1. Dell Networking
Partner with us

2. 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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3. Our financial strength FY12
(Dell 2012 fiscal year)
$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*
Dell is one of the most successful technology solution providers in the world. In revenue we rank among the top 40 U.S. and the top 100 global companies. We consistently focus on generating strong cash flow from operations to allow us to expand our capabilities and acquire new ones. We intend to grow our top-line revenue by 5 to 7 percent annually with even faster earnings and cash flow growth.
Dell is growing with a combination of internal company investments and business partnerships, as well as technology and solutions acquisitions, to win in the most profitable business segments.
By successfully executing our growth strategy and driving greater efficiency and productivity in how we operate, we help our customers succeed and enable our partners to win with us. In doing so, we deliver shareholder value.
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4. From experience to an end-to-end practice
The portfolio in
2009
2010
2011
2012
Memory virtualization
Data protection
Network security
Consulting
Scale-out
FC/Converged
Data center
Cloud client computing
Manage
Hyper scale
Deduplication
Workspace management
Managed security services
Cloud/ cluster
Industry standard servers
File
Wireless
Implementation
Workload
management
iSCSI
Campus branch
3rd party security
offerings
System management
appliance
Support
WYSE: What it is: The #1 thin client solution, with more than 20 million units shipped worldwide and over 200 million people interacting with its products each day. What it does: Helps organizations streamline IT management, improve productivity and security, and increase cost efficiency for discrete workloads or usage scenarios with client products, software and services. What it can do for you: Dell and Wyse Technology creates an industry-leader that offers customers an alternative compute model which will help enterprises enhance security, streamline desktop management, and boost user productivity.
Force10:Dell Force10 provides high-performance solutions designed for virtualizing and automating conventional data center and cloud networks
Dell Force10 technology complements and accelerates Dell’s data center solutions portfolio, enabling it to offer customers a broader range of enterprise offerings Dell’s broad data center and campus networking portfolio drive open, efficient and flexible solutions for the Virtual Era
Compellent: What it is: Most advanced automated tiered storage solution in the industry; Simplified management – a single console for storage environment; In Gartner’s leader’s quadrant in storage What it can do for you: Reduce costs by up to 80%; Simplified multi-tier storage management; Less waste: Matches storage to right type; Increased scalability – from 6 disk drives to 1,008 disk drives in a single footprint
EqualLogic: #1 storage in virtual server environments; Modular storage solutions built for virtualization and consolidation. Delivers more capacity, better performance, greater protection and increased flexibility for: Business apps (Exchange, SQL, SharePoint, Oracle), Multi-SAN deployment options, & Migrating off proprietary solutions. 55% lower TCO with virtualized SAN
Scalent: A single point of management for both physical and virtual resources that accelerates provisioning of heterogeneous hardware
What it is: A key part of Dell Virtual Integrated System (VIS) Flexible, easy-to-use management tool for today’s dynamic and mixed data center environments; Intelligent, automated, workload management system
What it does: Virtualizes the server, storage and network fabrics; Dynamically manages workloads, networks and storage without physical intervention; Saves time by deploying servers workloads & changes in minutes
What it can do for you: Single tool that breaks down silos; Simplifies deployment through automation; Supports P & V, hypervisors and non-Dell infrastructure; Tool to manage variability; Accelerates virtualization
Exanet: REBRANDED TO: Dell Fluid File System. Gives Dell technology for unified, file and block storage solutions. File is key technology for the Fluid Data Strategy. NX3500 product
Ocarina: REBRANDED TO: Dell Dedupe and Compression. Best in class de-duplication and compression with a Vertical Advantage. Radically reduces data management costs, customer OpEx & customer CapEx. Compelling Storage Efficiency Value Proposition with Improved data protection value over traditional tape and disk.
