Advancing Together. Dell IoT Solutions Partner Program Guide. Learn more

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1 Advancing Together Dell IoT Solutions Partner Program Guide Learn more

2 Partner Program Tiers Executive Partner Executive Partners constitute our most strategic partnership tier and have formed the closest business relationship with Dell. A qualified Dell engineer has internally tested the integration and interoperability of the partner s offering with the selected Dell IoT platform(s) and validated that the solution meets Dell s established requirements. Associate Partner Associate Partners have been selected due to proven alignment with Dell strategy and differentiation in areas such as technology leadership and go-tomarket. They internally test and verify their offering with Dell IoT platform(s) and validate that the solution meets Dell s established requirements. Dell reviews the testing in detail but the partner is responsible for their claims. Registered Partner Registered Partners are provided early access to Dell IoT roadmaps and products so they can optimize their solution offering and drive awareness in the partner community. They internally test and verify their offering with Dell IoT platform(s) and validate that the solution meets Dell s established requirements. Dell will review the test results but the partner is responsible for the accuracy of their claims during and after verification. The Dell IoT Solutions Partner ecosystem In today s environment, it s easy to lose sight of the true value of partnership, trust, commitment and supporting others. At Dell, we believe that opportunities increase when you help others win. That s why we are passionate about working together with technology experts such as Independent Software Vendors (ISVs) and System Integrators (SIs). Together we are focused on the advancement of Commercial and Industrial IoT solutions with offerings spanning data integration, visualizations, analytics, security and services. By joining our multi-tiered partner program and qualifying your offering with our line of IoT hardware including edge gateways and embedded PCs, you will benefit from increased market awareness, the industry s most robust and reliable product portfolio, world-class support, and boundless opportunities for incremental business growth. All backed by our reputation as a global leader in computing technology. Program participants are assigned to one of three tiers based on a combination of technology differentiation, go to market, and alignment with Dell strategy. Our Registered and Associate partners will have the opportunity to advance in tier based on established success criteria. Advancing Together

3 Advancing Commercial IoT Solutions Together Dell IoT HW/SW Ingredients Partners advance ingredients into solutions Vertical Solutions Edge Gateway Embedded Box PCs Edge Device Manager ISV Partners Vertical Expertise Platforms Analytics Data Visualization Data Cleansing Wide Area Connectivity Security Protocol Normalization Services Partners Last Mile Delivery Solution Support System Integration Deployment Project Design Procuring Accessory Target Use Cases

4 Target IoT Use Cases Use Case Factory Optimization Predictive Maintenance Automated Process / Quality Control Smart Infrastructure Smart Metering and Energy Management Fleet Management Security and Access Control Remote Asset Management Supply Chain Management and Logistics Compliance and Documentation Description Analysis of factory process data from multiple machines to drive efficiency within a larger factory operation. Includes machine automation and process optimization. Analysis of equipment sensor data to predict equipment failures and increase uptime while minimizing costs. Advanced solutions include automated work orders in coordination with ERP systems. Collection and analysis of video and sensor inputs to provide real time measurement and maximize the identification of quality risks in produced materials Instrumentation of building control systems, hotel rooms, retail spaces, street lighting, parking lots, traffic systems, etc. to enable automation and remote management/control for increased efficiency, improved customer experience, and reduced labor costs Optimization of energy usage through the instrumentation of building controls, meters, pipelines, and micro grids to optimize consumption, automate switching between power sources, enable demand/response, and provide diagnostics In-vehicle computing to aggregate and analyze data on driver behavior, engine diagnostics, compliance, and safety to optimize the vehicle. Access control and video surveillance of buildings, utilities sites, ship yards, public spaces Remotely measuring utilization and health of fixed assets including construction equipment, windmills, pumps, turbines, networking cabinets, HVAC units, etc. Capturing location data and environmental context from movable assets such as shipping containers, pallets, packages and materials to improve supply chain and logistics. Includes cold chain shipping. Management of regulatory information and compliance (EPA,FDA, OSHA) and/or machine/process documents such as equipment diagrams, programs, and BOMs. At Dell we are exclusively focused on the advancement of solutions for customer problems in commercial and industrial IoT use cases. We welcome you to apply to join our partner program if your company addresses one or many of these use cases and is interested in deploying solutions that at a minimum leverage Dell IoT hardware including edge gateways and embedded PCs for functions such as data normalization and edge analytics. Partner Landscape

5 Partner Landscape We have summarized the complex IoT landscape into these high-level solution categories. Upon enrollment in the program, your company will be identified by one of these categories to help customers and other partners quickly understand where you address the overall solution stack. Services E2E Platform Big Data Tools Backend Platform OS / Virtualization Wide Area Networking Edge Platform OS / Virtualization Edge Networking Sensors/Endpoints Visualizations Analytics Security Device Management Backend Ingredients (On-premise / Cloud) Edge Ingredients Partner Categories

