Dell EMC Partner Program

Transcription

1 Dell EMC Partner Program Overview Solution Providers First Last Title Dell EMC

2 6 Guiding Principles 1. Channel 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 joint territory/account planning and teaming agreements. These are designed to build trusting, long-term relationships that result in satisfying our mutual customers. At Dell EMC we believe strong partnerships lead to strong results for everyone. You help deliver results we could never dream of achieving on our own, and that s why you are at the core of everything we do. We wake up every day thinking about how to be an extraordinary partner to you, and how to work with you to make our mutual customers digital transformations a reality.. Joyce Mullen President, Global Channels, OEM Solutions and IoT 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 partners to develop & enable a robust Partner Community.

3 OUR PROMISE Simple. Predictable. Profitable.

4 Delivering cutting-edge innovation to the broadest set of customers globally The world s largest privately controlled technology company with world class enterprise sales and support Dell EMC Services team members 30,000 Serving 98% Fortune 500 IT TRANSFORMATION DIGITAL TRANSFORMATION SECURITY TRANSFORMATION WORKFORCE TRANSFORMATION Patents 20,000 +Presence in 180 countries Research & Development $4.5B Annually THE TRANSFORMATION IS NOW

5 PROGRAM TIERS Our Partner Ecosystem PROGRAM TRACKS Solution Provider OEM SI (Alliances) MSP/CSP RSA Tech Connect BLACK PLATINUM DISTRIBUTION Note that this presentation is to focus on Solution Providers

6 Partner Program Framework,, & Benefits

7 Tier Benefits Authorized Gold Platinum Titanium Partner Portal access including enablement tools, sales aids, and marketing campaigns & tools Partner Program Tier logo usage Financing programs for partners and customers Valuable product & solution training and Marketing Academy access Deal Registration access (via Distribution or Dell EMC) Ability to resell solutions from approved Dell EMC Cloud Service Providers (Cloud Partner Connect) Infrastructure & Client Incumbency for Commercial End User Segment Rebate Programs rewarding performance for base, growth, earning new business and services Access to Dell Solutions and Briefing Centers including Online Demo Center Find a Partner inclusion eligibility to drive leads Proposal-based Marketing funds (potential eligibility) Earned Marketing Development Funds (MDF) Priority access to Dell-generated leads Partner Advisory and Technical Advisory Boards (by invitation) Highest rebate potential and executive support Consideration for Titanium Black Status

8 Benefits Defined Base Growth Services Rebates New Business Incentives MDF Base rebates reward sales on eligible lines of business and are paid back to dollar one with no caps. Growth rebates reward successfully growing your respective Dell EMC lines of business over time. Earn additional rebates on top of the base rebates by selling services. Additional incentives are awarded for bringing new customers to Dell EMC and for expanding into new lines of business. Marketing Development Funds that can be spent on various activities to grow your Dell EMC business Benefits Grid (Certain exclusions apply) Base + Growth + Services + Business MDF Paid from $1. Differs by Partner Tier. Rebate percentages vary by Tier and product. Partners must hold the portfolio competency within the respective product category. Includes attached legacy Dell Services & excludes all legacy EMC Services. Paid on incremental growth only. Growth by LOB and varies by product. Two growth gate thresholds applied for all LOBs. Partners must hold the portfolio competency within the respective product category. Includes attached legacy Dell Services & excludes all legacy EMC Services. Paid from $1. Attach ProSupport or ProSupport Plus to earn up to an additional 1.5% of total eligible product and services revenue for client, server and networking LOBs. Sell other services offerings to earn up to an additional 3.5% of services revenue (excludes EMC renewals). Paid on new customer/new LOB revenue only with an approved, won deal registration. New Business is defined as partner sales to end customers who purchased below $10K in a given LOB over the past 24 months for ISG or 12 months for CSG. Applies irrespective of type of New Business (new customer or new LOB). NBI purchases qualify for 6 months from the initial transaction. Based on Tier. Titanium and Platinum eligible for Earned MDF. Gold, Platinum and Titanium eligible for Proposal MDF.

