PartnerDirect Competencies at a glance

PartnerDirect Competencies at a glance Training, requirements and benefits

PartnerDirect has three levels

Dell™ Registered Partners

Entry level for new Dell Partners.

• Avalidresellercertificate

• Anactivecompanywebsite

• Anactivee-mailaccounttiedtothecompanydomain

Dell Preferred Partners

DellPreferredPartnershavecompletedcompetencyrequirementsinoneormore areasandarerecognisedasexpertsinkeyDellofferings.

• DellRegisteredPartnerrequirements,plus:

• OneormorecompletedPartnerDirectCompetencies

• BeginningtwelvemonthsaftercompletedCompetency,$200,000minimumsalesduring

previousfourrollingquarters(USD$orequivalent1,Dellenterprise2products,DellWyse

productsandDellCloudServicesonly)

Dell Premier Partners

ForPartnerswhodemonstratethehighestlevelofcommitmenttotheircustomers andtoDellsolutions,thislevelrecognisesyourexcellenceandexpertise.

• DellRegisteredPartnerrequirements,plus:

• TwoormorecompletedPartnerDirectCompetencies

• OneDellSolutionstrainingcoursecompleted

• $1,500,000(UK,DE,FRandNLPremierPartner)or$750,000(RestofEuropePremierPartner)

minimumpurchaseduringpreviousfourrollingquarters(USD$orequivalent1,Dellenterprise2

products,DellWyseproductsandDellCloudServicesonly)

• PartnerDirectPremierPartnerlogodisplayedonPartner’swebsite

Storage Competency Link to course catalog

ChooseyourCompetencyandcompletethefollowingrequirements

Dell Preferred Partner Requirements

SalesRequirement

Minimumof2uniqueindividualscompletethefollowing:

1Sales•DellEqualLogic™Sales–PSSS0908WBTS(orDellPartnerSales

ExcellenceSellingStorage–SES0511ILTS)

•DellCompellent™TopGunStorageSales–CSS0211WBTS(or

DellPartnerSalesExcellenceSellingStorage–SES0511ILTS)

•DellCompellentQuoteCenter–CQCS0211WBTS

1Sales(Choose2optionsbelow)•DellEqualLogicSales–PSSS0908WBTS(orDellPartnerSales

ExcellenceSellingStorage–SES0511ILTS)

•DellCompellentTopGunStorageSales–CSS0211WBTS

(orDellPartnerSalesExcellenceSellingStorage–SES0511ILTS)

andDellCompellentQuoteCenter–CQCS0211WBTS

•DellPowerVault™Storage–DPVS0409WBTS

•DellAppAssureSales–APP0412WBTS

TechnicalRequirement


1Technical•DellEqualLogicTechnical–PSST1108WBTT

•DellCompellentTopGunStorageArchitect–

CSSAT0211WBTT

•DellCompellentQuoteCenter–CQCS0211WBTS

1Technical(Choose2optionsbelow)•DellEqualLogicTechnical–PSST1108WBTT

•DellCompellentTopGunStorageArchitect

CSSAT0211WBTTandDellCompellentQuoteCenter–

CQCS0211WBTS

•DellPowerVaultStorage–DPVS1109WBTT

•DellAppAssureTechnicalOverview–APPT0512WBTT

Beginning twelve months after completed Competency,

$200,000 minimum sales during previous four rolling

quarters (USD$ or equivalent1, Dell enterprise2 products,

Dell Wyse products and Dell Cloud Services only).

Demo Unit3

http://partnerdirect.dell.com/sites/channel/Documents/Course_Catalog_6_16.indd-English-edited.pdf

Link to course catalog

Link to course catalogSystems Management Competency

SalesRequirement


2Sales•DellKACESalesTraining–KST0410WBTS



2Technical•DellKACETechnical–KTT0510WBTT

SalesorTechnicalRequirement

1Salesor1Technical•DellKACEDemo–DKMS0611WBTS





Server Competency

SalesRequirement


1Sales(Choose1optionbelow)•DellBladesServerSolutions–Sales–DBSS0109WBTS

•PartnerSalesExcellenceSellingDellServersand

DellKACE–SDSK0612ILTS

1Sales(Choose1optionbelow)•DellBladesServerSolutions–Sales–DBSS0109WBTS

•DellPowerEdge™Tower&RackServer

–Sales–DTRSS0309WBTS

•DellAppAssureSales–APP0412WBTS

•PartnerSalesExcellenceSellingDellServersand

DellKACE–SDSK0612ILTS



1Technical(Choose1optionbelow)•DellBladesServerSolutions–Technical–DBSSTT0409WBTT

