TAKE YOUR OWN PATH 1 VOSTRO 3000 SERIES SALES TRAINING James Nolan 8 th March 2010.

TAKE YOUR OWN PATH 1 VOSTRO 3000 SERIES SALES TRAINING James Nolan 8 th March 2010

What You Will Learn... Vostro 3000 Series is Vostros newest generation of laptops featuring sleek, thin design for easy portability and great power with the latest Intel Core i3, i5 & i7 processors, plus other smart features to meet mobile demands of small business. Full-featured laptops available in choice of 3 sizes and 3 elegant colors Multi-task with the latest Intel Core i technology & Win 7 operating system Stay productive all day with extended battery life, backlit keyboard, and gesture multi-touch pad Refined design encased in aluminum with solid touch points like zinc reinforced hinges Sell more high margin service & peripherals thanks to Dells Client Reinvention initiative VOSTRO 3000

Vostro Like You Have Never Seen It Before model numbers: Vostro 3300, 3500, 3700 Product Description Key features include: Three form factors for different business needs Aluminum casing w/ 3 color options Dell First with Latest Intel Core i Technologies in SMB Backlit keyboards & Gesture Multi-touch pad Up to 1GB discrete graphics Up to 6GB of DDR3 memory Integrated optical drive & HDMI port Extended battery life with 9-cell battery Fingerprint Reader Dell ProSupport & DataSafe Online 3 Value Proposition A New Generation of Vostro Laptop - Sophisticated, Powerful & Portable Launch Timeline Launch: March 9th Marcom : April catalog

Winery color selection Aberdeen Silver Lucerne Red Brisbane Bronze Vostro 3000 Series Color

Product Level: Starting at only 0.79 or 20.1mm, Dell Vostro 3300 is the thinnest SMB laptop with integrated optical drive. Dell Vostro 3700 is the first SMB laptop to offer a Quad Core CPU, the best performing processor in the market. Dell Vostro 3000 series laptops are the first SMB laptops to offer the latest Intel Core i processors. Where Dell Wins 5

6 Brand /Service Level: Dell Vostro is the only PC brand designed exclusively for small business. (G1010011841) Vostro was the First Brand designed exclusively for Small Business. (G1010011841) Vostro is the Best Choice for Entrepreneurs* Vostro is the #1 PC Brand purpose-built for Entrepreneurs.* Simple and easy data backup with Dell DataSafe Online in just 3 clicks. World class IT support with Dells award winning Dell ProSupport Services.

Vostro Brand Introduced in 2007, Vostro has established a leadership position in delivering technology solutions to small business. 90% of Dell SMB customers recommend Vostro to friends and colleagues Vostro PCs were designed to solve Small Business pain points, offering excellent value, reliable IT support and data protection solution. 7 Vostro: The First Brand Created Specifically for Small Business

Client Re-invention DELL CONFIDENTIAL 8

What is Client Reinvention? Re in vent - verb (used with object) 1. to invent again or anew, bring back; revive 2. to remake or make over, as in a different form Client Reinvention at Dell Radically reinvent how we do business today Dells commitment to return to No.1 in the client space Simplify and improve the buying experience for customers 9

Wouldnt It Be Great If You could offer your customers our best selling features, and they were even easier to sell? Customers could experience a simplified buying experience? Dell could decrease costs and become more competitive? We offered more fast shipping options so customers receive systems faster. Less complex system sale freeing time so you could sell higher margin services & peripherals? Were already doing it With the Vostro 3000 Series! 10

The Facts Behind Client Reinvention What we are doing Eliminating complexity in everything we do 99% reduction in quantity of configurations Develop our products smarter, leveraging platforms across product lines to reduce costs Same Dell quality of design and support What We Are NOT doing Reducing our quality or commitment to innovation Is not lower quality or re-badged third party systems 11

TAKE YOUR OWN PATH Vostro 3000 Series How We Fulfill 12 Vostro 3300, 3500, & 3700 Build to Stock (BTS) Local Inventory Shortened lead time (Fast Track) 100% fixed configurations including OS, software and localization (keyboard/power cord) Key up-sells are beyond the box - S&P and Services Only available in some regions (UK initially) Build to Order (BTO) Ships directly to customer from factory Standard lead time Fixed hardware configurations with flexibility on OS, software, localization The new Vostro 3000 Series is based on fixed hardware configurations. There are two ways we fulfill Vostro 3000: Build to Stock and Build to Order.

