Weak Network Pipeline in EMEA/AP/LA and declining in NA. Weak ES Pipeline in G500. March 11, 2016, 7:30 a.m. CT (UTC–6)
Michael Dell congratulates worldwide sales performance management on exceeding Q4 FY16 goals. March 8, 2016, 11:11 a.m. CT (UTC–6)
Revenue attainment is up 3% worldwide, driven by performance in G500 and Latin America. Margins are holding flat at 88%. March 8, 2016, 8:11 a.m. CT (UTC–6)
Direct is slightly higher than channel, driven by Asia Pacific. Channel margin is at 19% vs Direct of 21%. March 7, 2016, 1:15 p.m. CT (UTC–6)
Michael Dell congratulates worldwide sales performance management on exceeding Q4 FY16 goals. March 8, 2016, 11:11 a.m. CT (UTC–6)
Revenue attainment is up 3% worldwide, driven by performance in G500 and Latin America. Margins are holding flat at 88%. March 8, 2016, 8:11 a.m. CT (UTC–6)
Δ trend, WoW, worldwide
Actual 
Plan 
Delta
Δ trend, WoW, worldwide
Actual 
Plan Delta
NA Total
Canada CSES
Preferred Accounts
US Federal
US Large Institution
Canada CSES
Preferred Accounts
US Federal
US Large Institution
≥ Plan
< Plan
| Segment | Actual | Plan | Delta | Attainment |
|---|---|---|---|---|
| Canada CSES | $756 | $675 | $81 | 112% |
| Preferred Accounts | $1,417 | $1,350 | $67 | 105% |
| US Federal | $756 | $900 | -$144 | 84% |
| US Large Institutions | $1,795 | $1,575 | $220 | 114% |
| NA totals | $4,724 | $4,500 | $224 | 105% |
An NA-related alert. These could cover the past quarter, past 30 days, or simply new since last visit.
An NA-related alert. These could cover the past quarter, past 30 days, or simply new since last visit.
An NA-related alert. These could cover the past quarter, past 30 days, or simply new since last visit.
An NA-related alert. These could cover the past quarter, past 30 days, or simply new since last visit.
An NA-related alert. These could cover the past quarter, past 30 days, or simply new since last visit.
≥ Plan
< Plan
| Market | Revenue | Margin | ||||
|---|---|---|---|---|---|---|
| Actual | Plan | Delta | Actual | Plan | Delta | |
| AP | 1,066 | 1,050 | 16 | 221 | 200 | 21 |
| EMEA | 1,250 | 1,500 | -250 | 299 | 350 | -51 |
| LA | 329 | 300 | 29 | 74 | 100 | -26 |
| NA | 1,822 | 1,800 | -91 | 461 | 500 | -39 |
| G500 | 842 | 750 | 92 | 135 | 130 | 5 |
| Worldwide totals | 5,309 | 5,400 | -91 | 1,190 | 1,280 | -90 |
FY16 Direct
FY15 Direct
FY16 Channel
FY15 Channel
Mix change data not available for Global 500 market.
FY16 Direct
FY16 Channel
| Market | Q4TD FY15 | Q4TD FY16 | ES Mix Change | |||
|---|---|---|---|---|---|---|
| Direct | Channel | Direct | Channel | Direct | Channel | |
| AP | 38% | 62% | 42% | 58% | 4% | -4% |
| EMEA | 42% | 58% | 36% | 64% | -6% | 6% |
| LA | 65% | 35% | 63% | 37% | -2% | 2% |
| NA | 68% | 32% | 62% | 38% | -6% | 6% |
| G500 | n.a. | n.a. | 56% | 44% | n.a. | n.a. |
| Worldwide | 57% | 43% | 51% | 49% | -6% | 6% |
Actual Revenue Actual Margin
Revenue Attainment
Margin Attainment
Actual Revenue 
Actual Margin
Revenue Attainment
Margin Attainment
| Market | Direct | Channel | ||||||||
|---|---|---|---|---|---|---|---|---|---|---|
| Actual Revenue (millions) | Revenue Attainment % (Actual/ Forecast) | Actual Margin (millions) | Margin Attainment % (Actual/ Forecast) | % Actual Margin | Actual Revenue (millions) | Revenue Attainment % (Actual/ Forecast) | Actual Margin (millions) | Margin Attainment % (Actual/ Forecast) | % Actual Margin | |
| G500 | $433 | 80% | $83 | 71% | 19.2% | $290 | 152% | $47 | 127% | 16.2% |
| AP | $330 | 84% | $74 | 84% | 22.4% | $680 | 92% | $83 | 83 | 12.2% |
| EMEA | $529 | 65% | $111 | 62% | 21.0% | $772 | 111% | $137 | 116% | 17.7% |
| LA | $137 | 64% | $29 | 46% | 21.2% | $111 | 92% | $19 | 74% | 17.1% |
| NA | $1,066 | 83% | $311 | 81% | 29.2% | $592 | 88% | $174 | 83% | 29.4% |
| Worldwide | $2,495 | 77% | $608 | 73% | 24.4% | $2,445 | 102% | $460 | 92% | 18.8% |
CS PowerEdge ES 
Storage Network
≥100%
95% - <100%
<95%
| Market | Client Solutions | Enterprise Solutions | PowerEdge | Storage | Network |
|---|---|---|---|---|---|
| AP | 98% | 111% | 107% | 89% | 88% |
| EMEA | 96% | 108% | 103% | 91% | 83% |
| LA | 97% | 83% | 85% | 74% | 77% |
| NA | 105% | 88% | 91% | 89% | 77% |
| G500 | 107% | 92% | 98% | 99% | 105% |
| Worldwide | 101% | 98% | 97% | 90% | 85% |
Trend, last six weeks and WoW.
| Market | CS | WoW | ES | WoW |
|---|---|---|---|---|
| AP |
|
↑ |
|
↓ |
| EMEA |
|
↑ |
|
↓ |
| LA |
|
↑ |
|
↑ |
| NA |
|
= |
|
↑ |
| G500 |
|
↓ |
|
↑ |
| WW |
|
↑ |
|
↓ |
No. PIP Eligible 
No. Actual PIP 
% Eligible PIP
% Actual PIP
*Marius Total = Asia Pacific, Europe/Middle East/Africa, Latin America, North America and Humphries
≥ Plan
< Plan
| Population No. | Percent | ||||
|---|---|---|---|---|---|
| Market | All Sales | PIP Eligible | PIP Actual | PIP Eligible % | PIP Actual % |
| AP | 2,655 | 319 | 20 | 12% | 0.8% |
| EMEA | 3,411 | 409 | 25 | 12% | 0.7% |
| LA | 1,066 | 128 | 7 | 12% | 0.8% |
| NA | 3,597 | 432 | 30 | 12% | 0.8% |
| Humphries | 3,288 | 329 | 11 | 10% | 0.3% |
| Marius Total | 14,017 | 1,616 | 92 | 12% | 0.7% |
| Schmoock | 2,211 | 243 | 24 | 11% | 1.1% |
| Market | PIP/Terms, L4Q | % PIP/Terms, L4Q |
|---|---|---|
| AP | 155 | 6% |
| EMEA | 111 | 3% |
| LA | 83 | 8% |
| NA | 220 | 6% |
| Humphries | 92 | 6% |
| Marius Total* | 661 | 5% |
| Schmoock | 211 | 10% |
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