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Copyright © 2020 Dell Inc. or its
subsidiaries. All Rights Reserved. Dell,
EMC and other trademarks are trademarks
of Dell Inc. or its subsidiaries. Other
trademarks may be trademarks of their
respective owners.
PARTNER PROGRAM GUIDE
FEB 1, 2020 – JAN 29, 2021
DELL TECHNOLOGIES 2020
SYSTEMS
INTEGRATOR
TRACK
© Copyright 2020 Dell Inc. All Rights Reserved. | 2
I’m continually in awe of what our partners have been able to achieve year after year,
and 2019 was another record-breaking year for us. For that I must say THANK YOU!
Together we seized opportunities, enhanced our partnerships and achieved some
incredible things. Our partners invested in our partnership and we continue to invest
in our partners, reinforcing our commitment to our joint success.
Dell Technologies is investing in our partners and the products and services we
deliver to ensure our customers achieve greatness. Dell Technologies Cloud is a
prime example of Dell’s commitment to delivering products and solutions to solve our
customers challenges while enabling our partners to grow their business. As we
enter 2020, I want to reiterate my gratitude to our partners. I am thrilled to enter the
new year with our partners and I can’t wait to see what we achieve as we conquer
new challenges in 2020 together.
@JayBOD3
Jay Snyder
SVP, Global Alliances
Elevate your success
© Copyright 2020 Dell Inc. All Rights Reserved. | 3
6 Guiding Principles
1Partners are integral to Dell Technologies overall success in
delivering an excellent customer experience.
2Dell Technologies commits to deliver a
Simple, Predictable & Profitable™ Partner Program
3Sales engagement between core Dell Technologies and our partners
will include elements of joint territory/account planning and teaming
agreements. These are designed to build trusting, long-term
relationships that result in satisfying our mutual customers.
4Dell Technologies commits that conflict will be managed and resolved
with the highest level of prioritization and transparency.
5Dell Technologies commits to offer comprehensive training and
enablement to our partners for all Dell Technologies
solution offerings.
6Dell Technologies commits to strengthening relationships with
partners to develop & enable a robust Partner Community.
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Table of Contents
OVERVIEW 6
REQUIREMENTS & BENEFITS 7
WORKING WITH DELL TECHNOLOGIES 11
RESOURCES & TOOLS 14
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Dell Technologies AdvantageUnparalleled Leadership from the Edge to the Core to the Cloud
A technology leader and an innovator with world-class enterprise
sales and support
Dell Technologies Services & Supportteam members
34,000
Serving
98%of the Fortune 500
Patents & PatentApplications
27,234
Research & Development
> $20Bin last 5 financial years1
Presence in
180countries
#1 NAS#1 Open SAN#1 Storage Software#1 x86 Server Units#1 x86 Server Revenue#1 Converged Systems#1 Hyperconverged Systems#1 Purpose-Built Backup Appliance#1 Cloud IT Infrastructure#1 All-Flash Arrays and Hybrid Flash Arrays#1 Storage Platforms for Private Cloud IT Infrastructure#1 Object-Based External Storage Systems exc. HCI#1 Certified Reference Systems and Integrated
Infrastructure#1 External Enterprise Storage Systems
(Entry, Midrange and High End)#1 Workstations#1 Monitors
1 Dell Technologies’ cumulative R&D investment includes EMC amounts prior to the merger transaction date on September 7, 2016
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Ecosystem
Dell Technologies is a technology leader and innovator, providing unparalleled
solutions from the edge to core to cloud, available to you through the Dell Technologies
Partner Program. Underpinned by the three core tenets of Simple, Predictable and
Profitable, the Dell Technologies Partner Program provides world-class engagement
and support across the digital journey of our shared customers.
The Dell Technologies Partner Program has multiple tracks for different Partner types.
This guide is specific to the Systems Integrator Track.
