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DELL Software Group makes the difference Sarah Trunk Regional Director DACH, DELL SonicWALL...
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Transcript of DELL Software Group makes the difference Sarah Trunk Regional Director DACH, DELL SonicWALL...
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
6 Software
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
7 Software
Mega trends bring huge potential and risk
Big data MobilityCloud
Security and risk mitigation
8 Software
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
10 Software
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
Confidential11
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
12 Software
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
13 Software
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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