How did we pick the configurations? Historical attach rates what we have been selling Cluster analysis by Bain customers who buy mid-range CPU, also tend to buy mid-range memory, HDD, etc. Competitive Context Analysis trends at system and component -levels Technology trends apply projections for 2010 Customer usage line up features that make sense based on customer usage models 13 Hardware configurations are based on multiple analyses

TAKE YOUR OWN PATH 14 Cluster Analysis Processor, Memory, Hard drive GoodBetterBest Elite LCD, Optical drive, Bluetooth, Video, Color, Battery, Wireless Card, FP Low/none High Notes: Starting clusters used to group options, Good, better, best scale is indicative, no clustering on KB, MoBro, Camera, and AC adapter; EMEA, color options not included in clustering Source: Q3 FY 2010 sales data EMEA Bain Analysis: clusters spread across CM900, P7570 and T6570 processors

4 Steps to Recommending the Right Vostro Solution 15 Ensure your customer has the right Vostro model for their needs 1. Choose the correct model Ensure the specification, operating system and Office software meet their needs 2. Choose the right bundle and Software Give your customer complete peace of mind with the right level of after sales service and support. 3. Choose the correct Services Give your customer the complete solution with full office functionality. 4. Choose additional Software and Peripherals UP-GRADEUP-GRADE UP-GRAEUP-GRAE E E

16 Choose the right bundle There will be limited up sells within each bundle There will be limited up sells within each bundle Other options will be visible in Gii but cannot be ordered IMPORTANT MESSAGE FOR SALES Good sales practice to start with the Best bundle as opportunity to position up-grades will be limited (2-3 max) Remember: Positioning the BEST bundle offers your customer greater performance and future proofing! IMPORTANT MESSAGE FOR SALES Good sales practice to start with the Best bundle as opportunity to position up-grades will be limited (2-3 max) Remember: Positioning the BEST bundle offers your customer greater performance and future proofing! 3 bundle choices Good, Better, Best 3 bundle choices Good, Better, Best UP-GRADE

DELL CONFIDENTIAL INTERNAL USE ONLY Target Customers Small Business Mainstream Users 17 Customer Pain PointsKey Product Features that address pain points Managing Costs Durable Aluminum design helps provides great protection latest Intel processors, DDR3 memory & Win 7 Operating System Choice of 3 laptop size configured with right features for SB Ensuring security of our companies data Finger print readers Free fall sensor provides additional data protection* Dell DataSafe Online Backup Service Dell Backup Recovery Manager Keep productivity high Full day of work in and out of the office with up to 8 hours of battery life Complete and Flexible Video Conference solution Equipped with wireless communication options Integrated Mobile Broadband option in 13 & 14 Extended Battery Service Reliable Service & Support Specially trained small business support Accidental Damage Services (CompleteCare) Dell ProSupport gives your business the comprehensive 24x7 support tailored to your expertise * Not available in APJ

Winery V3000 range DELL CONFIDENTIAL 18

TAKE YOUR OWN PATH 19 V3x00 KEY UPDATES FROM V1x20

20 DELL CONFIDENTIAL HxDxW- THINNER mm: 20.1(f)-28.5(b) x 325 x 229 Inch: 0.79(f)-1.13(b) x 12.8 x 9.02inches WEIGHT- LIGHTER Starting at: 1.94kg/4.28lb (4-cell) DISPLAY 13.1 WLED PORTS VGA, RJ45, RJ11, (2)USB 2.0, (1)USB2.0/eSATA combo SLOTS ExpressCard, 5-in-1 Media Card SECURITY Fingerprint Reader BATTERY OPTIONS 4-cell and 8-cell PLUS Integrated Optical Drive DELL CONFIDENTIAL Technical Specifications Vostro 3300 -The Thinnest SMB Laptop with Integrated Optical Drive DELL WINS: Thinner than competition Latest Intel Core i processors Premium aluminum chassis and more color options DELL WINS: Thinner than competition Latest Intel Core i processors Premium aluminum chassis and more color options COMPETITOR: HP ProBook 4310s, Lenovo SL300