9 Benefits Defined (Greater China Only) Base Growth Services Rebates New Business Incentives MDF Base rebates reward sales on eligible lines of business and are paid back to dollar one with no caps. Growth rebates reward successfully growing your respective Dell EMC lines of business over time. Earn additional rebates on top of the base rebates by selling services. Additional incentives are awarded for bringing new customers to Dell EMC and for expanding into new lines of business. Marketing Development Funds that can be spent on various activities to grow your Dell EMC business Benefits Grid (Certain exclusions apply) Base + Growth + Services + Business MDF Paid from $1. Differs by Partner Tier. Rebate percentages vary by Tier and product. Partners must hold the portfolio competency within the respective product category. Includes attached legacy Dell Services & excludes all legacy EMC Services. Greater China Only Paid on incremental growth only. Growth by LOB and varies by product. Two growth gate thresholds applied for all LOBs. Partners must hold the portfolio competency within the respective product category. Includes attached legacy Dell Services & excludes all legacy EMC Services. Paid from $1. Sell other services offerings to earn up to an additional 3.5% of services revenue (excludes EMC renewals). Paid on new customer/new LOB revenue only with an approved, won deal registration. New Business is defined as partner sales to end customers who purchased below $10K in a given LOB over the past 24 months for ISG or 12 months for CSG. Applies irrespective of type of New Business (new customer or new LOB). NBI purchases qualify for 6 months from the initial transaction. Based on Tier. Titanium and Platinum eligible for Earned MDF. Gold, Platinum and Titanium eligible for Proposal MDF.

10 2018 Benefits Grid: North America Zones 1 & 2 Base (from $1) REQUIREMENT Certain exclusions apply CSG ISG Client Solutions Server Storage CP&D A B C A B A B 1.25% 0.50% 0.25% 1.00% 3.00% 1.75% 4.00% 2.00% 4.00% 1.00% PLATINUM 0.75% 0.25% 0.25% 0.50% 2.50% 1.50% 3.00% 1.50% 3.00% 0.50% 0.50% 0.25% % 2.00% 1.00% 2.00% 1.00% 2.00% 0.50% NW EI Services* (from $1) Growth (on revenue above target)** Paid on Total Rev (Prod + Services) ProSupport ProSupport Plus ALL TIERS 1.00% 0.50% 1.00% % 1.50% 1.50% - Paid on Other 3.50% 3.50% 3.50% Services Rev Services* Note: Please only use your regional/zone 3.50% 6.00% Gate specific 1: grid and delete 1.00% the other slides (10-15) PLATINUM 1.00% 3.00% 1.00% >100% 4.00% 2.25% 1.00% Gate 2: >120%*** (500% cap) PLATINUM 1.50% 1.50% 5.00% 1.50% 6.00% 4.00% 2.25% 1.50% - New Business (New Logo / LOB) PLATINUM 4.00% % 8.00% 15.00% -

11 2018 Benefits Grid: EMEA Zones 1 & 2 Base (from $1) REQUIREMENT Certain exclusions apply CSG ISG Client Solutions Server Storage CP&D A B C A B A B 2.50% 0.75% 0.25% 2.00% 4.00% 2.50% 4.00% 2.00% 5.00% 2.00% PLATINUM 2.00% 0.75% 0.25% 1.50% 3.00% 2.00% 3.00% 1.50% 4.00% 1.50% 1.50% 0.75% 0.25% 1.25% 2.00% 1.50% 2.00% 1.00% 3.00% 1.25% NW EI Services* (from $1) Growth (on revenue above target)** Paid on Total Rev (Prod + Services) Paid on Services Rev ProSupport ProSupport Plus Other Services* ALL TIERS 1.00% 0.50% 1.00% % 1.50% 1.50% % 3.50% 3.50% 3.50% 6.00% Gate 1: specific grid PLATINUM and delete 0.50% the 0.50% other 0.50% slides 1.00% (10-15) >100% 4.00% Gate 2: >130%*** (200% cap) Note: Please only use your regional/zone PLATINUM 1.00% 1.00% 1.00% 2.00% 6.00% 4.00% 1.50% 0.50% 2.50% 1.00% - New Business (New Logo / LOB) PLATINUM 4.00% 2.00% % 8.00% 15.00% -

