Full Dell Story Deck

Doing Business with Dell
Paul Cooper
Vice President Public Business Group,
Country Manager Dell Canada
Dell by the numbers
Fortune 40 Company
• $52.9 billion in FY10 Revenues*; $3 billion FY10 Operating Income
Financially Sound
• $10 billion+ in cash**; FY10 cash flow of $3.9 billion
Global Reach
• 96,000 Dell team members around the world. Shipping 110,000+ systems
everyday to customers in 180 countries
IT Services Leader
• 41,000 + Dell Services team members; #1 healthcare services provider
Partner to Business
• 98 percent of Fortune 500 do business with Dell. #1 PC provider to large
enterprises and public sector organizations. #1 provider of computers to
SMB’s.
**#38 on Fortune 500 in 2010, * Period ended April 30, 2010
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Dell Communications
Where we are
Manufacturing Facility
Headquarters
EMEA Regional offices:
Austria
Germany
Belgium
Greece
Czech Republic Hungary
Denmark
Ireland
Finland
Italy
France
Morocco
Netherlands
Norway
Poland
Russia
Portugal
Scotland
Slovakia
South Africa
Spain
Sweden
Switzerland
United Arab Emirates
Lodz, Poland
Bracknell, UK
Xiamen, China
Austin
Winston-Salem
Americas Regional offices:
Argentina
Brazil
Canada
Chile
Colombia
Mexico
Panama
Puerto Rico
Eldorado Do Sul, Brazil
Chennai, India
Penang, Malaysia
APJ Regional offices:
Australia
Singapore
China
Hong Kong
India
Indonesia
Japan
Korea
Malaysia
New Zealand
Singapore
Taiwan
Thailand
Dell Communications
We are entering a new era
Virtual era
Internet era
PC/client
server era
Minicomputing
Mainframe
2010s
2000s
1990s
1970s
1960s
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Dell Communications
Virtual era defined
• Consumerization is fundamentally
altering how people use
technology at work and at home
• Social/digital marketing is blurring
and redefining lines of personal,
social and work behavior
• Virtualization and cloud
computing are redefining the
economics of enterprise
computing
• Demand for secure
anytime/anywhere access to
data is changing how we treat
our information
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Dell Communications
Dell’s strategy in the virtual era
Creating
efficient
enterprise
solutions
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Building the
most flexible
and effective
value chain
Accelerating
our online
leadership to
strengthen
customer
intimacy
Dell Communications
Dell Organization Structure
Public
Large Enterprise
Federal & Provincial
Financial Services
Insurance
Higher Education
Manufacturing
K-12
Retailers
Healthcare
Travel and Transportation
Life Sciences
Dell
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Banking and Legal
CSMB
Services
Consumer
Managed Services
Small and Medium Business
Consulting Services
Communication Solutions
Support Services
Confidential
Dell Communications
Leveraging Dell Partnerships
OEM
•
•
•
40+ industry
verticals
12 year track
record
2,000 OEM
customers
Contact
Ron Pugh
Director,
OEM Sales
Ron_Pugh
@dell.com
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Reseller
•
Strategic
the
Alliances
Services
Preferred
Accelerating
Partner Program
Building
most flexible
• Global and our online
Partner Direct
• Delivery of
multi segment
channel
and effective
leadership
storage, to
• Different
program
virtualization
value chain
engagementstrengthen
and Microsoft
model than customer
Practices
traditional
intimacy
channel
Contact
Rick Theiler
Regional Channel
Sales Manager
Rick_Theiler
@dell.com
Contact
Heather Harrison
Strategic
Alliances
Manager
Heather_Harrison
@dell.com
Contact
Claude Turcotte
Preferred Partner
Manager
Claude_Turcotte
@dell.com
Dell Communications
OEM
Dell Communications
Things You Should Know About Dell OEM
12+
years serving
OEM customers
250
custom projects
per year
45%
Growth in 5 years
1400
40+
OEM customers
around the world
OEM industry
verticals
35
25%
Engineers
dedicated to Dell
OEM worldwide
of Fortune 100
companies are
Dell OEM customers
18%
of global commercial
server sales
Dell Communications
The Best of All Worlds
Other
Tier 1
System
integrator
White
box
Global
presence
Specialized
OEM knowledge
Supply chain
efficiency
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Dell Communications
Dell OEM
solutions
customers
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Dell Communications
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Dedicated
resources and
capacity
• Dedicated OEM engineers
• 250 custom projects annually
• 250+ sales/support team
Deep, broad
experience
• 40+ industry verticals
• 12 year track record
• 2,000 OEM customers
Global reach
• Owned support in 180 countries
• Worldwide fulfillment model
• Country-specific regulatory expertise
OEM-capable
products
• Standards-based products
• Access to full Dell portfolio
• Leverage Dell’s buying power
Flexible
services
• In-factory customization
• Online parts dispatch
• Mission-critical support
Dell Communications
Dell Reseller
Program
Dell Communications
IS DELL COMMITTED
TO THE CHANNEL?
“This is not an
experiment
… we are
all in.”