21 DELL CONFIDENTIAL HxDxW-THINNER mm: 22.9(f)-31.9(b) x 375 x 250 Inch: 0.90(f)-1.23(b) x 14.76 x 9.84inches WEIGHT-LIGHTER Starting at: 2.40kg/5.30lb(6-cell) DISPLAY 15.6 WLED PORTS HDMI, VGA, RJ45, RJ11, (3)USB 2.0, (1)USB2.0/eSATA combo SLOTS ExpressCard, 8-in-1 Media Card SECURITY Fingerprint Reader BATTERY OPTIONS 4-cell, 6-cell and 9-cell PLUS Backlit keyboard, Touch Screen DELL CONFIDENTIAL Technical Specifications Vostro 3500 Full Featured Notebook DELL WINS Latest Intel Core i processors Better security options Premium aluminum chassis and more color options DELL WINS Latest Intel Core i processors Better security options Premium aluminum chassis and more color options COMPETITORS: HP ProBook 4510s, Acer TravelMate 5730

22 DELL CONFIDENTIAL HxDxW-THINNER mm: 26.8(f)-34.4(b) x 410.8 x 271 Inch: 1.06(f)-1.35(b) x 16.17 x 10.67inches WEIGHT-LIGHTER Starting at: 2.70kg/5.95lb(6-cell) DISPLAY 17.3 WLED PORTS HDMI, VGA, RJ45, RJ11, (4)USB 2.0, (1)USB2.0/eSATA combo, 1394, 8-in-1 Media Card SECURITY Fingerprint Reader BATTERY OPTIONS 6-cell and 9-cell PLUS Up to i7 Quad Core processors Up to 500GB HDD 1GB Discrete Graphics Numeric key pad DELL CONFIDENTIAL Technical Specifications Vostro 3700 First SMB Laptop to Offer Quad Core DELL WINS: Fastest Intel Processor in an SMB notebook Backlit LEDs Premium aluminum chassis and more color options DELL WINS: Fastest Intel Processor in an SMB notebook Backlit LEDs Premium aluminum chassis and more color options COMPETITORS: HP ProBook 4710s, Acer TravelMate 5730

TAKE YOUR OWN PATH KEY FEATURES STANDARD IN THE BOX 23 FeatureCustomer Benefit Wide LED display LED technology is lighter and more power efficient, so you get a lighter notebook with better battery life. 2.0 MP WebCam with digital mic Complete and Flexible Video Conference solution to keep in touch with your business Gesture Touchpad Support multi-touch support to increase productivity: 2-finger rotate, scroll and zoom and palm home Full-size, spill-resistant keyboard Comfortable keyboard that is easy to use, with the benefit of better protection of internal components in the event of a liquid spill. Aluminum LCD back cover and side base Provides more rigidity to the side base and LCD cover, which better protects the internal components, including the hard drive and motherboard. Better protection of the hard drive means better protection of your data. Metal finish not only looks more premium, but also more durable and resistant to fingerprint Strike Zone Strike Zone shock absorber helps protect the hard drive and your data in the event of a drop, whether the system is on or off Free Fall Sensor Hard Drive Free fall sensors an sense if a system is falling and park the heads in a safe position to help protect the drive from failure and potential data loss. This technology is embedded in motherboard to help detect and react quickly to protect your data. Dell Backup Recovery Manager Ability to back up and restore system and data; burn recovery media and restore to factory default (HDD partition is 10-12GB.) 8 in-1 or 5-in-1 Media Card Reader Easily transfer pictures, video, data to and from your laptop with a flash card. Supports: Memory Stick, Memory Stick PRO, xD Picture Card, SD and Multi Media Card. eSATA Port eSATA port supports faster data transfer. If you want to use an external hard drive to back-up your data, you can now transfer your files up to 5 times faster via eSATA than via a standard USB port. HDMI HDMI connectivity is the best way to connect HD. It provides the convenience of a one-cable solution, plus the power and performance of a high-speed digital link. With a single cable, it transmits digital video, multi-channel surround sound, advanced control data. (not available on 3300)

TAKE YOUR OWN PATH 24 FeatureCustomer Benefit WLANFast wireless connection to local area networks. Offering up to 802.11n, which supported by 2x2 antenna design in the notebook for maximum speed/throughput. BluetoothAllows personal area network connection (short range) to peripherals and devices like phone, headsets, mice and keyboards. Mobile Broadband (WWAN)The 3300 and 3500 will offer the Dell Wireless 5540 and 5540. Connect virtually anytime, anywhere via cellular networks. This requires a wireless subscription in order to use (offered in limited countries). WiMaxThe 3300 and 3500 will offer the Intel WiMAX/WiFi Link 6250 (n, 2x2). Connect virtually anytime, anywhere. Expand country coverage beyond US (offered in limited countries). KEY FEATURES CONNECTIVITY UPSELL

