Lead Management Tool Partner User Guide March 15, 2013 Confidential

Agenda What is the Lead Management Tool? Setting up Your Company View a Lead Accept a Lead Reassign a Lead Reject a Lead Update a Lead Converting a Lead to a Deal Submit a Lead Submit Multiple Leads Confidential

What is the Lead Management Tool? Provides a single point of access for all of your Dell lead information Receive and manage leads you receive from Dell easily on the PartnerDirect Portal Add your own individual leads to the system or use the mass upload template after a Dell co-funded marketing activity or event Leads can be converted to deal registrations at the click of a button We wanted to create an intuitive way for our Partners receive and manage their leads through one interface. The Lead Management Tool allows Partners and Dell to see their leads at glance, this helps create a closer working relationship between segment teams and the channel. Confidential

Setting up Your Company To ensure effective lead routing, a Lead Super User must be set up by the Partner Account Administrator Partner Administrators will simply check the box for the “Enable Lead Super User” option while editing a user on the PartnerDirect Portal My Company page No leads will be assigned to the partner account until a Lead Super User has been identified Super Users will be able to view and edit all leads assigned to their partner account, and they can assign these leads to individual users within their organization Confidential

How to View a Lead Confidential

Log in to the PartnerDirect Portal Log in at dell.com/partner Confidential

Navigate to Lead Management Choose one of the “Lead Management” links available from your home page (these may vary depending upon your region) Confidential

Navigate to “view my leads” Lead Management Landing Pages will vary depending on your region. Navigate to the “view my leads” link on your page Confidential

Select your View The default view will be “recently viewed leads” Select your leads view from the Leads Home page. There are several views to choose from, however, leads will only be visible after they have been assigned to you Confidential

How to Accept a Lead There are multiple ways in which leads may be assigned to a Channel Partner in the lead management tool: Lead allocation from Dell marketing events or campaigns Dell segment teams will route leads to channel through collaboration efforts Partners can submit leads after a co-funded marketing campaign or event Confidential

Email Assignment Notification If you are not already logged into the PartnerDirect portal, you will be prompted to log in before viewing the lead. Partners are expected to accept the leads allocated to them as soon as possible: if you do not accept within 2 days, you will receive a reminder. If you do not accept within 5 days, the lead may be withdrawn, and assigned elsewhere When a lead is assigned to a Partner, an email notification will be sent You may click on the hyperlink in the message to be taken directly to the lead detail view, where you can review and accept the lead Confidential

Accept from the Lead Detail Page After clicking the link provided in the notification email, you will be directed to the Lead Detail page Here you may view the lead information and accept the lead by clicking on the “Accept” button Confidential

Accept from a Lead View You may also accept a lead by choosing it from the “All Leads Pending Acceptance” view on the Lead Home page Select the Lead you wish to accept by clicking on the name, and you will be directed to the lead detail page Confidential

Accept from the Lead Detail Page After clicking the lead name from within the leads view, you will be directed to the Lead Detail page Here you may view the lead information and accept the lead by clicking on the “Accept” button Confidential

Accepting Multiple Leads If you have many leads and wish to accept them all at once, you may do so from the “All Leads Pending Acceptance” view Check the box(es) of the lead(s) that you wish to accept and then select the “Accept Channel Lead” button You will receive this message if you are in a view other than “All Leads Pending Acceptance” Confidential

Verify Acceptance After clicking the “Accept Channel Lead” button, you will be returned to the “Recently Viewed Leads” view You may verify the leads you just accepted, however, by changing to the “All Accepted Leads” view and sorting by the lead name or lead accepted date Confidential

How to Reassign a Lead Confidential

Reassigning a Lead Lead reassignment is used to change lead ownership from one partner user to another, within the partner company This can be done before or after accepting a lead, by choosing either the “All Accepted Leads” or “All Leads Pending Acceptance” view Lead Reassignment may be used in the following ways: Super users may use this process to assign leads to the appropriate partner users at the partner account Partner users may need backup while out of the office and may choose to move a lead temporarily to another partner user Partner users may be unfamiliar with the solution desired by the lead, and may choose to reassign it to a co-worker who may be better suited for it Select the Lead you wish to reassign by clicking on the name. You will be directed to the lead detail page Confidential

Reassigning an “Accepted Lead” From the lead detail view of an accepted lead, Select the “Reassign” button Confidential

Reassigning a “Lead Pending Acceptance” From the lead detail view of a newly assigned, unaccepted lead, Select the “Reassign” button Confidential

Choose the User and Assign the Lead Select the radio button of the user the lead should go to, and Select the “Assign” button Only partner users assigned Lead Management access will appear in the list. If you believe a user is missing, please contact your Partner Administrator for assistance Confidential

Viewing a Reassigned Lead Reassigned leads will be visible in the “recent leads” summary view of your portal session with a partner lead status of “reassigned” If you click on the lead to view it, however, you will receive an insufficient privileges error since you are no longer the lead owner Confidential

