Transcript Document
Dell Networking
Partner with us
CONFIDENTIAL
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
Global Commercial Channels
Our financial strength FY12
(Dell 2012 fiscal year)
$62.1 billion
total revenues
32%
$5.5 billion
Of Revenue generated
through the Channel
cash flow
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 CONFIDENTIAL DELL NDA APPLIES
3
PartnerDirect partner may use for internal education purposes only.
Do not share or distribute
From experience to an end-to-end practice
The portfolio in
2009
Memory virtualization
Scale-out
FC/Converged
Data
center
Hyper scale
Deduplication
File
Industry
standard
servers
Wireless
iSCSI
Campus
branch
Data
protection
Cloud client
computing
Network
security
Workspace
management
Cloud/
cluster
Storage
System
management
appliance
Element
management
Networking
DELL CONFIDENTIAL DELL NDA APPLIES
4
2011
PartnerDirect partner may use for internal education purposes only.
Do not share or distribute
Software
2012
Consulting
Manage
Managed
security
services
Workload
management
Direct attach
Servers
2010
Implementation
3rd party
security
offerings
Security
Support
Services
Dell Networking and the Channel
Dell Networking
94% YoY
New customers
each quarter
200+
2000+
Dedicated
Solution Specialists
Premier and Preferred Partners
40%
Of Networking revenue
Via Partners
5
DELL CONFIDENTIAL DELL NDA APPLIES
PartnerDirect partner may use for internal education purposes only.
Do not share or distribute
500+
6th
Best Company to Partner with –
2nd year in a row
#2
#3
In 40 Gig
In 10 Gig
Global Commercial Channels
Ease of Doing Business and Benefits that matter
Partner Resource Desk
Deal Registration
Premier Rebates
Partner AdvantEdge /
Dell Achievers
Demo Loan
Partner Employee Purchase
6
DELL CONFIDENTIAL DELL NDA APPLIES
PartnerDirect partner may use for internal education purposes only.
Do not share or distribute
Dedicated team available on-line or over the phone provides partners
personalized help with order Issues, certification and FAQs
Register your deals for 45/180 day protection and potential incremental
discounts. Simple online process + Mobile application
Incremental rebates for Premier Partners:
2% Base plus up to 6% incremental based on quarterly growth / revenue
goal achievements
SPIFFs for Certifications, Sales, Revenue Targets, etc. Redeemable in
extensive catalog. That includes travel, electronics, furniture, etc.
Equipment loaned for a limited time to partner for identified
opportunities to ensure validation of solutions with end customer
Partner employees eligible to get discount on Dell Products. May be
added discounts to additional temporary discounts
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
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.
8
DELL CONFIDENTIAL DELL NDA APPLIES
PartnerDirect partner may use for internal education purposes only.
Do not share or distribute
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.
9
DELL CONFIDENTIAL DELL NDA APPLIES
PartnerDirect partner may use for internal education purposes only.
Do not share or distribute
Global Commercial Channels
ProSupport Services
DESIGN THE SUPPORT THAT’S RIGHT
FOR YOU!
ProSupport
with Mission Critical
www.dell.com/prosupport
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
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.
10
DELL CONFIDENTIAL DELL NDA APPLIES
PartnerDirect partner may use for internal education purposes only.
Do not share or distribute
Global Commercial Channels
Partner with Dell…
… for your networking solutions.
Differentiate yourself
Unique Networking solutions and partner enablement allow you to offer your
customers a differentiated proposition
Sell Solutions
From network-only solutions to end-to-end “better together” solutions
including storage, servers, security and converged infrastructure
Build Trust
Open standards and high performance help you protect your customer’s
current investments and pave the way for tomorrow’s technologies
Make more money
Innovative products, programs and discounts and limited channel competition
provide opportunities for strong product and services margins.
11
DELL CONFIDENTIAL DELL NDA APPLIES
PartnerDirect partner may use for internal education purposes only.
Do not share or distribute
$
Global Commercial Channels
PartnerDirect certification structure
Premier Partner
Preferred Partner
1 completed competency + Preferred Partner revenue target (NA: $200k)
Server Competency
Storage Competency
Networking & Security
Competency
Systems Management
Competency
Registered Partner
12
DELL CONFIDENTIAL DELL NDA APPLIES
PartnerDirect partner may use for internal education purposes only.
Do not share or distribute
Cloud Services &
Solutions Competency
Cloud Services &
Solutions
Competency
Desktop Virtualization
Solutions Competency
Strategic Programs
Minimum 2 completed competencies + solutions training + Premier Partner revenue target (US: $750k; Canada: $500k)
Desktop
VirtualizationSolution
s Competency
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**
•
•
•
•
•
13
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
DELL CONFIDENTIAL DELL NDA APPLIES
PartnerDirect partner may use for internal education purposes only.
Do not share or distribute
Global Commercial Channels
Networking & Security Competency
Preferred & Premier Partners requirements
Networking Specialization
Security Specialization
2 Unique Sales people complete each of the
following:
2 Unique Sales people complete the
following:
• Networking Basics Sales Training
• Dell Force10 Sales Overview
Lesson 1: Dell Force10 Hardware Overview
Lesson 2: The Dell FTOS Software Advantage
• Dell SonicWALL Sales Training
Plus choose at least 1 of these electives:
• Dell PowerConnect Switching Sales
• Dell PowerConnect W (Wireless Sales) Training
• Dell SonicWALL Technical Training
• Certified SonicWALL Security Administrator Training (CSSA) –
NS-101 (online or instructor led)
2 Unique Technical people complete each of
the following:
• Dell Force10 Technical Highlights
• Dell Force10 S-Series Technical Overview
2 Unique Technical people complete 1 of the
following:
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).
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
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).
14
DELL CONFIDENTIAL DELL NDA APPLIES
PartnerDirect partner may use for internal education purposes only.
Do not share or distribute
Coming soon
See footnotes on page 9.
Global Commercial Channels
For more information, contact your Dell representative
The powerorto do more
Dell’s Certified Partner Resource Desk
[email protected] - 866-670-4411
Videos
16
Networking overview
(cartoon)
Force10 MXL Blade
switch
Case study: Translational
Genomics Research
Institute (TGen)
PowerConnect 8100
(coming soon)
Dell Force10 Distributed
Core Fabric Architecture
Customer Reference:
Flix BrewHouse
PowerConnect W-Series
Overview (cartoon)
Force 10 Z9000
Dell Force10 C-Series: High
density network aggregation
modular chassis
Dell Lifetime Warranty
and ProSupport
Force10 S4810
Dell Force10 E-Series:
Virtualized core switching
and routing modular chassis
DELL CONFIDENTIAL DELL NDA APPLIES
PartnerDirect partner may use for internal education purposes only.
Do not share or distribute
Global Commercial Channels