Large Opportunities Process Redesign
Update: Distribution Partners
May 2013
Large Opportunities Redesign Overview
Strategic Goal: Adapt the current Large Opportunities process to fully align with
Dell’s long-term Procurement and Supply Chain strategy.
Key Changes:
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Increased collaboration with S&P GP Team.
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Refine Distribution Partner SLA’s to Dell.
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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:
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W/C 3rd June : Initial discussions with Distribution Partners on EMEA level to
review redesign.
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W/C 10th June : Local discussions with Distribution Partners to review
redesign.
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W/C 17th June : Full implementation of Large Ops Redesign Process.
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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.
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S & P Operations
Distributor’s Quote Requirements
Standard Requirements:
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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
Customer Specific SKU Extension:
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Provide Quote for a CS SKU Extension: 24 Hours.
Bid In Hand:
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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:
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Provide Quote to Dell for a new opportunity: 24 Hours.
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Ingram proposal: 24- 72 hours
General SLA’s:
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Provide Response of No Quote / Product End of Life: 4 Hours.
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Post Quote Submission– required additional Information: 2 Hours.
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Standard Email Response Time: 4 Hours.
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Escalation Response (Phone or Email) Time: 2 Hours.
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S & P Operations