Dell Technologies Race to Refresh Sales League Q1 FY26 Criteria

The Incentive is open to all ISRs, AEs, iPAMs and PAMs registered with a valid Dell badge number to the website across the above-mentioned countries during the incentive period.

The incentive is a Dell internal program and only open to Dell employees.

Description and conditions of the Incentive:

The incentive consists of 2 modules, “Proof your Skills” and “Perform”.

Within the “Proof your Skills” module the goal is to successfully answer questions in the quizzes. Every correct Answer awards points to the user, as per the incentive scheme rules.

Right and wrong answers will be marked in the results overview, the user has the chance to re-do the questions to answer all questions correctly (max. 3 times).

Within the “Perform” module the goal is to be best performers in sales for the products in scope on accounts in scope.

Your personal and also team achievement will be displayed in the incentive overview section of the website, as well as in the leaderboard on the website. The data for the “Proof of Skills” module will be weekly on the website. The achievement on the “Perform” module is based on a weekly uploaded report provided by the Dell team. There is no need for the user to provide additional reporting.

Incentive details

Incentive period: begins on February 01st 2025 and ends on May 2nd 2025 (weeks 1-13)

Individual Incentive

Segments: SB + MB + Enterprise + PUB + OTHERS (for not segmented sales)

How to gain points:

1. Prove your Skills - Pass quiz: 30 questions in 3 bunches as per below scheme:

• 3 bunches with 50 points max to earn for each quiz (total 3x50 = 150 total “Quiz” points to win)

• Quiz 1:

• Launch on Q1 week1 (3rd of Feb), close on week4 (28th of Feb.)

• 10 questions, 5pts per correct answer

• Quiz 2:

• Launch on Q1 week5 (3rd of March), close on week8 (28th of March)

• 10 questions, 5pts per correct answer

• Quiz 3:

• Launch on Q1 week9 (31st of March), close on week12 (25th of April)

• 10 questions, 5pts per correct answer

• Questions will be on PC refresh, Why Dell for PC refresh, new Branding, Microsoft and Intel solutions.

• Individual quiz points will be the sum of points associated to correct answers

• The Quizzes have to be done on the sales league platform https://sales-league.com/

• Only Full-Time individual contributor can accrue quiz points.

2. Perform - Book Dell Client portfolio products with Windows 11 OS on any of Account or sub-Account:

(1) 1 point per Outbound lead part of Q1 PC refresh plays with completed Follow Up before end of FY26Q1wk08.

a. Report: Global Campaign Performance / Lead Data Download (Mkg Campaign = Direct, Outbound, Campaign Name = FY26Q1_MUL_EMEA_CSG_Refresh.

i. If fup_completed = 1 then 1 point assigned to each assigned ISRs and AEs

(2) 2 points for Quotes created in FY26Q1 at Account or Sub-Account level which includes Client Hardware (Alienware, Inspiron, Vostro, Latitude, OptiPlex, Precision, Dell, Dell Pro, Dell max). Mass quotes are excluded, Maximum of 2 points per account/sub-account.

i. 2 points to each assigned ISRs and AEs.

(3) 4 points for Opportunity or Approved Deal Reg created in FY26Q1 at Account or Sub-Account level which include Client Hardware (Alienware, Inspiron, Vostro, Latitude, OptiPlex, Precision, Dell, Dell Pro, Dell max). Oppty/DR must be with status “approved” and with at least status = Discover - 10 %. - Maximum of 4 points per account/sub-account.

i. 4 points to each assigned ISRs and AEs

ii. 4 points to each assigned partner’s DR IPAMs and PAMs

(4) Revenue captured at Account or Sub-Account level, must include Client Hardware Product (Alienware, Inspiron, Vostro, Latitude, OptiPlex, Precision, Dell, Dell Pro, Dell max). Total revenue considered for points calculation will include Client Hardware Product revenue, DnCP revenue and All Tied-Service Revenue and is QTD (can be multiple deals during the Qtr on the same account).

a. Maximum of 5, 10, 20, 50, 100, 500 points per account/sub-account, depending on the size of the total revenue (inc Client HW + DnCP + tied Services).

i. Points to each assigned ISRs and AEs.

ii. Points to each assigned partner’s DR IPAMs and PAMs

(5) Total accrued sales points at Account/Sub-Account level are doubled if the Account/Sub-Account is flagged as a PC Refresh Account (i.e. has a PC Refresh flag).

a. Points will be cumulated at Account level. Multiple ISRs assigned to the accounts or multiple quotes/deals to the same account will not give additional extra points on top of the ones already accrued for this account.

ISR/iPAM/AE/PAM have to be assigned to the account/partner the full quarter to accrued points. If a new sales rep is assigned, then points on this account/partner are lost for individual & team reward not assigned anymore and new sales / team will not get points previously accrued.

Individual and team rewards are subject to local taxation.

In case of individuals having the same amount of points, the total revenue will decide the ranking. If total revenue is the same then data of the maximum booking will be considered.

Only regular employees with active status are eligible to accrued points and win rewards.

In case of multiple ISR/AE/iPAM/PAM assigned to same Account/sub account/partner: all sellers will be rewarded with same amount of points

Example : ISR1, ISR2, ISR3 are assigned to Account A. A quote generated on Account A will give 2 points to ISR1, 2 points to ISR2 and 2 points to ISR3

Manager assigned to accounts will not accrue ISR Sales points and are not eligible to the quiz points.

Team Incentive

1. Prove your Skills - Team quiz points will be the sum of individual quiz points divided by numbers of sales from this team.

2. Perform - “Sales” team points are based on the sum of “Sales” points at account/Sub-account covered by the ISRs of the team divided by the #of ISRs of this team.

Eligible products:

Client Hardware, i.e. Alienware, Inspiron, Vostro, Latitude, OptiPlex, Precision, Dell, Dell Pro, Dell max
DnCP portfolio products including Displays and CP.
Tied Services to the products above

Winners = best performers sales can win as below:

1- Team competition for all EMEA

• 4,000 USD reward for Team Activity

• 35 Inside Team rewarded cross EMEA

• ISR, iPAMs teams

• SMB, ENT, Channel, DTS

ü All sales will compete within their respective team within their leagues: example UK MB Sales will compete in the UK SMB league with SB and MB UK sales teams, while the ENT UK Sales will compete in the UK ENT league with ENT sales teams.

ü Team Building Activity: ISRs, AEs but also mapped Product and Services specialists to be invited too.

2- Individual competition for EMEA

• Up to 1,000 USD reward per Individual ($1000, $500, $300 voucher)

• 22% of ISRs/iPAMs rewarded (+400 individual cross EMEA)

• ISRs, iPAMs, AE, PAM roles

• SMB, ENT, Channel, DTS, Alliance

Top best performers per league per number of cumulated points

ü Please note the cash prize(s) may be subject to tax, which will be processed in accordance with local regulation.

Additional information

Individual Award: digital vouchers

Team Award: Team building event with enablement part and fun time included

All monetary are subject to local taxes - Tax and social security liabilities will be managed centrally