SOLUTION PROVIDERS CLOUD SERVICE PROVIDERS
SYSTEMS INTEGRATORS DISTRIBUTORS OEMS
OVERVIEWREQUIREMENTS
& BENEFITS
WORKING WITH
DELL TECHNOLOGIES
RESOURCES
& TOOLS
© Copyright 2020 Dell Inc. All Rights Reserved. | 6
“In this document, Dell Technologies” refers to the business units previously referred to as
Dell EMC”, and excludes Boomi, Pivotal, RSA, Secureworks, Virtustream and Vmware, and
their respective independent partner programs.
© Copyright 2020 Dell Inc. All Rights Reserved. | 7
OVERVIEWREQUIREMENTS
& BENEFITS
WORKING WITH
DELL TECHNOLOGIES
RESOURCES
& TOOLS
Program Tiers & RequirementsThe Dell Technologies Partner Program Tiers
each have their own requirements, enabling you
to progress beyond the entry level status.
Gold Platinum Titanium
Program Participation by Invitation ● ● ●
Memorandum of Understanding ● ● ●
Assigned Marketing Manager ● ● ●
Assigned Alliance Manager ● ●
Co-Signed Annual Business Plan ● ●
Partner Executive Sponsor ● ●
Joint Solutions Development ● ●
Joint Sales Planning ● ●
Benefits increase with greater commitment to the program.
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For more information, see the
Benefits and Requirements Document>
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Tier BenefitsAs your Tier progresses, so do your benefits. You have the flexibility to choose where
to invest, ultimately receiving rewards tied to your level of commitment to the Dell
Technologies Partner Program.
Simple. Predictable. Profitable.TM
Gold Platinum Titanium
Proposal-Based Business Development Funds (BDF) ● ● ●
Partner Portal access including enablement tools, sales aids,
and marketing campaign tools ● ● ●
Dell Technologies Find-a-Partner presence ● ● ●
Partner Solution Content Library for internal
Dell Technologies Sales ● ● ●
Leverage Dell Technologies Partner Program Logo
and Branding ● ● ●
Leverage Dell Technologies Partner Program Logo
and Branding ● ● ●
Access to fee-based marketing resources: Concierge Program,
Campaign Packages, Event Management ● ● ●
No-cost Streaming Training ● ●
Access to Technical Resources ● ●
Account Management / Joint Sales Planning ● ●
Dell Technologies Partner Program Executive Sponsor ●
Access to PM/Engineering Leadership ●
OVERVIEWREQUIREMENTS
& BENEFITS
WORKING WITH
DELL TECHNOLOGIES
RESOURCES
& TOOLS
© Copyright 2020 Dell Inc. All Rights Reserved. | 8
“In this document, Dell Technologies” refers to the business units previously referred to as
Dell EMC”, and excludes Boomi, Pivotal, RSA, Secureworks, Virtustream and Vmware, and
their respective independent partner programs.
© Copyright 2020 Dell Inc. All Rights Reserved. | 9
OVERVIEWREQUIREMENTS
& BENEFITS
WORKING WITH
DELL TECHNOLOGIES
RESOURCES
& TOOLS
Financial BenefitsProfitability is foundational to your business and a cornerstone of our program.
Gold, Platinum and Titanium Partners are eligible to
request Proposal-Based Business Development Funds.
The Dell Technologies Partner Program offers Proposal-Based Business Development
Funds, which are incremental discretionary funds that can be used on demand
generation, training, awareness, and other activities that focus on your solutions
powered by Dell Technologies. Activities for Proposal-Based Business Development
Funds require pre-approval and are based on business needs.
Business Development Funds (BDF)
To see more great program incentives, visit the Incentives page on the Partner Portal.
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OVERVIEWREQUIREMENTS
& BENEFITS
WORKING WITH
DELL TECHNOLOGIES
RESOURCES
& TOOLS
Training & Competencies
Dell Technologies offers training
with the flexibility to specialize in certain Dell
Technologies solution areas. Spanning
sales, technical, and marketing, these
trainings ensure you have the appropriate
knowledge and skillset to meet your
customers’ needs.
