Large Opportunities Process Redesign Update: Distribution Partners

May 2013

S & P Operations

Large Opportunities Redesign Overview

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Strategic Goal: Adapt the current Large Opportunities process to fully align with Dell’s long-term Procurement and Supply Chain strategy.

Key Changes: • Increased collaboration with S&P GP Team. • Refine Distribution Partner SLA’s to Dell. • Non-Primary Quote Offers will be reviewed by Large Ops and S&P GP

Team and may result in a deviation from primary partner.

Implementation Timeline:• W/C 3rd June : Initial discussions with Distribution Partners on EMEA

level to review redesign. • W/C 10th June : Local discussions with Distribution Partners to review

redesign. • W/C 17th June : Full implementation of Large Ops Redesign Process.

S & P Operations

Large Ops Process Guidelines / Requirements

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• Hardware & Software.• Large Ops / Special Pricing Threshold: $10K. • Quote submissions must be 100% accurate based upon Dell

requirements. • Provide quotes to Dell Inc. when there is Customer-Specific Vendor

approved Special Pricing / Deal Registration. • If Vendor cost can not be obtained in 24 hours, please alert

applicable SnP Operations team member. • Unsolicited Bids: If received from vendor, please forward to sales rep

(if known), S&P operations team member. • Expiration Dates must be for a minimum of 30 days.

< 30 days = exception processing. Alert S&P Operations immediately.

• Immediately alert Dell of EOL product & quote replacement part if available.

S & P Operations

Distributor’s Quote RequirementsStandard Requirements:

• Customer Name.• Sales Rep Name. (if known)• Manufacturer Name.• Manufacturer Part Number.• Manufacturer Part Description.• Qty. (Full deal opportunity and not Qty of 1)• Expiration Date of the Quote.• Vendor Quote Number. • Standard cost and special cost for this opportunity• Estimated Shipping Lead Time. (Point in time request as of day of quote)

S & P Operations

Distribution Partner SLA’s

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Customer Specific SKU Extension:• Provide Quote for a CS SKU Extension: 24 Hours.

Bid In Hand:• If Dell receives a quote from a non-Primary distribution partner, the

Primary Distribution Partner must provide one-time quote response within 24 Hours.

Without Bid:• Provide Quote to Dell for a new opportunity: 24 Hours.

– Ingram proposal: 24- 72 hours

General SLA’s:• Provide Response of No Quote / Product End of Life: 4 Hours.• Post Quote Submission– required additional Information: 2 Hours.• Standard Email Response Time: 4 Hours.• Escalation Response (Phone or Email) Time: 2 Hours.