Partnerdirect Competencies at a Glance Training, Requirements and Benefits Partnerdirect Has Three Levels

PartnerDirect Competencies at a glance Training, requirements and benefits PartnerDirect has three levels

Dell™ Registered Partners Entry level for new Dell Partners. • A valid reseller certificate • An active company website • An active e-mail account tied to the company domain

Dell Preferred Partners Dell Preferred Partners have completed competency requirements in one or more areas and are recognised as experts in key Dell offerings. • Dell Registered Partner requirements, plus: • One or more completed PartnerDirect Competencies • Beginning twelve months after completed Competency, $200,000 minimum sales during previous four rolling quarters (USD$ or equivalent1, Dell enterprise2 products, Dell Wyse products and Dell Cloud Services only)

Dell Premier Partners For Partners who demonstrate the highest level of commitment to their customers and to Dell solutions, this level recognises your excellence and expertise. • Dell Registered Partner requirements, plus: • Two or more completed PartnerDirect Competencies • One Dell Solutions training course completed • $1,500,000 (UK, DE, FR and NL Premier Partner) or $750,000 (Rest of Europe Premier Partner) minimum purchase during previous four rolling quarters (USD$ or equivalent1, Dell enterprise2 products, Dell Wyse products and Dell Cloud Services only) • PartnerDirect Premier Partner logo displayed on Partner’s website Dell Preferred Partner Requirements Choose your Competency and complete the following requirements

Storage Competency Link to course catalog

Sales Requirement Technical Requirement Minimum of 2 unique individuals complete the following: Minimum of 2 unique individuals complete the following:

1 Sales 1 Technical • Dell EqualLogic™ Sales – PSSS0908WBTS (or Dell Partner Sales • Dell EqualLogic Technical – PSST1108WBTT Excellence Selling Storage – SES0511ILTS) • Dell Compellent Top Gun Storage Architect – • Dell Compellent™ Top Gun Storage Sales – CSS0211WBTS (or CSSAT0211WBTT Dell Partner Sales Excellence Selling Storage – SES0511ILTS) • Dell Compellent Quote Center – CQCS0211WBTS • Dell Compellent Quote Center – CQCS0211WBTS 1 Technical (Choose 2 options below) 1 Sales (Choose 2 options below) • Dell EqualLogic Technical – PSST1108WBTT • Dell EqualLogic Sales – PSSS0908WBTS (or Dell Partner Sales • Dell Compellent Top Gun Storage Architect Excellence Selling Storage – SES0511ILTS) CSSAT0211WBTT and Dell Compellent Quote Center – • Dell Compellent Top Gun Storage Sales – CSS0211WBTS CQCS0211WBTS (or Dell Partner Sales Excellence Selling Storage – SES0511ILTS) • Dell PowerVault Storage – DPVS1109WBTT and Dell Compellent Quote Center – CQCS0211WBTS • Dell AppAssure Technical Overview – APPT0512WBTT • Dell PowerVault™ Storage – DPVS0409WBTS • Dell AppAssure Sales – APP0412WBTS Beginning twelve months after completed Competency, $200,000 minimum sales during previous four rolling quarters (USD$ or equivalent1, Dell enterprise2 products, Dell Wyse products and Dell Cloud Services only).

Demo Unit3 Server Competency Link to course catalog

Sales Requirement Technical Requirement Minimum of 2 unique individuals complete the following: Minimum of 2 unique individuals complete the following:

1 Sales (Choose 1 option below) 1 Technical (Choose 1 option below) • Dell Blades Server Solutions – Sales – DBSS0109WBTS • Dell Blades Server Solutions – Technical – DBSSTT0409WBTT • Partner Sales Excellence Selling Dell Servers and • Dell Blades Server Administration & Configuration – Dell KACE – SDSK0612ILTS BSAC0110ILTT

1 Sales (Choose 1 option below) 1 Technical (Choose 1 option below) • Dell Blades Server Solutions – Sales – DBSS0109WBTS • Dell Blade Server Solutions – Technical – DBSSTT0409WBTT • Dell PowerEdge™ Tower & Rack Server • Dell PowerEdge Server Solutions – Technical – DPES0909WBTT – Sales – DTRSS0309WBTS • Dell Blades Server Administration & Configuration – • Dell AppAssure Sales – APP0412WBTS BSAC0110ILTT • Partner Sales Excellence Selling Dell Servers and • Dell AppAssure Technical Overview – APPT0512WBTT Dell KACE – SDSK0612ILTS Beginning twelve months after completed Competency, $200,000 minimum sales during previous four rolling quarters (USD$ or equivalent1, Dell enterprise2 products, Dell Wyse products and Dell Cloud Services only).

