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  • 1. Launch a Channel Training & Certification Program that Builds Success & Revenue Tim Dickson, Dell Elay Cohen, Brett Strauss, Media Defined Himansu Karunadasa, Media Defined Track: Channel Executives
  • 2. Safe Harbor Statement “ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements including but not limited to statements concerning the potential market for our existing service offerings and future offerings. All of our forward looking statements involve risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make. The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in our operating results and cash flows, rate of growth and anticipated revenue run rate, errors, interruptions or delays in our service or our Web hosting, our new business model, our history of operating losses, the possibility that we will not remain profitable, breach of our security measures, the emerging market in which we operate, our relatively limited operating history, our ability to hire, retain and motivate our employees and manage our growth, competition, our ability to continue to release and gain customer acceptance of new and improved versions of our service, customer and partner acceptance of the AppExchange, successful customer deployment and utilization of our services, unanticipated changes in our effective tax rate, fluctuations in the number of shares outstanding, the price of such shares, foreign currency exchange rates and interest rates. Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time. These documents are available on the SEC Filings section of the Investor Information section of our website at /investor ., inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.
  • 3. Tim Dickson Global IT Sr. Manager - Channel
  • 4. Elay Cohen VP, Product Management Partner Networks
  • 5. Himansu Karunadasa Chief Technology Office
  • 6. Brett Strauss President
  • 7. Media Defined builds SaaS applications specifically designed for Training and Certification for Channel Partner organizations.
      • INDUSTRY : Corporate/Sales Training
      • GEOGRAPHY : Available in 28 languages
      • # USERS : Accessed by 95% of VAR 500
      • PRODUCT(S) : NetExam, PartnerLabs, VirtualLabs, ensemba
  • 8. Clients Partners
  • 9. Agenda
    • Training and Certification Best Practices
    • Dell Case Study
    • Conclusions
    • Open Question / Panel Discussion
  • 10. Managing Entitlements
  • 11. Managing Entitlements
  • 12. Training Technology
  • 13. Certification Program Source: Bersin & Assoc. - 2005 Increasing Reach and Revenue Channel Partner Training at McAfee Train the Masses Cultivate you Producers Invest in your Winners
  • 14. Integrated Lead Gen. Management Customer 1. 2. 3. 4. 5. 6. Certified Partner Lead
  • 15. Integrated Deal Reg. Management Increase Deal $ 1. 2. 3. 4. 5. 6.
  • 16. Use Certifications to Drive Entitlements
    • On-boarding Certification Sets a Precedence
    • Send Leads Only to Certified Partners
    • Consider Increasing Lead % Payments for Certification
    • Triggers and Automation w/ Salesforce PRM
  • 17. Tim Dickson Global IT Sr. Manager - Channel
  • 18. All About Dell
    • 24 years young
    • #1 provider to the Enterprise & SMB for 10 years running
    • #1 partner of Intel, Microsoft, Oracle & VMWare
    • $12B WW channel revenue run rate
    • More than 40,000 partners worldwide
    • # of Users: 45,000 and growing (ELA)
    • Products Used:
      • SFA, Partner Networks, Ideas, Marketing, Service & Support, platform, AppExchange applications
  • 19. The Directive
    • “ We’ve transformed the business once.
    • Now, working with resellers, were going
    • to do it again.”
    • Michael Dell
  • 20. The Challenge
    • Realities of the project:
    • We needed to put a global solution in place
    • We needed to have it up and running quickly
    • We needed to have measurable results
    • Realities drove us to our solution:
    • Single business processes across regions
      • Adherence to rules and processes was critical
    • Selected features to only do what was critical
  • 21. Core Value Proposition KEEP IT SIMPLE! Customer Partner Enable Customer Choice Deliver a Compelling Business Proposition to Partners Leverage the Strengths of the Dell Direct Business Model
  • 22. Dell Product Family
  • 23. What We Launched
    • A program focused on:
      • Value-add over volume
      • Improving efficiency and profitability via the benefits of the Dell model
      • Offering additional benefits and value for Certified Partners
    Reward unique partner solutions capabilities Certified Practice Areas
  • 24.
