Certified Partner Programme Guide. Competencies, training, requirements and benefits. Nine competencies

Transcription

1 Certified Partner Programme Guide Competencies, training, requirements and benefits Information Management Server Storage Systems Management Protection Data Cloud Services & Solutions Nine competencies enable cross-selling and upselling opportunities Desktop Virtualisation Solutions Security Networking

2 Competencies, training, requirements and benefits What s in it for you? Since the inception of the Hammer Dell PartnerDirect programme, your feedback and experience have always served as its foundation continue to shape its future. Today, the programme offers choice, flexibility and simplicity, speeding your time-to-profitability by enabling the sale of end-to-end and point solutions through one programme with one vendor. Whether selling hardware or software or a combination of integrated solutions, you have multiple paths and profit opportunities. With five hardware competencies (Dell Server, Storage, Networking, Desktop Virtualization Solutions, Cloud Services & Solutions) and four software competencies (Security, Data Protection, Systems Management, Information Management) and training programmes, you can benefit from increased sales due to greater expertise with Dell products and Why solutions. It has been proven the most vested and committed certify with partners Dell? who complete multiple competencies get more rewards. Why certify with Dell? One programme Enabling you to sell end-to-end and point solutions Choice Flexibility Simplicity Dell PartnerDirect has been recognised with 37 awards. Click to learn more CRN (U.S.) Most Influential Executive 2012 CRN (U.S.) Top Channel Sales Leader 2012 One programme Enabling you to sell end-to-end and point solutions Choice Flexibility Simplicity Dell PartnerDirect has been recognised with 37 awards. CRN (U.S.) Most Influential Executive 2012 Michael Dell The higher your status, the more CRN (U.S.) Top Channel Sales Leader 2012 Greg Davis U.S. CRN s 2012 Best Companies to Partner With : Dell and SonicWALL How to use this guide Think of this guide as a tool to walk you through the competencies, training, requirements and benefits. Start here 1. Review programme levels and overview chart on page Schedule a call with your Hammer Account Manager to discuss which competency will be the most beneficial to your business to start with and find out about the related requirements and benefits. 3. Designate four or more sales and technical representatives to participate in the training as outlined on the competency training worksheets. Training can be provisioned by your portal administrator or by your Hammer Account Manager. 4. Complete all required training and, if applicable, demo requirements. Once these are complete, the Dell Certified Partner Programme and Channel Team will submit your company for promotion to Preferred Partner or Premier Partner status. 5. Once your new status is official, you can immediately take advantage of many PartnerDirect programme benefits. Questions? Contact us at Dell@Hammerplc.com +44 (0) Michael Dell Greg Davis U.S. CRN s 2012 Best Companies to Partner With : Dell and SonicWALL $ $$ $$$ 2

3 Programme levels and overview PartnerDirect has three levels. Let s start from the top and give you a glimpse of the requirements. Hardware (HW) Software (SW) Premier Partner Advanced competency or more than two competencies, electives solutions course, Premier Partner revenue target and required individuals* Depth of technical skills (HW/SW) Advanced competency Breadth of competencies (HW/SW, multi-hw or multi-sw) Multiple competencies Preferred Partner One or more competencies, Preferred Partner revenue target and required individuals** Server Networking Data Protection Storage Desktop Virtualization Solutions Systems Management Security Cloud Services & Solutions Information Management Service provider programme Registered Partner Entry level for new Dell partners A valid reseller certificate An active company website An active account tied to the company domain *: Eight unique individuals (four sales and four technical) **Preferred Partners: Four unique individuals (two sales and two technical) 3

4 Programme levels and requirements Dell Preferred Partners have completed competency requirements in one or more areas and are recognised as experts in key Dell offerings. Dell Registered Partner requirements, plus: Complete one or more PartnerDirect competencies* Four unique individuals (two sales and two technical) must complete the competency training requirements Revenue requirements**: Hardware Competency revenue requirement $200,000 minimum sales of any product covered by a PartnerDirect competency during previous four rolling quarters. Software Competency revenue requirement $50,000 minimum sales of software licenses under the completed software competency during previous four rolling quarters. * The software competencies listed below have multiple specialisations enabling partners to focus in the areas which best fit their businesses. Where a specialisation exists, the requirements and benefits ascribed to a competency apply instead to the specialisation. For example, a software-only partner can achieve Preferred Partner status by completing the training requirements of a specialisation within a competency and selling US$50,000 of annual revenue for the products within that specialisation only. The partner is not required to complete training for the entire competency and its multiple specialisations. Security Competency: Network Security Specialization, Identity and Access Management Specialization Systems Management Competency: Client Management Specialization, Windows Server Management Specialization, Performance Monitoring Specialization, Virtualization and Cloud Specialization ** Purchases from UK, DE, FR cannot be combined with purchases from ROE to meet this requirement. Certain amounts may not be included in calculating a partner s annual sales revenues for purposes of meeting the applicable partner revenue requirements unless otherwise provided in a separate written agreement between you and Dell or under the terms and conditions of the applicable written Dell incentive program. Such amounts may include: (i) sales or license revenues for Dell hardware or software purchased from a third party; (ii) sales or license revenues or other fees from the partner s sale of services, including without limitation support and maintenance services; (iii) sales or license revenues for which the partner is not the seller or licensor of record (referral fee amounts); or (iv) sales or license revenues for Dell hardware or software purchased for Partner s own use, including without limitation service provider fees. For the sake of clarity, Subsection (i) above does not apply to Wyse or SonicWALL partners who have received written notice from Dell to the contrary. Unless otherwise indicated, all amounts are in USD$. For partners who demonstrate the highest level of commitment to their customers and to Dell solutions, this level recognises your excellence and expertise. Dell Registered Partner requirements, plus: Complete two or more PartnerDirect competencies* Eight unique individuals (four sales and four technical) must complete the competency training requirements One individual completes one Dell solutions training course PartnerDirect Premier Partner logo displayed on partner s website after confirmation of Premier status Revenue requirements**: Hardware Competency revenue requirement $1,500,000 (for UK, FR, GER & NL partners) or $750,000 (for ROE partners) minimum sales of any product covered by a PartnerDirect competency during previous four rolling quarters. Software Competency revenue requirement $250,000 minimum sales of any product covered by a PartnerDirect competency during the previous four rolling quarters, which must include at least $50,000 of sales of software licenses under the first completed software competency and at least $50,000 of sales of software licenses under a second completed software competency. Mixed Hardware and Software Competency revenue requirement $1,500,000 (for UK, FR, GER & NL partners) or $750,000 (for ROE partners) minimum sales of any product covered by a PartnerDirect competency during the previous four rolling quarters, which shall include at least $50,000 of sales of software licenses under a completed software competency. 4

