1. Dell™ Latitude™ Sales Accelerator Campaign Lead the migration
Dell™ Latitude™ Sales Accelerator Campaign Lead the migration. Reap the rewards.
Latitude E-Family laptops + Windows® 7 Professional +
Microsoft® Office Home & Business 2010
Hello and welcome to this Dell PartnerDirect webinar.
Our focus today is on the Dell Latitude Sales Accelerator Campaign for the next-generation Latitude E-Family laptops, preinstalled with Windows 7 Professional and Microsoft Office 2010.
Introduce yourself.
Speaker:
Date:

2. Agenda Small to Midsize Business (SMB) Laptop Environment Today
Partner Business Opportunity
Partner Revenue Opportunities
Customer Benefits
Partner Sales Incentive
Sales and Marketing Resources
Today I’m going to tell you about the business and revenue opportunities around the Latitude E-Family/Windows 7 Professional/Microsoft Office solution.
I'll give you a quick snapshot of the small to midsize business market for laptops, then go into the partner opportunities and an in-depth look at the solution and its benefits to SMB customers.
I'll tell you about our partner sales incentive, supporting resources, and how you can earn more while helping your customers improve productivity.

3. SMB Laptop Environment Today
Aging
Nearly 50% more downtime
50% more costly to maintain
More susceptible to virus, spyware, and malware attacks
Slow processors
Nearly 40% of small business
PCs are 3+ years old1
In the last few years, economic challenges forced smaller businesses to try to eke another year or two out of their existing PCs.
One independent study estimates that at least 40% of small business PCs are more than three years old. Older PCs result in more downtime, higher maintenance costs, and more security issues. Plus, they're a lot slower.
In addition, support options are waning for Windows XP, which the vast majority of SMBs are still using
1SMBs – The Case for Buying Modern PCs, March 2010

4. SMB Laptop Environment Today
Old operating system
Incompatible with newer high-productivity applications
No longer supported
86% of SMBs still run Windows XP2
In the last few years, economic challenges forced smaller businesses to try to eke another year or two out of their existing PCs.
One independent study estimates that at least 40% of small business PCs are more than three years old. Older PCs result in more downtime, higher maintenance costs, and more security issues. Plus, they're a lot slower.
In addition, support options are waning for Windows XP, which the vast majority of SMBs are still using
2Second Annual Microsoft SMB Partner Insight Report, 2010

5. 10.5% Pent-up demand: Delayed buying during economic downturn
New PC Market Today
Pent-up demand: Delayed buying during economic downturn
Market growth: Worldwide PC shipments are forecast to reach million units in 2011, a 10.5% increase from 2010, according to Gartner, Inc.3
10.5%
Hardware opportunity: 93% of SMBs plan to upgrade to Windows 7, with 37% planning to do so in 2011.
44% of new Windows 7 installations will be on new computers.4
Delayed buying of business laptops and other PCs has created a huge pent-up demand for faster, more productive computing power.
Windows 7 is a significant motivator for small and midsize businesses to update to Latitude E-Family laptops, because they upgrade their operating system and business PC at once.
Worldwide PC shipments are forecast to reach million units in 2011, a 10.5% increase from 2010, according to Gartner, Inc. You can use this campaign to grab a share of that growing market opportunity.
3Gartner, Inc. Press Release, Gartner Lowers PC Forecast as Consumers Diversify Computing Needs Across Devices, March 3, 2011 <
4Spiceworks Voice of IT® Market Research: Client Study, Windows 7 Upgrade Plans, Q1 2011

6. Next-Generation Latitude E-Family
With Windows 7 Professional and Office 2010:
Customers can get more done.        
Multitask at the speed of business        
Perform common computing and business tasks quickly 
Customers can conduct business anywhere.        
Stay productive longer on the go with long-life battery options        
Collaborate online as easily as in the office 
Enjoy easier, more economical management.        
Rely on new innovations to help keep laptops and data safer        
Resolve system issues with new diagnostics and troubleshooters
New innovations in the next-generation Latitude E-Family running Windows 7 Professional and Office 2010 make this a great time for customers to refresh their systems with the new business laptop. 
Here are a few advantages your customers can experience with the redesigned Latitude E-Family.