12 2018 Benefits Grid: Latin America Zones 1 & 2 Base (from $1) Services* (from $1) Growth (on revenue above target)** Paid on Total Rev (Prod + Services) Paid on Services Rev Gate 1: >100% Gate 2: >120%*** (500% cap) REQUIREMENT Certain exclusions apply ProSupport ProSupport Plus CSG ISG Client Solutions Server Storage CP&D A B C A B A B 1.50% 1.25% 0.75% 1.00% 3.50% 2.50% 4.00% 2.00% 4.00% 1.00% PLATINUM 1.25% 0.75% 0.50% 0.50% 3.00% 2.00% 3.00% 1.50% 3.00% 0.50% 0.75% 0.50% 0.25% 0.50% 2.00% 1.00% 2.00% 1.00% 2.00% 0.50% ALL TIERS 1.00% 0.50% NW 1.00% % 1.50% 1.50% - Note: Please only use your regional/zone Other 3.50% 3.50% 3.50% 3.50% Services* specific grid and delete the other slides (10-15) 6.00% PLATINUM PLATINUM 0.50% 0.50% 1.00% 1.50% 1.50% 2.00% 4.00% 6.00% 4.00% EI 2.00% 0.50% 2.00% 1.50% - New Business (New Logo / LOB) PLATINUM 2.00% % 8.00% 12.00% -

13 2018 Benefits Grid: APJ Zone 1 Base (from $1) REQUIREMENT Certain exclusions apply CSG ISG Client Solutions Server Storage CP&D A B C A B A B 1.50% 1.25% 1.00% 1.50% 4.00% 2.00% 4.00% 2.00% 3.00% 1.50% PLATINUM 1.25% 1.00% 0.75% 1.25% 3.00% 1.75% 3.00% 1.50% 2.00% 1.25% 1.00% 0.50% 0.50% 1.00% 2.00% 1.00% 2.00% 1.00% 1.50% 1.00% NW EI Services* (from $1) Growth (on revenue above target)** Paid on Total Rev (Prod + Services) Paid on Services Rev Gate 1: >100% Gate 2: >120%*** (500% cap) ProSupport 1.00% ProSupport % 1.50% 1.50% Plus ALL TIERS - - Other Note: 3.50% 3.50% 3.50% Services* Please only use your regional/zone 3.50% 1.00% 6.00% specific grid and delete the other slides (10-15) 1.00% PLATINUM 1.75% 1.00% 1.50% 2.00% 0.75% 4.00% 0.75% PLATINUM 2.50% 2.00% 1.00% 0.50% 6.00% 1.00% 1.00% 3.00% 3.00% 0.75% 4.00% 0.75% New Business (New Logo / LOB) PLATINUM 3.00% 1.50% % 8.00% 10.00% -

