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Make the

Dell

PartnerDirect
Programme
part of your
success story
Dell PartnerDirect | Making working together easy | www.dell.com/partnerdirect
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Why partner
with Dell?
The rewards are immediate and substantial, because we
recognise the benets of the business you bring us. Whats
more, even greater rewards are available if you sign up to
Storage Competency or other key technologies.
Your success is ours, too. Thats why we ofer an integrated
buying experience, allowing you to build complex solutions
for public-sector organisations and large or medium-sized
businesses. Its why we give you signicant post-sales service
and support, regardless of whether you source product from
Authorised Distributors or direct from us. Its why we ofer
an impressive suite of training, marketing support and other
sales tools, and make them available 247 through the Dell
PartnerDirect Portal.
In short, if youre a Dell Preferred Partner, youll get great
rewards, and the recognition and support you need and
deserve. Customers, too, will know what your partner
status means. Its a badge of expertise, a sign of quality
and aconrmation oftrust.
Also as a Preferred Partner, youll enjoy enhanced
opportunity registration terms, individual and
corporate sales incentives, eld-based support
and expanded access to Dell marketing
materials andprogrammes.
Dont wait. Its easy to join, easy to follow, and
easy and fast to see great returns, whether
you buy from us directly orindirectly.
Youre our experts. Youre our front line.
Youreourpartners.
Our partners arent just a channel to us.
They are partners in the true sense of
the word people who work alongside
us, who reciprocate the support we
give them, and whose expertise and
commitment we value and respect.
Thats why, when asked whether they
would recommend us as a vendor, more
than 80% of our current partners score
us 8 out of 10 or higher.
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How do I become
a Preferred Partner?
To be approved as a Preferred Partner, you need to meet
thefollowing criteria:
Register on the PartnerDirect Portal
Agree to a new contractual agreement
Participate in general training (online and instructor led)
Meet yearly revenue achievements set by Dell
Have yearly business plans with Quarterly Business Review
If you meet all of the above requirements, the application
process begins and, if selected, youll be asked to sign our
contractual agreement. Once youre on board, youll need to
take part in online or classroom-based training.
Benets
As a Preferred Partner, you can expect the highest
level of support to help you maintain and grow your
business. Heres what we provide:
Maintain your business
Channel account management
PartnerDirect Portal access
Use of Dell Preferred Partner logo
Certication status pack
Reward programme on overall achievement
Specic Storage Competency reward (when completed)
Online and classroom training
Find-a-Partner tool*
Regular updates and product roadmaps
Possibility of marketing development funds
on specic deals
Partner events
Grow your business
Deal registration*
Lead generation
Special pricing on bids
Seed units for green-eld opportunities/demo-units process
First of all youll need to register on the PartnerDirect Portal.
Youll then be taken through a series of easy steps to check
your suitability for the programme.
Register on the
PartnerDirect
Portal at
www.dell.com/partnerdirect
*These benets are coming soon
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Take it up another
level with recognised
storage competency
Our new Storage Competency
Programme is a way for Preferred
Partners to earn even higher discounts
and rewards in recognition their
expertise and outstanding sales skills.
Storage is a great area to focus on; the demand for
capacity is insatiable, and growing.
Our approach to Intelligent Data Management (IDM),
andour outstanding PowerVault, EqualLogic, Compellent
Storage solutions will help you meet your customers
storagechallenges.
Extra benets for
Preferred Storage Partners
In recognition of your achievements, we ofer you the
following additional benets:
Go-to-Partner status
First right of refusal for leads generated by Dell sales
Recognised status
Appointment letter, plaque and partner branding
Access to eld-based resources
Partners work with an assigned IDM Business Development
Manager (BDM)
Access to MDF (proposal-based)
Partner develops and gets support funding for co-marketing events
Product brieng and roadmap reviews
Regular and sneak-preview storage development updates from Dell
Deal registration and business protection
IDM BDM registers deals and assigns primary sales
on the opportunity
Price-to-Win
On deal-registration acceptance, you receive competitive pricing
in order to win
Incentive programmes
Additional performance and competency rebates based on
shipped (invoiced) revenue
Seed/POC programme access for IDM
Dell support for partner-led proof-of-concept evaluations
at customer sites
Customer for Life
When you register a new customer, you are automatically eligible
for rst right of refusal for pure IDM deals, subject to continuing
customer satisfaction
Access to marketing tools
Event in a box interactive planning and access
to co-branding materials
Executive business briengs
Conferences and briengs to support your knowledge of Dell
hardware and software
A wide range of easy-access online training programmes
is available on the PartnerDirect Portal as video, interactive
or PowerPoint

presentations. These include most of the


mandatory training objectives that need to be met before
becoming a Preferred Partner.














