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Are you taking advantage of all the training and tools that Dell PartnerDirect offers to help you find opportunities, win against the competition, and build your business? Learn about key resources that Dell has created to help you grow and thrive. (Available to channel partners, OEM channel partners, global system integrators and distributors.) For more on our PartnerDirect program, see http://dell.to/1qwy5V9. Join us at Dell World 2014 for networking and keys to success: http://dell.to/1pBELzE.
Citation preview
2013
PartnerDirect Marketing & Training Mary Catherine Wilson
Director of Channel Marketing & Programs, North America Michele Chasse Director of Channel Training & Enablement, Global
Top resources you may not know about...
But Should!!
2013
PartnerDirect competency structure Three partner levels with multiple competencies to choose from
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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)
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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
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Dell Greenfield 2.0 program Rewarding partners for acquiring new business
WHAT TO DO NEXT? Contact your sales team or
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)
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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
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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
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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
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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
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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
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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*.
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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
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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
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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
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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
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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
Q&A
2013
