Partnering With Dell Technologies Services SP

2023
Partner and win

with Dell Services
Enhancing value & growing profitability
Solution Provider, cloud Service Providers & OEM Solutions
The information contained in this presentation is proprietary and considered Dell Technologies Confidential information. THIS INFORMATION IS BEING
PRESENTED FOR INFORMATIONAL PURPOSES ONLY AND ADDITIONAL TERMS AND CONDITIONS APPLY TO YOUR PARTICIPATION IN ANY OF
THE PROGRAMS PRESENTED HEREIN. Dell Technologies reserves the right to modify the terms of the Program and/or eligibility requirements applicable to
the Program at any time or to terminate the Program at any time at its sole discretion. In this document, “Dell Technologies” refers to the business units
previously referred to as “Dell” and “Dell EMC” and excludes Secureworks, Virtustream, and their respective independent partner programs. THESE
MATERIALS MAY CONTAIN TYPOGRAPHICAL ERRORS AND TECHNICAL INACCURACIES. THE CONTENT IS PROVIDED AS IS, WITHOUT EXPRESS
OR IMPLIED WARRANTIES OR GUARANTEE OF ANY KIND.
Copyright © Dell Inc. All Rights Reserved. Dell Confidential – for Partner internal use only.
Agenda
2023 Channel program
Services highlights
Services focused on end-to-end customer solutions›
Partner Program services alignment ›
Dell Services opportunities ›
Services rebates ›
Services competencies ›
Additional services opportunities ›
Account planning ›
Resources ›
What’s on the minds of customers?
They are focused on outcomes and customer experience, resulting in new requirements and expectations
“As a Service” Augmentation Sustainability Security &

& automation continuity
70%
of all technology and
80%
will use AI-assisted, cloud-
94%
plan to maintain or
72%
need external help to
services spending is linked governance increase their investment cover IT security and risk
shifting to as-a-service and services to manage, in asset disposition requirements2
outcomes-centric models1 optimize, and secure services2
dispersed resources/data1
69% worry they don’t have the necessary skills for digital transformation
1
IDC FutureScape: WW IT Industry 2022 Predictions, October 2021, Doc #US48312921
2
A commissioned study conducted by Forrester Consulting on behalf of Dell Technologies, March 2021
3
The Breakthrough Study, conducted by Vanson Bourne on behalf of Dell Technologies, April 2022
Dell Services
Driving the rapid adoption and optimization of digital technologies
Consulting Deployment Support Managed Education

Applications & Data ProDeploy Suite ProSupport Suite ProManage Proven Professional
Cross Consulting Data Migration Multivendor Support Infrastructure Certifications:
Modern Workforce Connected Provisioning PC as a Service Lifecycle Hub Security
Multicloud PC Configuration Accidental Damage Cyber Security Cloud
Resiliency & Security Residency Asset Recovery Detection and Response Data Science
Dell APEX Technology Architect
Foundational Technology
BOOST ACCELERATE EXPEDITE MITIGATE

TIME-TO-VALUE DEPLOYMENTS COST SAVINGS BUSINESS RISK
Please visit the Portfolio Services section of the Dell Technologies Partner Portal for more information.
Comprehensive Services
Partner Program Integration
Rebates* Incentives Campaigns Services Sales Renewals

and Delivery
Competencies
*Total revenue refers to eligible product revenue + services revenue. Rebate payout percentages may vary in different region. Support services rebates are not
available for Partners in Greater China. Dell Services are only eligible for rebates to Partners in certain regions of Greater China. Please contact your account
manager for more information.
Please refer to the Dell Technologies Partner Program Benefits and Requirements document for your region for additional information.
Dell Services Delivery
Choose the option(s) that best meet the needs
of your customers and own business objectives
Choose how you capitalize on services opportunities
Address customer needs, build capabilities and grow profits through multiple delivery options
Resell Deliver Co-deliver

