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© Copyright 2017 Dell Inc. All Rights Reserved.
© Copyright 2017 Dell Inc. All Rights Reserved. | 2
Welcome to the Dell EMC Partner Program. We designed this entirely new Program with you and for you. You
havethefull weight ofDellEMC behindyoutoseizethesaleand winthemarketwith the industry’sbest-of-breed
solutionsportfolio,fromtheedgetothecoretothecloud.
The three core tenets of the Dell EMC Partner Program – Simple. Predictable. Profitable.TM – are
more than a tagline; they are our commitment to you, based on what partners around the world told us
they wanted from our new Program. They hold us accountable for delivering themost enviable, innovative and
desirable Programglobally.
We want to be an extraordinary partner. A partner you can trust, a partner you can win with, a partner
deliveringaworld-classportfoliothatwill help youdrivetop-lineand bottom-linegrowth.Oursuccess ismutually
dependent. Partners are an extension of us, of our sales team. Together, we can server our customers in
unparalleled ways. Together, we are ushering in digital transformations in a new era oftechnology.
Together, we will achieve theextraordinary.
JohnByrne
President – Global Channels, Dell EMC
We are committed to delivering a
Partner Program that is ...
Simple. Predictable. Profitable.
© Copyright 2017 Dell Inc. All Rights Reserved | 3
6 Guiding Principles
1Channel partners are integral to Dell EMC’s overall success in
delivering an excellent customer experience.
2Dell EMC commits to deliver a simple, predictable & profitable partner program.
3Sales engagement between Dell EMC and our Channel partners will include elements of Deal
Registration, joint territory/account planning and teaming agreements. These are designed
to build trusting, long-term relationships that result in satisfying our mutual customers.
4Dell EMC commits that conflict will be managed and resolved
with the highest level of prioritization and transparency.
5Dell EMC commits to offer comprehensive training and enablement
to our Channel partners for all Dell EMC solution offerings.
6Dell EMC commits to strengthening relationships with Distributors
to develop & enable a robust Partner Community.
WORKING WITH
DELL EMC
REQUIREMENTS
& BENEFITSOVERVIEW
RESOURCES
& TOOLS
Leadership positions in
15GartnerMagic
Quadrants
Driving outinefficiencyeverywhere
Delivering a superior long-term
value
Democratizing technology
for the benefit of all
CAPABILITY
COMPLEXITYCOST
Serving
98%
Fortune500
© Copyright 2017 Dell Inc. All Rights Reserved | 4
With
30,000full time customer
services & support
teammembers
Presencein
180countries
The world’s largest privately controlled
technology company with world class
enterprise sales andsupport
Delivering cutting-edge innovation
to the broadest set of customers globally
Dell EMC AdvantageUnparalleled Technology Leadership
Converged infrastructure
All Flash Storage
Total Storage Capacity
Cloud IT Infrastructure
Portfolio
Competencie
s
Solutions
Competencie
s
Service Delivery
Competencies*
Client
Solution
s
Core Client
Workstatio
ns
CloudClient-Computing
ClientServices
Storage Services
StorageData Protection Services
Data Protection
ConvergedInfrastructure
Converged Infrastructure
Services
Hybrid CloudPlatform
Infrastructure ITTransformationServices
Solutions
Server
DigitalTransformation
Server Services
Networking Networking Services
*Services Competencies are required to deliver services on select products but are not a requirement for Tier compliance.
RESOURCES
& TOOLS
WORKING WITH
DELL EMC
REQUIREMENTS
& BENEFITSOVERVIEW
Training & Competencies
Dell EMC offers training and
competencies with the flexibility to
specialize in certain Dell EMC solution areas.
Spanning sales, technical, services and
marketing, these trainings ensure each partner
has the appropriate knowledge and skillset to
meet their customers’needs.
• Individual and Company Recognition
• Same Training as Dell EMC
InternalTeams
© Copyright 2017 Dell Inc. All Rights Reserved | 10
By completing competencies, partners can benefit from increased sales due to greater
expertise with Dell EMC products and solutions. Additionally, as partners completemore
competencies, they will have the opportunity to progress to higher Program Tiers and
receive greater rewards along the way. Services competencies allow partners to build
services delivery capabilities at the product level.
RESOURCES
& TOOLS
WORKING WITH
DELL EMC
REQUIREMENTS
& BENEFITSOVERVIEW
Purchasing & Financing
With Dell EMC, simplicity and flexibility is at the forefront of what makes our program and our partners extraordinary. Depending on location, Solution Providers have two routes to purchase from Dell EMC: one is
in a direct capacity and the other through one of Dell EMC’s Authorized Distribution Partners.
Dell EMCis proud to partner with the most elite set of Distributors in the market.
Our Distributors span the globe, allowing us to grow and scale with our entire Solution Provider community.
Solution Providers who join the Dell EMC Partner Program will procure through one of Dell EMC’s
Authorized Distributors, who play a critical role in the onboarding process.
