1. Introduction to Dell EMC Deal Registration
As of Feb 2017

2. Deal Registration Overview
Open to all partners in the Dell EMC Partner Program*
Course Objectives
Define registration requirements when submitting a deal
Recognize the benefits of deal registration
Identify the deal registration process steps
Recognize the value of the LOB Registration program (available to Gold, Platinum & Titanium Partners)
*Neither Dell nor EMC Greater China partners will have the option to join the New Dell EMC Partner program
Script:
Deal Registration is a program opened to all registered partners within the Dell EMC Partner Program. In this presentation, we will review the requirements for submitting a deal registration and cover the benefits of registering your deals with Dell EMC. We will review the deal registration process and at the end we will touch on Line of Business registration, an enhanced deal registration feature for Gold, Platinum and Titanium partners.

3. Before You Start…
Dell EMC Partner Program requires certain revenue size minimums for deal registration reviews. Criteria varies across regions, Dell sales segments, and product lines.
Be sure to review the current Rules of Engagement documentation on Partner Portal website for threshold guidance before registering a deal.
Script:
When should you register a deal with Dell EMC? We generally tell partners to register early and register often! Make sure that your expected deal size estimate meets the minimum threshold requirements outlined in the Deal Registration Official Guidelines. You can access the latest document version on the Partner Portal or reach out to your inside sales team and ask them.
The website also contains a number of useful policy documents, supplemental resources, and support information.

4. Deal Registration Form Requirements
Opportunity Details Section
Registration Deal Registration Fields
Examples/Comments
Title of Deal
‘Smith Inc – New Storage Solution’
Initial Estimated Deal Revenue (in USD) *must meet current minimum thresholds in guidlines
Product Quantity and Unit Price calculations should equal this amount
Projected date when end customer will issue a form of payment to your company for the deal -
Procuring Dell products for end customer via Direct Fulfillment or Distribution
Partners must finalize fulfillment decision at time of submission
Type of business relationship you have with end user
‘Invited to Bid by Customer’
Reporting field describing the type of product solution for end customer. Select best-fit.
*Will not impact product selection
Describe specific opportunity details:
For what: the products Will be use, example: data center, update to an infracture, etc
For Whom : institution, department, division, units , Ministry of Education-account department-communication unit
What: Add bidding number, RFP details,
Where: Place, project location/ new hospital, new store
When: project estimated delivery date/ 1st quarter/4th quarter
‘Customer is looking for a technology refresh of its Citrix application server environment, which will include a hyperconverged server appliance(s), thin clients and monitors. We have met with the decision makers and our engineer is spec-ing a solution’
Script:
Before we get started, you will want to know what information you will need in order to register a deal. Required fields information is used by Dell EMC Deal Registration Team to determine if your deal is a net-new business opportunity for Dell EMC. We have highlighted the most important fields here. Press pause on this webinar to read them all.
Pay special attention to the Justification Statement.

5. Deal Registration Form Requirements
End User Details Section
Registration Deal Registration Fields
Examples/Comments
Customer Country Location -
Customer’s Legal Entity Name
*Exact Match Search Criteria
Refer to Google or DnB website
Location of Opportunity
Optional unless regional/country-specific requirement
e.g., Brazil deal reviews
Optional for EMEA, unless postal requirement
Must be spelled out
Optional/Required fields by region
Optional Fields
e.g., College of Communications
End Customer Contact
End Customer Contact’s
*Refrain from public domain s e.g., Gmail, Yahoo, etc.
End Customer Contact’s Phone
Script:
Pause again to review these fields.

6. Deal Approval Periods 90 Days Authorized
*Some deals may be eligible for one-time deal extension. Policies vary by regions/countries
Script: Dell EMC’s commitment is to not compete with Partners during the deal approval periods.
How long will you hold on to an opportunity once it is approved? All partners will enjoy 90 days deal registrations.

7. Deal Registration Process
Partner submits request for Deal Registration
Dell EMC Deal Registration team reviews deal details
Partner notified by of approval or denial
Script:
Deal Registration is a simple three part process. Submit the opportunity, it will be reviewed by Dell EMC and you will receive a notification of approval or denial.

