Make the Dell PartnerDirect

Programme part of your success story

Dell PartnerDirect | Making working together easy | www.dell.com/partnerdirect

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Why partner with Dell?

The rewards are immediate and substantial, because we recognise the benefits of the business you bring us. Whats more, even greater rewards are available if you sign up to Storage Competency or other key technologies.

Your success is ours, too. Thats why we offer an integrated buying experience, allowing you to build complex solutions for public-sector organisations and large or medium-sized businesses. Its why we give you significant post-sales service and support, regardless of whether you source product from Authorised Distributors or direct from us. Its why we offer an impressive suite of training, marketing support and other sales tools, and make them available 247 through the Dell PartnerDirect Portal.

In short, if youre a Dell Preferred Partner, youll get great rewards, and the recognition and support you need and

deserve. Customers, too, will know what your partner status means. Its a badge of expertise, a sign of quality

and aconfirmation oftrust.

Also as a Preferred Partner, youll enjoy enhanced opportunity registration terms, individual and corporate sales incentives, field-based support and expanded access to Dell marketing materials andprogrammes.

Dont wait. Its easy to join, easy to follow, and easy and fast to see great returns, whether you buy from us directly orindirectly.

Youre our experts. Youre our front line. Youreourpartners.

Our partners arent just a channel to us.

They are partners in the true sense of the word people who work alongside us, who reciprocate the support we give them, and whose expertise and commitment we value and respect.

Thats why, when asked whether they would recommend us as a vendor, more than 80% of our current partners score us 8 out of 10 or higher.

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PREFERRED

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PREFER

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How do I become a Preferred Partner?

To be approved as a Preferred Partner, you need to meet thefollowing criteria:

Register on the PartnerDirect Portal

Agree to a new contractual agreement

Participate in general training (online and instructor led)

Meet yearly revenue achievements set by Dell

Have yearly business plans with Quarterly Business Review

If you meet all of the above requirements, the application process begins and, if selected, youll be asked to sign our contractual agreement. Once youre on board, youll need to take part in online or classroom-based training.

Benefits As a Preferred Partner, you can expect the highest level of support to help you maintain and grow your business. Heres what we provide:

Maintain your business Channel account management

PartnerDirect Portal access

Use of Dell Preferred Partner logo

Certification status pack

Reward programme on overall achievement

Specific Storage Competency reward (when completed)

Online and classroom training

Find-a-Partner tool*

Regular updates and product roadmaps

Possibility of marketing development funds on specific deals

Partner events

Grow your business Deal registration*

Lead generation

Special pricing on bids

Seed units for green-field opportunities/demo-units process

First of all youll need to register on the PartnerDirect Portal. Youll then be taken through a series of easy steps to check your suitability for the programme.

Register on the PartnerDirect Portal atwww.dell.com/partnerdirect

*These benefits are coming soon

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Take it up another level with recognised storage competencyOur new Storage Competency Programme is a way for Preferred Partners to earn even higher discounts and rewards in recognition their expertise and outstanding sales skills.

Storage is a great area to focus on; the demand for capacity is insatiable, and growing.

Our approach to Intelligent Data Management (IDM), andour outstanding PowerVault, EqualLogic, Compellent Storage solutions will help you meet your customers storagechallenges.

Extra benefits for Preferred Storage PartnersIn recognition of your achievements, we offer you the following additional benefits:

Go-to-Partner statusFirst right of refusal for leads generated by Dell sales

Recognised statusAppointment letter, plaque and partner branding

Access to field-based resourcesPartners work with an assigned IDM Business Development Manager (BDM)

Access to MDF (proposal-based)Partner develops and gets support funding for co-marketing events

Product briefing and roadmap reviewsRegular and sneak-preview storage development updates from Dell

Deal registration and business protectionIDM BDM registers deals and assigns primary sales on the opportunity

Price-to-WinOn deal-registration acceptance, you receive competitive pricing in order to win

Incentive programmesAdditional performance and competency rebates based on shipped (invoiced) revenue

Seed/POC programme access for IDMDell support for partner-led proof-of-concept evaluations at customer sites

Customer for LifeWhen you register a new customer, you are automatically eligible for first right of refusal for pure IDM deals, subject to continuing customer satisfaction

Access to marketing toolsEvent in a box interactive planning and access to co-branding materials

Executive business briefingsConferences and briefings to support your knowledge of Dell hardware and software

A wide range of easy-access online training programmes is available on the PartnerDirect Portal as video, interactive or PowerPoint presentations. These include most of the mandatory training objectives that need to be met before becoming a Preferred Partner.

