Advancing TogetherDell IoT Solutions Partner Program Guide for Technology and Services Providers

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Program Overview . . . . . . . . . . . . . . . . 3

Details for Technology Providers . . . . 9

Details for Services Providers . . . . . . 14

Steps to Enroll . . . . . . . . . . . . . . . . . . . 18

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Table of Contents

Program Overview2

Program Overview

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The Dell IoT Solutions Partner Ecosystem

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Technology Providers* Services Providers**

• Executive Partner

• Associate Partner

• Registered Partner

• Premier Partner

• Preferred Partner

• Registered Partner

A technology revolution is gaining momentum — a surge of innovation that connects an ecosystem of sensors, devices and equipmentto a network that can transmit and receive data for tracking, analysis and action. With the estimated number of connected thingsreaching over 25 billion by 2020, and rapid innovations in collected data analysis, this isn’t just about new technology — it’s an entirely different way of doing business. That’s why Dell created the IoT Solutions Partner Program to bring together innovative technology and services companies and help you and your customers be at the forefront of this change.

Advancing IoT solutions togetherDell has always been passionate about working with technology experts, and the Dell IoT Solutions Partner Program is designed to give Technology and Services Providers the tools needed to focus on the advancement of commercial and industrial IoT solutions. The program will enable Technology and Services providers, OEMs, developers and end customers to find the right tools to deploy scalable, differentiated solutions on top of Dell's broad portfolio of IoT-enabling technologies. Our partners are qualified to integrate our purpose-built IoT hardware such as edge gateways and embedded PCs into full IoT solutions, but many also work with other Dell technologies such as server, storage, and networking hardware and software tools for security, manageability, data integration and analytics.

Multi-tiered programWe believe there’s room for every idea and innovation, so we created a multi-tiered program for both Technology and Service Providers. Qualified program participants are assigned to one of three tiers based on go-to-market, alignment with Dell strategy, and overall capabilities. Partners will also have the opportunity for tier advancement based on success.

* Qualification of offering/solution with Dell IoT hardware required for Technology Providers.** Proof of IoT competency required for Services Providers. Tier assignment based on revenue component.

Program Overview

Advancing Together4

Advancing IoT Solutions Together

VerticalSolutions

Dell IoT HW/SWIngredients

Target Use Casesdelliotpartners.com

Technology Partners

Vertical Expertise

Platforms

Analytics

Data Visualization

Data Cleansing

Wide Area Connectivity

Security

Device Management

Protocol Normalization

Services Partners

Last Mile Delivery

Solution Support

System Integration

Deployment

Project Design

Procuring Accessory

Partners advance “ingredients” into “solutions”

Edge Gateways

Embedded Box PCs

EdgeDevice

Manager

In today’s environment, it’s easy to lose sight of the true value of partnership, trust, commitment and supporting others. At Dell, we believe that opportunities

increase when you help others win. That’s why we are passionate about working together with technology experts such as Independent Software Vendors (ISVs)

and System Integrators (SIs). Together we are focused on the advancement of Commercial and Industrial IoT solutions with offerings spanning data integration,

visualizations, analytics, security and services.

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Dell’s Target IoT Use Cases

Use Case Description

Factory OptimizationAnalysis of factory process data from multiple machines to drive efficiency within a larger

factory operation. Includes machine automation and process optimization.

Predictive Maintenance

Analysis of equipment sensor data to predict equipment failures and increase uptime

while minimizing costs. Advanced solutions include automated work orders in

coordination with ERP systems.

Automated Process /

Quality Control

Collection and analysis of video and sensor inputs to provide real time measurement and

maximize the identification of quality risks in produced materials

Smart Infrastructure

Instrumentation of building control systems, hotel rooms, retail spaces, street lighting,

parking lots, traffic systems, etc. to enable automation and remote management/control

for increased efficiency, improved customer experience, and reduced labor costs

Smart Metering and Energy

Management

Optimization of energy usage through the instrumentation of building controls, meters,

pipelines, and micro grids to optimize consumption, automate switching between power

sources, enable demand/response, and provide diagnostics

Fleet ManagementIn-vehicle computing to aggregate and analyze data on driver behavior, engine

diagnostics, compliance, and safety to optimize the vehicle.

