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Workforce Transformation
Partner Guide for Sales
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Summary 3
Benefits Overview 4
Background and Context 5
Workforce Transformation Overview 6-12
Elevator Pitch 13
Sales Cards by Persona 14/18
Resource links 19
Any questions regarding the campaign, please contact your Channel Account Manager
The content contained in this presentation is intended solely for sales teams with Dell’s Channel Partners
Please use links provided for customer facing materials
Workforce TransformationContents
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• Workforce Transformation is a Dell point of view on how Dell can deliver Client Solutions today for
tomorrows unknown challenges and about engaging around people and technology rather than just around
PC performance features. Additionally it is about engaging a new audience of PC buyers, the Functional
Buyer who is not technical or an IT Manager but who has a significant influence in the buying and selection
process.
• Dell has created various assets, available for your use to activate this campaign.
– Marketing Guide and cobrandable marketing assets
– Sales Guide
– Training Video
Workforce TransformationSummary
Workforce Transformation
• This document is a sales guide, designed for sales makers as a quick reference to the tools and talking
points to engage commercial customers in one of Dell’s key conversations this year to enable a FUTURE
READY WORKFORCE. As of FY18Q1, this conversation will be known as WORKFORCE
TRANSFORMATION, to best align with the overall Dell | EMC customer strategy.
*Please note, all available materials referencing “Future Ready Workforce” will be valid for use until updated.
Get engaged now to enable your sales team to drive this conversation with their customer
Partner Sales Guide
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• Get your customers to see you as a trusted advisor by raising what they need to be aware of to be
successful and keep a competitive advantage.
• Provide your customers with winning solutions from an extensive combination of your offerings and
Dell products.
• Demonstrate to your customers that you are a thought-leadership company, highlighting industry and
market trends.
• Stand out from your competitors to elevate your customer discussions at a strategic level rather than
tactical product, features and price.
• Help grow your business by expanding the target audience to Functional Buyers, who are more involved
in IT purchasing decisions.
Workforce Transformation
Why this campaign matters to you
• Access higher level of partnership and strategic programs.
• Help achieve your threshold targets and rebates.
Partner Benefits
Benefits Overview
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Employees must be able to work anywhere and at any time to meet the demands of global customers. At the same
time, this new workforce is demanding better technology to stay productive. The growing number of millennials in
today’s workforce understand that better technology is key to staying competitive. It’s now more important than ever to
attract and retain talent with the right set of technology tools.
The workforce is evolving
Workforce TransformationBackground and context
Together with Dell, we can answer the needs of this
workforce transformationThrough thousands of customer conversations and invested research, Dell has developed a persona-
based approach to workforce enablement:
• Starting with the end user, we ask how employees work and find their needs and pain points.
• From these insights we bring to life solutions designed and tested for each end user to enable
productivity, no matter how or when work happens for them.
• The optimal suite of compute devices and accessories, plus services and software uniquely positions
Dell to enable a future-ready workforce.
• It takes the guess-work out of selling end-user technology, while strengthening the sales relationship.
• It gives you the competitive edge, as Dell is the only technology provider with this holistic set of products
and services designed for specific end-users.
• To achieve your targets and increase revenue, this approach will help to expand the target audience to LOB or
Functional Buyers in order to capture new buyers.
Why Dell’s approach will make you successful
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• Discover end user needs to open up new lines of conversations into your accounts and
uncover a new buyer base of IT stakeholders.
• Empower workers with the right technology and shift perceptions that Dell provides
innovation for the future.
Start the conversation with the end user
Workforce Transformation
This approach will help you quickly:
Conversation objectives
1.) Find where work gets done by employee types:
Workplace or Mobile
2.) Discover how employees are engaging with technology and assign them to one of the
following persona types:
Desk-Centric, Corridor Warrior, On-the-Go, Remote or Specialized User
3.) Recommend tailor-made end-user solutions for each employee.
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Workforce TransformationFind how work gets done
Mobile This work environment does not have the benefits of the traditional workplace
and requires additional security (authentication and encryption) self-
sufficiency, (accessories and peripherals) as well as IT support for its
employees. Personas types found here include On-the-Go professionals,
Remote workers and Specialized users.
