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CLOUD SERVICE PROVIDERS AND STRATEGIC OUTSOURCERS
Simple. Predictable. Profitable.TM
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Welcome to the Dell EMC Partner Program. We designed this entirely new Program with you and for you. You
have the full weight of Dell EMC behind you to seize the sale and win the market with the industry’s best-of-breed
solutions portfolio, from the edge to the core to the cloud.
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 the most enviable, innovative and desirable
Program globally.
We want to be an extraordinary partner. A partner you can trust, a partner you can win with, a partner
delivering a world-class portfolio that will help you drive top-line and bottom-line growth. Our success is mutually
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 of technology.
Together, we will achieve the extraordinary.
John Byrne President – Global Channels, Dell EMC
We are committed to delivering a Partner Program that is ...
Simple. Predictable. Profitable.
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1Channel partners are integral to Dell EMC’s overall success in
delivering an excellent customer experience.
2 Dell EMC commits to deliver a simple, predictable & profitable partner program.
3 Sales 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.
4 Dell EMC commits that conflict will be managed and resolved
with the highest level of prioritization and transparency.
5 Dell EMC commits to offer comprehensive training and enablement
to our Channel partners for all Dell EMC solution offerings.
6 Dell EMC commits to strengthening relationships with Distributors
to develop & enable a robust Partner Community.
6 Guiding Principles
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OVERVIEW .............................................................................................................................................5
REQUIREMENTS & BENEFITS ........................................................................................................... 7
WORKING WITH DELL EMC .............................................................................................................. 11
RESOURCES & TOOLS .......................................................................................................................13
Table of Contents
Simple. Predictable. Profitable.TM
RESOURCES & TOOLS
WORKING WITH DELL EMC
REQUIREMENTS & BENEFITS
OVERVIEW
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Leadership positions in
20 Gartner Magic Quadrants
Driving outinefficiency everywhere
Delivering a superiorlong-term
value
Democratizing technology
for thebenefit of all
CAPABILITY
COMPLEXITYCOST
Serving
98% Fortune 500
With
30,000 full time customer services & support team members
Presence in
180 countries
The world’s largest privately-held technology company with world class enterprise sales and support
Converged infrastructure
Storage, both traditional and all-flash
Virtualized data center infrastructure
Secure business-class laptops
Cloud IT Infrastructure
Server Virtualization
Delivering cutting-edge innovationto the broadest set of customers globally
Dell EMC AdvantageUnparalleled Technology Leadership
RESOURCES & TOOLS
WORKING WITH DELL EMC
REQUIREMENTS & BENEFITS
OVERVIEW
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CLOUD SERVICE PROVIDERS & STRATEGIC OUTSOURCERS
SYSTEMS INTEGRATORS SOLUTION PROVIDERSOEMS DISTRIBUTORS
The Dell EMC Partner Program has multiple tracks for different Partner types. This guide is specific to the Cloud Service Providers and Strategic Outsourcers.
Our commitment is to continue enhancing the industry’s best and most
comprehensive portfolio, from the edge, to the core, to the cloud. Our
commitment to our partnership with you is stronger than ever. As our deeply valued
partners, we will continue to listen to what you need to be successful and are ready to
collaborate with you.
Thank you for your continued partnership. Let’s win big together.
Jay Snyder
SVP – Global Alliances, Service Providers and Industries
At Dell EMC, our mission is to create technologies that drive human progress. We are investing in the best products and
solutions to empower you, our Cloud Service Provider and Strategic Outsourcer partners, to increase your relevance with
customers. With your incredible expertise, and with our continued commitment to the customer, we are poised to guide
customers on their digital transformation journey and into the digital future together.
