Strategy & Programs

Dell TechnologiesA (Pricing) Transformation Journey

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How does Transformation mean?

Creation of new value chains

Reconstructing existing value chains

Modernization of existing capability

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Recent History – A CULTURE of Transformation

2013

Dell Goes Private

2016

Dell Acquires EMC/VMWare

2018

Dell Goes Public…Again #1 in Everything

Today

Formalized Pricing Transformation Initiative

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We deliver the transformation of tools, processes, analytics and people to enable

scalable value-based pricing strategies

Global Pricing Transformation @Dell

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CULTURE!!!

The Challenges we faced:

Systems

Owners

RTM

Workforce

Data Quality

Organizational ∆

TrainingTalent

Time

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Pricing Transformation @Dell – Keys to our approach

1) Senior Leadership Buy-in2) Clarity of mission …and the problem statement3) Sustained funding4) Dedicated team of cross functional experts 5) Workforce evaluation6) Governance model7) Large multinationals – acknowledge regional complexity…but limit it8) Pilot, analyze, readout, adjust – bring along your stakeholders9) Progress over perfect - START10)Thick skin – not everyone embraces change, refer to 1

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The Road Ahead:

Experiences

Employees Executing

Products

Employees Stewarding Pricing AIML

Digital Customization

Insights Insights InsightsData Data Data

Product Customization

Consumption/Subscription PricingCAPex Pricing

IOT Internet of Me

Simple Channels Multi Channel

Thank You!

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