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FY 2018 Dell EMC Partner Program

FY 2018 dell EMC Partner Program Cloud Service Provider & Strategic Outsourcer Track Simple. Predictable. Profitable. v7. Cloud Service Provider and Strategic Outsourcer Program Track SIMPLE. PREDICTABLE. PROFITABLE.. Power of ONE Predictability of Engagement Profitable programs & Incentives ONE Unified Partner Program Dedicated Field Resources Business Development Funds & Rebates ONE Partner Portal dell EMC Partner Service Catalog Marketing/Campaign Resources ONE dell EMC Product Portfolio Annual Compliance dell EMC Direct Sales Compensation DFS Resources Why are dell EMC and our Service Provider partners now even better for customers? 1 2 3. Increased R&D/engineering Improved GTM model with greater Access to the dell EMC combined, investment which our customers efficiency across tracks, allowing industry leading portfolio benefit from customers to obtain full suite of solutions 3.

Multi-cloud and hybrid IT market opportunities Our Partner Program enables CSP/SO to capture share in the accelerating multi-cloud market Traditional/Private

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Transcription of FY 2018 Dell EMC Partner Program

1 FY 2018 dell EMC Partner Program Cloud Service Provider & Strategic Outsourcer Track Simple. Predictable. Profitable. v7. Cloud Service Provider and Strategic Outsourcer Program Track SIMPLE. PREDICTABLE. PROFITABLE.. Power of ONE Predictability of Engagement Profitable programs & Incentives ONE Unified Partner Program Dedicated Field Resources Business Development Funds & Rebates ONE Partner Portal dell EMC Partner Service Catalog Marketing/Campaign Resources ONE dell EMC Product Portfolio Annual Compliance dell EMC Direct Sales Compensation DFS Resources Why are dell EMC and our Service Provider partners now even better for customers? 1 2 3. Increased R&D/engineering Improved GTM model with greater Access to the dell EMC combined, investment which our customers efficiency across tracks, allowing industry leading portfolio benefit from customers to obtain full suite of solutions 3.

2 Multi-cloud and hybrid IT market opportunities Our Partner Program enables CSP/SO to capture share in the accelerating multi-cloud market Total Cloud vs. Hybrid IT Revenue**. $250. $200. Traditional/Private Hybrid $150 100%. CAGR. $100. Managed/Hosted Public $50. Over 85% of Enterprises will commit to $0. multi-cloud architectures by 2018 * 2016 2017. Total Cloud Market $B. Hybrid IT Influence Market $B. *IDC Worldwide Cloud 2017 Predictions **TBR 2017 Cloud Predictions Innovative Foundations For Differentiated aaS Offerings dell EMC Solutions Team provides specific tools enabling our partners to design, develop, and deliver a rich portfolio of as-a-Service offerings and deploy, manage and support these services to their customers. VN. F. VN VN. F F VN. VN VN F. F VN. F. F. VN. F VN. VN VN. F F VN VN VN. F 01101 01101 01101 01101. VN VN.

3 F VN. F. VN. F F VN 01001 01001 01001 01001. F. F F. VN. F. VN. F. 00101 00101 00101 00101. F. VN. F. VN VN. F F VN. VN VN F. F VN. F. F. Big Data & Analytics IaaS Costing & Pricing Services Converged Infrastructure PaaS dell EMC Product Alignment Storage & Data Protection Application aaS Business Models Flash & Data Service Availability aaS Cloud Market Trends Software Defined Big Data aaS. Cloud Service Provider/Strategic Outsourcer Partner Program Maintain Consistent Simplified Invest in Investment Strategies Compliance Growth Areas Structure Requirements Benefits Broadened investments Revenue levels Business Development Funds opportunities Rebates Assigned contacts Merged programs Direct sales compensation Joint business plan Reduced complexity Expanded marketing resources Partner marketing kit Dedicated dell EMC resources Program TRACKS Solution OEM Systems CSP / SO.

4 Provider Integrator TITANIUM. Program TIERS. PLATINUM. GOLD. DISTRIBUTION. Status Match Strategy Premier + TITANIUM. TITANIUM BLACK Platinum Premier PLATINUM Gold Preferred GOLD Silver 8 of Y. Cloud Service Provider and Strategic Outsourcer Partner Program Track High growth potential Includes Strategic Outsourcers in CSP/SO track, moving towards packaged offerings, utility-based delivery models Provides real incentives for partners to aspire to higher tiers (Rebates, BDF). 9 of Y. CSP/SO Program Requirements 1. Annual revenue is for full year track participation across all dell EMC Lines of Business. Only sell-in revenue from CSP track counts toward goal attainment. Excluded products include RSA, VMware, Pivotal, SecureWorks, 3rd party/brokerage and Services. dell EMC, in its discretion, may consider pending or committed revenue in setting tiers.

5 Tiers are reset annually. Approved partners who don't meet the minimum revenue requirement may be eligible for the Authorized Partner status. 2. Ability to pay dell EMC Direct Sales on CSP Sell-Out activity is tied to POS Report submission by CSP. 3. Partner must assign a marketing manager for Proposal-based BDF consideration. 4. Training credentials/certifications are being planned as a future requirement. Advanced notice will be provided to provide time for partners to meet the new requirement. 2017 CSP/SO Track Benefits Summary Titanium Platinum Gold Platinum Benefits Plus: Gold Benefits Plus: Proposal-based BDF Highest Rebate Potential Direct Sales Compensation Rebates dell EMC Executive Sponsor Training Discounts Earned BDF Direct Sales Compensation Uplift . Online Communities Gold Online Partner Portal Increased Training Discounts.

