Dell s Certified Partner Program for Channel Partners

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1 Dell s Certified Partner Program for Channel Partners Turning expertise into profit Dell Certified Partners can grow their businesses significantly faster than those Partners who are not certified in some cases, by over 30%. ob Skelley, Global Director B Dell Certified Partner Program & Channel

2 With the evolution of Dell s Partner Certification program, the elite resellers become more valuable to the customer base because of our depth of product and service knowledge. As a value-add reseller, we can offer simplicity to our customers by expanding our reach to provide more choices for them in the way IT is acquired, maintained and supported. Steve Hipskind, President Hipskind Technology Solutions Group

3 The Dell Certified Partner Program A dramatically different Partner experience, the Dell Certified Partner Program is a great way to turn expertise into profit. This program educates, recognizes and rewards our most committed and qualified Partners providing capabilities that set you apart in the marketplace. Built with Partner perspective, it enables valuable, evolving solutions to respond to your changing needs and to those of your customers. As a Dell Certified Partner, you will enjoy a closer relationship with Dell and the Dell Sales organization. One that lets you develop unique practice areas that open opportunities with new and existing clients translating to more profit for your businesses. Return on Investment (ROI) As a VAR, you want to spend your time focusing on your customer s needs, not ours. You need a diverse portfolio of cutting-edge products and services with tools that help your business grow. Dell s PartnerDirect channel team understands those needs and fulfills them with our value-rich Certification Program and one-stopshop of best of breed, end-to-end solutions in storage, server and networking products, resulting in increased sales and profitability, reductions in your cost of doing business, and enhanced solution offerings to pass along to your customers. In fact, Enterprise Strategy Group recently conducted a survey of Dell s Certified Partners and 65% of Partners interviewed indicated that Dell is one of their top three infrastructure Partners. These survey results are a good indicator of what you can expect in return for your investment in Dell an engaged field team to assist you in maximizing market opportunities, a brand that your customers know and ask for and high value training, tools, incentives and resources to help your business grow. As a Dell Certified Partner, in the last year we ve grown our EqualLogic storage business by over 40% and our Dell Intel -based blade server business by over 200%. We take advantage of Certified Partner benefits such as competitive discounts on leading Dell products our customers ask for, partner training opportunities, and MDF support to help generate leads and hold customer seminars and events. The Certified Partner program reinforces Steelhead Data s position as a trusted advisor to our customers and as a go-to partner for Dell and its direct support team. Jeff Rogers, CEO Steelhead Data

4 Honing your expertise while meeting certification requirements Your customers turn to you for expertise around Dell Enterprise products and solutions. That s why this program lets you become certified in specific practice areas areas that open additional business opportunities, with new and existing clients. And, as a Dell Certified Partner, you build an even closer and more profitable relationship with Dell as well as a strong brand of your own that can drive customer loyalty and accelerate growth. Dell s Certification Program requires lower Partner investment, while utilizing high-value education to enhance your ability to deliver solutions on the Dell platform. What s even better is the majority of our Partner training is free*, many courses are offered online and our trainers get rave reviews! Depending on where you want to focus, you can choose to invest in the following practice areas by meeting the specified requirements: Certified Storage Specialist 2 Unique Sales Personnel - 1 person takes EqualLogic PS Series Sales - 1 person takes PowerVault Sales or - 2 people take EqualLogic PS Series Sales 2 Unique Technical Personnel - 1 person takes EqualLogic PS Series Technical - 1 person takes PowerVault Technical or - 2 people take EqualLogic PS Series Technical EqualLogic PS Series Demo Unit 1 $200K annual Dell Enterprise 2 products spend Certified Server Specialist 2 Unique Sales Personnel - 1 person takes Blades Sales - 1 person takes PowerEdge Rack & Tower Sales or - 2 people take Blades Sales 2 Unique Technical Personnel - 1 person takes Blades Technical - 1 person takes PowerEdge Server Technical or - 2 people take Blades Technical $200K annual Dell Enterprise 2 products spend *Travel and expenses are not included. 1 Eligible PS Series demo units include the 6000E, 6000X, 6000XV, 6500E*, 6500X, 6010E, 6010X, 6010XV, 6510E*, and 6510X fully populated dual controllers. The half-populated, single controller PS Series 6000S, 6010S, 6010XVS, and all 4000 models are not eligible and do not meet the demo unit requirements. *Requires Dell Regional Sales Manager permission. 2 Defined as Dell EqualLogic. EMC, PowerVault, PowerConnect, PowerEdge and KACE products. 3 Special pricing is available on virtual and physical NFR K1000 Series Systems Management Appliances. Includes 25 node licenses. Contact your Dell Inside Sales Representative to purchase a KACE NFR. 4 Courses are available now. All other courses referenced above will be available soon. 5 Courses will be part of requirements for partners wishing to sell the EX 8200 Series. 6 A minimum of 4 unique people must complete the requirements.

