Certified Partner Program Guide Latam Eng Fy15q2 Final

7/18/2019 Certified Partner Program Guide Latam Eng Fy15q2 Final

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Certified Partner Program Guide

Latin America

Competencies, training, requirements and benefits

Server Storage Security

NetworkingDesktop Virtualization

Solutions Cloud Services &

Solutions

Data ProtectionSystems

Management

Information

Management



Competencies, training,

requirements and benefits

What’s in it for you? Since the inception of the PartnerDirect program,your feedback and experience have always served asits foundation and continue to shape its future. Today,the program offers choice, flexibility and simplicity,speeding your time-to-profitability by enabling thesale of end-to-end and point solutions through oneprogram with one vendor. Whether selling hardwareor software or a combination of integrated solutions,you have multiple paths and profit opportunities.

With five hardware competencies (Server, Storage,Networking, Desktop Virtualization Solutions, CloudServices & Solutions) and four software competencies(Security, Data Protection, Systems Management,Information Management) and training programs, youcan benefit from increased sales due to greaterexpertise withDell products and solutions. It has been proven themost vested and committed partners who completemultiple competencies get more rewards.

How to use this guideThink of this guide as a tool to walk you through thecompetencies, training, requirements and benefits.

Start here:

1.

Review Program Levels and Overview chart onpage 3.

2.

Schedule a call with the Certified PartnerResource Desk to discuss which competencywill be the most beneficial to your business tostart with and find out about the relatedrequirements and benefits.

3. Designate four or more sales and technicalrepresentatives to participate in the training asoutlined on the competency trainingworksheets. Training can be provisioned by yourportal administrator or by the Certified PartnerResource Desk who will track your company’s

training progress.

4.

Complete all required training and, if applicable,demo requirements. Once these are complete,the Certified Partner Resource Desk will submityour company for promotion to PreferredPartner or Premier Partner status within 24hours of completion.

5.

Once your new status is official, you canimmediately use your new PartnerDirectprogram benefits.

Questions?Contact the Certified Partner Resource Desk [email protected].



Program levels and overview

PartnerDirect has three levels.

Let’s start from the top and give you a glimpse of the requirements.

Hardware (HW) Software (SW)

Premier Partner Meet Registered level requirements, plus Premier PartnerHeadcount* requirement in 1 advanced competency or 2+competencies, and Premier Partner revenue target.

Depth of technical skills(HW/SW)

Breadth of competencies(HW/SW, multi-HW or multi-SW)

Advanced competency Multiple competencies

Preferred Partner Meet Registered level requirements, plus Preferred PartnerHeadcount** requirement in 1+ competencies and Preferred Partnerrevenue target.

Server Storage Security

Networking Desktop VirtualizationSolutions

Cloud Services andSolutions

Data Protection Systems Management InformationManagement

Registered Partner This is the entry level for new Dell Partners.

Reseller contract and terms & conditions agreement.

Go through new partner vetting process. Legal representative must take Global Anti-Corruption online

training once a year.

An active e-mail account tied to the company domain. Name a Point of Contact – The person who will be accountable

for all training and competencies within the company. Finish PartnerDirect Onboarding training. In order to be able to distribute software products, meet

Registered Partner Headcount*** requirement in the desiredproduct’s competency or competencies.

* For Premier Partners, 2 students must complete the sales track, and 2 students must compete the technical track. A total of 4 unique

individuals per competency.

** For Preferred Partners, 1 student must complete the sales track, and 1 student must compete the technical track. A total of 2 unique

individuals per competency.

*** For all Partners, 1 student must complete the sales track of the desired competency. This allows the company to resell Dell

Software products contained in said competency, but doesn’t grant them other competency-related benefits.

S p e c i a l P r o g r a m s ( G o

v e r n m e n t s a l e s , S

e r v i c e d e l i v e r y )



Program levels and requirements

Dell Preferred Partners have completed competencyrequirements in one or more areas and are recognized asexperts in key Dell offerings.

Dell Registered Partner requirements, plus:

Complete one or more PartnerDirect competencies.*

Two unique individuals (one sales and one technical) must

complete the competency training requirements

Revenue requirements**:

Hardware Competency revenue requirement

$250,000 minimum sales of any Dell products during theprevious four rolling quarters, which must include $100,000of sales of products covered by PartnerDirectcompetencies.

