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  • Selling as a Service
  • Curriculums
  • Snackable Learning

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 Strategy Sales Overview course for more information:

 

APEX Strategy Sales Overview  Chinese Japanese Korean French German Spanish Portuguese

 

 

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 Financial Selling Introduction

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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:

 

APEX Console Sales Overview

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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.

 

  • ❯APEX Flex On Demand
  • ❯APEX Data Storage Services
  • ❯APEX Cloud Offers

CURRICULUMS

   
APEX Flex On Demand Curriculum 2022 Today’s dynamic business environment drives the need for immediate access to available capacity, whenever it is required. With APEX Flex on Demand, your customers can acquire the technology they need to support their changing business with payments that scale to match their actual usage.  Select this curriculum to understand how to leverage APEX Flex On Demand to help your customers achieve their business goals.  

The above Curriculum contains the following courses:

  • APEX Strategy Sales Overview
  • APEX Financial Selling Introduction
  • DFS Payment Solutions Overview: APEX Flex In Demand for Partners
  • Delivering the DFS Value Proposition: APEX Flex On Demand for Partners

 

LEVEL UP

To participate in the Level Up Program, please contact the Dell Technologies Partner Account Manager and DFS Channel Account Executive assigned to your account.

  • Session 1 – What is APEX FOD/Partner Incentives explained
  • Session 2 – How to position FOD, APEX FOD processes, deeper dive into partner incentives.
  • Session 3 – Use cases, wins, deal registration, sales cycle, Q&A

NOTE: Ideally the Power Sessions follow the completion of the APEX Flex on Demand 2022 core curriculum above to provide a deeper discussion.

 

SNACKABLE LEARNING

These APEX Whiteboard videos explain how partners can participate and profit  from leveraging APEX offers in their Sales campaigns:  Click the links below to view the appropriate video.

       APEX for Solution Provider Partner Sales Teams

       APEX for Distribution Partner Sales Teams

View the video below to learn the questions you need to ask, strategies you need to understand, and resources available to help you proceed down the correct path sooner and avoid a longer sales cycle, confusion, and delays.

       APEX Cloud Services or APEX Custom? Guiding your customer down the right path without detours

CURRICULUMS

   
SALES: APEX Data Storage Services Curriculum 2022 Traditionally, managing on-premises storage infrastructure can be a challenge. IT departments must navigate over- and under-provisioning concerns, capital budget constraints, and complex procurement and migration cycles. APEX Data Storage Services is an as-a-Service portfolio of scalable and elastic storage resources built on our industry-leading technologies. Our Storage as-a-Service model simplifies the storage process giving your customer complete oversight of their storage resources, while freeing them from the hassles of day-to-day data storage management.   Select one of these curriculums to understand how APEX Data Storage Services can help your customers acheive their business goals.  After completing all the courses within these learning paths you will earn your Sales or SE APEX Data Storage Services Credential 2022.  These credentials count towards earning an APEX Data Storage Services Competency for your company.
SE: APEX Data Storage Services Curriculum 2022

 

The above Curriculums contain the following courses:

Sales:

  • APEX Strategy Sales Overview
  • APEX Console Sales Overview
  • APEX Offer Qualification, Positioning & Value Prop
  • APEX Financial Selling Introduction
  • APEX: Introduction to Outcome-based Selling
  • APEX Data Storage Services Overview

SE:

  • APEX Strategy Sales Overview
  • APEX Console Sales Overview
  • APEX Offer Qualification, Positioning & Value Prop
  • APEX Financial Selling Introduction
  • APEX: Introduction to Outcome-based Selling
  • APEX Data Storage Services Presales Orientation

CURRICULUMS

   
Sales: APEX Cloud Offers Curriculum 2022 Organizations are adopting multi-cloud to get the best of breed capabilities they need to support their applications data.  APEX Cloud Offers give your customers  a more secure and consistent multi-cloud experience across their entire IT environment.  Select this curriculum to understand how APEX Cloud Offers can help your customers achieve their business goals.  After completing all the courses within this learning path you will earn your Sales or SE: APEX Cloud Offers Credential 2022.  These credentials count towards earning an APEX Cloud Services Competency for your company.
SE: APEX Cloud Offers Curriculum 2022

 

The above Curriculums contain the following courses:

Sales:

  • APEX Strategy Sales Overview
  • APEX Console Sales Overview
  • APEX Offer Qualification, Positioning & Value Prop
  • APEX Financial Selling Introduction
  • APEX: Introduction to Outcome-based Selling
  • The Cloud Opportunity and Landscape
  • Cloud Consultative Selling
  • APEX Cloud Services with VMware Cloud Sales Overview
  • APEX Hybrid and Private Cloud Sales Overview

SE:

  • APEX Strategy Sales Overview
  • APEX Console Sales Overview
  • APEX Offer Qualification, Positioning & Value Prop
  • APEX Financial Selling Introduction
  • APEX: Introduction to Outcome-based Selling
  • The Cloud Opportunity and Landscape
  • •Cloud Consultative Selling
  • •APEX Cloud Services with VMware Cloud Sales Overview
  • •APEX Hybrid and Private Cloud Sales Overview

Snackable Learning

 

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

 

 

Our new APEX Whiteboard videos explain how partners can participate and profit.

  • Understand the move to as-a-service offerings and the challenges customers are trying to solve
  • Discover the Dell Technologies APEX strategy and how it can help customers address their as-a-service needs
  • Understand how partners can leverage the Dell Technologies APEX portfolio to drive their business
APEX for Solution Provider Partner Sales Teams APEX for Distribution Partner Sales Teams
APEX for Solution Provider Partner Executives APEX for Distribution Partner Executives

 

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.  

 

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

Explore these assets:

How to get support through APEX Console

APEX Data Storage Services Overview for Services Sales

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