5 Partner Benefits The most vested get more rewards. One-stop online ordering, and account management via PartnerDirect Portal Potential rewards based on qualified purchases, training and competency completion Flexible partner and customer financing programmes Easy deal registration options All available through Hammer, Registered Partner 60-day registration approval period items exclusively available through Hammer. Preferred Partner 120-day registration approval period Premier Partner 180-day registration approval period Deal registration through Hammer Always 180 Days Access to preconfigured, customer-ready solutions High-value, low-cost training Product information, collateral and much more via PartnerDirect Portal Access to Dell co-marketing materials Access to Dell product image library Access to the Dell Solutions Configurator (where available) Line of business registration access* Named account team or a named Hammer Business development manager (BDM) Access to Certified Hammer Resource, and aligned Dell resource Access to Hammer marketing team support Find a Partner listing on Invitations to select Dell events Customer evaluation (CE) keys or not-for-resale (NFR) keys** Access to attractive customer acquisition programmes Access to valuable demo capabilities Access to joint marketing funds based on a business case basis Eligible for Premier Partner rebate programme and Premier Partner market development funds Case study collaboration Access to Dell Solutions Centers Additional market development funds for demand generation activities** Priority access to Hammer generated leads Partner of the Year Awards Smart Value Selection PowerEdge Stock available for next day delivery Dedicated onsite Training *Does not apply to software. ** Software partners only. 5

6 Server Competency Sales Two/four sales individuals (Both courses required) Dell Blade Server Solutions Sales DBSS0109WBTS or Dell Partner Sales Excellence Selling Dell Servers and Networking SDSN0613ITLS PowerEdge VRTX Sales Overview VRTX0613WBTS (Choose one option below) Dell PowerEdge Tower & Rack Server Sales DTRSS0309WBTS Dell AppAssur Management e Sales APP0412WBTS Technical Two/four technical individuals (Both courses required) Dell Blade Server Solutions Technical DBSSTT0409WBTT Desktop Vir PowerEdge VRTX Technical Overview VRTX0613WBTT (Choose one option below) Dell PowerEdge Server Solutions Technical DPES0909WBTT Dell AppAssure Technical Overview APPT0512WBTT Revenue requirements See revenue requirements on page 4 Data Protec ing Information Training available onsite through Hammer, contact us for more information *Minimum attendees required: 5 sales / 1 technical. 6

7 Storage Competency Storage Sales First/third sales individual (Both courses required) Dell EqualLogic Sales PSSS0908WBTS or Dell Partner Sales Excellence Selling Storage SES0511ILTS Compellent Top Gun Storage Sales CSS0211WBTS or Dell Partner Sales Excellence Selling Storage SES0511ILTS and Compellent Quote Center CQCS0211WBTS Second/fourth sales individual (Choose two options below) Dell EqualLogic Sales PSSS0908WBTS (or Dell Partner Sales Excellence Selling Storage SES0511ILTS) Compellent Top Gun Storage Sales CSS0211WBTS or Dell Partner Sales Excellence Selling Storage SES0511ILTS and Compellent Quote Center CQCS0211WBTS Dell PowerVault Storage DPVS0409WBTS Dell AppAssure Sales APP0412WBTS Technical First/third technical individual Dell EqualLogic Technical PSST1108WBTT or PS Series Storage Array Configuration, Operation and Management PSSC0109ILTT Compellent Top Gun Storage Architect CSSAT0211WBTT and Compellent Quote Center CQCS0211WBTS Second/fourth technical individual Server (Choose two options below) Dell EqualLogic Technical PSST1108WBTT or PS Series Storage Array Configuration, Operation and Management PSSC0109ILTT Compellent Top Gun Storage Architect CSSAT0211WBTT and Compellent Quote Center CQCS0211WBTS Dell PowerVault Storage DPVS1109WBTT Dell AppAssure Technical Overview APPT0512WBTT Demo requirement Demonstration capabilities are required for Storage Competency. See demo programme details here. Revenue requirements Systems Managemen See revenue requirements on page 4 Training available onsite through Hammer, contact us for more information *Minimum attendees required: 5 sales / 1 technical. 7

8 Security Competency Network Security Specialization Sales Two/four sales individuals (Both courses required) Security Competency Overview SECC0913WBTS Dell SonicWALL Sales Training DSWS0512WBTS Technical Two/four technical individuals (Both courses required) Security Competency Overview SECC0913WBTS Dell SonicWALL Technical Training DSWT0512WBTT Identity and Access Management Specialization Sales Two/four sales individuals (Both courses required) Security Competency Overview SECC0913WBTS Identity and Access Management Sales Training IAM0913WBTS Technical Two/four technical individuals (All courses required) Security Competency Overview SECC0913WBTS Quest One Identity Manager (Dell One Identity Manager) Technical Training IDMA0913WBTT Total Privileged Access Management Value Proposition TPAV0913WBTT Revenue requirements See revenue requirements on page 4 Training available onsite through Hammer, contact us for more information *Minimum attendees required: 5 sales / 1 technical. 8

9 Networking Competency Sales Two/four sales individuals (Required course) Dell Data Center and Campus Networking DDCN0613WBTS or Dell Partner Sales Excellence Selling Dell Servers and Networking SDSN0613ITLS Technical Networking Two/four technical individuals (Both courses required) Dell Force10 Technical Highlights FTOS1111WBTT (or Dell Networking FTOS Configuration and Operations FTFC0312ILTT) Dell Networking S-Series Technical Overview FSTO1111WBTT (Choose two options below) Dell PowerConnect LAN SAN Switching Solutions Technical DPCS1210WBTT Security Dell Networking E-Series Technical Overview FETO1111WBTT Dell Networking C-Series Technical Overview FCTO1111WBTT Dell Networking Z-Series Technical Overview FZTO1111WBTT Revenue requirements See revenue requirements on page 4 Training available onsite through Hammer, contact us for more information *Minimum attendees required: 5 sales / 1 technical. 9