    • Established hardware, software or services Channel Partner
    • Value Added Partner with focus on Services and Enterprise business
    • Complete application
    • Agreement to Terms and Conditions
    • Significant Services and Enterprise Business
    • Practice area specific requirements
    • Demonstrated Dell product knowledge in practice area
    • Relevant Dell product/ solutions certification
    • Appropriate 3rd party technical certification
    Simple Model
  • 25. Certification Requirements DELL CONFIDENTIAL Scope Enterprise Architects Dell Product Training
    • Dell Enterprise Foundation Course
    • (online training + exams – 2 person)
    Skill Training / Certification
    • Dell EqualLogic Technical online course + exam (2 person)
    • Dell EqualLogic Sales online course + exam (2 person)
    Dell Requirements
    • Complete Dell EqualLogic Business Plan with CDM
    • Business Plan must be agreed each year to retain certified status
    Scope Small Medium Enterprise Dell Product Training
    • Dell Sales Foundation SME course
    • (online training + exams – 2 persons)
    Skill Training / Certification
    • CompTIA certifications (2 persons must complete)
    Dell Requirements
    • Complete Dell Business Plan with CDM
    • Business Plan must be agreed each year to retain certified status
  • 26. Seamless Partner PRM Experience
  • 27. Seamless Partner PRM Experience
  • 28. Seamless PRM Admin Experience
  • 29. Seamless PRM Admin Experience
  • 30. Partner Certificate
  • 31. Internal Report Total Number of Channel Students (Globally): 4,166
  • 32. Partner Facing Gap Analysis Report
  • 33. Global Deployment DELL CONFIDENTIAL Dell to date has rolled out NetExam In over 75 Countries Supporting 18 Languages 18 languages launched in 2008, 8 more by Q2 of 2009. Q1 Q2 Q3 Q4 US CA EMEA APJ LA 3 Practice Areas (English) 3 Practice Areas (English) 3 Practice Areas (5 Languages) 2 Practice Areas (5 Languages) 3 Practice Areas (2 Languages)
  • 34. Results
    • The Enterprise Architecture Certified Partner Community has grown by 14% since Q1 to 350 Partners
    • Over 600 partners are now either Certified or on a path to become Certified in Enterprise Architecture
    • Certified Partners are 143% more productive than Non-Certified
  • 35. Results
    • Of the 182 EQ Preferred VAR partners that joined Dell at acquisition only 3 have decided not to pursue a relationship
    • In Q2 more partners actively closed EQ sales than any Quarter in EQ history – 236 partners closed deals, a 21% increase YoY
    • Certified Partners that sold EQ had a 59% mix of Enterprise products
  • 36. Key Challenges
    • Certification process must be integrated with portal
    • SSO w/ multiple applications
    • Winning regional support for a global program
    • Internal Competition
    • Timing of rollout
    • Certification integration other apps
    • 28 Languages
    • Regional control of course development
    • Global Governance control of change management
  • 37. Conclusions
    • Get Executive Approval and Financial Commitment
    • Align Training Goals to Business Goals
    • Organize Global Certification needs/rollout
    • Tie Training to Partner privileges (stick-and-carrot)
    • Make Training a integral part of Partner relationship
    • Make training a seamless part of Salesforce PRM
  • 38. Session Feedback Let us know how we’re doing and enter to win an iPod nano!
    • Please score the session from 5 to 1 (5=excellent,1=needs improvement) in the following categories:
      • Overall rating of the session
      • Quality of content
      • Strength of presentation delivery
      • Relevance of the session to your organization
    Additionally, please fill in the name of each speaker & score them on overall delivery. We strive to improve, t hank you for filling out our survey.
  • 39. Open Discussion VirtualLabs Certifications User Admin Calendaring Exam/Surveys ILT Classes Voucher Admin Content Tagging Course Management Email Communications Channel Group Admin Reporting PRM/CRM Integration Multilingual