1 WELCOME TO PARTNERDIRECT Dear Partner, We’re committed to your success. That’s why Dell has developed PartnerDirect, a comprehensive program that provides the essential tools and resources you need to help grow and develop your business. By gathering feedback from our Partners — more than 40,000 globally to date — we’ve built a partner experience that offers less complexity and more value than our former programs. As a result, PartnerDirect can give you the opportunity to boost profitability, improve efficiency, and help deliver the technology your customers need. After you register and become a member of PartnerDirect, we believe you’ll see how our program brings the best of the Dell business model to our Partners. Custom configurations, pricing discounts, deal registration, and access to the Dell Registered or Certified Partner logos are just some of the many benefits available to Partners. “This, however, is only the beginning.” We’ll continue to expand our program based on your feedback, so we can work together to simplify IT for your customers and help make your business even more efficient and successful. We look forward to working with you. Sincerely, Greg Davis Vice President and General Manager Dell Americas Channel Group To learn more about PartnerDirect and register, visit DELL.COM/Partner
Transcript
1
WELCOME TO PARTNERDIRECT
Dear Partner, We’re committed to your success. That’s why Dell has developed PartnerDirect, a comprehensive program that provides the essential tools and resources you need to help grow and develop your business.
By gathering feedback from our Partners — more than 40,000 globally to date —
we’ve built a partner experience that offers less complexity and more value than our former programs. As a result, PartnerDirect can give you the opportunity to
boost profitability, improve efficiency, and help deliver the technology your
customers need.
After you register and become a member of PartnerDirect, we believe you’ll see
how our program brings the best of the Dell business model to our Partners.
Custom configurations, pricing discounts, deal registration, and access to the
Dell Registered or Certified Partner logos are just some of the many benefits
available to Partners.
“This, however, is only the beginning.”
We’ll continue to expand our program based on your feedback, so we can work
together to simplify IT for your customers and help make your business even
more efficient and successful.
We look forward to working with you.
Sincerely,
Greg Davis
Vice President and General Manager
Dell Americas Channel Group
To learn more about PartnerDirect and register, visit DELL.COM/Partner
2
HELPING ENHANCE THE WAY YOU DO BUSINESS
We’re committed to helping Partners like you enhance the way you do
business. That’s why we’ve designed our new PartnerDirect program to
meet your unique needs, so you can better serve your customers,
which in turn can amount to greater efficiency and less complexity
for your business.
This guide offers a detailed look at the structure and requirements
of our program, the tools and resources Partners have access to, as
well as the key benefits PartnerDirect can offer your business.
PUT DELL TO WORK FOR YOU 3WHAT DELL CAN DO FOR YOUR BUSINESS
STRUCTURED FOR EASE AND VALUE 4LEVELS OF PARTICIPATION AND OUR EASY-TO-JOIN PROGRAM
PARTNER BENEFITS 6AT A GLANCE
BENEFICIAL RESOURCES 7A WEALTH OF INFORMATION FOR YOUR BOTTOM LINE
ADVANCED TECHNOLOGY 9AWARD-WINNING PRODUCTS YOUR CUSTOMERS WANT
CERTIFIED PRACTICE AREAS 11MANAGED SERVICES ENTERPRISE ARCHITECTURE FEDERAL
CASE STUDIES 14MICROPULSEREV2 TECHNOLOGIESREDAPT
3
PUT DELL TO WORK FOR YOU
One of the key advantages of joining PartnerDirect is that you get more access to
what you need to operate a successful business — and less of what you don’t. All
the tools and resources we offer are focused on helping you improve efficiency,
boost profits, and reduce complexity.
62%
IDC reports that you can lower deployment costs by as much as 62% by using
automated, factory-like approaches to application services, end-to-end image
management, and efficient deployment processes like ours.1
100%
Rely on 100% dedicated Sales and Customer Care support.
1 IDC White Paper sponsored by Dell, “Dell Deployment Optimization Model,” Doc #205282, January 2007
4
STRUCTURED FOR EASE AND VALUE WITH TWO LEVELS OF PARTICIPATION
From many Partners, we’ve heard that other Partner programs are
too complex and difficult to understand. In lieu of these confusing
structures, Dell created PartnerDirect from the ground up, focusing
solely on the resources and benefits requested by our Partners. This
has allowed us to create a unique program that simplifies the way
you work with Dell and also how you work with your customers.
We’ve structured PartnerDirect with two levels of participation, and
each offers access to a wide range of program benefits.
Level 1: Registered Partner It’s easy to join and involves meeting only the basic
program requirements. This level largely consists of
“self-administering” Partners and allows you to easily
interact with Dell via our online Partner Portal.
