channel partners: keeping an ever-growing customer base evergreen with services
TRANSCRIPT
MT14: Keeping an ever-growing customer base evergreen with servicesCheryl Cook, Vice President, Global Channel and AlliancesJim Roth, Executive Director, Dell Global Support and Deployment
“Customers want additional ways to purchase Dell products, and we plan to deliver on a global level.”
– Michael Dell, 2007
How many of you…
1. Are online more than offline in the course of a day?
2. Have children who seem to be online all day and night?
3. Are hiring for cloud, big data, or IoT?
4. Regularly use wearable technology?
Wearable devices:
2014: 45.7m
2019: 126.1mPew Research Center 2015
1.7 million apps for
AndroidAppBrain, September 2015
Telemedicine
technologies
18.4% CAGRRNCOS, May 2015
1/4 teens online
almost constantlyPew Research Center 2015
Sweeping changes
1. Infrastructure complex and virtual
2. IT skills specializing in apps, workloads, BI, etc…
3. Pressures competition, new tech, and market expectation
"Storage, networking and server hardware are still
big from a channel perspective … clients buying those
products have a need within infrastructures of a big
enough size that it requires the skill sets of the
partners to deploy those products."
Source: North America Server, Storage and Enterprise Networking Channels 2014-2018 Forecast: Direct Versus Indirect IT Spending, September 2014
Paul EdwardsDirector of Infrastructure Channels Research
IDC
IT puts money in the bank
Average $2,000 saved per device
in deployment costs,
plus user productivity savings
An annual savings of $134,000for an SMB company averaging
3,700 employees
Source: IDC White Paper, sponsored by Dell, Growing Business Value by Utilizing Deployment Services, August 2015
EaseInsights
ProDeploy
• Single point of project management
• Install and configure system software
• Implementation planning
• Site readiness review
Training and Certification
• Dell deployment training
• Recognition with online badge
• Industry recognized 3rd-party deployment certification
ProDeploy Plus
• Tool-driven environment mapping
• Multivendor integration for networking
• Storage data migration recommendation
• 30-days of post-deployment configuration assistance
Experts
Basic Deployment
• Expert deployment technicians
• Onsite rack, stack cable and label
• Packaging material disposal
• Consistent hardware installation
ProDeploy Enterprise Suite
For your customer:
• Reduces deployment administration time by 91%* leaving more time for research and innovation
• Ensures optimal deployment
• Ensures proactive, automated support
• Keeps your team resources optimized
* Source: Deploying New Dell Solutions with Dell Deployment Services, a Principled Technologies Test Report commissioned by Dell, August 2015
For you:
• Supplement your capabilities and expand into new markets
• Increase margin opportunity when you co-deliver
• Reduce deployment issues with Dell’s lab and tools
• Gain global reach with Dell’s experienced engineers
• Easier to sell
Dell DeliveredResell
Deployment Service Competency
ResellCo-Delivered
ProDeploy
Deployment Services
Competency
Supplement with Dell Services
Partner DeliveredPartner DeliveredPartner Services
Flexible resell and co-delivery models for partners
Deployment Services Competency• Authorizes partners to
deploy Dell hardware
• Ensures greater expertise, accuracy and efficiency
• Access to exclusive Dell tools, best practices, and the latest critical technical updates
• Enables partners to expand reach, grow deployment opportunities and increase revenue
Hold hardware
competency for storage or
networking
Dell approves
application
2 engineers with deployment
certification for storage or networking
Preferred or
Premier partner
Submit Deployment Competency application
1 2 3 4 5Deployment
Services Competency to co-deliver
Accept co-deliver
T&Cs
6
Requirements for co-delivery
Take recommended training courses atLearnDell.com
Schedule and purchase exam at 5,500 testing centers in 182 countries
Digital badge is available within 5 days after passing exam and valid for 2 years
Training Exam1 2 3 Certification
Certification path
ProDeploy Enterprise Suite is eligible for Dell Partner AdvantEdge by…
• Successfully completing ProDeploy sales training
• Selling ProDeploy
• Selling ProDeploy Plus (2x)
Sonia St. CharlesChief Executive Officer and Founder
Davenport Group:
First to have two engineers certified on SC series
First to have two engineers certified on N & S series
First to achieve dual competencies in storage and networking
Highest number of engineers certified in a single firm
Dell Channel Partner reaction so far…