Systems Management Competency Link to course catalog

Sales Requirement Technical Requirement Minimum of 2 unique individuals complete the following: Minimum of 2 unique individuals complete the following:

2 Sales 2 Technical • Dell KACE Sales Training – KST0410WBTS • Dell KACE Technical – KTT0510WBTT

Sales or Technical Requirement

1 Sales or 1 Technical • Dell KACE Demo – DKMS0611WBTS

Beginning twelve months after completed Competency, $200,000 minimum sales during previous four rolling quarters (USD$ or equivalent1, Dell enterprise2 products, Dell Wyse products and Dell Cloud Services only). Networking & Security Competency Link to course catalog

Networking Specialisation Security Specialisation

Sales Requirement Sales Requirement Minimum of 2 unique individuals complete the following: Minimum of 2 unique individuals complete the following: Required Courses Required Courses • Dell Force10™ Sales Overview – DFO1011WBTS • Dell SonicWALL™ Sales Training – DSWS0512WBTS Lesson 1 – Dell Force10 Hardware Overview Lesson 2 – The Dell FTOS Software Advantage Technical Requirement

Plus at least 1 Elective Minimum of 2 unique individuals complete 1 of the following: • Dell PowerConnect™ Switching Sales – DPCS0710WBTS • Dell SonicWALL Technical Training – DSWT0512WBTT • Dell PowerConnect W (Wireless) Sales Training – • Certified SonicWALL Security Administrator Training (CSSA) – DPCW1010WBTS NS-101 (online or instructor led)

Technical Requirement Beginning twelve months after completed Competency, $200,000 minimum sales during previous four rolling Minimum of 2 unique individuals complete the following: quarters (USD$ or equivalent1, Dell enterprise2 products, Required Courses Dell Wyse products and Dell Cloud Services only). • Dell Force10 Technical Highlights – FTOS1111WBTT • Dell Force10 S-Series Technical Overview – FSTO1111WBTT

Plus at least 2 Elective • Dell PowerConnect LAN SAN Switching Solutions – Technical – DPCS1210WBTT – Dell Force10 Solutions Design – FSD1211WBTT (Coming soon) • Dell Force10 E-Series Technical Overview – FETO1111WBTT • Dell Force10 C-Series Technical Overview – FCTO1111WBTT • Dell Force10 Z-Series Technical Overview – FZTO1111WBTT

Beginning twelve months after completed Competency, $200,000 minimum sales during previous four rolling quarters (USD$ or equivalent1, Dell enterprise2 products, Dell Wyse products and Dell Cloud Services only). – Coming soon Cloud Services & Solutions Competency Link to course catalog

Cloud Builder Specialisation

Sales Requirement Technical Requirement Minimum of 2 unique individuals complete the following: Minimum of 2 unique individuals complete the following:

2 Sales 2 Technical • Dell Cloud Essentials – DCES0312WBTS • Dell Cloud Essentials – DCES0312WBTS • Dell Cloud Solutions Sales – DCSS0412WBTS • Dell Cloud Solutions Presales – DCSP0412WBTT

Prerequisites Business Requirements • Dell PartnerDirect Server Certification For Preferred Partners: Beginning twelve months after • Dell PartnerDirect Storage Certification completed Competency, $200,000 minimum sales during • Dell PartnerDirect Networking & Security Certification previous four rolling quarters (USD$ or equivalent1, Dell or membership in equivalent recognised Networking & enterprise2 products, Dell Wyse products and Dell Cloud Security vendor partner program* Services only). • Membership in a recognised Virtualization vendor partner program* For Premier Partners: Meets Premier Partner training, demo and revenue requirements: $1,500,000 (UK, DE, FR and NL Premier Partner) or $750,000 (Rest of Europe Premier Partner) minimum purchase during previous four rolling quarters 1 2 * Contact the EMEA Certified Partner Program Team (USD$ or equivalent , Dell enterprise products, Dell Wyse for the specific qualifying programs and Partner levels products and Dell Cloud Services only). Cloud Services & Solutions Competency Link to course catalog

Cloud Provider Specialisation

Sales Requirement Technical Requirement Minimum of 2 unique individuals complete the following: Minimum of 2 unique individuals complete the following:

Prerequisites Business Requirements • Provide Cloud Services via Partner’s Network Operations For Preferred Partners: Beginning twelve months after Center (NOC) powered by Dell Servers, Storage, and/or completed Competency, $200,000 minimum sales during Networking & Security (Subject to Audit) previous four rolling quarters (USD$ or equivalent1, Dell • Dell PartnerDirect Server Certification enterprise2 products, Dell Wyse products and Dell Cloud • Dell PartnerDirect Storage Certification Services only). • Dell PartnerDirect Networking & Security Certification or membership in equivalent recognised Networking & Security For Premier Partners: Meets Premier Partner training, demo vendor partner program* and revenue requirements: $1,500,000 (UK, DE, FR and NL • Membership in a recognised Virtualization vendor partner Premier Partner) or $750,000 (Rest of Europe Premier Partner) program* minimum purchase during previous four rolling quarters (USD$ or equivalent1, Dell enterprise2 products, Dell Wyse products and Dell Cloud Services only).

* Contact the EMEA Certified Partner Program Team for the specific qualifying programs and Partner levels Cloud Services & Solutions Competency Link to course catalog

Cloud Services Enabler Specialisation

Dell Cloud with VMware vCloud Datacenter Service

Sales Requirement Technical Requirement Minimum of 2 unique individuals complete the following: Minimum of 2 unique individuals complete the following: 2 Sales 2 Technical • Dell Cloud Essentials – DCES0312WBTS • Dell Cloud Essentials – DCES0312WBTS • Dell Cloud Solutions Sales – DCSS0412WBTS • Dell Cloud Solutions Presales – DCSP0412WBTT

Prerequisites Business Requirements • Membership in 1 of 3 VMware® Virtualization partner For Preferred Partners: Beginning twelve months after programs completed Competency, $200,000 minimum sales during • VMware Solution Provider Program, previous four rolling quarters (USD$ or equivalent1, Dell Enterprise or Premier enterprise2 products, Dell Wyse products and Dell Cloud • VMware Service Provider Program, Services only). Enterprise or Premier • VMware Consulting and Integration For Premier Partners: Meets Premier Partner training, demo Partner Program, Infrastructure Virtualization and revenue requirements: $1,500,000 (UK, DE, FR and NL Premier Partner) or $750,000 (Rest of Europe Premier Partner) minimum purchase during previous four rolling quarters (USD$ or equivalent1, Dell enterprise2 products, Dell Wyse products and Dell Cloud Services only). Desktop Virtualization Solutions Competency Link to course catalog

Sales Requirement Technical Requirement Minimum of 2 unique individuals complete the following: Minimum of 2 unique individuals complete the following:

2 Sales 2 Technical Data Center (All 3 required) Data Center (All 3 required) • Storage Overview – ISO1208WBTS • Dell EqualLogic Technical – PSST1108WBTT or • Dell Server Basics – DSB0109WBTS • Dell Compellent Top Gun Storage Architect – • Networking Basics – DPCNB0710WBTS CSSAT0211WBTT • Dell Blades Server Solutions – BSSTT0409WBTT or Client Computing (All 3 required) • Dell PowerEdge Server Solutions – DPES0909WBTT • Dell Desktop Virtualization Solutions – DDVS0312WBTS • Dell Force10 Technical Highlights – FTOS1111WBTT • Dell Wyse Overview – WOS0712WBTS • Dell End User Computing Domain Strategy – Client Computing (All 3 required) EUC0612WBTS – Dell DVS Solutions (Coming soon) – Dell Wyse Hardware & Firmware (Coming soon) 2 Electives – Dell Wyse Software & Management (Coming soon) Data Center Electives: (Choose 1 option below) • Dell EqualLogic Sales Training – PSS0908WBTS Beginning twelve months after completed Competency, • Dell Compellent Top Gun Storage Sales – CSS0211WBTS $200,000 minimum sales during previous four rolling th • Dell Blade Server Solutions (12 Gen.) – DBSS0109WBTS quarters (USD$ or equivalent1, Dell enterprise2 products, th • Dell PowerEdge Tower and Rack Server Solutions (12 Dell Wyse products and Dell Cloud Services only). Gen.) – DTRSS0309WBTS • Dell Force10 Overview – DFO1011WBTS If a Partner holds Preferred or Premier status in the Server Client Computing Electives: (Choose 1 option below) and/or Storage Competencies and/or the Networking • Dell Cloud Essentials – DCES0312WBTS specialisation the corresponding courses will be waived. – Selling DVS Solutions (Coming soon) Prerequisites Membership in a recognised Virtualization vendor partner program, specialisation in Desktop Virtualization • VMware Solution Provider; Desktop Virtualization Competency – VMDV0812CERT • Microsoft® Partner Network, Management & Virtualization competency, Silver or Gold – MVSM0312CERT • Citrix® Advisor; SMB Specialist – CASMB0812CERT

– Coming soon Dell Premier Partner Requirements Link to course catalog

Meets all sales and technical training and demo unit requirements for 2 or more Competency areas plus 1 Solutions course.

