Presentation Transcript

1. Dell Networking

   Partner with us
2. Disclaimer This presentation contains references to certain features, functionality, enhancements, or other technology that may not be currently available. This information is intended to outline our general product direction and should not be relied upon in making current purchasing decisions. These references are: i) for information purposes only, ii) may not be incorporated into any contract, and iii) do not constitute a commitment, promise or legal obligation to deliver any material, code, or functionality. The development, release and timing of any features, functionality, enhancements, or other technology described remains at the sole discretion of Dell. DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only.  Do not share or distribute 2
3. (Dell 2012 fiscal year) Our financial strength FY12 $62.1 billiontotal revenues $5.5 billioncash flow 32% Of Revenue generated through the Channel 30%of revenue generated by data center solutions $4 billionOf Dell IT assets leased by customers* $10.3 billionsoftware distribution and peripherals business* DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only.  Do not share or distribute 3
4. From experience to an end-to-end practice The portfolio in 2009 2010 2011 2012 Data protection Consulting Network security Memory virtualization Scale-out FC/Converged Datacenter Cloud client computing Manage Workspace management Deduplication Hyper scale Managedsecurityservices Cloud/cluster Wireless File Industry standardservers Implementation Workload management iSCSI Campusbranch 3rd partysecurity offerings System management appliance Support Direct attach Elementmanagement Security Services Servers Storage Networking Software DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only.  Do not share or distribute 4
5. Dell Networking and the Channel #2 In 40 Gig 6th Best Company to Partner with – 2nd year in a row Dell Networking 94% YoY New customers each quarter 500+ #3 In 10 Gig 200+ Dedicated Solution Specialists 2000+ Premier and Preferred Partners 40% Of Networking revenue Via Partners DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only.  Do not share or distribute 5
6. Ease of Doing Business and Benefits that matter Partner Resource Desk Dedicated team available on-line or over the phone provides partners personalized help with order Issues, certification and FAQs Deal Registration Register your deals for 45/180 day protection and potential incremental discounts. Simple online process + Mobile application Premier Rebates Incremental rebates for Premier Partners: 2% Base plus up to 6% incremental based on quarterly growth / revenue goal achievements Partner AdvantEdge / Dell Achievers SPIFFs for Certifications, Sales, Revenue Targets, etc. Redeemable in extensive catalog. That includes travel, electronics, furniture, etc. Demo Loan Equipment loaned for a limited time to partner for identified opportunities to ensure validation of solutions with end customer Partner Employee Purchase Partner employees eligible to get discount on Dell Products. May be added discounts to additional temporary discounts DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only.  Do not share or distribute 6
7. Dell PartnerDirect Deal Registration program and benefits Simple online process + Mobile app. Approval within 24hrs by Independent team Escalations are supported through your local CAM You can search for the application named:  Dell PartnerDirect Log in using existing Dell Partner Portal username and password. Able to see active registrations, create new registrations, expiring deals, sort and filter capabilities. App currently available on Apple and Android phones DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only.  Do not share or distribute 7
8. NA – Q3 Promotions and Incentives Triple Play – Win with Servers, Storage and Networking! Earn an additional 7% discount for opportunities that included 12th Generation Servers and either Compellent or EqualLogic arrays (ps6100 and above only – excluding the PS6100s).  Knock it out of the park and add Force 10 to take it to an incremental 9% off.   Applicable to all end customers in both US & CAN. Ten @ Ten Lease on Force10 Networking Solutions This simple and affordable 0% lease from Dell Financial Services helps your customers upgrade their networking now while making 8 quarterly payments, with the option to upgrade or own at the end. (US Partners Only) Purchase a 12G Server and Receive 60% off Force10 4810(Public end customers only) Consolidate your customers’ infrastructure costs and reap the benefits of our powerful/efficient data center solutions. Now, more than ever there are new barriers to realizing the efficiencies of virtualization and consolidation. With this limited time offer we lower your customers’ initial investment and enable them with the latest and greatest future-proofed data center technology. Deliver ultra-low latency throughput with Dell™ Force10™ S4810, 10/40GbE ToR switch, purpose-built for high-performance data center, virtualized, and computing environments. Offers subject to change and are not combinable with any other offer. Taxes, shipping, handling and other fees apply. Purchases made by Dell PartnerDirect Partners are subject to restrictions in the Dell PartnerDirect Program Terms and Conditions at www.dell.com/partner/PDterms and the Reseller Terms of Sale at www.dell.com/terms and subject to restrictions in Partner’s applicable contract or agreement, if any. Dell reserves the right to cancel orders arising from pricing or other errors. Limit 5 discounted units per customer. This e-mail is intended for the PartnerDirect Partner addressed above, and may not be forwarded. Void if forwarded or otherwise distributed to a different addressee. DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only.  Do not share or distribute 8
