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CONFIDENTIAL Dell Networking Partner with us. Global Commercial Channels Disclaimer This presentation contains references to certain features, functionality,

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Presentation on theme: "CONFIDENTIAL Dell Networking Partner with us. Global Commercial Channels Disclaimer This presentation contains references to certain features, functionality,"— Presentation transcript:

1 CONFIDENTIAL Dell Networking Partner with us

2 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. 2 DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only. Do not share or distribute

3 $62.1 billion total revenues $5.5 billion cash flow 32% Of Revenue generated through the Channel 30% of revenue generated by data center solutions $4 billion Of Dell IT assets leased by customers* $10.3 billion software distribution and peripherals business* Our financial strength FY12 (Dell 2012 fiscal year) 3 DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only. Do not share or distribute

4 From experience to an end-to-end practice Managed security services FC/Converged Data center Memory virtualization 2011 File Cloud/ cluster Deduplication System management appliance Workload management Wireless 2010 Scale-out Data protection Network security 2012 iSCSI Industry standard servers Direct attach Campus branch 3 rd party security offerings Support Implementation Manage Consulting Element management Hyper scale The portfolio in 2009 ServersStorageNetworking Software Security Services Workspace management Cloud client computing 4 DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only. Do not share or distribute

5 Global Commercial Channels Dell Networking and the Channel 2000+ Pr emier and Preferred Partners 200+ Dedicated Solution Specialists 6th Best Company to Partner with – 2 nd year in a row 40% Of Networking revenue Via Partners #3 In 10 Gig #2 In 40 Gig New customers each quarter 500+ Dell Networking 94% YoY 5 DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only. Do not share or distribute

6 Global Commercial Channels Ease of Doing Business and Benefits that matter Deal Registration Register your deals for 45/180 day protection and potential incremental discounts. Simple online process + Mobile application Premier Rebates Incremental rebates for Premier Partners: 2% Base plus up to 6% incremental based on quarterly growth / revenue goal achievements Partner Resource Desk Dedicated team available on-line or over the phone provides partners personalized help with order Issues, certification and FAQs Partner Employee Purchase Partner employees eligible to get discount on Dell Products. May be added discounts to additional temporary discounts Demo Loan Equipment 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. 6 DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only. Do not share or distribute

7 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 7 DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only. Do not share or distribute

8 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.www.dell.com/partner/PDterms www.dell.com/terms 8 DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only. Do not share or distribute

9 Global Commercial Channels NA – Q3 Programs 65% Demo discount Get 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.www.dell.com/partner/PDterms www.dell.com/terms 9 DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only. Do not share or distribute

10 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 Warranty Protection against hardware failure and entitlement to replacement parts. Provides limited support to diagnose hardware failure. Software Maintenance Provides entitlement to software updates and upgrades 10 DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only. Do not share or distribute

11 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 APPLIES PartnerDirect partner may use for internal education purposes only. Do not share or distribute

12 Global Commercial Channels PartnerDirect certification structure Cloud Services & Solutions Competency Desktop Virtualization Solutions Competency Premier Partner Minimum 2 completed competencies + solutions training + Premier Partner revenue target (US: $750k; Canada: $500k) Preferred Partner 1 completed competency + Preferred Partner revenue target (NA: $200k) Server Competency Storage Competency Networking & Security Competency Systems Management Competency Registered Partner Strategic Programs Cloud Services & Solutions Competency Desktop Virtualization Solutions Competency 12 DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only. Do not share or distribute

13 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 APPLIES PartnerDirect partner may use for internal education purposes only. Do not share or distribute

14 Global Commercial Channels Networking & Security Competency Preferred & Premier Partners requirements 2 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 equivalent 1, Dell enterprise 2 products, Dell Wyse products and Dell Cloud Services only). Networking Specialization Security Specialization 2 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 equivalent 1, Dell enterprise 2 products, Dell Wyse products and Dell Cloud Services only). 14 DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only. Do not share or distribute

15 The power to do more For more information, contact your Dell representative or Dell’s Certified Partner Resource Desk Certified_PRD@dell.com - 866-670-4411

16 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 APPLIES PartnerDirect partner may use for internal education purposes only. Do not share or distribute


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