Have you seen the changes coming to online? Have you seen the start if the Premier changes and what is to come in February? Thoughts on how this will influence layoffs?
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@3kkc+1pbiewVQ do you have a Dell rep? No.
The customers who we are talking about see automated and online procurement as a necessary part and cost saving of their own business as a transaction.
They still need and want connection. They just do. The companies that are winning the customers now have solid relationships. Dell has said every single day to get out of your home office, get on a customer site or an office and make a human connection.
The transaction vehicle underneath doesnt change that. Just makes it smarter.
Enterprise and commercial sales are going to merge in Feb, they will be cutting the overlap....expect 20-30% more to be cut, maybe not all in Feb. The only new hires in sales or on SE side will come from college hire programs. The new commercial segment will look like the existing commercial segment, the Dell server teams will be the core people and storage will be specialty....that alone should scare anyone working for Dell. They will push more biz to the channel. Dell believes they spend way to much on sales, most of the revenue comes from the top 20% or so of the accounts. Dell is moving to a BestBuy approach for about 80% of their customers....Cisco, HPE and other top HW providers have similar model. Dell is currently working with SI's to figure out how to use AI to take over the technical part of the sale. I think Dell will get to their target GTM model within a year, covid slowed this process. This was the plan the whole time, don't kid yourself if you think WFR was due to a bad economy.
I buy from Amazon all the time and never talk to anyone. Explain how that works.
I am involved in the process as you are discussing.
There is no chance that moving to premier means goodbye staff. In the same way that Amazon has sales staff… just the type of work and the capacity for velocity will change.
At the end of the day, customers still buy off people, the process they use underneath is just part of the engagement.
Inside sales will be cut.
Our order processing org overseas is massive and I feel that is going to be first to go. I think we're going to have a wave of inside sales hiring in q1/q2. - NA sales ops
I think the writing is on the wall. It will be used as a tool that leads to layoffs. Many of my customers are pushing back Some will turn to the competition but my guess is most will get in line.