TAKE YOUR OWN PATH 25 FeatureCustomer Benefit NVIDIA Geforce 310M 512 MB discrete graphics on 3300, and 3500 A new level of performance with best-in-class HD video and audio with PureVideo HD technology, combined with the ability to run visually-intensive applications, this graphics solution is ideal. NVIDIA Geforce GT 330M 1GB discrete graphics on 3700 Same value proposition as above with higher performance (1GB vs. 512 MB). Intel Qual Core ProcessorOn 3700 only. Intel Core i7 is the top of the line processor that delivers the ultimate in performance: faster, more responsive, and seamless multi-tasking DDR3 MemoryImprove system performance by xxx%, compared to DDR2 memory KEY FEATURES PERFORMANCE UPSELL

TAKE YOUR OWN PATH 26 FeatureCustomer Benefit Backlit KeyboardImprove productivity and user experiences in low-light environment, such as meeting room, airplane. Its one of the top users feature wish list Numeric keypad is available only on 3700. Touch ScreenOn 3500 only. Support multi-touch features to increase productivity: 2-finger rotate, scroll and zoom Colors options Choose Aberdeen Silver, Lucerne Red or Brisbane Bronze in premium, stylish, and durable aluminum finishes KEY FEATURES USUALIBILTY UPSELL

TAKE YOUR OWN PATH 27 FeatureCustomer Benefit Dell ProSupport for End Users Dell ProSupport provides the fastest route to problem resolution with the highest level of support youll need to get back to business as usual. We give you choice in service model, whether its your employees or your IT staff that needs fast resolution, so you get exactly the level of support you need, including: *24/7 access to highly trained tech support specialist who answer the phone in an average of 2 minutes or less *Next business day onsite support comes standard because we know sometimes phone support isnt enough and you need fast onsite support to fix problems. *Get how-to-help with popular small business software applications like Microsoft Office, Quickbooks, Adobe Acrobat and Photoshop, as well as help configuring simple wired or wireless networks. *With Dell ProSupport, we provide one single point of contact and work directly with over 75 top industry vendors to coordinate your issue resolution. Extended Battery Service Extended service coverage for your battery Plan ahead and purchase a battery replacement at the time you order any new commercial laptop. This extended coverage provides you with one replacement battery during the extended battery service coverage period. Extended Warranty Dont risk unexpected costs that could negatively affect your cash flow. Extend your basic limited hardware warranty from 1-3 years to protect your assets. Accidental Damage Service (CompleteCare ) Accidental Damage Service (CompleteCare )offers the support needed when accidents happen to your Dell systems. This service covers repair and replacement for various accidental damage, not covered under limited warranty, including spills, drops, surges, and breakage to select systems or peripherals. KEY FEATURES S&P UPSELL (Asset Management Protection)

TAKE YOUR OWN PATH 28 FeatureCustomer Benefit Dell DataSafe Online Backup Service Dell DataSafe Online Backup offers your business the complete data security solution you need, at a price you can afford. Our secure offsite backup service provides total value for your business by offering protection from data corruption, accidental deletion, hard drive crashes, theft and even serves as your business disaster recovery plan. Hard Drive Data Recovery While you never anticipate a hard drive failure, sometimes the unexpected occurs and due to a flood, fire or other disaster, your hard drive fails. Can help recover data for customers who have a failed hard drive and did not back up their data Dell is one of the first companies to provide a comprehensive global Hard Drive Data Recovery service for all of its commercial systems Certified Data Protection In the event of a hard drive failure, Dell can completely wipe your hard drive clean and destroy data, provide certification of destruction, and dispose of the hard drive May help you meet your compliance requirements Note: This service cannot be purchased in conjunction with Keep Your Hard Drive Keep Your Hard Drive Ability to retain hard drives while receiving a replacement hard drive, under limited warranty* Same-day or next-business-day delivery of hard drive replacement, depending on service contract Available for most Dell desktops, notebooks, workstations, servers and storage systems KEY FEATURES S&P UPSELL (Data Management Protection)