Software Competency revenue requirement $100,000 minimum sales of any Dell products covered byPartnerDirect competencies during the previous four rollingquarters, which must include $25,000 of sales of softwarelicenses under the completed software competency.

For partners who demonstrate the highest level ofcommitment to their customers and to Dell solutions, this levelrecognizes your excellence and expertise.

Dell Registered Partner requirements, plus:

Complete two or more PartnerDirect competencies*

Four unique individuals (two sales and two technical) mustcomplete the competency training requirements on eachone of the Partner’s competencies.

PartnerDirect Premier Partner logo displayed on partner’swebsite.

Revenue requirements**:

Hardware Competencies revenue requirement $1,000,000 minimum sales of any Dell products duringthe previous four rolling quarters, which must include$400,000 of sales of products covered by PartnerDirectcompetencies.

Software Competency revenue requirement $200,000 minimum sales of any Dell products covered byPartnerDirect competencies during the previous four

rolling quarters, which must include at least $25,000 ofsales of software licenses under the first completedsoftware competency and at least $25,000 of sales ofsoftware licenses under a second completed softwarecompetency.

Mixed Hardware and Software Competency revenue

requirement $1,000,000 minimum sales of any Dell products duringthe previous four rolling quarters, which must include atleast $400,000 of sales of products covered byPartnerDirect competencies, and at least $25,000 of salesof software licenses under a completed softwarecompetency.

* Some competencies have several specializations enabling partners to focus in the areas which best fit their businesses. Where a specializationexists, the requirements and benefits ascribed to a competency apply instead to the specialization. For example, a Systems Management-onlypartner can achieve Preferred Partner status by completing the training requirements of a specialization within that competency and achieving theminimum sales requirements. The partner is not required to complete training for the entire competency and all its multiple specializations.

** Certain amounts may not be included in calculating a partner’s annual sales revenues for purposes of meeting the applicable partner revenue

requirements unless otherwise provided in a separate written agreement between you and Dell or under the terms and conditions of the applicablewritten Dell incentive program. Revenue requirements may vary according to regions within Latin America. Contact your Channel DevelopmentManager for details. Unless otherwise indicated, all amounts are in USD$.



Benefits

The most vested get the more rewards.

Online training, account management, product information and more – all

available through Partner Portal

Usage rights for Dell PartnerDirect Logo according to partnership level

Partner Financing (Credit terms subject to credit approval) 30 days 45 days 60 days

Customer Financing* (Leasing terms subject to credit approval) Limited

Access to Partner Resource Desk

Commissioning* in completed competencies and programs

Deal Registration Protection approval period 60 days 120 days 180 days

Concurrent registered deals 10 50 Unlimited

Access to pre-configured solutions (Business Ready Configurations)

Co-marketing materials in completed competencies (Campaign Builder)

Access to Dell product image library

Basic discount via Premier Page

Discounted demo units in completed competencies *

Potential access to Dell-generated leads

Special discount in completed competencies or programs via Premier Page*

Advertise in Find-a-Partner listing on Dell.com

Pre- and Post-Sale Support in completed competencies or programs*

Support for government bids (for partners in Government Program)

Classroom training in completed competencies or programs*

Access to Dell Solutions Centers

Evaluation and NFR key access in completed competencies***

nvitation to select Dell corporate events Higher Prior

Channel Account Executive or Inside Sales Team rep Higher Prior

Case study collaboration in completed competencies or programs Higher Prior

Rebates* in completed competencies or programs Special

Joint Demand Generation (co-marketing funds) completed competencies

Marketing Direct funds for demand generation activities

* Restrictions and further specifications apply. For more information, visit www.dell.com/partnerdirect, or contact your Dell business

development manager.

** For hardware products only. Demo equipment requirements may vary according to country. Contact your Dell account executive for

participating Enterprise hardware products and configuration details. Special discounts apply for demo equipment purchases.

