Dell has a program called Dell PartnerDirect that allows it to partner with value-added resellers, global systems integrators, and other technology firms. These channel partners provide services like customization, integration, and expertise that help businesses implement solutions to address needs like virtualization and cloud computing. The PartnerDirect program has different partnership levels - Registered, Preferred, and Premier - that are based on factors like experience, competencies, and training. These channel partners provide organizations with access to Dell's solutions and expertise globally.

1. 72 2013 Issue 04 | Dell.com/powersolutions
Features
W
hen upgrading infrastructure to
support mission-critical initiatives such
as virtualization, application migration
or cloud computing, many enterprises
seek IT experts who can help evaluate and implement
solutions that address specific organizational needs.
Moreover, IT decision makers may prefer to engage
a local company that can act as a centralized source
for purchases and support, and that also understands
regional regulations and best practices.
To extend its commitment of providing best-in-class
IT solutions and services to organizations worldwide,
Dell has partnered with a growing number of value-
added resellers, global systems integrators and other
technology firms through the Dell PartnerDirect
program. Channel partners enrich Dell’s direct offerings
by providing value-added services, customization
and integration that can help businesses achieve
rapid, effective results. The Dell PartnerDirect channel
program has earned dozens of industry accolades,
including 2012 CRN Channel Champion honors1 and
a five-star Partner Program rating2 from CRN.
Choosing a channel partner
Organizations often engage Dell channel partners
for their breadth of experience that spans a variety
of vendors and technology. Many partners also have
depth of knowledge around a particular competency
or specific vertical markets.
Dell offers all partners access to free training
through live and virtual events, helping them expand
their expertise in the latest Dell solutions. Just last
year, Dell’s partners collectively completed over
200,000 technical and sales courses.
To help organizations identify a suitable partner,
the Dell PartnerDirect program features three levels
of partnership3 — Registered, Preferred and Premier —
that are based on experience, areas of competency
and depth of training.
Registered tier
Partners with the entry-level Registered status are
thoroughly vetted resellers of Dell products and
services and must have a valid Dell reseller certificate.
To support its valued Registered Partners, Dell
provides them with access to a range of resources
and programs, including the following:
• One-stop online ordering through the
Dell PartnerDirect portal
• Preconfigured, customer-ready solutions
• Pre- and post-sale customer care support
• Product information, collateral and more
through the Dell PartnerDirect portal
• Flexible financing programs for partners
and their customers
• Access to Dell Solution Centers (for more
information, see the sidebar, “Take a test drive”)
To leverage the latest tech innovations, many enterprises turn to Dell’s
value-added resellers around the globe. Supported by an award-winning
PartnerDirect program, Dell partners offer the expertise and experience
to deliver leading-edge solutions.
By James Wright and Heather Hernandez
Advancing business success
through expert IT partners
Find a partner
The Partner Finder tool
helps organizations locate
companies enrolled in the
Dell PartnerDirect program by
location, partner status and
area of expertise, which is
also known as competencies.
Dell.com/findapartner
1 “Shining Stars: 2012 CRN Channel Champions Awards,” by CRN staff, CRN, qrs.ly/2f3oh5n.
2 “2012 Partner Program Guide,” CRN, qrs.ly/wz3oh5q.
3 For complete details, requirements and benefits of the Dell PartnerDirect program, please email Certified_PRD@dell.com.
Reprinted from Dell Power Solutions, 2013 Issue 4. Copyright © 2013 Dell Inc. All rights reserved.

2. Dell.com/powersolutions | 2013 Issue 04 73
Preferred tier
To become a Preferred Partner, organizations
must meet stringent competency, training
and revenue requirements. Specifically, a
Dell Preferred Partner must demonstrate
competency in one or more of nine
hardware and software areas: server, storage,
networking, desktop virtualization solutions,
cloud services and solutions, security, data
protection, systems management, and
information management. Additionally, a
Dell Preferred Partner must have at least
two sales and two technical individuals
on staff with demonstrated competencies,
and must meet or exceed a minimum
revenue threshold.
In addition to having access to the same
resources and programs as Registered
Partners, Preferred Partners have a dedicated
account team or channel account manager,
dedicated support resources, access to
exclusive training and more.
Premier tier
As a Premier Partner, an organization is
required to uphold the highest standards
of commitment and capabilities, including
revenue requirements and proven expertise
in Dell’s solutions portfolio. To be eligible
for Premier status, a Dell partner must
demonstrate superior knowledge — by a
minimum of four sales and four technical
experts — in two or more of the nine
hardware and software competencies.
Premier Partners enjoy priority access to
the Dell resources and programs available
to Registered and Preferred Partners. As an
additional resource for Dell’s most proficient
and knowledgeable partners, Premier Partners
also have access to the Dell Demo Center, a
self-service global demonstration platform.
With exceptional levels of support and
collaboration with Dell and demonstrated
technical expertise, Premier Partners are
positioned to deliver the highest levels of
quality and responsiveness to their customers.
Tapping into excellence and expertise
Enterprises now have access to more than
140,000 highly experienced Dell PartnerDirect
members operating throughout North
America, Europe, Middle East, Africa, Asia-
Pacific, Latin America and beyond. The Dell
PartnerDirect training, competency and
vetting process helps ensure that partners can
deliver expert guidance and ready access to
end-to-end Dell solutions to their enterprise
customers. Furthermore, Dell channel
partners have extensive industry experience,
often with additional accreditations from
vendors such as Microsoft and Intel. By
engaging Dell and its channel partners,
organizations are on their way to achieving
top-notch, successful deployments tailored
to their particular needs.
Authors
James Wright has been channel marketing director
for Dell’s EMEA region for the past 4 of his nearly
20 years as a channel veteran. Based out of
Dell’s Bracknell office in the United Kingdom,
his team manages the region’s partner and
channel marketing communications including
media, the PartnerDirect portal, social media
and partner events.
Heather Hernandez is a senior marketing
communications copywriter for global channel
marketing at Dell. She has served in various
writing, marketing and training roles at Dell
and other technology, ecommerce and
communications companies for over 15 years.
Learn more
Dell PartnerDirect:
partnerdirect.dell.com
Take a test drive
All Dell channel partners have access to Dell Solution Centers located in 14 sites
around the globe. Dell Solution Centers are living labs where partners can invite
their customers to explore, develop and test Dell solutions and technologies for
specific business requirements. Providing a deep technical hands-on experience,
the centers are equipped with the latest Dell enterprise and client hardware and
software offerings.
Alternatively, Dell partners can connect their customers to project
infrastructures remotely through a dedicated Dell Solution Center network —
allowing participants to leverage the expertise of the global Dell team regardless
of location. Dell Solution Centers also offer high-level executive strategy sessions
and training support.
Dell is a trademark of Dell Inc.
Reprinted from Dell Power Solutions, 2013 Issue 4. Copyright © 2013 Dell Inc. All rights reserved.