TAKE YOUR OWN PATH 29 FeatureCustomer Benefit Dell Printer1230c single function color laser 1235cn multi function color laser multi-functional home office printer for copying, scanning, and faxing as well as printing Dell Monitor Upsell For 13 & 14 - E1910H E Series 18.5 or E2210H E Series 21.5 For 15 & 17 - E2010H E Series 20 or E2310H E Series 23 Optional Battery (Customer Kit) 8-cell and 9-cell battery kits are offered 4-cell battery kit available also for 14 & 15 Accessories Upsell Dell Wireless Keyboard/mouse combo Dell port Replicator Dell carrying case KEY FEATURES S&P UPSELL (Peripherals)

TAKE YOUR OWN PATH Responding to Customer Objections 30 Q: Why is HDMI not offered on the 3300? A: HDMI was left out in order to achieve the thinner form factor on the 13. Based on customer feedback, mobility and certain features (such as optical drive) were preferred in this form factor. Customers who have a need for a HDMI port can consider the 14 as an alternative. Q: Why should I purchase an additional battery kit? A: With an optional battery kit, you can get a full-day of work anywhere. When you add on a backlit keyboard, you can continue to work in the dark or on the plane with no interruption. Q: Is the 3300 an upgrade from the V13? Why should I choose 3300 over the V13? A: Though both the 3300 and V13 are designed for mobility, each offers different performance and usage experience. While the V13 is based on a CULV processor delivering basic productivity and internet experience, the 3300 is powered by Intels Core i technology for business users who need mainstream performance for multi-tasking and higher productivity. Q: Why do I need DataSafe Online Backup Service? A: Data loss is a very serious threat for small businesses, and they need an affordable protection solution that is simple to use and hassle-free. Dells DataSafe Online Backup Service is a secure offsite backup service which provides total value to your business by offering protection from data corruption, accidental deletion, hard drive crashes, theft and even serves as a business disaster recovery plan.

13.3 17.3 12.1 14& 15 Vostro Laptop PORTFOLIO Solves small business needs: affordable price, security, data safety, latest technology and connectivity. DELL CONFIDENTIAL Internal Only 12203300350037001014/1015/1088V13 PositioningUltraportable with no compromise Compact design with great video experience Perfect balance of mobility, performance & price Best video experience & desktop replacement Easy to buy, cost effective and reliable mobile solutions perfect for everyday office tasks Ultra-thin and light premium-designed ULV laptop for mobility and day to day business task. Target customers Road Warriors looking for full processing power at lightest weight Road Warriors seeking larger screen & discrete graphics Practical Users needing larger screen & affordability Power Users looking for a full desktop replacement Basic and everyday office users who prefer the lower price. This is a channel-led product with fixed configurations for easy purchase. Small business frequent travelers who desire an ultra- portable laptop that combines design and functionality for everyday computing. Height Weight Height:23.5- 37.6mm Weight : 1.52 kg Height:20.1mm (f), 28.6mm (b) Weight : 1.94 kg 15- Height: 22.9mm - 31.9mm Weight : 2.31 kg Height: 26.8mm(f), 34.4. mm (b) Weight: 2.70 kg Height: 25mm(f), 35.6mm (b) 26.5mm(f), 36.8mm(b) Weight: 2.1 ~2.3 kg Z-height: 16.5 mm (f) 19.7(b) Weight: 1.59g 31 14 & 15.6 *SAPP reference only

TAKE YOUR OWN PATH BACKUP 32

Vostro 1014, 1088, 1015 Designed for value budget customers positioned as entry level. Vostro 10xx Series is sold in fixed configurations with basic technologies, low scalability, no security, and limited services up-sells. Depending on the region, the positioning ranges from affordable desktop replacement to affordable and easy to build. We need to tweak the current positioning, because we recommend introducing affordable in the new Vostro mainstream positioning. Vostro 3300, 3500, 3700 Vostro Vostro Built for Small Business Referred to as Mainstream internally, these four products are designed with almost identical feature sets and differentiated largely by screen size. The key product features solve small business needs: affordable price, security, data safety, latest technology and connectivity. The industrial design with new color palette is appealing, and the services portfolio is compelling. The Vostro 1220 is further differentiated within Vostro with low 2kg weight and more personalization options both color and in IMR patterns. INTRALINE POSITIONING Vostro V13 Target on SMB Frequent Travelers (specialized users) and positioned as Thin & Light with Premium ID. Vostro V13 is ideal for customers who want a stylish system with an extremely thin and light form factor to stand apart from the rest. V13 provides enough performance for Office computing showing improved performance from Netbook category while providing a very portable system. User on-the-go will appreciate V13 connectivity with its wireless networks and mobile broadband selections. Target on general users, Vostro 3000 series is designed for stylish, sophisticated and successful small business professionals. Vostro 3000 series offers an affordable premium design to make SB general users look great. It offers three form factors, which are optimized performance, sleek design and reliability. Users dont have to comprise performance to get a sleek laptop. Its also configurable to meet users special needs