Leverage Dell Technologies Dell Services-enabled Partners
• Sell Dell Services • Sell your own services • Sell Dell Services
• Dell experts handle delivery • You own delivery, leveraging Dell • Share delivery with Dell experts
• Earn rebates Technologies tools and training • Earn rebates and reimbursements
• Augment your own capabilities • Maximize margin opportunities
• Extend capabilities
• Market your expertise
For more information, please visit the service section of the Dell Technologies Partner Portal.
Earn rebates reselling Dell Services
The more you sell, the more you earn
Earn services rebates starting at dollar 1
Services Rebate Opportunities

Attach 3+ year ProSupport or Sell other eligible Dell Services Upselling Dell Services augments
ProSupport Plus to any eligible Client, offerings, including Professional your base rebates and helps drive
Server or Networking product to earn Services, Deployment, Consulting and profitability, ensuring your customers
rebates based on total revenue.* Residency and more to earn rebates get the best possible experience.
based on services revenue.**
*Total revenue refers to eligible product revenue + services revenue. Rebate payout percentages may vary in different region. Support services rebates are not available for
Partners in Greater China. Other Services are only eligible for rebates to Partners in certain regions of Greater China. Please contact your account manager for more information.
**Excludes storage renewals. Please refer to the Dell Technologies Partner Program Benefits and Requirements document for your region or additional information.
Non-Rebate Deals (NRD) Dell technologies reserves the right to not pay incentives in certain circumstances, including, without limitations, where partner has purchases products at
pricing or discount that are below Dell Technologies’ standard pricing.
Partners: Eligible Dell Services
Resell Dell Services to earn rebates
Attached Attached Asset Recovery
Professional Services
ProSupport* ProSupport Plus* Services1
ProSupport ProSupport Plus • Asset Recovery Services • Anytime Upgrade • Education Services
ProSupport Flex for PCs ProSupport Plus Mission Critical • Asset Resale and
Recycling
ProSupport Mission Critical
• Consulting • Managed Services
ProSupport One for Data Center
2x Multiplier: • Applications & Data • Dell Lifecycle Hub
7% (3.5% x 2) • Cross Consulting • Managed Detection and
of Response2
ProSupport Plus for Client services revenue • Modern Workforce
ProSupport for Client
• ProManage
1.0% of total revenue 1.5% of total revenue • Multicloud
• Resiliency & Security
ProSupport for Enterprise ProSupport Plus for Enterprise • Residency3

(Server and Networking) (Server and Networking)
1.5% of total revenue
• Deployment • Support
0.15% of total revenue
• ProDeploy Client Suite • After Point of Sale (APOS)4
• ProDeploy Infrastructure • Near Point of Sale (NPOS)5
Suite
3+ year support required for attach

and sell-in attach options.6
3.5% of
services revenue
To learn more about the extensive Dell Services portfolio, please visit the service section of the Dell Technologies Partner Portal.
*Eligible Dell Professional Services excludes: ‘Basic Hardware’ support for APOS and NPOS and point of need Support Services
*Rebate and MDF includes attached services on Server+ and Client+ categories, for eligible Client, Server and Networking hardware products only.
1 Asset Resale and Recycling Services will be eligible for the Asset Recovery Services rebate in locations where Asset Recovery Services is not yet available. The Asset Recover Services rebate is appliable to Server+ and Client+ only. 2 Minimum
subscription term is one year. Please refer to the Managed Detection and Response rebate process document for more information. 3 Servicios Especializados de Gestión de Tecnologia is available in Mexico. 4 APOS excludes all Storage renewals.
5 NPOS/Service cards are categorized as Sell Through Attach for Distributors. 6 Attached services have different rebate percentage payouts.
Please refer to the Dell Technologies Partner Program Benefits and Requirements document for location-specific information.
Dell Services Competencies
From sales to delivery and Proven Partner training opportunities
Training Competencies
The Dell Technologies Partner Program offers company-level competencies, which include individual certifications and credentials with the
flexibility to specialize in certain Dell Technologies solution areas. These competencies, which span sales, pre-sales, technology and
services help ensure that you have the appropriate knowledge and skillset to meet your customers’ needs. By completing competencies
you can benefit from increased sales due to greater expertise in Dell Technologies products and solutions. In addition, competency
completion helps you work toward Program tier requirements and rebate eligibility.
TIER RECOGNIZED
REBATE ELIGIBLE
Portfolio • Service Sales

