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MediaLoft/Dell V9

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Transcript of MediaLoft/Dell V9

Dell Software Custom Theme
Subtitle
Body
(Go into present mode to see logo in bottom left)
FY17 Business Plan

People
3,500
Engineers
1,000
Field People
1,500
John Swainson
Q&A
Darin Bartik
GTM Strategy to Bring Strategy to Life

Executive Director, Product Marketing
ESG
Industry Analyst Validation

Enterprise Strategy Group
Marc Stein
GTM Strategy to bring strategy to life

Executive Director, Product Marketing
GTM Strategy to Bring Strategy to LIfe
Break
30 Minutes
Jieming Zhu
Engineering the Vision

Product Team Panel
Brett with Sean, Larry Humphries, Garrett

Wrap Up
Larry Humphries & Tom Joyce
Larry Humphries
FY16 DSG results
FY16 SIM results
FY16 SIM North America results
What Went Wrong?
Tom Joyce
SIM Business Strategy and Vision
Vice President, General Manager System & Information Management
ONE TEAM
What Went Right?
Mainframe
Mini
Personal Computing
Client Server
The internet
Cloud
SaaS
DevOPs
New Data Types
Mobile identities
New threats
Ubiquitous Analytics
Partner You Can Count On
IT'S TIME
IT
The Customer Journey
Global scale
1,000 Engineers With Deep Expertise
Turn Intellectual Properties Into new Products For The Next Platform
Help, Hard Work, Together
Leslie Cain started working with renewals and with
Bank of America
in March to do a complete review of licenses. 
Through numerous call and emails the final license count and an agreement on a 3 year, 2 year and annual renewal.  (
3 Deals closed) 
Through teaming, the deal moved from
1.2M to 2.9M
renewal with DFS facilitating the annual payments for the 2 and 3 year renewal. 
The customers initial option was to renew annually. Kristi engaged Chris Lorimer (DFS Account Executive), Marc Sciocchetti (Dell GAM), and Nathan Mattson (G500 Account Manager) to present a
3 year option with annual payments.
Through teaming, the deal moved from
$534K to $2.6mil
inclusive of current and future licensing.
3 year (upfront) total:
$318,290.20
Cleared customer confusion on the licensing model
(socket vs. host and the different flavors of Foglight involved with the renewal).
Renewals collaborated with
Peter Dellaportas
from the new license team.
Collaboration efforts helped sell the value of the multi-year proposal.
Rep: 
Jason Nordendale Account Manager

Deal Value: 
$317,441.50
Note:  This was the largest deal for my team all year.  Key player in the deal was the
Account Manager Jason Nordendale
.  He played a key role in bringing this one across the finish line before the end of Q3.
Teamwork with Core Sales: 
Jason Nordendal
Renewal Specialists
Online Tool
Partner Program
It’s Time for Renewals
ONE TEAM
Rapidly Shifting Market
Hybrid Cloud
Digital Universe, in billions of gigabytes
New Consumptions
OPPORTUNITY
ONE TEAM
IT'S TIME
Public Cloud
$44 BILLION
25%
On Premise
Public Cloud
$2 TRILLION

Growth Y/Y
4%

Growth Y/Y
2015
8,591 gb
2020
40,026 gb
Cloud Management
Mobile Solutions
Social
Analytics
SMAC: The New Technology Requirements
Transforming SIM products to be SMAC capable
Information Management
Endpoint Management
Performance Management
Data Protection
Azure
Management
Consistent UI/UX Design
Uniformed Security Best Practices
Common Data Respositories and Analytic Framework
Single Dev/Ops for Continuous Integration and Continuous Deployment
Eight steps towards the new product success
Re-build the team
Analyze the gaps
Bet for the future
Define the MSPs
Validate the customers
Make trade-offs
Deploy Resources
Sprint
We are here
Environment

Customer

Vendor
Full transcript