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The digital landscape has transformed. Data-driven workloads require modernized infrastructure with the capabilities of harnessing advanced technologies such as Artificial Intelligence, IOT and Big Data.
There's a host of benefits, opportunities and reasons for you to have the Tech Refresh conversation with your customers. Helps your customers gain the flexibiity, speed and control needed to accelerate change adoption and meet growth demands, and strengthen our relationships going forward.
It's not just your customers that benefit from modernizing their install base. There is a whole host of benefits, opportunities and reasons to have the Tech Refresh conversation with your customers and here's a clear, easy-to-follow 5 step process to help you succeed.
A well planned campaign is a successful campaign.
Begin by knowing the updated roles and responsibilities that have been defined into a standard "Drive, Assist, Enable" framework, then engage with your Partner Account Manager or Partner System Engineer to receive your assets.
Engage with your Partner Account Manager or Partner System Engineer to receive your assets.
Please request your assets using the contact email addresses below:
Work with your PAM and PSE to get your aligned asset list, including a Tech Refresh FAQ and Process Guide. Follow this by getting up to speed with the Tech Refresh Trade In and Swap Programs, helping your customer take out competitive hardware and receive support from Dell EMC. Finally, understand the maintenance and renewals opportunity through resources such as Channel Services Renewals training and FAQs.
Work with your PAM and PSE to get your aligned asset list and leverage the available resources below:
Tech Refresh FAQ
Tech Refresh Process Guide - *Solution Provider
TRADE IN PROGRAM
Review the Competitive Swap Program to help you take out competitive hardware and receive support from Dell EMC:
September 2019 Competitive Swap Rebate Solution
Access resources below to understand the maintenance and renewals opportunity.
Tech Refresh and renewals infographic
Channel Services Renewals Training
FAQ - Channel Services Renewals
Data migration policy variation request: Renewals Data Migration Policy Variation Requests.
To engage with the Servces renewal team send inquiries to:
Build your strategy by requesting a #GetModern Factory with your Partner Account Manager and leverage the Tech Refresh Campaign Sales Aid, SC Series and PowerProtect DD Guides.
Next, know your pitch inside-out by using assets via the Knowledge Center. Use Live Optics to send or analyze host and storage-based data, and pull in the Dell Financial Servces team to deliver financing solutions for your customers and grow your deal.
BUILD YOUR STRATEGY
Request a #GetModern Factory with your Partner Account Manager and/or MDC Channel Account Manager:
Take Advantage of the Competitive Swap Program
Leverage the Tech Refresh Campaign Sales Aid
Leverage SC Suide
Leverage DD Guide
KNOW YOUR PITCH
Leverage the following Knowledge Centers for Tech Refresh:
Enterprise Storage KC
Data Protection KC
Converged Infrastructure KC
Leverage Klue for competitive intelligence all in one place (including competitive battlecards, content and objections handling)
Watch the Tech Refresh video to show you how to articulate the pitch
Leverage the Sales Call Guide to help articulate the story with your customers
Utilize the available campaign tools:
GROW THE DEAL
Pull in the Dell Financial Services team and resources to deliver financing solutions for your customers.
To learn more take this training module, go to the Services Knowledge Center and engage your services team on the opportunity.
For more information contact:
From Executive Summary to KPI's, learn how to build the perfect proposal.
Engage with your PSS team to develop your proposal tools and utilize our suite of winning examples and frameworks to craft your own complete and compelling Tech Refresh proposals, or use parts that are most relevant for your customers.
HOW TO BUILD A PROPOSAL
Engage with your PSS Team to develop your proposal tools:
Sample account plans:
Overview of Presales Solution Services and what they offer
Learn how to seal more deals with assets designed to deal with objection handling, including sales call guides and a dedicated Tech Refresh Video. Gain new skills to break down customer challenges and gain a seat at the table.
Leverage the following assets:
Objection Handling Sales Aid
Sales Call Guide
Tech Refresh Video
Leverage Klue our competitive intelligence tool to give you all the insights you need.
Please engage with your Partner Account Manager to get a list of references to help with the Refresh & Competitive Swap