How to Sell as-a-Service

Introduction to APEX

In today's day and age, customers are looking for more flexibility in how they acquire and deploy technology.  As-a-service delivery models promise to revolutionize the technology market, allowing customers to acquire IT at the speed of their business, as they grow.  APEX is Dell Technologies’ breakthrough portfolio of as-a-Service offerings that simplify digital transformation by increasing IT agility and control.

Access the APEX & Multicloud Strategy and Portfolio Overview course for more information:

APEX for our Partners 

To help explain how our Partners benefit from APEX, access the Partner Value Proposition and Go-to-Market course focused on Partners and APEX.

How to have the "as-a-Service" conversation with customers

Dell Technologies processes and stores more data and resources than any other technology company on the planet. Our customers and partners know this well. They have told us they want to consume this technology differently, to suit their own desired business and financial outcomes.

Access the APEX Financial Selling Introduction course for more information:

APEX Console Sales Overview

The APEX Console will provide a unified, online experience that gives organizations the ability to manage their entire hybrid cloud environment from a single, self-service web user interface, regardless of which vendors they use to run workloads. During this course, you’ll learn about the features and benefits of the APEX Console and discover ways to use the APEX Console in customer conversations to win deals.

Access the APEX Console Sales Overview course for more information:

Prepare for the cloud conversation with customers

Cloud has become a language that every customer uses and includes as part of their standard IT operations. Our customers today face an overwhelming number of choices while navigating this landscape to align capabilities and offerings to their specific challenges and desired outcomes. In this course, we’ll describe the current cloud market trends and landscape and prepare you to talk cloud with various roles in the business.

Access The Cloud Opportunity and Landscape course for more information.

Additional Information

• If you find an opportunity around APEX Cloud Services or APEX Data Storage Services, use these documents to understand what needs to be done for the referral process:

                Referral Process for Solutions Providers

                Referral Process for Distributors

• Dell Technologies created a four-part webcast series exclusively for partner sales and marketing teams, in conjunction with industry guru Bruce Stuart, co-founder of Channelcorp Management Consultants, Inc. Dell expects this series will help you understand global market changes, the impact these changes are having on your customers, and what you should do to protect and grow your sales and pipeline. Being able to offer solutions to your customers in an as-a-Service delivery model is key to your long term success.

• Visit the Dell Technologies Partner Portal - Demand Generation Center on a regular basis for APEX marketing material.
  

• Access the APEX Knowledge Center for a broader overview and latest news about APEX.

Dell APEX

In today's day and age, customers are looking for more flexibility in how they acquire and deploy technology.  As-a-service delivery models promise to revolutionize the technology market, allowing customers to acquire IT at the speed of their business, as they grow.  APEX is Dell Technologies’ breakthrough portfolio of as-a-Service offerings that simplify digital transformation by increasing IT agility and control.

These credentials count towards earning a Dell APEX Competency for your company.

Sales:

SALES: DELL APEX CURRICULUM 2023 >  Est Time: 3 hrs 15 mins

Complete the courses within this learning path to earn your Sales: Dell APEX Credential 2023.

SE:

SE: DELL APEX CURRICULUM 2023 > Est Time: 4 hrs 15 mins

Complete the courses within this learning path to earn your SE: Dell APEX Credential 2023.

View the Dell APEX Flex On Demand Power Session Replays:

Snackable Learning

Snackable Learning assets are meant to be quick refreshers on specific topics of interest.

APEX CONSOLE VIDEOS

These new videos explain how to get around the APEX Console and complete keys tasks.

• Familiarize yourself with the APEX Console
• Understand how processes within the APEX Console to achieve key operational tasks.

Admin Console Administration – Managing Users & Roles

Walk through the administrative steps to add, remove, and manage users that have access to the APEX Console on behalf of your organization.

Distributor Experience – APEX Order Configuration and Approval Workflow

Walk through the steps for a user to create a new draft order for an APEX service and submit it for Approval.  Then show what the approval process would look like for the Admin.

Distributor Experience – Processing Draft Orders

Walk through steps to take a pre-configured draft order, export the details for offline quoting or quote processing and submit that order for approval within the console.  

Exporting invoice Details from the APEX Console​

​Learn how you can export APEX invoice details from the APEX Console in PDF or XML formats for offline processing.

APEX Console: Configuring a Resell Subscription from Draft to End-Customer Terms Acceptance​

​This demo walks through the process of configuring a subscription for resell in the APEX Console from the Tier 1 partner's perspective. It includes the steps a partner's end customer must complete within the Console to finalize a new service subscription.

APEX Console: Subscribing to APEX Services for Cloud Solution Providers and Systems Integrators​

Walk through the critical decision points for the Cloud Service Provider/System Integrator partner tracks and learn the steps to place an order for an APEX service.

Tier 1 Solution Provider APEX Console Experience for Resell​  - ​ This document provides a detailed explanation and description of what each organization within the Solution Provider resell sales motion can see and do within the APEX Console.

Tier 1 Cloud Service Provider/Systems Integrator APEX Console Experience for Sell In/Sell Out Dedicated  -  This document provides a detailed explanation and description of what each organization within the Cloud Service Provider/Systems Integrator sell in/sell out dedicated sales motion can see and do within the APEX Console.

Tier 1 Distributor APEX Console Experience for Resell​  -  ​This document provides a detailed explanation and description of what each organization within the Distributor resell sales motion can see and do within the APEX Console.

Click below to access the APEX Console Onboarding document specific to your partner type:

Explore these assets:

How to get support through APEX Console

Battlecard - HPE GreenLake Cloud Services vs. APEX Data Storage Services

Battlecard - Pure as-a-Service vs. APEX Data Storage Services

On Aug 25th, 2021, we had a Virtual ILT event for some of our partners around APEX. 

We had several presenters present some key topics such as:

• Dan Hodge presenting on APEX Overview & Value to Partners, Understanding Outcome-based Selling, and APEX Data Storage Services Overview
• Brett Lasby presenting on Using the PowerSizer and How to Book an Order in the APEX Console
• Erica Lambert presenting on the Partner Service Opportunities with APEX
• Tina Hanson presenting on the available Partner Resources

Click here to view the videos