Value Added Resellers
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Dell PartnerDirect program overview

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Dell PartnerDirect Program
When you become a partner in our reseller program, you will see that teaming up with Dell is an easy and smart move for your business. Dell offers many tools and resources to help VARs raise profits 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 and resources that directly meet their needs as a Dell reseller.
  Dell and the Channel – Bob Skelley

 

Requirements 

Join the PartnerDirect Program 

Enterprise Promotions
 

Dell PartnerDirect program benefits include:

  • Deal Registration: protect qualified opportunities

  • Training: high-value, low-cost training & Competencies

  • Marketing: access to co-branding marketing materials

  • Financing: flexible Partner & customer financing

  • PartnerDirect Portal: Partner resources consolidated at one location

Additional benefits for our most committed and valued Partners.

 

Dell Preferred and Dell 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.

Competency Areas 

 

View Case Studies 

Additional benefits for Preferred and Premier Partners:

  • Expanded deal registration benefits available

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

  • Partner Resource Desk access

  • 21-Day product return policy (limitations apply)

  • 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

  • Access to marketing tools such as Image Bank and Online Publisher

The Dell PartnerDirect program is designed to help you do four things:

  • Offer the products and solutions that your customers want

  • Gain differentiation for the services you can offer
  • Build credibility in the industry

  • Grow your business
A program based on our Partners' needs, it offers the tools and resources that will benefit you most. The Dell PartnerDirect program is committed to giving you greater opportunities while maintaining the program simplicity that our Partners appreciate.




Registered Partner
 
  • A valid reseller certificate
  • An active company website
  • An active e-mail account tied to the company domain
Preferred Partner
 

Dell Registered Partner requirements, plus:

  • One or more completed PartnerDirect Competencies
  • Four unique individuals (two sales and two technical) must complete the competency training requirements.
  • Revenue Requirements**:
  • Hardware Competency revenue requirement
    $200,000 minimum sales of any product covered by a PartnerDirect competency during previous four rolling quarters

    Software Competency revenue requirement
    $50,000 minimum sales of software licenses under the completed software competency during previous four rolling quarters

Premier Partner
.

Dell Preferred Partner requirements, plus:

  • Two or more completed PartnerDirect Competencies
  • Eight unique individuals (four sales and four technical) must complete the competency training requirements
  • One individual completes one Dell solutions training course
  • PartnerDirect Premier Partner logo displayed on partner's website
  • Revenue requirements** :
  • Hardware Competency revenue requirement
    $1,000,000 (for US partners) or $750,000 (for Canadian partners) minimum sales of any product covered by a PartnerDirect competency during previous four rolling quarters.

    Software Competency revenue requirement
    $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.

    Mixed Hardware and Software Competency revenue requirement
    $1,000,000 (for US partners) or $750,000 (for Canadian partners) minimum sales of any product covered by a PartnerDirect competency during the previous four rolling quarters, which shall include at least $50,000 of sales of software licenses under a completed software competency.

*See the Certified Partner Program Guide for detailed requirements, competencies, training and benefits information.

The software competencies listed below may have multiple specializations enabling partners to focus in the areas which best fit their businesses. Where a specialization exists, the requirements and benefits ascribed to a competency apply instead to the specialization. For example, a software-only Registered partner can achieve Preferred Partner status by completing the training requirements of a specialization within a competency and selling $50,000 of annual revenue for the products within that specialization. The partner is not required to complete training for the entire competency and its multiple specializations

Security Competency: Network Security Specialization and Identity and Access Management Specialization

Systems Management Competency: Client Management Specialization, Windows Server Management Specialization, Performance Monitoring Specialization, and Virtualization and Cloud Specialization

Information Management Competency: Database Management Specialization

**Certain amounts may not be included in calculating a partner's annual sales revenues for purposes of meeting the applicable partner revenue requirements unless otherwise provided in a separate written agreement between you and Dell or under the terms and conditions of the applicable written Dell incentive program. Such amounts may include: (i) sales or license revenues for Dell hardware or software purchased from a third party; (ii) sales or license revenues or other fees from the partner's sale of services, including without limitation support and maintenance services; (iii) sales or license revenues for which the partner is not the seller or licensor of record (referral fee amounts); or (iv) sales or license revenues for Dell hardware or software purchased for Partner's own use, including without limitation service provider fees. For the sake of clarity, Subsection (i) above does not apply to Wyse or SonicWALL partners who have received written notice from Dell to the contrary. Unless otherwise indicated, all amounts are in USD$.

We are constantly looking for excellent resellers to add to our PartnerDirect team who have the same expectations of integrity and high standards of excellence. It is who we are. It is how we do business. To help us carefully select these Partners, we use the TRAC program to vet each of our new PartnerDirect members.