•DellBladesServerAdministration&Configuration–

BSAC0110ILTT

1Technical(Choose1optionbelow)•DellBladeServerSolutions–Technical–DBSSTT0409WBTT

•DellPowerEdgeServerSolutions–Technical–DPES0909WBTT

•DellBladesServerAdministration&Configuration–

BSAC0110ILTT

•DellAppAssureTechnicalOverview–APPT0512WBTT








SalesRequirement


Required Courses

•DellForce10™SalesOverview–DFO1011WBTS

Lesson1–DellForce10HardwareOverview

Lesson2–TheDellFTOSSoftwareAdvantage

Plus at least 1 Elective

•DellPowerConnect™SwitchingSales–DPCS0710WBTS

•DellPowerConnectW(Wireless)SalesTraining–

DPCW1010WBTS



Required Courses

•DellForce10TechnicalHighlights–FTOS1111WBTT

•DellForce10S-SeriesTechnicalOverview–

FSTO1111WBTT

Plus at least 2 Elective

•DellPowerConnectLANSANSwitchingSolutions–

Technical–DPCS1210WBTT

–DellForce10SolutionsDesign–FSD1211WBTT

(Comingsoon)

•DellForce10E-SeriesTechnicalOverview–

FETO1111WBTT

•DellForce10C-SeriesTechnicalOverview–

FCTO1111WBTT

•DellForce10Z-SeriesTechnicalOverview–

FZTO1111WBTT





SalesRequirement


Required Courses

•DellSonicWALL™SalesTraining–DSWS0512WBTS


Minimumof2uniqueindividualscomplete1ofthefollowing:

•DellSonicWALLTechnicalTraining–DSWT0512WBTT

•CertifiedSonicWALLSecurityAdministratorTraining(CSSA)–

NS-101(onlineorinstructorled)





Networking & Security Competency

Networking Specialisation Security Specialisation

–Comingsoon


Link to course catalogCloud Services & Solutions Competency

SalesRequirement




2Sales•DellCloudEssentials–DCES0312WBTS

•DellCloudSolutionsSales–DCSS0412WBTS

Prerequisites•DellPartnerDirectServerCertification

•DellPartnerDirectStorageCertification

•DellPartnerDirectNetworking&SecurityCertification

ormembershipinequivalentrecognisedNetworking&

Securityvendorpartnerprogram*

•MembershipinarecognisedVirtualizationvendorpartner

program*

*ContacttheEMEA Certified Partner Program Team

forthespecificqualifyingprogramsandPartnerlevels

2Technical•DellCloudEssentials–DCES0312WBTS

•DellCloudSolutionsPresales–DCSP0412WBTT

BusinessRequirementsFor Preferred Partners: Beginningtwelvemonthsafter

completedCompetency,$200,000minimumsalesduring

previousfourrollingquarters(USD$orequivalent1,Dell

enterprise2products,DellWyseproductsandDellCloud

Servicesonly).

For Premier Partners: MeetsPremierPartnertraining,demo

andrevenuerequirements:$1,500,000(UK,DE,FRandNL

PremierPartner)or$750,000(RestofEuropePremierPartner)

minimumpurchaseduringpreviousfourrollingquarters

(USD$orequivalent1,Dellenterprise2products,DellWyse

productsandDellCloudServicesonly).

