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Organizational Alignment is a Key Differentiator<br />
Customer Centric Model<br />
Global Accounts<br />
• Global Vendors with<br />
centralized decision making<br />
• Managed by Global Major<br />
Relationships team<br />
• Over 30<br />
Relationships<br />
Strategic Accounts<br />
• Global Vendors with<br />
decentralized (geographic)<br />
decision making<br />
• Coordinated by Global Major<br />
Relationships team<br />
• Managed locally<br />
• Over 60<br />
Relationships<br />
Local Accounts<br />
• Single geography<br />
• Managed locally<br />
• Over 1,000<br />
Relationships<br />
Enhanced focus on Global and Strategic Accounts will<br />
enable over 30% * annual volume growth<br />
* Excluding Dell U.S. joint venture.
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