A valid reseller certificate An active company website An active account tied to the company domain. Two or more PartnerDirect certifications

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1 PartnerDirect Certification Certification requirements 1 at a glance Entry level for new Dell Partners, Dell Registered Partners receive strong foundation benefits, including opportunity registration, Dell sales team support and a core set of sales and marketing support materials from Dell. Existing and new Partners will continue to see the benefits of building a relationship with Dell and selling our award-winning products. A valid reseller certificate An active company website An active account tied to the company domain Dell Preferred Partners have completed certification requirements in one or more areas and are recognized as experts in key Dell offerings. In addition to Dell Registered Partner benefits, Dell Preferred Partners enjoy enhanced opportunity registration terms, individual and corporate sales incentives, field-based support and expanded access to Dell marketing materials and programs. Dell Registered Partner requirements, plus: One or more PartnerDirect certifications $200,000 minimum purchase during previous four rolling quarters (USD$ or equivalent, Dell For Partners who demonstrate the highest level of commitment to their customers and to Dell solutions, this level recognizes your excellence and expertise. Dell Premier Partner benefits include opportunities for rebates and rewards in certified areas, potential access to seed units, potential end customer leads and so much more. These Partners will receive the highest level of service from Dell. 1 Dell Registered Partner requirements, plus: Two or more PartnerDirect certifications One Dell Solutions training course completed $750,000 (U.S. Premier Partner) or $500,000 (Canada Premier Partner) minimum purchase during previous four rolling quarters (USD$ or equivalent, Dell enterprise 3 products only 2 ) PartnerDirect Premier Partner logo displayed on Partner s website

2 Dell Preferred Partner Requirements Choose your certification area and complete the following requirements Storage Certified 1 Sales Dell EqualLogic Sales (or SET1108ILTS) Compellent Top Gun Storage Sales 1 Sales (Choose 2 options below) Option 1: Dell EqualLogic Sales (or SET1108ILTS) Option 2: Compellent Top Gun Storage Sales and Option 3: Dell PowerVault Storage 1 Technical Dell EqualLogic Technical Compellent Top Gun Storage Architect 1 Technical (Choose 2 options below) Option 1: Dell EqualLogic Technical Option 2: Compellent Top Gun Storage Architect and Option 3: Dell PowerVault Storage Demo Unit 4 Server Certified 1 Sales (Choose 1 option below) Option 1: Dell Blades Server Solutions Sales Option 2: Sales Excellence Training 1 Sales (Choose 1 option below) Option 1: Dell Blades Server Solutions - Sales Option 2: Dell PowerEdge Tower & Rack Server - Sales Option 3: Sales Excellence Training 1 Technical (Choose 1 option below) Option 1: Dell Blades Server Solutions - Technical Option 2: Dell Blades Server Administration & Configuration 1 Technical (Choose 1 option below) Option 1: Dell Blade Server Solutions - Technical Option 2: Dell PowerEdge Server Solutions Option 3: Dell Blades Server Administration & Configuration Systems Management Certified 2 2 Sales 1 Dell KACE Sales 2 Technical 1 Dell KACE Technical 1 Dell KACE Demo Training (to be taken by 1 sales or 1 technical person)