7. Capturing Revenue Opportunities
PRODUCT SALES
 TECHNICAL SERVICES
New business laptops
New OS, productivity software
Assess infrastructure for upsell and cross-sell potential
Deployment and configuration
Optimized desktop and upgraded servers
Managed services
Refreshing client PCs for a business opens the door to additional revenue opportunities, including server and storage upgrades and lucrative managed services.
Windows 7 Professional enables new remote management capabilities that a business can capitalize on with the right infrastructure. You have an opportunity as a trusted advisor to establish a reliable system for business productivity.

8. UK VAR Scenario: Profits Generated*
Revenue Scenario
UK VAR Scenario: Profits Generated*
2,000
4,000
6,000
3,000
Services
Total
4,625
1,125
Hardware
Let’s take a look at one scenario, which involves a small VAR named Chris in the UK. In the past two years, many of his customers resisted investing in new hardware; he’s now taking advantage of the pent-up demand.
In this example, an accounting firm with 67 computers had aging laptops constantly requiring maintenance and upgrades. The firm was moving to new offices and decided it was a good time to upgrade 25 of their 67 computers. They figured that replacing these computers would help modernize their IT systems, improve productivity, and sharpen their image when clients visited their offices.
Chris procured computers with Windows 7 Professional preinstalled, ran updates and security patches, and installed Microsoft Office onto each computer. One of his engineers checked each new laptop and configured Microsoft Outlook to include the individual’s personal settings, such as signatures, and access to multiple mailboxes and calendars.
Most of Chris's profit of $4,625 came from the roughly two service hours it took to set up and personalize each computer:
Revenue Costs Software $ 3,750 Software  $ 3,250 Hardware $12,500 Hardware $11,375 Services $ 5,000 Services $ 2,000 Total $21,250 TOTAL $16,625
ProfitS Software $ Hardware $1,125 Services $3,000 Total $4,625
*Services included data transfer, LOB installation, and custom configuration.
500
Software
*Total profits from installing 25 new computers with Windows 7 at an accounting firm moving to a new space.

9. The Dell–Microsoft Solution
Drive product and services revenue by migrating your SMB customers to the Latitude E-Family business laptop.
Latitude E-Family laptops: The portfolio of durable Latitude laptops that keep you mobile and productive.
Windows 7 Professional: Microsoft's fast-selling operating system, universally praised by users and reviewers.
The next-generation Latitude E-Family laptops, preinstalled with Windows 7 Professional and Office 2010, are a convenient way for small and midsize businesses to upgrade to a high-performance computing platform.
Why? Because they're getting the latest updates to hardware and software that have already proven enormous value to smaller businesses:
• The portfolio of durable Latitude laptops that keep you mobile and productive.
• Microsoft's fast-selling operating system, universally praised by users and reviewers.
• The latest version of the trusted, familiar business applications used by employees everywhere.
Microsoft Office Home & Business 2010: The latest version of the trusted, familiar, and globally ubiquitous business applications.

10. The Dell–Microsoft Solution: Customer Value+
Productive and efficient: Employees get more done.
Mobile and reliable:
Grab and go—the solution that lets employees connect and contribute anywhere.
And, as the saying goes, the whole is even greater than the sum of its parts. The value from the combined solution is huge:
• PRODUCTIVE AND HIGH-PERFORMANCE: Because of the performance gains, employees can get a lot more done—and they can get it done faster and better than ever before.
• MOBILE AND RELIABLE: The Latitude business laptop connects workers anywhere and holds up against the dings and dust of travel.
• MANAGEABLE AND ECONOMICAL: The advanced technology features not only improved data security and automated backup, but troubleshooting tools and remote management make it easier to resolve any issues—even by IT partners offsite.
Manageable and economical:
Data security, backup, and restore are simpler than ever, and the next-generation Latitude saves on maintenance costs.

11. Latitude E-Family Laptops
Efficiency and performance
Efficient manageability
Confident security
Built-to-last durability
Go-anywhere productivity
What's behind all this value? A lot of advanced features. In the next few slides, I'll highlight the features of each product—the Latitude, Windows 7 Professional, and Office 2010.
These are the four promises of the newly redesigned Latitude E-Family laptops:
Go-anywhere productivity,
Built-to-last durability,
Confident security, and
Efficient manageability.
I’ll show you how the Latitude E-Family laptops fulfill the promise for your small business customers.

