Transcription
Why PartnerDirectChoice, flexibility, simplicity
What you will learn today2Dell’s ChannelbusinessPartnerDirectprogramJourney, success,analysts andbeyondPerformanceExperienceActionWhy PartnerDirectConfidential Material 2013 Dell Inc. All Rights ReservedGlobal Channels and Alliances
Dell’s Channel businessAligning to support partners like you
Bringing it all together - Dell ing technology solutions that enable people everywhereto grow, thrive and reach their full potentialA leading provider of end-to-end scalable solutionsPracticalinnovationEfficient, simpleand affordableSuperiorrelationship modelOurcustomers’imperativesOurend- to- endportfolio4Why PartnerDirectConnectingEND USERSIntegrating andoptimizing theENTERPRISESimplifying andsecuring throughSOFTWAREConfidential Material 2013 Dell Inc. All Rights ReservedAcceleratinginnovation withSERVICESGlobal Channels and Alliances
“Our partners are a veryimportant part of Dell’s overallgrowth strategy. We’recommitted to theserelationships, and we value ourchannel partners’ unique insightsinto what customers want andneed from IT solutions. Whenour customers grow andsucceed, so do our partners, andso do we.”Michael Dell5Why PartnerDirectConfidential Material 2013 Dell Inc. All Rights ReservedGlobal Channels and Alliances
Global Channels and Alliances4 Commercialchannel businessesValue- Added ResellersOEM SolutionsDistributionSystem Integrators140k global partners4,229 certified partners135k registered partnersChannel representsabout 1/3 of Dell’sglobal commercialbusiness¹9competency 30%areas, coveringboth hardwareand softwareproducts2- 3X⁵20121 PartnerBestcompanies topartner with²Program6 yearsstrong6Why er 43 industry awards andrecognition in FY13Businessgrowth forCertifiedpartners⁴dealregistrationapproval rate#1 vendor33%of choice forFlash/SSDdeployment⁶ &mid- rangestorage arrays⁷Increase in coursesavailableConfidential Material 2013 Dell Inc. All Rights Reserved101 coursesnow offered ³Global Channels and Alliances
Channel fit within DellChannel operates as an integrated, horizontal organization acrosscommercial segments with positive position in all business units:4 commercial tions4 business GroupDellSoftwareGroupServicesGlobal Channels and AlliancesPurpose:17Why PartnerDirectTo enable customers to choosetheir route to market choiceConfidential Material 2013 Dell Inc. All Rights ReservedDell asGlobal Channels and Alliances
Channel fit within DellFour Customer ImperativesOver 2,000 Dell Channelemployees across the globe arecommitted to your success4 Commercial Channel BusinessesValue-AddedResellers, direct Channel represents aboutone third of Dell’s Globalcommercial business2-3XOur Partner Community¹140,000 4,200 Global ChannelPartnersCertified Partners³8Why PartnerDirect1/3market growth²Confidential Material 2013 Dell Inc. All Rights ReservedGlobal Channels and Alliances
PartnerDirect ProgramOur commitment, why certify, benefits
Our commitment to youSimplicityTraining andenablementMake it easy towork with DellFY14FY09Win in thedata centerFY16Partneropportunitieswith Dell solutions10Why PartnerDirectConfidential Material 2013 Dell Inc. All Rights ReservedGlobal Channels and Alliances
Program levels and overview201311Why PartnerDirectConfidential Material 2013 Dell Inc. All Rights ReservedGlobal Channels and Alliances
Why CertifyFinancial benefitsMarketing supportthroughcentralizedprogramsAdditional discounts.Partner AdvantEdge points.Rebates.Additional SupportPartner ExperienceNamed Account Teamand /or CDM.Partner Resource Desk.Deal RegistrationFree online trainingPriority access to eventsand webinarsGrowth & SuccessExtended portfolio.Find a Partner.Access to the DellSolutionsConfiguratorPlease refer to the Partner Program Guide for a complete list of competency benefits in your region.12Why PartnerDirectConfidential Material 2013 Dell Inc. All Rights ReservedGlobal Channels and Alliances
Certification is Free!13Why PartnerDirectConfidential Material 2013 Dell Inc. All Rights ReservedGlobal Channels and Alliances
14Why PartnerDirectConfidential Material 2013 Dell Inc. All Rights ReservedGlobal Channels and Alliances
Nine Competencies your choice!15Why PartnerDirectConfidential Material 2013 Dell Inc. All Rights ReservedGlobal Channels and Alliances
Our Journey and BeyondAnalysts, press
PartnerDirect Journey FY08Global launchPartnerDirect &portalOn boarding EC EMEA, EMEA & APJEnterprise Architecture, ManagedServices competencyLimited GTM programsRebate program established20,000 deal reg globallyFY09 17Why PartnerDirect Expanded competenciesAdditional online business modules& management capabilitiesAward wins around the worldExpand deal reg with LOB reg138,000 deal reg globallyFY10FY11EA certification expands to Server& StorageMajor online investmentsLimited Instructor led trainingPartner portal in 19 languagesworldwide77,000 deal reg globally FY12 New Cloud Services & SolutionscompetencyGSI’s, OEM business join GCCWorkstation program implementedLaunch DVS competency with Wysesolutions200,000 trainings delivered globallyFY13Extended deal reg, rebate tool in ECEMEA & APJPremier & Preferred launchCRN #7 Best Company to Partner WithGreg Davis top channel sales leader 2011219,000 deal reg, 135,000 trainingsdelivered globallyConfidential Material 2013 Dell Inc. All Rights ReservedFY14 FY15Integrate Quest into PartnerDirectLaunch Software competenciesMultiple CRN Awards for theprogram and individualsOnline Solutions ConfiguratorlaunchGlobal Channels and Alliances
Analysts, industry reportsSee what analysts and influencers are saying about Dell and the IT industryGartner Magic Quadrant Dell in "Leaders Quadrant" (2011–2013)Latest research and reportsIndustry analyst firms provide independent third- party opinionabout Dell strategy, products and services. 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), NorthAmerica User Administration and ProvisioningYou may browse through the reports or purchase additionalreports directly from the analyst firms.Reports about DellGartner reports18Why PartnerDirectConfidential Material 2013 Dell Inc. All Rights ReservedGlobal Channels and Alliances
19Why PartnerDirectConfidential Material 2013 Dell Inc. All Rights ReservedGlobal Channels and Alliances
Where we go from hereInvestwith DellSell Dell’s end-to-end solutionThat helps enable your customers to:Take partand benefitfrom thisexcitingtime at DellTurn data into insightsOvercome the evolving security threat & ensure complianceAccelerate adoption: virtualization, convergence, cloud20Why PartnerDirectConfidential Material 2013 Dell Inc. All Rights ReservedGlobal Channels and Alliances
ありがとうDěkujiMercidank u21Why PartnerDirectGo raibh maith agatश ु ��σας ευχαριστώThank youcảm ơn kkür ederimConfidential Material 2013 Dell Inc. All Rights Reserved תודה Global Channels and Alliances
Gartner Magic Quadrant Dell in "Leaders Quadrant" ( 2011-2013) Application Performance Monitoring Unified Threat Management, North America . Managed Security Service Providers (MSSP), North America General-Purpose Disk Arrays Blade Servers, North America Information Technology Asset Disposition (ITAD), North America