First, identify which of these two key environments the employee works
Workplace Typically, employees in the workplace will have some level of security
authentication into a building. On campus, they will have access to a
shared ecosystem for collaboration (including printers, meeting
rooms/video conference facilities, phone systems, etc.) This is the work
area where personas such as Desk-centric, Corridor warriors and
Specialized users can be found.
Then ask how technology is engaged by end users and assign a persona…
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Desk centric workers
They work away from their
desk more than half of the
time, either attending
meetings or working from
multiple company locations.
Their needs are widely varied
and specific to their
environment, including
Creatives, Engineers and
Field Workers.
They work more than half
of the time away from the
office, traveling and going
to offsite meetings.
They work full time (at least
30 hours/week) outside of
the company, from home or
another location.
Workforce TransformationPersonas
Customer insights-driven: 1000’s of customer conversations and invested research to understand the needs of our end users.
Better together: Designed and tested together, only Dell offers the optimal suite of compute devices + accessories, plus services and software
tailored for each end user type.
Personalized, scalable recommendations – ensure the right product and accessories are delivered at the right time for ultimate productivity.
Why Personas
Recent Dell research identifies 5 unique work styles, and we’ve developed ecosystems around each one:
Corridor Warriors On-the-Go
Professionals Remote Workers
They work at their own
desk in the office more
than half the time.
Specialized workers
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Workplace
Desk Centric & Corridor WarriorOptiPlex, Latitude, Dell Displays, CCC
Remote Worker & On-the-Go ProLatitude, OptiPlex, Peripherals, DDP|E, VPN
Creatives, EngineersDell Precision, Dell Displays
Field workersRugged, OEM, CCC, IOT
Talking points
• Talent acquisition & retention
• Collaboration
• Space constraints & infrastructure
Talking points
• Importance of security
• Connectivity for collaboration
• Autonomy & independence
Talking points
• Create & design / VR
• ISV Applications
• Industry specific needs
Talking points
• Mission critical
• ROI of compromise
• Project protection
Common theme – empower workers with the right technology
Typical roles
• Sales, support, marketing
• Accounting, finance, administrators
• Programmers, operations
Typical roles
• Consultants, sales, marketing
• Services professionals
• High/mid-level execs
Typical roles
• Designers, artists
• Engineers, technicians
• Programmers, journalists
Typical roles
• Field engineers
• Defense
• Emergency
Hero products
• OptiPlex with dual Dell displays
• Latitude with Dell dock and displays
• OptiPlex Micro with Intel Unite and Dell solutions for meeting rooms
Hero products
• Latitude 2-in-1 + mobile keyboard, active pen
• Latitude or OptiPlex 3000, 5000
• Peripherals: Dell dock, Dell display, UC
optimized headset, multi-functional adapters,
power and accessories
• Mobile broadband
Hero products
• Dell Precision Mobile, Tower
• WS for data centers
• Dell Canvas
• Full HD up to Ultra HD 4K Dell Displays
Hero products
• Dell Rugged Extreme Laptop or Tablet
• Rugged accessories for vehicles
• CCC & IOT for complete E2E solutions
**Use Future Workforce Study and your local expertise to define your regional ecosystems configurations.
Workforce TransformationEmpower workers with the right technology
SpecializedMobile
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Future Workforce Study
Functional buyers – traditional role of IT is changing: Research has demonstrated that functions such as operations,
engineering, marketing or facilities are purchasing technology in order to improve productivity and achieve business
objectives.
Who is our audience?
• To win business we now need to gain consensus from “a community
of buyers” (DBMs, Functional Buyers and ITDMs)
• Both managers and employees know the right technology improves
performance – both for the company and their respective careers
• 20% of orgs surveyed include employee engagement
improvement as a shared performance goal
• 42% of Millennials surveyed would quit because of substandard
tech
Functions such as HR or specialized workgroups are reinventing the
workspace for improved satisfaction, engagement and smarter interaction.