CLOUD SERVICE PROVIDER & STRATEGIC OUTSOURCERCLOUD SERVICE PROVIDER & STRATEGIC OUTSOURCER
CLOUD SERVICE PROVIDER & STRATEGIC OUTSOURCERCLOUD SERVICE PROVIDER & STRATEGIC OUTSOURCER
CLOUD SERVICE PROVIDER & STRATEGIC OUTSOURCERCLOUD SERVICE PROVIDER & STRATEGIC OUTSOURCER
RESOURCES & TOOLS
WORKING WITH DELL EMC
REQUIREMENTS & BENEFITS
OVERVIEW
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Gold Platinum Titanium
Annual Revenue Threshold l l l
Point-of-Sales Report Submission l l l
Partner Marketing Kit (various components) l l l
Designated Partner Point of Contact l
Assigned Marketing Manager l l
Assigned Alliance Manager l l
Co-Signed Annual Business Plan l l
For more information, see the Requirements and Benefits document for your region.
Program Tiers & RequirementsThe Dell EMC Partner Program Tiers each
have their own revenue thresholds and other
requirements, enabling partners to progress
beyond the entry level status. Partners who
don’t meet the minimum revenue threshold may
be eligible for the Authorized Partner status.
Authorized Gold Platinum Titanium
Partner Portal access including enablement tools, sales aids, and marketing campaign tools l l l l
Online Resources: Access to Dell EMC Developers CODE Network, Dell EMC Community Network l l l
Leverage Dell EMC Service Provider Logo and Branding l l l
Valuable solution training and Marketing Academy access l l l
Cloud Partner Connect Program Consideration l l l
Dell EMC Direct Sales Compensation l l l
Dell EMC Partner Finder Presence l l l
Proposal-Based Business Development Funds (BDF) l l l
Rebate Program rewarding performance, with Line-of-Business accelerators l l
Earned Business Development Funds (BDF) l l
Access to Technical Resources l l
Account Management / Joint Sales Planning l l
Access to PM/Engineering Leadership l
Compensation Uplift for Dell EMC Direct Sales l
Dell EMC Global Website Presence l
Individually-Designed Joint Marketing Campaigns l
Highest rebate potential and executive support l
RESOURCES & TOOLS
WORKING WITH DELL EMC
REQUIREMENTS & BENEFITS
OVERVIEW
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Tier BenefitsYou have the flexibility to choose where to invest, ultimately receiving rewards tied to your level
of commitment to the Dell EMC Partner Program. As your Tier progresses, so do your benefits.
Simple. Predictable. Profitable.®
RESOURCES & TOOLS
WORKING WITH DELL EMC
REQUIREMENTS & BENEFITS
OVERVIEW
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Line of Business IncentivesAdditional incentives are awarded for
meeting specific thresholds on Server,
Storage and Networking lines of business.
Base RebatesBase rebates reward Sell-In sales revenue on
eligible lines of business and are paid back to
dollar one with no caps.
Financial Benefits
To see more great program incentives, visit the Incentives page on the Partner portal.
Profitability is foundational to your business and a cornerstone of our program.
Platinum and Titanium Partners are eligible to earn these compelling incentives and rebates.
Dell EMC offers two kinds of Business Development Funds (BDF): Earned BDF and Proposal Based
BDF, both of which are funds that can be used on demand generation, training, events, and other
activities to strengthen your Dell EMC business.
Gold, Platinum and Titanium partners are eligible for proposal-based BDF, which is discretionary
funding available by proposals based on business needs. Platinum and Titanium partners are eligible
for Earned BDF, which is accrued marketing dollars based on your qualified revenue.
Business Development Funds (BDF)
RESOURCES & TOOLS
WORKING WITH DELL EMC
REQUIREMENTS & BENEFITS
OVERVIEW
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Training & CompetenciesDell EMC offers distinct, role-based training and competencies with the flexibility to
specialize in certain Dell EMC solution areas.
Spanning sales, technical, services, and
marketing, these competencies ensure each
partner has the appropriate knowledge and
skillset to meet their customers’ needs.
