dell’s transformation: integrating business, brand and people strategies - mark harris, dell, inc
TRANSCRIPT
The Power to Do More
2 Confidential Dell - Internal Use - Confidential
Our Heritage
1984 Michael Dell
founded PC's
Limited with
$1,000
2001 Dell becomes the
No. 1 computer
systems provider
worldwide
1988 After just four
years, Dell
completes its initial
public offering
1992 Dell debuts on the
Fortune 500
2009 Dell acquires
Perot Systems
2013 Dell goes private
Dell - Internal Use - Confidential
3 Human Resources
A common framework guides our multi-year strategy
Unlick the full potential of our team members for
our business
Stable & Focused on Long Term
Supporting & Delivering our Purpose
Business Strategy
Desired Outcome
People and Organization
Annual
Multi-Year
People Strategy
Business Strategy
Brand Strategy
Enduring
Purpose
Values
Customers People Partners Com-
munities Planet
Transformation Pillars • Profitably growing our foundation • Building our solutions portfolio • Improving our customer reach and
experience
Key Enablers • People • Brand • Business architecture &
processes
Delivering technology solutions that enable people everywhere to grow, thrive and reach their full potential.
Delivering results that make a positive difference
Leading with openness and optimism
Winning with integrity
Business Strategy: The leading provider of end to end scalable solutions
Brand Strategy: The Power to Do More
People Strategy: Inspiring Leaders, Winning Together & Entrepreneurial Spirit
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Our customers’ imperatives
Our end-to-end portfolio
Deliver technology solutions that enable people everywhere to grow, thrive and reach their full potential
Our purpose
Our differentiated strategy
Superior relationship model
Efficient, simple and affordable
Practical innovation
The leading provider of end-to-end scalable solutions
Dell Business Strategy – Bringing it all Together
Connecting
END USERS
Integrating and
optimizing the
ENTERPRISE
Simplifying and
securing through
SOFTWARE
Accelerating
innovation with
SERVICES
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We must begin with our purpose
Delivering technology solutions that enable people everywhere to grow and thrive
We all grow and thrive in relationships
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Relationships are not an abstract concept
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Relationships are part of our lives every day
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Relationships are the foundation of our business
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Relationships are at the heart of our brand—and true to our heritage
The Direct Model ”You actually get to have a relationship with the customer”
Michael Dell, HBR (1998)
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Relationships begin with our team members
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Our people philosophy
Relationship
Potential
To build enduring relationships with our team members everywhere Inspiring all of us to embrace and live Dell’s purpose in everything we do
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People Strategy
Our people strategy is the deliberate choices we make to unlock the full potential of our team members for our business
Our people philosophy guides our multiyear people strategy
Inspiring Leaders, Winning Together &
Entrepreneurial Spirit
The leading provider of end to end scalable solutions
The Power to Do More
Business Strategy
Desired Outcome
People and Organization
Annual
Multi-Year
People Strategy
Business Strategy
Brand Strategy
Enduring
Purpose
Values
Customers People Partners Com-
munities Planet
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How the people strategy accelerates our performance and inspires our people
Winning together
Inspiring
leaders
Entrepreneurial Spirit
• A higher standard of leadership
• Leaders are passionate about the success of our people
• Inspiring our people to help our customers and our business
achieve full potential
• Maximize the value Dell can create by working together
• Drive breakthrough performance and simplify what we do
• Make it easier to do great work
• Take initiative for shaping ideas and solutions
• Solve challenges faced by our customers, our business and our
company
• Always operate with Dell’s best interests first
Inspiring Leaders,
Winning Together &
Entrepreneurial Spirit
The leading provider of end
to end scalable solutionsThe Power to Do More
BusinessStrategy
Desired Outcome
People andOrganization
Annual
Multi-Year
PeopleStrategy
BusinessStrategy
BrandStrategy
Enduring
Purpose
Values
Customers People PartnersCom-
munitiesPlanet
14 Dell - Confidential
Winning Together
Customer value creation
Dell value creation
Dell team member value creation
Liquidity Profitability
Growth
Inspiring Leaders,
Winning Together &
Entrepreneurial Spirit
The leading provider of end
to end scalable solutionsThe Power to Do More
BusinessStrategy
Desired Outcome
People andOrganization
Annual
Multi-Year
PeopleStrategy
BusinessStrategy
BrandStrategy
Enduring
Purpose
Values
Customers People PartnersCom-
munitiesPlanet
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Dell Business Model In action
Easiest to choose
• Products shipped in 24 hours* or delivery aligned to your specific needs
• Offered at our best values
• The only partner with truly consistent global offerings
• Only Dell offers Premier Pages
Easiest to buy Easiest to own
• The most secure, manageable, and reliable business computing solutions available
• Exclusive Dell Online PC Diagnostics troubleshooting
• Full suite of best in class support, configuration, and logistic services
• Leverage longstanding direct customer relationships
• Use our deep customer insights to offer pre-selected business ready systems to meet your needs
• Software and peripheral offerings hand selected to complete your solution
Inspiring Leaders,
Winning Together &
Entrepreneurial Spirit
The leading provider of end
to end scalable solutionsThe Power to Do
More
BusinessStrategy
Desired Outcome
People andOrganization
Annual
Multi-Year
PeopleStrategy
BusinessStrategy
BrandStrategy
Enduring
Purpose
Values
Customers People PartnersCom-
munitiesPlanet
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Entrepreneurial spirit
Winning together
Inspiring leaders
• Demonstrates unwavering commitment to a higher standard of inspirational leadership for yourself and Dell
• Recognized as a genuine leader that invests in, and shares accountability for the success of our team members and their work
• Brings forward compelling and credible plans that generate opportunities for breakthrough performance
• Focuses maximum energy on priorities that are aligned with the company’s direction and will best position Dell for success
• Proactively looks to simplify work and find ways to do work better and faster
• Eager to collaborate, yet takes personal accountability, for meeting and exceeding our plans and goals
• Obsessed with serving our customers and not allowing barriers to stop us
• Demonstrates courage and actively engages in shaping ideas and solutions that deliver on the company’s key performance levers
• Always operates with Dell’s best interests first
Personal effectiveness
• Consistently delivers results, challenges oneself for continuously improving performance and contributing to the success of the team
• Builds great relationships, values diverse perspectives, lives our purpose and values, and is recognized as someone others want to work for and with
• Always figures out a way forward especially in the face of uncertainty and change
Driving to common performance expectations Inspiring Leaders,
Winning Together &
Entrepreneurial Spirit
The leading provider of end
to end scalable solutionsThe Power to Do More
BusinessStrategy
Desired Outcome
People andOrganization
Annual
Multi-Year
PeopleStrategy
BusinessStrategy
BrandStrategy
Enduring
Purpose
Values
Customers People PartnersCom-
munitiesPlanet
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What we’ve learned so far….
A strong foundation is nothing without infrastructure
Long term focus trumps short term focus
Age old wisdom is true – change takes time
Our future is connected– not siloed
Leadership Matters
Customers are in it for the long term
Tactics can change – but strategy should remain constant
The Power to Do More