Services1 Solutions
• Proven Partner • CSP Solutions
Completion of a portfolio competency unlocks rebate • Service Delivery
eligibility within its respective Product Category. – Client – Datacenter • Data Centric Workloads
– Converged/Hyper- Infrastructure – Data Analytics & AI
converged – Hyperconverged – Oracle Workloads
APEX+ • Server Infrastructure
Infrastructure – SAP Workloads
• Dell APEX • Networking – Dell APEX Customer- – Unstructured Data
Solutions
– SQL Workloads
managed*
Storage+ Client+ – Data Protection • Dell Technologies Unified Workspace
• Storage • Core Client – Networking • OEM Solutions
• Data Protection • Workstations – Server
– Storage
• CI/HCI • Dell End Point
Security Learn more about Dell
• Dell Clients for VDI Services Competencies
• Latitude Rugged
Refer to the Services Competencies Benefits & Requirements Guide for additional details
1
Please refer to the Partner Training Guide for additional details.

Services Sales Competency
The Services Sales Competency will help partners understand, position and sell Dell Services, increasing
partner earning potential.
Introduction Key Elements

• Awareness of Dell Services Portfolio and offerings
• Services Sales Competency enables Partners to • Resell of Dell Services to augment partner services
address customer needs based on positioning the
• Covers significant value add of Dell Professional and
most appropriate services during the customer
Consulting services
lifecycle including:
• Dedicated learning path and curriculum for Sales and Pre-
• Assessment, Consulting & Security Services
Sales roles
• Deployment & Support Services
• Residency & Education Services
• Managed Services
Key Benefits
• Recognition of Partner Sales & Presales capabilities

• This enables Partners to effectively position, sell • Eligible for contribution towards tier attainment
and maintain end-to-end solutions
• Earn Incentives for services resell
Visit the Dell Services Reselling page on the Partner Portal for more information.
Please use Firefox or Google Chrome for viewing the links. It may be necessary to copy the link into the browser to access the information.
Earn Services Delivery Competencies
Increase business opportunities by expanding your delivery skill set
Increase business opportunities Enhance your value to customers
Establish deep customer

Build recurring revenue
relationships
Differentiate by being
Reduce IP development costs
authorized by Dell Technologies
Leverage technical Access 35,000+ Dell Services team

training & certification members
Dell Services Delivery Enablement
APPLY & ONBOARD
Interested metal tier partners and Distributors should submit a New Partner Application
via a Channel Services Helpdesk case found under Support on the Partner Portal.
FOLLOW THESE STEPS TO DELIVERY ENABLEMENT SUCCESS

Unified requirements Clear training paths Practical resource requirements
Integrated audit process Robust scorecards Extensive services competency portfolio
TRAIN ENABLE MAINTAIN

Review services competency requirements Achieve minimum # of certifications & Monitor performance via
on the Services Competency Matrix or resources & pass certification exams Program Tracker
Program Tracker
Monitor certification and competency Achieve benchmark performance to
Take training based on service type achievements in Program Tracker retain performance benefits and
(deployment or support) earn new competencies
Please review the Services Competencies Benefits and Requirements Guide for current details.
Dell Services has simplified the steps to obtain Services Competencies by 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.
Dell APEX Partner Deploy Option
Three key Customer-managed Dell APEX outcome services are eligible for partner deployment
Partner Opportunity: Partner Benefits:

• Services-delivery enabled Partners have the opportunity • Enhance the economic benefits to partners
to deploy the following Dell APEX offers: • Enable partners to provide a better end-to-end
– Dell APEX Data Storage Services customer experience
– Dell APEX Hybrid Cloud
• Facilitate greater technical coordination for partners
– Dell APEX Private Cloud delivering complex solutions
Available Dell APEX offers and required

deployment competencies
Dell APEX Cloud Services Dell APEX Cloud Services

Hybrid Cloud Private Cloud
Competency: VCF on VxRail Competency: VxRail
Dell APEX Data Storage Dell APEX Data Storage

Services - Block Services - File
Competency: PowerStore Competency: PowerScale
Please visit the Services Competency Matrix page on the Dell Technologies Partner Portal for requirements and additional information.
Proven Partner Services Competencies
PPSC Competencies Currently Available
Storage
Partners with a Proven Partner Services Competency are Server
recognized for holding a broad set of knowledge and
Networking
capabilities that address the infrastructure needs of their
customers across the Dell portfolio. Data Protection
Proven Partners are trusted advisors capable of

addressing unique customer challenges by designing and Hyper Converged Infrastructure
delivering complex solutions and unlocking potential for
and services revenue.
additional product, solution
Networking
Data Protection
Proven Partner Services Competencies help
Partners differentiate themselves through recognition with
a badge, a certificate and priority position in
Dell’s Find-A-Partner Portal Unstructured Data Storage
Networking
Unstructured Data Protection
Data Solutions
For more information, please review the Proven Partner Services Competencies Guide.
Additional Services
Opportunities
Getting the most from your partnership with Dell Services
Services opportunities in tier attainment
REQUIREMENTS
Tier Path1 LOCAL GLOBAL
Single geographic location All Partner geographic locations 2
Revenue+ $50M $150M

Minimum Services Revenue*
$7M $21M
Earn 3x
TITANIUM (of total revenue) revenue accelerator on eligible:
3 Competencies
Minimum Training Requirements
1 Marketing Institute credential • APEX+
Revenue+ $15M $50M • Storage+
Minimum Services Revenue* • Managed Detection
$1.8M $6M
PLATINUM (of total revenue) and Response*
2 Competencies
Minimum Training Requirements counted toward Program Year
1 Marketing Institute credential
Tier revenue requirements.
Revenue+ $500K
Minimum Services Revenue*
$60K
GOLD (of total revenue)
1 Competency
Minimum Training Requirements
1 Marketing Institute credential
1
If partners qualify for both local and global tier, their final tier placement is at the partner’s sole discretion
2
Requirements for Global tier can be completed in any location where the partner is doing business with Dell
+ Tier Revenue compliance is calculated using booked revenue for orders placed directly with Dell Technologies (including direct orders through-Distribution) and shipped revenue for orders based on
Distributor point of sale reporting.
*Subject to the availability of Dell branded Services in the applicable region or country or as otherwise provided by Dell Technologies. Managed Detection and Response service accelerator available
for resale only.
Grow your business with Asset Recovery Services
Your single resource for secure asset recovery services

01 With more than 25 years in secure asset recovery services, let us be your single resource
for IT resell, recycle, lease return and data sanitization services.
Earn rebates, tier attainment

02 Get standard services rebates and contribute to tier attainment. Solution providers can
earn 7% of services revenue starting at dollar 1.* The more you sell, the more you earn.
Flexible customer management

03 Manage your customers your way with access to our online portal 24/7, multiple permission
levels, real-time reports and secure value transfer.
Real-time appraisals
04 Estimate value of eligible systems in just a few clicks before ordering, with the ability to
choose how and when to distribute value, based on the agreement you have with your
end customer.
Please visit the Services section on the Dell Technologies Partner Portal for more information.
*Asset Resale and Recycling Services will be eligible for the Asset Recovery Services rebate in locations where Asset Recovery Services is not yet available.
Tier Revenue Accelerator
Assisting Partner Tier Revenue Attainment with Services
3x Managed Detection
and Response
tier revenue accelerator1
Applies to fixed term and subscription