Key research:
SOURCE: Future Workforce Study, Gartner
Workforce TransformationFunctional Buyers
Motivators and stats:
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HR Client- Focused
IT
Engineering / R&D
Engagement
Managers
HR Managers
HR Manager
HR representative
Chief People Officer
Director of HR
administration
CIO
IT Manager
IT Director & above
Technical Manager
Software Engineer/Manager
System Engineer/Management
Principal Engineer
Solutions Architect /Director
R&D Director/Manager
Computing
Programmer/Consultant,
Data Analyst
Technology Research Manager
Operations Finance Sales
Operations
Director/Manager
Production Manager
Logistics
Director/Manager
Integration Consultant
First Line Manager
Logistics Ops
CFO
Finance Director /
Manager / Controller
Dir. Finance
Administration
SVP, Finance
Head of Finance
Sales Director / Manager
VP of Sales
Head of Sales
HR and CxO: Concerned with organizational efficiency.
The roles manage escalations for talent and productivity concerns of
an organization.
HR lack skills in buying technology but work in alignment with IT.
Keep in mind: Helping customers consider technology as a solution is a
key goal in the Workforce Transformation conversation.
Engineering: Oversees design of products or services of
the company
These roles have a vested interest in technology because they are
designing products/services including Intellectual Property.
They are typically very tech savvy, know key technologies and how
to lobby for them.
Operations: Concerned with workforce productivity and
talent retention
This role looks at getting the most out of employees’ time.
They are equally concerned with both making employees productive,
as well as retaining talents and knowledge within the company.
Workforce TransformationFunctional Buyer Profiles
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3
Challenge: Rise of the functional buyers creates additional complexity for organizations, IT and deployment.
Why Dell? Channel partners and Dell can work together and offer integrated solutions for functions.
2
Challenge: Growing demand for diversified, innovative and aesthetic PCs
Why Dell? Dell offers an extensive product portfolio from office into the field that has been recognized for innovation.
1
Challenge: The device only covers part of the workforce enablement.
Why Dell? Dell is the only vendor that can cover the user eco-system needs, smart workplace and end-to-end solution.
With 77 countries covered and
additional partners for extended
reach, Dell offers international
presence, products and support that is
unparalleled in the industry and can help
international organizations delivering the
right PC to their workforce worldwide.
Dell has also driven innovation into the
products and been awarded with more
CES awards on products than HP Inc or
Lenovo in 2017.
HP Inc and Lenovo only provide elements of a Workforce environment or mobile eco-system. Dell is better positioned to meet the a workforce needs.
Why Dell wins versus top competitors
Workforce TransformationWhy should your customers choose Dell EMC Client Solutions
Portfolio Offering Dell HP Inc Lenovo
PC & Tablet Yes Yes Yes
PC & Tablet Accessories Yes Yes Yes
Projectors & Conference Solutions Yes Limited Limited
Rugged Devices Yes No No
WiFi & Networking Yes No No
Server Yes No Limited
Storage Yes No Limited
Services Yes Yes Limited
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First levelThe workforce is evolving. Unlike ever before, employees require technology that is easy to use, accommodates their
work preferences, adapts to any environment and makes them future-ready in the workforce. It is now more important than
ever to attract and retain talent with the right set of technology tools.
Want to know more? Level IIThrough thousands of customer conversations and research investments, Dell has identified distinct ways that
people work, each with unique requirements for keeping them productive throughout the day. For all the different ways
your employees work, whether it’s from their desk, from meeting to meeting, from city to city, or even from home, there’s a
Dell solution that works even harder for them. Designed and developed together for each employee type, only Dell
offers the optimal suite of compute devices and accessories, plus services and software to enable personalized
productivity.
Want to know more? Level IIIPutting the right devices in people’s hands, laps or offices will help your workforce perform at its best.
And partnering together, we can uniquely meet the needs of the evolving workforce, while at the same time, gaining buy-
in from your organization’s IT decision makers. Let’s work to find a comprehensive future-ready strategy that enables
innovation and empowers you to transform the way business gets done.
Workforce TransformationElevator Pitch
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The Desk Centric employee works
at their own desk in the office
more than 50% of the time.
Work:
• Admin or exec. support
• Helpdesk or customer support
• Technical
• Programming or R&D
• Data-heavy or multi-tasking roles
Needs:
• To make efficient use of often limited space
• A comfortable set-up
• Large monitor, or dual monitors,
Devices:
• OptiPlex AIO and AIO Alternatives
• OptiPlex Micro with Intel® Unite™
• Latitude, Dell Displays and peripherals
• CCC
Dell delivers solutions for the evolving workforce based on distinct end-user profiles, each with unique requirements for
keeping them productive and future ready.