Cloud Builder Specialisation


mailto:EMEA_PartnerDirect_Certifications%40Dell.com?subject=


SalesRequirement




2Sales•DellCloudEssentials–DCES0312WBTS

•DellCloudSolutionsSales–DCSS0412WBTS

Prerequisites•ProvideCloudServicesviaPartner’sNetworkOperations

Center(NOC)poweredbyDellServers,Storage,and/or

Networking&Security(SubjecttoAudit)

•DellPartnerDirectServerCertification

•DellPartnerDirectStorageCertification

•DellPartnerDirectNetworking&SecurityCertificationor

membershipinequivalentrecognisedNetworking&Security

vendorpartnerprogram*

•MembershipinarecognisedVirtualizationvendorpartner

program*

*ContacttheEMEA Certified Partner Program Team

forthespecificqualifyingprogramsandPartnerlevels







Servicesonly).







Cloud Provider Specialisation




SalesRequirement


2Sales•DellCloudEssentials –DCES0312WBTS

•DellCloudSolutionsSales –DCSS0412WBTS

Prerequisites•Membershipin1of3VMware®Virtualizationpartner

programs

•VMwareSolutionProviderProgram,

EnterpriseorPremier

•VMwareServiceProviderProgram,

EnterpriseorPremier

•VMwareConsultingandIntegration

PartnerProgram,InfrastructureVirtualization









Servicesonly).







Cloud Services Enabler Specialisation

DellCloudwithVMwarevCloudDatacenterService



SalesRequirement




2SalesData Center (All 3 required)

•StorageOverview–ISO1208WBTS

•DellServerBasics–DSB0109WBTS

•NetworkingBasics–DPCNB0710WBTS

Client Computing (All 3 required)

•DellDesktopVirtualizationSolutions–DDVS0312WBTS

•DellWyseOverview–WOS0712WBTS

•DellEndUserComputingDomainStrategy–

EUC0612WBTS

2ElectivesData Center Electives: (Choose 1 option below)

•DellEqualLogicSalesTraining–PSS0908WBTS

•DellCompellentTopGunStorageSales–CSS0211WBTS

•DellBladeServerSolutions(12thGen.)–DBSS0109WBTS

•DellPowerEdgeTowerandRackServerSolutions(12th

Gen.)–DTRSS0309WBTS

•DellForce10Overview–DFO1011WBTS

Client Computing Electives: (Choose 1 option below)

•DellCloudEssentials–DCES0312WBTS

–SellingDVSSolutions(Comingsoon)

PrerequisitesMembershipinarecognisedVirtualizationvendorpartner

program,specialisationinDesktopVirtualization

•VMwareSolutionProvider;DesktopVirtualization

Competency–VMDV0812CERT

•Microsoft®PartnerNetwork,Management&

Virtualizationcompetency,SilverorGold–

MVSM0312CERT

•Citrix®Advisor;SMBSpecialist–CASMB0812CERT

2TechnicalData Center (All 3 required)

•DellEqualLogicTechnical–PSST1108WBTTor

•DellCompellentTopGunStorageArchitect–

CSSAT0211WBTT

•DellBladesServerSolutions–BSSTT0409WBTTor

•DellPowerEdgeServerSolutions–DPES0909WBTT

•DellForce10TechnicalHighlights–FTOS1111WBTT

Client Computing (All 3 required)

–DellDVSSolutions(Comingsoon)

–DellWyseHardware&Firmware(Comingsoon)

–DellWyseSoftware&Management(Comingsoon)





If a Partner holds Preferred or Premier status in the Server

and/or Storage Competencies and/or the Networking

specialisation the corresponding courses will be waived.

Desktop Virtualization Solutions Competency

–Comingsoon


Link to course catalogDell Premier Partner Requirements

Meetsallsalesandtechnicaltraininganddemounitrequirementsfor2ormoreCompetencyareasplus1Solutionscourse.