*** For software partners only.

Registered

Partner

Preferred

Partner

Premier

Partner

http://www.dell.com/partnerdirect






Onboarding Training

All Partners: Two Individuals

FCPE0411 - FCPA (Foreign Corrupt Practices Act)

All Partners: Only the Legal Representative

GACR1013WBTS – Global Anti-Corruption Requirements



Server Competency

Sales

Preferred Partners: One sales individual

Premier Partners: Two sales individuals

Required courses:

DBSS0109WBTS - Dell Blade Server Solutions -Sales v9 0414

DTRSS0309WBTS - Dell Tower and Rack ServerSolutions - Sales v9 0414

VRTX0613WBTS - PowerEdge VRTX SalesOverview v2 0414

Optional courses: DSB0109WBTS - Dell Server Basics

DPEC0712WBTS - Dell PowerEdge C Sales Training

IBML0214WBTS - IBM Lenovo Competitive Server

Technical

Preferred Partners: One technical individual

Premier Partners: Two technical individuals

Required courses:

DBSSTT0409WBTT - Dell Blade ServerSolutions - Technical

VRTXT0613WBTT - PowerEdge VRTXTechnical Overview v2 0414

DPES0909WBTT - Dell PowerEdge ServerSolutions - Technical

Optional courses: DSB0109WBTS - Dell Server Basics DPEC0712WBTS - Dell PowerEdge C Sales Training IBML0214WBTS - IBM Lenovo Competitive Server



Storage Competency

Sales



Required courses:

CSS0211WBTS - Compellent Top Gun StorageSales v2

PSSS0908WBTS - EqualLogic Sales v5 0314

DPVS0409WBTS - Dell PowerVault Storage Salesv4

FFSS0612WBTS – FluidFS Sales Overview

Optional courses: ISO1208WBTS - Storage Overview CQCS0211WBTS - Compellent Quote Center KCDC0913WBTS - Knowledge Center for Dell

Compellent FCFS0414WBTS – Fluid Cache for SAN Sales Overview DRDB0112WBTS - DR4100 Introduction and Sales

Overview DOSM1111WBTT - DPACK Overview and Sales Motion

v2 0314 DROC1111WBTT - Analyzing and Interpreting the

Reports v2 0314

Technical



Required courses:

CSSAT0211WBTT - Compellent Top GunStorage Architect v2

PSPR1013WBTT- PS Series Array - AnIntroduction

PSST1108WBTT - Dell EqualLogic Technical v3

DPVS1109WBTT - PowerVault StorageTechnical Training v3

CQCS0211WBTS - Compellent Quote Center

NTO0612WBTT – Network Attached StorageTechnical Overview v2 0314

EQDT0913WBTT - EqualLogic PS Series DemoTraining

Optional courses: ISO1208WBTS - Storage Overview CFLA1013WBTT - Compellent 2013 Updates

Technical Overview CSQC0911WBTT - Compellent Storage Quick

Connect DRTS0212WBTT - DR4100 Technical Sales DOSM1111WBTT - DPACK Overview and Sales

Motion v2 0314 DROC1111WBTT - Analyzing and Interpreting the

Reports v2 0314



Security Competency

Network SecuritySpecialization

Sales



(Both courses required)

SECC0913WBTS - Security Competency Overview

v2 0214 DSWS0512WBTS - Dell SonicWALL Sales v3 1213

Technical



(Both courses required)

SECC0913WBTS - Security Competency Overviewv2 0214

DSWT0512WBTT - Dell SonicWALL Technical v3

1213

Identity and AccessManagement Specialization

Sales



Required courses:

SECC0913WBTS - Security Competency

Overview v2 0214 IAM0913WBTS - Identity and Access

Management Sales Training

Optional course: ARS0913WBTS - Dell One Identity – Identity

Administration Sales Training

Technical



Required courses:

SECC0913WBTS - Security CompetencyOverview v2 0214

TPAV0913WBTT - Total Privileged AccessManagement Value Proposition

Optional course:

IDMA0913WBTT - Quest One Identity Manager (DellOne Identity Manager) Technical Training

Notes: To sell Security products 1 student must complete the sales competency requirements.

To sell NSA or SuperMassive products, partners must have 1 CSSA certified technical person on staff. This is

required to sell and participate in deal registration.