Perot Systems: Rounding out Dell consulting portfolio by providing global IT consulting services with specialization in data center services, end user computing, applications integration and cloud computing. What it is: Global IT consultancy, Specialization in application integration, business process services, IT & business consulting, infrastructure consulting (including Cloud) and Support services. What it does: Expands Dell’s consulting portfolio extends Dell Services into hosting, consulting, applications and business-process outsourcing Helps customers determine the best strategy for rolling out virtualized environments and utilize cloud computing; Proven methodology for IT planning and implementations. What it can do for you: Best-in-class suite of end-to-end IT services and business solutions that reduce IT complexity and lower costs for customers, Better results through a proven methodology & the experience of thousands of implementations
Make: Make Technologies’ unique approach to the automation of application and code migration has helped IT departments significantly reduce both volume of code and associated operational costs. The company differentiates itself by providing tools to automatically re-architect legacy application software and data to a more modern architecture, increasing business agility through both migration and interoperability efforts
Clerity: Clerity’s unique re-hosting solution makes it easier for customers to move applications off legacy computing architectures into the new IT environment of their choice. By automating this approach to IT modernization through its UniKix™ offering, Clerity helps customers minimize the need to retest systems and retrain IT personnel—which results in overall cost and time savings.
BOOMI: What it is: The industry’s first & leading integration cloud, Simple, easy-to-use visual tool and consulting services, Award-winning solution. What it does: Enables connections between apps, platforms, collaboration and data – irrespective of location, Any-to-any data transformation, Accesses hundreds of apps and data sources. What it can do for you: Removes key barrier to cloud adoption, Enterprise integration capability at a fraction of the cost, Provides interface without need for developers
SecureWorks: What it does: Automates malware detection and analysis – with real-time protection, 24x7 security experts monitoring and responding as needed & Security consulting & intelligence to identify gaps or respond to incidents. What it can do for you: Better security posture , Improved compliance with regulations for securing data and privacy such as: HIPAA, FISMA, etc. Increased operational efficiency, Reduce risk of critical intellectual property or customer information loss.
KACE: Simple, affordable on site systems management tool that also provides robust Windows 7 deployment & user migration technology
What it is: A comprehensive and affordable systems-management and deployment appliances, Reduces time-consuming manual procedures associated with migrations and deployments. What it does: Device discovery, inventory, & asset mgmt, Configuration mgmt, System Deployment, Imaging and Windows 7 Migration, End-point security & patch mgmt. Service mgmt. through integrated service desk, user portal and alerting What it can do for you: Expert systems management tool, Deploy in a week or less, Reduces management costs, & Simplifies or reduces manual IT tasks.
Quest Software: Award-winning IT management software provider offering a broad selection of solutions that solve the most common and most challenging IT problems What it is: Expands Dell’s software capabilities in systems management, security, data protection and workspace management. What it does: Solves complex IT challenges ranging from database management, data protection, identity and access management, monitoring, user workspace management to Windows management.
What it can do for you:
Identity and Access Management for a comprehensive set of security solutions to address important customer needs
Performance Monitoring solutions for apps, networks and databases to reduce their IT complexity and automate workloads
Windows Server Management solutions for application modernization
Database Management tools to simplify their deployment and management
SonicWALL:
What it can do for you
A ,more comprehensive, dynamic security solution to address the constantly evolving landscape of threats
Dynamic network security and data protection for comprehensive Next-Generation Firewall and Unified Threat Management solutions
Global Management System allows network administrators to centrally manage and provision thousands of security appliances across a widely distributed network
AppAssure:
Backup and recovery software that goes beyond protecting data to protecting entire application stacks, enabling customers, channel partners, service providers and enterprises to adopt an onsite or a cloud model for fast, reliable and secure data protection
What it does
Goes beyond protecting data to protecting entire application stacks, enabling customers, channel partners, service providers and enterprises to adopt an onsite or a cloud model for fast, reliable and secure data protection
Recover faster: Near instant recovery and verification integrity and reliability of the backup and recovery
Improve TCO: Best in class ease of use, deployment and manageability, plus simplified licensing frees up resources for business innovation
Enable productivity: Sophisticated yet easy to use business continuity software, near instant rune & resume, and anywhere to anywhere cross-platform recovery
Direct attach
Element management
Servers
Storage
Networking
Software
Security
Services
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5. Dell Networking and the Channel
94% YoY
New customers
each quarter
500+
2000+
Premier and Preferred Partners
200+
Dedicated
Solution Specialists
6th
Best Company to Partner with –
2nd year in a row
40%
Of Networking revenue
Via Partners #3
In 10 Gig #2
In 40 Gig
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6. Ease of Doing Business and Benefits that matter
Partner Resource Desk
Dedicated team available on-line or over the phone provides partners personalized help with order Issues, certification and FAQs
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 AdvantEdge /
Dell Achievers
SPIFFs for Certifications, Sales, Revenue Targets, etc. Redeemable in extensive catalog. That includes travel, electronics, furniture, etc.