9. NA – Q3 Programs 65% Demo discount Get a 65% discount on Dell Force10 S Series units purchased for Demo purposes. Up to three units per location. Units can be used only for demo, test, training and evaluation purposes. Dell Partner AdvantEdge You choose your reward in the PartnerDirect Rewards Center. Simply take the online training, make the sales, collect the points and turn them into anything from a luxury weekend break, kite surfing experience or a snowmobile safari. The choice is yours. Sales of Dell Force10™ switches: From 245 to 1,340 AwardperQs* Dell Try and Buy program The Try & Buy program is available for customers who need to test/evaluate approved products for a period of 30 to 120 days. At the end of this period, customers are required to purchase/return the units. Get in contact with your Channel Account Manager to determine applicability and terms and conditions as each case is different. Offers subject to change and are not combinable with any other offer. Taxes, shipping, handling and other fees apply. Purchases made by Dell PartnerDirect Partners are subject to restrictions in the Dell PartnerDirect Program Terms and Conditions at www.dell.com/partner/PDterms and the Reseller Terms of Sale at www.dell.com/terms and subject to restrictions in Partner’s applicable contract or agreement, if any. Dell reserves the right to cancel orders arising from pricing or other errors. Limit 5 discounted units per customer. This e-mail is intended for the PartnerDirect Partner addressed above, and may not be forwarded. Void if forwarded or otherwise distributed to a different addressee. DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only.  Do not share or distribute 9
10. ProSupport Services Design the support that’s right for you! ProSupport with Mission Critical www.dell.com/prosupport Mission Critical response (parts, tech and case mgmt) Proactive case generation and dispatch ProSupport Remote Monitoring of Dell HW Environmental reporting available as upsell Basic HW and SW Support with Global Command Center and TAM Next Business Day and Same Business Day Speed of Response options BIOS/firmware, device driver updates Asset Tracking – Dell HW Service and Leasing Contract Tracking – Dell only Dell Tech Support Service Desk and Parts Dispatch Software Maintenance Provides entitlement to software updates and upgrades Hardware Limited WarrantyProtection against hardware failure and entitlement to replacement parts. Provides limited support to diagnose hardware failure. DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only.  Do not share or distribute 10
11. Partner with Dell…… for your networking solutions. Unique Networking solutions and partner enablement allow you to offer your customers a differentiated proposition Differentiate yourself From network-only solutions to end-to-end “better together” solutions including storage, servers, security and converged infrastructure Sell Solutions Open standards and high performance help you protect your customer’s current investments and pave the way for tomorrow’s technologies Build Trust Innovative products, programs and discounts and limited channel competition provide opportunities for strong product and services margins. Make more money $ DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only.  Do not share or distribute 11
12. PartnerDirect certification structure Strategic Programs Premier Partner Minimum 2 completed competencies + solutions training + Premier Partner revenue target (US: $750k; Canada: $500k) Preferred Partner 1 completed competency + Preferred Partner revenue target (NA: $200k) Networking & Security Competency Systems Management Competency Server Competency Storage Competency Desktop Virtualization Solutions Competency Cloud Services & Solutions Competency Registered Partner Desktop VirtualizationSolutions Competency Cloud Services & Solutions Competency DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only.  Do not share or distribute 12
13. Dell PartnerDirect has three levels Dell Registered Partner requirements, plus: One or more PartnerDirect certifications $200,000 min purchase during previous four rolling quarters** Dell Registered Partner requirements, plus: Two or more PartnerDirect certifications One Dell Solutions training course completed $750,000 Premier Partner min purchase during previous four rolling quarters** PartnerDirect Premier Partner logo on Partner’s website DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only.  Do not share or distribute 13 A valid reseller certificate An active company website An active e-mail account tied to the company domain
14. Networking & Security CompetencyPreferred & Premier Partners requirements Security Specialization Networking Specialization 2 Unique Sales people complete each of the following: Networking Basics Sales Training Dell Force10 Sales Overview Lesson 1: Dell Force10 Hardware Overview Lesson 2: The Dell FTOS Software Advantage Plus choose at least 1 of these electives: Dell PowerConnect Switching Sales Dell PowerConnect W (Wireless Sales) Training 2 Unique Technical people complete each of the following: Dell Force10 Technical Highlights Dell Force10 S-Series Technical Overview Plus choose at least 2 of these electives: Dell PowerConnect LAN SAN Switching Solutions - Technical Dell Force10 Solutions Design Dell Force10 E-Series Technical Overview Dell Force10 C-Series Technical Overview Dell Force10 Z-Series Technical Overview 2 Unique Sales people complete the following: Dell SonicWALL Sales Training 2 Unique Technical people complete 1 of the following: Dell SonicWALL Technical Training Certified SonicWALL Security Administrator Training (CSSA) – NS-101 (online or instructor led) Beginning twelve months after completed Competency, $200K minimum sales during previous four rolling quarters (USD$ or equivalent1, Dell enterprise2 products, Dell Wyse products and Dell Cloud Services only). Beginning twelve months after completed Competency, $200K minimum sales during previous four rolling quarters (USD$ or equivalent1, Dell enterprise2 products, Dell Wyse products and Dell Cloud Services only). Coming soon See footnotes on page 9. DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only.  Do not share or distribute 14
15. The power to do more For more information, contact your Dell representative or Dell’s Certified Partner Resource Desk Certified_PRD@dell.com - 866-670-4411
16. Videos Case study: Translational Genomics Research Institute (TGen) Networking overview (cartoon) Force10 MXL Blade switch Dell Force10 Distributed Core Fabric Architecture Customer Reference: FlixBrewHouse PowerConnect 8100 (coming soon) Dell Force10 C-Series: High density network aggregation modular chassis PowerConnect W-Series Overview (cartoon) Force 10 Z9000 Dell Force10 E-Series: Virtualized core switching and routing modular chassis Dell Lifetime Warranty and ProSupport Force10 S4810 DELL CONFIDENTIAL DELL NDA APPLIES PartnerDirect partner may use for internal education purposes only.  Do not share or distribute 16