Workforce Transformation Partner Sales Guide€¦ · Workforce Transformation Overview 6-12...

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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


• 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.


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


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

http://futurereadyworkforce.dell.com/the-new-workforce-9am-to/

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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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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

http://futurereadyworkforce.dell.com/meet-the-desk-centric-worker/

http://www.futurereadyworkforceeguide.com/

http://futurereadyworkforce.dell.com/be-the-expert-of-your-tech-refresh/

https://partnerdirect.dell.com/sites/channel/pages/index.html


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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




for the Remote Worker





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.


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


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 Functional

Buyer Checklist

• Future Ready Workforce Training on

Partner PortalCourse name: GSTB5434

Powering_the_Future-ready-workforce


Quick Links

http://futurereadyworkforce.dell.com/meet-the-remote-worker/





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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




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



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




Training on Partner PortalCourse name: GSTB5434



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.


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

http://futurereadyworkforce.dell.com/meet-the-on-the-go-professional/





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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




for the Corridor Warrior





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.


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.


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 Functional

Buyer Checklist

• Future Ready Workforce Training on

Partner PortalCourse name: GSTB5434



Quick Links

https://www.youtube.com/watch?v=njRlHbqnv6E





http://futurereadyworkforce.dell.com/meet-the-corridor-warrior/

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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.


for the Specialized User


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


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


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 Training

on Partner PortalCourse name: GSTB5434



Quick Links

http://futurereadyworkforce.dell.com/demanding-work-deserves-precision/





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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”.


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

http://futurereadyworkforce.dell.com/



http://ping.dellcampaignbuilder.com/browse.aspx?campaign=14445&hidenav=True

https://dell.gosavo.com/Document/Document.aspx?id=37131232

https://www.youtube.com/watch?v=l90CgiR0YRk&list=PLnmNDeckh6cCzLnJBDMKvNS9b5xMoHa0v&index=1

https://www.youtube.com/watch?v=jXB0E64IJNo

https://www.youtube.com/watch?v=bgebIeLnhsM&index=2&list=PLnmNDeckh6cCzLnJBDMKvNS9b5xMoHa0v

https://www.youtube.com/watch?v=EUSKILLTSVs&index=4&list=PLnmNDeckh6cCzLnJBDMKvNS9b5xMoHa0v

https://www.youtube.com/watch?v=i3TezjzXD_U&list=PLnmNDeckh6cCzLnJBDMKvNS9b5xMoHa0v&index=5

https://www.youtube.com/watch?v=yXZFm7HXa9U&index=6&list=PLnmNDeckh6cCzLnJBDMKvNS9b5xMoHa0v


Workforce Transformation Partner Sales Guide€¦ · Workforce Transformation Overview 6-12...

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