Dell EMC Services SC Series Services opportunities for

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Dell EMC Services SC Series Services opportunities for Partners

Dell EMC Services SC Series Services opportunities for Partners

Dell EMC has the solutions to midrange IT challenges Partners with Dell EMC Services

Dell EMC has the solutions to midrange IT challenges Partners with Dell EMC Services Competencies are trained to resolve these issues Customer challenges • Pressure to do more with less • Budget shifts • Managing IT infrastructure • Increasing pace of business growth • Managing excessive data growth • Affordable cloud adoption • Dependency on External Resources • Need qualified, trusted partner • Minimize risk and downtime • Storage lifecycle complexity • Acquisition, Configuration, Management and Support 2 ©©Copyright 2018 Dell. Inc. Dell EMC solutions • Cost effective • For any budget or situation • Empower IT personas • Future proof • Any workload (file/block) • Any protocol, network • Any deployment strategy • Any protection strategy • Uniquely qualified • #1 leader with full hardware/software portfolio • Lifecycle Quality • Easy web ordering • Self-optimizing architecture • All-inclusive software options • Self-service and support

The SC Series product family Market leading customer solutions for midrange storage needs SC

The SC Series product family Market leading customer solutions for midrange storage needs SC Series Hybrid SC 5020 Dell EMC SC Series © Copyright 2018 Dell Inc. SC Series All-Flash SC 7020 F SC 7020 SCv 3000/3020 3 SC 9000 SC 5020 F

Services drives business growth Selling Services equals higher bookings, faster close rates and higher

Services drives business growth Selling Services equals higher bookings, faster close rates and higher CSAT Total hardware sales Close ratio Deals with Services: 1. 8 X 80% With Services Without Services 80% increase in Enterprise hardware sales 30% higher Net Promoter Score (NPS) Up to 2 X higher order close rate ENTERPRISE Data source: Dell EMC Internal Analysis, conducted March 2017. Based on global SFDC (Sales. Force. com) services and hardware data from Q 1 FY 2016 through Q 4 FY 2017. 4 © Copyright 2018 Dell Inc.

Dell EMC Services benefit you and your customers Accelerate customer technology adoption, time-to-value, ROI

Dell EMC Services benefit you and your customers Accelerate customer technology adoption, time-to-value, ROI Increase revenue Margin & profitability Align business and IT outcomes 5 © Copyright 2018 Dell Inc. Customer satisfaction Accelerate return on technology investments Loyal customers Achieve peak performance and efficiency Competitive advantage Maximize availability Deliver solutions Optimize staff skills

Resell our services, delivery your own or do a combination of the two choices

Resell our services, delivery your own or do a combination of the two choices Customer Engagement Resell Dell EMC Services to enhance value and earn rebates RESELL SERVICES Dell EMC Expand your services capabilities by obtaining Services Competencies PARTNER DELIVERED Partner Customer Satisfaction #1 DELL EMC SERVICES Driving the rapid adoption and the optimization of technology CONSULTING 9 © Copyright 2018 Dell Inc. DEPLOYMENT SUPPORT EDUCATION MANAGED SERVICES

Earn rebates reselling Dell EMC Services The more you sell, the more you earn

Earn rebates reselling Dell EMC Services The more you sell, the more you earn Services rebate opportunities • Attach Pro. Support or Pro. Support Plus to any eligible Client, Server or Networking product to earn rebates based on total revenue. * • Sell other eligible Dell EMC Services offerings, including Deployment, Consulting, Residency, Service Cards and more to earn rebates based on total services revenue. ** Earn Services Rebates starting at Dollar 1 Program highlights • No Services gates or targets • Robust Services offerings complete customer solutions • Upfront visibility into rebate estimates *Rebate payout percentages may vary in different regions. Please contact your account manager for more information. **Excludes EMC renewals. Please refer to the Dell EMC Partner Program Benefits and Requirements document in your region for additional information. 7 © Copyright 2018 Dell Inc.

Rebate example: other services Rebate payout percentages Consulting Solution Provider 3. 5% Deployment of

Rebate example: other services Rebate payout percentages Consulting Solution Provider 3. 5% Deployment of Services Revenue Education Plus many other Services offerings Example only – North American region zone 1. Base Payout amounts differ by region and hardware product type. Total revenue equals product plus services. See regional Benefits and Requirements document for more information. Solution Providers are paid on sell in and sell through with valid service tags. 8 © Copyright 2018 Dell Inc.

Steps to service delivery enablement Services is simplifying the steps to obtain Services Competencies,

Steps to service delivery enablement Services is simplifying the steps to obtain Services Competencies, streamlining the training, and putting in predictable measures to help partners maintain your services delivery credentials. Our goal is to measure and reward partners for the value delivered to customers and help increase partner differentiation in markets served. TRAIN ENABLE • Review SC Series training path on the Services Delivery Enablement Matrix • Achieve minimum # of certifications* and resources and pass certification exams • Take training based on service type (deployment or support) • Monitor certification achievements in Program Tracker MAINTAIN • Monitor performance via Service Delivery Performance Scorecard • Achieve or exceed metric baselines to retain delivery enablement status *A certification is achieved by an individual resource at a partner company by passing prerequisites and a proctored exam. A Services Competency is a credential achieved by a partner company for meeting the Dell EMC competency requirements, including the required number of certified individuals. This number varies slightly by partner tier level and region. 9 © Copyright 2018 Dell Inc.