10 Desktop Virtualization Solutions Competency irtualization Solutions Sales Two/four sales individuals Data centre (Both courses required)* ection Storage Overview ISO1208WBTS Dell Server Basics DSB0109WBTS Client computing (All courses required) Selling DVS Solutions SDVS1012WBTS Dell Wyse Overview WOS0712WBTS Dell End User Computing Domain Strategy EUC0612WBTS Data centre electives (Choose one option below)* Dell EqualLogic Sales Training PSS0908WBTS (or Dell Partner Sales Excellence Selling Storage SES0511ILTS) Compellent Top Gun Storage Sales CSS0211WBTS (or Dell Partner Sales Excellence Selling Storage SES0511ILTS) Dell Blade Server Solutions (12th Gen.) DBSS0109WBTS (or Partner Sales Excellence Selling Dell Servers and KACE SDSK0612ILTS) n Management Dell PowerEdge Tower and Rack Server Solutions (12th Gen.) DTRSS0309WBTS Dell Force10 Overview DFO1011WBTS Client Computing electives (Choose one option below) Dell Cloud Essentials DCES0312WBTS Dell DVS Simplified Appliance DDVS0312WBTS Technical Two/four technical individuals Data centre (All courses required)* Dell EqualLogic Technical PSST1108WBTT (or PS Series Storage Array Configuration, Operation and Management PSSC0109ILTT or Compellent Top Gun Storage Architect CSSAT0211WBTT) Dell Blades Server Solutions DBSSTT0409WBTT (or Dell PowerEdge Server Solutions DPES0909WBTT) Dell Force10 Technical Highlights FTOS1111WBTT (or Dell Networking FTOS Configuration and Operations FTFC0312ILTT) Client computing (All courses required) Dell DVS Solutions Technical Overview TDVS1112WBTT Dell Wyse Hardware & Firmware WHFT0812WBTT Dell Wyse Software & Management WSMT0912WBTT Company prerequisites Membership in a recognised virtualisation vendor partner programme, specialisation in desktop virtualisation VMware Solution Provider; desktop virtualisation Competency VMDV0812CERT Microsoft Management and Virtualization Competency, Silver or Gold MVSM0312CERT Citrix Solution Advisor; Certified in XENDesktop or VDI-in-a-box; SMB Specialist CASMB0812CERT Revenue requirements See revenue requirements on page 4 *If a partner holds Preferred or Premier status in the Server, Storage and/or Networking Competencies the corresponding courses will be waived. 10

11 Cloud Services & Solutions Competency ent Sales Note: Training headcount requirement is per Cloud Competency area (Cloud Builder, Cloud Provider, Cloud Services Enabler) Two/four sales individuals (Both courses required) Dell Cloud Essentials DCES0312WBTS Dell Cloud Solutions Sales DCSS0412WBTS Technical Note: Training headcount requirement is per Cloud Competency area (Cloud Builder, Cloud Provider, Cloud Services Enabler) Two/four technical individuals (Both courses required) Dell Cloud Essentials DCES0312WBTS Dell Cloud Solutions Presales DCSP0412WBTT Company prerequisites: Cloud Builder Completed Dell PartnerDirect Server, Storage, Security and Networking* Competencies Membership in a recognised virtualisation vendor partner programme VMware Solution Provider Program Enterprise or Premier VMSP0312CERT Microsoft Management and Virtualization Competency Silver or Gold MVSM0312CERT Citrix Solution Advisor Gold or Platinum CSPA312CERT Cloud Services & Solut Cloud Provider Completed Dell PartnerDirect Server, Storage, Security and Networking* Competencies Membership in a recognised virtualisation vendor partner programme VMware Service Provider Program Enterprise or Premier VMSE0312CERT Microsoft Management and Virtualization Competency Silver or Gold MVSM0312CERT Citrix Solution Advisor Gold or Platinum CSP0312CERT Provide cloud services via partner s Network Operations Center (NOC) powered by Dell Servers, Storage and Networking (subject to Desktop Virtualization audit) CPNOC0812CERT Cloud Services Enabler Membership in one of three VMware virtualisation partner programmes VMware Solution Provider Program, Enterprise or Premier VMSP0312CERT VMware Service Provider Program, Enterprise or Premier VMSE0312CERT VMware Consulting and Integration Partner Program, Infrastructure Virtualization VMCI0812CERT Data Protection Revenue requirements See revenue requirements on page 4 * Membership in equivalent recognised networking vendor partner programme Cisco Resale Channel Program Silver or Gold CRCP0312CERT Juniper J-Partner Program Elite or Select JJPP0312CERT 11

12 Data Protection Competency ection Sales Two/four sales individuals (All courses required) Data Protection Competency Overview DAPR0913WBTS AppAssure Sales Overview APP0412WBTS NetVault Sales Training NETS0913WBTS vranger Sales Training VRANS0913WBTS n Management Technical Two/four technical individuals (Required course) Data Protection Competency Overview DAPR0913WBTS (Choose two options below) AppAssure Technical Overview APPT0512WBTT NetVault Backup Technical Training NETT0913WBTT vranger Presales Value Proposition VRANT0913WBTT AND vranger User Interface Navigation and Usage VRUN0913WBTT Revenue requirements See revenue requirements on page 4 Training available onsite through Hammer, contact us for more information *Minimum attendees required: 5 sales / 1 technical.

