From a hardware perspective, our channel goals are clear: provide maximum options for buying Dell EMC around the world. The same is true for services. There is a ton of services news to share. With simplicity, predictability and profitability as our channel pillars, we are delivering comprehensive sales readiness, technical training, certification and competencies, incentives, and an expanded portfolio. Plus, we want to hear from you. What else do you want from a new Dell EMC services program? Join us—let’s talk about why you’ve partnered with Dell EMC in the first place.

1. You don’t have to dance around
Dell EMC channel services…
an update
Erica Lambert, Vice President, Dell EMC Global Channel Services Sales
Anna Le, Executive Director, Product Marketing – Enterprise Services
Rich Steeves, Senior Director, Services Partners
Session MT112
Vice President, Dell EMC Global Channel Services Sales

2. Dell - Restricted - Confidential
“Customers want
additional ways to
purchase Dell
products, and we
plan to deliver on
a global level.”
Michael Dell, 2007

3. Simplicity:
• Delivering comprehensive
marketing materials, sales training,
and demand generation
• Making it easy for partners to do business
with Dell EMC
Predictability:
• Training, certification, and competency
Profitability:
• Sharing in profit dollars through incentives
• Expanding the portfolio and
your opportunities
We continue to
invest in…

4. Today’s agenda
Addressing your needs (Anna)1
2
3
Integrated Services Program –
Better together (Rich)
What do you want from a new
Dell EMC services program? (all)

5. Addressing your needs
Anna Le

6. Dell - Restricted - Confidential
Assets in PartnerDirect
Campaign Builder
Educational
webinars & events
Channel newsletters
Display

7. • Service Cards program
• Collaborative offer design
and post-launch tuning
• New Dell EMC team
focused on tools,
automation and
policy updates
Easy to use

8. Dell - Restricted - Confidential
Here now and coming soon
October 2015
New certification and
competency
Dell Certified Professional
• PS Series Storage
• SC Series Storage
• Networking
DeploymentServices
Competency
• PS Series Storage
• SC Series Storage
• Networking
October 2016
Dell EMC certification
for servers
Dell Certified Professional
• PowerEdge
Dell Certified Associate
• PowerEdge
DeploymentServices
Competency
• Modular infrastructure
• PowerEdge
Early 2017
Dell EMC certifications
Certified Associate
• Storage
• Networking
Authorization
• Client systems
DeploymentServices
Competency
• Entry-level Storage
• Campus Networking
• Data Center Networking
(name change)

9. • 15% discount on non-attached
enterprise deployment
• 2% discount on Opti, Lat, and
Precision with support upsell
• Partner AdvantEdgepoints
• Enhancing base rebate
program
• Moving services rebates from
attach to penetration
Incentives

10. Dell - Restricted - Confidential
• Launching new comprehensive
deployment for PCs and tablets
early next year
• Configuration options to match your
customers’ unique needs
• Set of robust tools
• 24x7 onsite installation
• Data migration and settings
transferred
• Old-data security
• 30-day post-deployment support
New offers

11. Dell - Restricted - Confidential
For your customers
• Tests of solution to launch next year
show savings of 35%* in deployment
time and $620 per PC
• Ensures optimal deployment
• Ensures proactive, automated support
• Keeps their team resourcesoptimized

12. Integrated
services program –
better together
Rich Steeves

13. Better
together
$8B in services opportunity
40+ services certifications
Consulting, deployment
& support
One service program
Rebates & incentives

14. Drive profitability
Easy
go-to-market
& delivery
alignment
Leverage industry
best practices
Our approach
Limited
disruption

15. What to expect
• Focus on partner profitability
• Service delivery flexibility
• Broader service training
options
• Streamlined business
operations & support

16. Service competencies
spanning 40+ technologies:
• Storage
• Networking
• Servers (New!)
• Converged platforms (New!)
• Data protection
• Solutions
• Emerging technology
• Client (coming soon!)

17. Optimizing
your profitability
• Rebates
• Delivery flexibility
• Services margins

18. What do you want from
a new Dell EMC
services program?
Erica, Anna, & Rich

19. Dell - Restricted - Confidential
What else?
What do you think?
Your to-do’s:
1. Visit us at Services in the Expo
2. Learn more at
www.dell.com/ITLifecycleServices
Thank you!
ENTER

20. Thank you