Dell Channel PartnerDirect
Distribution Programme Guide
Partnering with Dell
At Dell, we know the critical role that distributors play in our overall
success. Helping to drive profitable opportunities for you is always a priority for us. The PartnerDirect Distribution Programme is key to achieving our mutual goals.
Index
03 The Dell Advantage
05 The Dell difference
06 The Dell design philosophy
07Why partner with Dell?
08 Dell’s value to distributors
09 Distributor benefits
10 Rebate programme
11 PartnerAdvantage reward programme
12 Sell Out Acceleration Program
13 Supporting distributors throughout the sales cycle
14 Deal and Line-of-Business (LOB) registration
15 Marketing Development Funds (MDF) programme
16 Dell Premier
17 Dell PremierConnect
18 Online Solutions Configurator
19 Dell Performance Analysis and Collection Kit (DPACK)
20 PartnerDirect distribution training
21 Partner Lead Management Tool
22 Content syndication for distribution
23 Marketing support
24 Demand-generation activities for distributors
25 Demand generation
26 Dell Campaign Builder and Image Bank
27 Find a Distributor tool
28To-distributor communications
29 PartnerDirect portal
30 Spotlight, the marketing activity guide
31 News on Demand plus My News and Events
The Dell Advantage
One place for end-to-end solutionsFrom hardware to software and services to support, Dell has a comprehensive portfolio of technology solutions. Engineered to work better together — and to work with what customers already have — Dell solutions are built and supported on a foundation of the industry’s most innovative intellectual property.
Why is it important?
The Dell difference
Our approach truly sets us apart from other technology providers and gives our customers:
• Servers • Storage • Networking
• Applications/workloads • Data centre solutions
• Tablets • Laptops • Desktops • Workstations • Printers
• Proactive support, business process outsourcing (BPO), consulting, deployment • App/cloud/managed • Security • Financing • Data centre/cloud • Data protection • Information management • Mobile workforce management • Security
Optimised
The Dell design philosophy
While the innovation and value of Dell solutions are well known, they are not the only benefits of working with Dell. We make every step of ownership easier for the customer.
Easier to buy
From planning to purchase and consulting to support, we help customers to quickly see the value of their Dell solution.
Easier to use
By delivering comprehensive solutions with powerful capabilities, we simplify administration, reduce downtime and increase productivity.
Easier to grow
Dell’s value to distributors
By collaborating with our valued distributors and channel partners, we can merge our capabilities and deliver complete solutions that meet those customer needs. By partnering with Dell, you can take advantage of:
• Innovative end-to-end enterprise solutions
Dell provides a one-stop shop for all elements of the enterprise focused on value, flexibility and ease of use. • Engagement and simplicity
This simple, effective programme and engagement model transfer focus to growing your business.
• The power of the Dell brand
Do more by partnering with one of the most recognised brands in the world.
Rebate programme
When it comes to sales performance, Dell will be as committed to you as you are to us. Learn how easy it is to bolster your bottom line with our industry-leading rebate programme.
• Rewards distributors on quarterly sales performance • Motivates through accelerators on performance and
market breadth
• Guarantees a stable and simple programme to implement • Tracks performance on a weekly basis to maximise pay out • Offers timely payment after quarter close
Dell PartnerAdvantage reward programme
There are many ways that the Dell PartnerAdvantage reward programme helps gain a competitive advantage.
Individuals get recognised for their commitment to selling Dell products and solutions. They can also earn Dell PartnerAdvantage points, which can be exchanged for exciting rewards of their choice.
For more information, visit www.dellpartnerincentives.com
Sell Out Acceleration Program (SOAP)
If you need motivation to accelerate the sell out of units from your stocks, SOAP is it. This quarterly incentive gives distributors and sales forces that purchase through the distributors plenty of reasons to act.
• Quarterly target thresholds are built for the incentive. When reached, the winning companies that have agreed to the terms and conditions receive the relevant prizes.
• SOAP prizes follow the same pattern each quarter: a long weekend of training, networking and fun (abroad) accompanied by Dell staff.*
• The programme can also reward growth of the database purchasing through a distributor.
For more information, reach out to your Dell field marketing team.
Supporting distributors
Deal and Line-of-Business (LOB) registration
Specific opportunities where end user, project, timeframe and budget have been identified can be real money-makers for your business — if you handle them the right way. Our Deal and LOB registration can help you close the deal without any hindrance.