8. Getting Started Script:
Let’s look at the actual deal registration process.

9. Registering Your Deal
Click the ‘Register a Deal’ to begin the deal submission process.
Script:
Deal registration is accessed through the ‘Register a Deal’ link on the Deal Registration partner portal website. Please note that if you are registering a U.S. Federal opportunity, please remember to login using your separate Federal login partner credentials, provided by the Dell EMC Onboarding team.
Once you have reached this screen you have accessed the Dell EMC Deal Registration Portal, click on ‘Register a new deal’ to open up a new form.

10. Selecting a Deal Registration Form
Select ‘Deal Registration or Deal Registration for Existing End Customer’ to submit a deal.
Gold, Platinum or Titanium partners who have been approved LOB Registrations can utilize the first option.
Script:
There are a few options here. For your first opportunity, choose deal registration, the center option. We cover the others in the advanced deal registration webinar later on.

11. Using Customer List Feature
Select a ‘Previously Used Customer address and Contact’ to speed up deal registration entry
Otherwise create a new Customer by clicking the link
Script:
The Customer List screen displays all the active ‘Previously Used Customers’ for a given Partner Account. Partners can quickly select their desired customer and address information rather than manually inputting values. Partners can narrow down this Search list by either searching for a specific Customer Name or their Profile Name. Once a selection has been made, click the ‘Add Existing Customer to Deal’ button. Proceed on the screen and either select or create a new customer contact for your opportunity. Once you finish, click the ‘Add Existing Customer to Deal’ button at the bottom of the page. The selected customer and contact values from this screen will automatically populate onto the deal registration form.
Remember the more you submit deals, the more customer data you can leverage!
If this is the first time you are submitting a deal for a new customer, click the ‘Create New Customer’ hyperlink at the top of the page. The next slide will guide you through the process.

12. Creating a New Customer
Use wildcard search [%] for End User Account Name
For duplicate customer & address matched results, just select one.
Script:
The Create New Customer screen enables partners to search for a new customer account and address for a given opportunity. The lookup tool searches against an industry-wide database of companies by a business’s legal entity name. The benefit of customer lookup is to standardize the Customer data values and to minimize review delays due to potential data entry errors. If you are unsure of a specific business’s legal entity name, feel free to reference search engine websites like Google, industry tools like Duns & Bradstreet (D&B) website and/or company websites.
In the End User Details section, partners must fill in the set of required fields to “Search for Customer”. The Customer lookup criteria is based on only three fields: End User Account Name, End User Mailing City and End User State/Province/Region field. These are highlighted by the asterisks on the fields. Partners can modify their search criteria by changing these values. The remaining required fields in red are review requirements for deal vetting purposes but do not impact Customer search results.
Once the user locates the desired customer and address in the Search Results, click the ‘Add customer to Deal’ button. Then proceed to either select or create a contact for your opportunity. Once completed, proceed to the deal registration form. The selected customer’s account name, address field and contact values will auto-populate into the deal registration form.
There are a few countries where the Customer Search is unavailable. In these instances, the Create New Customer screen will not have the ‘Search for Customer’ feature. Instead, the partner user must fill in the required End User data fields carefully and click the ‘Use Original End User’ button. This button will auto-populate your inputted values directly onto the deal registration form.
Now that you know more about the search feature, let’s take a closer look at how to conduct an effective search.

