2013

State and future of Dell's Channel business

Cheryl Cook Vice President Global Channels & Alliances

2013

Where we go from here

What you will learn today

Our strategy

About Channel

2013

“As a private enterprise, we’ll serve our customers with a single-minded purpose and drive the innovations that will help them achieve their goals. Our partners are a very important part of Dell’s overall growth strategy. In fact, a rapidly growing portion of our commercial business is now with our partners, and we see that continuing to increase. We’re very committed to these relationships, and we value our channel partners’ unique insights into what customers want and need from IT solutions. When our customers grow and succeed, so do our partners and so do we.”

– Michael S. Dell

2013

Introducing the world’s largest startup Renewing our entrepreneurial spirit within a private company structure

Inspired innovation

Invest boldly

Innovate for the real world

Refine our business model

Forward thinking

Jumpstart the future

Accelerate modernization

Democratize new trends

Solution focused

Evolve our sales approach

Solve end to end

Simplify the complex

2013

We believe Channel will benefit from the acceleration of our business strategy

1/3

1including SonicWall, Wyse and Quest legacy acquisition revenue, Q3Y14

2-3X market growth

Over 2000 Dell Channel employees across the globe

committed to

Consumer and small business

Preferred accounts

Large institutions

Global 500

Four customer segments

Global Commercial Channels

Distribution Value-added

Resellers, Direct to Partner

OEM Solutions

Global System

Integrators

“Michael Dell, Top 25 Most Influential ” CRN, Oct 28th

“Most influential partnership” China

12 new Channel industry awards since May 2013

“Dell ranked #1 entry-level and mid-range storage vendor in North & South America” IDC

*All figures stated as of Q3FY14

Channel represents about one third of Dell’s Global commercial business1

1/3

2013

Committed - to our Channel strategy

2013

Our core principles and promise to you.. Trained and skilled on Dell Easy to do business with Dell

Gain profitability with Dell Win in the Datacenter with Dell

Dedicated Channel Team

Dual Compensation Structure

Single Partner Tools and Training

Single incentive and rebate structure

~110,000 training courses were completed by partners in H1FY14 = +26% Y/Y.

We are well on our way to delivering 250,000 courses for 2013

Dell can be your most profitable

partner

Dell ranked #1 Entry-Level and Mid-Range Storage Vendor in North and South America by IDC 2013 CRN Annual Report Card (ARC) – Overall Category: Volume Servers [Won overall and support sub-category]

2013

Committed - to enriching PartnerDirect value

2013

PartnerDirect in history

PartnerDirect established

2008

Managed Services

Enterprise Architecture

2008

2008

2008

Certified Practice Areas

Strategic value to Dell

Minimal channel conflict

Recognize unique partner solutions capabilities

2013

PartnerDirect making history

2013

140,000+ global Channel partners

4,200+ certified partners

Our Partner community

Over 2000 Dell Channel employees across the globe committed to your success

2013

We listen & act

Predictable Engagement

Model

Account Team Compensation Accelerators

Expanded Partner Incentives

$

2013

How this impacts you

Predictable Engagement

Model

1

Account Team Compensation

Accelerators

2

Expanded Partner

Incentives

3

Core Sales Teams to Receive

for Strategic Solutions Through Channel 20% Premium

Channel Led Approach for Specifically Targeted

Accounts

5x Investment in

Equipment Demo Pool

4x Investment in Partner Sales Rep Incentives

1 Team Simplified Go-To-Market Model to

2013

Where we go from here

Train & Enable Your Team

Sell Dell’s end-to-end solutions Take part

and benefit from this exciting

time at Dell That enables your customers to: • Turn data into insights

• Overcome the evolving security threat & ensure compliance

• Accelerate adoption: virtualization, convergence, cloud

Engage Dell Sales & Marketing teams

2013

Q&A

2013

Let’s get started

Engage with Dell PartnerDirect subject matter experts at the Solution Showcase

Schedule a post-event whiteboard session to address your specific requirements. Contact your account team for details

Gain hands on experience, see demonstrations at the Solution Showcase Schedule a visit to a Dell Solution Center near you: Austin • New York City • Washington D.C. Chicago • Santa Clara • Mexico City • Sao Paolo

Go to http://partnerdirect.dell.com

2013

2013