Preferred Partner – Security

Competency

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Global Commercial Channels

Enhanced PartnerDirect Program• Objective:

– Provide a single partner program offering choice, flexibility and simplicity, speeding Partner time-to-profitability by enabling the sale of end‑to‑end and point solutions through one simple program.

• Software Integration Program Goals:

– Provide Partners an unmatched experience with multiple paths and profit opportunities for both hardware and software Partners

– Launch four software-oriented Competencies :

› Security– Identity & access management; network security; endpoint security; email

security› Systems Management

– Client management; performance monitoring; Windows Server management; virtualization and cloud

› Data Protection (New)– Enterprise backup/recovery; virtual protection; application protection; disaster

recovery› Information Management (New)

– Database management; business intelligence/analytics; applications & data integration; big data analytics

– Introduce a strategic program for Service Provider Partners suited for their unique business model

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Global Commercial Channels

• Dell - Internal Use - Confidential

PartnerDirect program structure

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Global Commercial Channels

• Dell - Internal Use - Confidential

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• Four unique individuals complete training requirements in one or more competencies*

– Two sales

– Two technical

Requirements for Preferred Partners

Revenue requirements*

Hardware Competency revenue requirement• To retain Preferred status,

partners need to achieve $200,000 minimum sales of any product covered by a PartnerDirect competency per annum.

 Software Competency revenue requirement• To retain Preferred status,

partners need to achieve $50,000 minimum sales of software licenses under the completed software competency per annum.

*See Certified Partner Program Guide

Global Commercial Channels

• Dell - Internal Use - Confidential

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• Revenue requirements*

– Hardware Competency› $1,000,000 (US) or $750,000 (CA) minimum

sales of any product covered by any PartnerDirect competency during previous four rolling quarters.

– Software Competency› $250,000 minimum sales of any product

covered by a PartnerDirect competency during the previous four rolling quarters, which must include at least $50,000 of sales of software licenses under the first completed software competency and at least $50,000 of sales of software licenses under a second completed software competency.

– Partners selling a mix of hardware and software

› $1,500,000 (UK,GER,F,NL) or $750,000 (ROE) minimum sales of any product covered by any PartnerDirect competency during previous four rolling quarters, which shall include at least $50,000 of sales of software licenses under a completed software competency.

• Premier Partner logo displayed on partner’s website –after announcement

• Eight unique individuals complete training requirements in two or more competencies*

› Four sales individuals

› Four technical individuals

• One individual completes one Dell solutions course

Requirements for Premier Partners

*See Certified Partner Program Guide

Global Commercial Channels

• Dell - Internal Use - Confidential

Security Competency

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Sales /Technical Online Training

Technical Workshop (CSSA)

• 2 Day Instructor lead Workshop incl. Certification

• Cost see Price of Trainingspartner• Switzerland: Infinigate• Austria: tbd

• Course details – see document DELL_SonicWALL_NSBA_course description

• This course is valid for the security competency and is equal as Technical Training DSWT0512WBTT