DELL CONFIDENTIAL
Dell Communications
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Develop unique practice areas to open new doors
Focus on
what’s
most
important
to grow
your
business
and
receive
related
benefits
Storage
Servers
KACE
Systems
Management
Networking
& Security
Multiple
competencies
and solutions
Dell Communications
Partner Requirements
Requirements:
– Established hardware, software or
services reseller
– Complete partner application
– Agreement to Terms and Conditions
Requirements:
Registered requirements plus:
– Practice area specific requirements
– Appropriate 3rd party technical
certification
– Relevant product / solutions certification
– Business practices review
– Demonstrated Dell product knowledge
in practice area
DELL CONFIDENTIAL
Dell Communications
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Benefits of Certification by Partnership level
Dell Communications
Partner Portal
www.dell.ca/partner
PartnerDirect Online Store, Premier Pages, Pricing Discounts,
DELL CONFIDENTIAL Deal Reg. PRM Tool, Marketing Resources and more…
Dell Communications
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Strategic
Alliances
Dell Communications
Dell Global Alliances – Who We Are
Global Public
Global Large Enterprise
Global Alliance Partners
Specialized Solutions
Unique Partner
Programs
Global Organization
Business & IT Consulting
Systems Integration
IT Outsourcing
Business Process Outsourcing
Application Outsourcing
Complex Data Center &
Network Management
• Distinct GA partner
engagement model
required
• Relationship, not size,
is the differentiator
• 25 partners worldwide
• Both worldwide & regional
focused partners
• Regional sales, support, &
ops teams
•
•
•
•
•
•
•
Dell Communications
DELL CONFIDENTIAL
Why Dell Global Alliances
GA Partner Needs
Are Different
•
•
Global & multi-segment
coverage required
Different engagement
model with GA partners
vs. the traditional
channel
Dell’s Indirect
Routes To Market
Our Market
Is Unique
Tremendous
Growth Potential
GA represents Dell in areas
where we do not
participate
GA partners are specialists
in Consulting, Systems
Integration, ITO, BPO,& AO
•
•
Global Alliances
GCC & Public Channels
Public
Channels
Registered
Partner
•
•
$17B+ WW market
opportunity
Strong growth
rate/significant
opportunity
As partner specialization
increases, so does the need for
distinct partner engagement
models
Certified
Partner
Consumer
Best Buy
Tesco
GOME
Walmart
Dell Communications
DELL CONFIDENTIAL
Global Alliances Partner Requirements
Our Partners are Unique
Global in Nature
 Presence
in 2+ Dell Regions
 Contract Complexity
 Global/Segment Negotiations
 Unique Ts & Cs
 Global Financial Impact
Global Market
Command
 >$1billion in revenue
 Minimum $100 million in
Dell addressable spend
Global, Cross Segment Presence
 Supports both Commercial
& Public markets across
multiple geographies
 Industry specialty in areas such
as Defense & Healthcare
Global Integrated
Services Stack
 Program Management
offerings
 Information Technology
Outsourcing
Business Process
Outsourcing
Segment Application service
offerings
 Enterprise Application
offerings
 SAP/PeopleSoft/ERP
 Oracle
 Business Intelligence
 Data Center Services
 Network Services
 Business & IT Consulting
Global Innovator
 Invention of Market Ideas
 Developer of Go to Market
strategies for complex offerings
Accenture – ACS – ATOS Origin – Bell – Boeing – CapGemini – CGI – Compucom – CSC – Deloitte – Ernst & Young– Fujitsu
– General Dynamics – Getronics – Harris – HCL – Infosys – IBM – LogicaCMG – Northrop Grumman – Raytheon – SAIC –
Siemens – Steria Xansa – T Systems – Tata – Telus – Unisys - Wipro
Dell Communications
Dell Services
Preferred
Partner Program
Dell Communications
Dell Services Preferred Partner Program
For delivery in Storage, Microsoft and
Virtualization practices
• Industry certifications/expertise (Microsoft, VMware, EMC)
• Price competitive and good value – Preferred Partner Rates / Rebates
• Transparent pricing models (i.e. Open Book where required)
• Scale - sufficient scaled capacity to fulfill Dell expected partner need in
Preferred Practice area nationally
• Ability to grow and adapt to Dell’s needs
• Mutual lead generation
• Willingness to invest in Dell – Invested Resources
• Where relevant IP contribution or value add “IP Preferred Partners”
Dell Communications
Leveraging Dell Partnerships
Customer
Best of breed partners
Closer partner alignment to
Dell
Better partner knowledge
of Dell IP
As Business Partners are
aligned with Dell to deliver
first class service
Increased partner loyalty
more stable and value
added relationships with
customers
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Partners
Building
the
most
Increasedflexible
revenue
and
effective
Active managementpreferred chain
partner manager
value
and Executive Sponsor
Increased marketing rights
Joint opportunity planning
Greater access to Dell IP &
training
Where relevant access to
Dell roadmap
Dell
Accelerating
our online
Accelerated
sales of Dell IP
and products.
leadership to
Simplified
engagement
strengthen
model
customer
More partner support
intimacy
dedicated
Dell teams
More loyal and aligned
business partners
Flexible partner framework
Fully qualified and
accredited partners on
Industry standards and Dell
IP
Dell Communications
Thank You
Dell Communications