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DELL EMC PARTNER PROGRAM
DELL EMC PARTNER PROGRAM
Dell EMC Partner
Program
Elaine Howley – [email protected]
Lydie Perrin – [email protected]
Channel Program Account Manager
Agenda
• Program Overview
• Benefits + Requirements
• Les Outils
• Services Delivery Enablement Program – Rick Brown
FY18 PROGRAM TIERING
PlatinumTITANIUM BLACKTITANIUMPremier +
GoldPLATINUMPremier
SilverGOLDPreferred
Registered AuthorizedAUTHORIZED
Tier Eligibility
Revenue Requirement(product & services min)
+ Portfolio Competency(s) =
Rebate Eligibility
LOB Revenue + Respective Portfolio Competency =
Base
Growth
Services
New Business
+
+
+
Once Partners achieve a tier, rebate eligibility begins based on Portfolio Competencies
RE
BA
TE
ST
IER
LE
VE
L
REQUIREMENTS
LOB + COMPETENCY RELATIONSHIP
ISG
Server
Server
Networking
Networking
Storage
StorageData
ProtectionConverged
Infra
CSG
Client
CoreClient
WorkstationCloud Client Computing
Client Data
Security
BU
LOB
CO
MP
ET
EN
CE
FY 18
Tier Status
Match
TITANIUM
PLATINUM
GOLD
FY 18
Rebate
FY 18
MDF
FY 18
Rebate
Eligibility
Bi Annual
Compliance
LO
B
Co
mp
ete
ncie
sRebates
= All Tiers
Annual
Compliance
Rev
en
ue, S
erv
ices,
Tra
inin
g, L
OB
by P
ath
FY 19
Tier
Requirement
Profitable Rewards
FY18 PROGRAM
Earn
ed
MD
F
Access to P
roposal
February
Tier Assignment
Base
Growth
Services
New Business
+
+
+
Benefits and
Requirements
Dell EMC Partner Program
TITANIUM
PLATINUM
GOLD
TIER REQUIREMENTS
Requirements
$$
$$$
$$$$
$$
$$$
$
Path 1 Path 2
Revenue (*Services Min.)
Selling # of LOBs
Training & Competencies
$
Path 1 Path 2
REVENUE THRESHOLD
TOTAL: $35-45M
SVC: $3.2M
TOTAL: $15-25M
SVC: $1.6M
TOTAL: $3-7M
SVC: $400k
TOTAL: $15-25M
SVC: $2.4M
TOTAL: $3-7M
SVC: $600k
TOTAL: $0.5-1M
SVC: $60k
$$$ $$
TITANIUM
PLATINUM
GOLD
Dollar 1
Pas de Target
Pas d’exception
>100% = X%
>120% = X%
Target basé sur 4 derniers Q +
croissance du pays
Accelerateur- payé sur la partie
incremental
Min Revenue/ Pen Rate Targets
Tout service attaché au produit
Payé sur la totalité Produit + Services
New customer + new LOB in
existing customer
Base
Growth
Services
New Business
MDF
+
+
+
+
Based on Product Revenue by BU
Uniquement Platinum + Titanium
EMEA RebateGOLD
Base Growth Services+ NBI MDF+ + + Payout=
2% 4% 1%+ 8% NA+ + + 15%=
2% 2% 1%+ 6% NA+ + + 11%=
3% 2.5% 1%+ 15% NA+ + + 21.5%=
Scenario: STORAGE
Scenario: SERVER
Scenario: Networking
Scenario = Category A – MAXIMUM achievement after accelerator
Via Distribution
Let’s do the Math….
GOLDGOLD
Scenario: Client 1.75% 1% 1%+ 2% NA+ + + 5.75%=
TRAINING/
COMPETENCES
Path 1 Path 2
TITANIUM
PLATINUM
GOLD
Gold Platinum Titanium
COMPETENCES S T TA M S T TA M S T TA M
Server
2
2 -
1
2
2 -
1
5
5 -
1
Networking 2 - 2 - 5 -
Data Protection 2
-
2
1
5
3Storage 2 2 5
Converged Infrastructure 2 2 2 2 5 5
Core Client Solutions 2 2 - 2 2 - 5 5 -
Workstations 2 2 - 2 2 - 5 5 -
Cloud Client Computing 2 2 - 2 2 - 5 5 -
Client Data Security 2 2 - 2 2 - 5 5 -
IT Transformation 2 21
5 51
Digital Transformation 2 2 5 5
Tier Resource Requirements – EMEA Zone 1
Internal Use - Confidential
1 S and SE within competency have to be Unique individuals. However, between the competencies and for M and TA roles partner can use the same individuals that earned S or SE.
2 Solution Credential requires the same individual to hold a Converged Infrastructure Credential (for both S and SE).
3 Cloud Architect Expert level.
4 Marketing Credential Training to be available in May 2017.
5 Merged cells mean that those Credentials or Certifications earned can count towards the Sales, Technical Architect and Marketing requirement for multiple competencies
SERVER
NETWORK
STORAGE
CLIENT
LOBs
Les Outils
Dell EMC Partner Program
Business Partner Academyhttps://education.emc.com/content/emc/en
-us/home/bpa_homepage.html
Partner Portalhttps://partner.dell.com
VISTEXhttps://partner.dell.com
Rubrique - Incentives
Outils Importants
Services Delivery Enablementfor Dell EMC Partners
Rick Brown
Services competency overview
Portfolio Competencies:
Client Data
Protection
NetworkingServerConverged
Infrastructure
Storage
Partner requirements
Gold tier or above can gain services competencies
Correct # of certified individuals
See Competency Matrix for specific requirements
Three main delivery paths:
Deployment focuses on design,
installation, and configuration of
Dell EMC technologies.
