Are you utilizing all the training and tools that Dell PartnerDirect has provided to help you find opportunities, win against the competition, and build your business? In this session, you will learn about key resources that Dell has created to help you grow and thrive. (Available to channel partners, OEM channel partners, global system integrator and distributors. Learn more: http://del.ly/Cjd8Da
Factors to Consider When Choosing Accounts Payable Services Providers.pptx
Top 10 Partner Training and Tools To Help You Grow Your Business with Dell
1. PartnerDirect
Marketing &
Training
Mary Catherine Wilson
Director of Channel Marketing & Programs,
North America
Michele Chasse
Director of Channel Training & Enablement,
Global
2013
4. PartnerDirect Rewards Center (PDRC)
Motivate and incent with compelling rewards
Microsoft Office Bonus
Quar ter ly
cash
(Preferred and Premier company level)
2013
12 on 12 Bonus
Quarterly Cash
(company level)
Partner AdvantEdge
Points
(Preferred and Premier reps only)
5. PartnerDirect training & enablement
Partner AdvantEdge tied to training
Partner AdvantEdge
Points based incentive program that
rewards training, enablement and
selling activity
2013
Earn points + 150 courses
for successfully
completing specific
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. Dell Greenfield 2.0 program
Rewarding partners for acquiring new business
2013
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. Enterprise demand generation
Generating awareness through solutions and line of business selling
2013
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. Partner Learning Opportunities
Instructor led learning delivered F2F, Virtual Labs, Practice Ops
Leverage Dell Experts
2013
Partner Sales Excellence Series
focus on Selling Skills
Presales and Technical training
featuring
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
Offered for Storage, Servers, Networking & Active Infrastructure
Make the most of field marketing
opportunities by increasing your
sales/product knowledge
Partners
9. Partner rebate programs
Rebates for our Preferred and Premier Partners
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
Solution Incentive
Additional incentives for combining
multiple eligible product lines of business
into an end user solution.
2013
Rebate - Dell PartnerDirect competency area
2%Server, Networking and Systems Management
2%Storage
4% Security
6%Storage
4%Storage
WHAT TO DO NEXT?
www.Dell.com/Partner > Premier Partner
rebate program found
10. Channel communication resources
Don’t miss out on PartnerDirect info – stay in touch
2013
Dell Channel Insider
• PartnerDirect news delivered every Monday.
• PartnerDirect portal - www.dell/partner
• Dell Quarterly PartnerDirect Town Hall webcast
What to do next?
Stay in touch:
log onto Dell Partner Portal and access your profile to
sign up
11. Training Communication Resources
Don’t miss out on PartnerDirect info – stay in touch
2013
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. Marketing campaign tools
Create awareness on Dell solutions & products
2013
Dell Preferred and Premier Partners only
Campaign Builder
• Pre-created and co-brandablemarketing 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. Building my visibility with Dell
Raise your credibility– a simple way to generate leads
2013
Find a Partner - Dell Preferred and Premier Partners only
• Locator tool that helps customers find Dell partners
What to do next?
Long onto www.Dell.com/Partner
to learn more
PartnerDirect Online Publisher
• Embed Dell products on your website
14. Raise credibility & revenue - start with training
2013
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. 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
2013
16. 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
2013
17. Let’s get started Engage with Dell PartnerDirect subject matter experts at the Solution Showcase
2013
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
Transition to fact that prevention has long been a key concept and tenant in the medical industry.
We’ve all been told that we should take vitamins, exercise, have regular physicals, floss….same thing applies to our customers trying to keep their IT environment healthy.
The PartnerDirect Structure is architected to be flexible so you the partner choose your level of engagement with Dell. Benefits increase as partner commitment and investment increases.
We have 3 levels of participation : Registered , Preferred and Premier with unique requirements at each level. At the Preferred Level you can participate in any of 9 competency areas. The 4 newest competencies launched in Sept of this year and include Software offerings for Security, Data Protection, Systems Management and Information management. The training investment increases at each level with 4 unique individuals completing learning paths at the Preferred level (2 Sales & 2 Technical) and 8 unique individuals at the premier Level.
