Transcript Dell OptiPlex FY12 Messaging Plan

Dell Precision T1600 Sales Aid
+ What’s New?
The Dell Precision T1600 is the next generation of our single-socket, entry-level T1500 workstation.
Designed for professional 2D and entry-level 3D applications the T1600 is attractive to traditional
desktop and entry-level workstation users who need a capable, certified system that offers excellent
value. Features include: ISV certification on select applications, 2 nd generation Intel Core or Intel
Xeon processors, Intel integrated or add-in graphics from ATI & Nvidia and a new just-right-size
toolless chassis.
+ Target Sales Role
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Inside sales — look for existing customers who are using pro 2D / entry 3D applications who are
using high end desktops, cost conscious workstation customers, current T1500 customers or
customers who were previously unable to purchase the T1500 due to limited ISV certifications
or graphics options.
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Field sales—present to existing and new customers who are using pro 2D / entry 3D applications
who are running on desktops or competitive entry workstations.
+ Customer Profile
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Customers looking for certified workstation performance but have limited budgets.
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Customers looking to move from unsupported hardware (whitebox, high-end business /
consumer desktop) to an ISV certified platform without a huge increase in price.
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Customers looking for a platform that offers a range of professional grade graphics and
processor options.
+ Customer Pain
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Dissatisfaction when workstation needs don’t meet budget constraints.
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Frustration with lack of performance, slow performance or system lock-ups due to insufficient
compute and/or graphics horsepower.
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Difficulty getting application support service due to non-certified hardware.
+ Elevator Pitch
Offering performance and peace of mind with exceptional value the Dell Precision T1600 melds
professional grade processors and graphics with ISV certification and rock solid dependability in a
just-right-size, easy-to-use, toolless chassis.
+ Features & Benefits
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Boost productivity with powerful Intel® processors and AMD® or NVIDIA® graphics cards.
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Customize performance with Intel® Core™ or Xeon® CPUs, ECC or non-ECC memory, and
integrated or discrete graphics.
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Enjoy peace of mind with ISV certified reliability and responsive service and support to help keep
you up and running.
Internal user only
Dell Precision T1600 Sales Aid
+ Messaging
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Transform the way you work with a professional, certified workstation. The dependable Dell
Precision T1600 is the right tool for your deadline driven job providing the performance to keep
you productive and the value to keep you under budget.
+ Positioning
Recommend
Why
T1600 over Vostro 460
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Higher performing optional Xeon processors
Higher scaling, workstation class graphics
Dual graphics capable
Select ISV certified applications
More manageability features
More security features
T1600 over OptiPlex 990
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Higher scaling graphics
Higher scaling processors
ISV certification
T3500 over T1600
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Higher performing processors
Higher scaling graphics
Larger chassis = more expandability
Fully certified with a full range of ISV certified applications
+ Why Dell?
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Dell takes a holistic approach to business solutions offering a wide range of clients to fit virtually
any need as well as servers, storage & services to help drive your business to success
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Dell Precision goes beyond exceptional hardware to provide a level of service that gets you up
and running quickly to help you stay productive.
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The T1600 builds upon a legacy that includes a long history of rock-solid, steadfast
workstations.
+ Customer Questions / Objections
Question
Answer
Why not just sell a loaded up
OptiPlex or Vostro?
The T1600 offers higher scaling professional grade graphics and
processors as well as ISV certification
Why is ISV certification
important?
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Why use professional grade
graphics
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Internal user only
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Hundreds of engineering man-hours and rigorous testing to optimize
performance and reliability with leading industry applications.
Certifies the combination of hardware and software
It is a requirement for support service for many software vendors
It results in a fine-tuned machine running at peak performance
bringing you a level of confidence you trust and value.
Higher performance for greater productivity
Higher accuracy for more complex models