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Server Storage Security
NetworkingDesktop Virtualization Solutions
Cloud Services & Solutions
Data Protection Systems ManagementInformation Management
Certified Partner Program Guide
Competencies, training, requirements and benefits
September 2013
Why
Dell PartnerDirect has been recognised with
37 awards.
One programme
certify with Dell?
potential for growth.
The higher your status,
Deal registration protection
Find A PartnerCustomers can locate you
Certified Partner Resource Desk
the more…
Partner benefits
CRN (U.S.) “Most Influential Executive 2012”
Michael Dell
CRN (U.S.) “Top Channel Sales Leader 2012”
Greg Davis
Enabling you to sell end-to-end and point solutions
Partners holding multiple competencies can grow four times faster than partners with only one competency.
Choice
Simplicity
Flexibility
Thanks to you, Dell Channel represents
$ $ $ $ $ $ $ $ $ $
37%
of Dell’s global commercial business.
for free.
To find out more, check out partnerdirect.dell.com
You can complete competency training requirements$
3%
46%
Management
M
anag
em
ent
Data based on Dell’s fiscal year 2013 results.
U.S. CRN’s 2012 “Best Companies to Partner With”:
Dell and SonicWALL™
$$$
120days
180days
60days
$$$
Management
M
anag
em
ent
St
orage
Server
System
s N
etw
orki n
g
Info
rmat
ion
Data Desktop
Cloud Services
Secu
rity
Pro
tection Virtualization & Solutions
207,000 training courses completed
More than
Award-winning, end-to-end solutions
from one vendor
53% growth year over year
Solutions
competenciesNine
enable cross-selling and upselling opportunities.
Concierge for Preferred and Premier Partners
Why
Dell PartnerDirect has been recognised with
37 awards.
One programme
certify with Dell?
potential for growth.
The higher your status,
Deal registration protection
Find A PartnerCustomers can locate you
Certified Partner Resource Desk
the more…
Partner benefits
CRN (U.S.) “Most Influential Executive 2012”
Michael Dell
CRN (U.S.) “Top Channel Sales Leader 2012”
Greg Davis
Enabling you to sell end-to-end and point solutions
Partners holding multiple competencies can grow four times faster than partners with only one competency.
Choice
Simplicity
Flexibility
Thanks to you, Dell Channel represents
$ $ $ $ $ $ $ $ $ $
37%
of Dell’s global commercial business.
for free.
To find out more, check out partnerdirect.dell.com
You can complete competency training requirements$
3%
46%
Management
M
anag
em
ent
Data based on Dell’s fiscal year 2013 results.
U.S. CRN’s 2012 “Best Companies to Partner With”:
Dell and SonicWALL™
$$$
120days
180days
60days
$$$
Management
M
anag
em
ent
St
orage
Server
System
s N
etw
orki n
g
Info
rmat
ion
Data Desktop
Cloud Services
Secu
rity
Pro
tection Virtualization & Solutions
207,000 training courses completed
More than
Award-winning, end-to-end solutions
from one vendor
53% growth year over year
Solutions
competenciesNine
enable cross-selling and upselling opportunities.
Concierge for Preferred and Premier Partners
What’s in it for you?Since the inception of the 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 solutions. It has been
proven the most vested and committed partners who
complete multiple competencies get more rewards.
How to use this guideThink of this guide as a tool to walk you through the
competencies, training, requirements and benefits.
Start here1. Review programme levels and overview chart on page 3.
2. Schedule a call with your Dell account team member
or a Dell Certified Partner Program team member 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
Dell Certified Partner Program team member.
4. Complete all required training and, if applicable, demo
requirements. Once these are complete, the Dell
Certified Partner Program 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
Competencies, training, requirements and benefits
Click to learn more
2
Se
rvice
pro
vide
r pro
gram
me
Advanced competency or more than two competencies, electives solutions course, Premier Partner revenue target and required individuals*
Breadth of competencies(HW/SW, multi-HW or multi-SW)
Multiple competencies
Depth of technical skills(HW/SW)
Advanced competency
Premier Partner
Preferred Partner
Registered Partner
*Premier Partners: Eight unique individuals (four sales and four technical)
**Preferred Partners: Four unique individuals (two sales and two technical)
PartnerDirect has three levels. Let’s start from the top and give you a glimpse of the requirements.