Managed Detection and Response*
eligible revenue, toward Program Year 2024
tier revenue requirements.
*Please visit the Managed Services section of the Partner Portal or Knowledge Center for more information.
Please refer to the Dell Technologies benefits and requirements document in your region for participation details.
1
Managed Detection and Response may vary by or may not be available in every country.
Services renewals
Strengthen customer relationships & boost your services revenue
Renewals enablement tools* Advanced Preferential

Access a suite of tools, training opportunity visibility incumbent benefits
and assets designed to make Receive proactive renewal Benefits help drive services
the renewals process easier. notifications and renewal reports up to revenue dollars.
4 quarters in advance.
Focus on selling Earlier conversations Greater margin potential
For more information, please visit the services renewal page on the Dell Technologies Partner Portal.
*Access to some enablement tools is by invitation
U Sell U Earn
Incentive program for Dell Technologies Partners to accelerate learning goals, drive technical expertise,
and earn additional discounts
The Opportunity
Earn free training and increased discounts when you sell Dell Education Services training offers
U Sell U Earn Partner trains, certifies,

Partner sells Dell Technologies Education Partner company earns training credits (TCs)
and gains critical competencies*
Services offers and additional discounts
Improves customer outcomes through Reduces Partner training investment and

Increases opportunity for Partners
technical skill development increases sales opportunities
Partner Benefits 1 Earn Training Credits 2 5% additional discount

equal to 4% of education bookings** applied to following quarter resell deals***
Program Details Global Path Minimum Quarterly Threshold Partner TC earnings pay out TCs redeemable for
• $20K quarterly, TC’s valid for 12 months • Dell Technologies' training****
Titanium, Platinum, and • Services Delivery Partner Dell
Local Path Minimum Quarterly Threshold Learning Hub subscription
Distribution Partners only • $10K – NA & EMEA • Proven Professional certification
• $5K – APJ & LATAM
Visit the U Sell U Earn section of the Dell Education Services Knowledge Center for more information.
* Competencies define the requirements to be qualified to deliver professional and field services.
** TC earnings payout at 4% of education service offer bookings. Minimum Quarterly Threshold must be met.
*** 5% additional discount must be proactively applied during quoting process. It is not automatically applied and cannot be retroactively applied. The reward is available on a
quarterly basis and eligibility is reviewed quarterly based on the minimum bookings threshold.
**** TCs redeemable for all DTES training, including IE, TA, and SA curriculum.
Account Planning
Next steps to a successful partnership
Account planning increases engagement & growth
Increase tier progression, strengthen relationships and maximize potential
We will work with you • Sharing rebate performance

to improve services • Providing guidance on how to use MDF for services activities
performance by: • Create easy to use portfolio guides
• Ensure quality training materials are available
• Engage in formal performance reviews
Gold Platinum Titanium

Your Dell Technologies channel sales representative will contact you to coordinate regular account planning check-in meetings.
Resources
Dell Services is here to help you achieve success
Incentives Center and Program Tracker
Accept your program

terms and conditions
Access limited to nominated contacts Access limited to nominated contacts
A centralized Access the Incentives Center on the Stay Up-to-Date Program Tracker is designed to support
experience Dell Technologies Partner Portal for with Training your preparations for audit by giving you
more information about dashboards, direct access to the information and tools
combining Rebates, personalization options and the global
and Revenue you need to achieve your desired tier
MDF and other support center. Mobile optimized for Progress status within the Dell Technologies
incentive programs your access, anywhere, anytime on Partner Program and maximize your
any device. rewards and profitability.
Integrated product & services campaigns
For more information, please visit Visit the Partner Program Marketing or
Services Marketing sections of the Dell Technologies Partner Portal to learn more.
Ready to use assets & campaign materials
Integrated services messaging aligned with product campaigns
Assets & collateral included in Activation Kits & Campaign Center
Contacting the Channel Services Helpdesk
A global team with local connections: we are where you are – everyday
Dell Technologies Partner Portal ›
Services
Training & Certification Updates Sales Training & Assets
Please refer to the Services Competency Matrix as For more information on services training and sales
your starting point for Dell Services sales and assets, please visit the Partner Academy and the
delivery opportunities. For services certification Services section on the Dell Technologies Partner
training updates, please visit the Services Journey Portal.
section of Partner Academy.
Services sales & marketing resources
APEX – Overview information (Partner Portal)
APEX
APEX – Overview information (Sales Portal)
CONSULTING* Consulting – Overview information (including Applications & Data, Modern Workforce, Multicloud, Resiliency & Security)
ProDeploy for Client – Overview information

