Channel Partners: Keeping an ever-growing customer base evergreen with services

MT14: Keeping an ever-growing customer base evergreen with servicesCheryl Cook, Vice President, Global Channel and AlliancesJim Roth, Executive Director, Dell Global Support and Deployment

“Customers want additional ways to purchase Dell products, and we plan to deliver on a global level.”

– Michael Dell, 2007

How many of you…

1. Are online more than offline in the course of a day?

2. Have children who seem to be online all day and night?

3. Are hiring for cloud, big data, or IoT?

4. Regularly use wearable technology?

Wearable devices:

2014: 45.7m

2019: 126.1mPew Research Center 2015

1.7 million apps for

AndroidAppBrain, September 2015

Telemedicine

technologies

18.4% CAGRRNCOS, May 2015

1/4 teens online

almost constantlyPew Research Center 2015

Sweeping changes

1. Infrastructure complex and virtual

2. IT skills specializing in apps, workloads, BI, etc…

3. Pressures competition, new tech, and market expectation

Looking to IT providers for servicing infrastructure that’s foundational and always-on

"Storage, networking and server hardware are still

big from a channel perspective … clients buying those

products have a need within infrastructures of a big

enough size that it requires the skill sets of the

partners to deploy those products."

Source: North America Server, Storage and Enterprise Networking Channels 2014-2018 Forecast: Direct Versus Indirect IT Spending, September 2014

Paul EdwardsDirector of Infrastructure Channels Research

IDC

IT puts money in the bank

Average $2,000 saved per device

in deployment costs,

plus user productivity savings

An annual savings of $134,000for an SMB company averaging

3,700 employees

Source: IDC White Paper, sponsored by Dell, Growing Business Value by Utilizing Deployment Services, August 2015

Dell ProDeploy Enterprise Suite

Helps you get more out of technology starting day one

EaseInsights

ProDeploy

• Single point of project management

• Install and configure system software

• Implementation planning

• Site readiness review

Training and Certification

• Dell deployment training

• Recognition with online badge

• Industry recognized 3rd-party deployment certification

ProDeploy Plus

• Tool-driven environment mapping

• Multivendor integration for networking

• Storage data migration recommendation

• 30-days of post-deployment configuration assistance

Experts

Basic Deployment

• Expert deployment technicians

• Onsite rack, stack cable and label

• Packaging material disposal

• Consistent hardware installation

ProDeploy Enterprise Suite

For your customer:

• Reduces deployment administration time by 91%* leaving more time for research and innovation

• Ensures optimal deployment

• Ensures proactive, automated support

• Keeps your team resources optimized

* Source: Deploying New Dell Solutions with Dell Deployment Services, a Principled Technologies Test Report commissioned by Dell, August 2015

For you:

• Supplement your capabilities and expand into new markets

• Increase margin opportunity when you co-deliver

• Reduce deployment issues with Dell’s lab and tools

• Gain global reach with Dell’s experienced engineers

• Easier to sell

Dell DeliveredResell

Deployment Service Competency

ResellCo-Delivered

ProDeploy

Deployment Services

Competency

Supplement with Dell Services

Partner DeliveredPartner DeliveredPartner Services

Flexible resell and co-delivery models for partners

Deployment Services Competency• Authorizes partners to

deploy Dell hardware

• Ensures greater expertise, accuracy and efficiency

• Access to exclusive Dell tools, best practices, and the latest critical technical updates

• Enables partners to expand reach, grow deployment opportunities and increase revenue

Hold hardware

competency for storage or

networking

Dell approves

application

2 engineers with deployment

certification for storage or networking

Preferred or

Premier partner

Submit Deployment Competency application

1 2 3 4 5Deployment

Services Competency to co-deliver

Accept co-deliver

T&Cs

6

Requirements for co-delivery

Take recommended training courses atLearnDell.com

Schedule and purchase exam at 5,500 testing centers in 182 countries

Digital badge is available within 5 days after passing exam and valid for 2 years

Training Exam1 2 3 Certification

Certification path

ProDeploy Enterprise Suite is eligible for Dell Partner AdvantEdge by…

• Successfully completing ProDeploy sales training

• Selling ProDeploy

• Selling ProDeploy Plus (2x)

Resources

Sonia St. CharlesChief Executive Officer and Founder

Davenport Group:

First to have two engineers certified on SC series

First to have two engineers certified on N & S series

First to achieve dual competencies in storage and networking

Highest number of engineers certified in a single firm

Dell Channel Partner reaction so far…

Questions? What do you think?

Your to-do list:

1. Visit us at Lifecycle Services in the Expo

2. Join us for the ProDeploy launch party!

3. Learn more at www.dell.com/ProDeploy

or Dell.com/PartnerDirect

Thank you!