CONFIDENTIAL Dell Networking Partner with us. Global Commercial Channels Disclaimer This...
-
Upload
clare-chivers -
Category
Documents
-
view
217 -
download
1
Transcript of CONFIDENTIAL Dell Networking Partner with us. Global Commercial Channels Disclaimer This...
Global Commercial Channels
Disclaimer
This presentation contains references to certain features, functionality, enhancements, or other technology that may not be currently available. This information is intended to outline our general product direction and should not be relied upon in making current purchasing decisions. These references are: i) for information purposes only, ii) may not be incorporated into any contract, and iii) do not constitute a commitment, promise or legal obligation to deliver any material, code, or functionality. The development, release and timing of any features, functionality, enhancements, or other technology described remains at the sole discretion of Dell.
2DELL CONFIDENTIAL DELL NDA APPLIESPartnerDirect partner may use for internal education purposes only. Do not share or distribute
$62.1 billiontotal revenues
$5.5 billioncash flow
32%Of Revenue generated through the Channel
30%of revenue generated by data center solutions
$4 billionOf Dell IT assets leased by customers*
$10.3 billionsoftware distribution and peripherals business*
Our financial strength FY12(Dell 2012 fiscal year)
3DELL CONFIDENTIAL DELL NDA APPLIESPartnerDirect partner may use for internal education purposes only. Do not share or distribute
From experience to an end-to-end practice
Managedsecurityservices
FC/Converged
Datacenter
Memory virtualization
2011
File
Cloud/cluster
Deduplication
System managementappliance
Workload management
Wireless
2010
Scale-out
Data protection
Network security
2012
iSCSIIndustry standardservers
Direct attach
Campusbranch
3rd partysecurity offerings Support
Implementation
Manage
Consulting
Elementmanagement
Hyper scale
The portfolio in 2009
Servers Storage Networking Software Security Services
Workspace management
Cloud client computing
4DELL CONFIDENTIAL DELL NDA APPLIESPartnerDirect partner may use for internal education purposes only. Do not share or distribute
Global Commercial Channels
Dell Networking and the Channel
2000+Premier and Preferred Partners
200+Dedicated
Solution Specialists
6thBest Company to Partner with –
2nd year in a row
40%Of Networking revenue
Via Partners
#3In 10 Gig
#2In 40 Gig
New customerseach quarter
500+
Dell Networking
94% YoY
5DELL CONFIDENTIAL DELL NDA APPLIESPartnerDirect partner may use for internal education purposes only. Do not share or distribute
Global Commercial Channels
Ease of Doing Business and Benefits that matter
Deal RegistrationRegister your deals for 45/180 day protection and potential incremental discounts. Simple online process + Mobile application
Premier RebatesIncremental rebates for Premier Partners:2% Base plus up to 6% incremental based on quarterly growth / revenue goal achievements
Partner Resource DeskDedicated team available on-line or over the phone provides partners personalized help with order Issues, certification and FAQs
Partner Employee PurchasePartner employees eligible to get discount on Dell Products. May be added discounts to additional temporary discounts
Demo LoanEquipment loaned for a limited time to partner for identified opportunities to ensure validation of solutions with end customer
Partner AdvantEdge / Dell Achievers
SPIFFs for Certifications, Sales, Revenue Targets, etc. Redeemable in extensive catalog. That includes travel, electronics, furniture, etc.
6DELL CONFIDENTIAL DELL NDA APPLIESPartnerDirect partner may use for internal education purposes only. Do not share or distribute
Global Commercial Channels
Dell PartnerDirect Deal Registration program and benefits
• Simple online process + Mobile app.• Approval within 24hrs by Independent team • Escalations are supported through your local CAM
You can search for the application named: Dell PartnerDirect• Log in using existing Dell Partner Portal
username and password.• Able to see active registrations, create
new registrations, expiring deals, sort and filter capabilities.
• App currently available on Apple and Android phones
7DELL CONFIDENTIAL DELL NDA APPLIESPartnerDirect partner may use for internal education purposes only. Do not share or distribute
Global Commercial Channels
NA – Q3 Promotions and Incentives
Triple Play – Win with Servers, Storage and Networking!• Earn an additional 7% discount for opportunities that included 12th Generation
Servers and either Compellent or EqualLogic arrays (ps6100 and above only – excluding the PS6100s). Knock it out of the park and add Force 10 to take it to an incremental 9% off. Applicable to all end customers in both US & CAN.