6 Access to Engineering Leadership Internal Training Opportunities Training Manager Sales Support Technical Resources dell EMC Website Presence Partner Finder Presence Partner Connect Consideration Assigned Marketing Resources dell EMC Branding Joint Sales Planning Individual Marketing Assistance Marketing/Campaign Resources CSP/SO Program Benefits 1. BDF cannot be used for cross-track activities. Allocations are made on a quarterly basis. 2. Training credits earned under another track can be credited to the CSP track. Rebates and Earned Business Development Funds For CSP/SO Partner Track 2017 First-Half Cloud Service Provider/Strategic Outsourcer Program : Rebates and Earned BDF Percentages Program Benefit1 Gold Platinum Titanium Rebate Rates N/A Earned Business Development Fund Rates N/A 1 Includes sell-in revenue for Server, Storage and Networking lines of business.

7 Excluded products include RSA, VMware, Pivotal, SecureWorks, 3rd party/brokerage and Services. Authorized partners are not eligible for rebates or Business Development Funds. If Partner meets revenue thresholds in 2 or 3 Lines of Business, then the REBATE LOB. ACCELERATOR. appropriate rebate accelerator applies back to Dollar 1. Servers: 20% of Sell-in Revenue 2 LOB Storage: 20% of Sell-in Revenue 3 LOB Networking: 10% of Sell-in Revenue Rebate and Earned-BDF: Example Payouts Platinum Partner Titanium Partner Sell-in Rev: $15M Sell-In Rev: $30M. Earned BDF: Earned BDF: $37,500 $120,000. Rebate: $150,000 Rebate: $420,000. 3 LOB Rebate 2 LOB Rebate Payout: Payout: $225,000 $525,000. Total Incentive: Total Incentive: $262,500 $645,000. 14 of Y. Program Rebates and Business Development Funds Business Development Funds Rebates (CSP/SO).

8 Available to qualified CSP/SO and SI partners as Platinum and Titanium CSP/SO partners in good earned and/or discretionary funding, to drive demand standing receive rebates based on quarterly sell-in revenue Proposal-based BDF (CSP/SO, SI): Gold, Platinum, and Titanium partners can request funding for qualified Rebate percentage based on Partner tier activities. Accelerators available for meeting revenue thresholds Earned BDF: (CSP/SO) Platinum and Titanium in multiple lines of business (Servers, Storage, partners accrue Business Development Funds as a Networking). percentage of Sell-In revenue, for use on qualified activities. Rebates paid quarterly Partners must receive pre-approval for all activities funded by BDF, based on BDF guidelines. Business Development Funds: Two Types EARNED BDF PROPOSAL BDF. Reward qualified partners with earned and What is the Discretionary fund intended to help predictable funding while ensuring spend is partners drive demand and awareness for intent of the aligned tightly to strategy and demand solutions powered by dell EMC.

9 Fund? Who is CSP/SO Program Track CSP/SO Program Track eligible? Titanium and Platinum tiers Titanium, Platinum and Gold tiers What determines Accrued based on sell-in revenue, rates Investments in partners decided by theater Partner based on tier level teams based on proposals funds? How are Proposals/Projects via Vistex tool are Proposals approved according to decisions approved only if aligned to business plan sales/marketing plans/ Partner growth and BDF guidelines opportunity made? 180 days after deposit is made in Partner 's When do account (deposits are made in the quarter 90 days after the deposit is made funds expire? after they are earned). BDF Activities Earned/Proposal Eligible Earned Eligible Funded Solutions Headcount Demand dell EMC. Awareness Enablement Development Incentives Generation World Digital & Print: Demand Event: Partner Generation Related Sales Meeting Digital & Print: Brand/ Event: dell EMC Visit Demo and Lab Hosting Marketing Seminar: Related Customer/Prospect Seminar: Partner Facing Demo Equipment Event: dell EMC Hosted/ Training: dell EMC Led Sponsorship Enablement and Sponsorship SPIFF.

10 Training: Partner Led Marketing Tools Event: Sponsorship Non- Merchandise dell EMC Hosted Event: Floor Days Project Management Demo/Solutions Center Campaign Multi-Touch Business Intelligence Telesales Recruitment Event Cloud Partner Connect helps CSPs engage resellers Solution Provider Cloud Service Provider Expand product line by reselling cloud Access new markets, regions, verticals services and enabling hybrid IT. Benefit from the selling expertise and IT/LoB. Minimal investment: resell cloud vs. build relationships of Solution Providers Delivery expertise of Cloud Service Provider Increase infrastructure utilization without Confidence in reselling solutions from a dell scaling end-user sales and support overhead EMC Business Partner Trusted business expertise from dell EMC. Maintain account control Business Partner Investing in our Partners' success Enhanced sales tools and capabilities Additional sell-out and engineering resources Compensation for dell EMC sales people when helping sell our partners'.


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