This will benefit each Partner by:

  • Replacing repetitive due diligence requests.
  • Allowing you to share your profile with others.
  • Ensuring you comply with applicable laws and regulations.
  • Making the compliance process more efficient and transparent.
  • Providing a simple way for you to verify each other's identity.
  • Ready to join our Dell PartnerDirect team? Click below to join today! You will receive additional instructions on how to obtain a TRAC number after your application has been submitted, some fees may apply.

    Additional information will be required at the time of registration.

    *As of August 2, 2013, the new Premier Partner revenue requirement will be $1,000,000 (U.S.) or $750,000 (Canada) minimum purchase during previous four rolling quarters (USD$ or equivalent, Dell Enterprise products, Dell Wyse products, Dell Cloud Services only and Dell Software products).


    Join now >  


    From business development to sales and marketing to support, Dell will be as committed to you as you are to us, providing incremental sales opportunities and support from the Dell team.



    Registered Partner
    This level is how you begin a
    business relationship with Dell,
    driving opportunity for you
    and choice for your customers.

    • One-stop online ordering and account management through the Partner Portal
    • Potential rewards from Dell based on qualified purchases
    • Flexible partner and customer financing programs
    • 60-day deal registration approval period and up to 10 concurrent registered deals
    • Access to pre-configured, customer-ready solutions (Business Ready Configurations)
    • High-value, low-cost training
    • Pre- and post-sale Customer Care support
    • Product information, collateral, and much more—all available through the Partner Portal
    • Access to Dell Solutions Centers online demos
    • Access to Dell co-marketing materials and content syndication
    • Access to Dell product image library


    Preferred Partner
    This level is for Partners who
    have gone the extra mile. You
    have become an expert in Dell
    products and solution areas
    —and you get more
    opportunities as a result.

    Dell Registered Partner benefits, plus:
    • Deal Registration: 120-day registration approval period, and up to 50 concurrent registered deals. 180-day deal registration on storage products for Storage Competency partners.
    • Line of Business Registration access*
    • Potential access to Dell-generated leads
    • Eligibility for PartnerDirect Rewards Center
    • 30-day product return policy (limitations apply*)
    • 45-day payment terms (subject to credit approval)
    • Channel Account Manager or an Inside Sales Team
    • Certified Partner Resource Desk access
    • Potential access to seed units for customer demonstrations*
    • Access to field marketing support
    • Access to Dell Employee Purchase Program
    • Invitation to select Dell corporate events
    • Evaluation and NFR key access**
    • "Find a Partner" listing on Dell.com


    Premier Partner
    This level is for Partners who
    demonstrate the highest level
    of commitment to Dell solutions.
    You make the highest investment
    in us, so we invest back in you.

    Dell Registered and Dell Preferred Partner benefits, plus:
    • Eligible for Premier Partner rebate program
    • Deal Registration: 180-day registration approval period, and unlimited concurrent deals.
    • Market development funds for demand generation activities
    • Case study collaboration
    • For more information about benefits, please read the Certified Partner Program Guide.

    Requirements >        Competencies

    *Does not apply to software
    **Software partners only

    Competency Areas

    Your customers turn to you for expertise around Dell products and solutions. That's why the PartnerDirect Program lets you become certified in specific practice areas – areas that can open additional business opportunities with the new and existing clients. These may be areas where your organization already excels or is looking to add specific expertise. Whether you're capitalizing on an existing organizational strength or seeking a new area in which to grow your business, completing PartnerDirect Competencies helps to ensure that your organization gets the highest level of support from Dell.

    Completing Competencies are a key ingredient of becoming a Dell Preferred or Premier Partner thus increasing your benefits and opportunities.

    Learn more about Advanced Competencies
    Grow your relationship with Dell and expand your business opportunities

    Advanced Competency   Hardware   Software


    Servers

    Server Competency

    With a Server Competency you will be equipped with the knowledge necessary to help your customers find the best compute solution for their business. From cost effective SMB options to high performing rack, blade and shared infrastructure solutions, investing in the Dell PartnerDirect server competency will provide you with the necessary training to help solve your customers’ compute challenges.


    Storage

    Storage Competency

    With a Storage Competency your team will increase their technical knowledge of Dell’s award-winning line of PowerVault, EqualLogic and Compellent storage arrays as well as the positioning skills to win more storage opportunities. Our storage competency includes training on Dell’s Performance Analysis Collection Kit, or DPACK, providing you the ability to perform custom storage assessments for your customers. The storage curriculum also includes training on the Host Integration Tool for Microsoft® Systems, helping you to provide integration service for your customers. Also with a full understanding of Dell’s Network Attached Storage, Storage Area Network and Direct Attached Storage options you will be able to align the best solutions to meet your customers’ needs.


    Security

    Security Competency

    With a Security Competency you will focus on solutions that can help your customers reduce the risk from external and internal threats. When you partner with Dell in Security, you bring an award-winning portfolio of solutions to your customers that are highly–rated in the industry and spans across the network, user, endpoint, applications and more.