13. Customer Search Guidance
Exact Match Search Criteria: ‘End User Account Name AND End User Mailing City AND End User State/Province/Region’ fields
Input Variations
Supported
Not Supported
Wildcard Search [%]
Begins With e.g., Dell%
In Between e.g., Dell% Inc.
Combo e.g., Dell% Inc%
Ends With e.g., %Dell
Dep% for ‘Dept or Department’ wildcard search
Some Special Characters
e.g., Umlauts, Ñ, é, etc.
Depends
Some Punctuations
e.g., Apostrophes, periods
Some Localized English Spellings
København
Copenhagen
Some Business Suffixes
If company’s legal entity includes LLC, LP, Inc, ltd, plc, etc.
If company’s legal entity does not include LLC, LP, Inc, ltd, plc, etc.
Abbreviations
If company’s legal entity is abbreviated
If company’s legal entity is spelled out
Additional Phrases -
e.g., Sweden ‘s Lan’ State/Province/Region
Script:
The lookup tool is based off of ‘Exact Match’ search criteria. As a reminder, if you are unsure of a specific business’s legal entity name, feel free to reference search engine websites like Google, industry tools like Duns & Bradstreet (D&B) website and/or company websites. It is recommended that the partner input the End User Account Name using wildcard search. Pause again to review the guidance above.
*Customer Search supported languages as of Feb 2017: English, Danish, Dutch, Finnish, French, German, Italian, Norwegian, Portuguese, Spanish, Spanish (Mexican), Swedish, Chinese Simplified, Japanese

14. Inputting Opportunity Information
Complete all required deal registration fields denoted in red. Scroll down to view more fields.
Script:
Here we will fill in all the opportunity information we collected earlier. Red marks denote required information. But more information will help the deal registration team ensure your opportunity is protected.

15. Inputting Enterprise Opportunity Information
Continue to complete optional fields listed on the screen. Some fields are specific based on what type of product solution you are registering e.g., Enterprise deals
Script:
Continue to fill in opportunity information, if applicable. Some fields are specific based on what type of product solution you are registering, for example, Enterprise deals

16. Adding Products to a Deal
Once completed, select ‘Save & Add Products’ to continue on.
The End User Details section will auto-populate with selected data once products have been added on the next screen.
Script:
Once the form is filled out, click Save and Add Products at the bottom.

17. Searching Product Catalog
The comprehensive product catalog is comprised of a variety of Dell EMC hardware, software, services and third-party offerings.
Search for a desired offering. If unsure, select an offering within the same product line-of-business (LOB) for your deal. Click ‘Select’ to continue on.
Script:
In the Add Products screen, type your keyword, and search. Find the appropriate product in the search results, check the box and press select at the top.

18. Inputting Product Details
Input the respective Product Unit Price and Quantity based on calculations from your inputted Total Expected Dell Revenue figure on the previous Opportunity Details section.
Once completed, select ‘Save’ to continue on, or ‘Save & More’ to add additional product lines before continuing on.
Script:
Next enter the unit price and quantity information for your selected product. Click save if this is the only product, or save & more to add another product.

19. Share Direct Fulfillment Deal with Others
Submitters can also share deal visibility by adding additional Reseller Contacts they are working with on a given deal
All added users will receive notifications for the given deal
Script:
Once all your products are added, you will be brought to this screen. In this scenario, notice that this deal example is a Dell Fulfillment deal. If you wish to share deal visibility and access to partner users within your company, click the Add Deal Access. Follow the guided search screens to add an additional partner contact to the deal. You can also assign ‘Read-Only’ or ‘Read/Write’ access levels for each added user.
Please note that added partner users must be active, provisioned users in registration portal. If there are issues please reach out to your company’s Partner Admins contact or the Dell EMC Onboarding team.
Once completed, make sure to click ‘Back to Opportunity’.
If you are an added user, you can access the shared deal by logging in registration portal separately and click the ‘View My Deals’ link and access the ‘View My Tagged Deals’ list view option.
By sharing your deal, this will increase sales collaboration and visibility to move the sales process forward.

20. Submitting the Deal
Please review all opportunity details in its entirety, prior to submitting the deal for review. To make a change, click the ‘Edit’ button.
Once ‘Submit for Approval’ button is clicked, you will be unable to make any modifications in Partner Portal without support assistance.
Script:
Now you are ready to submit the deal for review. Review it carefully, then click submit for approval.

