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

2. 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; ‘

3. 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

4. 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

5. Training Content Details
Confidential

6. 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?

7. 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

8. 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

9. 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

10. 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

11. 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.

12. Thank you!