Server
Networking
SecurityStorage
Desktop Virtualization Solutions
Cloud Services & Solutions
Systems Management
Data Protection Information Management
Entry level for new Dell partners
• A valid reseller certificate
• An active company website
• An active email account tied to the company domain
One or more competencies, Preferred Partner revenue target and required individuals**
3
Software (SW)Hardware (HW)
Programme levels and overview
Programme levels and requirements
4
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.
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$50,000 of annual revenue for the products within that specialisation only. The partner is not required to complete training for the entire competency and its multiple specialisations.
Security Competency: Network Security Specialization, Identity and Access Management Specialization
Systems Management Competency: Client Management Specialization, Windows Server Management Specialization, Performance Monitoring Specialization, Virtualization and Cloud Specialization
** Purchases from UK, DE, FR cannot be combined with purchases from ROE to meet this requirement.
Certain amounts may not be included in calculating a partner’s annual sales revenues for purposes of meeting the applicable partner revenue requirements unless otherwise provided in a separate written agreement between you and Dell or under the terms and conditions of the applicable written Dell incentive program. Such amounts may include: (i) sales or license revenues for Dell hardware or software purchased from a third party; (ii) sales or license revenues or other fees from the partner’s sale of services, including without limitation support and maintenance services; (iii) sales or license revenues for which the partner is not the seller or licensor of record (referral fee amounts); or (iv) sales or license revenues for Dell hardware or software purchased for Partner’s own use, including without limitation service provider fees. For the sake of clarity, Subsection (i) above does not apply to Wyse or SonicWALL partners who have received written notice from Dell to the contrary. Unless otherwise indicated, all amounts are in USD$.
Premier Partner
Preferred Partner
Registered Partner
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
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 Dell channel development manager (CDM) Higher priority
Access to Certified Partner Resource Desk (where available) Higher priority
Access to field marketing team support Higher priority
“Find a Partner” listing on http://partnerdirect.dell.com
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 Dell-generated leads
Partner of the Year Awards
BenefitsThe most vested get more rewards.
5
*Does not apply to software. ** Software partners only.
60-day registration approval period
120-day registration approval period
180-day deal registration on storage product opportunities for Storage Competency partners
180-day registration approval period
Storage
Server
Systems Management
Networking
Security
Cloud Services & Solutions
Desktop Virtualization Solutions
Data Protection
Information Management
Sales
See training headcount requirement on page 4
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 AppAssure™ Sales – APP0412WBTS
Technical
See training headcount requirement on page 4
Two/four technical individuals
(Both courses required)
• Dell Blade Server Solutions – Technical – DBSSTT0409WBTT
• 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
Server Competency
6
Storage
Server
Systems Management
Networking
Security
Cloud Services & Solutions
Desktop Virtualization Solutions
Data Protection
Information Management
Storage Competency
Sales
See training headcount requirement on page 4
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
See training headcount requirement on page 4
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
(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
See revenue requirements on page 4
7
Storage
Server
Systems Management
Networking
Security
Cloud Services & Solutions
Desktop Virtualization Solutions
Data Protection
Information Management
Network Security Specialization
Sales
See training headcount requirement on page 4
Two/four sales individuals
(Both courses required)
• Security Competency Overview – SECC0913WBTS
• Dell SonicWALL™ Sales Training – DSWS0512WBTS
Technical
See training headcount requirement on page 4
Two/four technical individuals
(Both courses required)
• Security Competency Overview – SECC0913WBTS
• Dell SonicWALL Technical Training – DSWT0512WBTT
Identity and Access Management Specialization
Sales
See training headcount requirement on page 4
Two/four sales individuals
(Both courses required)
• Security Competency Overview – SECC0913WBTS
• Identity and Access Management Sales Training –
IAM0913WBTS
Technical
See training headcount requirement on page 4
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
Security Competency
8
Storage
Server
Systems Management
Networking
Security
Cloud Services & Solutions
Desktop Virtualization Solutions
Data Protection
Information Management
Sales
See training headcount requirement on page 4
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
See training headcount requirement on page 4
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
• 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
Networking Competency
9
Storage
Server
Systems Management
Networking
Security
Cloud Services & Solutions
Desktop Virtualization Solutions
Data Protection
Information Management
Sales
See training headcount requirement on page 4
Two/four sales individuals
Data centre
(Both courses required)*
• 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)
• 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
See training headcount requirement on page 4
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
Desktop Virtualization Solutions Competency
10
*If a partner holds Preferred or Premier status in the Server, Storage and/or Networking Competencies the corresponding courses will be waived.
