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95% OF FEDERAL GOVERNMENT AGENCIES DO BUSINESS WITH DELL.
Our Goal Is Your Success At Dell, we’re committed to simplifying IT. We work hard to develop
and provide the technology and solutions that can allow you to
concentrate on the specialized services and technology your
customers demand.
OUR COMMITMENT TO YOU 2WHAT DELL CAN DO FOR YOUR BUSINESS
HIGH-POWERED TECHNOLOGY SOLUTIONS 3OFFERING FUNCTIONALITY AND SCALABILITY
HELPFUL CUSTOMER TOOLS 4HELPFUL TOOLS AND ENERGY EFFICIENCY INFORMATION
BENEFICIAL RESOURCES 5A WEALTH OF INFORMATION FOR YOUR BOTTOM LINE
GETTING DOWN TO BUSINESS 7MAXIMIZING YOUR RELATIONSHIP WITH DELL
CERTIFIED PRACTICE AREA 8BECOMING CERTIFIED AS A FEDERAL PARTNER
Use these pages as a brief overview of the benefits you can receive by
working with Dell and Dell PartnerDirect, and learn how we can help simplify
your customers’ IT.
Dell was #1 on the GSA schedule and #15 on Washington Technology’s Top 100 in 2007.
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OUR COMMITMENT TO YOU
A VALUABLE RELATIONSHIP
At Dell, we believe your customers deserve expertise and accountability at every step throughout implementation of their technology — and beyond.
First-Rate Accountability
Direct engagement is the difference. From planning and purchasing to ongoing
support, Dell PartnerDirect offers comprehensive accountability.
Open, Relevant Technology
Dell collects feedback on the most important issues affecting IT today. That’s
how we are able to deliver technology to your customers that offers functionality,
scalability, and interoperability.
Sustained Execution
The entire PartnerDirect business philosophy is built around creating a partnership
you can count on through sustained execution. Our global presence, unwavering
commitment to quality, and strong focus on relationships allow us to help you meet
the needs of your customers.
“Dell understands the value of partnering. They recognize the value to the customer and they’re constantly evolving their program to better benefit their partnerships.”
- Gino Antonelli
Executive Vice President
INTELLIGENT DECISIONS
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HIGH-POWERED TECHNOLOGY SOLUTIONS
CLIENT SYSTEMS AND ENTERPRISE SOLUTIONS
From client systems to complete enterprise solutions, Dell product lines are designed for functionality and scalability and include numerous Energy Star® 4.0-compliant and EPEAT™-registered options.
Laptops
Dell™ Latitude™
Built for speed, mobility, connectivity,
and longevity
Dell Precision™ Mobile Workstation
The ultimate in mobile capability, with powerful processors and
high-end performance
Desktops Dell OptiPlex™
Flexible technology with energy-efficient features
Dell Precision Workstation
Built for your most demanding workstation
workloads
Storage Dell PowerVault™
From Dell PowerVault to Dell EqualLogic™
iSCSI and EMC™ storage solutions, Dell can
provide the versatility and features to help
reduce enterprise management complexity.
Servers Dell PowerEdge™ Servers and Blades
Designed for maximized power efficiency and performance per watt
The PowerEdge M1000e blade system provides up to 19%
more energy efficiency than HP and up to 12% more energy
efficiency than IBM. The M1000e also provides up to 25% better
performance/watt than HP, and up to 29% better performance/
watt than IBM.1
1 Based on Principled Technologies report SPECJbb2005 performance and power consumption on Dell, HP,
and IBM blade servers commissioned by Dell in December 2007.
Dell recommends Windows Vista® Business.
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HELPFUL CUSTOMER TOOLS
CHOOSING DELL AS YOUR IT PARTNER IS THE SMART ANSWER
At Dell, we make sure our relationship with your organization is as productive, profitable, and painless as possible. We’ve developed the following online tools as simple ways to help your customers make the right purchasing decisions for their IT environments.
Energy Calculators
Dell’s online energy calculators can help your customers plan
for effective implementation of client systems
and servers.
DELL.COM/EnergyCalculators
Server Advisor Help your customers make the right server decision based on
their specific needs.
DELL.COM/ServerAdvisor
Data Center Capacity Planner Give your customers configuration-based estimates for power,
cooling, airflow, weight, and other useful information.
DELL.COM/DataCenterPlanner
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BENEFICIAL RESOURCES
A WEALTH OF BENEFICIAL RESOURCES DESIGNED TO HELP YOUR BOTTOM LINE
Partner Portal Our Partner Portal offers easy ways to interact
with Dell and other Partners by providing secure
access to everything from marketing materials and
Deal Registration to community forums. With your
one-stop shop, you can configure Dell products,
track shipments, and review purchasing histories.
The comprehensive Partner Portal is an online experience built for you. You can
access exclusive online resources that can enhance the way you do business.
Deal Registration
Our easy-to-use Deal Registration program can help protect your efforts in
securing new sales opportunities. By using our Partner Relationship Management
(PRM) tool, you can identify opportunities you are actively pursuing. After it is
submitted and approved, the deal can be protected against direct sales efforts
at Dell.4 To ensure privacy, access to our PRM tool is limited to only those with a
need-to-know status.
Dell Logo Usage
To help promote your business and drive growth, we provide various marketing
materials and Dell product brochures. In addition, you get access to approved
Registered Partner and Certified Partner logos to help communicate your
relationship with Dell.