This structure also includes strategic programs for service providers. In fact there is a Services delivery partner program session being delivered at Dell World on (XXXwhen))))
We’ll be discussing some of the top tools & resources throughout this session. There will be a fun and brief game at the end to break up the monotony of death by powerpoint presos and reinforce these great resources available to you.
Microsoft Office Bonus (211 partners): Latitude™, Opti, Precision, XPS™ pre-installed Windows ® 7 Professional, Windows 7 Ultimate, or Windows 8 Pro AND Microsoft® Office.
12 on 12 Bonus (105 partners): Selling Dell PowerEdge™ servers pre-installed with Windows Server 2013. $100-$400 based on the edition.
Partner AdvantEdge (41 partners; 116 reps) : Points-based incentive program that rewards at the channel partner sales rep level. Rewards enablement activity (training and educational activities) and select enterprise sales including both hardware and software as part of Dell’s PartnerDirect program.
The Greenfield 2.0 Program offers higher upfront discounts and automatic Line of Business registration for Preferred and Premier Partners to acquire and grow Dell business with a large customer base.
Great Participation!
$10M booked Year to Date
400+ opportunities in pipeline
190 targets acquired
Work as a team on program logistics, needs and expectations
Client Lead Generation – 19 Partners
Enterprise- 17 events with 9 partners; 2200 leads (130 avg leads per event)
Leverage Our Experts
Make the most of field marketing opportunities AND increase your sales/product knowledge
Partner Sales Excellence Series focus on certification
Selling Skills combined with Dell Solutions for Storage, Servers, Networking
Get credit towards an aligned competency path for attending and passing the associated exam
Presales and Technical training featuring
Instructor led Technical courses with hands on labs
Demos.dell.com offers a variety of demo types ; Live, Offline (download to show key features), Sandbox (hands on experience) Schedule time , invite end users
Product Incentive
2% Server, Networking and Systems Management
2% Storage (On quarterly storage sales from $0 to last year’s quarterly storage $ volume)
4% Security
6% Storage (On quarterly storage sales above last year’s quarterly storage $ volume)
Solution Incentive
4% Storage (On quarterly storage sales above last year’s quarterly storage $ volume)
Do you want to take advantage of the power of Dell marketing for your company? Do you want to integrate Dell products and solutions into your marketing campaigns?
Assets to help you build your marketing material:
Campaign Builder: Pre-created and co-brandable marketing assets. Enable partners around Dell solutions.
Image Bank: Images to create great looking marketing campaigns
Logo and branding: On portal; Based on certification.
Do you want to benefit from Dell online traffic, help increase your visibility on the web? Do you want to showcase your capabilities and areas of specialization and generate leads? Do you want to support your own brand image?
A global partner locator helps customers find the right Dell partner on Dell.com. It allows Premier and Preferred Partners to showcase their areas of competency, their value proposition and their contact details.
The Dell PartnerDirect Online Publisher helps your customers learn more about Dell products by providing current information your customers need to help make purchasing decisions.
Looking to add a social media component and would love your feedback.
Internal Locator as well used within Dell
The Dell PartnerDirect Online Publisher helps your customers learn more about Dell products by providing current information your customers need to help make purchasing decisions.
Looking to add a social media component and would love your feedback.
Internal Locator as well used within Dell
Solution Configurator:
Collaborate with Dell –pass solution back and forth
Partner Solution Library – save templates
Research Solution – estimate pricing
Sales Sends to OSC - partners modify & save to library
DPACK:
Lightweight, remote and agentless collection tool that supports the monitoring of many servers into a single file
Provides in-depth data about your customers’ server performance and capacity requirements
Take 2 training courses and begin to use with customers
Whiteboards
Storage and Server whiteboards to help your teams have strategic sales and technical conversations in a new a highly effective format
Work as a team on program logistics, needs and expectations
Client Lead Generation – 19 Partners
Enterprise- 17 events with 9 partners; 2200 leads (130 avg leads per event)