Ten @ Ten Lease on Force10 Networking Solutions• This simple and affordable 0% lease from Dell Financial Services helps your customers
upgrade their networking now while making 8 quarterly payments, with the option to upgrade or own at the end. (US Partners Only)
Purchase a 12G Server and Receive 60% off Force10 4810(Public end customers only)• Consolidate your customers’ infrastructure costs and reap the benefits of our
powerful/efficient data center solutions. Now, more than ever there are new barriers to realizing the efficiencies of virtualization and consolidation. With this limited time offer we lower your customers’ initial investment and enable them with the latest and greatest future-proofed data center technology. Deliver ultra-low latency throughput with Dell™ Force10™ S4810, 10/40GbE ToR switch, purpose-built for high-performance data center, virtualized, and computing environments.
Offers subject to change and are not combinable with any other offer. Taxes, shipping, handling and other fees apply. Purchases made by Dell PartnerDirect Partners are subject to restrictions in the Dell PartnerDirect Program Terms and Conditions at www.dell.com/partner/PDterms and the Reseller Terms of Sale at www.dell.com/terms and subject to restrictions in Partner’s applicable contract or agreement, if any. Dell reserves the right to cancel orders arising from pricing or other errors. Limit 5 discounted units per customer. This e-mail is intended for the PartnerDirect Partner addressed above, and may not be forwarded. Void if forwarded or otherwise distributed to a different addressee.
8DELL CONFIDENTIAL DELL NDA APPLIESPartnerDirect partner may use for internal education purposes only. Do not share or distribute
Global Commercial Channels
NA – Q3 Programs
65% Demo discountGet a 65% discount on Dell Force10 S Series units purchased for Demo purposes. Up to three units per location. Units can be used only for demo, test, training and evaluation purposes.
Dell Partner AdvantEdge• You choose your reward in the PartnerDirect Rewards Center. Simply take the online
training, make the sales, collect the points and turn them into anything from a luxury weekend break, kite surfing experience or a snowmobile safari. The choice is yours.
• Sales of Dell Force10™ switches: From 245 to 1,340 AwardperQs*
Dell Try and Buy program• The Try & Buy program is available for customers who need to test/evaluate approved
products for a period of 30 to 120 days. At the end of this period, customers are required to purchase/return the units.
• Get in contact with your Channel Account Manager to determine applicability and terms and conditions as each case is different.
Offers subject to change and are not combinable with any other offer. Taxes, shipping, handling and other fees apply. Purchases made by Dell PartnerDirect Partners are subject to restrictions in the Dell PartnerDirect Program Terms and Conditions at www.dell.com/partner/PDterms and the Reseller Terms of Sale at www.dell.com/terms and subject to restrictions in Partner’s applicable contract or agreement, if any. Dell reserves the right to cancel orders arising from pricing or other errors. Limit 5 discounted units per customer. This e-mail is intended for the PartnerDirect Partner addressed above, and may not be forwarded. Void if forwarded or otherwise distributed to a different addressee.
9DELL CONFIDENTIAL DELL NDA APPLIESPartnerDirect partner may use for internal education purposes only. Do not share or distribute
Global Commercial Channels
ProSupport Services
Environmental reporting available as upsell
Remote Monitoring of Dell HW
Dell Tech Support Service Desk and Parts Dispatch
BIOS/firmware, device driver updates
HW and SW Support with Global Command Center and TAM
Service and Leasing Contract Tracking – Dell only
Proactive case generation and dispatch
Mission Critical response (parts, tech and case mgmt)
Asset Tracking – Dell HW
Basic
ProSupport with Mission Critical
ProSupport
Next Business Day and Same Business Day Speed of Response options
DESIGN THE SUPPORT THAT’S RIGHT FOR YOU!www.dell.com/prosupport
Hardware Limited WarrantyProtection against hardware failure and entitlement to replacement parts. Provides limited support to diagnose hardware failure.
Software MaintenanceProvides entitlement to software updates and upgrades
10
DELL CONFIDENTIAL DELL NDA APPLIESPartnerDirect partner may use for internal education purposes only. Do not share or distribute
Global Commercial Channels
Partner with Dell… … for your networking solutions.
Unique Networking solutions and partner enablement allow you to offer your customers a differentiated proposition
Differentiate yourself
Innovative products, programs and discounts and limited channel competition provide opportunities for strong product and services margins.
