chain Solution Measurements drive Supplier improvement Green Belts execute projects MBB ensures vitality Leaders do SCP SCP in 2009 Experts do SCP Taste projects Project count Measurements drive Dell execution Black Belts execute projects MBB keeps engagement Leaders drive SCP Making Supplier competitive! Keeping Dell Competitive!

  22. SCP Benefits Dell Impact Supplier Benefits • Quality and Reliability Improvement • Sales Growth • Supply Chain Efficiencies • Productivity • Workflow Design • Cost Effectiveness • Return on Assets • Supplier Partnership • Competitiveness • Supply Satisfaction Differentiating Both Supplier and Dell Value

  23. Thanks for Your Time! Q & A

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