12. Latitude E-Family Laptops
Efficiency and performance
Go-anywhere productivity
High-speed multitasking with 2nd Generation Intel® Core™ vPro™ Processor*
Long-life battery options, plus quick recharging
Comfort and flexibility with advance display options
Go-anywhere productivity
Dell Latitude E-Family laptops were built with smaller businesses in mind , so there are some great productivity features:
Employees can:
• Recharge batteries to 80% in an hour with Dell ExpressCharge.*
• Multitask at the speed of business with the 2nd Generation Intel Core vPro Processor,* high-bandwidth DDR3 memory, and Intel UMA or NVIDIA* graphics.
• Communicate effectively worldwide with the built-in webcam, tunable microphones, and a high-performing antenna, enabling ideal mobile broadband connections.
• Work in their comfort zone with a multi-touch display* and 180-degree movement, outdoor-viewable LCD options, and optional backlit keyboard for low-light environments.
*Available on select models.
Worldwide communication and better mobile broadband connections
*Available on select models

13. Latitude E-Family Laptops
Efficiency and performance
Built-to-Last Durability
Dell Tri-Metal chassis*
Stringent MIL-STD-810G military testing in extreme conditions*
Spill-resistant keyboard and sealed display screen
Built-to-Last Durability
Dell Latitude E-Family laptops combine world-class design with durability:
• Protection from extreme temperatures, vibration, dust, and high altitudes (with select MIL-STD-810G tested laptops*).
• The Dell Tri-Metal chassis with a brushed aluminum finish and reinforced magnesium alloy–wrapped corners.*
• Spill-resistant keyboard and LCD protective seal that helps form a barrier around LCD panel when closed.
• Strong metal-plated hinges, rugged closing latch, and durable powder-coated underside that guards against nicks and scratches.
*Available on select models.
Rugged hinges and latches and powder coating
*Available on select models

14. Latitude E-Family Laptops
Efficiency and performance
Confident security
Dell Fast Response Free-Fall Sensor, and Dell StrikeZone™
Dell Data Protection | Encryption and encrypted hard-drive options
Controlled access with Dell ControlVault™ and Dell Data Protection | Access
Smart card and fingerprint reader login options
Confident security
Seamless integration into IT environments and worldwide data protection:
• Data that falls into the wrong hands is safe with Dell Data Protection | Encryption and encrypted hard-drive options.
• Dell Fast Response Free-Fall Sensor and StrikeZone help protect data from unexpected mishaps.
• IT can control who has access to data with Dell ControlVault and Dell Data Protection | Access, as well as via contactless smart card and fingerprint reader login options.
• Port control options help prevent system viruses and contain data leaks.
Virus prevention with port control options

15. Latitude E-Family Laptops
Efficiency and performance
Efficient manageability
Advance previews of Dell hardware and software changes
Quick upgrades and maintenance through a single-access door
Efficient manageability
• Future product roll-out planning with Latitude long lifecycles and ImageWatch, the advance look at software and hardware changes.
• Customizable Latitude laptops with hot-swap media modules,* including optical drives, hard drive, battery, and USB 3.0.
• Upgrades and servicing of key components via a single-access door.
*Available on select models.
Easy laptop customization via hot-swap media modules*
*Available on select models

16. Employee Benefits Business Benefits*
Works the way employees do, with speed and reliability
Enables them to get more done, more easily
Backs up and safeguards their information
Runs applications that otherwise work only in Windows XP
Saves over 44 hours in lost employee productivity per computer, per year
Returns the investment in seven to eight months, for an ROI of 375%
Windows 7 Professional enables mobile workers to contribute easily and securely, which helps your business customers respond more quickly and stay competitive.
It also helps IT in very practical ways—saving measurable time on routine functions and management so there is more time for productive tasks.
*The Benefit of Using Windows 7 in Small and Medium-Sized Businesses, IDC White Paper, June 2010

