Simple. Predictable. Profitable. TM · PDF fileAt Dell EMC, our mission is to create...

© Copyright 2017 Dell Inc. All Rights Reserved.

CLOUD SERVICE PROVIDERS AND STRATEGIC OUTSOURCERS

Simple. Predictable. Profitable.TM

© Copyright 2017 Dell EMC Inc. All Rights Reserved. Strictly Confidential — Not for Distribution | 2

Welcome to the Dell EMC Partner Program. We designed this entirely new Program with you and for you. You

have the full weight of Dell EMC behind you to seize the sale and win the market with the industry’s best-of-breed

solutions portfolio, from the edge to the core to the cloud.

The three core tenets of the Dell EMC Partner Program – Simple. Predictable. Profitable.TM – are more

than a tagline; they are our commitment to you, based on what partners around the world told us they

wanted from our new Program. They hold us accountable for delivering the most enviable, innovative and desirable

Program globally.

We want to be an extraordinary partner. A partner you can trust, a partner you can win with, a partner

delivering a world-class portfolio that will help you drive top-line and bottom-line growth. Our success is mutually

dependent. Partners are an extension of us, of our sales team. Together, we can server our customers in

unparalleled ways. Together, we are ushering in digital transformations in a new era of technology.

Together, we will achieve the extraordinary.

John Byrne President – Global Channels, Dell EMC

We are committed to delivering a Partner Program that is ...

Simple. Predictable. Profitable.


1Channel partners are integral to Dell EMC’s overall success in

delivering an excellent customer experience.

2 Dell EMC commits to deliver a simple, predictable & profitable partner program.

3 Sales engagement between Dell EMC and our Channel partners will include elements of Deal

Registration, joint territory/account planning and teaming agreements. These are designed

to build trusting, long-term relationships that result in satisfying our mutual customers.

4 Dell EMC commits that conflict will be managed and resolved

with the highest level of prioritization and transparency.

5 Dell EMC commits to offer comprehensive training and enablement

to our Channel partners for all Dell EMC solution offerings.

6 Dell EMC commits to strengthening relationships with Distributors

to develop & enable a robust Partner Community.

6 Guiding Principles


OVERVIEW .............................................................................................................................................5

REQUIREMENTS & BENEFITS ........................................................................................................... 7

WORKING WITH DELL EMC .............................................................................................................. 11

RESOURCES & TOOLS .......................................................................................................................13

Table of Contents

Simple. Predictable. Profitable.TM

RESOURCES & TOOLS

WORKING WITH DELL EMC

REQUIREMENTS & BENEFITS

OVERVIEW


Leadership positions in

20 Gartner Magic Quadrants

Driving outinefficiency everywhere

Delivering a superiorlong-term

value

Democratizing technology

for thebenefit of all

CAPABILITY

COMPLEXITYCOST

Serving

98% Fortune 500

With

30,000 full time customer services & support team members

Presence in

180 countries

The world’s largest privately-held technology company with world class enterprise sales and support

Converged infrastructure

Storage, both traditional and all-flash

Virtualized data center infrastructure

Secure business-class laptops

Cloud IT Infrastructure

Server Virtualization

Delivering cutting-edge innovationto the broadest set of customers globally

Dell EMC AdvantageUnparalleled Technology Leadership

RESOURCES & TOOLS



OVERVIEW


CLOUD SERVICE PROVIDERS & STRATEGIC OUTSOURCERS

SYSTEMS INTEGRATORS SOLUTION PROVIDERSOEMS DISTRIBUTORS

The Dell EMC Partner Program has multiple tracks for different Partner types. This guide is specific to the Cloud Service Providers and Strategic Outsourcers.

Our commitment is to continue enhancing the industry’s best and most

comprehensive portfolio, from the edge, to the core, to the cloud. Our

commitment to our partnership with you is stronger than ever. As our deeply valued

partners, we will continue to listen to what you need to be successful and are ready to

collaborate with you.

Thank you for your continued partnership. Let’s win big together.

Jay Snyder

SVP – Global Alliances, Service Providers and Industries

At Dell EMC, our mission is to create technologies that drive human progress. We are investing in the best products and

solutions to empower you, our Cloud Service Provider and Strategic Outsourcer partners, to increase your relevance with

customers. With your incredible expertise, and with our continued commitment to the customer, we are poised to guide

customers on their digital transformation journey and into the digital future together.

