State and Future of Dell’s Channel Business

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Information about State and Future of Dell’s Channel Business

Published on January 16, 2014

Author: dellenterprise



Learn about Dell’s channel business, our strategy, and where we go from here as Dell goes private to serve our customers. See how the switch to a private company will mean growth for Dell, it’s partners, and great things for it’s customers. Find out more at:

State and future of Dell's Channel business Cheryl Cook Vice President Global Channels & Alliances 2013

What you will learn today About Channel 2013 Our strategy Where we go from here

“As a private enterprise, we’ll serve our customers with a single-minded purpose and drive the innovations that will help them achieve their goals. Our partners are a very important part of Dell’s overall growth strategy. In fact, a rapidly growing portion of our commercial business is now with our partners, and we see that continuing to increase. We’re very committed to these relationships, and we value our channel partners’ unique insights into what customers want and need from IT solutions. When our customers grow and succeed, so do our partners and so do we.” 2013 – Michael S. Dell

Introducing the world’s largest startup Renewing our entrepreneurial spirit within a private company structure Inspired innovation Solution focused Forward thinking Invest boldly Evolve our sales approach Jumpstart the future Innovate for the real world Solve end to end Accelerate modernization Refine our business model Simplify the complex Democratize new trends 2013

We believe Channel will benefit from the acceleration of our business strategy Four customer segments 12 new Channel industry awards since May 2013 Over 2000 Dell Channel Consumer Preferred Large Global and small employees acrossinstitutions the globe 500 accounts business committed to Global Commercial Channels Distribution Value-added Resellers, Direct to Partner 1/3 1/3 *All OEM Solutions Global System Integrators Channel represents about one third of Dell’s Global commercial business1 figures stated as of Q3FY14 1including SonicWall, Wyse and Quest legacy acquisition revenue, Q3Y14 2013 “Michael Dell, Top 25 Most Influential ” CRN, Oct 28th “Most influential partnership” China “Dell ranked #1 entry-level and mid-range storage vendor in North & South America” IDC 2-3X market growth

Committed to our Channel strategy 2013

Our core principles and promise to you.. Easy to do business with Dell Dedicated Channel Team Dual Compensation Structure Single Partner Tools and Training Single incentive and rebate structure Win in the Datacenter with Dell Dell ranked #1 Entry-Level and MidRange Storage Vendor in North and South America by IDC 2013 CRN Annual Report Card (ARC) – Overall Category: Volume Servers [Won overall and support subcategory] 2013 Trained and skilled on Dell ~110,000 training courses were completed by partners in H1FY14 = +26% Y/Y. We are well on our way to delivering 250,000 courses for 2013 Gain profitability with Dell Dell can be your most profitable partner

Committed to enriching PartnerDirect value 2013

PartnerDirect in history 2008 PartnerDirect established Certified Practice Areas  Strategic value to Dell  Minimal channel conflict  Recognize unique partner solutions capabilities 2013 Managed Services Enterprise Architecture 2008 2008 2008

PartnerDirect making history 2013 Our Partner community 140,000+ 4,200+ global Channel partners certified partners Over 2000 Dell Channel employees across the globe committed to your success 2013

We listen & act $ Predictable Engagement Model 2013 Account Team Compensation Accelerators Expanded Partner Incentives

How this impacts you 1 2 3 Predictable Engagement Model Account Team Compensation Accelerators Expanded Partner Incentives 2013 1 Team Simplified Go-ToMarket Model to Channel Led Approach for Specifically Targeted Accounts Core Sales Teams to Receive 20% Premium for Strategic Solutions Through Channel 5x Investment in Equipment Demo Pool 4x Investment in Partner Sales Rep Incentives

Where we go from here Train & Enable Your Team Sell Dell’s end-to-end solutions That enables your customers to: • Turn data into insights • Overcome the evolving security threat & ensure compliance • Accelerate adoption: virtualization, convergence, cloud Engage Dell Sales & Marketing teams 2013 Take part and benefit from this exciting time at Dell

Q&A 2013

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 2013



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