14%Dell estimates that Registered Partners have grown their Dell revenue 14% Y/Y.2
Level 2: Certified Partner To become a Certified Partner, you must become certified in one of Dell’s
Certified Practice Areas — technology specializations that map to areas of
substantial business opportunity for Partners.
Certified Partners receive a higher level of benefits and, in return for making a
deeper commitment to Dell products and solutions, can also work directly with
Dell to help develop their business.
83%Dell estimates that Certified Partners have grown their Dell revenue 83% Y/Y.3
To learn more about our Certified Practice Areas, visit DELL.COM/Partner
2Q2 2008 3Q2 2008
5
MAXIMIZE YOUR BUSINESS EFFORTS WITH OUR EASY-TO-JOIN PROGRAM
Before joining PartnerDirect, all Partners must have their
application approved and meet specific program requirements.
Requirements vary depending on which level of participation
you choose.
Registered Partners must meet all of the following requirements:
Be recognized as an established hardware, software, ■■
or service reseller
Fully complete the■■ PartnerDirect application
Accept the Dell ■■ PartnerDirect terms and conditions
Certified Partners must meet all of the above Registered Partner
Demonstrate Dell product knowledge in practice area■■
For a complete list of Partner requirements and PartnerDirect terms and conditions, visit DELL.COM/Partner
6
**BEnEFITs TyPE REgIsTERED CERTIFIED
BusInEss DEvELOPMEnT BEnEFITs
Lead Generation x
Technical White Papers x x
Online Knowledge Base x x
MARgIn BEnEFITs
Partner Pricing Discounts x x
sALEs & MARkETIng BEnEFITs
Product Roadmap Reviews x x
Deal Registration x Expanded
Dell Logo Usage Limited Expanded
Initiative-Based Marketing Funds x
Demo Units x
Partner Financing Options x Expanded
End-User Financing Options x x
Direct Online Order Entry x x
Customizable Standard Configurations x x
Direct Customer Shipment x x
Marketing Materials x x
suPPORT BEnEFITs
Partner Portal Access x x
My Portal Page Access x x
Pre-Sales Support x x
Post-Sales Tech Support x No-fee WPD*
Field-based Account Management Limited x
Tele-based Account Management x x
21-Day Return Policy Program** x*
*Warranty Parts Direct
**Limitations apply. Please contact your field-based account executive or e-mail [email protected] for additional information.
PARTNER BENEFITSAT A GLANCE
This helpful chart allows you to easily compare our two levels of participation and
the exclusive benefits that go along with each. You’ll find a brief explanation of
these benefits in the following sections.
7
A WEALTH OF BENEFICIAL RESOURCES DESIGNED TO HELP YOUR BOTTOM LINE
Partner Portal Our Partner Portal offers easy ways to interact
with Dell and other Partners by providing secure
access to everything from marketing materials and
Deal Registration to community forums. With your
one-stop shop, you can configure Dell products,
track shipments, and review purchasing histories.
The comprehensive Partner Portal is an online experience built for you. You can
access exclusive online resources that can enhance the way you do business.
Deal Registration
Our easy-to-use Deal Registration program can help protect your efforts in
securing new sales opportunities. By using our Partner Relationship Management
(PRM) tool, you can identify opportunities you are actively pursuing. After it is
submitted and approved, the deal can be protected against direct sales efforts
at Dell.4 To ensure privacy, access to our PRM tool is limited to only those with a
need-to-know status.
Dell Logo usage To help promote your business and drive growth, we provide various marketing
materials and Dell product brochures. In addition, you get access to approved
Registered Partner and Certified Partner logos to help communicate your
relationship with Dell.
4 Please go to Deal Registration Terms and Conditions for complete terms.
8
Financing Options
We make it easier for you to get the technology you need by providing a range
of financing alternatives for Partners, including credit terms, flooring, and a
revolving line of credit. For more specifics, including expanded terms for Certified
Partners, contact your Dell sales representative.
Dell Prosupport We understand how your profitability depends on your success in selling high
value services. When the situation calls for it, PartnerDirect can help you with
dedicated channel services, giving you the option to hand off certain service
elements to us. Dell ProSupport was designed to help address the technology
challenges you and your customers face today and offers:
Expertise for specialized applications and technology such as ■■
virtualization, systems management, Microsoft® Exchange, and more
Proactive problem-avoidance services to help ensure you achieve ■■
maximum uptime
Rapid response to help reduce unplanned downtime ■■
Tech-to-tech support with Fast-Track Dispatch for certified IT professionals■■
Dell ProSupport gives you a choice in service models based on who you are, the
way you use technology, and how you want to distribute resources. To learn more
about Dell ProSupport for IT or Dell ProSupport for End-Users, contact your Dell
sales representative.
