Looks like it’s official:
Organizational and business updates for 2H
Team,
Thank you for the work you’ve done throughout the first half of the year and your focused effort to deliver a strong Q2. You’ve shown strength and determination and I continue to be impressed and proud of the spirit this team brings to work each day.
The world is changing faster than ever, and we always want to position ourselves to win. Advancements in AI, Edge, multicloud and cybersecurity are generating even more opportunities to provide business transformation for customers. At the same time, B2B has caught up with consumer in online experience, and customers appreciate the speed and convenience of self-serve to get information, place orders, and arrange service.
We need to meet customers where they want to meet us – digitally or face-to-face. And as we move transactions online, our face-to-face time needs to be focused on outcome-led selling and driving those transformational deals. This is how we will grow and capture share into the future.
Heading into the second half of the year, we are prioritizing and aligning resources to deliver the business outcomes our customers need and ensure the most productive and effective Go-to-Market (GTM) approach. We will continue to put our sales team members in roles that give them and Dell the best opportunity to win.
Unfortunately, some members of our sales team will leave the company. We don’t make these decisions lightly, and we’ll support those impacted as they transition to their next opportunity.
Fine-tuning GTM roles and responsibilities
We have a proven, globally consistent GTM model and strong foundation. While most of our GTM will remain the same, we are refining the focus of some sales roles as we evolve to take advantage of the above trends. Who you work with day-to-day and how you collaborate may be a little different in the future.
Expect a town hall invitation soon from your regional sales leader. During this town hall, your regional leadership team will review how we work together and the opportunities in front of us. You’ll hear from your leader in the coming days about any changes that may impact your team.
There are two critical focus areas we must accelerate to propel our future growth, each supported by NEW compensation modifiers.
Embrace Online transactions. The shift to online and virtual selling is essential to winning in the B2B market. As I prewired in June, moving Online is so vital that we are adding an Online commission modifier for Client and Server transactions, including 1.1x for Online Self-serve, 1x for Online High Touch and 0.9x for Offline.
Customers find it easier to get information, place orders, and arrange service Online. Channel partners also appreciate the speed and convenience of self-serve transactions. For you, Online transactions eliminate the need to enter data for orders, process transactions, track orders and field post-purchase questions. Part of the 4P’s Productivity pillar, Online frees up your time for proactive selling and planning.
Drive Partner First for Storage. We’ve long talked about the power of working together with our partners. When we collaborate seamlessly, we scale our reach, generate more pipeline, win more deals and sell more across the portfolio! To accelerate storage share growth, today we are launching a Partner First Strategy for Storage. With this approach, 99%+ of Dell customers and prospective customers will now be considered “partner first” for storage, which includes our data protection portfolio.
To encourage greater partner teaming, we have a NEW 1.1x Partner Storage attainment modifier when you sell storage through a partner. The modifier will apply to 99%+ of our customer base, excluding a small number of accounts where we already have a strong footprint.
We are also increasing by 4X the number of eligible Partner of Record (POR) accounts. POR provides you with clear engagement guidelines while protecting our partners’ investments and encouraging them to uncover, register and sell Dell within that account.
Partners will have predictability of engagement, protect their investments and increase Dell storage opportunities. You will be rewarded for leveraging our partner ecosystem while freeing up time to focus on value-add activities, like exploring new business.
Our Global Partner First strategy maps closely to our 4P’s framework and reinforces the power of the Pod Model. Hear more from me and John Byrne in this video about what the Partner First Strategy for Storage means for you and our partners.
Other Compensation Plan updates
Plan stability is very important, and our foundational compensation plans are not changing for 2H. Updates are designed to support business priorities, such as the 4P’s focus areas. You will hear more from your leader about the 2H Compensation Plan over the next couple of weeks.
Next steps:
Expect an invitation tomorrow for an upcoming regional town hall and make the time to attend.
Following the town hall, meet with your manager to review your 2H compensation plan and ensure you understand your role as part of the Pod Model.
Look for Sales Ready and Tech Summit registration emails to hit your inboxes later this month for the Ready event beginning Sep. 19.
Continue to look to the 4P’s to prioritize where you spend your time and focus on the right actions.
I know it is difficult to say goodbye to colleagues and friends who will be leaving the company. As we’ve discussed before, we sometimes must make tough decisions for the long-term health and success of our company and our team.
Looking ahead, we have the strategy, the culture and the drive to win. New opportunities are growing across AI, Edge, Future of Work, multicloud, security and sustainability. Our technology has never been more important. No other company can do what we can, and no one else can get our products and solutions in front of our customers like this sales team (AND our incredible partners!).
We know what we’re capable of. It’s up to us to use our GTM advantage to become even stronger, accelerate growth and take share.
Good selling,