The information contained in this presentation is proprietary and considered Dell EMC Confidential information. THIS INFORMATION IS BEING PRESENTED FOR INFORMATIONAL PURPOSES ONLY AND ADDITIONAL TERMS AND CONDITIONS APPLY TO YOUR PARTICIPATION IN ANY OF THE PROGRAMS PRESENTED HEREIN. Dell EMC reserves the right to modify the terms of the Program and/or eligibility requirements applicable to the Program at any time or to terminate the Program at any time at its sole discretion. THESE MATERIALS MAY CONTAIN TYPOGRAPHICAL ERRORS AND TECHNICAL INACCURACIES. THE CONTENT IS PROVIDED AS IS, WITHOUT EXPRESS OR IMPLIED WARRANTIES OR GAURANTEES OF ANY KIND.
Once Partners achieve a Tier, Base and Growth rebate eligibility begins based on Portfolio Competencies. For Services rebates, partner must be eligible to receive base rebate for respective eligible LOB. NBI does not require Portfolio Competencies.
BenefitsAs a Dell EMC Partner, you have greater profit potential, choice, and flexibility to grow your business. A powerful feature of the Dell EMC Partner
Program is its comprehensive set of financial incentives, beginning at the first dollar of sales. With stackable rewards specific to various lines of
business, Tiered Solution Providers have the opportunity to benefit financially with Dell EMC.
Base
Base rebates reward sales on eligible lines of business and are paid back to dollar one with no caps.
Services Rebates
By attaching services to opportunities, partners can earn additional rebates on top of the base rebates.
Growth
Growth rebates reward successfully growing your respective Dell EMC lines of business over time.
New Business Incentives
Additional incentives are awarded for bringing new customers to Dell EMC, and for expanding into new lines of business.
Base
· Paid from $1.· Differs by Partner Tier.· Rebate percentages vary by Tier and product. · Partners must hold the portfolio competency within the respective product category.· Includes attached legacy Dell Services & excludes all legacy EMC Services.
Growth>100% or > 120%
· Paid on incremental growth only.· Growth by LOB and varies by product.· Two growth gate thresholds – 100% and 120% – applied for all LOBs. · Partners must hold the portfolio competency within the respective product category.· Includes attached legacy Dell Services & excludes all legacy EMC Services.
Services
· Paid from $1.· Based on Services Goals (Penetration Rate = total services revenue/(total Dell EMC Revenue + Services Rev).· Service Goals vary by region and Tier.· Two gates: Gate 1 earns 0.5%, Gate 2 earns 1.0% of the total eligible Dell EMC product plus eligible services revenue (excluding
EMC renewals).
New Business
· Paid on new customer/new LOB revenue only with an approved deal registration.· New Business is defined as partner sales to end customers who purchased below $10K in a given LOB over the past 24 months
for ISG or 12 months for CSG.· Same rebate percentage irrespective of type of New Business (new customer or new LOB).· NBI purchases qualify for 6 months from the initial transaction.
MDF · Based on Tier. Titanium and Platinum eligible for earned MDF. Gold, Platinum and Titanium eligible for Proposal MDF.
Vblock/Vxblock/VxRail/VxRack paid at Category A Storage rebate rates and are only eligible to partners authorized to resell Vblock/Vxblock/VxRail/VxRack (excludes NBI).Cloud Partner Connect (including Virtustream) paid at Category A Storage Base rebate rate. Virtustream paid on billings (quarterly in arrears). Virtustream Enterprise Cloud rebates are only paid to partners authorized to sell Virtustream Enterprise Cloud. Enterprise License Agreement/Transformational License Agreement (ELA/TLA) rebate rate is paid at the same rate as the EMC product it is sold with. *Growth Gates are not cumulative. Partner earns growth rebate at the highest achieved gate. (i.e. for Storage growth, Titanium partners earn 6% max.)
Reward qualified partners with earned and predictable funding while ensuring spend is aligned tightly to strategy and demand (prescriptive spend strategy)
Discretionary fund intended to drive demand and awareness of Dell EMC products with strategic partners
Who is eligible? Titanium, Platinum Titanium, Platinum, Gold
What determines partner funds?
Accrued based on product revenue/rates based on type & tier
Investments in partners decided by Dell EMC teams based on proposals
How are decisions made?
Proposals/Projects are approved only if aligned to spend policy, quarterly sales goals and marketing plans
Proposals approved according to sales/marketing plans/partner growth opportunity and past performance
When do funds
expire?
180 days after the deposit is made (deposits
are made in the quarter after they are earned)
90 days after the deposit is made (long term planning based on annual
budget but quarterly timeframes to drive spend aligned to priorities)
FY18 Earned MDF Global Accrual Rates
Partner Type/Tier ISG Rate CSG Rate
TITANIUM SOLUTION PROVIDER .95% .50%
PLATINUM SOLUTION PROVIDER .70% .50%
Eligible Products
ISG: Titanium and Platinum partners will earn MDF on all ISG Product
purchases – excluding Services, VMware/Cisco components of Rack or
Block and third-party products.
