Winning with Dell Cloud Client-Computing: Partnership Guide

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The next time your customers turn to you for advice and expertise on Dell products and solutions, we want you to be ready. The Dell PartnerDirect program enables you to become a more strategic and trusted advisor to your customers by strengthening your knowledge around enterprise-class products and solutions from Dell.

When you become a partner, you will see the full impact of Dell’s wide range of tools and resources that help drive opportunity for you and provide the flexibility and expertise your customers deserve. From business development to sales and marketing to support, the Dell PartnerDirect program recognizes and rewards our most committed and qualified Partners with the tools, incentives, and resources that directly meet their needs.

Whether you’re capitalizing on an existing organizational strength or looking to add a new specific expertise, PartnerDirect Competencies helps to ensure that your organization gets the highest level of support from Dell.

Why partner with Dell?

Why become a Dell expert

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Dell PartnerDirect program benefits include:• Deal Registration: protect qualified opportunities

• Training: high-value, comprehensive training & Competencies

• Incentives: Company and rep-level incentive programs

• Financing: flexible partner & customer financing

• Marketing: access to co-branding marketing materials

• PartnerDirect Portal: Partner tools and resources consolidated at one location

“Our partners are a very important part of Dell’s overall growth strategy. We’re 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.”

Michael Dell

Why become a Dell expert on cloud client-computing?

The reasons why.• Build on your desktop virtualization knowledge with

comprehensive training on Dell Wyse cloud clients, Wyse virtualization and management software, and Wyse Datacenter infrastructure solutions

• Earn additional incentives and greater discounts on Wyse hardware and software

• Become a more strategic & trusted advisor to your customers by strengthening your knowledge around enterprise-class solutions

• Learn how to utilize innovative Dell sales tools and resources to shorten your sales cycles and better qualify your opportunities

• Educate your sales teams on how to sell large, end-to-end deals delivering superior customer value

• Helps to advance your status in the Dell PartnerDirect program

• Learn how to drive high margin consulting, installation, and support services opportunities

Already a partner?If you’re already a partner and have completed a number of Competencies, why stop there? Completing Competencies is a key ingredient of becoming a Dell Preferred or Premier Partner and a great way to increase your knowledge, benefits, and opportunities. The more you complete, the more you learn and the more you can offer your customers.

Have you completed all our Competency areas?

• Storage

• Server

• Systems Management

• Data Protection

• Information Management

• Security

• Networking

• Client Solutions

• Cloud Services & Solutions

• Desktop Virtualization Solutions

Additional benefits for our most committed and valued partners.Dell Preferred and Premier Partners have completed competency requirements in one or more areas, and are recognized as experts in key Dell offerings. Our most loyal and committed partners enjoy higher-level benefits and service as a reward for their ongoing trust and support of Dell and the Dell PartnerDirect program.

• Expanded deal registration benefits available

• 21-Day product return policy (limitations apply)

• Extended, 45 day financing terms available (subject to credit approval)

• Go-to partner status for Dell sales and marketing teams

• Partner Resource Desk access

• Extended, 45 day financing terms available (subject to credit approval)

• Potential access to Dell Field Marketing resources

• Potential access to seed units for customer demonstrations

• Listing on “Find a Partner” at dell.com

What to expect?

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What you can expect when you partner with Dell cloud client-computing

More productivity:• One-stop shop for procuring the entire solution:

optimized datacenter hardware, virtualization and management software, Dell Wyse endpoints, and optional Dell services

• Cloud client-computing Advisor tool for simple and rapid configuration and VDI sizing guidance

• Solution templates in the PartnerDirect Online Solutions Configurator provides rapid access to validated infrastructure designs for Citrix, Microsoft, VMware, and Wyse vWorkspace solutions

• Access to Dell Solution Centers for customer demos, POCs, and more

• Highly skilled cloud client-computing sales specialists to help every step of the way

More knowledge:• Extensive training and education for

Dell cloud client-computing solutions

• Detailed, validated reference architectures and configuration guides for Wyse Datacenter solutions and appliances available to download

