• Like

Dell PartnerDirect Marketing & Training

  • 759 views
Uploaded on

Dell PartnerDirect members can choose from three levels of partnership, get great training, rewards, and more. Want to know more about the benefits of becoming a partner and what it takes? This …

Dell PartnerDirect members can choose from three levels of partnership, get great training, rewards, and more. Want to know more about the benefits of becoming a partner and what it takes? This presentation shows you all you need to know to become part of PartnerDirect. For more infotmation on PartnerDirect, visit us here: http://del.ly/PartnerDirect

More in: Technology , Business
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Be the first to comment
No Downloads

Views

Total Views
759
On Slideshare
0
From Embeds
0
Number of Embeds
0

Actions

Shares
Downloads
13
Comments
0
Likes
1

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide
  • Transition to fact that prevention has long been a key concept and tenant in the medical industry. We’ve all been told that we should take vitamins, exercise, have regular physicals, floss….same thing applies to our customers trying to keep their IT environment healthy.
  • The PartnerDirect Structure is architected to be flexible so you the partner choose your level of engagement with Dell. Benefits increase as partner commitment and investment increases.We have 3 levels of participation : Registered , Preferred and Premier with unique requirements at each level. At the Preferred Level you can participate in any of 9 competency areas. The 4 newest competencies launched in Sept of this year and include Software offerings for Security, Data Protection, Systems Management and Information management. The training investment increases at each level with 4 unique individuals completing learning paths at the Preferred level (2 Sales & 2 Technical) and 8 unique individuals at the premier Level.This structure also includes strategic programs for service providers. In fact there is a Services delivery partner program session being delivered at Dell World on (XXXwhen)))) We’ll be discussing some of the top tools & resources throughout this session. There will be a fun and brief game at the end to break up the monotony of death by powerpointpresos and reinforce these great resources available to you.
  • Microsoft Office Bonus (211 partners): Latitude™, Opti, Precision, XPS™ pre-installed Windows ® 7 Professional, Windows 7 Ultimate, or Windows 8 Pro AND Microsoft® Office.12 on 12 Bonus (105 partners): Selling Dell PowerEdge™ servers pre-installed with Windows Server 2013. $100-$400 based on the edition.Partner AdvantEdge (41 partners; 116 reps) : Points-based incentive program that rewards at the channel partner sales rep level. Rewards enablement activity (training and educational activities) and select enterprise sales including both hardware and software as part of Dell’s PartnerDirect program.
  • The Greenfield 2.0 Program offers higher upfront discounts and automatic Line of Business registration for Preferred and Premier Partners to acquire and grow Dell business with a large customer base.Great Participation!$10M booked Year to Date400+ opportunities in pipeline190 targets acquired
  • Work as a team on program logistics, needs and expectationsClient Lead Generation – 19 PartnersEnterprise- 17 events with 9 partners; 2200 leads (130 avg leads per event)
  • Leverage Our ExpertsMake the most of field marketing opportunities AND increase your sales/product knowledgePartner Sales Excellence Series focus on certification Selling Skills combined with Dell Solutions for Storage, Servers, Networking Get credit towards an aligned competency path for attending and passing the associated examPresales and Technical training featuring Instructor led Technical courses with hands on labsDemos.dell.com offers a variety of demo types ; Live, Offline (download to show key features), Sandbox (hands on experience) Schedule time , invite end users
  • Product Incentive2% Server, Networking and Systems Management2% Storage (On quarterly storage sales from $0 to last year’s quarterly storage $ volume)4% Security6% Storage (On quarterly storage sales above last year’s quarterly storage $ volume)Solution Incentive4% Storage (On quarterly storage sales above last year’s quarterly storage $ volume)
  • Looking for hot news topics, specific info on products or services? Want to be part of a community in discussion with channel peers? Make the most of the resources that are available to you.Channel Insider: Short headlines and articles lead to latest product, event and program updates.Portal: The online, one-stop shop for partners - marketing & sales tools, solution, program and product information to upcoming events.Webcasts:Scheduled and recorded to deliver information on: Solutions, tools, roadmaps, and programs, verticalsTown Hall – Hear from channel leaders
  • Looking for hot news topics, specific info on products or services? Want to be part of a community in discussion with channel peers? Make the most of the resources that are available to you.Channel Insider: Short headlines and articles lead to latest product, event and program updates.Portal: The online, one-stop shop for partners - marketing & sales tools, solution, program and product information to upcoming events.PartnerDirect portal - www.dell/partnerThe online, one-stop shop for partners. Quarterly PartnerDirect Town Hall (Premier & Preferred Partners)Join us for the Dell Quarterly PartnerDirect Town Hall webcast to discuss Dell's recent news, Dell's solution portfolio, and much more. Webcasts:Scheduled and recorded to deliver information on: Solutions, tools, roadmaps, and programs, verticalsTown Hall – Hear from channel leaders
  • Do you want to take advantage of the power of Dell marketing for your company? Do you want to integrate Dell products and solutions into your marketing campaigns?Assets to help you build your marketing material:Campaign Builder: Pre-created and co-brandable marketing assets. Enable partners around Dell solutions. Image Bank: Images to create great looking marketing campaignsLogo and branding: On portal; Based on certification.
  • Do you want to benefit from Dell online traffic, help increase your visibility on the web? Do you want to showcase your capabilities and areas of specialization and generate leads? Do you want to support your own brand image?A global partner locator helps customers find the right Dell partner on Dell.com. It allows Premier and Preferred Partners to showcase their areas of competency, their value proposition and their contact details.The Dell PartnerDirect Online Publisher helps your customers learn more about Dell products by providing current information your customers need to help make purchasing decisions. Looking to add a social media component and would love your feedback.Internal Locator as well used within Dell
  • The Dell PartnerDirectOnline Publisher helps your customers learn more about Dell products by providing current information your customers need to help make purchasing decisions. Looking to add a social media component and would love your feedback.Internal Locator as well used within Dell
  • Solution Configurator:Collaborate with Dell –pass solution back and forthPartner Solution Library – save templates Research Solution – estimate pricingSales Sends to OSC - partners modify & save to libraryDPACK:Lightweight, remote and agentless collection tool that supports the monitoring of many servers into a single fileProvides in-depth data about your customers’ server performance and capacity requirementsTake 2 training courses and begin to use with customersWhiteboardsStorage and Server whiteboards to help your teams have strategic sales and technical conversations in a new a highly effective format
  • Work as a team on program logistics, needs and expectationsClient Lead Generation – 19 PartnersEnterprise- 17 events with 9 partners; 2200 leads (130 avg leads per event)