TAKE YOUR OWN PATH Commercial Notebook Interline Positioning DELL CONFIDENTIAL 34 VOSTRO TM LATITUDE TM PRECISION Built for Small Business Corporate-Class Laptops Workstation Performance o The right features for small businesses o Worry-free services designed for small business o Quality and Reliability small businesses need o Experts and resources dedicated to small businesses o Inspired design drives enhanced durability and superior user experience o All-day computing enables productivity any time, any place o Designed for superior manageability and security solutions to minimize TCO o Long lifecycles and global availability to maximize investment o The ultimate in performance and scalability. o Extreme mobile workstation performance for demanding application users on the go o Workstation-class application certifications and support for maximum reliability o Long-term stability & managed lifecycles with global availability Tag Line Tenets Inspiron, Studio, Studio XPS o Designed for performance o Sleek Design o Leading Edge Multimedia o Superior Ownership Experience (support) Head-Turning Design Specialty Laptops

35 INTERLINE POSITIONING - 3300 Vostro 3300Latitude 4310 (new) Studio 13 XPS TaglineUncompromised Performance in an Ultra-Thin 13.3-inch Laptop Thin, Light, RoadReady 13" Laptop Power and Elegance ChassisAluminumMag-Alloy GraphicsUMA & Discrete up to 512MBUMADiscrete up to 512MB Screen Size13.3 Edge to Edge 13.3 Z-Height Weight Front: 20.1mm/0.79 Rear: 28.6mm/1.13 Weight: 1.94kg/4.28lb (w/ODD) Front: 25.4mm/1.0 Rear:29.0mm/1.1 Weight: 1.6 kg/3.4 lbs Front: 22.5mm/0.88 Rear: 34.3mm/1.35 Weight: 2.2kg/4.85lb Optical DriveIntegrated CPUCore i3, i5 Dual CoreCore i3, i5 & i7 Dual Core Core 2 Duo Service1 Year Basic Limited Warranty, Battery Replacement Service 3 Year Basic Limited Warranty and 3 Year NBD On-Site Service 1 Year Basic Limited Warranty, Battery Replacement Service Target UsersFrequent Traveler, in & out of the office and need more performance than 12Ultra- Portable Thin and light for the road warrior or executive Personal or home office, multimedia and entertainment experience

36 INTERLINE POSITIONING - 3500 Vostro 3500Latitude E6510(new)Studio 15 (1555) TaglineHard-Working & Dependable Laptop for Extended Mobility Powerful, Enterprise-Ready Features in a 15.6" Laptop Unveil Your Creative Side Get Creative & Stay Connected ChassisAluminumMag-Alloy GraphicsUMA & Discrete up to 512MB UMA, switchable GFX, discrete GFX UMA & Discrete up to 512MB Screen Size15.6 Z-Height Weight Front: 22.9mm/0.9 Rear: 31.9mm/1.23 Weight: 2.33kg/5.14lb (w/ODD) Front: 27mm/1 Rear: 33mm/1.3 Weight: 5.7kg/2.59lb Height: 1.0" (25.3mm) front / 1.5" (38.9mm) back Weight: 5.54kg/2.5lb Optical DriveIntegrated Integrated, w/ Blu-Ray CPUCore i3, i5 Dual CoreCore i5 & i7 Dual Core & Quad Core Dual Core, Core 2 Duo, Core i3, i5 & i7 Service1 Year Basic Limited Warranty, Battery Replacement Service 3 Year Basic Limited Warranty and 3 Year NBD On-Site Service 1 Year Basic Limited Warranty, Battery Replacement Service Target UsersMainstream users who prioritize screen size & battery life Mainstream users with need for all-day mobile computing, plus manageability and security features Users who want unique style, with multi-media rich features. HD ready with optional blu-ray for total digital entertainment enjoyment

