Why PartnerDirect. Choice, flexibility, simplicity
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1 Why PartnerDirect Choice, flexibility, simplicity
2 What you will learn today Dell s Channel business PartnerDirect program Journey, success, analysts and beyond Performance Experience Action 2 Why PartnerDirect Confidential Material 2013 Dell Inc. All Rights Reserved Global Channels and Alliances
3 Dell s Channel business Aligning to support partners like you
4 Bringing it all together - Dell strategy Our purpose Our differentiated strategy Delivering technology solutions that enable people everywhere to grow, thrive and reach their full potential A leading provider of end-to-end scalable solutions Practical innovation Efficient, simple and affordable Superior relationship model Our customers imperatives Our end- to- end portfolio Connecting END USERS Integrating and optimizing the ENTERPRISE Simplifying and securing through SOFTWARE Accelerating innovation with SERVICES 4 Why PartnerDirect Confidential Material 2013 Dell Inc. All Rights Reserved Global Channels and Alliances
5 Our partners are a very important part of Dell s overall growth strategy. We re 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 Dell 5 Why PartnerDirect Confidential Material 2013 Dell Inc. All Rights Reserved Global Channels and Alliances
6 Global Channels and Alliances 4 Commercial channel businesses Value-Added Resellers OEM Solutions Distribution System Integrators 140k global partners⁵ 4,229 certified partners⁹ 135k registered partners 2012 Best companies to partner with² 1 Partner Program 6 years strong Channel represents about 1/3 of Dell s global commercial business¹ Industry Awards Over 43 industry awards and recognition in FY13 9competency areas, covering both hardware and software products 2-3X market growth⁸ #1 vendor of choice for Flash/SSD deployment⁶ & mid- range storage arrays⁷ 30% Business growth for Certified partners 75%⁴ deal registration approval rate 33% Increase in courses available 101 courses now offered ³ 6 Why PartnerDirect Global Channels and Alliances Confidential Material 2013 Dell Inc. All Rights Reserved
7 Channel fit within Dell Channel operates as an integrated, horizontal organization across commercial segments with positive position in all business units: 4 commercial segments 4 business units Small business Purpose: 1 Preferred accounts Large institutions Global 500 End-user computing Enterprise Solutions Group Global Channels and Alliances Dell Software Group Services To enable customers to choose Dell as their route to market choice 7 Why PartnerDirect Confidential Material 2013 Dell Inc. All Rights Reserved Global Channels and Alliances
8 Channel fit within Dell Four Customer Imperatives Over 2,000 Dell Channel employees across the globe are committed to your success 4 Commercial Channel Businesses Value-Added Resellers, direct to Partner Distribution OEM Solutions System Integrators Channel represents about one third of Dell s Global commercial business 1/3 140,000+ Global Channel Partners Our Partner Community¹ 4,200+ Certified Partners³ 2-3X market growth² 8 Why PartnerDirect Confidential Material 2013 Dell Inc. All Rights Reserved Global Channels and Alliances
9 PartnerDirect Program Our commitment, why certify, benefits
10 Our commitment to you Simplicity Make it easy to work with Dell Training and enablement FY09 FY14 FY16 Win in the data center with Dell solutions Partner opportunities 10 Why PartnerDirect Confidential Material 2013 Dell Inc. All Rights Reserved Global Channels and Alliances
11 Program levels and overview Why PartnerDirect Confidential Material 2013 Dell Inc. All Rights Reserved Global Channels and Alliances
12 Why Certify Financial benefits Additional discounts. Partner AdvantEdge points. Rebates. Marketing support through centralized programs Additional Support Named Account Team and /or CDM. Partner Resource Desk. Partner Experience Deal Registration Free online training Priority access to events and webinars Growth & Success Extended portfolio. Find a Partner. Access to the Dell Solutions Configurator Please refer to the Partner Program Guide for a complete list of competency benefits in your region. 12 Why PartnerDirect Confidential Material 2013 Dell Inc. All Rights Reserved Global Channels and Alliances
13 Certification is Free! 13 Why PartnerDirect Confidential Material 2013 Dell Inc. All Rights Reserved Global Channels and Alliances
14 14 Why PartnerDirect Confidential Material 2013 Dell Inc. All Rights Reserved Global Channels and Alliances
15 Nine Competencies your choice! 15 Why PartnerDirect Confidential Material 2013 Dell Inc. All Rights Reserved Global Channels and Alliances
16 Our Journey and Beyond Analysts, press
17 PartnerDirect Journey On boarding EC EMEA, EMEA & APJ Enterprise Architecture, Managed Services competency Limited GTM programs Rebate program established 20,000 deal reg globally Expanded competencies Additional online business modules & management capabilities Award wins around the world Expand deal reg with LOB reg 138,000 deal reg globally New Cloud Services & Solutions competency GSI s, OEM business join GCC Workstation program implemented Launch DVS competency with Wyse solutions 200,000 trainings delivered globally FY08 Global launch PartnerDirect & portal FY09 FY10 FY11 FY12 FY13 FY14 FY15 EA certification expands to Server & Storage Major online investments Limited Instructor led training Partner portal in 19 languages worldwide 77,000 deal reg globally Extended deal reg, rebate tool in EC EMEA & APJ Premier & Preferred launch CRN #7 Best Company to Partner With Greg Davis top channel sales leader ,000 deal reg, 135,000 trainings delivered globally Integrate Quest into PartnerDirect Launch Software competencies Multiple CRN Awards for the program and individuals Online Solutions Configurator launch 17 Why PartnerDirect Confidential Material 2013 Dell Inc. All Rights Reserved Global Channels and Alliances
18 Analysts, industry reports See what analysts and influencers are saying about Dell and the IT industry Gartner Magic Quadrant Dell in "Leaders Quadrant" ( ) Application Performance Monitoring Unified Threat Management, North America End- User Outsourcing Services, North America Global Enterprise Desktops and Notebooks Data Center Outsourcing and Infrastructure Utility Services, North America Managed Security Service Providers (MSSP), North America General- Purpose Disk Arrays Blade Servers, North America Information Technology Asset Disposition (ITAD), North America User Administration and Provisioning Gartner reports Latest research and reports Industry analyst firms provide independent third- party opinion about Dell strategy, products and services. You may browse through the reports or purchase additional reports directly from the analyst firms. Reports about Dell 18 Why PartnerDirect Confidential Material 2013 Dell Inc. All Rights Reserved Global Channels and Alliances
19 19 Why PartnerDirect Confidential Material 2013 Dell Inc. All Rights Reserved Global Channels and Alliances
20 Where we go from here Invest with Dell Sell Dell s end-to-end solution That helps enable your customers to: Turn data into insights Overcome the evolving security threat & ensure compliance Accelerate adoption: virtualization, convergence, cloud Take part and benefit from this exciting time at Dell 20 Why PartnerDirect Confidential Material 2013 Dell Inc. All Rights Reserved Global Channels and Alliances
21 谢谢 ありがとう Danke श क र Grazie Go raibh maith agat ขอบค ณ Obrigado Děkuji Thank you σας ευχαριστώ 감사합니다 Merci dank u Tack cảm ơn bạn Спасибо teşekkür ederim Gracias תודה 21 Why PartnerDirect Confidential Material 2013 Dell Inc. All Rights Reserved Global Channels and Alliances
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