state and future of dell’s channel business
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State and Future of Dell’s Channel BusinessTRANSCRIPT
2013
State and future of Dell's Channel business
Cheryl CookVice PresidentGlobal Channels & Alliances
2013
Where we go from here
What you will learn today
Our strategy
About Channel
2013
“As a private enterprise, we’ll serve our customers with a single-minded purpose and drive the innovations that will help them achieve their goals.
Our partners are a very important part of Dell’s overall growth strategy. In fact, a rapidly growing portion of our commercial business is now with our partners, and we see that continuing to increase. We’re very 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 S. Dell
2013
Introducing the world’s largest startupRenewing our entrepreneurial spirit within a private company structure
Inspired innovation
Invest boldly
Innovate for the real world
Refine our business model
Forward thinking
Jumpstart the future
Accelerate modernization
Democratize new trends
Solutionfocused
Evolve our sales approach
Solve end to end
Simplify the complex
2013
We believe Channel will benefit from the acceleration of our business strategy
1/3
1including SonicWall, Wyse and Quest legacy acquisition revenue, Q3Y14
2-3X market growth
Over 2000 Dell Channel employees across the globe
committed to
Consumer and small business
Preferred accounts
Large institution
s
Global 500
Four customer segments
Global Commercial Channels
Distribution
Value-added
Resellers, Direct to Partner
OEM Solutions
Global System
Integrators
“Michael Dell, Top 25 Most Influential ”CRN, Oct 28th
“Most influential partnership”China
12 new Channel industry awards since May 2013
“Dell ranked #1 entry-level and mid-range storage vendor in North & South America”IDC
*All figures stated as of Q3FY14
Channel represents about one third of Dell’s Global commercial business1
1/3
2013
Committed - to our Channel strategy
2013
Our core principles and promise to you..
1234
Trained and skilled on Dell
Easy to do business with Dell
Gain profitability with Dell
Win in the Datacenter with Dell
Dedicated Channel Team
Dual Compensation Structure
Single Partner Tools and Training
Single incentive and rebate structure
~110,000 training courses were completed by partners in H1FY14 = +26% Y/Y.
We are well on our way to delivering 250,000 courses for 2013
Dell can be your most profitable
partner
Dell ranked #1 Entry-Level and Mid-Range Storage Vendor in North and South America by IDC2013 CRN Annual Report Card (ARC) – Overall Category: Volume Servers [Won overall and support sub-category]
2013
Committed - to enriching PartnerDirect value
2013
PartnerDirect in history
PartnerDirect established
2008
Managed Services
Enterprise Architecture
2008
2008
2008
Certified Practice Areas
Strategic value to Dell
Minimal channel conflict
Recognize unique partner solutions capabilities
2013
PartnerDirect making history
2013
140,000+global Channel partners
4,200+certifiedpartners
Our Partner community
Over 2000 Dell Channel employees across the
globe committed to your success
2013
We listen & act
Predictable Engagement
Model
Account Team Compensation Accelerators
Expanded Partner
Incentives
$
2013
How this impacts you
Predictable Engagement
Model
1
Account Team
Compensation
Accelerators
2
Expanded Partner
Incentives
3
Core Sales Teams to Receive
for Strategic Solutions Through Channel20% Premium
Channel Led Approach for
Specifically Targeted Accounts
5xInvestment in
Equipment Demo Pool
4xInvestment in Partner Sales Rep Incentives
1 TeamSimplified Go-To-Market Model to
2013
Where we go from here
Train & Enable
Your Team
Sell Dell’s end-to-end solutions Take part
and benefit
from this exciting time at
Dell
That enables your customers to:• Turn data into insights
• Overcome the evolving security threat & ensure compliance
• Accelerate adoption: virtualization, convergence, cloud
Engage Dell Sales & Marketing teams
2013
Q&A
2013
Let’s get started
Engage with Dell PartnerDirect subject matter experts at the Solution Showcase
Schedule a post-event whiteboard session to address your specific requirements. Contact your account team for details
Gain hands on experience, see demonstrations at the Solution Showcase
Schedule a visit to a Dell Solution Center near you: Austin • New York City • Washington D.C. Chicago • Santa Clara • Mexico City • Sao Paolo
Go to http://partnerdirect.dell.com
2013
2013