• Once an opportunity is approved, the distributor will obtain special pricing for a specific deal and Dell sales teams will not proactively pursue the same opportunity.
• Dell strives to notify distributors of its decision within two business days.
For authenticated users, more information is available on the
Marketing Development Funds (MDF) programme
The PartnerDirect MDF programme provides eligible distributors with monetary funds in order to extend your marketing budget to market and sell Dell products and services.
• Quarterly sign-off of terms and conditions, including eligible activities, is mandatory for participation.
• MDF funds available up to a percentage of revenue achievement and/or fixed amounts.
• A quarterly marketing plan approved by a field marketing manager is mandatory to access the funding.
• Proof of execution and invoice for reimbursement are required.
• MDF information can be accessed through the MDF online tool.
Dell Premier web pages
Premier.Dell.com is a secure, customisable procurement and support site designed to save your organisation time and money through all phases of IT product ownership.
One-stop procurement
A single, consistent platform ensuring access to your products and prices
Customised for you
Quick and easy customisation of user access and your IT standards
Easy tracking
Real-time order status, online invoices and purchase history details
Scalable solution
Integration with most enterprise resource planning (ERP) systems (Oracle, Ariba, SAP and more) at any time during deployment or sustainment
Dell PremierConnect
PremierConnect is Dell’s B2B eCommerce solution designed to integrate your ERP system with your Dell catalogue. The result is seamless access to your Dell online catalogue and ordering via electronic purchase orders.
Streamlined order processing
Electronically automating your order processing reduces labor costs, boosts productivity and maximises your category spend management.
Increased compliance
A user-friendly digital catalogue of approved configurations can significantly reduce expensive, unauthorised and off-contract spending.
Improved accuracy
Reduce costs due to duplicates, errors and omissions found in traditional, manual-entry ordering processes.
Reduced cycle time
Cut the time it takes to receive ordered products with your direct-to-Dell connection.
For more information,
Online Solutions Configurator (OSC)
The Online Solutions Configurator is a collaborative tool that helps you and your resellers create and customise Dell solutions through a unique self-service online experience.
• Configure validated enterprise solutions with Dell’s product
portfolio of over 400 products across servers, networking, storage, switches, rack infrastructures and more.
• Ready-made and customisable templates make the configuration process easier and faster.
• Collaborate with your account team and employees throughout the process to quickly get prices and produce a quote tailored to meet your customers’ requirements.
Dell Performance Analysis Collection Kit (DPACK)
DPACK is a simple and agentless method for gathering core
requirements such as disk I/O (input/output), throughput, capacity and memory utilisation.
• DPACK produces an in-depth view of server workload and capacity requirements when preparing for a migration or hardware refresh.
• Use DPACK with your customers to demonstrate clearly where their systems may require additional resources. For more information, visit the DPACK page.
Get started
DPACK is intended to be a lightweight assessment that is generally concluded in 24 hours or less, start to finish. Access to DPACK is easy! You can begin the process by downloading the OS specific collectors you need for your environment at this link: Dell.com/downloadDPACK
Once unzipped you can just double click to begin adding remote servers. DPACK does not install, it simply runs in memory during the collection process. We recommend running DPACK from the most modern OS in your environment, for example Windows Server 2008 R2.
Sample Output Summary
PartnerDirect distribution training
Dell provides comprehensive training resources to help you build your business.
• Gain access to a variety of online and instructor-led training, ranging from partner certification to in-depth product, solutions and installation knowledge. Most training is in the form of online modules, which can be taken on-demand.
• Participation in Dell training programmes not only turns expertise into profit, but enables you to earn PartnerAdvantage points on specific training.
Visit the Training and Competencies pages on PartnerDirect and explore:
1) The Dell Certified Partner Programme Guide 2) Dell Online Course catalogue
3) Dell Partner Learning Centre
Competencies, training, requirements and benefits Certified Partner Program Guide
May 2014
Server Storage Security
Desktop Virtualization
Solutions Cloud Services & Solutions
Data Protection Systems Management Information Management Networking
Worksheet View training Worksheet View training
Worksheet View training
View training and worksheets
View training and worksheets Worksheet View training
View training and worksheets
At a glance Programme levels Benefits Premier Partner Contact us
View training and worksheets
View training and worksheets
Partner Lead Management Tool
The Partner Lead Management Tool is a one-stop shop that provides a single point of access for all of your Dell lead information.
