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DELL Software Group makes the difference. Sarah Trunk Regional Director DACH, DELL SonicWALL. DELL SonicWALL – stärker als je zuvor. DELL SonicWALL – stärker als je zuvor. Etablierte Verkaufskanäle bleiben bestehen Die gleichen Ansprechpartner stehen zur Verfügung
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DELL Software Group makes the difference Sarah Trunk Regional Director DACH, DELL SonicWALL Confidential
DELL SonicWALL – stärkerals je zuvor Confidential
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
DELL SonicWALL – stärker als je zuvor • Bekannte Portale und Benefitsbleiben 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 Confidential
of businesses said their organizations will use cloud tools moderately to extensively in the next 3 years. 85% Cloud of the surveyed companies experienced some type of significant security incident within the past year that resulted infinancial and/or reputational impact 35 Security and risk By 2020 volume of data stored will reach 35 Zettabytes 79% Big Data Mobility source shifts from 62%/38% corporate/personal owned to 37% corporate owned and 63% personal owned 5X Mobility
Mega trends bring huge potential and risk Mobility Cloud Big data Security and risk mitigation
Dell Software solutions capabilities Mobile workforce management Information management Data center & cloud management • Endpoint management • Performance management • Virtualization & cloud mgmt • Windows server mgmt • Application & data integration • Big data analytics • Business intelligence/analytics • Database management • Application enablement/delivery • Desktop virtualization • Mobile device mgmt • Mobile security Security Data protection • Email security • Endpoint security • Identity & access management • Network security • Application protection • Disaster recovery • Enterprise backup/recovery • Virtual protection
Confidential DELL Partner Direct
Confidential 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
Confidential PartnerDirect program structure: Now including software Premier Partner Advanced Competency or 2+ Competencies, Elective Solution Courses + Premier Revenue Target + **Required Headcount Depth of Technical Skills Breadth of Competencies(HW/SW, multi-HW or multi-SW) Advanced Competency Multiple Competencies Service Provider Program Preferred Partner 1+ Competency, Preferred Revenue Target + **Required Headcount Server Security Desktop Virtualization Solutions Systems Management Networking Storage Cloud Services & Solutions Data Protection Information Management Registered Partner **2 Sales & 2 Technical Headcount per Competency at Preferred and 4 & 4 at Premier
Confidential 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
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.