Enabling Workforce Transformation
for the Desk-centric worker
Supporting your sales pitch Enabling your sales
Open up new conversations in your existing
accounts and reach new “technology
influencers” (Functional Buyers).
Help these users feel more comfortable
and work more efficiently by offering Dell
solutions for flexible computing both at their
desk and in meeting rooms.
Give them speed and performance – with
fully featured mainstream laptops and
desktops to multi-task and maximize
productivity.
Dell has used 1000’s of customer
conversations and invested research to meet
the needs of the Desk-centric worker:
Talent acquisition & retention - Happy
employees are more productive, this is driven
by technology.
Improve sharing - Transform a conference
room into a secure and productive workspace
using a Micro PC enabled with Intel® Unite™.
Space constraints & infrastructure
- OptiPlex AIO (All-in-One) or AIO Alternatives
with versatile mounting options
- Latitude with universal Dell dock and hotel
cube solutions
- Vivid Dell dual monitors and stands
Talking PointsReasons to call
74% of global workforce continues
to use a desktop for work-based
activities. SOURCE: Dell Commercial
Ecosystem Research, Quantitative Final Report,
July 1, 2014
#1 Monitor Brand Worldwide for the last 3 years. SOURCE: IHS Global Inc. Desktop Monitor Market Tracker (2013 to 2015)
Dual monitors increase productivity by
18%. SOURCE: Dell Dual Monitor Productivity
Study, IDC 2015
Award Winning Client Solutions
- 45 CES 2016 awards
Proof Points
• Future Ready Workforce Desk-
centric worker video
• Future Ready Workforce E-Guide
• Future Ready Workforce
Functional Buyer Checklist
• Future Ready Workforce Training
on Partner PortalCourse name: GSTB5434 Powering_the_Future-
ready-workforce
• Future Workforce Study
Quick Links
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The Remote User works full time,
at least 30 hours a week, outside of
company buildings from home or
another location.
Work:
• Sales professionals
• Data/claims processing
• Event workers
• Consultants
Needs:
• Connectivity to core office resources
• Access to information on the-go via
cloud or VPN
• Self-sufficiency, including printing
• Access to IT support
Devices:
• Latitude or OptiPlex 3000, 5000 Series
• Dell Displays and peripherals: Dell
dock, UC optimized headset
• DDP|E, VPN
Dell delivers solutions for the evolving workforce based on distinct end-user profiles, each with unique requirements for
keeping them productive and future ready.
Enabling Workforce Transformation
for the Remote Worker
Supporting your sales pitch Enabling your sales
Open up new conversations in your existing
accounts and reach new “technology
influencers” (Functional Buyers).
Support a growing segment - predicted
growth will lead to more attention from IT.
Collaborate – this growing workforce needs
to connect and collaborate on the go without
interruption and access to full suite of office
support.
Go mobile – give remote workers the
freedom to work on the move with mobile
devices and accessories.
Dell has used 1000’s of customer
conversations and invested research to
meet the needs of the Remote Worker:
Connectivity for collaboration: Connect to core office with UC communications and desktop video conferencing. Stay powered up and connected with multi-functional power and adapters.
Autonomy & independence: create a complete office with access to cloud, VPN, IT support
Talking PointsReasons to call
52% of the global workforce spends at
least some, if not all, of its
time working remotely. SOURCE: Dell
Commercial Ecosystem Research, Quantitative
Final Report, July 1, 2014
Remote employees love avoiding
commutes and maintaining work-life
balance.**
Remote communication is on the rise.
Only 1 in 5 employees has no remote
conversations over the course of the
day.** (search Dell Solutions for Unified
Communications and Collaboration)**SOURCE: Future Workforce Study, Gartner
Proof Points
• Future Ready Workforce Remote
Worker video
• Future Ready Workforce E-Guide
• Future Ready Workforce Functional
Buyer Checklist
• Future Ready Workforce Training on
Partner PortalCourse name: GSTB5434
Powering_the_Future-ready-workforce
• Future Workforce Study
Quick Links
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The On-the-Go Professional works
away from the office more than 50%
of the time, travelling and going to
off-site meetings.