14 2018 Benefits Grid: APJ Zone 2 Base (from $1) Services* (from $1) Growth (on revenue above target)** Paid on Total Rev (Prod + Services) Paid on Services Rev Gate 1: >100% Gate 2: >120%*** (500% cap) REQUIREMENT Certain exclusions apply ProSupport ProSupport Plus CSG ISG Client Solutions Server Storage CP&D A B C A B A B 1.50% 1.25% 0.75% 1.50% 4.00% 2.00% 4.00% 2.00% 3.00% 1.50% PLATINUM 1.25% 1.00% 0.50% 1.25% 3.00% 1.75% 3.00% 1.50% 2.00% 1.25% 1.00% 0.50% 0.25% 0.50% 2.00% 1.00% 2.00% 1.00% 1.50% 0.50% ALL TIERS 1.00% 0.50% NW 1.00% % 1.50% 1.50% - Note: Please only use your regional/zone Other 3.50% 3.50% 3.50% 3.50% Services* specific grid and delete the other 1.00% slides (10-15) 6.00% 1.00% PLATINUM 1.50% 1.00% 1.00% 2.00% 0.75% 4.00% 0.75% PLATINUM 2.25% 2.00% 1.00% 6.00% 2.50% 3.00% 0.75% 4.00% 0.75% EI % New Business (New Logo / LOB) PLATINUM 3.00% 1.50% % 8.00% 10.00% -

15 2018 Benefits Grid: Greater China Zones 1 & 2 Base (from $1) REQUIREMENT Certain exclusions apply 0.50% Server ISG Storage A B A B NW PLATINUM 0.50% % 0.30% 0.50% 1.00% EI 0.75% 0.30% 0.50% 1.00% % 0.20% - - Services* (from $1) Growth (on revenue above target)** Paid on Total ProSupport Rev (Prod + ProSupport Services) Plus ALL TIERS Note: Please only use your regional/zone Paid on Other 3.50% 3.50% 3.50% Services Rev Services* specific grid and delete the other slides (10-15) Gate 1: >100% Gate 2: >120%*** (500% cap) PLATINUM 2.00% % 2.00% 2.00% 4.00% 1.00% 1.00% PLATINUM 2.50% % 2.25% 2.50% 4.00% 1.50% 1.50% - New Business (New Logo / LOB) PLATINUM 3.00% % 3.00% 2.00% 3.00% 2.00% -

16 Marketing Development Funds (MDF) EARNED MDF DISCRETIONARY MDF 2018 Earned MDF Global Accrual Rates What is the intent of the fund? Who is eligible? What determines partner funds? How are decisions made? Reward qualified partners with earned and predictable funding while ensuring spend is aligned tightly to strategy and demand (prescriptive spend strategy) Titanium, Platinum Accrued based on product revenue/rates based on type & tier Proposals/Projects are approved only if aligned to spend policy, quarterly sales goals and marketing plans Discretionary fund intended to drive demand and awareness of Dell EMC products with strategic partners Titanium, Platinum Investments in partners decided by Dell EMC teams based on proposals Proposals approved according to sales/marketing plans/partner growth opportunity and past performance Partner Type/Tier ISG Rate CSG Rate Titanium Solution Provider.95%.25% Platinum Solution Provider.70%.25% Eligible Products ISG: Titanium and Platinum partners will earn for eligible ISG product purchases (includes attached services) and excludes VMware/Cisco components of VxRack or Vblock/VxBlock and third-party products. CSG: Titanium and Platinum partners will earn for CSG Eligible Product revenue (includes attached services). When do funds expire? 180 days after the deposit is made (deposits are made in the quarter after they are earned) 90 days after the start of the quarter (long term planning based on annual budget but quarterly timeframes to drive spend aligned to priorities)