Storage
Server
Systems Management
Networking
Security
Cloud Services & Solutions
Desktop Virtualization Solutions
Data Protection
Information Management
11
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 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
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
Sales
See training headcount requirement on page 4
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
See training headcount requirement on page 4
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 & Solutions Competency
Storage
Server
Systems Management
Networking
Security
Cloud Services & Solutions
Desktop Virtualization Solutions
Data Protection
Information Management
Data Protection Competency
Sales
See training headcount requirement on page 4
Two/four sales individuals
(All courses required)
• Data Protection Competency Overview – DAPR0913WBTS
• AppAssure Sales Overview – APP0412WBTS
• NetVault™ Sales Training – NETS0913WBTS
• vRanger™ Sales Training – VRANS0913WBTS
Technical
See training headcount requirement on page 4
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
12
Storage
Server
Systems Management
Networking
Security
Cloud Services & Solutions
Desktop Virtualization Solutions
Data Protection
Information Management
Systems Management Competency
Client Management Specialization
Sales
See training headcount requirement on page 4
Two/four sales individuals
(All courses required)
• Systems Management Competency Overview – SYSM0913WBTS
• KACE™ Sales Training – KST0410WBTS
• Introduction to User Workspace Management
Products – DAUS0913WBTS
Technical
See training headcount requirement on page 4
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
Windows Server Management Specialization
Sales
See training headcount requirement on page 4
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
• Recovery, Administration & Automation Sales Training – RAAU0913WBTS
• Development & Customization (SharePoint® Management) Sales Training – DEVC0913WBTS
• Application Readiness Sales Training – ARED0913WBTS
Technical
See training headcount requirement on page 4
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
Revenue requirements
See revenue requirements on page 4
13
Storage
Server
Systems Management
Networking
Security
Cloud Services & Solutions
Desktop Virtualization Solutions
Data Protection
Information Management
Systems Management Competency
Performance Monitoring SpecializationComing in November 2013
Sales
See training headcount requirement on page 4
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
See training headcount requirement on page 4
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 SpecializationComing in November 2013
Sales
See training headcount requirement on page 4
Two/four sales individuals
(All required courses)
• Systems Management Competency Overview – SYSM0913WBTS
• vRanger Sales Training – VRANS0913WBTS
• Foglight for Virtualization Sales Training – VFOS1113WBTS
Technical
See training headcount requirement on page 4
Two/four technical individuals
(Required course)
• Systems Management Competency Overview – SYSM0913WBTS
(Choose one option below)
• 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
Storage
Server
Systems Management
Networking
Security
Cloud Services & Solutions
Desktop Virtualization Solutions
Data Protection
Information Management
15
Information Management Competency
Database Management Specialization
Sales
See training headcount requirement on page 4
Two/four sales individuals
(All courses required)
• Information Management Competency Overview – INMA0913WBTS
• Toad™ Sales Training – TOAS0913WBTS
• SharePlex™ Sales Training – SPLX0913WBTS
Technical
See training headcount requirement on page 4
Two/four technical individuals
(Both courses required)
• Information Management Competency Overview – INMA0913WBTS
• Toad Technical Training – TOAT0913WBTT
Revenue requirements
See revenue requirements on page 4
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
16
Partners holding multiple competencies can grow four times faster than partners with only one competency.