Choose 1 Solutions Training Course: • Dell Disk and Tape Backup – DDTB0609WBTS • Dell Management Console – DMC0809WBTS • Dell Virtualization Solutions – DVS1209WBTS • Intelligent Data Management – IDM1210WBTS • Better Healthcare Through Better Storage with Dell – CSHS0611WBTS • Selling Dell Compellent Solutions to Healthcare Decision Makers – CSHS0811WBTS • Integrating Microsoft Hyper-V® with Dell PowerEdge Servers and Dell EqualLogic Storage – IMHV0409WBTS • Dell vStart™ Sales Training – VSRT0511WBTS • Host Integration Tools – for Microsoft Systems, HIT Kit and Disaster Recovery – BCDR0109ILTT or BCDR0109WBTT • Integrating Microsoft Hyper-V with Dell PowerEdge Servers and PS Series Storage – Technical Training – IMHV0409WBTT or IMHV0409ILTT • Integrating PS Series Storage Solution with VMware vSphere™ – IPSSVM0109ILTT or VMPSS0909WBTT

$1,500,000 (UK, DE, FR and NL Premier Partner) or $750,000 (Rest of Europe Premier Partner) minimum purchase during previous four rolling quarters (USD$ or equivalent1, Dell enterprise2 products, and Dell Wyse products and Dell Cloud Services only3).

A minimum of 4 unique people must complete the requirements. Benefits4 of partnering

Dell Registered Partners Dell Preferred Partners Dell Premier Partners

Benefits include: Benefits include: Benefits include: Dell Registered Partner benefits, plus: Dell Registered and Dell Preferred Partner Take advantage of • One-stop online ordering and account benefits, plus: the many benefits of management online • High value, low-cost training the Dell PartnerDirect • Rewards from Dell via PartnerAdvantage • LOB Registration Program • Access to Premier Rebate Program • Flexible partner financing programs • Extended training program through and Premier MDF program today! • Pricing discounts Partner Learning Center (PLC) • Case study collaboration • Available training on the solutions that • Named account team—or a named • Priority access to Dell-generated leads your customers want most Channel Development Manager (CDM) • A named Channel Development Manager Questions? • Access to Dell product image library • Access to Rebate Program (CDM) Contact • Support via the Dell sales account team • Co-marketing support and access to • Priority access to a Channel Marketing EMEA_PartnerDirect_ • Product information, collateral and MDF on a business case basis Manager much more—all available through the • Increased discount on Dell products • Access to Dell Solution Center [email protected] Partner Portal • 120 days deal registration period with • 180 days deal registration period for or your Dell Account • Access to Dell co-marketing materials up to 50 concurrent deals all deals with unlimited concurrent deals Manager. • Deal Registration with a 60-day • 180 days deal registration period for Dell registration period and up to EqualLogic and Dell Compellent deals for 10 concurrent deals Partners holding a valid Dell PartnerDirect Storage Competency • Access to Partner Resource Desk • “Find a Partner” listing on Dell.com

1 Purchases from UK, DE, FR cannot be combined with purchases from ROE to meet this requirement. 2 Enterprise products mean Dell EqualLogic™. PowerVault™, PowerConnect™, PowerEdge™, KACE, Compellent™, Force10™, AppAssure and SonicWALL™ products. 3 Purchase of EqualLogic or Compellent demo unit required. The fully-populated dual controller PS Series demo units FS7500, 6100S, 6100XS, 6110S, 6110XS and 41x0-series models are eligible to meet demo unit requirements at the standard Preferred/Premier Partner discount of 40%. The fully-populated dual controller PS Series demo units 6100E, 6100X, 6100XV, 6110E, 6110X, 6110XV, 6500E*, 6500X*, 6510E* and 6510X* meet the demo unit requirements at the Preferred/Premier Partner higher discount of 65%. Half-populated, single controller PS Series arrays do not meet the demo unit requirements. *Requires Dell Regional Sales Manager permission. 4 If all eligibility requirements are met.