17 Marketing Development Funds (MDF) GC Only EARNED MDF DISCRETIONARY MDF 2018 Earned MDF Global Accrual Rates What is the intent of the fund? Who is eligible? What determines partner funds? Reward qualified partners with earned and predictable funding while ensuring spend is aligned tightly to strategy and demand (prescriptive spend strategy) Titanium, Platinum Accrued based on product revenue/rates based on type & tier Discretionary fund intended to drive demand and awareness of Dell EMC products with strategic partners Titanium, Platinum Investments in partners decided by Dell EMC teams based on proposals Partner Type/Tier ISG Rate CSG Rate Titanium Solution Provider.95%.25% Platinum Solution Provider.70%.25% These rates represent the global MDF Program. Please note that Hong Kong & Taiwan are running a regional Program in Q1 of 2018 for MDF, and will not align to the global rates until Q2. Please contact your Channel Sales Manager for more details. Eligible Products Greater China Only ISG: Titanium and Platinum partners will earn for eligible ISG product purchases (includes attached services) and excludes VMware/Cisco components of VxRack or Vblock/VxBlock and third-party products. How are decisions made? Proposals/Projects are approved only if aligned to spend policy, quarterly sales goals and marketing plans Proposals approved according to sales/marketing plans/partner growth opportunity and past performance CSG: Titanium and Platinum partners will earn for CSG Eligible Product revenue (includes attached services). When do funds expire? 180 days after the deposit is made (deposits are made in the quarter after they are earned) 90 days after the start of the quarter (long term planning based on annual budget but quarterly timeframes to drive spend aligned to priorities)

18 Program Tiers & Authorized Gold Platinum Titanium Approved Application Revenue Thresholds (Product and Services) $ $$ $$$ Training Benefits increase with greater commitment to the program. Flexible and Aligned Training Partners have the ability to complete different combinations of training, while progressing to higher Tiers, based on their business models. Training is available across Dell EMC s extensive portfolio so that our Partners can gain expertise in areas that align to their core competencies.

19 2019 Program : North America Zone 1 PATH 1 PATH 2 LOB Req PLATINU M Revenue $50M $25M $5M $4M 3 Competencies: Any Portfolio and/or Solutions Competencies combination Note: Please only use your regional/zone specific grid and delete the other slides (19-28) Revenue $25M $15M $2.5M $1.5M 2 Competencies: Any Portfolio and/or Solutions Competencies combination Revenue $5M $500K $500K $60K 1 Competency: Any Portfolio or Solutions Competency Min 2 LOBs (min of 10% of the revenue threshol d required per LOB) *Subject to the availability of Dell EMC Branded Services in the applicable region or country or as otherwise provided by Dell EMC.

20 2019 Program : North America Zone 2 PATH 1 PATH 2 LOB Req PLATINU M Revenue $25M $15M $4M $3M 3 Competencies: Any Portfolio and/or Solutions Competencies combination Note: Please only use your regional/zone specific grid and delete the other slides (19-28) Revenue $15M $10M $2M $750K 2 Competencies: Any Portfolio and/or Solutions Competencies combination Revenue $5M $500K $500K $60K 1 Competency: Any Portfolio or Solutions Competency Min 2 LOBs (min of 10% of the revenue threshol d required per LOB) *Subject to the availability of Dell EMC Branded Services in the applicable region or country or as otherwise provided by Dell EMC.

21 2019 Program : EMEA Zone 1 PATH 1 PATH 2 LOB Req PLATINU M Revenue $38M $15M $3.2M $2.4M 3 Competencies: Any Portfolio and/or Solutions Competencies combination Note: Please only use your regional/zone specific grid and delete the other slides (19-28) Revenue $15M $4M $1.6M $600K 2 Competencies: Any Portfolio and/or Solutions Competencies combination Revenue $4M $500K $400K $60K 1 Competency: Any Portfolio or Solutions Competency Min 2 LOBs (min of 10% of the revenue threshol d required per LOB) *Subject to the availability of Dell EMC Branded Services in the applicable region or country or as otherwise provided by Dell EMC.

22 2019 Program : EMEA Zone 2 PATH 1 PATH 2 LOB Req PLATINU M Revenue $25M $8M $1.6M $720K 3 Competencies: Any Portfolio and/or Solutions Competencies combination Note: Please only use your regional/zone specific grid and delete the other slides (19-28) Revenue $8M $3M $480K $240K 2 Competencies: Any Portfolio and/or Solutions Competencies combination Revenue $3M $500K $160K $60K 1 Competency: Any Portfolio or Solutions Competency Min 2 LOBs (min of 10% of the revenue threshol d required per LOB) *Subject to the availability of Dell EMC Branded Services in the applicable region or country or as otherwise provided by Dell EMC.

