Dell EMC Partner Network

2018

Start of the affiliate program in the field of Internet of Things

At the end of August, 2018 Dell Technologies announced the multilevel affiliate program in the field of Internet of Things. As explained in the American company, the initiative is started against the background of rapid growth of the market of IoT and volume of the infrastructure necessary for maintenance of such dynamics.

Within the program of Dell and also IT partner begin to propose previously tested and checked solutions including the equipment and the software. These sets which will be on sale completely via the channel not only will allow partners to propose to clients the next solutions, but also to receive the new source of income connected with the growing distribution of Internet of Things in the corporate sector, says the producer.

Dell started the affiliate program in the field of Internet of Things

By words Chris Wolfe (Chris Wolff), and cooperation with global OEM partner, the program will be concentrated by IoT which is responsible in Dell for partner communications in the market on providing to the resellers having wide experience in deployment and management of IT infrastructure, "the same level of management and security of nonconventional devices, such as refrigerators".

Wolf notes that the companies often understand that they can make a lot of things with automation and IoT-technologies for the best understanding of the data and acceptance of the best business solutions, however they have difficulties to take the first step. For this Dell also started the new program within which to customers the complete solutions integrating technologies of the American producer and his partners will be proposed.

Such solutions include the sensors and a licensed software from partners intended for certain tasks of clients and also the server hardware, the built-in computers and boundary gateways from Dell.

Besides, some other software products, like VMware Pulse IoT Center, are available to clients to security, management and control of these solutions in enterprise scales. ^[1]

Dell Technologies Advantage platform

The platform for partners of Dell Technologies Advantage will simplify interaction of trading partners with Dell Technologies group by means of use of mechanisms of the involvement, tools and the stimulating programs. Opportunities and certifications of Dell Technologies Advantage will allow to achieve easier and more effectively positive results in the field of promotion of solutions from Dell Technologies portfolio.

The platform will add the main affiliate program of Dell EMC which includes opportunities, offers and incentives for partners.

Partners with the status Dell EMC Titanium Black will receive the status recognized in all family of Dell Technologies companies. This year this status was confirmed by the companies Swisscom and Itochu, having joined other partners of this level: to the companies Atea, Bechtle, CDW Computacenter FusionStorm, Insight, SHI and WWT.

"Partners are 'on a front line' and help clients to perform digital transformation. In the basis business of Dell Technologies is aimed at these requirements and in a unique way allows partners using products, services, financing and special programs to try to obtain success. For last year we observe dynamic growth. Our partners continue to develop the business, however we know that we still have a considerable potential. The products and programs announced at the forum Dell Technologies World 2018 will allow our partners to expand the opportunities and grow even quicker. Our main priority — to help partners to cope with difficult tasks of the modern world which their clients face". Joyce Mullen, president of division of Dell EMC Global Channel, OEM & IoT Solutions

Dell EMC Ready Stack program

The Dell EMC Ready Stack program which is specially developed for trading partners simplifies a complete set, sale and assembly by partners of convergent solutions of an infrastructure stack on the basis of the existing and perspective Dell EMC technologies for DPC.

Dell EMC Ready Stack allows trading partners to create convergent stacks from a broad spectrum of the infrastructure solutions Dell EMC. These solutions include DWH of Dell EMC (for example, Unity, SC Series, XtremIO, Isilon), the Dell EMC PowerEdge servers, the system of data protection Dell EMC Data Protection and the optional open network solutions Dell EMC with support of several hypervisors and containers, the equipment without OS (bare metal). In process of availability on the scale of all stack of other innovations, the growing library of convergent content Dell EMC, including the guides to development and deployment of best practices, will help partners to reduce risks and to simplify deployment for clients.

The program provides to partners a method to expand dialog with the client, to fill up number of potential customers with those who want "build" independently infrastructure, but not use as an alternative the ready solutions Dell EMC leading in the market in the field of convergent (Converged Infrastructure, CI) and hyper convergent infrastructure (Hyper-Converged Infrastructure, HCI). According to these IDC, these new opportunities make the powerful segment of the market of the certified reference systems and the integrated systems estimated at 6 billion dollars. According to the latest data, in the fourth quarter calendar 2017 the share of the company reached 42.9% with a possibility of growth in a segment of the certified reference systems.