37 INTERLINE POSITIONING - 3700 Vostro 3700Precision M6500Studio 17 Tagline Scalable Desktop Replacement with Serious Power Work at the Speed of LightTurn Up Your Senses, Transform into a Multimedia PowerHouse ChassisAluminum GraphicsUMA & Discrete up to 1GB Discrete up to 1GB Screen Size17.317.017.3 Z-Height Weight Front: 26.8mm/1.06 Rear: 34.4mm/1.35 Weight: 2.87kg/6.28lb (w/ODD) Front: 34.5mm/1.35" Rear: 38.5mm/1.5" Weight: 3.86kg/8.5lb Front: 27.7mm/1.1" Rear: 39.0mm/1.54 Weight: 3.2kg/7.8lb Optical DriveIntegrated CPUCore i3, i5 Dual Core Core i7 Quad Core Core i7 Extreme Edition Quad Core Core i7 Quad Core Core 2Duo Core i3 & i5 Dual Core Core i7 Quad Core Service1 Year Basic Limited Warranty, Battery Replacement Service 3 Year Basic Limited Warranty and 3 Year NBD On-Site Service 1 Year Basic Limited Warranty, Battery Replacement Service Target UsersMulti-media & intensive application users Desktop replacement Ultimate work station for power users to handle massive data. ISV application certified State of the art sound and cinematic-picture quality. Touch-enabled

IS / IS NOT 38 ISIS NOT VostroInspiron, Studio, XPS, Latitude Target on Small business customersTarget on Consumer or Large Enterprise customers Mainstream notebookValue notebook or for niche market Sophisticated & streamlined designAverage and plain looking ID Rich features at a great priceLimited features Std Voltage processors to support best multi-tasking productivity ULV or LV Volt. Processor of full PC experiences Net book processors for basic internet experiences. Choice of customer-ready systems optimized for small business Build to order Available in 4 sizes (13.3, 14, 15.6, 17.3) One size Multi-touch display options (15)Multi-touch display on all form factors 2 spindles1 spindle Available in 3 colorsOne color only IS FORIS NOT FOR Company with limited IT resourcesCompanies with dedicated IT team General notebook usersSpecialized users, like Netbook users, gamer Image conscious, seeking a stylish business notebook users Prefers basic functionality and prioritizes cost Product positioning Customers

VOSTRO NOTEBOOK MODEL NAMING 2010 39 SeriesScreen SizeGenerationOpen 3300 V13 DELL CONFIDENTIAL CategorySeries2010 Model Mainstream3xxx Seriesf3300, 3500, 3700 Value1xxx Series 1014, 1015, 1088 Next gen to follow new taxonomy SpecialtyVxx SeriesV13

40 Vostro Laptop Competitive Model Matrix

DELL CONFIDENTIAL FOR INTERNAL USE ONLY VOSTRO 3000 SERIES - MAIN COMPETITORS V3x00 vs. HP ProBook s (4310s, 4410s, 4510s, 4710s) Strengths: Premium Design s w/ durable aluminum Chassis Better battery life (up to 8 hours) Better performance with Intel Core i technology, DDR3 memory, better graphic on 17 (1GB) eSATA port for faster data transfer Backlit KB & Std gesture TP for better usability More HW security options to protect data Service ready for remote support Less favorable Quick boot button More SW security features BD Combo V3x00 vs. Acer TravelMate (4730/5730/7730) Strengths: Thinner and lighter Better battery life (up to 8 hours) Better performance with Intel Core i technology, DDR3 memory, better graphics (512MB or 1GB) Backlit LED panels More HW security options to protect data Std gesture TP for better usability Color options Less favorable Docking connector Numeric KB on 15 Easy launch button for email and web Type II PC card slot V3x00 vs. Lenovo SL (300, 410, 510) Strengths: Premium Design s w/ durable aluminum Chassis and color options Thinner and lighter Better battery life (up to 8 hours) Better performance with Intel Core i technology, DDR3 memory, better graphics (512MB or 1GB) Backlit KB & Std gesture TP for better usability More HW security options to protect data Less favorable File sharing feature Rescue and recovery button Wimax * Comparison is based on available market information, i.e. could only compare Intel Calpella with current Montevina models What We Win!! Vostro 3000 is thinner and more powerful in a premium aluminum chassis Backlit KB, Multi-touch TP and are unique to Winery vs. competitive models Up to 8 hours battery life. Much better than TravelMate x730