Security and Access Control Access control and video surveillance of buildings, utilities sites, ship yards, public spaces

Remote Asset ManagementRemotely measuring utilization and health of fixed assets including construction

equipment, windmills, pumps, turbines, networking cabinets, HVAC units, etc.

Supply Chain Management and

Logistics

Capturing location data and environmental context from movable assets such as shipping

containers, pallets, packages and materials to improve supply chain and

logistics. Includes cold chain shipping.

Compliance and DocumentationManagement of regulatory information and compliance (EPA,FDA, OSHA) and/or

machine/process documents such as equipment diagrams, programs, and BOMs.

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At Dell we are exclusively focused on the advancement of solutions for customer problems in commercial and industrial IoT use cases.

Dell is targeting these high-level use

cases in the following verticals:

Communication, Energy, Healthcare,

Manufacturing, Natural Resources,

Retail & Hospitality, and

Transportation & Logistics.

We welcome you to apply to join our

partner program if your company

addresses one or many of these use

cases and is interested in deploying

solutions that at a minimum leverage

Dell IoT hardware including edge

gateways and embedded PCs.

Partner Landscape6

Services Partners (System Integrators, Contractors, Developers)

De

ll I

oT

Infr

ast

ruc

ture

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Last Mile Delivery

Solution Support

System Integration

Deployment

Project Design

Procuring Accessory

Technology Partners(ISVs, IHVs, OSVs)

Partner Landscape

Program Benefit Overview

Sensors / Endpoints

Edge I/O and Networking

E2E

Platform Backend Platform

Big Data Tools

Client OS / Virtualization

Wide Area Networking

Server OS / Virtualization

De

vic

e M

an

ag

em

en

t

Se

cu

rity

An

aly

tic

s

Vis

ualiz

ati

on

s

Edge Platform

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Depending on partner type and tier†, you’ll have the ability to develop solutions with Dell’s end-to-end portfolio of IoT-enabling technology and world-class support, build partnerships with other program participants, and take advantage of:

• Increased market awareness

• Co-selling, joint marketing, events and co-operative marketing funds

• Partner enablement tools, sales aids, Dell marketing and campaign elements

• Joint case studies, solution spotlights and solution brief collaboration

• Participation in exclusive events

• Access to Dell Global Solutions Centers and IoT Labs

• Authorized use of Dell IoT Solutions Partner logo

• Company listing on the Dell IoT Solutions Partner Program portal

• Access to partner portal resources

† Requirements and benefits vary by partner type and tier. Refer to sections for Technology and Services Providers for details.

By joining the program, you can benefit from the industry’s most robust and reliable product portfolio, world-class support and boundless opportunities for incremental business growth. All backed by our reputation as a global leader in computing technology.

Program Benefits

Details for Technology Providersdelliotpartners.com 8

Details for Technology Providers

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End-to-End (E2E) Platform: Full client/server

software platform including purpose-built edge

component to normalize sensor and perform

local analytics on our gateways or embedded PCs.

Included backend (server) software offers

visualizations and analytics in varying capability.

E2E Platforms can stand alone as the full software

stack or be used in concert with other software

ingredients.

Backend Platform: Enterprise Application

Software and Cloud-based platforms that

consume normalized IP-based data from edge

devices. Platform capabilities include a

combination of data orchestration, analytics and

visualization tools. Require 3rd party gateway

solutions to normalize data from fragmented

endpoint communication protocols.

Big Data Tools: Focused on tools to integrate

and manage big data, including ETL, data

orchestration, cleansing, API management,

Hadoop and compression.

Security: Focused on security ingredients such as

hardware root of trust, authentication, data

encryption, threat analytics and secure transport.

Device Management: Focused on the

management of devices (e.g. sensors, gateways,

embedded PCs) including inventory, provisioning

and application lifecycle.

Analytics: Focused on analytics, generally

agnostic of data source. Includes capabilities

ranging from stream, CEP, machine-learning,

deep-learning, video analytics, to artificial

intelligence. Providers can enhance a wide variety

of platforms and solutions.