Demo Loan
Equipment loaned for a limited time to partner for identified opportunities to ensure validation of solutions with end customer
Partner Employee Purchase
Partner employees eligible to get discount on Dell Products. May be added discounts to additional temporary discounts
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7. 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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8. 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 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 Force (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 and the Reseller Terms of Sale at 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 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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9. NA – Q3 Programs 65% Demo discount Dell Partner AdvantEdge
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 and the Reseller Terms of Sale at 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 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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10. Provides entitlement to software updates and upgrades
ProSupport Services
Design the support that’s right for you!
ProSupport
with Mission Critical
Mission Critical response (parts, tech and case mgmt)
Proactive case generation and dispatch
ProSupport
Remote Monitoring of Dell HW
Environmental reporting available as upsell
Basic
HW and SW Support with Global Command Center and TAM
Next Business Day and Same Business Day Speed of Response options
BIOS/firmware, device driver updates
Why should I continue to sell ProSupport?
The Lifetime Warranty covers hardware repair or replacement with BASIC troubleshooting only. It does not include configuration or other advanced service provided by ProSupport. Most organizations benefit from additional levels of support to protect their IT investment and maximize productivity. Dell ProSupport offers an enhanced suite of enterprise-level support services that includes: 24x7 tech support, accelerated response times, immediate access to L2 technical experts, and proactive support options.
Asset Tracking – Dell HW
Service and Leasing Contract Tracking – Dell only
Dell Tech Support Service Desk and Parts Dispatch
Software Maintenance
Provides entitlement to software updates and upgrades
Hardware Limited Warranty Protection against hardware failure and entitlement to replacement parts. Provides limited support to diagnose hardware failure.
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11. Partner with Dell… … for your networking solutions.
Unique Networking solutions and partner enablement allow you to offer your customers a differentiated proposition
Differentiate yourself
From network-only solutions to end-to-end “better together” solutions including storage, servers, security and converged infrastructure
Sell Solutions
Open standards and high performance help you protect your customer’s current investments and pave the way for tomorrow’s technologies
Build Trust
Innovative products, programs and discounts and limited channel competition provide opportunities for strong product and services margins.
Make more money $
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12. PartnerDirect certification structure
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
Cloud Services & Solutions Competency
Desktop Virtualization Solutions Competency
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13. Dell PartnerDirect has three levels
A valid reseller certificate
An active company website
An active 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**
BASED ON AUDIENCE: IF MOSTLY ALREADY CERTIFIED PARTNERS, SKIP THIS SLIDE
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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14. Networking & Security Competency Preferred & Premier Partners requirements
Networking Specialization
Security Specialization
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
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 equivalent1, Dell enterprise2 products, Dell Wyse products and Dell Cloud Services only).
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).
Coming soon
See footnotes on page 9.
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15. The power to do more
For more information, contact your Dell representative or
Dell’s Certified Partner Resource Desk

16. Videos Case study: Translational Genomics Research Institute (TGen)
Networking overview (cartoon)
Force10 MXL Blade switch
Dell Force10 Distributed Core Fabric Architecture
PowerConnect
(coming soon)
Customer Reference:
Flix BrewHouse
PowerConnect W-Series Overview (cartoon)
Dell Force10 C- Series: High density network aggregation modular chassis
Force 10 Z9000
Dell Force10 E- Series: Virtualized core switching and routing modular chassis
Dell Lifetime Warranty and ProSupport
Force10 S4810
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