DELL CONFIDENTIAL FOR INTERNAL USE ONLY 42 Vostro 3300: Competitive Side by Side Feature Comparison HP ProBook 4310s Where Dell Wins Latest Intel Core i processors Premium Design s w/ durable aluminum Chassis and more color options Thinner form factor Backlit Keyboard & Standard gesture touch-pad for better usability More HW security options to protect data eSATA port for faster data transfer Service ready for remote support Where They Win & How to Combat Quick boot button -With Win 7, you also get accelerated booting time More Software security features Blu-Ray Combo offers a better price/performance value, and satisfies most small business customers needs HDMI Lenovo SL 300 Where Dell Wins Latest Intel Core i processors DDR3 memory Graphics with dedicated 512MB memory Premium Design s w/ durable aluminum Chassis and color options Thinner and lighter eSATA port for faster data transfer More HW security options to protect data Backlit KB & Std gesture TP for better usability Where They Win & How to Combat Rescue and recovery button: Dell has Backup and recovery manager Wimax - less city coverage and not available for most of the countries. WiFi or WWAN are still more popular File sharing feature * Comparison is based on available market information, i.e. could only compare Intel Calpella with current Montevina models

Vostro 3500: Competitive Side by Side Feature Comparison HP ProBook 4510s Where Dell Wins Latest Intel Core i processors DDR3 memory Premium Design w/ durable aluminum Chassis and more color options Thinner & Lighter Backlit Keyboard & Std gesture touch-pad for better usability eSATA combo More Hardware security options to protect data Service ready for remote support Where They Win & How to Combat Quick boot button --With Win 7, you also get accelerated booting time More Software security features Numeric KB -- touch pad will shift to the left Blu-Ray offers a better price /performance value, and satisfies most small business customers needs Acer TravelMate 5730 Where Dell Wins Latest Intel Core i processors DDR3 memory Better graphics (512MB) Better battery life (up to 8hours) Backlit LED panels More color options Thinner and lighter Backlit Keyboard & Std gesture touch- pad for better usability Service ready for remote support Where They Win & How to Combat Docking connector - USB docking available Easy launch button - With Win 7, you also get accelerated booting time Numeric KB -- touch pad will shift to the left Blu-Ray Combo offers a better price/performance value, and satisfies most small biz customers needs Type II PC card slot Lenovo SL 510 Where Dell Wins Latest Intel Core i processors Better graphics (512MB) Premium Design s w/durable aluminum Chassis and color options Thinner and lighter Backlit KB & Std gesture TP for better usability Where They Win & How to Combat Rescue and recovery button: Dell has Backup and recovery manager Wimax - less city coverage and not available for most of the countries. WiFi or WWAN are still more popular File sharing feature * Comparison is based on available market information, i.e. could only compare Intel Calpella with current Montevina models

DELL CONFIDENTIAL FOR INTERNAL USE ONLY 44 Vostro 3700: Competitive Side by Side Feature Comparison HP ProBook 4710s Where Dell Wins Latest Intel Core i7 with Quad Core processor DDR3 memory 1GB discrete graphics Premium Design w/ durable aluminum Chassis and more color options Backlit Keyboard & standard gesture touch-pad for better usability Thinner & Lighter Form Factor eSATA combo Service ready for remote support Where They Win & How to Combat Quick boot button -With Win 7, you also get accelerated booting time More Software security features Blu-Ray Combo offers a better price/performance value, and satisfies most small business customers needs Acer TravelMate 7730 Where Dell Wins Latest Intel Core i7 with Quad Core processor DDR3 memory Better graphics (1GB ) Better battery life (up to 8hours) Backlit LED panels Premium Design w/ durable aluminum Chassis and more color options Thinner and lighter Backlit Keyboard & Std gesture touch-pad for better usability Service ready for remote support Where They Win & How to Combat Docking connector - USB docking available Easy launch button - With Win 7, you also get accelerated booting time Blu-Ray Combo offers a better price/performance value, and satisfies most small business customers needs Support 2 HDD Vostro offers up to 500GB HDD * Comparison is based on available market information, i.e. could only compare Intel Calpella with current Montevina models

Competitive Side by Side Feature Comparison: Winery 13

TAKE YOUR OWN PATH Protect my data Stretch my budget IT Support that stands behind me Meet CompCompetitively Differentiated Disruptive Game Changer CLAIM OPPORTUNITIES WINERY 13 14 15 17 VALUE FRAME * Item w/ blue font are new to Winery series vs. HPB Vostro DNA

TAKE YOUR OWN PATH 1 VOSTRO 3000 SERIES SALES TRAINING James Nolan 8 th March 2010.

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Transcript of TAKE YOUR OWN PATH 1 VOSTRO 3000 SERIES SALES TRAINING James Nolan 8 th March 2010.