Visualizations: Focused on tools for creating rich

data visualizations including codeless application

enablement to simplify development. May include

basic analytics but not core focus. Range from

fixed dashboards to mobile apps including

supporting augmented reality.

Wide Area Networking: Telecoms and managed

service providers providing “northbound”

connectivity for edge hardware over cellular,

satellite, low power wireless, etc. Also includes

real-time messaging technologies for large

volumes of widely dispersed assets (e.g. DDS).

Edge Platform: Purpose-built edge (client-side)

platform that aggregates and normalizes diverse IP

and non-IP based (e.g. wireless mesh, serial) data

protocols into a single API. May include edge

analytics capability and a local database for store

and forward but requires a 3rd-party software

backend to create a full IoT solution stack.

OS/Virtualization: Specialty operating systems (e.g.

embedded, RTOS) or virtualization technologies for

scalability, security, privacy, low latency, load

balancing, etc. Leveraged at both the network edge

and backend.

Edge I/O and Networking: Hardware and

software solutions for “southbound” gateway to

sensor communications including wired

technologies, wireless mesh, Personal Area

Networks (PAN) and digital and analog I/O.

Sensors / Endpoints: Makers of packaged sensors,

controllers and equipment for targeted use cases.

Our IoT hardware (gateways, embedded PCs) can

support virtually any endpoint through software

normalization (using expansion I/O as needed) but

certified devices will be more secure, manageable,

and plug and play.

Technology Partner Benefits

Technology Partner Types

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The Dell IoT Solutions

Technology Partner ecosystemExecutive PartnerExecutive Partners constitute our most strategic partnership tier and have

formed the closest business relationship with Dell. A qualified Dell engineer

has internally tested the integration and interoperability of the partner’s

offering with the selected Dell IoT platform(s) and validated that the solution

meets Dell’s established requirements.

Registered PartnerRegistered Partners are provided early access to Dell IoT roadmaps and

products so they can optimize their solution offering and drive awareness in

the partner community. They internally test and verify their offering with Dell

IoT platform(s) and validate that the solution meets Dell’s established

requirements. Dell will review the test results but the partner is responsible for

the accuracy of their claims during and after verification.

Associate PartnerAssociate Partners have been selected due to proven alignment with Dell

strategy and differentiation in areas such as technology leadership and go-to-

market. They internally test and verify their offering with Dell IoT platform(s) and

validate that the solution meets Dell’s established requirements. Dell reviews the

testing in detail but the partner is responsible for their claims.

IoT solutions are complex and no single company can deliver on every

customer need. That’s why Dell is committed to curating a world-class

program of Technology Providers that address all parts of the solution

landscape and complement our broad portfolio of enabling IoT

infrastructure. Offerings from our Independent Software Vendor (ISV)

partners range from full platforms to pure-play solution ingredients for

analytics, visualizations, big data, security and device management.

Participating Independent Hardware Vendors (IHVs) include

manufacturers of sensors and accessory I/O. Our most strategic

partners have strong relationships with Services Partners to address “the

last mile”…. or in many cases “the last few feet”.

Program tiers for Technology Partners are assigned based on a

combination of proven differentiation, go to market, and alignment

with Dell strategy. Our Registered and Associate technology partners

will have the opportunity to advance in tier based on established

success criteria.

delliotpartners.com Technology Partner Types

Technology Partner Program Tiers

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Brand visibility

Potential for joint case studies

Access to private Partner Portal resources

Authorized use of the Dell IoT Solutions Partner logo

Listing on Find a Partner page on delliotpartners.com

Potential to advance in program tiers -Ability to publish press releases about program participation -

Potential to be recommended by Dell to customers and other partners -

Established OEM sales contact(s) -

Potential for co-selling -

Potential for joint marketing, events, co-operative marketing funds -

Access to Dell’s IoT labs -

Self-service through Partner Portal - -Structured contact with Dell Partner Program Team, OEM Development and Sales - -Deeper engagement with Dell Partner Program Team, Marketing, Engineering, CTO,

and Sales- -

Executive sponsorship, invites to exclusive events, etc. - -

Registered Associate Executive

delliotpartners.com Technology Partner Requirements

Technology Partner Benefits

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Select factory-supported Operating System(s) for qualification of Dell IoT HW