Instructor-led Training (ILT)
You can choose to take part in any of our classroom training
sessions at one of our ve centres in EM-EMEA:
Training programmes are available for both
sales and technical people. Check regularly at
www.dell.com/partnerdirect/learning-ec
to see the latest agenda.
We can also deliver our training courses at your premises.
As long as you meet the minimum number of students
(dependent on location), well come to you.
The cost per student varies depending on the course and
the city the instructor needs to travel to.
Examples of training courses include:
General Onboarding Training
Gives you all the vital information on ethics compliance,
foreign corrupt practices act compliance and export trade
compliance, reecting Dell DNA when conducting business.
Dell Client Product Training
Gives you an in-depth understanding of our Latitude

and
OptiPlex

product ranges. Dells award-winning range of


products is built for public, large enterprise and medium-
sizebusinesses.
Dell Server Product Training
Designed to provide you with the skills and knowledge
to efectively set up and manage tower, rack and blade
servers for both the sales and technical departments within
your company.
Dell Storage Training: PowerVault

, EqualLogic

and Compellent

Our Intelligent Data Management (IDM) range of solutions


will answer all end-customer needs, from entry-level
solutions (PowerVault) to high-end infrastructure needs
(Compellent). We designed dedicated training on these
solutions so you can deliver the right products to the right
market, helping to maximise end-customer satisfaction.
All Preferred Partners can benet from our excellent training and development opportunities; you can take advantage of our
resources, industry experience and expertise to increase your knowledge. And the more you know about Dell products and
services, the better able youll be to advise your customers and grow your business.
Training and
development
Dubai
Johannesburg
Istanbul
Casablanca
(soon)
Moscow
Partner Learning Centre
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Facts
and gures
To give you an idea of how valuable the benets of storage competency
can be, weve put together some hard facts:
Joint
marketing
funds of up
to $5K
Fast-track fund for
activities and events
designed to drive
Dellawareness
Rebates
If you reach 9099.9%
of your quarterly
performance target, we
give you a 3% rebate.
If you reach or exceed
100% of your target, we
give you a 7% rebate.
If you reach your annual
threshold (US$400K on
storage products), we
give you a 3% rebate
on all storage revenue
generated during the
scal year.
Executive
business
centres
Access to jointly-
branded business
centres to deliver your
customerevent
At the initial interaction with the customer, you register
the deal. Once registration for that deal has been accepted,
you become the partner of choice for that deal and you
will receive preferred pricing that enables you to compete
efectively. This is Deal Protection.
If your customer is a net new solutions customer,
that customer will be associated specically with you,
and provided you maintain quality of service, all subsequent
upgrades and services to that direct customer will associated
with you. This is Customer For Life.
Storage Competency ofers two main benets: Deal Protection and Customer For Life.
How do I register
for the Storage
Competency Programme
If youre a Preferred Partner wanting
to apply for Storage Competency, youll
need to already be a Premium Partner
with at least one of the following:
Microsoft, Citrix, SAP/Oracle, VMware,
Brocade, Juniper or Cisco; own a PS or
Dell Compellent demo unit; and achieve
US$400K annual Dell storage revenue.
You must also have:
At least two salespeople and two technical people
trained in the Dell range of storage products and solutions
A single point of contact for Dell Intelligent
DataManagement
A current business plan
An appointed management executive to be a
sponsor and signatory on your business plan for
IntelligentDataManagement
For further information about
Storage Competency, please
contact the Solutions Team
or your distributor
Partner protection
Dell PartnerDirect | Making working together easy | www.dell.com/partnerdirect
DELL Emerging Markets
EMEA Ofces
Bahrain Kingdom of Bahrain
Bulgaria Soa
Croatia Zagreb
Egypt Cairo
Greece Athens
Hungary Budapest
Israel Tel Aviv
Jordan Amman
Kazakhstan Almaty City
Nigeria Lagos
Morocco Casablanca
Portugal Porto Salvo
Romania Bucharest
Russia Moscow
Saudi Arabia Riyadh
South Africa Bryanston
Tunisia Tunis
Turkey Istanbul
UAE Dubai
Ukraine Kiev
UK Bracknell
To become a Preferred Partner, or for general enquiries, please contact
your region directly using the contact details below:
All Middle East countries
me_channel_info@dell.com
All African countries and French Overseas Territories
africa_channel_info@dell.com
Within Eastern Europe, Israel, Turkey, Greece and Portugal
ee_channel_info@dell.com
For more indepth information or queries, please contact one of the following:
Frdric Martin Partner ProgrammeManager
frederic.martin@dell.com
Sandy Audi Head of ChannelDevelopment
sandy.audi@dell.com
For Storage Competency enquiries
vanessa_pringle@dell.com
John Coulston Director, Channel Programs & Ops (CPO)
john.coulston@dell.com

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