Support allows partners to deliver
their own brand of support for Dell
EMC products.
Consulting allows partners to
deliver specific consulting offerings
based on Dell EMC’s intellectual
property.
Foundation
Certifications aligned with portfolio competencies expand services opportunities
Portfolio
Competencies
Solutions
Competencies
Services
Competencies
© Copyright 2017 Dell Inc.19
Competency MatrixSupport
Performance
Management
available
Data
Protection
Disk Library
Data Protection Advisor
ECDM
Networker
Centera
Data Domain
Avamar
RecoverPointAtmos
SourceOne
VPLEX
Converged
Infrastructure
VBlock
VxRack
VxRailPE Converged
Platforms
Server &
Networking
Client
Hybrid Cloud
Poweredge Server
Modular Infrastructure
Datacenter Networking
Campus Networking
Client
StorageUnity
VNX
VMax
XtremIO
PS-Series
SC-Series
Isilon ViPR Controller
ViPR SRM
Entry Level Storage
DSSD
AppSync
Elastic Cloud Storage
Cloud Tiering Appliance
ScaleIO
XtremeCache
Enterprise Hybrid Cloud
Deployment
Q & A?
APPENDIX
Base Growth Services+ NBI MDF+ + + Payout=
3% 6% 1%+ 8% .7%+ + + 18.7%=
3% 2% 1%+ 6% .7%+ + + 12.7%=
2.5% 1% 1%+ 4% .50%+ + + 9.0%=
Scenario: STORAGE
Scenario: SERVER
Scenario: CLIENT
Scenario = Category A – MAXIMUM achievement after accelerator
Access to Proposal
Based MDF
Let’s do the Math….
PLATINUM
Base Growth Services+ NBI MDF+ + + Payout=
4% 6% 1%+ 8% .95%+ + + 19.95%=
4% 2% 1%+ 6% .95%+ + + 13.95%=
3% 1% 1%+ 4% .50%+ + + 9.50%=
Scenario: STORAGE
Scenario: SERVER
Scenario: CLIENT
Scenario = Category A – MAXIMUM achievement after accelerator
Access to Proposal
Based MDF
Let’s do the Math….
CSG PRODUCT CATEGORIES
Category A (haut de gamme,
marge)
Category B Category C (bas de gamme ou
specific)
• Precision
• Rugged
• Wyse/CCC
• OptiPlex 7 series
• Latitude 6 series
• Latitude 7 series
• OptiPlex 9 series
• OptiPlex 3 series
• OptiPlex 5 series
• Latitude 3 series
• Latitude 5 series
• XPS
• Vostro
• Inspiron
• Tablets
• Chrome
• Alienware (rebates only paid in
APJ)
CP&D run in regions as in legacy Dell program (do not add to either category if budget does not allow for it); DDPE attached to product
STORAGE CAT A / B PRODUCTS ALIGN TO SALES PRIORITIES
Notes: * Legacy Dell products. The storage value of VBLOCK will be based on Category A or Category B product definitions. The storage value of Cloud Connect will be based on Category A or Category B product definitions
Category A (produits focus
Sales)
Category B Category C
• Data Protection Suite
• Data Domain
• Elastic Cloud Storage
• Isilon
• VMAX AFA
• XtremIO
• Unity AFA
• VXRail / VXRack
• SC Compellent*
• Unity Hybrid
• XC Nutanix*
• Virtustream Storage Cloud
• Atmos
• Avamar
• Celerra
• Centera
• Clarion
• Cloudlink
• Data Protection
Advisor
• DCA
• DLM
• DSSD
• EDL
• Maginatics
• Network Monitoring
Suite
• Networker
• Neutrino
• Protectpoint Family
• Recoverpoint Family
• Rubicon
• ScaleIO Nodes
• ScaleIO SW
• SourceOne
• Spanning
• Storage Resource
Management
• Storage SW
• Storage
Virtualization
• Symmetrix
• Unified
• VIPR Controller
• PS Equalogic*
• MD Power Vault*
• VNX
• Analytics
Third Party
• Brokerage
• Connectrix
• EMC Select
• Global
Services
SERVER CAT A / B PRODUCTS ALIGN TO SALES PRIORITIES
Category A (Valeur) Category B (Volume)
• 12G/13G PowerEdge 1-Socket Blades
(FC, FM, and M Servers)
• 12G/13G PowerEdge 2-Socket Blades
(FC, FM, and M Servers)
• 12G/13G PowerEdge 4-Socket Blades
(FC, FM, and M Servers)
• PowerEdge 4-Socket Rack Servers
• FX Chassis
• Blade Chassis
• VRTX Chassis
• 12G/13G PowerEdge 1-Socket Rack Servers
• 12G/13G PowerEdge 2-Socket Rack Servers
• 12G/13G PowerEdge 1-Socket Tower Servers
• 12G/13G PowerEdge 2-Socket Tower Servers
• PowerEdge C
