Sales Play Overview: Day 1
Personalized Workplace Services
WHAT IS THE SALES PLAY? CLIENT BUSINESS CHALLENGES AND NEEDS CLIENT DESIRED OUTCOMES
This solution is all about enhancing user engagement,
CLIENT TYPICAL RELATED
personalizing the experience and increasing productivity. STAKE- CHALLENGES NEEDS Improve efficiency with access
DXC Technology brings added connectivity to your HOLDER to information from anywhere
environment, enabling faster connectivity with teams, in the office
• Eliminate cost of • Capital planning
extending access to corporate systems and helping
upgrading for current and
your team get to the information they need, simply CFO
networking in new environments
and securely. buildings Empower users with easy-to-
• Faster, secure • Simplify remote
access corporate systems
WHERE IS IT RELEVANT?
CIO access to access and enable
Americas information secure guest WiFi
AMEA
ANZ • Satisfy users who • Enable users to Reduce operating costs and
C&N Europe want to work connect simply capital requirements
S. Europe anywhere in the and provide
IT Director,
office and address end-to-end
UK&I Workplace
growing use of support for both
hotel style desk in-office and
assignments remote work Increase access to information
INDUSTRIES
on the go
Healthcare P • Deploy application • Provide high-
Insurance P upgrades when quality connectiv-
IP Industries
P convenient, whether ity and speed to
Transportation IT Director,
on LAN or WiFi keep mobile Provide convenient, personalized
Apps and
workers on correct support that improves the user
Banking and Capital Market P Software
software, reducing experience
Consumer Industries and Retail P support calls and
Other Industries Energy and Technology P security risks
Manufacturing P Utilize data to better support
• Increase security • Use latest features
Public Sector P users with personalized service,
while enabling of wireless access
IT Director, predicted results and proactive
guest access to track, manage
Information
and report on use maintenance
Security
and ensure data is
protected
DXC TECHNOLOGY PROPRIETARY AND CONFIDENTIAL — FOR INTERNAL USE ONLY
SALES PLAY OVERVIEW: DAY 1
SALES PLAY OVERVIEW: DAY 1 Personalized Workplace Services
CLIENT CONVERSATION TYPICAL QUESTIONS FROM CLIENTS WHAT SOLUTIONS DO WE HAVE, AND HOW
How can you help me improve the user support DO THEY MAP TO CLIENT NEEDS?
experience with more personal, consumer-like options?
ELEVATOR PITCH CLIENT NEED OUR SOLUTIONS
We can help you provide a better support experience by
DXC Personalized Workplace Services enable Optimize return on IT • Managed Campus
delivering an agile, automated and secure desktop and investments; find ways to Network
you to deliver more flexible solutions to your
application capability as well as new, consumer-like deliver and enable flexible, • Virtual Desktop and
team, improving user satisfaction and engage- remote working conditions
approaches such as walk-in centers, video kiosks and Applications (VDA)
ment. Using integrated solutions to bring WiFi
support apps through which employees get the help they • Intelligent Workplace
anywhere in the building at high performance Services
levels and to increase access. Adding full virtual- need, when they need it, for any device.
ization access for more secure and complex Support for increasingly • Intelligent Workplace
How can you help us improve campus Internet complex environments and Services
systems increases mobility for all workers remote access to corporate
connectivity? • Virtual Desktop and
whether in the office or out. We can do all of this systems Applications (VDA)
while increasing the level of security insight and Our solutions provide the necessary technologies such as
protecting your network. authentication services that enable end users to connect Enable key corporate systems • Managed Campus
to be accessed on a wider Network
via their own devices. We also provide a suite of indoor and variety of devices, both in and • Virtual Desktop and
outdoor wireless solutions so workers are not tethered to a away from the office Applications (VDA)
single location or desk to conduct their work.
DISCOVERY QUESTIONS Find cost-effective ways to • Intelligent Workplace
How can I help my remote workers who struggle to provide consumer-like user Services
Understand client pain points support
connect when they are away from the office?
• Does your wireless access in the office provide
We provide a secure framework and policy manage- Increase productivity with • Managed Campus
high-quality services to roaming users? secure mobile access to Network
ment that lets you roll out a fully managed mobile
information and
• Can users remain connected throughout the office? service, giving your users secure access from their applications
• Virtual Desktop and
Applications (VDA)
• Is the number of devices coming into the office own devices using a wide range of mobile platforms,
increasing? including iOS, Android and Windows Mobile.
• Do you need to provide guest access in a secure
WHY US? 3. O
ptimized Partnerships
manner?