13 Systems Management Competency Client Management Specialization Sales Two/four sales individuals (All courses required) Systems Management Competency Overview SYSM0913WBTS KACE Sales Training KST0410WBTS Introduction to User Workspace Management Products DAUS0913WBTS Technical Two/four technical individuals (All courses required) Systems Management Competency Overview SYSM0913WBTS KACE Technical Training KTT0510WBTT Desktop Authority Technical Training DAUT0913WBTT One/two sales or one/two technical individuals (Required course) KACE Demo DKM0611WBTS Systems Managemen Windows Server Management Specialization Sales Two/four sales individuals (Required course) Systems Management Competency Overview - SYSM0913WBTS (Choose two options below) Migration Sales Training MIGR0913WBTS Compliance, Audits & Security Sales Training - CASC0913WBTS Networking Recovery, Administration & Automation Sales Training RAAU0913WBTS Development & Customization (SharePoint Management) Sales Training DEVC0913WBTS Application Readiness Sales Training ARED0913WBTS Technical Two/four technical individuals (All courses required) Systems Management Competency Overview SYSM0913WBTS Windows Server Management Solutions Overview Technical Training WSMS0913WBTT ChangeBASE Technical Training (Application Readiness) CHBAT0913WBTT Security Revenue requirements See revenue requirements on page 4 Training available onsite through Hammer, contact us for more information *Minimum attendees required: 5 sales / 1 technical. 13

14 Systems Management Competency Management ing Performance Monitoring Specialization Sales Two/four sales individuals (All required courses) Systems Management Competency Overview SYSM0913WBTS Performance Monitoring Solution Message PMSM0913WBTS Application and Performance Monitoring APMO0913WBTS Foglight for Virtualization Sales Training - VFOS1113WBTS Technical Two/four technical individuals (All required courses) Systems Management Competency Overview SYSM0913WBTS Foglight Foundation Value Proposition - FOGT1113WBTT Foglight Foundation User Interface Navigation and Usage VFUI1113WBTT (Choose one option below) Foglight for Virtualization Standard Edition Technical Training VFOT1113WBTT Foglight for Virtualization Enterprise Edition Value Proposition VFEV1113WBTT AND Foglight for Virtualization Enterprise Edition User Interface Navigation and Usage VFEN1113WBTT Virtualization and Cloud Specialization Sales Two/four sales individuals (All required courses) Systems Management Competency Overview SYSM0913WBTS vranger Sales Training VRANS0913WBTS Foglight for Virtualization Sales Training VFOS1113WBTS Technical Two/four technical individuals (Required course) Systems Management Competency Overview SYSM0913WBTS (Choose one option below) Data Protec Information vranger Presales Value Proposition VRANT0913WBTT AND vranger UI Navigation and Usage VRUN0913WBTT Foglight for Virtualization Standard Edition Technical Training VFOT1113WBTT Foglight for Virtualization Enterprise Edition Value Proposition VFEV1113WBTT AND Foglight for Virtualization Enterprise Edition User Interface Navigation and Usage VFEN1113WBTT Revenue requirements See revenue requirements on page 4 14 Training available onsite through Hammer, contact us for more information *Minimum attendees required: 5 sales / 1 technical.

15 Information Management Competency Database Management Specialization Sales Two/four sales individuals (All courses required) Information Management Competency Overview INMA0913WBTS Toad Sales Training TOAS0913WBTS SharePlex Sales Training SPLX0913WBTS Information Managem Technical Two/four technical individuals (Both courses required) Information Management Competency Overview INMA0913WBTS Toad Technical Training TOAT0913WBTT Revenue requirements See revenue requirements on page 4 Training available onsite through Hammer, contact us for more information *Minimum attendees required: 5 sales / 1 technical. 15

16 Dell Premier Partner requirements Partners can achieve Premier Partner status by selling hardware only, software only or a mix of hardware and software. A minimum of eight unique individuals (four sales and four technical) must complete all sales and technical training, revenue and demo unit requirements where applicable for two or more competency areas plus complete one Solutions course. Choose one Solutions training course: Active Infrastructure Sales Overview AIPS1012WBTS DR4100 Introduction and Sales Overview DRDB0112WBTS PowerEdge VRTX Sales Overview VRTX0613WBTS DPACK Overview and Sales Motion DOSM1111WBTT DPACK Running and Obtaining the Collectors DROC1111WBTT DR4100 Technical Overview DRTS0212WBTT Host Integration Tools for Microsoft Systems, HIT Kit, and Disaster Recovery BCDR0109ILTT or BCDR0109WBTT Integrating PS Series Storage Solution with VMware vsphere IPSSVM0109ILTT or VMPSS0909WBTT Networking for EqualLogic iscsi Technical NEQL1210ILTT PowerEdge VRTX Technical Overview VRTX0613WBTT Revenue requirements See revenue requirements on page 4 Partners holding multiple competencies can grow four times faster than partners with only one competency. 16

17 Appendix This appendix contains all relevant documentation mentioned in this Partner Programme Guide, including the Hammer & Dell deal registration process and form, demo requirements and options for Storage Competency, and all associated competency and training worksheets. If you have any questions on any of these documents, please contact your Hammer Account Manager. Hammer & Dell deal registration process Page 18 Hammer & Dell deal registration form Page 19 Demo requirements and options for Storage Competency Page 20 Server Competency Worksheet Page 21 Storage Competency Worksheet Page 22 Security Comptency - Network Security Specialization Worksheet Page 23 Security Comptency - Identity and Access Management Specialisation Worksheet Page 24 Networking Competency Worksheet Page 25 Desktop Virtualisation Solutions Worksheet Page 26 Cloud Services & Solutions Competency - Cloud Builder Worksheet Page 29 Cloud Services & Solutions Competency - Cloud Provider Worksheet Page 30 Cloud Services & Solutions Competency - Cloud Services Enabler Worksheet Page 31 Data Protection Competency Worksheet Page 32 Systems Management Competency - Client Management Specialization Worksheet Page 33 Systems Management Competency - Windows Server Management Specialization Worksheet Page 34 Systems Management Competency - Performance Monitoring Specialization Worksheet Page 35 Systems Management Competency - Virtualization and Cloud Specialization Worksheet Page 36 Dell Premier Partner Requirements Worksheet - Multiple Competency Path Page 37 Terms and Conditions for all Competency Worksheets Page 38 17

