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

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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

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Mega trends bring huge potential and risk

Big data MobilityCloud

Security and risk mitigation

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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

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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

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PartnerDirect program structure: Now including software

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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

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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

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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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Open discussion