Offers of Solutions Competency

Dell EMC understands potentialities of partners in the field of services and new technologies, including Internet of Things (Internet of Things, IoT). For this purpose in 2018 the company will submit offers of Solutions Competency. In addition to the initial competences announced last year, trading partners of Dell EMC will get access to four competences in solutions in the second half of year.

The competence Internet of Things (IoT) Solution Competency is already available. Other competences which are going to be added within a year will include:

• High-performance computing;

• To the analyst of data;

• Business applications;

• Information security.

The Dell EMC company continues to supply partners with the tools necessary for business development. The company enters the new elements directed to simplification of work of partners that they could help clients to implement digital technologies quicker.

• Demoprogramma gives to partners of different level an opportunity to use the earned marketing funds (Marketing Development Fund, MDF) for purchase of any DWH, solutions of convergent infrastructure, hyper convergent infrastructure and solutions for data protection.

• The Proof of Concept (POC) program eliminates difficulties concerning the verification of the concept implemented by partners, optimizes an approval process and allows partners of the independently level to conduct independently POC on platforms of end users.

• The company on transformation of IT helps to tell about the corresponding examples, to position business results and stimulates sales in combination with consulting. All this creates the correct idea of Dell Technologies portfolio value. According to this initiative of Dell EMC will provide the marketing content organized on transformation stages and to give to partners access to results of researches of industry analysts for creation of the business case on the basis of results of clients and the got advantages to business.

Updating of the program of certification of Proven Professional

The Dell EMC company updated the program of certification Dell EMC Proven Professional, having developed new levels of competences in convergent infrastructures, multicloud environments, information security, etc. Updates are intended to confirm examination of the companies in the specified areas, necessary for successful functioning in the conditions of digital economy.

The updated program Dell EMC Proven Professional within which over 150 thousand certificates to specialists around the world are issued included four new levels:

• Dell EMC Certified Master – Enterprise Architect. It is the highest level of certification based on the got experience. The issued certificate confirms profound technical knowledge and complete understanding of the reasons of digital transformation. The specialist having this certificate has knowledge in the following areas: convergent/hyper convergent infrastructures, multicloud platforms and information security. The The Dell EMC Education Services website contains criteria by which assessment of participants, and an application form on a performance before examination committee is executed.
• Dell EMC Certified Expert – Multi-Cloud. This level identifies and estimates administration specialists multicloud solutions. This certificate speaks about experience of management of the cloud or convergent systems, about existence of knowledge and skills necessary for management of a large number of clouds and effective start of new products and services on the market.
• Dell EMC Certified Specialist – Infrastructure Security. The certificate holder of this level has necessary knowledge and experience of management IT infrastruktami Dell EMC on the basis of which cloud platforms and data centers of the company work. Administrators of DPC will learn the best methods of adjusting and managements of corporate solutions of Dell EMC and their integration into the strategy of security.
• Dell EMC Certified Associate – Converged Systems and Hybrid Cloud Platforms. This level confirms existence of fundamental knowledge in the field of the convergent systems and hybrid cloud platforms. Thanks to the training process in the form of role plays specialists get acquainted with situations from real life and adjust the strategy. At this level trainees play a role of the CIO which tasks include transfer of the organization from a traditional data processing center with outdated components on the transformed digital medium.

Specialists who already have certificates or are going to receive them in VMware and also those who are going to receive new certificates of Dell EMC can receive in addition the following digital certificates in adjacent areas:

• The VMware Certified Associate-Digital Business Transformation (VCP-DBT) and Dell EMC Certified Associate Converged Systems and Hybrid Cloud Platforms levels can be integrated under the Dell EMC and VMware Co-skilled Associate level
• The VMware Certified Professional 7-Cloud Management and Automation (VCP7-CMA) and Dell EMC Certified Expert Administrator Multi-Cloud levels can be integrated under the Dell EMC and VMware Co-skilled Expert level
• Уровни «VMware Certified Design Expert (VCDX)» и «Dell EMC Certified Master Enterprise Architect» — под уровнем «Dell EMC and VMware Co-skilled Master»

Expanded programme of loyalty of Future-Proof Storage

At the beginning of a year the Dell EMC company announced the expanded programme of loyalty of Future-Proof Storage will support customers upon purchase of storage systems for work of distributors with the authorized partners

The Dell EMC Future-Proof Storage program started in November, 2017 provides a three-year quality assurance of a product along with protection of investments into the equipment, a guarantee of efficiency of data storage, simple data transfer and access to a free cloud of Virtustream Storage Cloud to all Unity flash arrays for a period of one year. The updated program of loyalty Dell EMC covers an expanded range of solutions, including DWH of the senior class, system for storage of unstructured data and the solution for data protection now.