CLOUD SERVICE PROVIDER & STRATEGIC OUTSOURCERCLOUD SERVICE PROVIDER & STRATEGIC OUTSOURCER



RESOURCES & TOOLS



OVERVIEW


Gold Platinum Titanium

Annual Revenue Threshold l l l

Point-of-Sales Report Submission l l l

Partner Marketing Kit (various components) l l l

Designated Partner Point of Contact l

Assigned Marketing Manager l l

Assigned Alliance Manager l l

Co-Signed Annual Business Plan l l

For more information, see the Requirements and Benefits document for your region.

Program Tiers & RequirementsThe Dell EMC Partner Program Tiers each

have their own revenue thresholds and other

requirements, enabling partners to progress

beyond the entry level status. Partners who

don’t meet the minimum revenue threshold may

be eligible for the Authorized Partner status.

Authorized Gold Platinum Titanium

Partner Portal access including enablement tools, sales aids, and marketing campaign tools l l l l

Online Resources: Access to Dell EMC Developers CODE Network, Dell EMC Community Network l l l

Leverage Dell EMC Service Provider Logo and Branding l l l

Valuable solution training and Marketing Academy access l l l

Cloud Partner Connect Program Consideration l l l

Dell EMC Direct Sales Compensation l l l

Dell EMC Partner Finder Presence l l l

Proposal-Based Business Development Funds (BDF) l l l

Rebate Program rewarding performance, with Line-of-Business accelerators l l

Earned Business Development Funds (BDF) l l

Access to Technical Resources l l

Account Management / Joint Sales Planning l l

Access to PM/Engineering Leadership l

Compensation Uplift for Dell EMC Direct Sales l

Dell EMC Global Website Presence l

Individually-Designed Joint Marketing Campaigns l

Highest rebate potential and executive support l

RESOURCES & TOOLS



OVERVIEW


Tier BenefitsYou have the flexibility to choose where to invest, ultimately receiving rewards tied to your level

of commitment to the Dell EMC Partner Program. As your Tier progresses, so do your benefits.

Simple. Predictable. Profitable.®

RESOURCES & TOOLS



OVERVIEW


Line of Business IncentivesAdditional incentives are awarded for

meeting specific thresholds on Server,

Storage and Networking lines of business.

Base RebatesBase rebates reward Sell-In sales revenue on

eligible lines of business and are paid back to

dollar one with no caps.

Financial Benefits

To see more great program incentives, visit the Incentives page on the Partner portal.

Profitability is foundational to your business and a cornerstone of our program.

Platinum and Titanium Partners are eligible to earn these compelling incentives and rebates.

Dell EMC offers two kinds of Business Development Funds (BDF): Earned BDF and Proposal Based

BDF, both of which are funds that can be used on demand generation, training, events, and other

activities to strengthen your Dell EMC business.

Gold, Platinum and Titanium partners are eligible for proposal-based BDF, which is discretionary

funding available by proposals based on business needs. Platinum and Titanium partners are eligible

for Earned BDF, which is accrued marketing dollars based on your qualified revenue.

Business Development Funds (BDF)

RESOURCES & TOOLS



OVERVIEW


Training & CompetenciesDell EMC offers distinct, role-based training and competencies with the flexibility to

specialize in certain Dell EMC solution areas.

Spanning sales, technical, services, and

marketing, these competencies ensure each

partner has the appropriate knowledge and

skillset to meet their customers’ needs.

Portfolio Competencies

Services Competencies

Solutions Competencies

Infrastructure Solutions

Storage

Data Protection

Converged Infrastructure

Storage Deployment

Data Protection

Converged Infrastructure Deployment

Modular Infrastructure Deployment

IT TransformationIT Transformation

Digital TransformationServer PowerEdge Servers Deployment

Networking Networking Deployment

• Individual and Company Recognition

• Same Training as Dell EMC

Internal Teams

• Solutions and Cross-platform Selling

By completing competencies and training programs, partners can benefit from increased sales due to greater expertise with Dell EMC products and solutions.

