Top 10 training and tools to help you grow your business with Dell

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@
dell.com

6. 2013
Dell Greenfield 2.0 program
Rewarding partners for acquiring new business
WHAT TO DO NEXT?
Contact your sales team or
Greenfield_Program@dell.com.
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?
www.Dell.com/Partner >
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
Demos.dell.com
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?
www.Dell.com/Partner >
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 - www.dell/partner
• 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.
www.dell/partner
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
www.Dell.com/Partner
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 http://partnerdirect.dell.com

18. 2013
Q&A

19. 2013