Case Study: Dell Technologies achieves greater deal velocity with Celonis

How Dell Uses Automation to Improve Win Rates, Revenue, and Deal Velocity

Dell Technologies wanted better visibility into its complex deal registration and sales support processes so teams could understand which deals were active, which needed attention, and where resources should be focused. Working with Celonis and its process mining capabilities, Dell sought to improve visibility and help sales support staff avoid wasting effort on deals with no engagement.

Celonis implemented a simple operations scorecard with Action Flows and proactive alerts, giving Dell clear KPIs on active deals, deal volumes, and deals needing engagement. The solution let teams quickly access key details like deal owner, deal ID, and last activity, leading to greater deal velocity, fewer lapsed deals, higher revenue, and a more efficient, satisfying workflow for sales teams.

Dell Technologies

Ravi Potnuru

Director of Global Digital Enablement and Process Engineering