1. PROGRAM / PROCESS GUIDE MAY 2017
Dell EMC Distribution Coverage for Storage & Solution Provider Onboarding Distributor
PROGRAM / PROCESS GUIDE
MAY 2017
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2. Net New Solution Providers Existing Dell Solution Providers
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Purpose of this Guide
Net New Solution Providers
All net new Solution providers to the Dell EMC Partner Program will be on-boarded by one of Dell EMC’s Authorized Distributors, and will procure through Distribution.* This guide outlines the process for these Solution Providers to select the ‘Sponsoring’ Distributor who will onboard them into the program.
Existing Dell Solution Providers
Existing Dell Solution Providers now have the opportunity to resell EMC Storage solutions. In order to do so, they must be enabled in EMC’s systems and also select a Preferred Distributor for Storage. This guide outlines these processes.
*Unless exception is granted

3. SOLUTION PROVIDER ONBOARDING
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4. Process for Net New Solution Providers to the Dell EMC Partner Program Selecting a Sponsoring Distributor Sponsoring Distributor – Distributor that is responsible for handling the risk assessment and onboarding of a new Solution Provider to the Dell EMC Partner Program, with the intent that this will help foster more long-term, strategic relationships between a Solution Provider and their chosen Distributor. This does not dictate purchasing requirements, paths, or eligible discounts, but is simply aligned to onboarding a new Solution Provider to the Partner Program.

5. New Solution Provider Onboarding Process
DISTRIBUTOR INITIATED
DELL EMC / SOLUTION PROVIDER INITIATED
Distributor identifies & recruits prospective Solution Provider
Solution Provider submits application on Dell EMC Partner Portal
Disti Risk Assess / Vets Solution Provider
Dell EMC Channel Ops completes initial review to verify partner validity (Existing status, Etc.)
Disti Onboards as Partner (Credit, Training, Etc.)
Dell EMC Channel Ops sends application to “Sponsoring” distributor selected
Disti Submits Solution Provider for Dell EMC Partner Onboarding (Authorized Dell EMC Solution Provider)
Dell EMC Channel Ops Approves Disti Submitted Solution Provider Application list and creates Authorized Dell EMC Partner Profile for Partner

6. Solution Provider Onboarding – Expectations
Available Resources
Solution Provider Onboarding – Expectations
SPONSORING DISTRIBUTOR / APPLICATION
VETTING PROCESS
SOLUTION PROVIDER
ONBOARDING
All Distributors listed in Dell EMC Partner Portal (by country/ solutions able to transact)
New Solution Providers to select Sponsoring Distributor
Dell EMC to selected Sponsored Distributor
Distributor will risk-assess partner and onboard
Distributor to send Dell EMC an Accept or Decline notice within 48 hours
Distributor to ensure the Solution Provider signs the appropriate agreements
Distributor provides required details to Dell EMC for portal account creation
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7. Completing the Partner Application
Access the On-boarding section using the “Become A Partner” button on:

8. Completing the Partner Application (ctd.)
Fill out the drop-downs verifying the applicant’s Country, Business Relationship (should be Solution Provider), and Sponsoring Distributor
Solution Providers will be required to select a Sponsoring Distributor of their choice from a drop down menu within the Partner Application
Selected Distributors will have 48 hours to confirm acceptance of the Solution Provider and proceed with the onboarding process

9. DISTRIBUTION COVERAGE MODEL FOR STORAGE
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10. Dell EMC Storage Purchasing Model Matrix
AMERICAS
REST OF WORLD
Direct (T1)
Heritage Dell
(PowerVault, EqualLogic, Compellent, XC)
Purchase direct from Dell EMC or through any Authorized Distributor
Heritage EMC
Must purchase direct from Dell EMC*
Indirect (T2)
Heritage Dell
(PowerVault, EqualLogic, Compellent, XC)
Direct Purchase Dell Tier
Can purchase direct or through Preferred Storage Distributor
Direct Purchase Dell Tier
Can purchase direct or through any Distributor
Indirect Purchase Dell Tier
Must purchase through Preferred Storage Distributor
Indirect Purchase Dell Tier): Can purchase through any Distributor
Storage Buying Model
Heritage EMC
Must purchase through Preferred Storage Distributor
Encouraged to purchase from Storage Preferred Distributor**
Blank
Heritage Dell
(PowerVault, EqualLogic, Compellent, XC)
Direct Purchase Dell Tier: Option to purchase direct from Dell EMC, or through any Distributor
Indirect Purchase Dell Tier: Purchase through any Distributor
Heritage EMC
Partner must complete New Storage Preferred Distributor process before submitting first Storage deal
* EMEA and APJ partners can purchase through distribution if Tier 1 (direct), but sales motions drive towards direct purchase
** EMEA and APJ partners can purchase through any Storage Authorized Distributor, but will be directed to purchase from their Preferred Distributor

