FY19 Plan On a Page

FY19 Plan on a Page

Business Objectives

Double Digit Growth
Win the Enterprise
Drive commercial business. Increase average deal size
Incubate partner strategies for scale

Marketing Priorities

Drive EDW presence in the Market – long term
Reaffirm leadership position with key influencers
Support the field with relevant content. Look to integrate with local programs e.g. Chemistry Club in UK
CREATE: Account (propensity) program ‘land and expand’
Build Dell Enterprise GTM
Build marketing plans with Apple/Google/Samsung

Marketing Goals

MAINTAIN: Alignment with BU – agree mix of solution & product campaigns
FIX: Build cohesive CAB program
Align propensity to sales plays
DROP: EUC random acts of marketing

Marketing Strategy

INNOVATE: Build programs aligned to the buyer’s journey – drive campaign execution in Country and scale through partners
Drive competitive strategy – Citrix campaign Leverage 3rd party events for CIO Exchanges. Include Analyst, Press & Cus.1:1’s e.g. MWC
In-person roadshow to sell the program and enable teams in the field
Focus on Windows 10, VDI Complete and Citrix

Key Actions

Align investment and activity to local targets and build activities-in-a-box for local execution
FIX: Data strategy
Increase reference pool through CAB community/program
Create sales-play-in-a-box for regions
Increase PDC use through PMM’s
Internal communications–for country/FM Guide

Dependencies/Risks

COMPLEXITY: Budget, funding and Geo/Local model
GROW: Dial up on digital
Sales Alignment
Resolve integration of AirWatch systems (powered by AirWatch)
ENTERPRISE: ownership?
FIX: management of<$10K TQL’s
ENABLEMENT/GDPR