RESOURCES & TOOLS



OVERVIEW


Purchasing & Financing

Purchasing and Configuration SolutionsDell EMC offers a variety of configuration, quoting, and purchasing capabilities tailored to meet your

procurement needs.

Financial ServicesDell Financial Services™ (DFS) is a technology financing company, providing full-service leasing and

financing solutions to Service Provider and Strategic Outsourcer partners and end users throughout North

America, Latin America and Europe.

Dell EMC’s Working Capital Solutions (WCS)In partnership with leading financial institutions, Dell EMC offers extended payment terms and increased

credit capacity to enable our partners to grow their business faster.

RESOURCES & TOOLS



OVERVIEW


Partnering with Dell EMC Services Dell EMC Services drive both the rapid adoption and the optimization of digital technologies

through a number of capabilities including Consulting, Deployment, Cloud, and Education services.

As a Cloud Service Provider or Strategic Outsourcer partner, you can work with us to resell these

services to your customers, or leverage our expertise when implementing our solutions in your own

data centers.

Dell EMC Global Services has services available for purchase to meet the unique needs of Cloud Service Providers and Strategic Outsourcers.

Supplementing your capabilities with Dell EMC Services helps you build deeper relationships, provide greater value to customers, and grow your profitability.

Dell EMC Packaged Enablement Services

• Storage as a Service and

Backup as a Service

• Includes reference

architectures and detailed

configurations

Dell EMC Cloud Consulting and Advisory Services

• Workload, application and

migration consulting

• Sell-to and Sell-through

services available for

purchase

Technology & Deployment Services

• Technology experts help

deploy systems with

greater speed, less effort

and more control

RESOURCES & TOOLS



OVERVIEW


Partner PortalThe Dell EMC Partner Portal provides access to the tools and resources you need, including:

• Rebate and BDF Tracking

• Training & Competencies

• Sales & Marketing Tools

• Quoting & Purchasing Tools

• Services & Support Resources

For more information, visit partner.dell.com

RESOURCES & TOOLS



OVERVIEW


Sales Tools

TOOLS

Quick, easy access to essential sales tools and resources to help you introduce new offerings to

customers, gather core requirements, configure solutions, and much more.

Customer Solution CentersGlobal network of dedicated facilities that provide an end-to-end solution experience with exclusive access

to Dell EMC experts. Enabling you to strategize, architect, validate and build solutions that best meet your

customers’ business needs.

Proposal ToolsGenerating persuasive proposals has never been easier with Dell EMC proposal-ready content and powerful

document automation capabilities.

Enablement CentersClose deals faster with helpful links to a comprehensive set of sales enablement resources

including Products and Solutions.

Calculators & AdvisorsGenerate more sales and improve productivity by equipping your staff with the latest product information,

messaging and positioning. From filling the pipeline, to making transactional sales and closing larger deals,

these solution-focused materials address every stage of the sales cycle.

RESOURCES & TOOLS



OVERVIEW


Marketing ToolsGrow your business faster by taking advantage of Dell EMC’s full portfolio of marketing tools and

resources to drive increased awareness, generate leads, win customers and close more deals.

Partner Marketing PlatformPartners with limited resources can easily create and automate digital marketing via co-brandable, turn-key

solutions for web content syndication, email and social campaigns.

Partner LocatorEnabling customers to easily locate qualified Dell EMC partners to help solve their business problems. Drive

increased awareness for your company by updating your profile today.

Marketing AcademyEducation designed to improve your Dell EMC marketing knowledge as well as industry trends and

best practices to enhance your marketing experience. (Note: not available until May 2017)

Campaign, Images, BrandingAccess to hundreds of Dell EMC product and solution images, logos, and campaign collateral for use

in your marketing initiatives.

LEADSMarketing Tools help drive leads.

© Copyright 2017 Dell Inc. All Rights Reserved.

GET STARTED TODAY

dellemc.com/partner

[Program/Product names used] are trademarks of Dell Inc. This document is for informational purposes only. Dell reserves the right to make changes to the Dell EMC Partner Program without prior notice.

Simple. Predictable. Profitable. TM · PDF fileAt Dell EMC, our mission is to create...

Documents

Transcript of Simple. Predictable. Profitable. TM · PDF fileAt Dell EMC, our mission is to create...