CONFIDENTIAL Dell Networking Partner with us. Global Commercial Channels Disclaimer This...

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CONFIDENTIAL Dell Networking Partner with us

Transcript of CONFIDENTIAL Dell Networking Partner with us. Global Commercial Channels Disclaimer This...

CONFIDENTIAL

Dell Networking

Partner with us

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.

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$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)

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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

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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

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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.

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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

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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.

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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.

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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

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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

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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

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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

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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).

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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

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DELL CONFIDENTIAL DELL NDA APPLIESPartnerDirect partner may use for internal education purposes only. Do not share or distribute