Dell EqualLogic™
If your organization is looking to expand its storage solutions, PartnerDirect offers savings on Dell’s entire line of Dell EqualLogic systems that feature
enterprise-strength performance, management, and reliability.
Exclusive Partner support PartnerDirect helps ensure you and your customers have the best experience
possible with 100% dedicated Sales and Customer Care. This includes access to
inside and outside sales support, a dedicated toll-free number for order questions,
certified Dell IT technicians, and an improved asset tag transfer process.
To learn more about Deal Registration, Prosupport, or any of our Partner resources, visit DELL.COM/Partner
9
THE ADVANCED TECHNOLOGY YOUR CUSTOMERS WANT
A large portion of your success relies on
being able to deliver the technology your
customers want. As a member of PartnerDirect, you have
access to Dell’s extensive line of innovative products.
Built using today’s industry-standard technology, fast
processors, and durable materials, our products can
deliver the power, performance, and value your customers demand. And with one
of the largest lineups of ENERGY STAR® products in the industry, we can easily
satisfy your environmentally conscious customers, too.
see What We Can Do For you
Getting access to the technology and resources you need to enhance your
business should be simple. That’s why Dell PartnerDirect helps make it easy for
Partners like you to improve efficiency, boost profitability, and reduce complexity
throughout your operation. That’s our commitment to help our Partners be as
successful as possible. So why wait? Join PartnerDirect today and see what we
can do for you.
93%
Dell has reduced SAN hardware entry price by
93% in just four years, moving the starting costs
from $100,000 to less than $10,000.
#1
Dell was ranked #1 among hardware vendors in
overall service and support satisfaction for 24 of
the 27 quarters Technology Business Research
has conducted its study.5
Dell Wins Product of the year Awards
Dell secured top spots in the desktop and laptop
categories for the 2008 Product of the Year Channel
Insider Awards, beating out competitors HP and Lenovo.
10/2008 This case study is for informational purposes only. DELL MAKES NO WARRANTIES, EXPRESS OR
IMPLIED, IN THIS CASE STUDY.
1
IN STEP WITH DELL
With Dell™ PartnerDirect, Rev2 Technologies gains a competitive edge, including 50% faster pre-sales, a 65% increase in repeat business, and 55% more deals won.
CUSTOMER PROFILE
COUNTRY: Santa Clara, CA (USA)
INDUSTRY: Technology
FOUNDED: 2002
WEB ADDRESS: www.rev2technologies.com
CHALLENGERev2 Technologies wanted a partner it could count on for quick response and
technical expertise, without the bureaucracy and complexity associated with
many traditional channel programs.
SOLUTIONDell’s PartnerDirect program allows Rev2 to offer more solutions faster
through direct access to technical knowledge, streamlined ordering,
and flexible financing.
BENEFITS
GET IT FASTER
Up to 50% faster pre-sales through quick access to IT expertise■■
Execute more solutions faster with quick delivery and rapid response in less ■■
than half the time it takes with some manufacturers
GROW IT SMARTER
Offer a broad range of Dell products to serve diverse needs■■
65% increase in repeat business■■
75% increase in Dell server sales■■
55% more deals won■■
Able to assist larger customers through flexible financing■■
2
Being an IT services provider in Silicon Valley isn’t easy. The competition is intense,
and partnerships are everything. Since 2002, Santa Clara-based Rev2 Technologies
has built its business relying on channel partnerships with technology vendors to
build the right solutions for its customers.
Communicating with those partners about the technical details of their products
sometimes proved challenging — especially when time was of the essence in selling
an integrated solution. “We often found a vacuum in terms of technical points of
contact with our channel partners,” says Terry Drasny, partner.
Dell’s PartnerDirect program offered a refreshing change. Instead of bureaucracy and
barriers, Rev2 found a true business partner and sales ally.
A SIMPLIFIED CHANNEL MODEL MEANS 50% FASTER PROPOSALS
“Dell has created a simplified direct channel model, without
distributors or additional layers that the customer pays for,” says Steve
Brown, partner. “That’s how Dell PartnerDirect has hit home for us.”
Because of Dell’s quick response time and direct engagement with clients, Rev2 is
able to enhance the level of service it provides to customers instead of making them
wait for answers from a hardware manufacturer.
“We get Dell involved technically as well as with
sales, so it’s a united effort,” says Drasny. “One of
the great things about Dell PartnerDirect is that we
can clearly articulate where we fit in on the team, and
how Dell fits in for us. With other vendors, this division
has not been as clear.”
Rev2 can quote and fill priority orders in one to two
business days. “With other manufacturers, our experience
with this process can take as long as five to ten business
days. It’s a win-win equation across the board,” says Brown.