Choose 1 Solutions Training Course:

•DellDiskandTapeBackup–DDTB0609WBTS

•DellManagementConsole–DMC0809WBTS

•DellVirtualizationSolutions–DVS1209WBTS

•IntelligentDataManagement–IDM1210WBTS

•BetterHealthcareThroughBetterStoragewithDell–CSHS0611WBTS

•SellingDellCompellentSolutionstoHealthcareDecisionMakers–CSHS0811WBTS

•IntegratingMicrosoftHyper-V®withDellPowerEdgeServersandDellEqualLogicStorage–IMHV0409WBTS

•DellvStart™SalesTraining–VSRT0511WBTS

•HostIntegrationTools–forMicrosoftSystems,HITKitandDisasterRecovery–BCDR0109ILTTorBCDR0109WBTT

•IntegratingMicrosoftHyper-VwithDellPowerEdgeServersandPSSeriesStorage–TechnicalTraining– IMHV0409WBTTorIMHV0409ILTT

•IntegratingPSSeriesStorageSolutionwithVMwarevSphere™–IPSSVM0109ILTTorVMPSS0909WBTT

$1,500,000 (UK, DE, FR and NL Premier Partner) or $750,000 (Rest of Europe Premier Partner) minimum purchase during previous

four rolling quarters (USD$ or equivalent1, Dell enterprise2 products, and Dell Wyse products and Dell Cloud Services only3).

A minimum of 4 unique people must complete the requirements.


Benefits4 of partnering

Dell Registered Partners Dell Preferred Partners Dell Premier Partners

Benefitsinclude:

•One-stoponlineorderingandaccount

managementonline

•RewardsfromDellviaPartnerAdvantage

•Flexiblepartnerfinancingprograms

•Pricingdiscounts

•Availabletrainingonthesolutionsthat

yourcustomerswantmost

•AccesstoDellproductimagelibrary

•SupportviatheDellsalesaccountteam

•Productinformation,collateraland

muchmore—allavailablethroughthe

Partner Portal

•AccesstoDellco-marketingmaterials

•DealRegistrationwitha60-day

registrationperiodandupto

10concurrentdeals

Benefitsinclude:DellRegisteredPartnerbenefits,plus:

•Highvalue,low-costtraining

•LOBRegistrationProgram

•Extendedtrainingprogramthrough

PartnerLearningCenter(PLC)

•Namedaccountteam—oranamed

ChannelDevelopmentManager(CDM)

•AccesstoRebateProgram

•Co-marketingsupportandaccessto

MDFonabusinesscasebasis

•IncreaseddiscountonDellproducts

•120daysdealregistrationperiodwith

upto50concurrentdeals

•180daysdealregistrationperiodforDell

EqualLogicandDellCompellentdealsfor

PartnersholdingavalidDellPartnerDirect

StorageCompetency

•AccesstoPartnerResourceDesk

•“FindaPartner”listingonDell.com

Benefitsinclude:DellRegisteredandDellPreferredPartner

benefits,plus:

•AccesstoPremierRebateProgram

andPremierMDF

•Casestudycollaboration

•PriorityaccesstoDell-generatedleads

•AnamedChannelDevelopmentManager

(CDM)

•PriorityaccesstoaChannelMarketing

Manager

•AccesstoDellSolutionCenter

•180daysdealregistrationperiodfor

alldealswithunlimitedconcurrentdeals

Take advantage of

the many benefits of

the Dell PartnerDirect

program today!

Questions?Contact

EMEA_PartnerDirect_

[email protected]

or your Dell Account

Manager.

1 PurchasesfromUK,DE,FRcannotbecombinedwithpurchasesfromROEtomeetthisrequirement.2EnterpriseproductsmeanDellEqualLogic™.PowerVault™,PowerConnect™,PowerEdge™,KACE,Compellent™,Force10™,AppAssureandSonicWALL™products.3PurchaseofEqualLogicorCompellentdemounitrequired.Thefully-populateddualcontrollerPSSeriesdemounitsFS7500,6100S,6100XS,6110S,6110XSand41x0-seriesmodelsareeligibletomeetdemounitrequirementsatthestandardPreferred/PremierPartnerdiscountof40%.Thefully-populateddualcontrollerPSSeriesdemounits6100E,6100X,6100XV,6110E,6110X,6110XV,6500E*,6500X*,6510E*and6510X*meetthedemounitrequirementsatthePreferred/PremierPartnerhigherdiscountof65%.Half-populated,singlecontrollerPSSeriesarraysdonotmeetthedemounitrequirements.*RequiresDellRegionalSalesManagerpermission.

4Ifalleligibilityrequirementsaremet.

©2012Dell,Inc.Allrightsreserved.



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