State and Future of Dell's Channel Business


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Learn about the state and future of Dell's Channel business. Gain insight into his perspective on Dell's channel and learn about our priorities for 2014 and beyond. For more on our PartnerDirect program, see Join us at Dell World 2014 for networking and keys to success:

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State and Future of Dell's Channel Business

  1. 1. 2013 State and future of Dell's Channel business Cheryl Cook Vice President Global Channels & Alliances
  2. 2. 2013 Where we go from here What you will learn today Our strategy About Channel
  3. 3. 2013 “As a private enterprise, we’ll serve our customers with a single-minded purpose and drive the innovations that will help them achieve their goals. Our partners are a very important part of Dell’s overall growth strategy. In fact, a rapidly growing portion of our commercial business is now with our partners, and we see that continuing to increase. We’re very committed to these relationships, and we value our channel partners’ unique insights into what customers want and need from IT solutions. When our customers grow and succeed, so do our partners and so do we.” – Michael S. Dell
  4. 4. 2013 Introducing the world’s largest startup Renewing our entrepreneurial spirit within a private company structure Inspired innovation Invest boldly Innovate for the real world Refine our business model Forward thinking Jumpstart the future Accelerate modernization Democratize new trends Solution focused Evolve our sales approach Solve end to end Simplify the complex
  5. 5. 2013 We believe Channel will benefit from the acceleration of our business strategy 1/3 1including SonicWall, Wyse and Quest legacy acquisition revenue, Q3Y14 2-3X market growth Over 2000 Dell Channel employees across the globe committed to Consumer and small business Preferred accounts Large institutions Global 500 Four customer segments Global Commercial Channels Distribution Value-added Resellers, Direct to Partner OEM Solutions Global System Integrators “Michael Dell, Top 25 Most Influential ” CRN, Oct 28th “Most influential partnership” China 12 new Channel industry awards since May 2013 “Dell ranked #1 entry-level and mid-range storage vendor in North & South America” IDC *All figures stated as of Q3FY14 Channel represents about one third of Dell’s Global commercial business1 1/3
  6. 6. 2013 Committed - to our Channel strategy
  7. 7. 2013 Our core principles and promise to you.. Trained and skilled on DellEasy to do business with Dell Gain profitability with DellWin in the Datacenter with Dell Dedicated Channel Team Dual Compensation Structure Single Partner Tools and Training Single incentive and rebate structure ~110,000 training courses were completed by partners in H1FY14 = +26% Y/Y. We are well on our way to delivering 250,000 courses for 2013 Dell can be your most profitable partner Dell ranked #1 Entry-Level and Mid- Range Storage Vendor in North and South America by IDC 2013 CRN Annual Report Card (ARC) – Overall Category: Volume Servers [Won overall and support sub- category]
  8. 8. 2013 Committed - to enriching PartnerDirect value
  9. 9. 2013 PartnerDirect in history PartnerDirect established 2008 Managed Services Enterprise Architecture 2008 2008 2008 Certified Practice Areas  Strategic value to Dell  Minimal channel conflict  Recognize unique partner solutions capabilities
  10. 10. 2013 PartnerDirect making history 2013 140,000+ global Channel partners 4,200+ certified partners Our Partner community Over 2000 Dell Channel employees across the globe committed to your success
  11. 11. 2013 We listen & act Predictable Engagement Model Account Team Compensation Accelerators Expanded Partner Incentives $
  12. 12. 2013 How this impacts you Predictable Engagement Model 1 Account Team Compensation Accelerators 2 Expanded Partner Incentives 3 Core Sales Teams to Receive for Strategic Solutions Through Channel 20% Premium Channel Led Approach for Specifically Targeted Accounts 5xInvestment in Equipment Demo Pool 4xInvestment in Partner Sales Rep Incentives 1 TeamSimplified Go-To- Market Model to
  13. 13. 2013 Where we go from here Train & Enable Your Team Sell Dell’s end-to-end solutions Take part and benefit from this exciting time at DellThat enables your customers to: • Turn data into insights • Overcome the evolving security threat & ensure compliance • Accelerate adoption: virtualization, convergence, cloud Engage Dell Sales & Marketing teams
  14. 14. 2013 Q&A
  15. 15. 2013 Let’s get started Engage with Dell PartnerDirect subject matter experts at the Solution Showcase Schedule a post-event whiteboard session to address your specific requirements. Contact your account team for details Gain hands on experience, see demonstrations at the Solution Showcase Schedule a visit to a Dell Solution Center near you: Austin • New York City • Washington D.C. Chicago • Santa Clara • Mexico City • Sao Paolo Go to
  16. 16. 2013
  17. 17. 2013