23 2019 Program : Latin America Zone 1 PATH 1 PATH 2 LOB Req PLATINU M Revenue $7M $5M $1.2M $840K 3 Competencies: Any Portfolio and/or Solutions Competencies combination Note: Please only use your regional/zone specific grid and delete the other slides (19-28) Revenue $5M $1.5M $560K $240K 2 Competencies: Any Portfolio and/or Solutions Competencies combination Revenue $500K $300K $160K $60K 1 Competency: Any Portfolio or Solutions Competency Min 2 LOBs (min of 10% of the revenue threshol d required per LOB) *Subject to the availability of Dell EMC Branded Services in the applicable region or country or as otherwise provided by Dell EMC.

24 2019 Program : Latin America Zone 2 PATH 1 PATH 2 LOB Req PLATINU M Revenue $5M $3.5M $800K $480K 3 Competencies: Any Portfolio and/or Solutions Competencies combination Note: Please only use your regional/zone specific grid and delete the other slides (19-28) Revenue $3M $1M $320K $120K 2 Competencies: Any Portfolio and/or Solutions Competencies combination Revenue $500K $300K $80K $60K 1 Competency: Any Portfolio or Solutions Competency Min 2 LOBs (min of 10% of the revenue threshol d required per LOB) *Subject to the availability of Dell EMC Branded Services in the applicable region or country or as otherwise provided by Dell EMC.

25 2019 Program : APJ Zone 1 PATH 1 PATH 2 LOB Req PLATINU M Revenue $30M $15M $2M $1.8M 3 Competencies: Any Portfolio and/or Solutions Competencies combination Note: Please only use your regional/zone specific grid and delete the other slides (19-28) Revenue $15M $2M $1.2M $240K 2 Competencies: Any Portfolio and/or Solutions Competencies combination Revenue $2M $500K $25M $25K 1 Competency: Any Portfolio or Solutions Competency Min 2 LOBs (min of 10% of the revenue threshol d required per LOB) *Subject to the availability of Dell EMC Branded Services in the applicable region or country or as otherwise provided by Dell EMC.

26 2019 Program : APJ Zone 2 PATH 1 PATH 2 LOB Req PLATINU M Revenue $6M $4M $400K $360K 3 Competencies: Any Portfolio and/or Solutions Competencies combination Note: Please only use your regional/zone specific grid and delete the other slides (19-28) Revenue $3M $1M $240K $120K 2 Competencies: Any Portfolio and/or Solutions Competencies combination Revenue $2M $500K $25K $25K 1 Competency: Any Portfolio or Solutions Competency Min 2 LOBs (min of 10% of the revenue threshol d required per LOB) *Subject to the availability of Dell EMC Branded Services in the applicable region or country or as otherwise provided by Dell EMC.

27 2019 Program : Greater China Zone 1 PATH 1 PATH 2 LOB Req PLATINU M Revenue $20M $10M $2M $1.8M 3 Competencies: Any Portfolio and/or Solutions Competencies combination Note: Please only use your regional/zone specific grid and delete the other slides (19-28) Revenue $10M $1.5M $1.2M $240K 2 Competencies: Any Portfolio and/or Solutions Competencies combination Revenue $1M $500K $80K $40K 1 Competency: Any Portfolio or Solutions Competency Min 2 LOBs (min of 10% of the revenue threshol d required per LOB) *Subject to the availability of Dell EMC Branded Services in the applicable region or country or as otherwise provided by Dell EMC.