Transcript

  • 1. PartnerDirect Marketing & Training Mary Catherine Wilson Director of Channel Marketing & Programs, North America Michele Chasse Director of Channel Training & Enablement, Global 2013
  • 2. Top resources you may not know about... But Should!!
  • 3. PartnerDirect competency structure Three partner levels with multiple competencies to choose from 2013
  • 4. PartnerDirect Rewards Center (PDRC) Motivate and incent with compelling rewards 12 on 12 Bonus Microsoft Office Bonus Quarterly Cash Quarterly cash Partner AdvantEdge (Preferred and Premier company level) 2013 (company level) Points (Preferred and Premier reps only)
  • 5. PartnerDirect training & enablement Partner AdvantEdge tied to training Partner AdvantEdge Points based incentive program that rewards training, enablement and selling activity Earn points Sales Rep for successfully completing specific courses + 163K complete d + 150 courses pre and post sales courses. Online, On demand most at no charge Number of courses completed through Q3 FY14 alone! WHAT TO DO NEXT? Dell_Channel_Training_Tea m@dell.com 2013
  • 6. Dell Greenfield 2.0 program Rewarding partners for acquiring new business Eligible products are Storage, Server, Networkin g, and Client (Preferred and Premier Partner program) 2013 Up to 15% additional discount Dell Compellent, EqualLogic, and PowerVault™ if you hold Storage Competency Up to 8% additional discount Dell 12th generation PowerEdge™ servers, including VRTX, if you hold Server Competency Up to 15% additional discount Dell Networking for partners with Networking & Security Competency 3% incremental discount Dell Precision, Latitude, OptiPlex, & XPS WHAT TO DO NEXT? Contact your sales team or Greenfield_Program@dell. com.
  • 7. Enterprise demand generation Generating awareness through solutions and line of business selling What we offer • Premier and Preferred Partner work with Field Marketing to create go-tomarket demand generation • Turnkey demand generation assets available • Receive up to 50% MDF support • Qtrly marketing plants to focus on demand awareness 2013 WHAT TO DO NEXT? www.Dell.com/Partner > Demand Generation Center
  • 8. Partner Learning Opportunities Instructor led learning delivered F2F, Virtual Labs, Practice Ops Leverage Dell Experts Partners Partner Sales Excellence Series focus on Selling Skills Make the most of field marketing opportunities by increasing your sales/product knowledge Get course credit; Most ILT courses have exams that are aligned with a Partner Competency path Presales and Technical training featuring Hands on labs of Dell Solutions Enablement resources Demos.dell.com Offered for Storage, Servers, Networking & Active Infrastructure 2013
  • 9. Partner rebate programs Rebates for our Preferred and Premier Partners 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 Solution Incentive Additional incentives for combining multiple eligible product lines of business into an end user solution. 2013 Rebate - Dell PartnerDirect competency area 2% Server, Networking and Systems Management 2% Storage 4% Security 6% Storage 4% Storage WHAT TO DO NEXT? www.Dell.com/Partner > Premier Partner rebate program found
  • 10. Channel communication resources Don’t miss out on PartnerDirect info – stay in touch Dell Channel Insider • PartnerDirect news delivered every Monday. • PartnerDirect portal - www.dell/partner • Dell Quarterly PartnerDirect Town Hall webcast What to do next? Stay in touch: log onto Dell Partner Portal and access your profile to sign up 2013
  • 11. 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. www.dell/partner Quarterly Training Newsletter • Students receive announcements for new and changed courses 2013
  • 12. 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*. 2013
  • 13. Building my visibility with Dell Raise your credibility– a simple way to generate leads 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 What to do next? Long onto www.Dell.com/Partner to learn more 2013
  • 14. Raise credibility & revenue - start with training Top 25 partners by training investment grew 33% their Dell revenues 2013 150 Courses eLearning, Instructor Led, Virtual learning, Sales, Presales & Technical Global Access 1 Learning Management System $0 Most courses offered at no charge 9 Competencies Server, Storage, Security, Networking, Desktop Virtualization Solutions, Cloud Services & Solutions, Data Protection, Systems Management, Information Management Training Community Dell Tech Center, Training Newsletter, Events Incentives
  • 15. 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 2013
  • 16. And now…Let’s Play Who wants to be a Dellionaire!! Master of Ceremonies Caryl Sullivan GCC Training and Enablement Fabulous, exotic prizes Testing your Dell knowledge 2013
  • 17. 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 http://partnerdirect.dell.com 2013
  • 18. Q&A 2013
  • 19. 2013