Dell Channel PartnerDirect Distribution Programme Guide From December 2014 Valid for Austria, Belgium, Denmark, Finland, France, Germany, Italy, Netherlands, Ireland, Norway, Spain, Sweden, Switzerland and UK.
Partnering with Dell At Dell, we know the critical role that distributors play in our overall success. Helping to drive profitable opportunities for you is always a priority for us. The PartnerDirect Distribution Programme is key to achieving our mutual goals. Simple to use and engage with, the PartnerDirect Distribution Programme makes it easy for you to offer Dell s innovative, end-to-end solutions and provides the tools you need to connect with resellers and close the deals that drive us all forward. We re excited to share this updated programme guide with you. Not only does it walk you through the ins and outs of the programme, it clearly outlines the value and benefits to distributors. 01
Index 03 The Dell Advantage 05 The Dell difference 06 The Dell design philosophy 07 Why partner with Dell? 08 Dell s value to distributors 18 Online Solutions Configurator 19 Dell Performance Analysis and Collection Kit (DPACK) 20 PartnerDirect distribution training 21 Partner Lead Management Tool 22 Content syndication for distribution 23 Marketing support 09 Distributor benefits 10 Rebate programme 11 PartnerAdvantage reward programme 12 Sell Out Acceleration Program 24 Demand-generation activities for distributors 25 Demand generation 26 Dell Campaign Builder and Image Bank 27 Find a Distributor tool 13 Supporting distributors throughout the sales cycle 14 Deal and Line-of-Business (LOB) registration 15 Marketing Development Funds (MDF) programme 16 Dell Premier 17 Dell PremierConnect 28 To-distributor communications 29 PartnerDirect portal 30 Spotlight, the marketing activity guide 31 News on Demand plus My News and Events 32 Conferences and events 02
The Dell Advantage 03
The Dell Advantage One place for end-to-end solutions From hardware to software and services to support, Dell has a comprehensive portfolio of technology solutions. Engineered to work better together and to work with what customers already have Dell solutions are built and supported on a foundation of the industry s most innovative intellectual property. Why is it important? Not only can you offer customers systems and solutions that can solve their challenges, you have one source with a single point of accountability making everything easier to buy and support. 04
The Dell difference Our approach truly sets us apart from other technology providers and gives our customers: Optimised enterprise Business-class connected solutions Flexible, next-generation services Value-added software Servers Storage Networking Applications/workloads Data centre solutions Tablets Laptops Desktops Workstations Printers Proactive support, business process outsourcing (BPO), consulting, deployment App/cloud/managed Security Financing Data centre/cloud Data protection Information management Mobile workforce management Security 05
The Dell design philosophy While the innovation and value of Dell solutions are well known, they are not the only benefits of working with Dell. We make every step of ownership easier for the customer. Easier to buy From planning to purchase and consulting to support, we help customers to quickly see the value of their Dell solution. Easier to use By delivering comprehensive solutions with powerful capabilities, we simplify administration, reduce downtime and increase productivity. Easier to grow Offering scalable solutions that can turn IT challenges into business opportunity, we help customers adapt to whatever the future brings. 06
Why partner with Dell? 07
Dell s value to distributors By collaborating with our valued distributors and channel partners, we can merge our capabilities and deliver complete solutions that meet those customer needs. By partnering with Dell, you can take advantage of: Innovative end-to-end enterprise solutions Dell provides a one-stop shop for all elements of the enterprise focused on value, flexibility and ease of use. Engagement and simplicity This simple, effective programme and engagement model transfer focus to growing your business. The power of the Dell brand Do more by partnering with one of the most recognised brands in the world. Driving profitable customer opportunities for you is our highest priority. 08
Distributor benefits 09
Rebate programme When it comes to sales performance, Dell will be as committed to you as you are to us. Learn how easy it is to bolster your bottom line with our industry-leading rebate programme. Rewards distributors on quarterly sales performance Motivates through accelerators on performance and market breadth Guarantees a stable and simple programme to implement Tracks performance on a weekly basis to maximise pay out Offers timely payment after quarter close Visit PartnerDirect for more information. 10