• Individual and company
recognition
• Same Training as Dell
Technologies core Internal Teams
• Maintenance training opportunities
to save time
Training and competencies are available which can help you benefit from increased
sales due to greater expertise with Dell, Dell EMC, and Dell Technologies products
and solutions.
Portfolio Competencies Solution Competencies
Infrastructure
Solutions
Storage
Data Protection
Converged/Hyper-Converged
Infrastructure
Business Applications
Data Analytics
High Performance Computing
Hybrid Cloud
Internet of Things (IoT)
Software Defined Infrastructure
Server
Networking
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OVERVIEWREQUIREMENTS
& BENEFITS
WORKING WITH
DELL TECHNOLOGIES
RESOURCES
& TOOLS
Dell Technologies has a core set
of Rules of Engagement that
permeate the behavior of the
entire organization. There are
guiding principles for these
rules of engagement, namely
the integral role that partners
play in Dell Technologies
overall success to delivering an
excellent customer experience.
Dell Technologies leadership
team takes any infractions to
these rules very seriously.
Partner Engagement withDell Technologies
Dell Technologies has a core set of Rules of
Engagement that permeate the behavior of the
entire organization. There are guiding principles
for these rules of engagement, namely the
integral role that you play in Dell Technologies
overall success to delivering an excellent
customer experience. Dell Technologies leadership
team has a zero tolerance policy for any dishonoring
of these rules.
Rules of Engagement
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OVERVIEWREQUIREMENTS
& BENEFITS
WORKING WITH
DELL TECHNOLOGIES
RESOURCES
& TOOLS
Purchasing & FinancingWith Dell Technologies, simplicity and flexibility is at the forefront of what makes
our program and our partners extraordinary.
Dell Technologies offers a variety of configuration, quoting and purchasing capabilities tailored
to meet your procurement needs. These valuable resources are available for all partners within
the Partner Portal so you can offer a more seamless experience to your customers.
Configuration and Purchasing Tools*
Dell Financial Services (DFS) delivers innovative payment solutions for hardware, software
and services, allowing you and your customers to align and scale the cost of IT solutions with
technology consumption and budget availability**. Flex on Demand (FOD) one of three Dell
Technologies On Demand flexible payment solutions, allows you to offer elastic capacity and
only pay for what is used. This structure pays a one-time fee upfront based on the committed
contract value and alleviates risk on credit or usage. Partners can also resell (sell-out) the
FOD offering as part of delivering your total solution.
Financial Services: Flexible Payment Solutions*
In partnership with leading financial institutions, Dell Technologies offers extended payment
terms and increased credit capacity to enable you to grow your business faster
Working Capital Solutions (WCS)*
*Some tools or services might not be available for Partners in all locations.
**Payment solutions provided and serviced by Dell Financial Services L.L.C. or its affiliate or designee (“DFS”) for qualified customers. Offers may not
be available or may vary in certain countries. Where available offers may be changed without notice and are subject to product availability, applicable
law, credit approval, documentation provided by and acceptable to DFS and may be subject to minimum transaction size. Offers not available for
personal, family or household use.
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OVERVIEWREQUIREMENTS
& BENEFITS
WORKING WITH
DELL TECHNOLOGIES
RESOURCES
& TOOLS
Dell Technologies Services drive both the rapid adoption and the optimization of digital technologies
through a number of capabilities that we group into Consulting, Deployment, Cloud, Support, and
Education services. As a Systems Integrator, you can work with us to resell these services to your
customers, or leverage our expertise when implementing our solutions in your own data centers. Our
global team has deep IT service management experience, transforming thousands of applications.
We understand the architectures that best suited to support application migrations to the cloud,
including vertical specific workloads. Dell Technologies works in partnership with our Systems
Integrator partners to assure the strategies and execution meet both the customer’s and partner’s
business goals
Partnering with Dell Technologies Services
We provide many opportunities to improve your profitability
when you include services.