Portfolio Competencies
Services Competencies
Solutions Competencies
Infrastructure Solutions
Storage
Data Protection
Converged Infrastructure
Storage Deployment
Data Protection
Converged Infrastructure Deployment
Modular Infrastructure Deployment
IT TransformationIT Transformation
Digital TransformationServer PowerEdge Servers Deployment
Networking Networking Deployment
• Individual and Company Recognition
• Same Training as Dell EMC
Internal Teams
• Solutions and Cross-platform Selling
By completing competencies and training programs, partners can benefit from increased sales due to greater expertise with Dell EMC products and solutions.
RESOURCES & TOOLS
WORKING WITH DELL EMC
REQUIREMENTS & BENEFITS
OVERVIEW
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Purchasing & Financing
Purchasing and Configuration SolutionsDell EMC offers a variety of configuration, quoting, and purchasing capabilities tailored to meet your
procurement needs.
Financial ServicesDell Financial Services™ (DFS) is a technology financing company, providing full-service leasing and
financing solutions to Service Provider and Strategic Outsourcer partners and end users throughout North
America, Latin America and Europe.
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.
RESOURCES & TOOLS
WORKING WITH DELL EMC
REQUIREMENTS & BENEFITS
OVERVIEW
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Partnering with Dell EMC Services Dell EMC Services drive both the rapid adoption and the optimization of digital technologies
through a number of capabilities including Consulting, Deployment, Cloud, and Education services.
As a Cloud Service Provider or Strategic Outsourcer partner, you can work with us to resell these
services to your customers, or leverage our expertise when implementing our solutions in your own
data centers.
Dell EMC Global Services has services available for purchase to meet the unique needs of Cloud Service Providers and Strategic Outsourcers.
Supplementing your capabilities with Dell EMC Services helps you build deeper relationships, provide greater value to customers, and grow your profitability.
Dell EMC Packaged Enablement Services
• Storage as a Service and
Backup as a Service
• Includes reference
architectures and detailed
configurations
Dell EMC Cloud Consulting and Advisory Services
• Workload, application and
migration consulting
• Sell-to and Sell-through
services available for
purchase
Technology & Deployment Services
• Technology experts help
deploy systems with
greater speed, less effort
and more control
RESOURCES & TOOLS
WORKING WITH DELL EMC
REQUIREMENTS & BENEFITS
OVERVIEW
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Partner PortalThe Dell EMC Partner Portal provides access to the tools and resources you need, including:
• Rebate and BDF Tracking
• Training & Competencies
• Sales & Marketing Tools
• Quoting & Purchasing Tools
• Services & Support Resources
For more information, visit partner.dell.com
RESOURCES & TOOLS
WORKING WITH DELL EMC
REQUIREMENTS & BENEFITS
OVERVIEW
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Sales Tools
TOOLS
Quick, easy access to essential sales tools and resources to help you introduce new offerings to
customers, gather core requirements, configure solutions, and much more.
Customer Solution CentersGlobal 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.
Proposal ToolsGenerating persuasive proposals has never been easier with Dell EMC proposal-ready content and powerful
document automation capabilities.
Enablement CentersClose deals faster with helpful links to a comprehensive set of sales enablement resources
including Products and Solutions.
Calculators & AdvisorsGenerate 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 & BENEFITS
OVERVIEW
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Marketing ToolsGrow 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 more deals.
Partner Marketing PlatformPartners with limited resources can easily create and automate digital marketing via co-brandable, turn-key
solutions for web content syndication, email and social campaigns.
Partner LocatorEnabling 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 AcademyEducation designed to improve your Dell EMC marketing knowledge as well as industry trends and
best practices to enhance your marketing experience. (Note: not available until May 2017)
Campaign, Images, BrandingAccess to hundreds of Dell EMC product and solution images, logos, and campaign collateral for use
in your marketing initiatives.
LEADSMarketing Tools help drive leads.
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[Program/Product names used] are trademarks 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.