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Top 10 Partner Training and Tools to Help You Grow your Business
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Top 10 Partner Training and Tools to Help You Grow your Business


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Are you taking advantage of all the training and tools that Dell PartnerDirect offers to help you find opportunities, win against the competition, and build your business? Learn about key resources …

Are you taking advantage of all the training and tools that Dell PartnerDirect offers to help you find opportunities, win against the competition, and build your business? Learn about key resources that Dell has created to help you grow and thrive. (Available to channel partners, OEM channel partners, global system integrators and distributors.) For more on our PartnerDirect program, see Join us at Dell World 2014 for networking and keys to success:

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  • 1. 2013 PartnerDirect Marketing & Training Mary Catherine Wilson Director of Channel Marketing & Programs, North America Michele Chasse Director of Channel Training & Enablement, Global
  • 2. Top resources you may not know about... But Should!!
  • 3. 2013 PartnerDirect competency structure Three partner levels with multiple competencies to choose from
  • 4. 2013 PartnerDirect Rewards Center (PDRC) Motivate and incent with compelling rewards Quarterly cash Microsoft Office Bonus (Preferred and Premier company level) Quarterly Cash 12 on 12 Bonus (company level) Points Partner AdvantEdge (Preferred and Premier reps only)
  • 5. 2013 PartnerDirect training & enablement Partner AdvantEdge tied to training Points based incentive program that rewards training, enablement and selling activity Partner AdvantEdge for successfully completing specific courses Earn points + 150 courses + 163K completed pre and post sales courses. Online, On demand most at no charge Number of courses completed through Q3 FY14 alone! Sales Rep WHAT TO DO NEXT? Dell_Channel_Training_Team@
  • 6. 2013 Dell Greenfield 2.0 program Rewarding partners for acquiring new business WHAT TO DO NEXT? Contact your sales team or Up to 15% additional discount Up to 8% additional discount Up to 15% additional discount 3% incremental discount Dell Compellent, EqualLogic, and PowerVault™ if you hold Storage Competency Dell 12th generation PowerEdge™ servers, including VRTX, if you hold Server Competency Dell Networking for partners with Networking & Security Competency Dell Precision, Latitude, OptiPlex, & XPS Eligible products are Storage, Server, Networking, and Client (Preferred and Premier Partner program)
  • 7. 2013 Enterprise demand generation Generating awareness through solutions and line of business selling WHAT TO DO NEXT? > Demand Generation Center What we offer • Premier and Preferred Partner work with Field Marketing to create go-to-market demand generation • Turnkey demand generation assets available • Receive up to 50% MDF support • Qtrly marketing plants to focus on demand awareness
  • 8. 2013 Partner Learning Opportunities Instructor led learning delivered F2F, Virtual Labs, Practice Ops Leverage Dell Experts Partner Sales Excellence Series focus on Selling Skills Presales and Technical training featuring Offered for Storage, Servers, Networking & Active Infrastructure Get course credit; Most ILT courses have exams that are aligned with a Partner Competency path Hands on labs of Dell Solutions Enablement resources Make the most of field marketing opportunities by increasing your sales/product knowledge Partners
  • 9. 2013 Partner rebate programs Rebates for our Preferred and Premier Partners Solution Incentive Additional incentives for combining multiple eligible product lines of business into an end user solution. We know you work hard to drive growth in your business, which is why we are also offering product and solution incentive rebates to reward growth Product Incentive 2% Server, Networking and Systems Management 2% Storage 4% Security 6% Storage 4% Storage Rebate - Dell PartnerDirect competency area WHAT TO DO NEXT? > Premier Partner rebate program found
  • 10. 2013 Chanel communication resources Don’t miss out on PartnerDirect info – stay in touch What to do next? Stay in touch: log onto Dell Partner Portal and access your profile to sign up Dell Channel Insider • PartnerDirect news delivered every Monday. • PartnerDirect portal - • Dell Quarterly PartnerDirect Town Hall webcast
  • 11. 2013 Training Communication Resources Don’t miss out on PartnerDirect info – stay in touch Quarterly Training Newsletter • Partner Training news every quarter. • Latest news on new course titles and refreshed courses • The online, one-stop shop for partners. Quarterly Training Newsletter • Students receive announcements for new and changed courses
  • 12. 2013 Marketing campaign tools Create awareness on Dell solutions & products Dell Preferred and Premier Partners only Campaign Builder • Pre-created and co-brandable marketing assets. Image Bank • All you need to create marketing campaigns from Dell products to daily lifestyle pictures. Logo and branding • Guidelines are available for download. What to do next? Visit the PartnerDirect portal to access these great marketing tools*.
  • 13. 2013 Building my visibility with Dell Raise your credibility– a simple way to generate leads What to do next? Long onto to learn more Find a Partner - Dell Preferred and Premier Partners only • Locator tool that helps customers find Dell partners PartnerDirect Online Publisher • Embed Dell products on your website
  • 14. 2013 Raise credibility & revenue - start with training Global Access 1 Learning Management System $0 Most courses offered at no charge Training Community Dell Tech Center, Training Newsletter, Events Incentives Top 25 partners by training investment grew 33% their Dell revenues 150 Courses eLearning, Instructor Led, Virtual learning, Sales, Presales & Technical 9 Competencies Server, Storage, Security, Networking, Desktop Virtualization Solutions, Cloud Services & Solutions, Data Protection, Systems Management, Information Management
  • 15. 2013 Sales tools you can use 31% of Dell’s WW sales go through the channel Solution Configurator • Configure complex enterprise solutions DPACK – Dell Performance Analysis Collector Kit • Premier/Preferred Partners + training mandatory • Guide your customers through IT decisions Differentiate with Whiteboards • Help your teams have strategic sales and technical conversations in a new a highly effective format And more • Mobile Aps (training, deal registration, alerts, etc.) • Smart Selection Inventory Tools
  • 16. 2013 And now…Let’s Play Who wants to be a Dell-ionaire!! Master of Ceremonies Caryl Sullivan GCC Training and Enablement Fabulous, exotic prizes Testing your Dell knowledge
  • 17. 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
  • 18. 2013 Q&A
  • 19. 2013