Dell PartnerAdvantage reward programme There are many ways that the Dell PartnerAdvantage reward programme helps gain a competitive advantage. Individuals get recognised for their commitment to selling Dell products and solutions. They can also earn Dell PartnerAdvantage points, which can be exchanged for exciting rewards of their choice. For more information, visit www.dellpartnerincentives.com Note: Dell s PartnerAdvantage reward programme is managed and fulfilled by BI Worldwide. For some products, a company threshold applies. This is a growth target, which your company s sales must exceed for you to start earning PartnerAdvantage points. Programme availability, product eligibility and points values vary by country. Terms and conditions apply and you will need to agree to these before joining the reward programme. 11
Sell Out Acceleration Program (SOAP) If you need motivation to accelerate the sell out of units from your stocks, SOAP is it. This quarterly incentive gives distributors and sales forces that purchase through the distributors plenty of reasons to act. Quarterly target thresholds are built for the incentive. When reached, the winning companies that have agreed to the terms and conditions receive the relevant prizes. SOAP prizes follow the same pattern each quarter: a long weekend of training, networking and fun (abroad) accompanied by Dell staff.* The programme can also reward growth of the database purchasing through a distributor. For more information, reach out to your Dell field marketing team. *All rules/prizes may vary as per Dell s distributor strategy. 12
Supporting distributors throughout the sales cycle 13
Deal and Line-of-Business (LOB) registration Specific opportunities where end user, project, timeframe and budget have been identified can be real money-makers for your business if you handle them the right way. Our Deal and LOB registration can help you close the deal without any hindrance. Once an opportunity is approved, the distributor will obtain special pricing for a specific deal and Dell sales teams will not proactively pursue the same opportunity. Dell strives to notify distributors of its decision within two business days. For authenticated users, more information is available on the Deal and LOB registration page. 14
Marketing Development Funds (MDF) programme The PartnerDirect MDF programme provides eligible distributors with monetary funds in order to extend your marketing budget to market and sell Dell products and services. Quarterly sign-off of terms and conditions, including eligible activities, is mandatory for participation. MDF funds available up to a percentage of revenue achievement and/or fixed amounts. A quarterly marketing plan approved by a field marketing manager is mandatory to access the funding. Proof of execution and invoice for reimbursement are required. MDF information can be accessed through the MDF online tool. Visit PartnerDirect for more information. 15
Dell Premier web pages Premier.Dell.com is a secure, customisable procurement and support site designed to save your organisation time and money through all phases of IT product ownership. One-stop procurement A single, consistent platform ensuring access to your products and prices Easy tracking Real-time order status, online invoices and purchase history details Customised for you Quick and easy customisation of user access and your IT standards Scalable solution Integration with most enterprise resource planning (ERP) systems (Oracle, Ariba, SAP and more) at any time during deployment or sustainment For more information, visit www.dell.com/premier 16
Dell PremierConnect PremierConnect is Dell s B2B ecommerce solution designed to integrate your ERP system with your Dell catalogue. The result is seamless access to your Dell online catalogue and ordering via electronic purchase orders. Streamlined order processing Electronically automating your order processing reduces labor costs, boosts productivity and maximises your category spend management. Improved accuracy Reduce costs due to duplicates, errors and omissions found in traditional, manual-entry ordering processes. Increased compliance A user-friendly digital catalogue of approved configurations can significantly reduce expensive, unauthorised and off-contract spending. Reduced cycle time Cut the time it takes to receive ordered products with your direct-to-dell connection. For more information, visit www.dell.com/premierconnect 17
Online Solutions Configurator (OSC) The Online Solutions Configurator is a collaborative tool that helps you and your resellers create and customise Dell solutions through a unique self-service online experience. Configure validated enterprise solutions with Dell s product portfolio of over 400 products across servers, networking, storage, switches, rack infrastructures and more. Ready-made and customisable templates make the configuration process easier and faster. Collaborate with your account team and employees throughout the process to quickly get prices and produce a quote tailored to meet your customers requirements. For more information, visit the Solutions Configurator page. 18