Work:
• High/mid-level executives
• Sales executives
• Field engineers
• Services professionals
Needs:
• Convenient, lightweight portable devices
• Connectivity and power on-the-go
• Access to information via cloud or VPN
• Docking capability for extra productivity
Devices:
• Latitude 7000 2-in-1 + active pen
• Smartphone
• Multi-functional adapters / power
• cases
Dell delivers solutions for the evolving workforce based on distinct end-user profiles, each with unique requirements for
keeping them productive and future ready.
Enabling Workforce Transformation
for the On-the-Go Professional
Supporting your sales pitch Resources
Reasons to call Talking Points Proof Points Quick LinksOpen up new conversations in your existing
accounts and reach new “technology
influencers” (Functional Buyers).
From the latest mobile form factors, like 2-in-
1’s and detachables to thin and light laptops,
Dell has the right device to keep On the Go
Professionals working however and
whenever work happens.
Find accessories designed to optimize the
end user experience for new mobile
platforms including: Dell active pen,
detachable keyboards with purpose-built
cases, plus power and adapters
• On the Go Professional Persona
video
• Future Ready Workforce E-
Guide
• Future Ready Workforce
Functional Buyer Checklist
• Future Ready Workforce
Training on Partner PortalCourse name: GSTB5434
Powering_the_Future-ready-workforce
• Future Workforce Study
39% of the global workforce surveyed,
uses multiple devices while traveling for
work.SOURCE: Dell Commercial Ecosystem
Research, Quantitative Final Report, July 1,
2014
• Award Winning Client Solutions - 45
CES 2016 awards e.g. Latitude 13 for
Innovation.
• Dell has been awarded the 2016
Global Partner of the Year for
Windows 10.
Dell has used 1000’s of customer
conversations and invested research to
meet the needs of the On the Go
Professional:
Convenience: get portable with lightweight
devices like 2-in-1’s
Connectivity for collaboration: Cross
and Virtual Team Collaboration is
increasingly taking place and therefore
“Always Connected” is business critical.
Enjoy long battery life and extra power with
multi-functional power and adapters
Autonomy & independence: keep
information within reach via cloud/VPN
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The Corridor Warrior works away
from their own desk more than 50%
of the time, going from meeting to
meeting and/or working from
multiple locations.
Work:
• From managers to high-level executives
• Marketing or IT
• Professors or consultants
• Warehouse or location managers
• Nurses, healthcare professionals
Needs:
• Seamless transition from desk to meeting
• Presentation or information
sharing in meetings
• Connectivity for collaboration on-the-go
Devices:
• Latitude or OptiPlex 5000, 7000 Series
• Flexible docking, dual displays and multi-
functional adapters
• OptiPlex Micro with Intel® Unite™
Dell solutions for meeting rooms
Dell delivers solutions for the evolving workforce based on distinct end-user profiles, each with unique requirements for
keeping them productive and future ready.
Enabling Workforce Transformation
for the Corridor Warrior
Supporting your sales pitch Enabling your sales
Open up new conversations in your existing
accounts and reach new “technology
influencers” (Functional Buyers).
Help these users seamlessly transition from
desk to meeting room by offering them the
tools they need to present, share and
connect wherever they are.
Increase mobility and give them more
flexibility, even from home with lighter, more
portable laptops and accessories.
Offer the ultimate desktop productivity
with the universal Dell dock and vivid Dell
displays for the best of both work
environments.
Dell has used 1000’s of customer
conversations and invested research to meet
the needs of the Corridor Warrior:
Talent acquisition & retention - Happy
employees are more productive, this is driven
by technology.
Collaboration - Cross and Virtual Team
Collaboration growing, “Always On” is
business critical.
Endurance – cater to more specialist roles
with durable devices and long battery life.
Talking PointsReasons to call
72% of the global workforce surveyed,
notices increased collaboration with grab
and go technology. SOURCE: Future
Workforce Study, Gartner
Search Dell.com for Conference Room
Collaboration with Intel® Unite™
• Award Winning Client Solutions - 45
CES 2016 awards e.g. Latitude 13 for
Innovation.
• Dell has been awarded the 2016
Global Partner of the Year for
Windows 10.
