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Welcome to the Dell EMC Partner Program. We designed this entirely new Program with you and for you. You

havethefull weight ofDellEMC behindyoutoseizethesaleand winthemarketwith the industry’sbest-of-breed

solutionsportfolio,fromtheedgetothecoretothecloud.

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 themost enviable, innovative and

desirable Programglobally.

We want to be an extraordinary partner. A partner you can trust, a partner you can win with, a partner

deliveringaworld-classportfoliothatwill help youdrivetop-lineand bottom-linegrowth.Oursuccess ismutually

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 oftechnology.

Together, we will achieve theextraordinary.

JohnByrne

President – Global Channels, Dell EMC

We are committed to delivering a

Partner Program that is ...

Simple. Predictable. Profitable.

© Copyright 2017 Dell Inc. All Rights Reserved | 3

6 Guiding Principles

1Channel partners are integral to Dell EMC’s overall success in

delivering an excellent customer experience.

2Dell EMC commits to deliver a simple, predictable & profitable partner program.

3Sales 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.

4Dell EMC commits that conflict will be managed and resolved

with the highest level of prioritization and transparency.

5Dell EMC commits to offer comprehensive training and enablement

to our Channel partners for all Dell EMC solution offerings.

6Dell EMC commits to strengthening relationships with Distributors

to develop & enable a robust Partner Community.

WORKING WITH

DELL EMC

REQUIREMENTS

& BENEFITSOVERVIEW

RESOURCES

& TOOLS

Leadership positions in

15GartnerMagic

Quadrants

Driving outinefficiencyeverywhere

Delivering a superior long-term

value

Democratizing technology

for the benefit of all

CAPABILITY

COMPLEXITYCOST

Serving

98%

Fortune500


With

30,000full time customer

services & support

teammembers

Presencein

180countries

The world’s largest privately controlled

technology company with world class

enterprise sales andsupport

Delivering cutting-edge innovation

to the broadest set of customers globally

Dell EMC AdvantageUnparalleled Technology Leadership

Converged infrastructure

All Flash Storage

Total Storage Capacity

Cloud IT Infrastructure

Portfolio

Competencie

s

Solutions

Competencie

s

Service Delivery

Competencies*

Client

Solution

s

Core Client

Workstatio

ns

CloudClient-Computing

ClientServices

Storage Services

StorageData Protection Services

Data Protection

ConvergedInfrastructure

Converged Infrastructure

Services

Hybrid CloudPlatform

Infrastructure ITTransformationServices

Solutions

Server

DigitalTransformation

Server Services

Networking Networking Services

*Services Competencies are required to deliver services on select products but are not a requirement for Tier compliance.

RESOURCES

& TOOLS

WORKING WITH

DELL EMC

REQUIREMENTS

& BENEFITSOVERVIEW

Training & Competencies

Dell EMC offers training and

competencies with the flexibility to

specialize in certain Dell EMC solution areas.

Spanning sales, technical, services and

marketing, these trainings ensure each partner

has the appropriate knowledge and skillset to

meet their customers’needs.

• Individual and Company Recognition

• Same Training as Dell EMC

InternalTeams


By completing competencies, partners can benefit from increased sales due to greater

expertise with Dell EMC products and solutions. Additionally, as partners completemore

competencies, they will have the opportunity to progress to higher Program Tiers and

receive greater rewards along the way. Services competencies allow partners to build

services delivery capabilities at the product level.

RESOURCES

& TOOLS

WORKING WITH

DELL EMC

REQUIREMENTS

& BENEFITSOVERVIEW

Purchasing & Financing

With Dell EMC, simplicity and flexibility is at the forefront of what makes our program and our partners extraordinary. Depending on location, Solution Providers have two routes to purchase from Dell EMC: one is

in a direct capacity and the other through one of Dell EMC’s Authorized Distribution Partners.

Dell EMCis proud to partner with the most elite set of Distributors in the market.