Dell Performance Analysis Collection Kit (DPACK) DPACK is a simple and agentless method for gathering core requirements such as disk I/O (input/output), throughput, capacity and memory utilisation. DPACK produces an in-depth view of server workload and capacity requirements when preparing for a migration or hardware refresh. Use DPACK with your customers to demonstrate clearly where their systems may require additional resources. Get started DPACK is intended to be a lightweight assessment that is generally concluded in 24 hours or less, start to finish. Access to DPACK is easy! You can begin the process by downloading the OS specific collectors you need for your environment at this link: Dell.com/downloadDPACK Once unzipped you can just double click to begin adding remote servers. DPACK does not install, it simply runs in memory during the collection process. We recommend running DPACK from the most modern OS in your environment, for example Windows Server 2008 R2. Sample Output Summary For more information, visit the DPACK page. For more information or assistance you can contact DPACK_Support@Dell.com. 19
PartnerDirect distribution training Dell provides comprehensive training resources to help you build your business. Gain access to a variety of online and instructor-led training, ranging from partner certification to in-depth product, solutions and installation knowledge. Most training is in the form of online modules, which can be taken on-demand. Participation in Dell training programmes not only turns expertise into profit, but enables you to earn PartnerAdvantage points on specific training. Visit the Training and Competencies pages on PartnerDirect and explore: 1) The Dell Certified Partner Programme Guide 2) Dell Online Course catalogue 3) Dell Partner Learning Centre Certified Partner Program Guide Competencies, training, requirements and benefits Server Storage Security Worksheet View training Worksheet View training Networking Worksheet Data Protection At a glance Programme levels Benefits Premier Partner Contact us View training Desktop Virtualization Solutions Worksheet View training Systems Management View training and worksheets Cloud Services & Solutions View training and worksheets Information Management View training and worksheets View training and worksheets View training and worksheets May 2014 Note: This training is free of charge. For some instructor-led training leading to competency qualification there may be a charge. 20
Partner Lead Management Tool The Partner Lead Management Tool is a one-stop shop that provides a single point of access for all of your Dell lead information. Enables easy management of leads generated from your joint or co-branded campaigns or leads you may receive from Dell Provides a quick link to deal registration submission, so leads can be converted to deal registrations at the click of a button Visit PartnerDirect for more information. Note: Only available to Dell distributors, Preferred and Premier Partners or to partners included in the strategic programmes. Participation in lead-generation campaigns is dependent upon partner status, revenue thresholds, competencies achieved and partitipation in strategic marketing initiatives. 21
Content syndication for distribution Benefit from reliable, Dell-approved, time-tomarket product and solutions content distributed to your websites and applications through automated feeds of your choice. Dell syndicates product marketing content, including images and full marketing campaigns through major market partners. Visit PartnerDirect for more information. 22
Marketing support For assistance with both solution and LOB selling, turn to Dell field marketing managers. Dell field marketing managers and dedicated Dell sales representatives work in conjunction with you to create a joint go-to-market demand-generation strategy. Marketing planning sessions are implemented to understand your capabilities and focus areas for quarterly planning as well as to learn future growth opportunities to develop our partner relationship. Contact your distributor field marketing manager for more information. 23
Dell demand-generation activities for distributors 24
Demand-generation/marketing programmes From workshops to product demonstrations and solution testing to marketing campaigns, Dell has a variety of tools to help make your job easier. Solutions Showcase Technical, customer workshops hosted by you, supported with content, presenters and promotional materials from Dell Demo Centre Anywhere, anytime access to a suite of hosted demos. Dell Demo Centre is a cloud platform providing you with a range of solution demonstrations from across the Dell portfolio. Dell Solutions Centre A global network of state-of-the art labs that enable customers to explore, develop and test solutions Demand Generation Centre Helping distributors bring their lead-generation campaigns to life Visit PartnerDirect for more information. 25