Proof Points
• Corridor Warrior Persona video
• Future Ready Workforce E-Guide
• Future Ready Workforce Functional
Buyer Checklist
• Future Ready Workforce Training on
Partner PortalCourse name: GSTB5434
Powering_the_Future-ready-workforce
• Future Workforce Study
Quick Links
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The Specialized user requires
precise technology to complete
their nontraditional or extreme
tasks.
Work:
• Creatives – designers, artists journalists
• Engineers – programmers, technicians
• Field Workers – defense, first
responders, construction
Needs:
• Remove barriers to perform high compute
tasks anywhere
• Unique ISV applications
Devices:
• Dell Precision + UltraSharp Displays
• Latitude Rugged, OEM/IOT, CCC
• Latitude for Education
Dell delivers solutions for the evolving workforce based on distinct end-user profiles, each with unique requirements for keeping
them productive and future ready. This group focuses on the needs of Creatives, Engineers and Field Workers.
Enabling Workforce Transformation
for the Specialized User
Supporting your sales pitch Enabling your sales
Center the conversation on strategic needs
of this workforce- products and solutions with
high competitive differentiation and value.
Address the 3 specialized user types:
- Creatives in Media and Entertainment:
often choose their own tools and
software themselves.
- Engineers - since they create the company IP, they have a critical vote in the technology used.
- Field Workers – critical missions work has created the need for computing in extreme conditions with very high durability and reliability criterion
Dell has used 1000’s of customer
conversations and invested research to build
solutions that enable productivity in
extreme or specialized environments for
these users:
Creative/Engineers:
• Create & design / VR
• ISV Applications
• Industry specific needs
Field workers:
• Mission critical
• ROI of compromise
• Project protection
Talking PointsReasons to call
10-16% of the global workforce
surveyed, has specific needs that demand
specialized technology SOURCE: Future
Workforce Study, Gartner
Dell Precision - ISV certified and
rigorously tested with industry-leading
professional applications.
Award-winning industrial designs and the
smallest mobile & SFF workstations on
Earth.
Dell Rugged – trusted by Military, first
responders, oil and gas and major
manufacturers to perform mission critical
tasks in the harshest environments.
Proof Points
• Specialized user persona video
• Future Ready Workforce E-Guide
• Future Ready Workforce
Functional Buyer Checklist
• Future Ready Workforce Training
on Partner PortalCourse name: GSTB5434
Powering_the_Future-ready-workforce
• Future Workforce Study
Quick Links
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Customer Facing:
Future Ready Workforce – customer facing marketing content portal: http://futurereadyworkforce.dell.com/
Future Ready Workforce E-Guide: With a solid understanding of your users and their specific needs, you can create a secure, connected environment for the way they work – all with a
limited budget. See where your organization is headed and how Dell and Intel® can help match users to the right technology ecosystem. See more in our interactive
eguide: www.FutureReadyWorkforceEguide.com
Future Ready Workforce Functional Buyer Checklist: “Your Checklist: A guide to choosing the right technology for your team and getting buy-in from IT”.
http://futurereadyworkforce.dell.com/be-the-expert-of-your-tech-refresh/
Marketing Assets:
Workforce Transformation: includes marketing guide and assets: email, banners, imagery, http://ping.dellcampaignbuilder.com/browse.aspx?campaign=14445&hidenav=True
Customer Presentation: Customer Presentation - Future Ready Workforce
Persona Videos:Future Ready Computers from Dell: Dell computers with 6th Gen Intel® Core™ Processors help workers stay productive, connected, powered up and secure so they can stay on top of it
all and get more done.
Frequently Flying Frank: As it turns out, most business travelers need to do business… while traveling. That’s why we created the Dell Latitude 7000 Series 2-in-1
Desk Jockey Jerry: When you’re at your desk all day, you need power and performance to boost productivity. That’s why we created the space-saving Dell OptiPlex 7000 Series All-in-
One
Meeting Maker Megan: Dell Latitude 13 7000 Laptop Helps Manage Your Meetings
Dial In Debra:Stay securely connected when your office is actually your living room with the Dell Latitude 5000
Highly Specialized Henry: Bring your creative ideas to life with the Dell Precision 5510 Series
Training:GSTB5434: Powering the Future Ready Workforce: https://partnerdirect.dell.com/sites/channel/pages/index.html
Workforce TransformationResources