• Regular webinars to inform you on the latest cloud client-computing products and solutions

• Access to discounted demo and evaluation equipment for hands-on experience

• Interactive Pocket Guides for quick access to the most vital information

• Extensive FAQs, customer presentations, partner playbooks, and more

More profitability and growth:• Participate in a multi-billion dollar ecosystem with a

CAGR of 22%1

• Exclusive discounts on registered opportunities for certified partners

• Incentives and rebates on Wyse products for select partners

• Rep-level incentives for Premier, Preferred, and Registered partners with Partner AdvantEdge and Partner AdvantEdge Lite rewards for eLearning and selling Dell Wyse cloud clients

• Flexibility for partners to provide value-add services like consulting, deployment, and management of your customer’s cloud client-computing solution alongside award-winning Dell ProSupport

Why Dell?Wyse thin clients. (Not to scale)

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Why should your customers choose Dell for desktop virtualization?

Dell cloud client-computing is comprised of an integrated portfolio of end-to-end desktop virtualization components including: Wyse end point devices, software and services.

Wyse Datacenter solutions combine the latest virtualization and management technologies with Dell’s powerful pre-integrated servers, storage, and networking, built to simplify desktop management and scale effortlessly at the speed of your customer’s business. Most importantly, the Dell cloud client-computing portfolio is designed to deliver a personalized high fidelity experience for end-users across a wide variety of devices.

Benefits of our solutions and Dell differentiators:

• Accelerate time to value with complete, verified, simple to deploy and manage solutions for Citrix, Microsoft, VMware and Wyse vWorkspace

• Vertical solutions to address various industries and their specific challenges including: healthcare, government, and education

• One single point of support for the entire solution with Dell ProSupport.

• More ways to deliver desktop virtualization to their people – VDI, OS and server image streaming, application layering, presentation/session based (RDS, XenApp), or pure HTML5 “agent-less” access via Wyse vWorkspace

• Regardless of which technology is right for your customer’s needs, or the size of their organization, Dell can provide the right solution for your customers

• Most secure endpoints – Wyse ThinOS is virus- and malware-immune, with zero attack surface

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Benefits

Benefits - The most vested get more rewards

One-stop online ordering, and account management via PartnerDirect Portal • • •Potential rewards from Dell based on qualified purchases • • •Flexible partner and customer financing programs • • •

Easy deal registration (reg) options

60-day reg approval period and up to 10 concurrent registered deals

120-day reg approval period and up to 50 concurrent registered deals. 180-day deal reg on storage product opportunities for Storage Competency partners

180-day reg approval period and unlimited concurrent registered deals

Access to pre-configured, customer-ready solutions (Business-Ready Configuration) • • •High-value, low-cost training • • •Pre and Post-sale Customer Care Support • • •Product information, collateral and much more - via PartnerDirect Portal • • •Access to Dell Employee Purchase Program • • •Eligibility for PartnerDirect Reward Center • •Line of Business registration access* • •Potential access to Dell-generated leads • •30-day product return policy (limitations apply*) • •

45-day payment terms (subject to credit approval) • •Channel Account Manager (CAM) or Inside Sales Team rep • •Access to Certified Partner Resource Desk • •Potential access to seed units for customer demonstrations* • •Access to field marketing team support • •‘Find a Partner’ listing on Dell.com • •Invitation to select Dell corporate events • •Evaluation and NVR key acess** • •Market developments funds for demand gen activities** •Eligible for Premier Partner rebate program •Case study collaboration •Access to Dell Solutions online demos •

Registered Partner Registered PartnerPreferred Partner Preferred PartnerPremier Partner Premier Partner

Contact

Dell.com

Cloud client-computing partner resources

Learn more here:

1. Partner Playbook

2. Desktop Virtualization Competency Worksheet

3. PartnerDirect Incentives

4. Cloud Client-Computing Advisor Tool

5. PartnerDirect Online Solutions Configurator

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