New Software Competencies Enable Dell Channel Partners to Capitalize on End-to-End Solution Offerings

  New Software Competencies Enable Dell Channel Partners to Capitalize on
  End-to-End Solution Offerings

  *New software competencies provide specialized training and learning paths
    for Dell PartnerDirect partners
  *Dell PartnerDirect Service Provider program offers business and technical
    support, customized pricing and billing and additional benefits unique to
    service provider model
  *Trusted advisors benefit from new commercial referral fee program

Business Wire

ROUND ROCK, Texas -- September 3, 2013

Dell today announced improvements to its channel partner programs, including
software-specific enhancements to its PartnerDirect program through four new
software competencies, as well as new service provider and referral programs.

The enhancements highlight Dell’s commitment to enabling channel partners to
sell end-to-end solutions through one simple program, and increase the scope
and revenue potential of their partnerships. Partners selling a mix of Dell
hardware and software can now achieve Premier status through a mixed
competency, while an advanced competency offers a path to Premier for partners
specializing in a single line of business. Today also marks the official
transition of legacy North America and EMEA partners from disparate partner
programs such as Quest Partner Circle into the PartnerDirect program. The
KACE, AppAssure, and SonicWALL partner communities had been transitioned
earlier in the program’s lifecycle and fit well into the four software
competencies introduced today.

Historically, the Dell PartnerDirect program has focused on enabling and
promoting hardware sales for Dell partners. Over the past year, Dell has
launched an aggressive strategy to build scalable enterprise software
offerings into its solution portfolio in the areas of datacenter and cloud
management, information management, mobile-workforce management, and security
and data protection, with the objective of becoming a full service, end-to-end
IT solutions provider. Today, Dell’s software division is one of the largest
software companies in the world, with a $1.2 billion business selling into 90
percent of Fortune 1000 companies and supported by 6,000 dedicated software
employees worldwide.

“Software partners have unique requirements and SonicWALL has always done a
tremendous job of not only meeting those needs, but also driving tangible
business benefits and lucrative rewards for partners,” said Joe Thompson, VP
Channels, Abacus Solutions. “As acquired companies like SonicWALL transition
into PartnerDirect, we are confident that Dell is committed to maintaining
that partner equity. We are always excited to explore the potential that comes
with partnering with Dell and leveraging its end-to-end solution offering for
the good of our customers.”

Dell Software PartnerDirect Competencies

The enhanced program features customized requirements and revenue thresholds
for software partners to achieve Premier and Preferred Partner status. The
software competencies will allow Dell to better serve the needs of its
combined channel partner community, including software- and hardware-focused
partners, as well as partners selling a combination of both.

PartnerDirect competencies provide specialized learning paths for channel
partners to validate and distinguish their expertise, leading to increased
profitability and competitive advantage. The new software competencies
announced today are as follows:

  *Security: Includes identity and access management, as well as network,
    endpoint and email security
  *Systems Management: Includes client management, performance monitoring,
    Windows Server management, virtualization and cloud
  *Data Protection: Includes enterprise backup/recovery, virtual protection,
    application protection and disaster recovery
  *Information Management: Includes database management, business
    intelligence/analytics, applications and data integration, and big data

Dell Software partners can now take advantage of vital PartnerDirect benefits

  *New paths to Premier status to drive even greater revenue potential,
    including a blended competency for partners selling Dell’s end-to-end
    hardware and software offerings
  *Rewards for training and sales achievement through Dell Partner AdvantEdge
  *Marketing and Market Development Funding for lead generation
  *Concierge-level, white glove support from the Certified Partner Resource
  *Free or low-cost, high value online and instructor-led training

“Trained partners sell four times more than their untrained counterparts,”
said Marvin Blough, executive director of Worldwide Channels and Alliances for
Dell Software. “We are very excited to bring our partners a tremendous array
of new benefits to expand their revenue potential and the scope of their
customer relationships. It is a huge win for all of us to be part of a single
program with end-to-end solution offerings and endless possibilities.”

Service Providers

Recent enhancements to PartnerDirect also include a new Dell Service Provider
program. More than 150 Dell Software products are currently available to
service providers to greatly simplify service provider business processes.
Service providers receive flexible pricing and billing to suit their unique
business models and, in many cases, are only required to manage one contract,
one usage report and one invoice each month or quarter. This enables service
providers to use Dell solutions for managing Windows messaging, collaboration
and identity management, as well as virtual environments, databases and
applications, without incurring capital expense or extending that cost to
their customers. Dell Service Provider program benefits also include marketing
and business planning support as well as training and certification.

Referral Fee Program

With today’s announcement, Dell is also introducing a referral fee program for
Dell Software solutions sold in the commercial sector. This program rewards
partners who act as trusted advisors and support the sales process by
referring Dell Software solutions. Similar to other PartnerDirect incentives,
the referral fee is aligned to both program level and sales involvement.

Market Opportunity

The Dell PartnerDirect software enhancements announced today empower Dell’s
channel partners to take advantage of tremendous market opportunities in this
growing space. Recent findings that illustrate the opportunity for partners in
areas such as systems management, cloud technology, data protection and access
management include:

  *Gartner reports that in 2012 IT operations management software grew 5
    percent and generated $18 billion in revenue^1. Gartner also found that
    the enterprise distributed system backup/recovery software market was
    valued at $4.4 billion in 2012, and it is projected to grow to $6.8
    billion by 2017, for a five-year compound annual growth rate of 9.0
  *Harvard Business Review found that 85 percent of businesses expect to use
    cloud technology moderately to extensively in the next three years.^3
  *IDC found that the identity and access management market was $4.4 billion
    in 2012, growing at a five-year CAGR of 9.4 percent.^4 Dell has grown 27.1
    percent and is 8th largest IAM vendor.

About Dell

Dell Inc. (NASDAQ: DELL) listens to customers and delivers innovative
technology and services that give them the power to do more. For more
information, visit

^1 Gartner “Market Share Analysis: IT Operations, Management Software,
Worldwide, 2012” by Laurie F. Wurster, Federico De Silva, Matthew Cheung, 3
May 2013
^2 Gartner “Magic Quadrant for Enterprise Backup/Recovery Software” by Dave
Russell, Pushan Rinnen, 5 June 2013
^3 Harvard Business Review, “How the Cloud Looks from the Top: Achieving
Competitive Advantage In the Age of Cloud Computing” 2011
^4 IDC, “Worldwide Identity and Access Management 2013–2017 Forecast” Doc #
241685, June 2013


Media Contacts:
Dell Inc.
Laura Thomas, + 1-512-723-1716
WPP Team Dell
Caroline Skinner, +1-415-268-1620
Analyst Relations Contact:
Melissa Liton, + 1-650-316-1238
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