    Partners can choose from two specializations:

    Network Security Specialization

    Dell Network Security solutions, which feature the award-winning Dell SonicWALL products, help your customers secure their networks while sustaining performance and simplifying management

    The Network Security competency features an Advanced Competency track. Advanced competencies offer you deeper sales and technical training, which can help you expand opportunities and enhance your trusted advisor status with customers. Complete an advanced competency to achieve Premier Partner status in the PartnerDirect program and enjoy a host of associated benefits

    Identity and Access Management Specialization

    Dell Identity and Access Management solutions help your customers to secure their enterprise, reduce complexity, and enable compliance in the areas of identity governance, privileged management, and access management.


    Storage

    Networking Competency

    With a Networking Competency you can gain the knowledge necessary to help your customers find the best networking solutions for their business. The training within this competency spans from Dell’s campus networking offerings to high-end, data center networking solutions. Upon completing the requirements of this competency, you should have the knowledge necessary to help your customers deploy standards-based, highly scalable, and cost effective networks.


    Desktop Virtualization

    Desktop Virtualization Solutions Competency

    With a Desktop Virtualization Solutions Competency you can gain expertise in Dell cloud client-computing / desktop virtualization solutions including Dell Wyse products. Partners who complete the Desktop Virtualization Solutions Competency can respond to their customer’s evolving end user computing needs. The competency builds on your knowledge of Dell Wyse cloud clients, virtualization and management software, and Dell Wyse Datacenter solutions composed of Dell servers, storage, and networking.


    Cloud

    Cloud Services & Solutions Competency

    With a Cloud Services & Solutions Competency you will learn that cloud computing not only improves business processes and operational efficiency – it reinvents the role of IT. Choose to achieve a competency in Dell Cloud Services & Solutions and become familiar with Dell cloud solutions. By being exposed to Dell’s vision and implementation of cloud computing solutions you can recognize your customers’ cloud needs and associate the correct Dell Solution.

    • Cloud Builder

    • Cloud Services Enabler

    • Cloud Provider


    Data Protection

    Data Protection Competency

    With a Dell Data Protection Competency you can learn how to match your customers backup to their business and build the most efficient and effective solution for their unique business. Through award-winning Dell data protection solutions such as AppAssure, NetVault Backup, vRanger and the DR an DL families of backup appliances, you can assist your customer in building a fully-optimized data protection environment for any size of business quickly and easily, without changing their overall data protection strategy.


    Systems Management

    Systems Management Competency

    With a Dell Systems Management Competency partner can take advantage of a broad portfolio of client, data center and cloud management solutions. These solutions can help your customers to modernize their application and service delivery, accelerate automation, and optimize their physical, virtual, and cloud infrastructure. The Systems Management Competency includes four specializations.

    • Client Management Specialization

    Client Management solutions enable the deployment and ongoing management of a variety of endpoints

    • Windows Server Management Specialization

    Windows Server Management solutions enable efficient migrations, help customers ensure compliance, automate administration, and improve recovery in Windows-based environments

    • Performance Monitoring Specialization

    Performance Monitoring solutions provide end-to-end performance monitoring for infrastructure, applications, and end users

    • Virtualization and Cloud Specialization

    Virtualization and Cloud solutions focus on data protection, monitoring and optimization of infrastructure, and application delivery in virtualized environments


    Information Management

    Information Management Competency

    With a Dell Information Management Compentency you will gain knowledge around our powerful, yet easy-to-use, solutions that span the entire breadth of the information lifecycle, enabling you and your customers to better manage data, improve data integration and amplify the benefits of data analysis. The Information Management competency focuses on the Dell Database Management solutions, which includes the Toad and SharePlex product sets. These solutions enable your customers to simplify and automate database administration, development and monitoring. Our solutions complement your customers chosen technologies and help them get the most from their data and IT investments.


    For Terms & Conditions, please Click Here

    To Register, please Click Here

    When you become a partner in our reseller program, you will see that teaming up with Dell is an easy and smart move for your business. Dell offers many tools and resources to help VARs raise profits 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 and resources that directly meet their needs as a Dell reseller.

    Requirements 



     

    Dell PartnerDirect program benefits include:

    • Deal Registration: protect qualified opportunities

    • Training: high-value, low-cost training & Competencies

    • Marketing: access to co-branding marketing materials

    • Financing: flexible Partner & customer financing

    • PartnerDirect Portal: Partner resources consolidated at one location

    Additional benefits for our most committed and valued Partners.

    Dell Preferred and Dell 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.

    Competency Areas 

     

    View Case Studies 

    Additional benefits for Preferred and Premier Partners:

    • Expanded deal registration benefits available

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

    • Partner Resource Desk access

    • 21-Day product return policy (limitations apply)

    • 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

    • Access to marketing tools such as Image Bank and Online Publisher