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Dell recommends Windows Vista BusinessPerformance, Durability, and SecurityDiscover All Day Computing with the E6400Our broad, comprehensive line of new Latitude laptops is designed to deliver theright level of mobile functionality and performance your customers need. You’ll find models designed for mainstream computing, extreme mobile environments, and everything in between — all backed by Dell’s revolutionary support services.All Day Mobile Computing6You can achieve up to 19 hours of battery life on the E6400 with thecombination of a 9-cell battery, high-capacity battery slice, SSD, andexclusive Dell ControlPoint software.Excellent ConnectivityThe new Latitude helps your customers work virtually anywhere.Continuing our innovation in wireless technology, our laptops featureoptional Mobile Broadband6 and Wireless-N antenna designs and supportBluetooth 2.1 and emerging technologies like Ultra Wide Band and WiMax, givingyour customers the connectivity options that work best for their needs.Durable DesignYour customers can work comfortably with a precision-tuned optional backlitkeyboard and get amazing durability with premium magnesium-alloy constructionand a long-lasting metallic finish. Robust metal hinges and latches help ensurelaptops can easily withstand real-world use.Common PeripheralsTo help your customers save money and simplify lifecycle management, thenew line of Latitude laptops offers common peripherals and accessories such asdocking stations, optical drive modules, and power supplies.To learn more about the new Latitude, visit DELL.COM/LatitudeSubject to wireless provider’s coverage area. Mobile broadband subscription required,additional charges apply.610

OFFER INNOVATIVE NETWORK MONITORINGAND PEACE OF MINDCertified Practice Area: Managed ServicesDell offers Registered Partners the opportunity to become certified in one or moreof our Certified Practice Areas — technology specializations that map to areas ofsignificant business opportunity for Partners.Managed Services is a fast-growing, largely untapped area of the IT market, whichmakes it a potentially high-growth opportunity for solution providers. ManagedSolution Providers (MSPs) help to ensure IT network availability for their clientsby using remote management and monitoring tools that can proactively detectnetwork problems before they disturb network operations. Now Dell is partneringwith MSPs to help them better serve their clients.Dell Registered Partners that become certified in Managed Services can takeadvantage of the Dell Managed Services Platform, which enables you tomonitor any customer-networked device. It also enables event and performancemanagement and can produce more than 100 customer-facing reports.Why Become Certified In Managed Services?Businesses and organizations of all sizes are turning to Managed Services andMSPs as a way to help:Quickly solve IT and security problems Reduce operational costs and risk Improve network performance As a Certified Partner in Managed Services, you can enjoy an expanded level ofsupport and benefits from Dell and deliver more to your customers, including:A single point of contact and comprehensive network information Predictable monthly costs to help turn capital expenses into operational expenses Peace of mind, thanks to 24/7 monitoring and management capabilities Certification RequirementsTo become a Certified Partner in Managed Services, Registered Partners mustcomplete a set of training courses, prove their technical skills throughcertification, and meet business requirements. Options are available forboth existing and new MSPs.To learn more about becoming certified in Managed Services,visit DELL.COM/Partner11

DELIVER SCALABLE SOLUTIONS THATSTAY ONE STEP AHEADCertified Practice Area: Enterprise ArchitectureDell offers Registered Partners the opportunity to become certified in one or moreof our Certified Practice Areas — technology specializations that map to areas ofsignificant business opportunity for Partners.Enterprise Architecture is the technological backbone of virtually all moderncompanies, representing the solutions that help manage, store, and secureessential data. As data-security and management needs increase, a well-protectedand easily managed infrastructure becomes more and more critical.Dell Registered Partners that become certified in Enterprise Architecture have theopportunity to take full advantage of Dell’s globally recognized servers, storageproducts, and enterprise solutions. From virtualization and energy-efficienttechnology to flexible computing solutions, Dell is at the forefront of helping tocreate smarter, more manageable IT environments. Together with our Partners, webelieve we can simplify server and storage solutions for customers by removingunnecessary cost and complexity.Why Become Certified In Enterprise Architecture?As the need for enterprise technology grows, Partners that demonstrate a rangeof expertise in this area stand to benefit greatly. As a Dell Certified Partner inEnterprise Architecture, you can enjoy an expanded level of support and benefitsfrom Dell, as well as the ability to deliver more to your customers by:Utilizing Dell’s innovative enterprise solutions to maximize yourbusiness opportunities Aligning with Dell’s globally recognized enterprise computing initiatives Selling cutting-edge server and storage products that are easy to install, manage,and scale, including access to new Dell EqualLogic storage products Offering energy-efficient technology to help maximize power efficiency Developing flexible architecture solutions that can reduce long-term costsfor your customers Certification RequirementsTo become a Certified Partner in Enterprise Architecture, Registered Partnersmust complete a set of training courses, prove their technical skills throughcertification, and meet business requirements.To learn more about becoming certified in Enterprise Architecture,visit DELL.COM/Partner12