• Storage as a Service
and Backup as a Service
• Includes reference
architectures and
detailed configurations
Dell Technologies
Packaged
Enablement
Services
• Sell-to and Sell-through
services available for
purchase
Dell Technologies
Cloud Consulting
and Advisory
Services• Technology experts help
deploy systems with
greater speed, less effort
and more control
Deployment
Services
Supplementing your capabilities with Dell Technologies Services helps you build
deeper relationships, provide greater value to customers, and grow your profitability.
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OVERVIEWREQUIREMENTS
& BENEFITS
WORKING WITH
DELL TECHNOLOGIES
RESOURCES
& TOOLS
Partner PortalThe Dell Technologies Partner Portal provides access to the tools
and resources you need, including:
• Purchasing & Business Management
• Training & Competencies
• BDF tracking
• Knowledge Center
• Sales & Marketing Tools
• Partner Support
For more information, visit DellTechnologies.com/Partner
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OVERVIEWREQUIREMENTS
& BENEFITS
WORKING WITH
DELL TECHNOLOGIES
RESOURCES
& TOOLS
Sales ToolsQuick, easy access to essential tools and resources makes it easier for you to introduce new
solutions to your customers, gather core requirements, configure solutions, generate persuasive
proposals and much more.
Generate more sales and improve productivity by equipping your staff with the latest product
information, messaging and positioning.
Calculators & Advisors
Customer Solution Centers enable you to strategize, architect, validate and build solutions that
supplement your Online Demo Center access.
Customer Solution Centers
The Demo Program can be used to support customer demonstrations, proof of concepts in your own
labs and internal team training. Purchases can also be supported using partner Earned BDF.
Demo Program
Close deals faster with a comprehensive set of sales resources and assets including Products,
Solutions and Services through Knowledge Center - helping you position the best solution to your
customers.
Knowledge Center
Generating persuasive proposals has never been easier with Dell Technologies proposal-ready
content and powerful document automation capabilities.
Proposal Tools
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OVERVIEWREQUIREMENTS
& BENEFITS
WORKING WITH
DELL TECHNOLOGIES
RESOURCES
& TOOLS
Marketing ToolsGrow your business faster by taking advantage of Dell Technologies full portfolio of marketing tools
and resources to drive increased awareness, generate leads, win customers and close more deals.
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.
Digital Marketing Platform
Customers can use this tool to easily locate qualified Dell Technologies Partner Program partners
to help solve their business problems. Update your profile today to help drive increased awareness
for your company.
Find a Partner
A great option for partners who want to leverage pre-screened full-service and specialty agencies,
Agency Services offers access to Dell Technologies program-trained agencies who are ready to help
plan and execute marketing activities to best utilize your business development funds (BDF).
Agency Services
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Access to Dell, Dell EMC, and Dell Technologies products, solutions, software and services, images,
logos, campaign collateral, and turnkey Activation Packs for use in your marketing initiatives
Campaigns, Images, Branding
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DellTechnologies.com/Partner
GET STARTED TODAY
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IDC WW Quarterly Enterprise Storage Systems Tracker, 2019Q3, December 6, 2019, Vendor Revenue,
IDC WW Quarterly Purpose-Built Backup Appliance Tracker, 2019Q3, December 5, 2019, Vendor Revenue,
IDC WW Quarterly Cloud IT Infrastructure Tracker, 2019Q2, September 25, 2019, Vendor Revenue,
IDC WW Quarterly Converged Systems Tracker, 2019Q3, December 12, 2019, Vendor Revenue,
IDC WW Quarterly Server Tracker, 2019Q3, December 5, 2019, Units and Vendor Revenue,
IDC WW Quarterly Storage Software & Cloud Services QView, 2019Q3, December 5, 2019, Vendor Revenue
#1 Workstation: IDC Quarterly Workstation Tracker, Q3 CY2019 (based on units)
IDC Worldwide Quarterly PC Monitor Tracker, Q3 2019