1. Dell OEM Overview of Introductions
Based on your feedback and our initial conversations, today’s topics will include
Your needs
Overview of Dell OEM team
How we’ll turn Dell products into YOUR products
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2. Dedicated resources and capacity
Dedicated OEM engineers
250 custom projects annually
250+ sales/support team
Deep, broad experience
40+ industry verticals
12 year track record
2,000 OEM customers
Global reach
Owned support in 180 countries
Worldwide fulfillment model
Country-specific regulatory expertise
OEM-capable products
Standards-based products
Access to full Dell portfolio
Leverage Dell’s buying power
Dell OEM business unit is the best-kept secret about Dell!
Abundance of resources available to you
Dell OEM doesn’t sell into the IT environment, we work exclusively with companies – like yours – to help you build your own products and solutions
My role is to work with you, in a continuous exchange, to help you easily access Dell’s resources to meet your specific needs
Because we’ve been in operation for 12 years, we have substantive experience working with >2,000 customers in more than 40 verticals
Global operations in 180 countries:
Manufacturing AND Proven support infrastructure to meet your needs
Now have OEM versions of most of our products – massive benefit for customers, who get reliability and quality of off-shelf + customization and flexibility to make Dell products your own..
Global footprint – we become your virtual infrastructure
Flexible services
In-factory customization
Online parts dispatch
Mission-critical support
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3. with you? What do these people have in common
So, as we discussed before this meeting, your needs are….
(sales team provide advance “homework” findings regarding customer’s needs..)
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4. No room for error. Product quality Complex logistics
Continuous change management
Growing support and services demands
Every customer is different, but often face common issues..
(Sales should query the customer here..)
What are your best practices, in these areas? How do you manage / handle
Product quality?
Logistics?
Services and support?
Change management?
Do you also face challenges in these areas?
If you’re using an ODM or contract manufacturer, managing logistics can become a costly headache..
Product quality is the reason Google came to Dell
Services and support: if you’re expanding internationally, this can be a big challengte
If working with multiple vendors, it’s hard to keep track of their rev / new product cycles.. If you’re working with HP or IBM, they may be forcing you to pre-commit to forecasts, which could change significantly..
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5. innovation execution Balance with
Our goal at Dell is to help you with strong execution, so that you have time to focus on out-innovating your competition…
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6. Support/ Lifecycle Mgmt
Ship
Source
Warranty
Innovation
Support/ Lifecycle Mgmt
Manufacture
Fulfill
Test/Verify
Every customer is different, and customers come to Dell OEM looking for different things
Which aspects of your value chain do you want to discuss?
Logistics
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7. Do what you do best. Innovation
The good news is that you can leverage Dell for specific pieces of your value chain, or you can leverage Dell for all of it
I think of the process on three levels
Leveraging Dell OEM to your advantage
“Bending” Dell OEM to get what you need
“breaking” the model, so that you and Dell OEM share the risk / reward
It can work on any level
My job is to fully understand your needs, so that you can do what you do best – innovate! – and let Dell focus on execution..
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8. Become YOUR Products How Dell Products
I mentioned earlier that my job is to help you figure out how you can leverage Dell products and services to your full advantage..
Let’s talk more about that now, in detail..
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9. Depth and breadth
Any product in Dell’s extensive portfolio can be used in an OEM solution
Multi-generation lifecycle management maps to customers’ product cycles
Dell has a tremendous portfolio for you to leverage..
And we’ve been doing this for OEMs for years:
Example: we’re in our 12th generation of servers!
The “big guy” competitors – HP & IBM – have nothing like this depth / breadth of products that can be configured to specific OEM needs
I know that you mentioned interest in (sales person to discuss customer’s specific interest..)
But are there other projects / products that you might be interested in?
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10. Assess Engage Fulfill Support Dedicated OEM-focused organization
Needs analysis
Evaluation units
Engineering
Test/Dev
Engage
Solution design
Long-/extended-life
Custom branding and engineering
Configuration
Dedicated OEM-focused organization
Custom solutions built to your specifications
Global capabilities
Fulfill
Procurement
Order management
Global contract/pricing
Manufacturing
Inventory management
Support
Global field/phone support
Parts depots
Remote management
Installation deployment
Hardware support services
We begin the product transformation process by understanding your best practices, and assessing your needs
From there, we develop an engagement model that includes
Your desired customizations
Statement of work
Project schedule and schedule of tests
We then move into fulfillment issues
Helping you to source parts and components
Defining and specifying the ordering process
Manufacturing strategy
And Inventory management
And we can do this – not only for a Dell-specific product – but also for other aspects of your solution, so that you have the benefit of leveraging Dell’s own supply chain to lower your product and manufacturing costs across your entire solution
Regarding support: we can help implement a global infrastructure tailored to your business needs
Includes field / phone, parts, installation – all aspects of support
The entire process is made possible by Dell OEM’s foundation
Dedicated organization for OEMs
Custom solutions built to YOUR needs
Global reach and capabilities

11. We can build YOUR solution on Dell standards-based hardware
Dell OEM solutions serves over 40 verticals including:
Defense
Healthcare
Medical imaging and data analysis
Industrial automation
Point-of-sale/kiosk
Security and surveillance
Telco/communications
Media/gaming
Custom appliances
With more than 12 years of experience across 40 different verticals,
Chances are, we understand your issues and can build your solution on Dell standards-based hardware
What’s more, if you’re looking to enter new verticals, we can also help you there, because we probably have direct experience in that too!

12. Customization example
Custom fulfillment services (CFS)
Image load
Outside custom labeling
Custom box
Direct shipment
Manage suppliers
Coordination of multiple suppliers
Quality requirements for suppliers
Global services
Field support
W/W help desks
W/W depots
Design
Testing
Reliability
Shock&vibe
Manufacturing/ custom factory integration
Load BIOS
Add 3rd party cards
Painted chassis
Add labels
User manuals
OEM engineering
Custom BIOS
Regulatory
Custom bezel
How we transformed this server for Google is a great example of the depth and breadth of customizations that are possible with Dell OEM
Most people don’t realize what’s possible
And while this is an “extreme” customization example, it’s good for you to know what’s actually possible….
But remember: this server goes through the same rigorous manufacturing process, quality tests and reliability vetting that ANY Dell server undergoes
So you get the best of both worlds
Your product, your way, but with peace of mind of a proven, mass-produced product..

13. You: rapid innovation OEM: Do what you do best.
Dedicated OEM focused organization
Custom solutions built to your specifications
You: rapid innovation
Global capabilities
So, I hope you have a clear sense of what makes Dell OEM different
And how we can help you.
Based on three key attributes
Dedicated organization with deep expertise
Agility and flexibility to customize our products based on your needs
Global reach, to meet the unique needs of your business
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14. Let’s talk. Today. www.Dell.com/oem
blog.delloem.com
Thanks for our introductory discussion, and let’s take the next steps of figuring out where we go from here
Get more folks in on this discussion….