11. Process for Legacy Dell Solution Providers Seeking to Resell EMC Storage Selecting a Preferred Distributor for Storage Preferred Distributor – The Distributor that is aligned to an indirect Solution Provider (buys through Distribution) to purchase Storage solutions. The intent is to foster long-lasting relationships and protect our Distributors’ investments in onboarding, training, and supporting their partners. In some regions, financial incentives within the Dell EMC Partner Program, such as rebates and special pricing, are tied to the Solution Provider purchasing through this identified Preferred Distributor.
US, Canada, LatAm: Model whereby the Solution Provider must purchase storage from its elected Preferred Distributor Rest of World: Preferred distribution model
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12. Open vs. Preferred Distribution Model EMEA & APJ
CLIENT, SERVER, Networking, dell storage
Emc
STORAGE
Benefits neutral to purchasing path, though Preferred Distribution is strongly encouraged
Direct Solution Providers encouraged to purchase from Dell EMC
The Distributor in Deal Registration/quoting tools will default to a Solution Providers’ named Preferred Distributor (though can be changed to another Authorized Distributor)
Benefits neutral to purchasing path
Direct Solution Providers can purchase either from Dell EMC or an Authorized Distributor
Solution Providers who procure through Distribution can purchase through any Authorized Distributor
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13. Open vs. Preferred Distribution Model North America & Latin America
CLIENT, SERVER, Networking, dell storage
Emc
STORAGE
Benefits neutral to purchasing path
Direct Solution Providers can purchase either from Dell EMC or an Authorized Distributor
Solution Providers who procure through Distribution can purchase through any Authorized Distributor
Procurement tied to financial incentives
Direct Solution Providers must purchase from Dell EMC
Solution Providers who procure through Distribution
must purchase EMC storage through their named
Preferred Distributor (see slide 5)
Dell – Internal Use - Confidential

14. Preferred Distribution Objectives
Protect our Distributors’ Investments in…
Recruiting new Solution Providers
Training Solution Providers in Storage
Investing in Marketing Activities to Drive Storage Demand
Offering Technical and Operational Support
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15. What Does Preferred Distribution Mean?
Note: the U.S. Federal Program will have its own program / process
North America, Latin America
Formally aligns Solution Providers to a specific distributor, including automation in Dell EMC quoting tools
Sets expectations that distributor should own training and support for all storage needs
Creates alignment for a 2 year period to promote relationship building, and provides incentive and protection on investment for responsibilities we expect of the distributor supporting/growing the Solution Providers
Global Relationship / Alignment Expectations
The Preferred Distributor will be the only option the Solution Provider sees when registering storage opportunities
Deal Registration
Special pricing only offered on opportunity through Preferred Distributor on a Solution Provider’s approved Deal Registration
Special Pricing
Only the Preferred Distributor will earn rebates on opportunities transacted between the Preferred Distributor and the associated Solution Provider
Distributor Incentives / Rebates
Solution providers will earn rebate credit for storage opportunities purchased through any authorized distributor, regardless of Preferred relationship
Solution Provider Incentives / Rebates

16. What Does Preferred Distribution Mean?
EMEA, APJ
Formally aligns Solution Providers to a specific distributor, including automation in Dell EMC quoting tools
Sets expectations that distributor should own training and support for all storage needs
Creates alignment for a 2 year period to promote relationship building, and provides incentive and protection on investment for responsibilities we expect of the distributor supporting/growing the Solution Providers
Global Relationship / Alignment Expectations
The Preferred Distributor will be the default option the Solution Provider sees when registering a storage opportunity, but partners do have the option to override and select any other authorized storage distributor
Deal Registration
Special pricing offered through whichever Distributor is selected for the approved Deal Registration
Special Pricing
All Distributors will earn eligible rebates on storage solutions sold, regardless of the Preferred Relationship
Distributor Incentives / Rebates
Solution providers will earn rebate credit for storage opportunities purchased through any Authorized Distributor, regardless of Preferred relationship
Solution Provider Incentives / Rebates

17. Preferred Distributor Switching Timelines
First switch (for FY’18 only) to occur June 19, 2017 – July 31, 2017
Preferred Distributor Switching Timelines
All Solution Providers will align to a Preferred Distributor for a minimum of 2 years. After 2 years, there are semi-annual periods to request a switch of a Preferred Distributor:
Fiscal Q1 Period:
February 1 – February 28
First annual window to request to switch Distributor
Weekly reviews/approvals
Transition to new preferred Distributor to take effect Mar 1 – Mar 31 (~30 days from submit/approval)
Fiscal Q3 Period:
August 1 – August 31
Second annual window to request to switch Distributor
Transition to new preferred Distributor to take effect Sep 1 – Sep 30 (~30 days from submit/approval)
Exception / Review Process in place to allow for consideration outside of approval process (approval Requires Regional and Global VP alignment)
The U.S. Federal Program will have its own Switching Timelines
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18. Requesting a Change in Distributor
Solution Providers with Access to Deal Registration:
When a switching period window is active, Solution Providers can request a change in their Preferred Distributor within the Deal Registration Portal. The link will be located in the left navigation panel (shown to the right).
Solution Providers without Access to Deal Registration:
These requests will need to be re-routed to the Dell EMC onboarding team through the following mailboxes.   
North America (Canada & US):
Latin America:
EMEA:
APJ:
John Smith
Distributor A
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19. Download the Preferred Distributor Switching Process Legal Document Here
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20. Support Details Onboarding:
EMEA:
APJ:
NA:
LatAm:
PXC:
Deal Registration:
United States &
Europe, Middle East, Africa:  
Latin / South
Hong Kong /
Australia & New
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21. SIMPLE. PREDICTABLE. PROFITABLE.™
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