EXCLUSIVE BENEFITS FORFEDERAL GOVERNMENT PARTNERSCertified Practice Area: FederalIt’s no surprise that Dell was #1 on the GSA Schedule and #15 on Washington Technology’sTop 100 in 2007 — and we wouldn’t be there today without the help of our key Partners.Dell’s Federal Partner Program gives Federal Government Agencies a way to acquire theDell products they have come to rely on and still meet their objectives. Dell’s FederalPartner Program offers opportunities in three tiers.Registered Partners have access to Dell-branded software and peripherals products atfixed discounts, with additional discounts available for registered opportunities.Our Certified Federal Partners must meet several criteria as well as complete theEnterprise Foundations training. Certified Partners have access to all Registered Partnerbenefits and a number of additional program features and volume/contract-specificdiscount schedules.Dell’s Certified LOS program provides a letter of supply for a select number of partnerswho have made a commitment to carry Dell on their GSA Schedule 70.Together with Certified Partners, we believe we can Simplify IT, helping federal customersreach total cost of ownership (TCO) and return on investment (ROI) goals — which, in theend, means we all succeed.Why Certify In Federal? Access to some of the industry’s best solutions and products — 95% ofFederal Government Agencies have done business with DellOur innovative solutions and award-winning products can maximize yourbusiness opportunitiesEnjoy the expanded benefits that are only available to Certified PartnersCertification RequirementsBecoming a Dell Certified Federal Partner involves meeting the following requirements: Completion of the Enterprise Foundations Training Program Maintain at least one Industry Certification (MCSE, Cisco Silver , etc.) Maintain at least one Federal Government GWAQ Contract Maintain at least two of the following: 10 or more employees supporting the Federal Government Individual Security Clearance Facility Clearance Available Credit: 1M or floor planning 2.5M in Dell Annual Federal SpendTo apply to become a Federal Certified Partner, complete the application atDELL.COM/Partner and mail to US PartnerDirect@dell.com13

A FASTER PULSEMicroPulse Technologies accelerates sale close time by 30% and cutsoperational costs by 60% with Dell PartnerDirect.CUSTOMER PROFILECOUNTRY: Birmingham, AL (USA)INDUSTRY: TechnologyFOUNDED: 1993WEB ADDRESS: www.micropulsetech.comCHALLENGEMicroPulse Technologies must provide customers with the right solutions and theright answers quickly to retain business and shut out competitors. With a smallsales and engineering staff, time is precious.SOLUTIONWith Dell PartnerDirect, MicroPulse can confidently help offer its customers thebest pricing and support, close sales faster, and reduce operational costs.BENEFITSGET IT FASTER 30% faster sale close time Quick access to product expertiseRUN IT BETTER Serve customers better with innovative solutions Register deals using PartnerDirect’s Deal Registration Tool, designed to helpPartners protect registered, approved deals and avoid conflict with Dell’sDirect Sales TeamsGROW IT SMARTER 60% reduction in operational costs when purchasing through Dell1