Our Distributors span the globe, allowing us to grow and scale with our entire Solution Provider community.

Solution Providers who join the Dell EMC Partner Program will procure through one of Dell EMC’s

Authorized Distributors, who play a critical role in the onboarding process.

Visit dellemc.com/partner to find a Dell EMC Authorized Distributor in your country.


Configuration and Purchasing Tools*

Dell EMC offers a variety of configuration, quoting and purchasing capabilities tailored to meet your

procurementneeds.

Financial Services*

Dell Financial Services™ (DFS) is a technology financing company, providing full-service leasing and

financing solutions to distribution, channel partners and end users throughout North America and Europe,

financing six billion dollars annually. DFS can finance solutions sold by the Dell Technologies family of

businesses plus other non-Dell hardware, software and services, including your value-added services.

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.

*Some tools or services might not be available for Partners in all locations.

WORKING WITH

DELL EMC

REQUIREMENTS

& BENEFITSOVERVIEW

RESOURCES

& TOOLS

Partnering with Dell EMC Services

As customers embrace digital transformation, they look for partners who focus on delivering

outcomes through the rapid adoption and optimization of technologies, and the business-critical

systems supportingthem.

Dell EMC Services provides the flexibility on how you deliver services to customers.


In addition to choice, we provide multiple ways to improve your

profitability when you include services:

Supplementing your capabilities with Dell EMC Services helps you build deeper relationships,

provide greater value to customers, and grow your profitability.

Visit the Selling and Delivering Services section at dellemc.com/partner to learn more.

Resell Dell EMC Services

• Earn Rebates and bolster profitability

• Expand your service offerings with our

comprehensiveportfolio

• Leverage ourexpertise

Partner DeliveredServices

• Increase marginopportunities

• Enhance your services capabilities by

obtaining Service Delivery Competencies

• Access proven methods, tools and

bestpractices

RESOURCES

& TOOLS

WORKING WITH

DELL EMC

REQUIREMENTS

& BENEFITSOVERVIEW

Partner Portal

The Dell EMC Partner Portal provides access to the tools and resources you need, including:

• DealRegistration • Quoting & Purchasing

• Training & Competencies • Rebate and MDF Tracking

• Sales & Marketing Tools • Services & Support

For more information, visit dellemc.com/partner


WORKING WITH

DELL EMC

REQUIREMENTS

& BENEFITSOVERVIEW

RESOURCES

& TOOLS

TOOLS© Copyright 2017 Dell Inc. All Rights Reserved | 9

Sales Tools

Quick, easy access to essential tools and resources helps introduce new products to your customers,

gather core requirements, configure solutions, generate persuasive proposals and much more.

Enablement Centers

Close deals faster with helpful links to a comprehensive set of sales enablement resources including

Product, Solutions and Services Enablement Centers and SalesEdge Channel.

Proposal Tools

Generating persuasive proposals has never been easier with Dell EMC proposal-ready content and powerful

document automationcapabilities.

Customer Solution Centers

Global 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.

Calculators & Advisors

Generate 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

& BENEFITSOVERVIEW


Marketing Tools

Grow 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 moredeals.

Marketing Platform

Partners with limited resources can easily create and automate digital marketing via co-brandable, turn-key

solutions for web content syndication, email and social campaigns.

Find a Partner

Enabling 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 Credential

Education designed to improve your Dell EMC marketing knowledge as well as industry trends and

best practices to enhance your marketing experience. (Note: Launching in May 2017)

Campaigns, Images, Branding

Access to hundreds of Dell EMC product and solution images, logos and campaign collateral for use

in your marketing initiatives.

LEADS

GET STARTED TODAY

dellemc.com/partner

#1 Claims, IDC WW Quarterly Q3 2016 Marketshare Figures

Simple. Predictable. Profitable. is a trademark 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.

© copyright 2017 dell inc. all rights reserved.s(pqmxeiiclvfaxq55ym5t4g...we want to be an...

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