The program provides to customers protection of investments for all lifecycle of hardware and software solutions Dell EMC. It gives to partners the chance to differentiate the offers, to strengthen customer relations and to develop own business using the leading solutions of data storage of Dell EMC for high performance applications and problems of the average level. The expanded programme of loyalty of Future-Proof Storage covers the Dell EMC VMAX All-Flash, XtremIO X2, Isilon, ECS system (Elastic Cloud Storage), Data Domain and Integrated Data Protection Appliance (IDPA) and also the Dell EMC Unity and SC Series system now.

Besides, the loyalty program of Future-Proof Storage includes the system of the transparent prices of support of specialized solutions of storage providing predictable rates and for services when resuming technical service contracts. Now partners will be able to offer clients two-level structure of pricing on service at prepayment and prolongation of contracts for separate storage systems.

Also submitted to Dell EMC the stimulating #GetModern program for a flash arrays (All-Flash) which allows partners to estimate and satisfy better requirements of specific applications of the clients, earning a reward from Dell EMC company for successful implementation of the #GetModern tool for business growth. At each approved offer of Modern Infrastructure Assessment and Proposal partners can receive considerable discounts for product lines of Dell EMC Unity, SC Series, VMAX or XtremIO.

In addition to the unified ribeytny program and funds for business development of MDF (Marketing Development Fund) started at the beginning of this year and promoting increase in transparency of the rewards earned by partners, the Dell EMC company announces start of the new tool for tracking of fulfillment of requirements of the program from partners. The tool is developed according to responses of partners and is the platform for tracking of a current status within the program and planning of achievement of the necessary status.

The Dell EMC Program Tracker tool is available to solution providers on the partner portal. In addition to specific training plans which the partner organizations implement according to business of Dell EMC for the purpose of acquisition of necessary competences for further development the new tool gives an idea of trained, the received competences, total sales and sales of services.

2017

Expansion of the affiliate program Cloud Service Provider

On March 2, 2017 the Dell EMC company announced upgrade and additional financing of the program of support of service providers, including communication service providers, operators of cable networks, service providers of a hosting / kolokatsii, service providers of a public cloud, cloud solutions specialists for the vertical markets and suppliers of consumer Internet technologies.

Advertizing of the Cloud Service Provider Dell EMC program, (2016)

As a part of updating the expanded programme of Cloud Service Provider within the general affiliate program of Dell EMC and specialized engineering developments of solutions.

In the affiliate program of Cloud Service Provider for 2017 the expanded mechanism of an output of products to the market appeared. It is expected that by means of this mechanism the ecosystem of partners of Dell EMC will receive an incentive to development. The program allows participants to create the differentiated cloud services, to reduce time of an output of products for the market and time of payback.

Investments of Dell EMC into the program go in the directions:

• expansion of advantages and compensations for partners, including the predicted ribeyta based on revenue and access to funds of MDF funds, both earned, and selected.
• increase in remunerations for resale of cloud services within the Cloud Service Provider programs ("Suppliers of cloud services") and Solution Provider ("Solution providers").
• increase in investments of Dell EMC in support of sales and marketing to expand possibilities of joint sales and sales through distributors for service providers on a global scale and in local markets.

Began with Dell EMC the unified affiliate program

On February 16, 2017 the Dell EMC company announced the beginning of action of the unified affiliate program since February 8, 2017. The program is developed together with partners, taking into account their requirements: simplicity, predictability and profitability.

The program is focused on encouragement of the partners selling all range of solutions (including services), promoting expansion of their business and helping with involvement of customers.

Levels of participation and the special status Titanium give optimal opportunities and provide profitability. The system of uniform registration of transactions and the politician of a complete elimination of the conflicts at execution of transactions works.