To sell Aventail E-Class SRA SSL products, partners must have 1 SRABA certified technical person on staff. This is

required to sell and participate in deal registration.

|



Networking Competency

Sales



(Required course)

DDCN0613WBTS - Dell Data Center and CampusNetworking

Technical



(All courses required)

FCTO1111WBTT - Dell Networking C-SeriesTechnical Overview v2

FETO1111WBTT - Dell Networking E-SeriesTechnical Overview v2

FSTO1111WBTT - Dell Networking S-SeriesTechnical Overview v2

FTOS1111WBTT - Dell FTOS TechnicalHighlights

FZTO1111WBTT - Dell Networking Z-SeriesTechnical Overview v2 0513



Desktop Virtualization

Solutions Competency

Sales



All courses required:

DCDVS0614WBTS - Dell Data Center for DesktopVirtualization - Sales

SDVS1012WBTS - Selling Dell Wyse DatacenterSolutions

WOS0712WBTS - Dell Wyse Technology Overview

DMOB0913WBTS - Dell Mobility Solutions

DVMW0614WBTS - Dell Wyse Datacenter withVMware Horizon View

DVMV0614WBTS - Dell Wyse Datacenter withMicrosoft and vWorkspace

CTXS0114WBTS - Dell Wyse Datacenter with Citrix XenDesktop

Technical




DCDVT0614WBTT - Dell Data Center for DesktopVirtualization - Technical

TDVS1112WBTT - Dell Wyse Datacenter SolutionsTechnical Overview

WHFT0812WBTT - Dell Wyse Hardware &Firmware

WSMT0912WBTT - Dell Wyse Software &Management

Company Prerequisites

The Partner must belong to a recognized virtualization vendor’s partner program, with specialization in Desktop

Virtualization:

VMware Solution Provider; Desktop Virtualization Competency - VMDV0812CERT

Microsoft Partner Network, Management & Virtualization competency, Silver or Gold - MVSM0312CERT

Citrix Solution Advisor; Certified in VDI-in-a-box - CASMB0812CERT



Cloud Services & Solutions

Competency

Sales

Note: Training headcount requirement is per Cloud Competencyarea (Cloud Builder, Cloud Provider, Cloud Services Enabler)



Required course

DCO0913WBTS - Dell Cloud Overview

Technical

Note: Training headcount requirement is per Cloud Competencyarea (Cloud Builder, Cloud Provider, Cloud Services Enabler)



Required course

DCO0913WBTS - Dell Cloud Overview

Company Prerequisites:

Cloud Builder

Completed Dell™ PartnerDirect Server, Storage,

Security and Networking* Competencies.

Membership in a recognized virtualization vendorpartner program:

VMware® Solution Provider Program -Enterprise or Premier - VMSP0312CERT

Microsoft® Management andVirtualization Competency - Silver orGold - MVSM0312CERT

Citrix® Solution Advisor - Gold orPlatinum - CSP0312CERT

* Dell Networking competency or membership in equivalentrecognized networking vendor programs:

Cisco® Resale Channel Program - Silver or Gold -CRCP0312CERT

Juniper™ J-Partner Program - Elite or Select - JJPP0312CERT

Cloud Provider

Completed Dell PartnerDirect Server, Storage,Security and Networking* Competencies.

Membership in a recognized Virtualization vendorpartner program.

VMware Service Provider Program -Enterprise or Premier - VMSE0312CERT

Microsoft Management and VirtualizationCompetency - Silver or Gold -MVSM0312CERT

Citrix Solution Advisor - Gold or Platinum- CSP0312CERT

Provide cloud services via partner’s Network

Operations Center (NOC) powered by DellServers, Storage and Networking (subject to audit)- CPNOC0812CERT

* Dell Networking competency or membership in equivalentrecognized networking vendor programs:

Cisco® Resale Channel Program - Silver or Gold -CRCP0312CERT

Juniper™ J-Partner Program - Elite or Select - JJPP0312CERT

Cloud Services Enabler

Membership in 1 of 3 VMware Virtualizationpartner programs:

VMware Solution Provider Program,Enterprise or Premier - VMSP0312CERT

VMware Service Provider Program,Enterprise or Premier - VMSE0312CERT

VMware Consulting and IntegrationPartner Program, Infrastructure

Virtualization - VMCI0812CERT



Data Protection Competency

Sales



Required courses:

DAPR0913WBTS - Data Protection CompetencyOverview

APP0412WBTS - AppAssure Sales v3

NETS0913WBTS - NetVault Backup Sales Training

VRANS0913WBTS - vRanger Sales Training

Optional course: DRDB0112WBTS - DR4100 Introduction and Sales

Overview v2 0813

Technical



Required courses:

DAPR0913WBTS - Data ProtectionCompetency Overview

APPT0512WBTT - AppAssure TechnicalOverview v3

NETT0913WBTT - NetVault BackupTechnical Training

VRANT0913WBTT - vRanger Presales ValueProposition

VRUN0913WBTT - vRanger UI Navigationand Usage

Optional courses: DRTS0212WBTT - DR4000 Technical Sales DRSS0514WBTT - Dell DR6000 and DR OS 3

Technical Overview

Note: To sell Data Protection products 1 student must complete the sales competency requirements.



Systems Management

Competency

Client ManagementSpecialization

Sales



Required courses:

SYSM0913WBTS - Systems Management

Competency Overview KST0410WBTS - KACE Sales Training v2

Optional course: DAUS0913WBTS - Introduction to User Workspace

Management Products

Technical



Required courses: SYSM0913WBTS - Systems Management

Competency Overview

KTT0510WBTT - Dell KACE Appliances TechnicalTraining v2

Optional course: DAUT0913WBTT - Desktop Authority Technical

Training

Company Prerequisites

One sales or One technical individual

DKMS0611WBTS - KACE Demo v2

Windows ServerManagement Specialization

Sales



Required courses:


Competency Overview MIGR0913WBTS - Migration Sales Training

CASC0913WBTS - Compliance, Audits &Security Sales Training

Optional courses:

ARED0913WBTS - Application Readiness SalesTraining

RAAU0913WBTS - Recovery, Administration &Automation Sales Training

DEVC0913WBTS - Development & Customization(SharePoint Management) Sales Training

Technical



Required courses:

SYSM0913WBTS - Systems ManagementCompetency Overview

WSMS0913WBTT - Windows ServerManagement Solutions Overview TechnicalTraining

Optional course:

CHBAT0913WBTT - ChangeBASE Technical Training

Note: To sell Systems Management products 1 student must complete the sales competency requirements.



Systems Management

Competency

Performance MonitoringSpecialization

Sales





Competency Overview APMO0913WBTS - Application and Performance

Monitoring

VFOS1113WBTS - Foglight for Virtualization SalesTraining

Technical



Required courses:


Competency Overview FOGT1113WBTT - Foglight Foundation Value

Proposition

VFUI1113WBTT - Foglight Foundation UserInterface Navigation and Usage

VFOT1113WBTT – Foglight for VirtualizationStandard Edition Technical Training

Optional courses: VFEV1113WBTT - Foglight for Virtualization Enterprise

Edition Value Proposition

VFEN1113WBTT - Foglight for Virtualization EnterpriseEdition UI Navigation and Usage

FOSM0414WBTT – Foglight for Storage ManagementOverview

Virtualization and CloudSpecialization

Sales



(All courses required)

SYSM0913WBTS - Systems ManagementCompetency Overview

VRANS0913WBTS - vRanger Sales Training

VFOS1113WBTS - Foglight for Virtualization SalesTraining

Technical



Required courses:


Competency Overview VRANT0913WBTT - vRanger Presales Value

Proposition

VRUN0913WBTT - vRanger UI Navigation andUsage

VFOT1113WBTT – Foglight for VirtualizationStandard Edition Technical Training

Optional courses: VFEV1113WBTT - Foglight for Virtualization Enterprise

Edition Value Proposition VFEN1113WBTT - Foglight for Virtualization Enterprise

Edition UI Navigation and Usage

FOSM0414WBTT – Foglight for Storage ManagementOverview

Note: To sell Systems Management products 1 student must complete the sales competency requirements.



Information Management

Competency

Database ManagementSpecialization

Sales



Required courses:

INMA0913WBTS - Information Management

Competency Overview TOAS0913WBTS - Toad Sales Training

SPLX0913WBTS - SharePlex Sales Training

Technical



Required courses:

INMA0913WBTS - Information ManagementCompetency Overview

TOAT0913WBTT - Toad Technical Training

Note: To sell Information Management products 1 student must complete the sales competency requirements.

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