In a world where the right technology infrastructure is a prerequisite to businesssuccess, having a trusted technology advisor that can think long term is aconsiderable asset. That’s the value that Birmingham, Alabama-based MicroPulseTechnologies brings to its customers — a full range of IT services backed bydedicated professionals who have been in the business long enough to know how todeal with the one certainty: change.But even advisors need advisors. When MicroPulse needs access to technical andproduct expertise outside the scope of its own consultants, the company relies on itsrelationship in Dell PartnerDirect.BREAKING NEW GROUNDAs a Dell Certified Partner, MicroPulse can get fast answers to questions about thelatest technologies — even if they have yet to be used together in a productionenvironment. For example, one of MicroPulse’s clients recently requested a cuttingedge deployment of Microsoft Exchange Server 2007 running on MicrosoftWindows Server 2008 using a Dell EqualLogic iSCSI SAN for storage. To ensurehigh availability, MicroPulse clustered the Exchange Mailbox role between two Dell PowerEdge 1950 servers. Using virtualization software from VMware, MicroPulsedeployed the other Exchange roles on virtual servers and delivered exactly what thecustomer requested.However, MicroPulse engineers had questions about using the multipath I/O featureof the Dell EqualLogic SAN in Windows Server 2008 to provide load balancingacross multiple network ports and help remove single points of failure between theserver and the storage. A quick phone call to Dell turned up the answers they neededto complete the solution.“The technical assistance we received from Dell on the Dell EqualLogic multipathingissue was valuable, especially since we didn’t expect to find support resources forsuch a new set of technologies,” says Brad Crawford, CEO of MicroPulse. “But theDell EqualLogic person we talked to knew exactly what to do because he had seenit before in a testing environment. For him to be able to say, ‘I don’t know anybodythat’s doing this in production yet, but this is the solution,’ was pretty impressive.”A SMOOTH TRANSITIONThere are two levels of relationship in Dell PartnerDirect: Registered and Certified.Becoming a Registered Partner is as simple as filling out an online form. MicroPulsechose to become a Certified Partner, which requires completing a straightforwardset of certification requirements in one or more of PartnerDirect’s Certified PracticeAreas, such as Managed Services and Enterprise Architecture. MicroPulse’s channelpartnership with EqualLogic actually began just before Dell acquired EqualLogic, and2

Crawford was happy to see Dell take an already strong channel program and make itbetter.“The transition was very smooth,” he says. “Dell added additional product lines andnew ways of buying that make things easier for us, but kept everything else prettymuch the same, which is great. The Dell PartnerDirect portal makes it easy to registerdeals, which helps us protect our margins and provide the right solution to ourcustomers. If we think that EqualLogic is the right solution, we can sell them the rightsolution without fear that we’re going to be undercut on pricing by a higher volumevendor. It’s less confusion for the customer, too.”“We realize a 60 percent reduction in operational costs whenpurchasing through Dell by not having to contact as many peopleduring the sales process. Our Dell representative will researcheverything and get back to us quickly,” says Crawford.CLOSING SALES 30% FASTERAs a technology services company, getting customersthe right answers quickly is the name of the game. By havingone point of contact for presales, procurement, and supportthrough Dell, MicroPulse is able to sell solutions faster.“Having quick access to Dell’s technical expertise — as wellas being able to deal with Dell directly — helps us shorten thesales cycle, from the initial customer interest to the final sale,”says Crawford. “It saves us time and helps us get the solutionout in front of the customer quicker. Our sales close time is30 percent faster due to our participation in Dell PartnerDirect.”REDUCING OPERATIONAL COSTS BY 60%Dell PartnerDirect has also allowed MicroPulse to save sales staff time — andtherefore operational expenses — by reducing points of contact. BecauseMicroPulse’s sales staff can tap Dell’s expertise, they now have more time to sellinstead of getting bogged down in technical research.“For solutions that we don’t go through Dell on, our salesperson often has to contactmultiple vendors, wait for all of them to get back to him, and then pull it all together,”says Crawford. “Whereas with Dell, he just asks one person, so he’s saving hours ofhis time. We realize a 60 percent reduction in operational costs when purchasingthrough Dell by not having to contact as many people during the sales process. It’susually just a matter of an e-mail or phone call to our Dell representative, who willresearch everything and get back to us quickly.”3