Make more money $
Open standards and high performance help you protect your customer’s current investments and pave the way for tomorrow’s technologies
Build Trust
From network-only solutions to end-to-end “better together” solutions including storage, servers, security and converged infrastructure
Sell Solutions
11
DELL CONFIDENTIAL DELL NDA APPLIESPartnerDirect partner may use for internal education purposes only. Do not share or distribute
Global Commercial Channels
PartnerDirect certification structure
Cloud Services & Solutions Competen
cy
Desktop VirtualizationSolution
s Competen
cy
Premier PartnerMinimum 2 completed competencies + solutions training + Premier
Partner revenue target (US: $750k; Canada: $500k)
Preferred Partner1 completed competency + Preferred Partner revenue target (NA: $200k)
Server Competenc
y
Storage Competenc
y
Networking & Security
Competency
Systems Manageme
nt Competenc
y
Registered Partner
Str
ate
gic
Pro
gra
ms
Cloud Services & Solutions
Competency
Desktop Virtualizati
on Solutions
Competency
12
DELL CONFIDENTIAL DELL NDA APPLIESPartnerDirect partner may use for internal education purposes only. Do not share or distribute
Global Commercial Channels
Dell PartnerDirect has three levels
• A valid reseller certificate• An active company website• An active e-mail account tied to the company domain
• Dell Registered Partner requirements, plus: • One or more PartnerDirect certifications• $200,000 min purchase during previous four rolling
quarters**
• Dell Registered Partner requirements, plus: • Two or more PartnerDirect certifications• One Dell Solutions training course completed • $750,000 Premier Partner min purchase during
previous four rolling quarters**• PartnerDirect Premier Partner logo on Partner’s
website
13
DELL CONFIDENTIAL DELL NDA APPLIESPartnerDirect partner may use for internal education purposes only. Do not share or distribute
Global Commercial Channels
Networking & Security CompetencyPreferred & Premier Partners requirements2 Unique Sales people complete each of the following:• Networking Basics Sales Training• Dell Force10 Sales Overview Lesson 1: Dell Force10 Hardware Overview Lesson 2: The Dell FTOS Software Advantage
Plus choose at least 1 of these electives:• Dell PowerConnect Switching Sales• Dell PowerConnect W (Wireless Sales) Training
2 Unique Technical people complete each of the following:• Dell Force10 Technical Highlights• Dell Force10 S-Series Technical Overview
Plus choose at least 2 of these electives:• Dell PowerConnect LAN SAN Switching Solutions -
Technical Dell Force10 Solutions Design• Dell Force10 E-Series Technical Overview • Dell Force10 C-Series Technical Overview• Dell Force10 Z-Series Technical Overview
Coming soon
See footnotes on page 9.
Beginning twelve months after completed Competency, $200K minimum sales during previous four rolling quarters (USD$ or equivalent1, Dell enterprise2 products, Dell Wyse products and Dell Cloud Services only).
Networking Specialization Security Specialization2 Unique Sales people complete the following:• Dell SonicWALL Sales Training
2 Unique Technical people complete 1 of the following:• Dell SonicWALL Technical Training• Certified SonicWALL Security Administrator Training
(CSSA) – NS-101 (online or instructor led)Beginning twelve months after completed Competency, $200K minimum sales during previous four rolling quarters (USD$ or equivalent1, Dell enterprise2 products, Dell Wyse products and Dell Cloud Services only).
14
DELL CONFIDENTIAL DELL NDA APPLIESPartnerDirect partner may use for internal education purposes only. Do not share or distribute
The power to do moreFor more information, contact your Dell representative
or
Dell’s Certified Partner Resource Desk [email protected] - 866-670-4411
Global Commercial Channels
Videos
Force10 S4810
PowerConnect 8100
(coming soon)
Force10 MXL Blade switch
Dell Lifetime Warranty
and ProSupport
Force 10 Z9000
Dell Force10 Distributed Core Fabric Architecture
Case study: Translational
Genomics Research Institute (TGen)
Customer Reference:
Flix BrewHouse
Networking overview (cartoon)
Dell Force10 E-Series:
Virtualized core switching
and routing modular chassis
PowerConnect W-Series Overview (cartoon)
Dell Force10 C-Series: High
density network
aggregation modular chassis
16
DELL CONFIDENTIAL DELL NDA APPLIESPartnerDirect partner may use for internal education purposes only. Do not share or distribute