28 2019 Program : Greater China Zone 2 PATH 1 PATH 2 LOB Req PLATINU M Revenue $3M $2M $400K $360K 3 Competencies: Any Portfolio and/or Solutions Competencies combination Note: Please only use your regional/zone specific grid and delete the other slides (19-28) Revenue $2M $1M $240K $120K 2 Competencies: Any Portfolio and/or Solutions Competencies combination Revenue $1M $300K $80K $25K 1 Competency: Any Portfolio or Solutions Competency Min 2 LOBs (min of 10% of the revenue threshol d required per LOB) *Subject to the availability of Dell EMC Branded Services in the applicable region or country or as otherwise provided by Dell EMC.

29 INDIVIDUAL COMPANY Training & Competencies Company Competency Client Solutions Infrastructure Solutions Portfolio Competencies Core Client Workstations Cloud Client- Computing Storage Data Protection Converged / Hyper-Converged Infrastructure Server Networking Solutions Competencies Software Defined Infrastructure Cloud Connected Workforce Service Delivery Competencies* Client Services Storage Services Data Protection Services Converged / Hyper-Converged Infrastructure Services Server Services Networking Services *Services Competencies are required to deliver services on select products but are not a requirement for Tier compliance. Company awarded recognition for having a defined number of individual Credentials and/or Certifications. Individual Credential Individually awarded recognition for having completed a series of web-based exams aligned to Dell EMC training for Sales, System Engineer and Marketing roles Individual Certification Individually awarded recognition for having completed a Proctored exam(s) for a Technology Architect (TA) or a services Implementation Engineer (IE).

30 2018 Rebate Competency Relationships Portfolio Competencies are required to be eligible for rebates on those respective lines of business. This chart outlines the relationship between these Competencies and Rebates. Portfolio Competencies Rebate Eligibility Policy* Client Solutions Client A Core Client Workstation Cloud Client-Computing Any one Portfolio competency will qualify for rebate in Client Category A for respective Partner Tier Client B+C Core Client Core Client Portfolio competency will qualify for rebate in Client Category B or C for respective Partner Tier Infrastructure Solutions Storage A+B Server A+B Storage Data Protection Converged/Hyper-Converged Infrastructure Server and/or Storage Any one Portfolio competency will qualify for rebates in Storage LOB for respective Partner Tier Server and/or Storage Portfolio competency will qualify for rebate in Server LOB for respective Partner Tier Networking Networking Networking Portfolio competency will qualify for rebate in Networking LOB for respective Partner Tier NBI payouts are based on program Tier and do not require competency completions. EI does not require portfolio competency to be rebate eligible.

31 Solutions Competencies Solutions Competencies CSG Portfolio Competencies CSG Portfolio Competencies ISG Portfolio Competencies ISG Portfolio Competencies Training Resource Zone 1 Zone 2 Competency PLATINUM S SE TA M S SE TA M S SE TA M Competency PLATINUM S SE TA M S SE TA M S SE TA M Server Server Networking Data Protection Networking Data Protection Storage Storage Converged/Hyper- Converged Infrastructure Converged/Hyper- Converged Infrastructure Core Client Workstation Core Client Workstation Cloud Client-Computing Cloud Client-Computing Client Data Security Client Data Security Software Defined Infrastructure Software Defined Infrastructure Hybrid Cloud Hybrid Cloud Connected Workforce Connected Workforce S = Sales SE = Systems Engineer TA = Technology Architect M = Marketing S = Sales SE = Systems Engineer TA = Technology Architect M = Marketing

32 Program Timeline Month NOV DEC JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC JAN FEB MAR APR Dell EMC QTR 2017 Q Q Q Q Q Q Partner Program Commencement 3 Aug, Competency cutoff for H2 Rebates 3 Feb Feb Program Revenue and Training Completion Window (for 2019 Tier Placement prerequisite) New Program Year Commencement, New Tier Placement Notification and Rebate Eligibility 30 Apr 3 May, Global Partner Summit Partner must accept Rebate Ts&Cs online within first 30 Days after availability within the rebate tool each quarter

