1 Leadership, Learning & Performance Days Plan for MU Sales/Marketing XXX Date: mm-dd-yyyy Present to Steven Lee

2 Leadership, Learning & Performance Days Plan #Action PlanWhenDeliverables 1Develop “Go-To-Market” Plan for Supplier Consulting Program. Week 1-2 Program Introduction: BPI Focus Sales Package Customer Benefits Supplier Solution Package Champion Training Workshop/CAP Training/Coaching package 2.Conduct Gap analysis of Supplier Performance and BPI goals. Week 1-2 Identify significant opportunities of BPI in 2006 and follow year. 3Promote SCP to key suppliers including both of System OEM/ODM and Vendor. (Top 20) Week 2-6 Visit top 20 suppliers Identify Program Funnel/ Opportunity

3 Leadership, Learning & Performance Days Plan #Action PlanWhenDeliverables 4Develop Supplier Dashboards of BPI progress and SCP status. Week 4 Supplier Performance Metrics: Quality and BPI Engagement indicator Project Tracking of BPI to each supplier 5Leverage internal resources: - Work with internal PM to identify projects - Internal PM’s ownership of supplier/project - Define Milestone Week 5-8 Project funnel: supplier, internal function, ownership, milestone, and action plan 6Build week/monthly communication mechanism Week 1-4 Weekly highlight: Achievement and key activities status Month dashboard: SCP, Quality Metrics

4 Leadership, Learning & Performance

5 Supplier Consulting Program 2012 Go-To-Market Strategy Making Customer Competitive MUMU Customer Marketer

6 Leadership, Learning & Performance SCP Helps Suppliers Improve SCP works with and for customers on NPI, cost pressure, customer satisfaction, error reduction What is SCP Improve FTY Defect % Business DevelopmentGrowth % Reduce InventoryTurn % Shorten Cycle time Speed 50-80% Develop Expense Cost 30-50% Others ……

7 Leadership, Learning & Performance Complete 800 SCP projects with US$10MM customer benefit Launch 40 Supplier Solution projects Promote premium service contract and sales order Build partnership and drive loyalty BPI a key Differentiator from competitors Objectives: SCP Objectives Build strategic partnership with customers... Launch Supplier Solution, Promotes Premium Service/sales order Build strategic partnership with customers... Launch Supplier Solution, Promotes Premium Service/sales order

8 Leadership, Learning & Performance Total Organization Involvement ….. BPI Organizational Goals BPI Customer Consultants BB/MBB SLT ODM/OEM /Sourcing Staffs Function/ Program Managers RegionProject$ Customer (SCP Solution) Benefit (MM) China Taiwan SEA Subtotal 290 1,000 Function OEM/ODM Vendors Others SCP Objectives

9 Leadership, Learning & Performance Structure 210 Dell Preferred Consultants to coach 200 projects Supplier BB/MBB to drive projects (100 projects/BB) All PM GB’s do one SCP project CISP Team to track progress, resolve issues & share best practices Supplier Solutions support from Dell Structure Follows Strategy Roll Out SCP to Every Potential Customers

10 Leadership, Learning & Performance SCP/CISP Team Objectives Team member Core member: Extended member: Operating mechanism -Monthly T-con to share best practices -Project progress tracking and problem solving -Act as judge panel to select best SCP project of the month -Customer visit & workshop to appropriate resources & resolve issues -CISP best practice sharing -Customer project of the year award -Leverage expertise across Dell/Industries SCP People Become the Supplier Development Strategy thru SCP

11 Leadership, Learning & Performance Taste project free of charge Supplier value at 25,000/project Build partnership with strategic supplier Link project to Dell benefit Six Sigma Enabled Purchasing Order Contract Project facilitates contract price negotiation Contract states six sigma obligation/value Supply Chain Solution Leadership development: Supplier training at US$ 50,000/class Workout/CAP training at 50,000/class Six sigma consulting Consulting fee at US$300/hour Minimum 20 hours/project coaching Total package subject to negotiation SCP Pricing Subject to local practice

