Dell Technologies

Dell sales enablement, from the inside

Hub registrations up 103%, and Client Master live in 20 languages across 122 countries.

Sales Motion Hub landing page with a blue welcome panel and coloured tiles for each sales motion, with Dell, Microsoft and Intel logos

Client: Dell Technologies (in-house)
Role: Program Advisor, then Program Manager, Client Solutions EMEA
Timeline: 2014 to 2016
Scope: Client Solutions Sales Motion hub for inside-sales reps, and Client Master for channel partners
Reach: Around 1,800 inside-sales reps on 22 sites, plus partner sellers in 122 countries

In numbers

+103% hub registrations in two quarters Registrations more than doubled in 2014
1,800 inside-sales reps across 22 EMEA sites Plus partner sellers in 122 countries on Client Master
20 languages across all 122 EMEA Partner Portal countries Up from 10 languages on 32 sites, in one quarter
$4M+ new client pipeline identified by Focus Week in a Box Programme figure, pipeline rather than revenue

At a glance

Dell's sales enablement had to work for thousands of inside-sales reps and channel partner sellers across EMEA, and the first version of the Sales Motion hub wasn't being used. I owned the Client Solutions side of the hub and led Client Master, its partner equivalent, and rebuilt both around usage data.

The project

Context

The first hub ran to 145 slides, and usage was falling week on week.
Reps across 22 sites needed content in their own language, kept current every quarter.
Channel partners had nothing equivalent.

My decisions

I cut the hub from 145 slides to 45 and rolled it out in waves of languages.
I tracked usage site by site and ran a relaunch campaign to bring reps back.
I built Client Master for partners on the same model, organised around the sales cycle.

Results

Hub registrations up 103% in two quarters. It became the most used sales motion in EMEA.
Monthly use up 39% across the second half of FY15.
Client Master grew from 10 to 20 languages, across all 122 Partner Portal countries, in one quarter.

What I owned

Owned the Client Solutions side of the Sales Motion hub: content, localisation and usage reporting.
Led the creation, launch and updates of Client Master.
Ran Focus Week in a Box sales-floor training across 14 countries, which identified over $4 million in new client pipeline.
Ran Event in a Box, including a refresh half-funded by Intel.

In pictures

Sales Motion Hub landing page with a blue welcome panel and coloured tiles for Mobility Conversion, Cloud Client-Computing, Convert to Workstation and Reignite Client Solutions — The relaunched hub, one tile per sales motion.

Email headed Its easy when you know how, explaining the Sales Motion Hub with a Register Here button and a Lync headset competition — The usage booster email behind the Q3 relaunch, paired with a puzzle desk drop.

Client Master landing page in the Dell Partner Portal with links to tablets, notebooks, workstations and cloud client-computing hubs — Client Master inside the Partner Portal, built on the same model as the hub.

Client Master Tablets and mobility solutions hub page with a product spotlight, sales-cycle tabs and quick links — A solution page, with content organised around the steps of the sales cycle.