‘Making Innovation a Way of Life’ Training Series for Salesmakers April 2014

Innovation Training Executive Summary Background and Business Opportunity Training series to inspire and instil an innovation culture in the Services team. The changing business environment and Dell’s strategy have necessitated that we approach services sales using more innovative approaches that will yield competitive advantage in the marketplace. The training will provide the sales makers with tools and techniques to apply in sales and an innovative cross company culture. Logistics: Interactive training series utilising mixed delivery over a scheduled 4 week timeline: Web Based Training (WBT) Virtual Instructor Lead Training (VILT) Start date: these sessions are held once each quarter Primary Attendees: CEs, SSEs, SAEs and SA organizations Communications plan defined in advance to set context, training series duration, what to expect, recognition for attending and pre-work required Recommended Slot: Generally, a morning and an afternoon session Total Time: 8.5 hours Interactive Training, Session Duration: WBT: 30mins, VILT: 120Mins, Accreditation: SABA Acronyms: ‘WBT’ – Web Based Training; ‘VILT’ – Virtual Instructor Lead Training; ‘

High-level Training Content Schedule ‘Basics of Innovation’ > Delivery: WBT & Multimedia 30mins ‘Innovative Culture> Delivery: VILT 120mins ‘Innovation Architecture> Delivery: VILT 120mins ‘Innovation Application’ > Delivery: VILT 120mins 1 2 3 4 ‘Hackathon Preparation’ > Delivery: VILT 120mins (currently on hold) 5

SSG ICC Innovation Training Principles Overall Aim Principle 1 Principle 2 Principle 3 Principle 4 Inspire and instil an innovation culture in Dell Services team Give the team tools on how to ‘make innovation a process’ Ignite and light the fire in our sales makers Help encourage Salesmakers to be thinkers, thinking ahead Interactive session to encourage active participation

Training Content Details Confidential

Content Analysis Knowledge Exhibit memory of previously learned materials by recalling facts, terms, basic concepts and answers Knowledge of specifics - terminology, specific facts Knowledge of ways and means of dealing with specifics - conventions, trends and sequences, classifications and categories, criteria, methodology Knowledge of the universals and abstractions in a field - principles and generalizations, theories and structures Questions like: What are the health benefits of eating apples? Comprehension Demonstrative understanding of facts and ideas by organizing, comparing, translating, interpreting, giving descriptions, and stating main ideas Translation Interpretation Extrapolation Questions like: Compare the health benefits of eating apples vs. oranges. Application Using new knowledge. Solve problems to new situations by applying acquired knowledge, facts, techniques and rules in a different way Synthesis Compile information together in a different way by combining elements in a new pattern or proposing alternative solutions Production of a unique communication Production of a plan, or proposed set of operations Derivation of a set of abstract relations Questions like: Convert an "unhealthy" recipe for apple pie to a "healthy" recipe by replacing your choice of ingredients. Explain the health benefits of using the ingredients you chose vs. the original ones. Evaluation Present and defend opinions by making judgments about information, validity of ideas or quality of work based on a set of criteria Judgments in terms of internal evidence Judgments in terms of external criteria Questions like: Do you feel that serving apple pie for an after school snack for children is healthy? Why or why not?

Content Outline Module 1: Basics of Innovation (WBT)* Defining Innovation Products, Processes, Business Models Degrees of Innovation Sustainable, Breakthrough, Disruptive iTunes example View of the customer Approach to Innovative Thinking Divergent vs. Convergent The Perfect Storm 2.0 What it takes to succeed How Dell is preparing What different stakeholders need Introduction to Innovation Architecture *WBT – Web-based Training

Content Outline Module 2: Innovative Culture (VILT)* Opening Exercise Refresh on terminology and concepts learned in Module 1 WBT Innovation and the Changing Business Environment Lecture Future of IT, Velocity of change, competitive landscape… Knowledge check Innovation in the future at Dell Envision the future if Dell develops an innovative culture Characteristics of an innovative culture – what works, what doesn’t Crowdsource Exercise Introduce as a key tool Crowdsource assignment to be completed before next session

Content Outline Module 3: Innovation Architecture (VILT)* Crowdsource Exercise Debrief Innovation Architecture Elements Foresight, Insight, Marketing Innovation, Customers and Frameworks Inputs/Outputs, Key skills, tools, examples, resources Megatrend Exercise Use megatrends and the foresight work available Introduce and use STEEP data Architecture Exercises Build skills in using / performing various aspects of the innovation architecture in current job role. Building set of exercises around a case study – end with assignment to be completed before next session

Content Outline Module 4: Innovation Application (VILT)* Architecture Exercises Build skills in using / performing various aspects of the innovation architecture in current job role. Building set of exercises around a case study – start with debrief of assignment from module 3 Continue exercise as groups create innovative solutions Rounding out the Innovation Architecture Lifetime customer view Innovate for market challenges How to measure innovation

Content Outline Module 5: Hackathon Preparation (VILT)* Highlights: Preparation for participation in a hackathon Highlights: This session walks through the preparation for Hackathon, which is a half day collaborative exercise where teams comes together to work on ideas for innovation.

Thank you!