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From Production to Solution

From Production to Solution. Luk áš Vlna April 2014. About Presenters. Lukas Vlna Education: FTVS UK, 2002 Masters in finance, FM UK, 200 6 Work experience Dell: Financial controller, 1 year Demand planning sr. advisor 2.5 years Work experience prior to Dell :

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From Production to Solution

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  1. From Production to Solution Lukáš Vlna April 2014

  2. About Presenters • Lukas • Vlna • Education: • FTVS UK, 2002 • Masters in finance, FM UK, 2006 • Work experience Dell: • Financial controller, 1 year • Demand planning sr. advisor 2.5 years • Work experience prior to Dell: • IBM ISC, TL contract controlling, 2.5 years • IBM ISC, DSO financial analyst, 2.5 years • Porsche Slovakia, Product manager, 2.5 years

  3. Agenda • What is changing? • The world • Customer needs • Customer mind-set • Impact areas of transformation • Logistics • Finance • Human resources • Business • DELL’s response • Dell in the virtual era • Dell solution groups • Dell as end-to-end solution provider • Success stories

  4. What ischanging?

  5. The world is changing. $$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$ 2x IDC estimates that the Digital Universe will double every 18 months 3 billion people will connect electronically via mobile or Internet technology by 2014 44x By 2020, the Digital Universe will be 35ZB - 44 times as big as it was in 2009 $750 billion $$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$ 2014 IT spending in emerging markets – an increase of 10% over 2013 $100 billion worldwide spending on Cloud Services by 2014

  6. Customer needs are changing. Businesses and organizations Consumers • Consumer behavior driving ubiquitous computing, always-on connectivity and anywhere, anytime mobility • Generation Y will make up 48% of the global workforce by 2020 (Forrester) • In 2011, over 1 billion people will access the Internet through (non-PC) mobile devices (IDC) • IT spending in 2014 expected to increase to $3.8T around three key areas (IDC): • Mobility • Cloud computing • Analytics • IT taking a more strategic role in businesses and organizations • Consumerization of IT driving additional complexity

  7. Customer mindset is changing. Before Now Typical Corporate Customer of Today Typical Corporate Customer from the Past Era • Need an IT solution to run my business; • We are a lawyer company; • Need people go online from everywhere at any time during the day • We have 50 employees in the office, 20 employees are working remotely….. • Need 20 client laptops • 50 client desktop PCs • 50 monitors, 20 printers • 2 Servers, x GB capacity storage, x GB memory; CPU speed x; • X Years extended warranty

  8. Impact areas of transformation

  9. Drivers for transformation

  10. Impact areas of transformation

  11. Logistics perspective IT Solution Provider: • Being IT Solution Provider requires element of local delivery ON-SHORE HW Producer: IT Company Manufacturing HW is PrimarilyAbout Transfer of Goods From Factory to Customer OFF-SHORE.

  12. Humanresource perspective

  13. Finance Perspective

  14. Business Perspective

  15. DELL‘s response

  16. What was DELL about ? OLD vs NEW supply chain model We sellwhat the customer wants to buy without knowing what is needed! Sale Product Design Fulfillment center Manufacturing Transport Delivery Planning/ Procure Planning/ Procure Product Design Fulfillment center Sale Delivery Manufacturing Transport We sell what we have planned with understanding of customer needs!

  17. Direct model

  18. Our Goal is to transformtheshape of our P&L Hardware Services+Inorganic FY’10E 14% FY’16E 30% 70% 86% OpInc% 7%+ 5%+ OpInc%

  19. Announced11acquisitionsbytheendof2011, balancedacrossourgrowthdomains

  20. We announced thesetransactionsin2012

  21. Solution groups

  22. Dell as E-to-E solution provider Support Services Configuration & Deployment Financing & Leasing Application Services Business Consulting Information Security Business Process Outsourcing Cloud-Based Services IT Consulting Managed Services Training Services

  23. Success stories – FC Liverpool Source: www.dell.com/casestudies

  24. Success stories – University of Cambridge Source: www.dell.com/casestudies

  25. Success stories – Caterham F1 Team Source: www.dell.com/casestudies

  26. Conclusion everything is changing Dell is responding & transforming into E-t-E solution provider

  27. Backup

  28. Dell as EtE Solution Provider End-User Computing Enterprise • Next Gen Computing Solutions & Intelligent Data Management • Virtualization • vStart • AIM Systems Management • Modular Data Centers • Networking Fluid Data Architecture • SAN & Scale-out NAS • Deduplication • Services, Security • & Cloud • Multi-vendor support • BPO & applications • IT infrastructure outsourcing • Security & cloud • ITaaS, SaaS, PaaS • End-User Computing • Flexible & optimized value chain • Mobility solutions • Tablets & smartphones • Desktop Virtualization

  29. 3. DELL LOBs

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