17. Connect and contribute anywhere, anytime
Faster load times
Easier to learn, simpler to use, faster to search
New Office Web Apps—for accessing, editing, and sharing with others via an Internet connection
Co-authoring—so teams can collaborate on a document or project, and revise, edit, and handle approvals more efficiently
Access to , calendars, and social networks directly from Microsoft Outlook® 2010
Improved data analysis, charting, and formatting in Microsoft Excel® 2010
Now let's add Microsoft Office Home & Business 2010 to the Latitude E-Family and Windows 7 Professional mix:
Already more than half of small business workers work outside the office, and the number is growing. A Dell Latitude laptop running Windows 7 Professional and Office 2010 helps them stay connected from anywhere they're working:
• Everything loads faster in Office 2010.
• It's easier to learn, find, and use tools and features with the new Office Ribbon user interface.
• New Office Web Apps enables employees to post, access, edit, and share Office documents with others whenever they're connected to the Internet.
• The new co-authoring feature lets multiple team members collaborate on a single document at the same time, so revisions, edits, and approvals can be taken care of efficiently.
• Employees can access and calendar information and connect to social networks right from their Outlook 2010 inbox.
• And Excel has several new analysis tools, charts, and color formatting capabilities to cut through the data clutter.

18. Main benefits of the next-generation Latitude business laptop
Working together, the Latitude E-Family laptop, Windows 7 Professional, and Office 2010 help turn employees into a highly productive, mobile work force. By giving workers to the power to do more, your organization can respond more quickly to market trends—and compete more effectively than ever before.
Productive and efficient
Mobile and reliable
Manageable and economical

19. Partner Sales Incentive
Latitude E-Family laptops preinstalled with Windows 7 Professional and Microsoft Office Home & Business 2010.
Sell + +
a $20 bonus for every qualified business PC you sell.
Earn
Right now Dell is offering an incentive for you to sell the Latitude E-Family and other select Dell business PCs featuring Windows 7 Professional and Office 2010.
You’ll get a $20 bonus for every sale—there is no minimum. It’s that simple.
We’ve created a Dell Latitude Sales Accelerator campaign to support your sales process of E-Family laptops. You also can find details on the sales bonus at the campaign website. =
$20
Campaign website: dell.com/partner/nowisthetime2migrate

20. Sales and Marketing Resources
Demand generation:
Full- and quarter-page print ads
Three promotional s
Customizable postcard announcement
Online banner ad series
This campaign offers a range of ready-to-use sales resources and easily customizable marketing materials to help you sell Latitude E-Family business laptops.
TO GENERATE DEMAND . . .
We’ve created marketing materials that are easy to customize and use as you wish, including print ads, s, a postcard, web banner ads, and a landing page you can add to your website.
Landing page to add to your website

21. Sales and Marketing Resources
Leave-behind sales sheet
Sales materials:
PowerPoint® sales presentation
Talking points guide
Campaign website: dell.com/partner/nowisthetime2migrate
SALES MATERIALS. . .
Are ready to use to help present the business benefits and close the sale. There is a sales sheet that you can or print and leave behind, a PowerPoint presentation, and talking points for your telesales efforts.
You'll find all the materials at the campaign website.
You also can use the Dell PC Advisor tool, which helps customers assess their PC needs, then generates a recommendation for them and a lead for you. This tool is free to Dell partners and can increase the value of your sale when customers use the tool first.
Register to get warm leads from the Dell PC Advisor tool at: bility/pages/pcadvisor.aspx

22. Get Started Today 1
Visit the campaign website for incentive details and sales resources. 2
From there you will be directed to Campaign Builder to download and customize marketing materials. 3
Start GENERATING DEMAND!
Campaign website: dell.com/partner/nowisthetime2migrate

23. Questions? Campaign website: dell.com/partner/nowisthetime2migrate
Before answering any questions, explain how you take questions in the webinar, and how you choose which ones to answer.
Campaign website: dell.com/partner/nowisthetime2migrate

24. Dell Latitude Sales Accelerator Campaign Lead the migration
Dell Latitude Sales Accelerator Campaign Lead the migration. Reap the rewards.
Thank You
Speaker name
address 
Thank you for attending the Dell Latitude Sales Accelerator webinar.
If there’s something that we can do to help you close sales, let me or your Dell representative know.
We want you to succeed—so speak up if there's anything you need.