Dell Technologies 2021 Partner Program Guide

Year after year, Dell Technologies is impressed by the great results our CSP partners continue to achieve. Dell Technologies Cloud continues to be a prime example of Dell’s commitment to delivering innovative products and solutions to solve our customers’ challenges while enabling our partners to grow their business. We are confident that together we can have an even better year in 2021. Thank you for your trust and ongoing commitment to support each other and our customers. Together, we stop at nothing!

Denise Millard
Senior Vice President
Global Alliances

Our Partner Promise

Dell Technologies is a technology leader and an innovator with world-class enterprise sales and support.

Innovation: Fueling your growth from the edge to the data center to the cloud.

Power of Dell Technologies: Together we drive change, advance sustainability and cultivate inclusion.

End-to-end Experience: A Program built with you and for you, founded on collaboration and trust.

Dell Technologies is operating in 180 countries and serving 99% of Fortune 500 companies.

Research & Development: > $20B in last 5 financial years.

Dell Technologies Services & Support team members: > 35,000.

Patents & Patent Applications: 30,678.

Ecosystem

Dell Technologies is a technology leader and innovator, providing unparalleled solutions from the edge to core to cloud, available to you through the Dell Technologies Partner Program.

The Dell Technologies Partner Program has multiple tracks for different Partner types. This guide is specific to the Cloud Service Provider track.

Partner Tracks: Solution Providers, Systems Integrators, Distributors, OEMs, Cloud Service Providers.

Program Tiers & Requirements

The Dell Technologies Partner Program Tiers each have their own revenue, training and other requirements, enabling you to progress beyond the entry-level Authorized status. Partners who don't meet the minimum revenue threshold may be eligible for the Authorized Partner status, but need to work with a Dell Technologies sales person who sponsors their request.

Benefits increase with greater commitment to the program.

Flexible and Aligned Training

You have the ability to complete different combinations of training, while progressing to higher Tiers, based on your business models. Training is available across Dell Technologies extensive portfolio so that you can gain expertise in areas that align to your core competencies.

For more information, see the Benefits and Requirements Document.

Tier Benefits

As your Tier progresses, so do your benefits.

Financial Benefits

Profitability is foundational to your business and a cornerstone of our program.

Platinum and Titanium Partners are eligible to earn compelling rebates.

Base Rebates: Base rebates reward sales on eligible lines of business, paid from dollar one with no caps.

Marketing Development Funds (MDF)

The Dell Technologies Partner Program offers two types of Marketing Development Funds (MDF) including Earned and Proposal-based MDF. Platinum and Titanium partners are eligible for Earned MDF, which rewards qualified partners with predictable funding. Earned MDF is accrued based on sell-in revenue, with rates based on tier. Gold, Platinum and Titanium partners are eligible for Proposal-based MDF. Proposal MDF represents incremental discretionary funds provided to partners based on strategic proposals aligned to regional sales and marketing priorities. Both funds serve to support a breadth of marketing activities.

To see more great program incentives, visit the Incentives page on the Partner Portal.

Training & Competencies

Dell Technologies offers training with the flexibility to specialize in certain Dell Technologies solution areas. Spanning sales, technical, and marketing, these trainings ensure that you have the appropriate knowledge and skillset to meet your customers' needs.

• Individual and company recognition
• Same training as Dell Technologies core internal teams
• Maintenance training opportunities to save time

By completing training, you can benefit from increased sales due to greater expertise with Dell, Dell EMC, and Dell Technologies products, solutions, software and services. Knowledge gained from this training can also help you expand into additional lines of business. A wide variety of available training courses allow you to plan a flexible training path to address current skill levels and desired outcomes.

Partner Engagement with Dell Technologies

Rules of Engagement

Dell Technologies has a core set of Rules of Engagement that permeate the behavior of the entire organization. There are guiding principles for these rules of engagement, namely the integral role that you play in Dell Technologies overall success to delivering an excellent customer experience. Dell Technologies leadership team has a zero tolerance policy for any dishonoring of these rules.

Purchasing & Financing

With Dell Technologies, simplicity and flexibility is at the forefront of what makes our program and our partners extraordinary.