How to Reject a Lead Confidential

Select Reject While viewing the details of a newly assigned lead, you may determine that you are not interested in following up. If you do not wish to reassign the lead to another user at your company, you may click on the “Reject” button to reject the lead. Taking this action will remove you as the lead owner and return the lead to Dell for reassignment Confidential

Choose Rejection Reason & Save After clicking the “Reject” button, you will be required to choose a rejection reason from the drop down menu Select “Save” to complete the Reject lead process Confidential

Viewing a Rejected Lead Rejected leads will be visible in the “recent leads” summary view of your portal session with a partner lead status of “rejected” If you click on the lead to view it, however, you will receive an insufficient privileges error since you are no longer the lead owner Confidential

How to Update a Lead Confidential

Select the Lead Once you have accepted a lead, follow up with the customer and update the lead record with status and any new information from the customer From the “All Accepted Leads” view Select the lead that you wish to update Confidential

Select “Update Record” Select the “Update Record” button Confidential

Update Record & Save Update relevant information including the items highlighted Select the “Save” button at the top or bottom of the page Confidential

Dell Status Fields Please do not edit the fields highlighted in Yellow, these are Dell status fields and should not be changed Confidential

How to Convert a Lead to a Deal Confidential

Convert to Deal Criteria A lead must meet the following criteria to be converted to a Deal: 1) Called Customer = Yes, 2) Sales Qualified = Qualified, and 3) either the “Related Contact” or “Account” fields must be populated Confidential

Change the View to “All My Leads” Select the “All My Leads” view Select the lead that you wish to convert to a deal Confidential

Select the “New Deal Reg” button Select “New Deal Reg” Select the “New Deal Reg” button If the convert to deal criteria are not met, the “New Deal Reg” button will not be available. If this occurs, please contact your channel account team for assistance Confidential

Enter Your Deal Registration The lead information will auto-populate to the deal registration form Complete the additional required fields and submit for approval Confidential

How to Submit a Lead Confidential

Navigate to “Register a Lead” Lead Management Landing Pages will vary depending on your region. Navigate to the “register a lead” link on your page Confidential

Select a Campaign On the Lead Generation Interface page, scroll through the campaigns and select “Submit Single Lead” for the campaign you wish to add the lead to If you wish to submit a lead for a campaign that is not listed please reach out to your channel team Confidential

Fill out the Lead Form Areas highlighted with a red bar are required At least one phone number must be filled out After completing this page of the form select “Next” Confidential

After completing the form select “Submit” Submit the Lead After completing the form select “Submit” Confidential

Lead Submission Confirmation Upon submission of the lead, you will receive 1) a web confirmation with a lead ID number, and 2) an email confirmation 1) 2) Confidential

Submit a Lead via My Customer Confidential

Submit a Lead via My Customer Page Selecting the new lead option from the My Customer page, will direct you to a lead generation interface page with a list of available campaigns Confidential

Select a Campaign Choose the campaign you would like to submit the lead against, and click the “continue” button Confidential

Fill in the lead details & submit The existing “my customer” information will auto-populate to the new lead form. Continue filling in the lead details and click submit Confidential

How to Submit Multiple Leads Confidential

Navigate to “Register a Lead” Lead Management Landing Pages will vary depending on your region. Navigate to the “register a lead” link on your page Confidential

Select a Campaign On the Lead Generation Interface page, Scroll through the campaigns and select “Submit Multiple Leads” for the campaign you wish to add the leads to If you wish to submit a lead for a campaign that is not listed please reach out to your channel team Confidential

Download the Mass Lead Documents Select “Click for the mass upload template” and save the template to your computer Select the “Mass lead upload instructions – FAQ” and save the document to your computer Follow the upload instructions to fill in the template with your lead information, and save the completed file to your computer Confidential

Mass Lead Upload Template The mass lead upload excel template contains the same fields available on the single lead submission form. Use this template when you wish to submit multiple leads at one time, such as after a co-funded marketing event Template Notes: Mandatory fields are marked in yellow and orange Fields requiring pick list choices are marked for your reference Fill in all the fields possible based on the information captured from each lead Save your lead file with a unique name and close it before uploading to the portal To avoid errors do not resubmit the same file more than once Confidential

Upload the Lead File & Add Comments Upload your completed lead file by selecting “Browse” and then navigating to where the file is saved Fill in any comments and then select “submit” Confidential

Lead Submission Confirmation Upon submission of the lead, you will receive 1) a web confirmation with a Mass Lead Upload Request ID number, and 2) an email confirmation 1) 2) Confidential

Questions? Region Email Address Americas (US & CA) certified_prd@dell.com Americas (Brazil) MarketingCanais@Dell.com Americas (Other Latin America) PartnerDirect_Mexico@dell.com Americas (OEM) OEM_Partner_Program@dell.com APJ APJ_Partner_Experience@dell.com EMEA Contact your Dell Field Marketing Manager EM EMEA EM_EMEA_LeadManagement@Dell.com Confidential