CSG: Titanium and Platinum partners will earn MDF on all CSG Product
(including attached services) purchases.
Dell EMC reserves the right to not pay Incentives in certain circumstances, including, without limitation, where (a) Partner is merely acting as an agent, order fulfiller, or fulfillment vehicle for another entity or (b) Partner has purchased products from Dell EMC at pricing or discounts that are below Dell EMC’s standard pricing or (c) Partner has purchased pursuant to special contract pricing between Partner and Dell EMC. Note: Additional terms and conditions apply to the Dell EMC Earned MDF Program. Please contact your account team with any questions or for the current program terms and conditions.
Storage Deal Rebate ExampleIncremental storage deal (category A) example of an acquisition end customer demonstrating the rebate potential for each partner tier.
End User is an Acquisition
account thus NBI eligible
Growth Accelerator
Already hit 100% of their growth target for the quarter
(thus growth rebate applies to total dealrevenue)
Competency Requirement
Obtained their Storage Portfolio Competency to be rebate eligible
Services Rebate
Already hit Gate 2 of Services Rebate
Base Payout Storage GrowthServices Rebate
Gate 2New Business
IncentiveMDF
Total incentive % onincremental deal
TITANIUM 4% 6% 1% 8% .95% 19.95%
PLATINUM 3% 4% 1% 8% .70% 16.70%
GOLD 2% 4% 1% 8% - 15%
+ +++ =
+ +++ =
+ +++ =
+ +++ =
MDF is a separate incentive to rebates and will be reimbursed to partners who drive marketing activities in alignment with the Dell EMC MDF Policy
*Services Competencies are required to deliver services on selected products but are not a requirement for Tier compliance.
Training and CompetenciesDell EMC offers distinct, company-level competencies, which are comprised of individual certifications and credentials, with the flexibility to
specialize in certain Dell EMC solution areas. Spanning sales, technical, services, and marketing, these competencies ensure each partner has the
appropriate knowledge and skillset to meet their customers’ needs.
By completing competencies partners can benefit from increased sales due to greater expertise with Dell EMC products and solutions. Additionally,
as partners complete more certifications, they rise through the Program Tiers, receiving greater rewards along the way.
Service Delivery Competencies provide partners the ability to deliver services under their own brand, or co-deliver with Dell EMC. Tiered partners are
eligible to obtain Service Delivery Competencies upon completing the specific requirements outlined in the enablement matrix.
Any one Portfolio competency will qualify for rebate in Client Category A for respective Partner Tier
Client B Core Client Core Client Portfolio competency will qualify for rebate in Client Category B for respective Partner Tier
Client C Core Client Core Client Portfolio competency will qualify for rebate in Client Category C for respective Partner Tier
Infrastructure Solutions
Storage A+B
Storage
Data Protection
Converged Infrastructure
Any one Portfolio competency will qualify for rebates in Storage LOB for respective Partner Tier
Server A+B Server and/or Storage Server and/or Storage Portfolio competency will qualify for rebate in Server LOB for respective Partner Tier
Networking Networking Networking Portfolio competency will qualify for rebate in Networking LOB for respective Partner Tier
NBI payouts are based on program Tier and not based on competency completions..EI do not require portfolio competency to be rebate eligible.
FY18 Rebate Competency RelationshipsPortfolio Competencies are required to be eligible for rebates on those respective lines of business. This chart outlines the relationship between
RequirementsTo become a Tiered Solution Provider in the Dell EMC Partner Program partners must meet Training requirements by December 31, 2017 and Revenue
requirements by February 2, 2018. There are two paths available to Solution Providers to fulfill these requirements as to best cater to each company’s
unique business needs. Based on each Solution Provider’s attainment levels, they are then placed into a specific Tier for the Dell EMC Partner Program.
PATH 1 PATH 2
LOB Req
TITANIUM
Revenue Range* $25M-$50M $15-25M
Min 2 LOBs(min
of 10% of the
Revenue Range* required per LOB)
Minimum Services Revenue (of total revenue)
$4M $3M
Minimum Training Requirements
1 Portfolio Competency
Option 1 for Partner focused on ISG or multiple lines of business:3 Competencies: Any 1 Portfolio, AND 1 Converged Infrastructure AND
1 Solutions CompetencyOR
Option 2 for CSG only focused Partners: 2 Client Portfolio Competencies
PLATINUM
Revenue Range* $15-25M $10-15M
Minimum Services Revenue (of total revenue)
$2M $750K
Minimum Training Requirements
1 Portfolio Competency
Option 1 for Partner focused on ISG or multiple lines of business:3 Competencies: Any 1 Portfolio, AND 1 Converged Infrastructure AND
1 Solutions CompetencyOR
Option 2 for CSG only focused Partners: 2 Client Portfolio Competencies
GOLD
Revenue Range* $5-10M $500K-$2M
Minimum Services Revenue (of total revenue)
$500K $75k
Minimum Training Requirements
1 Portfolio Competency 1 Portfolio Competency
*Final Revenue threshold will be announced in the 3rd quarter
Company Competency
Individual Certification
Individual CredentialIndividually awarded recognition for having completed a series of web-based exams aligned to Dell EMC training for Sales, Technical (Systems Engineer) and Marketing roles.