This fast communication lets MicroPulse do the same for its customers. “We like to bethe first one back to a customer or prospect with an answer,” says Crawford. “WithDell, we never have any trouble knowing who to contact or how to go about things.Dell helps keep us ahead of the competition.”To read additional Case Studies, visit DELL.COM/CaseStudiesTo participate in Dell PartnerDirect, visit partner.dell.com, e-mailPartnerDirect@dell.com, or call 877-890-335510/2008 This case study is for informational purposes only. DELL MAKES NO WARRANTIES, EXPRESS ORIMPLIED, IN THIS CASE STUDY.4

IN STEP WITH DELLWith Dell PartnerDirect, Rev2 Technologies gains a competitive edge,including 50% faster pre-sales, a 65% increase in repeat business, and55% more deals won.CUSTOMER PROFILECOUNTRY: Santa Clara, CA (USA)INDUSTRY: TechnologyFOUNDED: 2002WEB ADDRESS: www.rev2technologies.comCHALLENGERev2 Technologies wanted a partner it could count on for quick response andtechnical expertise, without the bureaucracy and complexity associated withmany traditional channel programs.SOLUTIONDell’s PartnerDirect program allows Rev2 to offer more solutions fasterthrough direct access to technical knowledge, streamlined ordering,and flexible financing.BENEFITSGET IT FASTER Up to 50% faster pre-sales through quick access to IT expertise Execute more solutions faster with quick delivery and rapid response in lessthan half the time it takes with some manufacturersGROW IT SMARTER Offer a broad range of Dell products to serve diverse needs 65% increase in repeat business 75% increase in Dell server sales 55% more deals won Able to assist larger customers through flexible financing1

Being an IT services provider in Silicon Valley isn’t easy. The competition is intense,and partnerships are everything. Since 2002, Santa Clara-based Rev2 Technologieshas built its business relying on channel partnerships with technology vendors tobuild the right solutions for its customers.Communicating with those partners about the technical details of their productssometimes proved challenging — especially when time was of the essence in sellingan integrated solution. “We often found a vacuum in terms of technical points ofcontact with our channel partners,” says Terry Drasny, partner.Dell’s PartnerDirect program offered a refreshing change. Instead of bureaucracy andbarriers, Rev2 found a true business partner and sales ally.A SIMPLIFIED CHANNEL MODEL MEANS 50% FASTER PROPOSALS“Dell has created a simplified direct channel model, withoutdistributors or additional layers that the customer pays for,” says SteveBrown, partner. “That’s how Dell PartnerDirect has hit home for us.”Because of Dell’s quick response time and direct engagement with clients, Rev2 isable to enhance the level of service it provides to customers instead of making themwait for answers from a hardware manufacturer.“We get Dell involved technically as well as withsales, so it’s a united effort,” says Drasny. “One ofthe great things about Dell PartnerDirect is that wecan clearly articulate where we fit in on the team, andhow Dell fits in for us. With other vendors, this divisionhas not been as clear.”Rev2 can quote and fill priority orders in one to twobusiness days. “With other manufacturers, our experiencewith this process can take as long as five to ten businessdays. It’s a win-win equation across the board,” says Brown.“Having direct help from the manufacturer makes projectexecution so much easier. On average we can identify, propose, and quote a Dellsolution for our clients in less than half the time it takes with other manufacturers.”“Dell PartnerDirect is a superior offering to what any other channelrelationship can provide today. Since becoming a Dell channel partner,we have experienced a 65 percent increase in repeat Dell business,”adds Drasny.2

INFORMATION EQUALS SALES“As any IT reseller knows, a sales engagement in this industry is by definition atechnical sales engagement. By helping Rev2’s customers architect solutions they cangrow with, Dell has managed to turn around some misconceptions about how largehardware providers communicate,” says Drasny.“Dell really outshines the competition when it comes to pre-sales technical analysisbecause they provide technical resou

Tech-to-tech support with Fast-Track Dispatch for certified IT professionals Dell ProSupport gives you a choice in service models based on who you are, the way you use technology, and how you want to distribute resources. To learn more about Dell ProSupport for IT or Dell ProSupport for End-Users, contact your Dell sales representative.