Dell 2011 Analyst Meeting - Paul Bell


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Paul Bell's presentation is the eighth that was discussed during Dell's 2011 Analyst Day meeting held on June 29, 2011.

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Dell 2011 Analyst Meeting - Paul Bell

  1. 1. Public & Large Enterprise Review<br />Paul Bell<br />President, Public & Large Enterprise <br />
  2. 2. PLE profitability: strategy resonating with customers<br />Results reflects PLE momentum<br />LE<br />Highest OPINC $’s and % in history …. gross margin the highest over past two years in all regions <br />Continued strength in corporate refresh led by NB growth of 16% Y/Y<br />Services up 7% Y/Y with double digit growth in projects, reflecting expanded vertical services expertise<br />LE<br />Revenues ($B)<br />Operating Margin %<br />Revenues ($B)<br />Operating Margin %<br />FY10<br />FY11<br />FY12<br />Public<br />Public<br /><ul><li>OpInc up 24% Y/Y…higher mix of services, pricing discipline, and lower structural costs
  3. 3. US Federal budgetary constraints and muted spending in Western Europe impacted revenue.
  4. 4. Revenue in growth markets* increased 11% Y/Y, led by China (+50% Y/Y)</li></ul>FY10<br />FY11<br />FY12<br />* Includes all regions with the exception of the US, Canada, Western Europe and Japan<br />
  5. 5. PLE go to market (GTM): positioned to win<br />Industry Growth Rates (CY2011)<br />GTM Differentiation<br /><ul><li>Focused on mid-market opportunity
  6. 6. Key IP/Technology innovation
  7. 7. Open, capable and affordable solutions
  8. 8. Unlock efficiency and move critical IT dollars to innovation
  9. 9. Vertically relevant solutions</li></ul>Note: Mature markets include the U.S., Canada, Western Europe and Japan; Total Commercial includes Large Enterprise, Public and SMB<br />Source: (1) IDC WW Quarterly PC Forecast Q1 2011<br />
  10. 10. Our focus: continue to transform our business to enable customers to do more<br />Building Deeper Business Relationships<br />Customer Experience<br />Transforming GTM<br />Delivering Vertically-Relevant Solutions<br /><ul><li>“Keep my sales rep” Limit account transitions to critical few
  11. 11. “Know my business” Sales Transformationand investment in sales teams to create customer value
  12. 12. “Improve Business to Business Online” Enable customers to maximize on-line experience, use Dell as a resource
  13. 13. “Free-up sales time“ Sales Process Reengineering improved efficiency program
  14. 14. “Increase hiring of specialists” Strengthen sales expertise through training, specialist hiring
  15. 15. “Focus resources on growing mid-market opportunity”
  16. 16. “Give me solutions that address a key business challenge I’m facing in my industry” Pre-configured solutions that address customer mission</li></ul>545 sales people trained in CCV (Create Customer Value)<br />63% improvement in loyalty scores over past 5 quarters<br />North America Public vertical solutions increased +13% Q/Q<br />540 specialists trainedor hired in FY 11; 825+ <br />in FY12<br />
  17. 17. Enabling CIOs to unleash innovation from a position of strength<br /><ul><li>Post-merger, optimize data centers globally
  18. 18. Redesigned, consolidated, deployed and optimized global data centers
  19. 19. Enabled transformation and managed services
  20. 20. Streamline IT to ensure flawless execution of business critical work
  21. 21. Designed and deployed end-to-end solution and services
  22. 22. Cut costs, reduced complexity and ensured IT responded to business needs
  23. 23. Business challenges with security, compliance, manageability of data,
  24. 24. Data center strategy leveraging virtualization and data management technology
  25. 25. Improved IT efficiency, responsiveness and productivity
  26. 26. Create first fully independent, government-operated cloud computing services
  27. 27. Nebula's high-density architecture allows for a dramatically reduced data center footprint.
  28. 28. Nebula is 50% more energy efficient than traditional data centers.</li></li></ul><li>Dell will enable CIOs to deliver more value and innovation<br />The Old Dell<br />Today’s Dell<br />Delivering the right acquisition innovation + Dell IP solutions<br />IT strategy enables customers to direct IT investments to where it matters most<br />Hardware provider<br />Strategic advisor for mission-critical IT<br />Key takeaway<br />Focused on relationships, not transactions<br />Committed to helping customers achieve business objectives<br />
  29. 29. The power to do more<br />