Configuration and Purchasing Tools*

Dell Technologies offers a variety of configuration, quoting and purchasing capabilities tailored to meet your procurement needs. These valuable resources are available for all partners within the Partner Portal so you can offer a more seamless experience to your customers.

Financial Services: Flexible Payment Solutions*

Dell Financial Services (DFS) delivers innovative payment solutions for hardware, software and services, allowing you and your customers to align and scale the cost of IT solutions with technology consumption and budget availability**. Flex on Demand (FOD) one of three Dell Technologies On Demand flexible payment solutions, allows you to offer elastic capacity and only pay for what is used. This structure pays a one-time fee upfront based on the committed contract value and alleviates risk on credit or usage. Partners can also resell (sell-out) the FOD offering as part of delivering your total solution.

Working Capital Solutions (WCS)*

In partnership with leading financial institutions, Dell Technologies offers extended payment terms and increased credit capacity to enable you to grow your business faster.

*Some tools or services might not be available for Partners in all locations.
**Payment solutions provided and serviced by Dell Financial Services L.L.C. or its affiliate or designee (“DFS”) for qualified customers. Offers may not be available or may vary in certain countries. Where available offers may be changed without notice and are subject to product availability, applicable law, credit approval, documentation provided by and acceptable to DFS and may be subject to minimum transaction size. Offers not available for personal, family or household use.

Partnering with Dell Technologies Services

As customers embrace digital transformation, they look for partners who can deliver complete solutions through the rapid adoption and optimization of technologies and the business-critical services to support them.

Dell Technologies Services provides flexible options for how you deliver services to customers.

Dell Technologies Services has services available for purchase to meet the unique needs of Cloud Service Providers.

• Dell Technologies Packaged Enablement Services: Storage as a Service and Backup as a Service. Includes reference architectures and detailed configurations.
• Dell Technologies Cloud Consulting and Advisory Services: Sell-to and Sell-through services available for purchase.
• Deployment Services: Technology experts help deploy systems with greater speed, less effort and more control.

Supplementing your capabilities with Dell Technologies Services helps you build deeper relationships, provide greater value to customers, and grow your profitability.

Partner Portal

The Dell Technologies Partner Portal provides access to the tools and resources you need, including:

• Purchasing & Business Management
• Training & Credentials
• Rebate and MDF tracking
• Knowledge Center
• Sales & Marketing Tools
• Partner Support

For more information, visit DellTechnologies.com/Partner.

Sales Tools

Quick, easy access to essential tools and resources makes it easier for you to introduce new solutions to your customers, gather core requirements, configure solutions, generate persuasive proposals and much more.

• Calculators & Advisors: Generate more sales and improve productivity by equipping your staff with the latest product information, messaging and positioning.
• Customer Solution Centers: Customer Solution Centers enable you to strategize, architect, validate and build solutions that supplement your Online Demo Center access.
• Demo Program: The Demo Program can be used to support customer demonstrations, proof of concepts in your own labs and internal team training. Purchases can also be supported using partner Earned BDF.
• Knowledge Center: Close deals faster with a comprehensive set of sales resources and assets including Products, Solutions and Services through Knowledge Center - helping you position the best solution to your customers.
• Proposal Tools: Generating persuasive proposals has never been easier with Dell Technologies proposal-ready content and powerful document automation capabilities.

Marketing Tools

Grow your business faster by taking advantage of Dell Technologies full portfolio of marketing tools and resources to drive increased awareness, generate leads, win customers and close more deals.

• Digital Marketing Platform: Partners with limited resources can easily create and automate digital marketing via co-brandable, turn-key solutions for web content syndication, email and social campaigns.
• Find a Partner: Customers can use this tool to easily locate qualified Dell Technologies Partner Program partners to help solve their business problems. Update your profile today to help drive increased awareness for your company.
• Agency Services: A great option for partners who want to leverage pre-screened full-service and specialty agencies, Agency Services offers access to Dell Technologies program-trained agencies who are ready to help plan and execute marketing activities to best utilize your marketing development funds (MDF).
• Campaigns, Images, Branding: Access to Dell, Dell EMC, and Dell Technologies products, solutions, software and services, images, logos, campaign collateral, and turnkey Activation Packs for use in your marketing initiatives.