Sign the partner program agreement

Complete and maintain self-qualification -

Complete a field deployment with Dell as a qualification gate Optional

Provide training documentation and marketing collateral to Dell Optional

Participate in annual partner conference -

Sign partner and sales contracts on a case-by-case basis - -

Engage with Dell for joint development and qualification - -

Participate in Quarterly Business Reviews (QBRs) - - As needed

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Registered Associate Executive

Details for Services Providers

Technology Partner Requirements

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Details for Services Providers

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Services Partner Program Tiers

Premier Partner

Premier Partners constitute our most strategic

partnership tier and have formed the closest business

relationship with Dell. These partners provide rich

services capabilities on a global scale.

Registered Partner

Registered Partners are provided early access to Dell IoT

roadmaps and products so they can optimize their solution

offering and drive awareness in the partner community.

Preferred Partner

Preferred Partners have been selected due to proven

alignment with Dell strategy and differentiation in solution

integration and go-to-market.

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The Dell IoT Solutions

Services Partner ecosystemDell knows deploying IT solutions in an OT environment can mean

facing complex challenges, and no single company can deliver on

every customer need. This is why we’re partnering with world-class

Services Providers such as System Integrators, Contractors, Distributers

and Consultants to bridge the OT/IT gap and execute our customers’

IoT vision. Dell’s broad portfolio of IoT enabling technologies, together

with our Technology Providers help our Services Partners address all

parts of the solution landscape. And it’s strong relationships with our

Services Partners that will bring our mutual customers that “last mile”….

or in many cases “the last few feet.”

Program tiers for Services Partners are assigned based on proven ability

to build, deploy and support differentiated solutions that are aligned

with our strategy and mutual customer needs. Key determining factors

for tier assignment include annual sales volume, domain knowledge,

ability to execute and global scale. Our Registered and Preferred

partners will have the opportunity to advance in tier based on

established success criteria. Guide .

Services Partner Benefits15

Sales Support

Deal Registration Program -

Channel management engagement Limited Higher Priority

Structured contact with Dell Partner Program Team -

Potential access to Dell-Generated Leads -

Potential for co-selling -

Discounts for qualification samples, potential volume pricing benefits

Potential access to pre-production units - Higher Priority

Opportunity to collaborate with other partners within IoT Partner Program - Higher Priority

Registered Preferred Premier

Marketing & Operational Support

Potential for joint marketing, events, co-operative marketing funds - Higher Priority

Potential for joint case studies

Access to partner portal resources -

Listing on Find a Partner page on delliotpartners.com -

Access to Dell’s Global Solutions Centers & IoT Labs -

Executive sponsorship, invites to exclusive events, etc. - Higher Priority

Services Partner Requirements

Services Partner Benefits

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Partner program agreement

Services Contract -

Minimum active designs with Dell over rolling 12 month period 1 5 10

Assign dedicated Sales resource/contact to Dell - Available Priority

Completion of Dell Partner required certifications -

Complete profile in Dell's Partner Portal -

Collaboration on Solution Briefs per quarter - 1 2

Reoccurring business reviews

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Registered Preferred Premier

How to Get Started

Services Partner Requirements

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Are you ready to join us?

Program EnrollmentWhat you need to do.

Next Steps:

1. Submit application at: www.delliotpartners.com

2. Application will be reviewed by the program team and a decision

will be sent

3. If approved to move forward in the application process, detailed

information will be requested as part of the final review

4. Upon final approval you will be assigned a starting program tier

and be required to sign a Dell NDA

5. Technology Partners: complete qualification testing with your

choice of Dell IoT platform(s) and accept the Technology Partner

program agreement via a private login. Services Partners: sign a

sales agreement and complete competency training as applicable.

6. Upon verification you will be included on the Find a Partner page

on delliotpartners.com and have access to a Program Portal and

Brand Guidelines

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For information on Dell IoT Solutions please visit www.dell.com/iot

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entities claiming the marks and names or their products. Specifications are correct at date of publication but are

subject to availability or change without notice at any time. Dell and its affiliates cannot be responsible for errors or

omissions in typography or photography. Dell’s Terms and Conditions of Sales and Service apply and are available

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