Dell Campaign Builder and Image Bank Let Dell help you create the tools you need to roll out co-branded campaigns that are on-message and can drive your business. Campaign Builder helps you create your own marketing campaigns for Dell products and services, showing your company branding and individual calls to action (CTAs). Leverage pre-produced assets and just add your company logo, contact details and CTAs or select approved Dell images and positioning copy that you can insert into your company s own marketing material. Assets include copy blocks, banners, brochures, email templates, marketing guides and more. All assets are aligned to Dell s marketing roadmap and follow Dell Brand guidelines. For more information, visit www.dellcampaignbuilder.com 26
Find a Distributor tool Make it easy for resellers who need solutions to find you with Dell s Find a Distributor tool. Provides partners the ability to locate a Dell distributor by geography and/or competency Promoted on the PartnerDirect portal For more information, visit the Find a Distributor tool 27
Dell to-distributor communications 28
PartnerDirect portal PartnerDirect is the Dell portal dedicated specifically to partners and distributors enrolled in our PartnerDirect programme. As well as product and solutions information, you ll find tools to help you build marketing campaigns and produce accurate quotes and configurations, as well as details of our training tracks and resellers competency business development paths. Visit PartnerDirect for more information. Note: Access to some tools and content is dependent on distributor eligibility. Login is also required for some content. Your login details are provided to you upon registration into the PartnerDirect programme. PartnerDirect programme benefits and requirements vary from country to country. 29
Spotlight: the marketing activities guide This new quarterly online magazine serves as a single source for all marketing activities, as well as Dell strategy, to get you the information and tools you need to help you close your next deal. To download a PDF of the magazine click here. 30
News on Demand plus My News and Events News Preference Centre Tell us what news you want and when you want to get it. Select your areas of interest and choose whether you want weekly, bi-weekly, monthly or on-demand news. Tell us your job title too, so we can tailor content even more closely. News on Demand Our PartnerDirect newsletter provides the latest updates on partner campaigns, new assets, including co-brandable brochures and copy blocks, plus all the latest news on Dell solutions, innovations and products. My News and Events archive Our news archive enables you to read at your leisure. Stay up to date with articles you may have missed and search past articles using keywords. Find out what events, webinars and training courses are taking place and register. If you ve missed a live webinar you can watch it on demand. These webinars are free to attend and offer a great opportunity to learn more about Dell solutions. Visit PartnerDirect for more information. 31
Conferences and events Dell runs events and webinars to share our strategic direction, technological innovations, and product and solutions roadmaps. We also use these opportunities to listen to our distributors and channel partners and learn how we can best equip and enable them. We hope you join us at these upcoming and ongoing events: EMEA Solutions Conference and Distributor Forum: Gather insights on our programmes and on our enterprise solutions strategy, as well as network with peers and Dell executives. Marketing Advisory Council Share best practices, discuss marketing needs and exchange views. (EMEA-wide, country-specific and by invitation) Partner Advisory Council Discuss Dell Channel strategic initiatives and listen to feedback. (EMEA-wide, country-specific and by invitation, dependent on council membership criteria) Dell World: Gain insights into key industry trends, engage with industry visionaries, exchange ideas and learn how Dell is evolving to deliver the solutions of tomorrow. Dell Enterprise Forum: Network with peers at this forum designed specifically for Dell Enterprise customers and channel partners. Dell Solutions Tour: Learn about end-to-end Dell solutions at this in-country, hands-on expo and demo. Attend training, technical and sales-related events including webinars that help partners to win with Dell. 2014 Dell Inc. All rights reserved. Dell and the Dell logo are trademarks or registered trademarks of Dell Inc. Dell s PartnerDirect programme is evolving and growing as our partner and distributor base expands. Information in the guide is correct at the time of publication (December 2014) but is subject to change without notification and varies from country to country and by partner level. Please visit the PartnerDirect website for more detailed information. 32