SC Series Certification learning path Dell EMC SC Series Storage Recommended Training • SC

SC Series Certification learning path Dell EMC SC Series Storage Recommended Training • SC Series: • Planning Training • Installation and Configuration Training Prerequisite for certification Required certification Services Competency for Deployment • Specialist - IE, SC Series Exam [DES-1721] • Associate - Information Storage and Management • Expert, SC Series Exam* [DEE-1721] • Storage – SC Series *Associate is a prerequisite for Certified Associate and Specialist is a prerequisite for Certified Specialist. Expert is not a prerequisite to earn a Services Competency Please visit the Dell EMC Partner Academy, Services Delivery Enablement Matrix or contact the Services Partner Helpdesk for more information. 10 © Copyright 2018 Dell Inc.

Winning together with SC Series Increase revenue and value by including these services Minimum

Winning together with SC Series Increase revenue and value by including these services Minimum Services to attach Partners without a Services Competency for SC Series (Resell Dell EMC Services) Partners with a Services Competency for SC Series* (Suggested Dell EMC Services) Recommended Services to attach Key Additional Services to attach • 3 -year Pro. Support for Enterprise with NBD* • Pro. Deploy for Enterprise • 3 -year Pro. Support Plus for Enterprise with NBD • Pro. Deploy Plus for Enterprise • Migration (IDM) • Residency • Optimize for Storage • Pro. Support for Enterprise with Next Business Day • Basic Deployment • Migration (IDM) • Residency • Optimize for Storage Services Competencies are earned at the product level. See the Service Delivery Enablement Matrix for more information. . *NBD = Next Business Day/Non-CRU (Customer Replaceable Units) only **Partners with a Services Competency for SC Series can choose to resell the suggested Dell EMC Services, provide their own services or complement our services with their services. 11 © Copyright 2018 Dell Inc.

Additional Dell EMC Service Offerings Overview Information 12 Intelligent Data Mobility Residency Services Optimize

Additional Dell EMC Service Offerings Overview Information 12 Intelligent Data Mobility Residency Services Optimize for Storage Intelligent Data Mobility (IDM) is a migration service available across all Dell EMC Storage products. It uses a proven methodology utilizing a factory and blueprint approach to move data quickly and securely. IDM is at the heart of how Dell EMC is able to help customers achieve faster time to value, at a lower cost. Residency Services provide technology experts to optimize configurations, processes and procedures, and share knowledge with IT staff. Residents help customers transition to new Dell EMC technologies and optimize data center operations. Optimize for Storage* provides indepth analysis and strategic guidance from a designated Enterprise System Analyst (ESA) to keep your customers’ Dell EMC storage systems optimized and configured for year-round peak performance. © Copyright 2018 Dell Inc. *Available for Dell EMC Unity and SC Series storage products.

Additional Dell EMC Service Offerings Customer and Partner Benefits Residency Services Optimize for Storage

Additional Dell EMC Service Offerings Customer and Partner Benefits Residency Services Optimize for Storage Customer Benefits • Move data with minimal disruption, time and cost • Increase staff expertise with knowledge sharing and best practices • Improve ROI and day-to-day operations • Accelerate time to value on newly purchased equipment • Accelerate technology adoption and maximize infrastructure capabilities • Leverage the expertise and industryleading best practices of Dell EMC • Optimize the operation and management of your data center Intelligent Data Mobility Customer Benefits Partner Benefits • Faster migrations – more time for additional sales opportunities • Certified resources spend less time on each migration • Utilize Dell EMC proven methodology, best practices and tools Partner Benefits • Additional support services to provide customers with a complete technology solution on their time table • Utilize Dell EMC Services resources and expertise while your resources continue to focus on business growth • Excellent opportunity to earn additional services rebates 13 © Copyright 2018 Dell Inc. • Ongoing best practice advice, technical guidance and knowledge transfer, plus assistance with critical support issue • A comprehensive planning session for the year ahead: addresses goals, strategies and expectations Partner Benefits • Opportunity to provide customers with a valuable , long-term support service • Ongoing and increased account value • Improved customer-support-sales relationship • services rebates

Next steps for success Follow these steps to increase customer satisfaction and revenue opportunities

Next steps for success Follow these steps to increase customer satisfaction and revenue opportunities 1 2 3 Complete the Services Competency training for SC Series Review the SC Series Services Opportunities Engage with the Dell EMC Services channel sales team* and utilize our extensive sales resources and incentive programs for ultimate success • Attach Dell EMC Services • Complement your services capabilities with Dell EMC Services or provide your own services • Accelerate sales and delivery engagements with our key additional services *Contact your Dell EMC Services sales representative to find out about any incentive programs. 14 © Copyright 2018 Dell Inc.

Services sales and marketing resources Deployment Support Product Services and Helpdesk Information Partner Incentive

Services sales and marketing resources Deployment Support Product Services and Helpdesk Information Partner Incentive Information • • Pro. Deploy for Enterprise – Collateral for Pro. Deploy for Enterprise Residency – Collateral for Residency Services Deployment – Services Delivery Enablement overview information Intelligent Data Mobility - Partner Sales Card • Pro. Support for Enterprise – Collateral for Pro. Support for Enterprise • Optimize for Storage* – Overview Presentation and FAQ • Support – Services Delivery Enablement overview information • SC Series Information Page and Reference Guide • The Services Partner Helpdesk (SPH) assists with all services program inquiries. Open a case via the “Cases” tab from Salesforce. com or via the webform • Rebate overview – Partner-facing rebate sales overview • Incentives information – scroll down to the tools and resources section/incentives to MDF and spiffs (i. e. , My. Rewards) Firefox or Google Chrome are best for viewing the links *Available for the Dell EMC Unity and SC Series products at this time.