4 Please go to Deal Registration Terms and Conditions for complete terms.
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Financing Options
We make it easier for you to get the technology you need by providing a range
of financing alternatives for Partners, including credit terms, flooring, and a
revolving line of credit. For more specifics, including expanded terms for Certified
Partners, contact your Dell sales representative.
Dell ProSupport We understand how your profitability depends on your success in selling high
value services. When the situation calls for it, PartnerDirect can help you with
dedicated channel services, giving you the option to hand off certain service
elements to us. Dell ProSupport was designed to help address the technology
challenges you and your customers face today, and offers:
Expertise for specialized applications and technology such as ■■
virtualization, systems management, Microsoft® Exchange, and more
Proactive problem-avoidance services to help ensure you achieve ■■
maximum uptime
Rapid response to help reduce unplanned downtime ■■
Tech-to-tech support with Fast-Track Dispatch for certified IT professionals■■
Dell ProSupport gives you a choice in service models based on who you are, the
way you use technology, and how you want to distribute resources. To learn more
about Dell ProSupport for IT or Dell ProSupport for End-Users, contact your Dell
sales representative.
Exclusive Partner Support PartnerDirect helps ensure you and your customers have the best experience
possible with 100% dedicated Sales and Customer Care. This includes access to
inside and outside sales support, a dedicated toll-free number for order questions,
certified Dell IT technicians, and an improved asset tag transfer process.
To learn more about Deal Registration, ProSupport, or any of our Partner resources, visit DELL.COM/Partner
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GETTING DOWN TO BUSINESS
HOW TO MAXIMIZE YOUR DELL PARTNERSHIP
Our goal is to make it easy for you to stay up-to-date on both your orders and the latest Dell products.
Quoting And Ordering
When ordering from Dell, your first stop should be your Premier Page for a quote
and initial pricing. This user-friendly site can give you secure, 24/7 access to the
account information you need.
To access the online portal, visit PREMIER.DELL.COM
If you are quoting a large deal of items not available on your Premier Page, please
submit requests to the Special Pricing request mailbox: [email protected]
Placing An Order Fax (Orders): 1-866-672-3521
To order an e-quote, visit DELL.COM/Fed/qto
Product Training
For our Partners with signed agreements, we offer product training. The training is
offered quarterly and provides a baseline of product information, as well as details
on future products coming from Dell.
Customer Care and Customer Service
Contact Customer Care for all non-pricing, non-quoting issues and questions.
If you have any additional questions about your order after it has been placed,
please contact Customer Service at:
DELL.COM/Public-Ecare
or call 1-866-931-3355, option 4
“Our entire 9-1-1 infrastructure needed to be overhauled, and because we are dealing with people’s lives there was no room for error. We had never done this before, so we were looking for a turnkey solution.”
- Don Evans Information Systems Director City of Baton Rouge
To begin bringing success to your customers, contact your Dell Partner Representative today or visit DELL.COM/Partner
Dell cannot be held responsible for errors in typography, photography, or omissions. TRADEMARKS: Microsoft
and Windows Vista are trademarks or registered trademarks of Microsoft Corporation in the United States
and/or other countries. © 2008 Dell Inc. One Dell Way, Round Rock, TX 78682.
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CERTIFIED PRACTICE AREA
EXCLUSIVE BENEFITS FOR FEDERAL GOVERNMENT PARTNERSCertified Practice Area: Federal
It’s no surprise that Dell was #1 on the GSA Schedule and #15 on Washington Technology’s
Top 100 in 2007 — and we wouldn’t be there today without the help of our key Partners.
Dell’s Federal Partner Program gives Federal Government Agencies a way to acquire the
Dell products they have come to rely on and still meet their objectives. Dell’s Federal
Partner Program offers opportunities in three tiers.
Registered Partners have access to Dell-branded software and peripherals products at
fixed discounts, with additional discounts available for registered opportunities.
Our Certified Federal Partners must meet several criteria as well as complete the
Enterprise Foundations training. Certified Partners have access to all Registered Partner
benefits and a number of additional program features and volume/contract-specific
discount schedules.
Dell’s Certified LOS program provides a letter of supply for a select number of partners
who have made a commitment to carry Dell on their GSA Schedule 70.
Together with Certified Partners, we believe we can Simplify IT, helping federal customers
reach total cost of ownership (TCO) and return on investment (ROI) goals — which, in the
end, means we all succeed.
Why Certify In Federal?
Access to some of the industry’s best solutions and products — 95% of ■■
Federal Government Agencies have done business with Dell
Our innovative solutions and award-winning products can maximize your ■■
business opportunities
Enjoy the expanded benefits that are only available to Certified Partners■■
Certification Requirements
Becoming a Dell Certified Federal Partner involves meeting the following requirements:
Completion of the Enterprise Foundations Training Program■■
Maintain at least one Industry Certification (MCSE, Cisco Silver+, etc.) ■■
Maintain at least one Federal Government GWAQ Contract■■
Maintain at least two of the following:■■
10 or more employees supporting the Federal Government■■
Individual Security Clearance■■
Facility Clearance■■
Available Credit: >$1M or floor planning■■
$2.5M in Dell Annual Federal Spend■■
To apply to become a Federal Certified Partner, complete the application at
DELL.COM/Partner and mail to [email protected]