6 Partner Categories Services: Services to design, deploy and support full IoT solutions comprised of both off-the-shelf (OTS) and custom ingredients. Includes System Integrators, Contractors and Consultants. End-to-End (E2E) Platform: Full client/server software platform including purpose-built edge component to normalize sensor and perform local analytics on our gateways or embedded PCs. Included backend (server) software offers visualizations and analytics in varying capability. E2E Platforms can stand alone as the full software stack or be used in concert with other software ingredients. Backend Platform: Enterprise Application Software and Cloud-based platforms that consume normalized IP-based data from edge devices. Platform capabilities include a combination of data orchestration, analytics and visualization tools. Require 3rd party gateway solutions to normalize data from fragmented endpoint communication protocols. Big Data Tools: Focused on tools to integrate and manage big data, including ETL, data orchestration, cleansing, API management, Hadoop, compression, etc... Security: Focused on security ingredients such as hardware root of trust, authentication, data encryption, threat analytics, secure transport, etc... Device Management: Focused on the management of devices (sensors, gateways, etc.) including inventory, provisioning, and application lifecycle. Analytics: Focused on analytics, generally agnostic of data source. Includes capabilities ranging from stream, CEP, machine-learning, deep-learning, video analytics, to artificial intelligence. Providers can enhance a wide variety of platforms and solutions. Visualizations: Focused on tools for creating rich data visualizations including codeless application enablement to simplify development. May include basic analytics but not core focus. Range from fixed dashboards to mobile apps including supporting augmented reality. Wide Area Networking: Telecoms and managed service providers providing northbound connectivity for edge hardware over cellular, satellite, low power wireless, etc. Also includes real-time messaging technologies for large volumes of widely dispersed assets (e.g. DDS). Edge Platform: Purpose-built edge (client-side) platform that aggregates and normalizes diverse IP and non-ip based (e.g. wireless mesh, serial) data protocols into a single API. May include edge analytics capability and a local database for store and forward but requires a 3rd-party software backend to create a full IoT solution stack. OS/Virtualization: Specialty operating systems (e.g. embedded, RTOS) or virtualization technologies for scalability, security, privacy, low latency, load balancing, etc. Leveraged at both the network edge and backend. Edge Networking: Hardware and software solutions for southbound gateway to sensor communications including wired technologies, wireless mesh, Personal Area Networks (PAN). Sensor / Endpoint Manufacturer: Makers of packaged sensors, controllers and equipment for targeted use cases. Our IoT hardware (gateways, embedded PCs) can support virtually any endpoint through software normalization (using expansion modules as needed) but certified devices will be more secure, manageable, and plug and play. Partner Benefits

7 Partner Program Benefits Brand visibility Joint case studies, solution spotlights Access to partner portal resources Authorized use of the Dell IoT Solutions Partner logo Discounts for qualification samples, potential volume pricing benefits Potential to advance in program tiers Potential to be recommended by Dell to customers and other partners Established OEM sales contact(s) Potential for co-selling Potential for joint marketing, events, co-operative marketing funds Executive sponsorship, invites to exclusive events, etc. Self-service through partner portal Registered Associate Executive Structured contact with Dell Partner Program Team, OEM Development and Sales Deeper engagement with Dell Partner Program Team, Engineering, CTO, and OEM Partner Requirements

8 Partner Program Requirements Registered Associate Executive Select factory-supported Operating System(s) for qualification of Dell IoT HW Sign the partner program agreement Complete and maintain self-qualification - Complete a field deployment with Dell as a qualification gate Optional Provide training documentation and marketing collateral to Dell Optional Participate in annual partner conference - Sign partner and sales contracts on a case-by-case basis Engage with Dell for joint development and qualification - - Participate in Quarterly Business Reviews (QBRs) - - As needed How to Get Started

9 Are you ready to join us? Partner Program Enrollment What you need to do. Next steps: 1. Submit application at: www. 2. Application will be reviewed by the program team and an update will be sent to the candidate 3. If approved to move forward in the application process, detailed information will be requested as part of the final review 4. Upon final approval partner is assigned a starting program tier, signs a Dell NDA and program agreement 5. Partner completes qualification testing with their choice of Dell IoT platform(s) 6. Upon verification partner will be included in the Find a Partner page on www. and have access to the Dell IoT Solutions Partner Program portal and Brand Guidelines Contact Information

10 For information on Dell IoT Solutions please visit Dell Inc. All rights reserved. Trademarks and trade names may be used in this document to refer to either the entities claiming the marks and names or their products. Specifications are correct at date of publication but are subject to availability or change without notice at any time. Dell and its affiliates cannot be responsible for errors or omissions in typography or photography. Dell s Terms and Conditions of Sales and Service apply and are available on request. Dell service offerings do not affect consumer s statutory rights.

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