Company awarded recognition for having a defined number of individual Credentials and/or Certifications.
Individually awarded recognition for having completed a Proctored exam(s) aligned to Dell EMC training for Services (Implementation Engineer – IE) and Technical (Technical Architect – TA) roles.
IND
IVID
UA
LC
OM
PA
NY
Each row shows number and roles of individuals required for a partner at a given Tier to earn a Competency.5
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.
Competency Requirements
GOLD PLATINUM TITANIUM
S SE TA M4 S SE TA M4 S SE TA M4
ISG
P
ortf
olio
Com
pete
ncie
s
Server
15
1 -
1
1
1 -
1
3
3 -
1
Networking 1 - 1 - 3 -
Data Protection 1
-
1
1
3
2Storage 1 1 3
Converged Infrastructure 1 1 1 1 3 3
CS
G
Por
tfol
io C
ompe
tenc
ies
Core Client Solutions 1 1 - 1 1 - 3 3 -
Workstations 1 1 - 1 1 - 3 3 -
Cloud Client-Computing 1 1 - 1 1 - 3 3 -
Client Data Security 1 1 - 1 1 - 3 3 -
Sol
utio
ns
Com
pete
ncie
s
IT Transformation2 1 113
3 313
Digital Transformation2 1 1 3 3
S = Sales SE = Systems Engineer TA = Technical Architect M = Marketing
Financial Year Commencement, New Tier Placement Notification and Rebate Eligibility
31 Dec, partners must meet Training requirements
4 Feb 2017 – 2 Feb 2018 FY19 Revenue Completion Window (for FY19 Tier Placement prerequisite)
Partner must accept Rebate Ts&Cs online within first 30 Days after availability within the rebate tool each quarter
FY18 Financial Year Commencement
Promotions and Demotions to Tiers will be on annual basis only.
New or additional competencies will be awarded semiannually; deadline is September 1, 2017 for 2H FY18 (August) rebate eligibility and Dec 31, 2017 for 1H FY19 (Feb) rebate eligibility.
Competencies earned after the annual audit period will only be considered for Tier status during the following annual audit.
All legacy Dell Partners will retain Compliant & Active PartnerDirect Competencies after Feb 2017 (FY18) audit. Legacy EMC partners will be assigned Storage, Data Protection, and/or CI Competencies.
Subject to certification by the partner and audit by Dell EMC
REWARDING LOYALTY
All In ProgramWhere available, we will offer the “All in Program” – right now this is in North America and LATAM only. This Program allows partners, who
exclusively sell Dell EMC ISG (for 100% of their end customer opportunities), to accelerate their Program Tier Attainment by:
- Increasing ISG revenue recognized in Program Tier Revenue calculations (1.25 multiplier).
- Offering free training that can be leveraged towards Competency training requirements or for additional trainings relevant to their business.
For these Partners, the “All In Program” can assist in pushing them into a higher Tier allocation and consequently higher rebate entitlements
and eligibility.
1.25ISG revenue multiplier and ISG Free Training
Exclusive partners will receive a 1.25 multiplier
towards ISG tier revenue attainment and ISG
Training Free of Charge
If partners sell Servers and Networking, they must be 100%
100% exclusive in Dell EMC Servers.
If partner sells Servers and Storage, they must be 100%
Products by Category – StorageStorage Category A / B certain exclusions apply
Category A Category B
Data Domain
Data Protection Suite
Elastic Cloud Storage
Isilon
SC Series (Compellent)*
ScaleIO Nodes
ScaleIO SW
Unity AFA
Unity Hybrid
Virtustream Enterprise Cloud
Virtustream Storage Cloud
VMAX AFA
VXRail / VXRack
XtremIO
Atmos
Avamar
Celerra
Centera
Clarion
Cloudlink
Data Protection Advisor
DCA
DLM
DSSD
EDL
Maginatics
Mozy
Network Monitoring Suite
Networker
Neutrino
PowerVault (MD, Tape, NX)
Protectpoint Family
PS Series (EquaLogic)*
Recoverpoint Family
Rubicon
SourceOne
Spanning
Storage Resource Management
Storage SW
Storage Virtualization
Symmetrix
Unified
VIPR Controller
VNX
XC Nutanix*
The storage value of VBLOCK will be based on Category A product definitionsThe storage value of Cloud Partner Connect will be based on Category A product definitions.The value of the ELA/TLA rebate will be based on the EMC product it is sold with.Notes: * Legacy Dell products
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)
Blade Chassis
FX Chassis
PowerEdge 4-Socket Rack Servers
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
Networking products Dell Force10
PowerConnect
Enterprise Infrastructure (EI) Qualified, genuine Dell Parts (Storage, Memory, Racks, etc) for Dell servers and datacenters. Dell Parts ensure continuity of Dell server
warranty and Dell support for the end-user.
Products by Category – Server, Networking and EIServer Category A / B certain exclusions apply