3 Networking & Security Certified Option A 2 Sales Networking Basics (Sales) or equivalent industry/ vendor training The Junos OS Software Advantage (Sales) Choose 1 of the following electives: Enterprise Routing Sales Overview J-SRX Series, Dell PowerConnect Switching (Sales), Enterprise Switching Platforms, Dell PowerConnect Wireless Sales Training or Dell PowerConnect B-Series Sales Overview 2 Technical Networking Fundamentals Technical Training or equivalent industry/vendor training The Junos OS Highlights Choose 1 of the following electives: Enterprise Routing Technical Overview PowerConnect J-SRX Series, Dell PowerConnect LAN SAN Switching Solutions, J-EX Series Platform Technical Overview or Networking for EqualLogic iscsi Option B Membership in the Juniper Networks J-Partner Enterprise Solution Provider Program at either the Elite or Select level Managed Service Provider (MSP) Certified 3 Step 1. Contact Dell s MSP Specialist Team or USBLUS-sales@dell.com This initial conversation is a way for partners to learn more about the program and for Dell to make an initial evaluation of your business. Step 2. Upon deciding to pursue the MSP certification, your company must then follow either the new MSP or existing MSP path: New MSPs must purchase either the BusinessBuilder Administrator or BusinessBuilder Academy package from Dell. This is a collection of sales, marketing and technical training courses to help launch your MSP practice. Existing MSPs may purchase the BusinessBuilder Audit package from Dell. Three areas of MSP specialization are available to Partners: - Server/Network via the Dell Remote Infrastructure Monitoring (RIM) Platform - Desktop management via the Dell Distributed Device Management (DDM) Platform - A combination of both platforms so partners may provide managed services from desktop to datacenter Step 3. (For existing MSPs only) As part of the audit, one must be able to provide details of existing managed service offerings, preferably via your website. Also, the Partner must have at least one employee with one of the following industry certifications: MCSA, CCNA, ITIL Practitioner/ Manager, or similar. At least one person at your company must hold one of these certifications. Step 4. Take the MSP Operations and System Administration exams. These are multiple-choice exams and the passing score is 80%. All three packages in step 2 include this 4 1/2-day technical training at a Dell facility or online. (Travel and lodging expense not included.) This training prepares you for the exams, which are taken at the end of training. Note that Dell cannot guarantee that prospective partners who take the training will also pass the exams. Step 5. Maintaining your Certification To maintain your Dell MSP certification, your company must have at least 100 devices under management within the first year of earning Server/ Network MSP certification and/or 500 Desktop seats under management within the first year of earning Desktop MSP certification.

4 Dell Premier Partner Requirements Meets all sales and technical training and demo unit requirements for two or more Certification areas. 1 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 Intelligent Data Management $750,000 (U.S. Premier Partner) or $500,000 (Canada Premier Partner) minimum purchase during previous four rolling quarters (USD$ or equivalent, Dell enterprise 3 products only 2 ) A minimum of 4 unique people must complete the requirements 1 All U.S. partners that have met the following as of April 29, 2011, will be treated as Premier Partners through January 31, 2012: (a) completed two or more PartnerDirect certifications in Servers, Networking and Security, Storage, or KACE; (b) achieved revenue of at least $500,000 in Dell enterprise products or $1,000,000 in Dell-branded products during Dell s FY11 (only qualified purchases from Dell s U.S. Global Commercial Channel segment for resale to an approved end-user will be counted toward this requirement); and (c) completed Dell Solutions training course on or before April 29, Qualified purchases must be from Dell s Global Commercial Channel segment for resale to an approved end-user. Purchases from U.S. cannot be combined with purchases from Canada to meet this requirement. 3 Defined as Dell EqualLogic. EMC, PowerVault, PowerConnect, PowerEdge, KACE and Compellent products. 4 Purchase of EqualLogic or Compellent demo unit required. 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 5 If all eligibility requirements are met. 4

5 Benefits 5 of partnering Dell Registered Partners Dell Preferred Partners Dell Premier Partners One-stop online ordering and account management through the Partner Portal Potential rewards from Dell based on qualified purchases Flexible partner and customer financing programs Easy deal registration options with up to 10 concurrent registered deals Access to pre-configured, customerready solutions (Business Ready Configurations) High-value, low-cost training and certifications Pre- and post-sale Customer Care support Product information, collateral, and much more all available through the Partner Portal Access to Dell co-marketing materials Dell Registered Partner benefits, plus: Deal Registration: 120-day registration approval period, and up to 50 concurrent registered deals. Also, extended deal registration on Dell EqualLogic and Dell Compellent storage product opportunities. Line of Business Registration access Potential access to Dell-generated leads 21-day product return policy (limitations apply) 45-day payment terms (subject to credit approval) Assigned Channel Account Manager or an Inside Sales Team Partner Resource Desk access Potential access to seed units for customer demonstrations Access to Dell product image library Find a Partner listing on Dell.com Dell Preferred Partner benefits, plus: Rebates on Dell enterprise products revenue in certified areas Product Incentive Rebates (rebates vary by product groups) Deal Registration: 180-day registration approval period, and unlimited concurrent registered deals. Also, extended deal registration on Dell EqualLogic and Dell Compellent storage product opportunities Assigned Channel Account Manager (CAM) Case study collaboration Potential access to seed units for customer demonstrations (higher priority) Access to Field Marketing team support (higher priority) Dedicated Premier Partner support through Partner Resource Desk Take advantage of the many benefits of the Dell PartnerDirect program today! Questions? Contact the Certified Partner Resource Desk at Certified_PRD@dell.com or Dell, Inc. All rights reserved. 299_050511