18 Start Complete deal registration form supplied by your account manager and return to: hammerplc.com Hammer submit the registration request to Dell on behalf of the VAR Deal registration is reviewed by Dell registration team, and one of the following answers will be received within 48 hours. APPROVED No other channel partner (or Dell segment team) is working this opportunity and the registration has been awarded to you. ALREADY REGISTERED Another channel partner has already registered this opportunity. DEAL IS DIRECT Dell segment team has engaged with the end user either on this opportunity, or historically. Deal Reg Won. You have 180 days during which you may be asked for a 2 week update on the progress and next steps for the opportunity. Another channel partner has this registered. This can be appealed but is a tough process. Hammer can apply for collaboration. To achieve this we require a business case from the VAR, including proof of engagement, value-add, and any other products / services in the solution Access to deal reg pricing Standard discounts apply Collaboration is not approved. An inside account manager is actively working the opportunity. Collaboration approved. VAR can actively work on the opportunity. Collaboration is granted for 180 days and will require an update every 2 weeks. +44 (0) dell_registrations@ hammerplc.com Standard discounts apply Access to deal reg pricing

19 Print Form Dear Partner, thank you for registering the opportunity through Hammer. Please ensure all details below are entered as deals submitted with information missing will be automatically rejected. A 48 hour SLA is in place. Contact details Reseller Company name Contact name Contact address Contact phone number Company address End user Company name Contact name Contact address Contact phone number Company address Opportunity details DELL HARDWARE DELL SOFTWARE LINE OF BUSINESS PART CODE QUANTITY VALUE ( ) Active Infrastructure Client Compellent EqualLogic Force10 PowerConnect PowerEdge PowerEdge Blade PowerVault Business Information Data Protection Migration Performance Monitoring Systems Management AI1000 Optiplex / Latitude Storage centre PS4100E S R710 M1000e / MX20 MD3220i TOAD NetVault, vranger Migration manager Foglight, Spotlight K ,000 40,000 30,000 15,000 8,000 3,000 4,000 25,000 10,000 1,000 5,000 2,000 5,000 5,000 I would be interested in Hammer and Dell performing an FOC demonstration to the customer Yes No Has budget been approved? Yes No I would be interested in talking with a finance specialist Is this part of a public tender / framework bid? If Yes, please enter the tender / bid reference number Yes No Reference number Project information Project overview Timeline / Start date For storage opportunities The successful partner is required to complete the following 5 points within 4 weeks to maintain this registration. Deal registration may be withdrawn without notice if all requirements are not met. 1) Conduct face to face engagement with end user from both a technical and commercial perspective 2) Run DPACK or equivalent sizing tool 3) Provide end user with a Dell Storage quote 4) Dell Storage must lead the proposed solution 5) Provide feedback to their Dell team throughout the deal cycle For Public Sector opportunities, Dell will allow up to 3 partner registrations. Please speak to your account manager ref HALO pricing Competition

20 New options to meet the Demo unit requirement for Storage Competency We understand that many of your customers may have a try before I buy policy when it comes to purchasing technology solutions. Having your own Dell storage equipment is one way to meet customers demand for product demonstration. This is why we would like to offer you other options that work with your unique business model. These new options make it easier for you to achieve the Storage Competency within the PartnerDirect program. These options are available to you after you complete the required sales and technical training for the Storage Competency. Option 1 Purchase your own demo equipment. Build your own configuration or purchase a fixed configuration/fixed price demo unit. Pricing and your purchase of the demo units are subject to Terms and Conditions. lease contact your Hammer Account Manager. Please contact your Hammer Account Manager for information on the demo unit model, configuration, and terms and conditions. Option 2 Finance or lease demo equipment. You have the option to finance or lease Dell Compellent and Dell EqualLogic hardware demo units through Dell Financial Services. Dell Financial Services can provide a variety of flexible leasing and financing solutions to help you acquire your storage demo equipment. Please contact your Hammer Account Manager for further information. Option 3 Access the Dell EqualLogic PS Series demo tool. The PS Series demo tool is the latest EqualLogic firmare that can run on your virtual machine to demonstrate configuration and management of the PS Series from your laptop. The tool is not intended for production environments, but can be a useful resource when a demonstration with either a physical array or the Dell Demo Center is not feasible. Please contact your Hammer Account Manager for further information. Questions? Please contact a Hammer representative at dell@hammerplc.com 20

21 Server Competency Worksheet - - Version Date [Feb 2014] Questions? Reach out to our Certified Partner Resource Team at EMEA_PartnerDirect_Certifications@Dell.com Preferred Partners: Two unique individuals complete sales training : Four unique individuals complete sales training Preferred Partners First Sales Person All courses required: Course Code Date Exam Passed Name: Dell Blade Server Solutions Sales (or Partner Sales Excellence Selling Dell Servers & VRTX) DBSS0109WBTS or SDSVRTX1013ILTS PowerEdge VRTX Sales Overview VRTX0613WBTS Course Code Option 1: Dell PowerEdge Tower & Rack Server - Sales DTRSS0309WBTS Option 2: Dell AppAssure Sales APP0412WBTS Second Sales Person All courses required: Course Code Date Exam Passed Name: Dell Blade Server Solutions Sales (or Dell Partner Sales Excellence: Selling Dell Servers & VRTX) DBSS0109WBTS or SDSVRTX1013ILTS PowerEdge VRTX Sales Overview VRTX0613WBTS Course Code Option 1: Dell PowerEdge Tower & Rack Server - Sales DTRSS0309WBTS Option 2: Dell AppAssure Sales APP0412WBTS Third Sales Person All courses required: Course Code Date Exam Passed Name: Dell Blade Server Solutions Sales (or Dell Partner Sales Excellence: Selling Dell Servers & VRTX) DBSS0109WBTS or SDSVRTX1013ILTS PowerEdge VRTX Sales Overview VRTX0613WBTS Course Code Option 1: Dell PowerEdge Tower & Rack Server - Sales DTRSS0309WBTS Option 2: Dell AppAssure Sales APP0412WBTS Fourth Sales Person All courses required: Course Code Date Exam Passed Name: Dell Blade Server Solutions Sales (or Dell Partner Sales Excellence: Selling Dell Servers & VRTX) DBSS0109WBTS or SDSVRTX1013ILTS PowerEdge VRTX Sales Overview VRTX0613WBTS Course Code Option 1: Dell PowerEdge Tower & Rack Server - Sales DTRSS0309WBTS Option 2: Dell AppAssure Sales APP0412WBTS Preferred Partners: Two unique individuals complete technical training : Four unique individuals complete technical training Preferred Partners First Technical Person All courses required: Course Code Date Exam Passed Name: Dell Blades Server Solutions - Technical DBSSTT0409WBTT PowerEdge VRTX Technical Overview VRTXT0613WBTT Course Code Option 1: Dell PowerEdge Server Solutions - Technical DPES0909WBTT Option 2: Dell AppAssure Technical Overview APPT0512WBTT Second Technical Person All courses required: Course Code Date Exam Passed Name: Dell Blades Server Solutions - Technical DBSSTT0409WBTT PowerEdge VRTX Technical Overview VRTXT0613WBTT Course Code Option 1: Dell PowerEdge Server Solutions - Technical DPES0909WBTT Option 2: Dell AppAssure Technical Overview APPT0512WBTT Third Technical Person All courses required: Course Code Date Exam Passed Name: Dell Blades Server Solutions - Technical DBSSTT0409WBTT PowerEdge VRTX Technical Overview VRTXT0613WBTT Course Code Option 1: Dell PowerEdge Server Solutions - Technical DPES0909WBTT Option 2: Dell AppAssure Technical Overview APPT0512WBTT Fourth Technical Person All courses required: Course Code Date Exam Passed Name: Dell Blades Server Solutions - Technical DBSSTT0409WBTT PowerEdge VRTX Technical Overview VRTXT0613WBTT Course Code Option 1: Dell PowerEdge Server Solutions - Technical DPES0909WBTT Option 2: Dell AppAssure Technical Overview APPT0512WBTT 21