12 Leadership, Learning & Performance Quality awareness Business Impact H L L Target Supplier Supply Chain Solution Training package No Go Quick Hits Training package Longer Term objective Customer seminar Overview presentation Taste projects Supplier Segmentation

13 Leadership, Learning & Performance SCP Seminar Customer Overview Presentation Ext. Consultant Project Coaching Tiered Approach Tailored to Different Level of Customers Supplier Training/Coaching Supplier Simplified Training Total Solution provider Build supplier awareness BPI enabled service contract & sales order Champion Training Workout/CAP Supply Chain Solution Package Taste projects Supplier Training

14 Leadership, Learning & Performance Promotion Cross selling with CISP All OEM/ODM Team All Sourcing Team All SQE All BPI member Sales force incentive at 1-2 % revenue (proposed) after collection SCP GTM Strategy Opportunity is Everywhere, let us ROLL

15 Leadership, Learning & Performance SCP Seminar and Supplier Promotion Invite/visit supplier for a 2 hour SCP seminar 20 to 200 suppliers in each location Target audience CEOs, COO, CQO, Strategy staffs… Present BPI Overview & Case Studies Invite customers to pitch completed BPI success story and projects Demonstrate/market Dell competence/consulting capability Identify prospects for SCP Solution/ACFC projects Awareness Creation

16 Leadership, Learning & Performance SCP Supplier Web Site Supplier access 24x7 Local language with global content BPI/Six Sigma overview FAQ Customer presentation material Brochure Knowledge repository Classes offered Supply Chain Solution package Customer feedback/contact us feature On-line registration Linked to other Dell BPI Solution web site SCP GTM Strategy 24 Hour Access all Year Round

17 Leadership, Learning & Performance High Low HighDifficulty Impact Prioritization of Projects Target Projects No-Go Quick Hits Long Term Projects (Supply Chain Solution Opportunities) BPI Focus Metrics Right Projects (BPI Focus Project) (Quality/ Reliability Projects)

18 Leadership, Learning & Performance Project Templates

19 Leadership, Learning & Performance Project Translation Within Supplier Implement same project in different department/product Project closure review / celebration with senior management Among Suppliers Transfer experience/expertise Customer quote / supplier reference Communication of supplier projects / wins via various media Dell SCP newsletter / SCP website SCP Projects Team Up with Supplier

20 Leadership, Learning & Performance Benefit Tracking Supplier/Dell’s benefit calculation required in every project closure Supplier benefit tracked through new xxx feature Monthly progress report versus plan Dell benefit tracked by BPI Metrics Improvement SCP Solution revenue SCP Benefits Benefit Tracking Mandatory for Every Project

21 Leadership, Learning & Performance Go to Market Strategy - SCP PM/CISP introduce 6 sigma to customer Overview presentation to supplier management Identify Supplier CTQ Project scoping Issue Business Solution Contract Letter Yes No Identify supplier resources Identify Internal resources Work on BPI focus project Work with supplier on contract detail Collect supplier needs/CTQ Initiate supplier training Customer presentation & feedback collection SCP registration Start with small & easy project Project complete SCP Process Supplier interested? Supply Chain solution or sales/service contract related? Proceed to next project Collect customer feedback

22 Leadership, Learning & Performance SCP in 2009 Experts do SCP Project count Measurements drive Dell execution Black Belts execute projects MBB keeps engagement Everybody does SCP Supplier Benefit count Measurements drive Supplier improvement Green Belts execute projects MBB ensures vitality Taste projectsSupply Chain Solution Leaders drive SCPLeaders do SCP Making Supplier competitive! Keeping Dell Competitive!

23 Leadership, Learning & Performance Supplier Benefits Sales Growth Dell Impact Supply Satisfaction Differentiating Both Supplier and Dell Value Productivity Workflow Design Return on Assets Competitiveness Cost Effectiveness Supply Chain Efficiencies Supplier Partnership SCP Benefits Quality and Reliability Improvement

24 Leadership, Learning & Performance Thanks for Your Time! Q & A