Page 7 - SPARK Q3 2018

• Forecasting, Plays the vital role in determining the outlook for upcoming quarters, based on the
opportunity flow. Forecasting derives the Achieved and To be achieved targets for Sales, which enables
ideal Quota-setting and Commissions planning
• Quota & Commissions planning is performed to provide accurate compensation plans as per
the playbook. This enables recommendations thru Commissions planning team, to our GTM Strategy
and Coverage models for Account & Territory Planning

Key Achievements :
• Streamlined approach for Opportunity Management, across the Geos, with few exceptions under
review for APAC
• Delta fix between Bookings v/s VMstar comparison, has scaled up from 80% to 99.5%
• Defined Closed Plugs process to mitigate the gaps between Bookings and VMstar.
• Automation solution for reconciling the booked Orders v/s VMstar Opportunities has saved approx.
160 hours per week
• Focused team on Case Management and ELA Upgrade Validations, driving standardization across
Geos
• Solid reporting for Renewal ELAs, led to the set up of Renewals Sales Operations team with 7 HC
• Robotic Process Automation being tested, to drive further simplification of manual processes
• Data validation and inputs provided for Pipeline Optimization dashboard in SFDC Wave
• Strong Sales and CoE governance
• Support towards DET Operations (Dell Execution Team)

Global Partner Operations

About the Team :
Partner Business Operations: In partnership with our Solution Provider, SISO, and Partner Profes-
sional Services clients, we will utilize our cross-functional relationships, operations expertise and capa-
bilities to: activate new partner channel initiatives, develop new analytical insights into the health of the
business, and provide data driven feedback and input to our routes’ channel strategy, program and in-
vestment decision processes.
Alliance Partner Operations: Our mission is to provide thought leadership to Alliances GTM teams to
shape and define the Operational Framework resulting in acceleration of the Business and a “Partner
First” experience.

Partner Program Operations: Support partner program strategies, structures, and policies through de-
sign, implementation, and transaction of efficient, streamlined, and scalable operational processes while
providing a positive partner user experience. Develop and manage partner compliance, licensing and
support programs.
Partner SaaS Acceleration: This virtual team works to define, deliver and operationalize the SaaS (or