Global business promptly changes as customers realize need of investments into digital transformation more and more. Dell EMC together with partners can render to customers the efficient help in implementation of this transition. Dell EMC offers our partners opportunities in the form of a portfolio of the innovation products, services and solutions. And the Dell EMC program gives to partners support for achievement of success. John Bern (John Byrne), the president on global supply channels of Dell EMC

We used the best efforts to make the affiliate program of Dell EMC. We offer real means and opportunities which help partners to try to obtain progress, to provide profitability and to gain recognition. We work as a unit with our partners, and our program is an investment into their success. Michael Collins, the senior vice president for Dell EMC supply channels in EMEA region

Levels of participation and status

Levels of participation are designed to select partners of Dell EMC against the background of competitors and to offer a clear way to higher levels. Three levels are provided in the program:

• Titanium,
• Platinum
• Gold.

Within the Titanium level the special status Titanium Black is provided.

For partners from among solution providers the ribeyta stimulating business development, sales of services (including consulting, deployment, support and training), participation in training and sales of a number of technologies are provided. In process of increase in level of participation, advantages of the partner grow.

Titanium Black is the special status for strengthening of partner relations, effectively working with Dell EMC.

The program covers all ecosystem of partners of Dell EMC. In its structure separate categories with the advantages and encouragement corresponding to specific type of the partner and the reached participation level. This strategy of development for an ecosystem of partners includes the Powered by Dell EMC program focused on the companies which implement Dell EMC technologies.

Distributors

The program for distributors offers a complex set of advantages including the basic ribeyta charged for each transaction, growth accelerators depending on types of partners and a ribeyta in the directions of business and services. Quarter charges from funds for business development (MDF) on support of sales, formation of demand and involvement of new customers are provided. All distributors authorized by Dell EMC will receive the status Authorized Distributor which maintenance requires achievement of the minimum annual turnover, sales levels of services and confirmation of the corresponding competences. Within the Dell EMC program is going to consolidate the list of distributors and to interact actively with key global distributors who focus the business on the company. Dell EMC will reduce the list of local distributors on the scale of the certain countries.

Rules of participation

Dell EMC aims to encourage partners for business development. Creation of completely integrated and optimized process and application of the Code of corporate ethics within the united company allow to guarantee that the program of registration of transactions will protect those partners who actively promote products and the solutions Dell EMC to the customers. After registration and approval of the transaction partners get not only price advantages, but also protection against the direct conflicts at sales.

The ISG Incumbency program from Infrastructure Solutions Group

At the same time the company announced action of the ISG Incumbency program from division of Infrastructure Solutions Group for commercial customers.

Dell EMC offers partners the strategy of expansion of business in the new and existing market segments which is implemented as original expansion of our labor resources. Dell EMC transforms the existing program providing fixing of the customer to the partner in a product line of DWH (LOB Incumbency for Storage) to the ISG Incumbency program in a segment of commercial sales which provides fixing to the partner of the corresponding customers in all directions of business of ISG, including servers, network solutions, storage systems, backup, the convergent/hyper convergent systems and solutions. The ISG Incumbency program provides growth of level of predictability that partners could develop actively the business together with Dell EMC.

Helping partners to plan expansion of business and protection of investments, Dell EMC in October, 2016 started the program of succession of the directions of business for storage systems (LOB Incumbency for Storage). This program considers chronological statistics of partners and fixes the relationship which developed between partners and customers to minimize the direct conflicts and to provide coordination of actions of Dell EMC sales departments and the corresponding partners.

For February 15, 2017 the program is transformed to model of interaction (ISG Incumbency) which does not assume succession of service of the customer for the separate directions of business. Now for the corresponding commercial customers succession of all directions of business of ISG, including servers, network solutions, storage systems, backup, the convergent/hyper convergent systems and solutions will be maintained. The ISG Incumbency program will provide protection of all solution for DPC and will stimulate cross-sellings of all solution portfolio of ISG. Besides, partners have an opportunity to issue succession concerning new customers or the new directions of business in relation to the existing customers for all solution portfolio of ISG. Sales terms of the ISG Incumbency program are still developed; details will be published later.

2016

The new affiliate program of Dell EMC is announced

At the Dell EMC World conference which took place on October 18-20 in Austin (USA), the Dell EMC company submitted the affiliate program of Dell EMC which will begin to work since February, 2017. The program is developed together with partners and incorporated the best of former programs of Dell and EMC. Thus, partners have unprecedented opportunities for business growth. The program is based on three principles: simplicity, predictability of results and profitability. It gives to all partners, irrespective of the level of participation in the program, extensive opportunities, confidence in business and decent profit.