22 Storage Competency Worksheet - Version date [Feb 2014] Questions? Reach out to our Certified Partner Resource Team at EMEA_PartnerDirect_Certifications@Dell.com Preferred Partners: Two unique individuals complete sales training : Four unique individuals complete sales training Preferred Partners First Sales Person All courses required: Course Code Date Exam Passed Name: EqualLogic Sales or Dell Partner Sales Excellence Selling Storage PSSS0908WBTS or SES0511ILTS Compellent Top Gun Storage Sales or Dell Partner Sales Excellence Selling Storage CSS0211WBTS or SES0511ILTS Compellent Quote Center CQCS0211WBTS Second Sales Person Choose 2 of the options below: Course Code Date Exam Passed Name: Option 1: EqualLogic Sales or Dell Partner Sales Excellence Selling Storage PSSS0908WBTS or SES0511ILTS Option 2: Compellent Top Gun Storage Sales or Dell Partner Sales Excellence: Selling Storage and Compellent Quote Center CSS0211WBTS or SES0511ILTS and CQCS0211WBTS Option 3: Dell PowerVault Storage DPVS0409WBTS Option 4: AppAssure Sales APP0412WBTS Third Sales Person All courses required: Course Code Date Exam Passed Name: EqualLogic Sales or Dell Partner Sales Excellence Selling Storage PSSS0908WBTS or SES0511ILTS Compellent Top Gun Storage Sales or Dell Partner Sales Excellence Selling Storage CSS0211WBTS or SES0511ILTS Compellent Quote Center CQCS0211WBTS Fourth Sales Person Choose 2 of the options below: Course Code Date Exam Passed Name: Option 1: EqualLogic Sales or Dell Partner Sales Excellence Selling Storage PSSS0908WBTS or SES0511ILTS Option 2: Compellent Top Gun Storage Sales or Dell Partner Sales Excellence Selling Storage and Compellent Quote Center Option 3: Dell PowerVault Storage Option 4: AppAssure Sales Preferred Partners: Two unique individuals complete technical training : Four unique individuals complete technical training CSS0211WBTS or SES0511ILTS and CQCS0211WBTS DPVS0409WBTS APP0412WBTS / / First Technical Person All courses required: Course Code Name: [MUST TAKE FIRST] PS Series Storage Array - An Introduction PSPR1013WBTT Preferred Partners EqualLogic Technical or PS Series Storage Array Configuration, Operation and Management Compellent Top Gun Storage Architect Compellent Quote Center PSST1108WBTT or PSSC0109ILTT CSSAT0211WBTT CQCS0211WBTS Second Technical Person Choose 2 of the options below: Course Code Name: Option 1: PS Series Storage Array - An Introduction [MUST TAKE FIRST], and EqualLogic Technical or Dell Partner Sales Excellence Selling Storage PSPR1013WBTT and PSST1108WBTT or PSSC0109ILTT / Option 2: Compellent Top Gun Storage Architect and Compellent Quote Center CSSAT0211WBTT and CQCS0211WBTS / Option 3: Dell PowerVault Storage DPVS1109WBTT Option 4: AppAssure Technical Overview APPT0512WBTT Third Technical Person All courses required: Course Code Name: [MUST TAKE FIRST] PS Series Storage Array - An Introduction PSPR1013WBTT EqualLogic Technical or PS Series Storage Array Configuration, Operation and Management Compellent Top Gun Storage Architect Compellent Quote Center PSST1108WBTT or PSSC0109ILTT CSSAT0211WBTT CQCS0211WBTS Fourth Technical Person Choose 2 of the options below: Course Code Name: Option 1: PS Series Storage Array - An Introduction [MUST TAKE FIRST], and EqualLogic Technical or Dell Partner Sales Excellence Selling Storage PSPR1013WBTT and PSST1108WBTT or PSSC0109ILTT Option 2: Compellent Top Gun Storage Architect and Compellent Quote Center CSSAT0211WBTT and CQCS0211WBTS / Option 3: Dell PowerVault Storage DPVS1109WBTT Option 4: AppAssure Technical Overview APPT0512WBTT / Storage Demo Unit - Train to gain access to partnerdemo.dell.com After you've taken your storage technical training, please choose between the 2 demo options. Contact your TSR to purchase a demo unit or complete the following training requirements : Two Individuals Required Date Exam Passed Virtual Download Date First Person: PS Series Storage Array - Configuration, Operation and Management Second Person: PS Series Storage Array - Configuration, Operation and Management 22