Visit dellemc.com/partner to find a Dell EMC Authorized Distributor in your country.
© Copyright 2017 Dell Inc. All Rights Reserved | 6
Configuration and Purchasing Tools*
Dell EMC offers a variety of configuration, quoting and purchasing capabilities tailored to meet your
procurementneeds.
Financial Services*
Dell Financial Services™ (DFS) is a technology financing company, providing full-service leasing and
financing solutions to distribution, channel partners and end users throughout North America and Europe,
financing six billion dollars annually. DFS can finance solutions sold by the Dell Technologies family of
businesses plus other non-Dell hardware, software and services, including your value-added services.
Dell EMC’s Working Capital Solutions (WCS)*
In partnership with leading financial institutions, Dell EMC offers extended payment terms and increased
credit capacity to enable our partners to grow their business faster.
*Some tools or services might not be available for Partners in all locations.
WORKING WITH
DELL EMC
REQUIREMENTS
& BENEFITSOVERVIEW
RESOURCES
& TOOLS
Partnering with Dell EMC Services
As customers embrace digital transformation, they look for partners who focus on delivering
outcomes through the rapid adoption and optimization of technologies, and the business-critical
systems supportingthem.
Dell EMC Services provides the flexibility on how you deliver services to customers.
© Copyright 2017 Dell Inc. All Rights Reserved | 7
In addition to choice, we provide multiple ways to improve your
profitability when you include services:
Supplementing your capabilities with Dell EMC Services helps you build deeper relationships,
provide greater value to customers, and grow your profitability.
Visit the Selling and Delivering Services section at dellemc.com/partner to learn more.
Resell Dell EMC Services
• Earn Rebates and bolster profitability
• Expand your service offerings with our
comprehensiveportfolio
• Leverage ourexpertise
Partner DeliveredServices
• Increase marginopportunities
• Enhance your services capabilities by
obtaining Service Delivery Competencies
• Access proven methods, tools and
bestpractices
RESOURCES
& TOOLS
WORKING WITH
DELL EMC
REQUIREMENTS
& BENEFITSOVERVIEW
Partner Portal
The Dell EMC Partner Portal provides access to the tools and resources you need, including:
• DealRegistration • Quoting & Purchasing
• Training & Competencies • Rebate and MDF Tracking
• Sales & Marketing Tools • Services & Support
For more information, visit dellemc.com/partner
© Copyright 2017 Dell Inc. All Rights Reserved | 8
WORKING WITH
DELL EMC
REQUIREMENTS
& BENEFITSOVERVIEW
RESOURCES
& TOOLS
TOOLS© Copyright 2017 Dell Inc. All Rights Reserved | 9
Sales Tools
Quick, easy access to essential tools and resources helps introduce new products to your customers,
gather core requirements, configure solutions, generate persuasive proposals and much more.
Enablement Centers
Close deals faster with helpful links to a comprehensive set of sales enablement resources including
Product, Solutions and Services Enablement Centers and SalesEdge Channel.
Proposal Tools
Generating persuasive proposals has never been easier with Dell EMC proposal-ready content and powerful
document automationcapabilities.
Customer Solution Centers
Global network of dedicated facilities that provide an end-to-end solution experience with exclusive access
to Dell EMC experts. Enabling you to strategize, architect, validate and build solutions that best meet your
customers’ business needs.
Calculators & Advisors
Generate more sales and improve productivity by equipping your staff with the latest product information,
messaging and positioning. From filling the pipeline, to making transactional sales and closing larger deals,
these solution-focused materials address every stage of the sales cycle.
RESOURCES
& TOOLS
WORKING WITH
DELL EMC
REQUIREMENTS
& BENEFITSOVERVIEW
© Copyright 2017 Dell Inc. All Rights Reserved | 16
Marketing Tools
Grow your business faster by taking advantage of Dell EMC’s full portfolio of marketing tools and
resources to drive increased awareness, generate leads, win customers and close moredeals.
Marketing Platform
Partners with limited resources can easily create and automate digital marketing via co-brandable, turn-key
solutions for web content syndication, email and social campaigns.
Find a Partner
Enabling customers to easily locate qualified Dell EMC partners to help solve their business problems. Drive
increased awareness for your company by updating your profile today.
Marketing Credential
Education designed to improve your Dell EMC marketing knowledge as well as industry trends and
best practices to enhance your marketing experience. (Note: Launching in May 2017)
Campaigns, Images, Branding
Access to hundreds of Dell EMC product and solution images, logos and campaign collateral for use
in your marketing initiatives.
LEADS
GET STARTED TODAY
dellemc.com/partner
#1 Claims, IDC WW Quarterly Q3 2016 Marketshare Figures
Simple. Predictable. Profitable. is a trademark of Dell Inc. This document is for informational purposes only. Dell reserves the
right to make changes to the Dell EMC Partner Program without prior notice.
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