“Having direct help from the manufacturer makes project
execution so much easier. On average we can identify, propose, and quote a Dell
solution for our clients in less than half the time it takes with other manufacturers.”
“Dell PartnerDirect is a superior offering to what any other channel
relationship can provide today. Since becoming a Dell channel partner,
we have experienced a 65 percent increase in repeat Dell business,”
adds Drasny.
3
INFORMATION EQUALS SALES“As any IT reseller knows, a sales engagement in this industry is by definition a
technical sales engagement. By helping Rev2’s customers architect solutions they can
grow with, Dell has managed to turn around some misconceptions about how large
hardware providers communicate,” says Drasny.
“Dell really outshines the competition when it comes to pre-sales technical analysis
because they provide technical resources that can engage our clients with a
conference call and identify the proper architecture for their needs,” he says. “Dell
PartnerDirect is a superior offering to what any other channel relationship can
provide today. Dell’s rapid response helps us offer solutions faster because of the
technical knowledge we can impart to our clients. Accessibility to the right people
says a lot about a company’s integrity, and Dell’s willingness to get in front of our
customers and give them information says a lot about Dell.”
INCREASING REPEAT BUSINESS BY 65%Rev2’s strength is the personalized service it offers to its clients, helping them
smoothly navigate the bumpy waters of IT solution opportunities and systems
integration. With Dell as a partner, Rev2 is able to augment this service with a
respected brand that offers deep and wide expertise.
“We’re always putting our foot forward in step with Dell,” says Drasny.
“With the many areas of complexity involved in data centers today —
security software, virtualization, green initiatives — we need partners
who share and complement our expertise in all of these areas, and
Dell does that.”
Rev2 is also finding that Dell’s quick delivery often surpasses customers’
expectations, resulting in satisfied customers. “Since becoming a Dell channel partner,
we have experienced a 65 percent increase in repeat business,” says Drasny. “We’ve
also seen a 75 percent year-to-year growth in server sales revenue when positioning
Dell as the solution.”
WINNING 55% MORE DEALSIn just three years, Rev2 has become one of Dell’s top enterprise resellers in the
Western United States. Drasny estimates that the company has won 55 percent more
Dell deals when engaging the PartnerDirect team.
“Dell has structured its channel in a very unique and innovative way, and our
company’s growth is a testament to the success of that program,” he says. “Our
relationship with Dell gives us a competitive edge. We can win more business, and
we don’t feel like there are any obstacles to getting what we need when we need it.
We view Dell’s domain expertise as one of our intangible assets. When we complete
projects on time and within budget, our clients know they made the right choice by
selecting Rev2 and Dell as their solution providers.”
4
BECOMING A ONE-STOP SOLUTION PROVIDERThere are only two levels of participation in PartnerDirect: Registered and Certified.
Becoming a Registered Partner is as simple as filling out an online form. Rev2 chose
to become a Certified Partner, which requires completing a straightforward set of
certification requirements in one or more of PartnerDirect’s Certified Practice Areas.
“By working with Dell on product certifications, including managed service and
warranty support, we have positioned ourselves as a Certified Dell one-stop solution
provider,” says Drasny. “This gives our clients the confidence that our working
relationship with Dell is interactive and focused on both sales and
service fulfillment.”
MAKING IT EASYDell PartnerDirect simplifies the ordering process by providing online deal registration
and an online Partner store, resulting in improved customer satisfaction.
“The deal registration program gives us a starting point that provides everyone in the
Dell channel with the appropriate client information,” says Brown. “The online store
allows us to customize the availability of the parts our clients need. This results in
competitive pricing and helps our clients grow their Dell systems with the knowledge
and confidence that new products are compatible with their current systems. We
have registered approximately 25 deals with Dell since the start of the program. I
recommend that partners register their deals with Dell. And Dell has been open and
truthful in dealing with us and has worked through any conflict that has arisen with us
over a sale.”
Flexible financing through Dell PartnerDirect — a benefit offered to both Registered
and Certified Partners — has helped Rev2 grow, develop larger opportunities, and
accelerate customer deployments.
“Dell has helped us finance large and small deals,” says Drasny.
“They are very flexible with credit and have effectively enabled us
to pursue larger deals that we may not have been able to secure
without Dell’s help.”
ON THE RIGHT PATHAs for the future, Rev2 is confident that it will continue to build upon its
successes with Dell to generate more business and make its customers happy using
Dell products.
5
“Dell’s competitors better watch out, because I think this year is going to be an even
bigger year for Dell and its channel initiatives,” concludes Brown. “And I know that
some of the other vendors are beginning to feel that crunch. Dell is on the right path.”
To read additional Case Studies, visit DELL.COM/CaseStudies
To participate in Dell PartnerDirect, visit partner.dell.com, e-mail