33 Our Partner Go-to-Market

34 Engaging with Dell EMC Rules of Engagement Deal Registration ISG & CSG Incumbency Dell EMC has a core set of Rules of Engagement that permeate the behavior of the entire organization. There are guiding principles for these rules of engagement, namely the integral role that partners play in Dell EMC s overall success to delivering an excellent customer experience. Dell EMC s leadership team has a zero tolerance policy for any dishonoring of these rules. Dell EMC is committed to rewarding partners for driving new business. Through a fully integrated and streamlined process, as well as a globally enforced Rules of Engagement, the Deal Registration program helps protect those partners who actively promote Dell EMC s products and solutions to their customers. Partners with registered and approved opportunities may receive financial benefits as well as protection from conflict. To assure a seamless experience between our partners and sales teams, we also have a neutral team that helps enforce our Deal Registration rules. Dell EMC s vision is for partners to extend its reach into new and existing markets as a true extension of our entire salesforce. Infrastructure Solutions (ISG) and Client Solutions (CSG) Incumbency ensures partners have a more predictable sales engagement model by deeming qualified Commercial accounts partner-led based on previous investments and net new business creation. In doing so, we encourage the Dell EMC sales team to work in tandem with our partners, while enabling them to aggressively grow their business across the entire Dell EMC Portfolio.

35 Purchasing & Financing The Value of Distribution Our Distributors span the globe, allowing us to grow and scale with our entire OEM Partners community. OEM Partners who join the Dell EMC Partner Program will procure through one of Dell EMC s Authorized Distributors, who play a critical role in the onboarding process. Visit to find a Dell EMC Authorized Distributor in your country. Configuration and Purchasing Tools* Dell EMC offers a variety of configuration, quoting and purchasing capabilities tailored to meet your procurement needs. These valuable resources are available for all partners within the Partner Portal so you can offer a more seamless experience to your customers. Financial Services* Dell Financial Services (DFS) is a technology financing company, providing full-service leasing and financing solutions to distribution, channel partners and OEM Customers throughout North America and Europe, financing six billion dollars annually. DFS can finance solutions sold by the Dell Technologies family of businesses plus other non-dell hardware, software and services, including your value-added services. 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. *Some tools or services might not be available for Partners in all locations.

36 Partnering with Dell EMC Services We provide many opportunities to improve your profitability when you include services. Resell Dell EMC Services Earn Rebates to increase profitability Expand your service offerings with our comprehensive portfolio Leverage our expertise to provide exceptional services to your customers Partner Delivered Services Increase margin opportunities Enhance your services capabilities by obtaining Service Delivery Competencies Access proven methods, tools and best practices Supplementing your capabilities with Dell EMC Services helps you build deeper relationships, provide greater value to customers, and grow your profitability.

37 Partner Tools & Resources

38 Dell EMC Partner Portal Deal Registration Purchasing & Business Management Training & Competencies Incentives Knowledge Center Sales & Marketing Tools Delivering & Reselling Services Partner Support For more information, visit

39 Program Tracker Benefits & Requirement Documents

40 Sales & Marketing Tools Knowledge Centers Close deals faster with a comprehensive set of sales resources and assets including Products, Solutions and Services Knowledge Centers that will help you deliver the best solution to your customers. Proposal Tools Generating persuasive proposals has never been easier with Dell EMC proposal-ready content and powerful document automation capabilities. Customer Solution Centers Global 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. Calculators & Advisors Generate 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. Marketing Platform Partners with limited resources can easily create and automate digital marketing via co-brandable, turn-key solutions for web content syndication, and social campaigns. Find a Partner Enabling 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 Credential A training curriculum that provides additional education to marketing individuals on all facets of the Dell EMC Partner Program. From marketing tools and resources to BDF planning and management. Campaigns, Images, Branding Access to hundreds of Dell EMC product and solution images, logos, campaign collateral, and turnkey Activation Packs for use in your marketing initiatives.

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