21. Viewing Deal Review Statuses
Once the deal has been submitted, please allow up to 48 hours for the deal registration team to review your deal.
View the deal review status by scrolling down to the deal’s Approval History section.
Script:
You can check the opportunity status by viewing the Approval History section. It will show in a yellow box, pending for now. Once approved, it will show a green, approved bar. If the opportunity is denied, the red, rejected bar will appear.
Once a deal has been approved, you can update and manage your deal’s sales progress accordingly.

22. Deal Registration Notifications
Once the deal registration team has completed a review decision, both the submitter and added users will receive the applicable notification.
Script:
You will also receive an notification, when you deal is approved or denied. The deal registration team is committed to getting you an answer within 48 hours. Many times it will be faster.

23. Deal Approval Next Steps
Your sales team is notified of your approved deal and will contact you to move the sales progress forward, if needed.
To view your sales team contacts for the deal, access the Opportunity Team section.
As your deal progresses, it is helpful to update the deal stage, add notes and collaborate with your sales team.
If your opportunity is declined and you have questions, please engage your Channel Sales team.
Script:
Now that you have an approved deal registration, you should hear from your sales team, asking if you have any additional questions for the opportunity. As your deal progresses, it would be helpful to update the deal stage, add notes, and make sure that you keep in touch with your sales team. If your opportunity is declined and you have any questions, please make sure to reach out to your sales contact.

24. Distribution Deals Script:
Now that you understand the deal registration submission process. Let’s look at some features design specifically for registering a distribution deal registration.

25. Distribution Program Script:
The Dell EMC Partner Program supports different routes to market.
Deal Registration process allows partners to submit applicable direct fulfillment and/or distribution deals
Manufacturer (Dell)
Distribution
Tier 2 (T2) Reseller
Tier1 (T1) Reseller
End User Customer
Script:
Determining how a partner procures products from Dell EMC (Direct Fulfilment vs. Dell Distribution) will dictate the deal sharing feature process
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26. Share Distribution Fulfillment Deal with Others
Add Deal Access button allows Distributors, Tier 1 and Tier 2 partners to name their required ‘Sell-Through’ Distributor/Reseller entity when submitting a distribution deal
Certain types of deals, like Storage, may required a Tier 2 Reseller to name their contracted Storage Distributor
Script:
The ‘Add Deal Access’ button allows Distributors, Tier 1 and Tier 2 partners to name their required ‘Sell-Through’ Distributor/Reseller entity when submitting a distribution deal. Partner users can search for either a Distributor or Reseller by searching with an address domain, account name or Dell’s Affinity ID number. Make sure you save the account.

27. Share Distribution Fulfillment Deal with Others
Submitters can share deal visibility by adding additional Distributor and/or Reseller Contacts they are working with on a given deal
All added users will receive notifications for the given deal
Script:
Once you have saved your desired Distributor or Reseller account, be sure to click the ‘Add Reseller Contacts’ or ‘Add Distributor Contacts’ tab. This is where you can search for additional contacts you wish to share your deal details with. There are options to assign ‘Read-Only’ or ‘Read/Write’ access levels for each added user.
Once completed, make sure to click ‘Back to Opportunity’.
Please note that if you are a Distributor submitting on behalf of a Tier 2 ‘Authorized’ Reseller, you will not be able to add any Tier 2 partner users on this screen. Instead the Distributor must access the ‘Share s within your company’ section on the deal and manually input a Tier 2 partner user’s address. Once added the Tier 2 Authorized partner user will receive notifications on your given deal. This does not enable deal access/visibility on the portal.
This completes the distribution deal registration features.

28. Helpful Resources Script:
Dell EMC Deal Registration Team
United States & Canada:
Europe, Middle East, Africa:
Latin / South America:
China:
Hong Kong / Taiwan:
India:
Japan:
Korea:
Australia & New Zealand:
South Asia:
Certified Partner Resource Desk (PRD)
United States & Canada:
EMEA:
Latin / South America:
Asia, Pacific, Japan
Deal Registration documentation, FAQ’s, other training materials and more!
Go to and navigate to Deal Registration landing page
Script:
Hopefully this webinar answered all your basic questions on deal registration. If you have more questions, please look for additional information on Partner Portal or reach out to one of the resources on this page.