23 Security Competency - Version Date [Feb 2014] Questions? Reach out to our Certified Partner Resource Team at EMEA_PartnerDirect_Certifications@Dell.com Networking Security Specialization Worksheet Preferred Partners: Two unique individuals complete sales training : Four unique individuals complete sales training Preferred First Sales Person All required courses: Course Code Date Exam Passed Name: Security Competency Overview SECC0913WBTS Dell SonicWALL Sales Training DSWS0512WBTS Second Sales Person All required courses: Course Code Date Exam Passed Name: Security Competency Overview SECC0913WBTS Dell SonicWALL Sales Training DSWS0512WBTS Third Sales Person All required courses: Course Code Date Exam Passed Name: Security Competency Overview SECC0913WBTS Dell SonicWALL Sales Training DSWS0512WBTS Fourth Sales Person All required courses: Course Code Date Exam Passed Name: Security Competency Overview SECC0913WBTS Dell SonicWALL Sales Training DSWS0512WBTS Preferred Partners: Two unique individuals complete technical training : Four unique individuals complete technical training Preferred First Technical Person All required courses: Course Code Date Exam Passed Name: Security Competency Overview SECC0913WBTS Dell SonicWALL Technical Training DSWT0512WBTT Second Technical Person All required courses: Course Code Date Exam Passed Name: Security Competency Overview SECC0913WBTS Dell SonicWALL Technical Training DSWT0512WBTT Third Technical Person All required courses: Course Code Date Exam Passed Name: Security Competency Overview SECC0913WBTS Dell SonicWALL Technical Training DSWT0512WBTT Fourth Technical Person All required courses: Course Code Date Exam Passed Name: Security Competency Overview SECC0913WBTS Dell SonicWALL Technical Training DSWT0512WBTT 23

24 Security Competency -- Version Date [Feb 2014] Questions? Reach out to our Certified Partner Resource Team at Identity and Access Management Specialization Worksheet Preferred Partners: Two unique individuals complete sales training : Four unique individuals complete sales training Preferred First Sales Person All required courses: Course Code Date Exam Passed Name: Security Competency Overview SECC0913WBTS Identity and Access Management Sales Training IAM0913WBTS Second Sales Person All required courses: Course Code Date Exam Passed Name: Security Competency Overview SECC0913WBTS Identity and Access Management Sales Training IAM0913WBTS Third Sales Person All required courses: Course Code Date Exam Passed Name: Security Competency Overview SECC0913WBTS Identity and Access Management Sales Training IAM0913WBTS Fourth Sales Person All required courses: Course Code Date Exam Passed Name: Security Competency Overview SECC0913WBTS Identity and Access Management Sales Training IAM0913WBTS Preferred Partners: Two unique individuals complete technical training : Four unique individuals complete technical training Preferred Partners First Technical Person All required courses: Course Code Date Exam Passed Name: Security Competency Overview SECC0913WBTS QuestOne Identity Manager (Dell One Identity Manager) Technical Training IDMA0913WBTT Total Privileged Access Management Value Proposition TPAV0913WBTT Second Technical Person All required courses: Course Code Date Exam Passed Name: Security Competency Overview SECC0913WBTS QuestOne Identity Manager (Dell One Identity Manager) Technical Training IDMA0913WBTT Total Privileged Access Management Value Proposition TPAV0913WBTT Third Technical Person All required courses: Course Code Date Exam Passed Name: Security Competency Overview SECC0913WBTS QuestOne Identity Manager (Dell One Identity Manager) Technical Training IDMA0913WBTT Total Privileged Access Management Value Proposition TPAV0913WBTT Fourth Technical Person All required courses: Course Code Date Exam Passed Name: Security Competency Overview SECC0913WBTS QuestOne Identity Manager (Dell One Identity Manager) Technical Training IDMA0913WBTT Total Privileged Access Management Value Proposition TPAV0913WBTT 24

25 Networking Certification Worksheet - - Version Date [Feb 2014] Questions? Reach out to our Certified Partner Resource Team at EMEA_PartnerDirect_Certifications@Dell.com Preferred Partners: Two unique individuals complete sales training : Four unique individuals complete sales training Preferred Preferred Partners First Sales Person Course required - Course Code Date Exam Passed Name: Option 1: Dell Data Center & Campus Networking DDCN0613WBTS Option 2: Dell Partner Sales Excellence Selling Servers and Networking SDSN0613ILTS Second Sales Person Course required - Course Code Date Exam Passed Name: Option 1: Dell Data Center & Campus Networking DDCN0613WBTS Option 2: Dell Partner Sales Excellence- Selling Dell Networking Solutions SDSN0613ILTS Third Sales Person Course required - Course Code Date Exam Passed Name: Option 1: Dell Data Center & Campus Networking DDCN0613WBTS Option 2: Dell Partner Sales Excellence- Selling Dell Networking Solutions SDSN0613ILTS Fourth Sales Person Course required - Course Code Date Exam Passed Name: Option 1: Dell Data Center & Campus Networking DDCN0613WBTS Option 2: Dell Partner Sales Excellence- Selling Dell Networking Solutions SDSN0613ILTS Preferred Partners: Two unique individuals complete technical training : Four unique individuals complete technical training First Technical Person Courses required: Course Code Date Exam Passed Name: Dell Networking S-Series Technical Overview FSTO1111WBTT Option 1: Dell FTOS Technical Highlights FTOS1111WBTT Option 2: Dell Networking FTOS Configuration and Operations Choose 2 options: Option 1: Dell Series Networking Switches Option 2: Dell Networking E-Series Technical Overview Option 3: Dell Networking C-Series Technical Overview Option 4: Dell Networking Z-Series Technical Overview FTFC0312ILTT Course Code DPCS1210WBTT FETO1111WBTT FCTO1111WBTT FZTO1111WBTT Second Technical Person Courses required: Course Code Date Exam Passed Name: Dell Networking S-Series Technical Overview FSTO1111WBTT Option 1: Dell FTOS Technical Highlights Option 2: Dell Networking FTOS Configuration and Operations Choose 2 options: Option 1: Dell Series Networking Switches Option 2: Dell Networking E-Series Technical Overview Option 3: Dell Networking C-Series Technical Overview Option 4: Dell Networking Z-Series Technical Overview FTOS1111WBTT FTFC0312ILTT Course Code DPCS1210WBTT FETO1111WBTT FCTO1111WBTT FZTO1111WBTT Third Technical Person Courses required: Course Code Date Exam Passed Name: Dell Networking S-Series Technical Overview FSTO1111WBTT Option 1: Dell FTOS Technical Highlights FTOS1111WBTT Option 2: Dell Networking FTOS Configuration and Operations FTFC0312ILTT Choose 2 options: Course Code Option 1: Dell Series Networking Switches DPCS1210WBTT Option 2: Dell Networking E-Series Technical Overview FETO1111WBTT Option 3: Dell Networking C-Series Technical Overview FCTO1111WBTT Option 4: Dell Networking Z-Series Technical Overview FZTO1111WBTT Fourth Technical Person Courses required: Course Code Date Exam Passed Name: Dell Networking S-Series Technical Overview FSTO1111WBTT Option 1: Dell FTOS Technical Highlights FTOS1111WBTT Option 2: Dell Networking FTOS Configuration and Operations FTFC0312ILTT Choose 2 options: Course Code Option 1: Dell Series Networking Switches DPCS1210WBTT Option 2: Dell Networking E-Series Technical Overview FETO1111WBTT Option 3: Dell Networking C-Series Technical Overview FCTO1111WBTT Option 4: Dell Networking Z-Series Technical Overview FZTO1111WBTT 25