We provide complete systems integration that
• Are users complaining about remote access to key 1. Global, Proven Services
optimizes products from leading providers to deliver
corporate systems? DXC Technology provides workplace solutions
a secure, easy-to-use workplace environment.
in 135 countries with over 8.5 million managed
Assess the client needs 4. M
inimized Organizational Disturbance
desktops. We bring a proven track record from
We focus on providing ubiquitous, reliable WiFi
• How can you benefit from wider access in the office 30+ years of workplace services experience in
campus connectivity and access to critical
and moving away from Ethernet cable access? hundreds of organizations and among millions
corporate systems to improve productivity and
• Do you have key applications that are critical to of users.
reduce interruption. We also provide quick, flexible
mobile productivity but you don’t want to trans- 2. U
ser Experience and Productivity
updates, reducing the impact on employees.
form/rewrite them? DXC provides an enhanced user experience —
5. Shorter Transformation Time
• Do your users expect access for their personal multichannel, proactive and predictive support
We use accelerators that provide preconfigured
devices? Do guests need secure access to the models eliminate disruptions, provide choices
services for rapid transformation, most starting
Internet? and keep employees engaged in their work, with
within 3 months and finishing in less than 12 months.
productivity boosts of up to 15% from user-enabling
• How would you use the extra hours provided if
support services.
users could resolve issues immediately?
DXC TECHNOLOGY PROPRIETARY AND CONFIDENTIAL — FOR INTERNAL USE ONLY
SALES PLAY OVERVIEW: DAY 1
SALES PLAY OVERVIEW: DAY 1 Personalized Workplace Services
WHO IS OUR COMPETITION? SIDE-BY-SIDE COMPARISON
COMPETITOR BIGGEST THREAT TO DXC DXC’S POSITION AGAINST THEM
ADJACENT SOLUTIONS
• Global reach • DXC provides complete systems integration that
optimizes products from leading providers to deliver
• Workplace Advisory Services
• Strength in leveraging proprietary software
to solve client issues a secure, easy-to-use end user environment • Communications and Collaboration
• Differentiates with deep industry and • DXC’s alliance with Microsoft gives it a stronger position in Services
functional experience workplace transformation
• Applications Development
• Partnership with Apple sets it apart, • DXC’s relationship with HP Inc. makes it easier and more
competitive to bid on standalone workplace deals • Workplace Management Services
giving IBM a strong suite of iOS apps
• Global presence with four delivery centers • DXC has a stronger enhanced portfolio in digital services
across the world and analytics solutions for specific verticals such as finance
• Focus on being a cost-efficient provider • Our vertical-based approach for solutioning and
• Strong offerings in BYOD, Virtual Workplace go-to-market strategies are stronger and have higher
and Mobile Workplace brand recognition
Recreated PMS
• Strong service delivery and operational • Deeper thought leadership capabilities
performance, good technical skills,
including implementation
• Global reach; seen as thought leaders • DXC generally has a better price point and more local ììContact:
• Strong focus on mobility backed by resources for bids/pursuits
Howard Hughes
consistent recent investments • Industry-led go-to-market model plus relationships with
[email protected]
• Now delivers full range of mobile solutions CXO level makes us competitive
and services, yet tends to be priced relatively • Focus on digital transformation in the modern enterprise Pam Bishop
higher is a direct competitor to Accenture Digital [email protected]
• Deep industry and functional experience, • Differentiates with service integration and industry- +1 250-881-4221
evidenced by 13 Mobility Innovation Centers specific capabilities
Jim Burke
• Focus on enterprise mobile enablement, • DXC has more multitower existing clients giving it a [email protected]
BYOD and cloud computing stronger advantage as incumbent service provider +1 703-245-4590
• Marketing geared toward companies hoping • We offer a much stronger global footprint
Pete Hubert
to attract and retain millennials • HCL is usually a money play — DXC’s advantage is in [email protected]
• Strong threat in workplace deals as it adds offering breadth and depth in a full suite of services and
low-cost offshore resources to meet client transformation Tadd Koziel
requirements, promotes use of automation • If client is seeing demos — question the depth and [email protected]
effectively, focuses on creative pricing longevity/reality of that demo — beware of smoke +1 925-818-3734
approaches and deal shaping and mirrors
Ali Shadman
[email protected]
Marc Wilkinson
[email protected]
+1 650-258-0226
DXC TECHNOLOGY PROPRIETARY AND CONFIDENTIAL — FOR INTERNAL USE ONLY MD_9942i-17 03/2017
SALES PLAY OVERVIEW: DAY 1
