TECH REFRESH JOURNEY

Leap into a world of opportunity

Refresh & Evolve

Refresh and evolve your customers' infrastructure, empower their future

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.

5 easy steps

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.

Click on the arrow tabs below to find the assets you need depending on where you are in your sales journey ...

Plan
Discover
Qualify
Propose
Win

PLAN

Plan your campaign

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.

ACCOUNT RESEARCH

Engage with your Partner Account Manager or Partner System Engineer to receive your assets.

Please request your assets using the contact email addresses below:

DISCOVER

Understand the install base

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.

GATHER DATA

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

MAINTENANCE

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:

DellEMCServicesRenewals@Dellcom

QUALIFY

Run your Campaign

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

CAMPAIGN TOOLS

Utilize the available campaign tools:

Use Live Optics to send or analyze host and storage based datacollects and take this training for a tool overview
Use the Myquote tool to build and price solutions
Utilize the Dell EMC Power Calculator designed to help customers access power requirements for Dell EMC systems. This utility is not a configuration tool
Leverage the Demo Center to demonstrate Dell EMC solutions directly to your customers
Activate your Tech Refresh Campaign within the DMT

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:

DellEMCServicesRenewals@Dell.com

PROPOSE

Build a proposal

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

Utilize the Quick Proposal Tool
Access the RFP & Proposal Express online training video
Access the Tech Refresh Sales Aids
Leverage these winning quick proposals examples

PROPOSAL TOOLS

Engage with your PSS Team to develop your proposal tools:

PROPOSAL EXAMPLES

Sample account plans:

Proposal Example

Overview of Presales Solution Services and what they offer

WIN

Win the deal

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.