26 Desktop Virtualization Solutions Worksheet -- Version Date [Feb 2014] Questions? Reach out to our Certified Partner Resource Team at Preferred Partners Preferred Partners: Two unique individuals complete sales training : Four unique individuals complete sales training First Sales Person Data Center (All courses required) Course Code Date Exam Passed Name: Storage Overview ISO1208WBTS Dell Server Basics DSB0109WBTS Client Computer (All courses required) Course Code Date Exam Passed Selling DVS Solutions SDVS1012WBTS Dell Wyse Overview WOS0712WBTS Dell End User Computing Domain Strategy EUC0612WBTS Sales Electives: (Choose 2 option below) Course Code Date Exam Passed Option 1: Dell EqualLogic Sales Training or Dell Partner Sales Excellence Selling Storage PSS0908WBTS / SES0511ILTS Option 2: Compellent Top Gun Storage Sales or Dell Partner Sales Excellence Selling Storage CSS0211WBTS / SES0511ILTS Option 3: Dell Blade Server Solutions (12th Gen) or Partner sales Excellence Selling Dell Servers and Networking DBSS0109WBTS / SDSN0613ILTS Option 4: Dell PowerEdge Tower and Rack Server Solutions (12th Gen) Option 5: Dell Data Center and Campus Networking Option 6: Dell and Citrix: Desktop Virtualization for Small and Medium Business DTRSS0309WBTS DDCN0613WBTS CTXS0114WBTS Second Sales Person Data Center (All courses required) Course Code Date Exam Passed Name: Storage Overview ISO1208WBTS Dell Server Basics DSB0109WBTS Client Computer (All courses required) Course Code Date Exam Passed Selling DVS Solutions SDVS1012WBTS Dell Wyse Overview WOS0712WBTS Dell End User Computing Domain Strategy EUC0612WBTS Sales Electives: (Choose 2 option below) Course Code Date Exam Passed Option 1: Dell EqualLogic Sales Training or Dell Partner Sales Excellence Selling Storage PSS0908WBTS / SES0511ILTS Option 2: Compellent Top Gun Storage Sales or Dell Partner Sales Excellence Selling Storage CSS0211WBTS / SES0511ILTS Option 3: Dell Blade Server Solutions (12th Gen) or Partner sales Excellence Selling Dell Servers and VRTX DBSS0109WBTS /SDSVRTX1013ILTS Option 4: Dell PowerEdge Tower and Rack Server Solutions (12th Gen) Option 5: Dell Data Center and Campus Networking Option 6: Dell and Citrix: Desktop Virtualization for Small and Medium Business DTRSS0309WBTS DDCN0613WBTS CTXS0114WBTS Third Sales Person Data Center (All courses required) Course Code Date Exam Passed Name: Storage Overview ISO1208WBTS Dell Server Basics DSB0109WBTS Client Computer (All courses required) Course Code Date Exam Passed Selling DVS Solutions SDVS1012WBTS Dell Wyse Overview WOS0712WBTS Dell End User Computing Domain Strategy EUC0612WBTS Sales Electives: (Choose 2 option below) Course Code Date Exam Passed Option 1: Dell EqualLogic Sales Training or Dell Partner Sales Excellence Selling Storage PSS0908WBTS / SES0511ILTS Option 2: Compellent Top Gun Storage Sales or Dell Partner Sales Excellence Selling Storage CSS0211WBTS / SES0511ILTS Option 3: Dell Blade Server Solutions (12th Gen) or Partner sales Excellence Selling Dell Servers and VRTX DBSS0109WBTS /SDSVRTX1013ILTS Option 4: Dell PowerEdge Tower and Rack Server Solutions (12th Gen) Option 5: Dell Data Center and Campus Networking Option 6: Dell and Citrix: Desktop Virtualization for Small and Medium Business DTRSS0309WBTS DDCN0613WBTS CTXS0114WBTS Fourth Sales Person Data Center (All courses required) Course Code Date Exam Passed Name: Storage Overview ISO1208WBTS Dell Server Basics DSB0109WBTS Client Computer (All courses required) Course Code Date Exam Passed Selling DVS Solutions SDVS1012WBTS Dell Wyse Overview WOS0712WBTS Dell End User Computing Domain Strategy EUC0612WBTS Sales Electives: (Choose 2 option below) Course Code Date Exam Passed Option 1: Dell EqualLogic Sales Training or Dell Partner Sales Excellence Selling Storage PSS0908WBTS / SES0511ILTS Option 2: Compellent Top Gun Storage Sales or Dell Partner Sales Excellence Selling Storage CSS0211WBTS / SES0511ILTS Option 3: Dell Blade Server Solutions (12th Gen) or Partner sales Excellence Selling Dell Servers and Networking DBSS0109WBTS / SDSN0613ILTS Option 4: Dell PowerEdge Tower and Rack Server Solutions (12th Gen) Option 5: Dell Data Center and Campus Networking Option 6: Dell and Citrix: Desktop Virtualization for Small and Medium Business DTRSS0309WBTS DDCN0613WBTS CTXS0114WBTS 26