DELL Software Group makes
the difference
Sarah Trunk Regional Director DACH, DELL SonicWALL
Confidential1
DELL SonicWALL – stärker als je zuvor
Confidential2
Software Solutions Group
DELL SonicWALL – stärker als je zuvor
• Etablierte Verkaufskanäle bleiben bestehen
• Die gleichen Ansprechpartner stehen zur Verfügung
• Das Team wurde ausgebaut
• Wir sind Channel ausgerichtet
• Engineering Team von DELL SonicWALL wurde erweitert
• Technischer Support von DELL SonicWALL bleibt bestehen
Software Solutions Group
DELL SonicWALL – stärker als je zuvor
• Bekannte Portale und Benefits bleiben erhalten – MySonicWALL Account– NFR
• Integration in die DELL Portale– Partnerprogramm– Deal Registration
• Opportunity und Lead Entwicklung wird gepusht
• Security Opportunities innerhalb DELL owned by DELL SonicWALL Team
DSG – The Power to do more
Confidential5
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Security and risk
of the surveyed companies experienced some type of significant security incident within the past year that resulted in financial and/or reputational impact
79%
of businesses said their organizations will use cloud tools moderately to extensively in the next 3 years. 85%Cloud
MobilityMobility source shifts from 62%/38% corporate/personal owned to 37% corporate owned and 63% personal owned5X
Big Data By 2020 volume of data stored will reach 35 Zettabytes35
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Mega trends bring huge potential and risk
Big data MobilityCloud
Security and risk mitigation
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Dell Software solutions capabilities
Data center & cloud
management• Endpoint management• Performance
management• Virtualization & cloud
mgmt• Windows server mgmt
• Application enablement/delivery
• Desktop virtualization• Mobile device mgmt• Mobile security
Information management
• Application & data integration
• Big data analytics• Business
intelligence/analytics• Database management
Mobile workforce management
• Email security• Endpoint security• Identity & access
management• Network security
Security Data protection
• Application protection• Disaster recovery• Enterprise backup/recovery• Virtual protection
DELL Partner Direct
Confidential9
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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
Confidential10
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PartnerDirect program structure: Now including software
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Registered Partner
Advanced Competency Multiple Competencies
Depth of Technical Skills
Breadth of Competencies(HW/SW, multi-HW or multi-SW)
Premier Partner
Advanced Competency or 2+ Competencies, Elective Solution
Courses + Premier Revenue Target + **Required Headcount
Serv
ice P
rovid
er P
rog
ram
Preferred Partner
1+ Competency, Preferred Revenue Target + **Required Headcount
Server SecurityDesktop
Virtualization Solutions
Systems Management
Networking StorageCloud Services
& SolutionsData
ProtectionInformation Management
**2 Sales & 2 Technical Headcount per Competency at Preferred and 4 & 4 at
Premier
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Preferred & Premier requirements snapshot
• Preferred:
– Must meet requirements of one or more Competency– Generate a minimum of $50k annually with products in that Competency
• Premier:
– Required to achieve two or more software Competencies– Generate a minimum of $50k software revenue for at least two Software
Competencies held and a total of $250k annual revenue in the products covered under any PartnerDirect Competency
– Software revenue will also be counted towards the $1M Premier Partner revenue requirement for Partners holding a mix of Hardware and Software Competencies or Hardware only Competencies
– Rebates are earned according to achievement of assigned revenue targets within specific Competencies
Confidential12
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DELL Partner Direct – Deal Reg Portal
• Jeder grössere Deal (ab $ 10’000, Listpreis) muss über das DELL Deal Reg Portal registriert werden – gilt für Neugeschäft
• Für Renewals von Enterprise Produkte (E-Class, Aventail SRA etc.) bitte dem Distiributor melden.
• Alle Partnerstufen können Deals registrieren.
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Open discussion
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