Instructor-led Training (ILT)You can choose to take part in any of our classroom training sessions at one of our five centres in EM-EMEA:

Training programmes are available for both sales and technical people. Check regularly at www.dell.com/partnerdirect/learning-ec to see the latest agenda.

We can also deliver our training courses at your premises. As long as you meet the minimum number of students (dependent on location), well come to you.

The cost per student varies depending on the course and the city the instructor needs to travel to.

Examples of training courses include:

General Onboarding Training Gives you all the vital information on ethics compliance,

foreign corrupt practices act compliance and export trade compliance, reflecting Dell DNA when conducting business.

Dell Client Product Training Gives you an in-depth understanding of our Latitude and

OptiPlex product ranges. Dells award-winning range of products is built for public, large enterprise and medium-sizebusinesses.

Dell Server Product Training Designed to provide you with the skills and knowledge

to effectively set up and manage tower, rack and blade servers for both the sales and technical departments within your company.

Dell Storage Training: PowerVault, EqualLogic

and Compellent

Our Intelligent Data Management (IDM) range of solutions will answer all end-customer needs, from entry-level solutions (PowerVault) to high-end infrastructure needs (Compellent). We designed dedicated training on these solutions so you can deliver the right products to the right market, helping to maximise end-customer satisfaction.

All Preferred Partners can benefit from our excellent training and development opportunities; you can take advantage of our resources, industry experience and expertise to increase your knowledge. And the more you know about Dell products and services, the better able youll be to advise your customers and grow your business.

Training and development

Dubai

Johannesburg

Istanbul

Casablanca(soon)

Moscow

Partner Learning Centre

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Facts and figures

To give you an idea of how valuable the benefits of storage competency can be, weve put together some hard facts:

Joint marketing funds of up to $5KFast-track fund for activities and events designed to drive Dellawareness

RebatesIf you reach 9099.9% of your quarterly performance target, we give you a 3% rebate. If you reach or exceed 100% of your target, we give you a 7% rebate.

If you reach your annual threshold (US$400K on storage products), we give you a 3% rebate on all storage revenue generated during the fiscal year.

Executive business centresAccess to jointly-branded business centres to deliver your customerevent

At the initial interaction with the customer, you register the deal. Once registration for that deal has been accepted, you become the partner of choice for that deal and you will receive preferred pricing that enables you to compete effectively. This is Deal Protection.

If your customer is a net new solutions customer, that customer will be associated specifically with you, and provided you maintain quality of service, all subsequent upgrades and services to that direct customer will associated with you. This is Customer For Life.

Storage Competency offers two main benefits: Deal Protection and Customer For Life.

How do I register for the Storage Competency Programme

If youre a Preferred Partner wanting to apply for Storage Competency, youll need to already be a Premium Partner with at least one of the following: Microsoft, Citrix, SAP/Oracle, VMware, Brocade, Juniper or Cisco; own a PS or Dell Compellent demo unit; and achieve US$400K annual Dell storage revenue.

You must also have:

At least two salespeople and two technical people trained in the Dell range of storage products and solutions

A single point of contact for Dell Intelligent DataManagement

A current business plan

An appointed management executive to be a sponsor and signatory on your business plan for IntelligentDataManagement

For further information about Storage Competency, please contact the Solutions Team or your distributor

Partner protection

Dell PartnerDirect | Making working together easy | www.dell.com/partnerdirect

DELL Emerging Markets

EMEA Offices

Bahrain Kingdom of Bahrain

Bulgaria Sofia

Croatia Zagreb

Egypt Cairo

Greece Athens

Hungary Budapest

Israel Tel Aviv

Jordan Amman

Kazakhstan Almaty City

Nigeria Lagos

Morocco Casablanca

Portugal Porto Salvo

Romania Bucharest

Russia Moscow

Saudi Arabia Riyadh

South Africa Bryanston

Tunisia Tunis

Turkey Istanbul

UAE Dubai

Ukraine Kiev

UK Bracknell

To become a Preferred Partner, or for general enquiries, please contact

your region directly using the contact details below:

All Middle East countries

me_channel_info@dell.com

All African countries and French Overseas Territories

africa_channel_info@dell.com

Within Eastern Europe, Israel, Turkey, Greece and Portugal

ee_channel_info@dell.com

For more indepth information or queries, please contact one of the following:

Frdric Martin Partner ProgrammeManager

frederic.martin@dell.com

Sandy Audi Head of ChannelDevelopment

sandy.audi@dell.com

For Storage Competency enquiries

vanessa_pringle@dell.com

John Coulston Director, Channel Programs & Ops (CPO)

john.coulston@dell.com