• Enables easy management of leads generated from your joint or co-branded campaigns or leads you may receive from Dell
• Provides a quick link to deal registration submission, so leads can be converted to deal registrations at the click of a button
Visit PartnerDirect for more information.
Content syndication for distribution
Benefit from reliable, Dell-approved, time-to-market product and solutions content distributed to your websites and applications through automated feeds of your choice.
Dell syndicates product marketing content, including images and full marketing campaigns through major market partners.
Marketing support
For assistance with both solution and LOB selling, turn to Dell field marketing managers.
• Dell field marketing managers and dedicated Dell sales
representatives work in conjunction with you to create a joint go-to-market demand-generation strategy.
• Marketing planning sessions are implemented to understand your capabilities and focus areas for quarterly planning — as well as to learn future growth opportunities to develop our partner relationship.
Demand-generation/marketing programmes
From workshops to product demonstrations and solution testing to marketing campaigns, Dell has a variety of tools to help make your job easier.
• Solutions Showcase
Technical, customer workshops hosted by you, supported with content, presenters and promotional materials from Dell
• Demo Centre
Anywhere, anytime access to a suite of hosted demos. Dell Demo Centre is a cloud platform providing you with a range of solution demonstrations from across the Dell portfolio.
• Dell Solutions Centre
A global network of state-of-the art labs that enable customers to explore, develop and test solutions
• Demand Generation Centre
Dell Campaign Builder and Image Bank
Let Dell help you create the tools you need to roll out co-branded campaigns that are on-message and can drive your business. • Campaign Builder helps you create your own marketing
campaigns for Dell products and services, showing your company branding and individual calls to action (CTAs).
• Leverage pre-produced assets and just add your company logo, contact details and CTAs — or select approved Dell images and positioning copy that you can insert into your company’s own marketing material.
• Assets include copy blocks, banners, brochures, email templates, marketing guides and more.
• All assets are aligned to Dell’s marketing roadmap and follow Dell Brand guidelines.
Find a Distributor tool
Make it easy for resellers who need solutions to find you with Dell’s Find a Distributor tool.
• Provides partners the ability to locate a Dell distributor by geography and/or competency
• Promoted on the PartnerDirect portal
PartnerDirect portal
• PartnerDirect is the Dell portal dedicated specifically to partners and distributors enrolled in our PartnerDirect programme.
• As well as product and solutions information, you’ll find tools to help you build marketing campaigns and produce accurate quotes and configurations, as well as details of our training tracks and resellers’ competency business development paths.
Visit PartnerDirect for more information.
Spotlight: the marketing activities guide
News on Demand plus My News and Events
News Preference Centre• Tell us what news you want and when you want to get it. Select your areas of interest and choose whether you want weekly, bi-weekly, monthly or on-demand news. Tell us your job title too, so we can tailor content even more closely.
News on Demand
• Our PartnerDirect newsletter provides the latest updates on partner
campaigns, new assets, including co-brandable brochures and copy blocks, plus all the latest news on Dell solutions, innovations and products.
My News and Events archive
• Our news archive enables you to read at your leisure. Stay up to date with articles you may have missed and search past articles using keywords. • Find out what events, webinars and training courses are taking place and
register. If you’ve missed a live webinar you can watch it on demand. These webinars are free to attend and offer a great opportunity to learn more about Dell solutions.
Conferences and events
Dell runs events and webinars to share our strategic direction, technological innovations, and product and solutions roadmaps. We also use these opportunities to listen to our distributors and channel partners and learn how we can best equip and enable them.
We hope you join us at these upcoming and ongoing events:
• EMEA Solutions Conference and Distributor Forum: Gather insights on our programmes and on our enterprise solutions strategy, as well as network with peers and Dell executives.
• Marketing Advisory Council Share best practices, discuss marketing needs and exchange views. (EMEA-wide, country-specific and by invitation)
• Partner Advisory Council Discuss Dell Channel strategic initiatives and listen to feedback. (EMEA-wide, country-specific and by invitation, dependent on council membership criteria)
• Dell World: Gain insights into key industry trends, engage with industry visionaries, exchange ideas and learn how Dell is evolving to deliver the solutions of tomorrow.
• Dell Enterprise Forum: Network with peers at this forum designed specifically for Dell Enterprise customers and channel partners.
• Dell Solutions Tour: Learn about end-to-end Dell solutions at this in-country, hands-on expo and demo. • Attend training, technical and sales-related events —
including webinars — that help partners to win with Dell.