5 Certified KACE Specialist 2 Unique Sales Personnel take - 1 Dell KACE Sales Training 2 Unique Technical Personnel take - 1 Dell KACE Technical Training $200K annual Dell Enterprise 2 products spend Purchase one virtual or physical NFR Dell KACE K1000 series Systems Management Appliance 3. Certified Networking & Security Specialist Option A 2 Unique Sales Personnel take each of the following: - Networking Basics 4 or equivalent industry/vendor training - The Junos OS Advantage 4 - One of the following electives: Enterprise Routing Sales Overview J-SRX Series 4, Dell PowerConnect Switching (Sales) 1 or Enterprise Switching Platforms 4,5 2 Unique Technical Personnel take each of the following: - Networking Fundamentals 4 or equivalent industry/vendor training - The Junos OS Highlights - One of the following electives: Enterprise Routing Technical Overview J-SRX Series 1, Dell PowerConnect Switching (Technical) 1, Networking for EqualLogic iscsi or EX Series Platform Technical Overview 5 $200K annual Dell Enterprise 2 products spend Option B Membership in the Juniper Networks J-Partner Enterprise Solution Provider Program at either the Elite or Select level $200K annual Dell Enterprise products spend 2 Certified Partner Meets all sales and technical training requirements for two or more Specialist tracks 6. 1 person takes a Solutions Training Course: - PS Series and VMware ILT or Web-based - BC/DR Workshop ILT or Web-based - Microsoft Hyper-V Web-based - Dell Management Console Web-based - Dell Disk and Tape Backup Web-based - Dell Virtualization Solutions Web-based $500k annual Dell Enterprise 2 products spend After attending the Dell Partner Sales Training, I immediately scheduled a follow-up meeting with one of our largest prospects to put what I learned in training to the test. The magic of leading the discussion by walking the prospect through the discovery of Investment Protection (IP), Cost Containment (CC), and Ease of Use (EOU) resulted in the prospect coming to his own conclusion that the Dell solution makes sense and he gained confidence in his ability to defend his position to his CFO for approval. If you re wondering what the magic of IP, CC, and EOU is, I would strongly suggest you attend the Dell Partner Sales Training! Brian Goddard, gtechserv

6 Benefits of certification by Partnership level From business development to sales and marketing to support, the Dell Certified Partner Program recognizes and rewards our most committed and qualified Partners with tools and resources that directly tie to their needs as a business. As you build your skills and advance to the highest level of Partnership Certified Partner your level of benefits and support increase. Certified Specialists and Certified Partners enjoy these Certified-only benefits: Receive higher discount off list price than Registered Partners (see table to the right) Go-to Partner status for Dell sales and marketing teams and customers Field-based support 120 day extended deal registration terms 21-Day Return policy 1 Access to MDF and Field Marketing resources Exclusive social media and community inclusion Incentive programs Access to market studies and competitive analysis Extended 45 day financing terms available 2 Product briefings and roadmap reviews Seed unit access Preferred listing on Find a Partner Exclusive marketing tools: Campaign Builder and Online Publisher 1 Certain products can be returned within 21 days of Dell shipment for credit (excluding S & H charges) per Certified Partner 21-day Return Policy. For additional information, please visit 2 Approval required for Certified Partners to receive 45 day financing terms. Registered Partner Level Discounts Certified Partner Level Discounts Discount off list price with approved deal registrations (*when services are purchased) For the tracks you re Certified in you ll receive: EqualLogic PS Series 30%* 40%* PowerEdge Blades 37% 44% KACE Appliances 20% 30% PowerConnect J-Series EX4200 J/B/W Series networking products Up to 30% Up to 40%

7 For our valued Certified Partners Additional higher level benefits for our most committed and valued Certified Partners Fully Certified Partners represent the elite of our partner community. As Dell account teams uncover sales opportunities, they look first to Certified Partners to bring to the table the solutions and capabilities that Dell alone cannot provide. As a Certified Partner, you ll enjoy many higher level benefits which include preferred access to Field Marketing allocated funds for MDF, lead distribution and demand generation, dedicated field sales engagement, first preference in Dell Technology Partner programs, award recognition, pilot program eligibility and more. This is an evolving list of benefits that we continue to grow based on feedback from our elite Certified Partner community. As a Dell Certified Partner, we work very closely with our Dell account team to grow our business into new markets. Over 85% of our SAN business can be attributed to utilizing our MDF funds for lead generation events such as Steak and Storage which also enables us to expand our server business. In addition, we engage with Dell and their technology partners Microsoft and VMware to maximize MDF events such as Lunch and Learns for lead generation, which has resulted in additional closed business deals. Thanks to Dell s Certification Program, UltraLevel has seen our Dell business grow by over 40% since becoming a Dell Certified Partner. Jason Davidson, UltraLevel

8 Get growing with the Dell Certified Partner Program today Whether you re looking to capitalize on an existing organizational strength or are seeking a new area in which to grow your business, becoming a Dell Certified Partner helps to ensure you receive the highest level of Channel support from Dell. We encourage you to make the most of your relationship by taking advantage of the full range of Partner benefits available to you today. As a Dell Certified Partner, we have access to individuals, resources and information to provide the right solutions to our clients. In the end, this lends to an expanding business, increased revenue and customer satisfaction. Certified Partner Resource Desk EA_PRD@dell.com Direct quote given to Enterprise Strategy Group from a Dell Certified Partner Once registered on the Partner Portal, we recommend you attend a Dell Partner Resource Orientation (Dell PRO) webinar which is held twice monthly. Register by calling or sending an to the Certified Partner Resource Desk or via the portal at Innovative Way, Nashua, NH