In December Dell EMC will announce threshold values for all levels of the program. Partners within half a year will have an opportunity to be integrated into the program. It is designed to give to partners of Dell EMC advantage over competitors and to create a clear idea of how to pass to a step above. In total well to four levels: Gold, Platinum, Titanium and also the highest Titanium Black level. Levels correspond to key business models of partners and allow to adapt to customers needs flexibly. For involvement of new clients, sale of services with products and the solutions Dell EMC, the offer of a complete or exclusive solution portfolio partners earn the corresponding reward.

The new program is directed to all ecosystem of partners of Dell EMC, including solution providers and cloud services, global technology partners, partners in OEM solutions and distributors. For those companies which implement Dell EMC technologies in the market, the special program "Powered by Dell EMC" within development of a partner ecosystem is offered.

To provide predictability and profitability of the new affiliate program, before Dell EMC submitted the Dell EMC Line of Business Incumbency Program for Storage program using which partners will be able to protect the investments into the current clients and also to develop business, servicing the new clients interested in a complete solution portfolio of Dell EMC. Besides, participants of the EMC Business Partner Program (BPP) program and a number of strategic partners of Dell are included in the Dell FastTrack program. Thanks to it partners of Dell and EMC could begin immediately sale of all solution portfolio of Dell EMC and quicker receive bonuses and encouragement.

Main advantages of the program

• All best — in one Dell EMC program. Thanks to the centralized model the affiliate program of Dell EMC offers partners the best of the previous programs and a lot of new.
• The improved processes. The uniform portal for partners with a uniform input, a single system of registration of transactions and the uniform Line of Business Incumbency Program for Storage program.
• The simplified training and observance of requirements. The training program is similar to the program for direct sales.
• Transparency. The annual program with check of compliance to conditions in the middle of the year.
• The predictable and corresponding to market situation threshold values and target indicators. Information on threshold values for levels will appear in December.
• Profitability. Remunerations for new clients and sale of new services and solutions.

Dell PartnerDirect

In June, 2016 Dell presented at the Russian market the updated affiliate program of PartnerDirect which includes the new level of partnership Dell Premier and an opportunity for sales increase.

Dell PartnerDirect is the multilevel program within which partners get full support for effective sales: certification and trainings on products and solutions of Dell, incentive programs, the web portal with information resources and instruments of sales, demonstration of solutions in the Centers of solutions Dell. Three levels of partnership depending on the reached sales volumes are offered partners of the company in Russia and the CIS countries: Dell Registered Partner, Dell Preferred Partner and Dell Premier Partner. For each level certain sales volumes for the last four quarters are recorded. The status of the partner, the more opportunities is higher it has.

The status Dell Registered Partner assumes presence at the company of the active website and the e-mail addresses of the users tied to the domain of the company.

The partner with the status Dell Preferred Partner should have at least one competence and have four and more certified specialists in the state.

Assignment to the partner of the status Dell Premier Partner provides presence at it of two and more competences and fulfillment of requirements of certification by at least eight representatives of the company.

The updated affiliate program of Dell allows the partner company to focus the attention on those solutions and the product directions which are most relevant and interesting to her clients. In Russia and the CIS the following competences of Dell are available:

• Enterprise (corporate solutions) are servers, network equipment, storage systems;
• Client (client solutions) is the main client systems, workstations, cloud clients;
• Services (service) there is a deployment of storage systems of Dell Storage a SC series of DWH and Dell Storage a PS series of DWH.

Access to the PartnerDirect portal with all necessary information on products and solutions of Dell and also with marketing materials and instruments of sales is provided to partners of Dell. On the portal partners have an opportunity to do orders, to register transactions, to be trained on products, to use marketing tools and to receive discounts.

For example, the Online Solutions Configurator online tool helps partners to configure easily difficult corporate solutions, to cooperate with specialists of Dell in sales and also to represent the selected configuration on registration of the transaction. Templates of solutions allow to select from variety of reference architecture the necessary configuration in one click. Sales process significantly becomes simpler as partners have free access to a demo equipment and expert support of specialists of Dell.

Advantages of the status Dell Premier Partner

The highest partner status Premier provides to the company the customized on-line tools for purchase, the supports of products and report generation supported by the selected specialists of Dell in work with partners. Specialized tools simplify the order and purchase of products and services, help to minimize errors, to optimize delivery dates and to control expenses and execution of orders, provide to the access to accounts and the history of purchases.

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