ProDeploy for Infrastructure – Overview information
Asset Recovery Services – Overview information
DEPLOYMENT*
Co-delivery – Overview information
Data Services – Overview information (including Data Migration and Data Sanitization/Data Destruction and STIG Security Hardening)
Residency Services* (Client and Infrastructure solutions) – Overview information
Managed Services for Client Solutions – Overview information (including Lifecycle Hub and ProManage)
MANAGED SERVICES
Managed Detection and Response* – Overview information
Resiliency & Security (including Cyber Recovery) – Overview information

SECURITY*
Managed Detection and Response – Overview information
ProSupport for Client – Overview information

SUPPORT ProSupport for Enterprise – Overview information
Optional Support Services for Enterprise – Overview information (including Optimize for Infrastructure and Multivendor Support*)
*Dell Services included in our Professional Services portfolio
Essential partner information
CHANNEL
The Channel Services Helpdesk (CSH) assists with all Services Program inquiries.
SERVICES
HELPDESK
Dell Technologies Partner Program – partner portal landing page

PROGRAM Dell Technologies Portal Services page – partner portal services landing page
INFORMATION Incentives Center – A one-stop resource for information on rebates, MDF and other incentives
Services Renewals – Information on this additional revenue opportunity
KNOWLEDGE
Dell Technologies Sales Portal and Knowledge Center – for access to partner sales assets
CENTER
Dell Technologies Partner Academy:*

• Services sales training
• Services Competency training
SERVICES SALES &
• Services certification updates – Services Journey page
DELIVERY TRAINING
Services Competency Matrix – Services sales, deployment and support competency information
Proven Partner Services Competencies – A services designation for channel services partners with extensive services delivery
experience.
Services Competencies Benefits and Requirements – Guide

Services Delivery Metrics and Benefits – Guide
DELIVERY
Services Delivery Enablement Operations – Guide
ENABLEMENT
Services Delivery Deployment Requirements – Data sheet
Services Delivery Support Requirements – Data sheet
*Dell Services included in our Professional Services portfolio

Partnering With Dell Technologies Services SP

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2023

Partner and win

Solution Provider, cloud Service Providers & OEM Solutions

Partner Program services alignment ›

Dell Services opportunities ›

Additional services opportunities ›

“As a Service” Augmentation Sustainability Security &

Consulting Deployment Support Managed Education

BOOST ACCELERATE EXPEDITE MITIGATE

Rebates* Incentives Campaigns Services Sales Renewals

Resell Deliver Co-deliver

Earn services rebates starting at dollar 1

Services Rebate Opportunities

ProSupport for Enterprise ProSupport Plus for Enterprise • Residency3

3+ year support required for attach

Portfolio • Service Sales

Please refer to the Partner Training Guide for additional details.

Introduction Key Elements

• Recognition of Partner Sales & Presales capabilities

Increase business opportunities Enhance your value to customers

Establish deep customer

Leverage technical Access 35,000+ Dell Services team

FOLLOW THESE STEPS TO DELIVERY ENABLEMENT SUCCESS

TRAIN ENABLE MAINTAIN

Partner Opportunity: Partner Benefits:

Available Dell APEX offers and required

Dell APEX Cloud Services Dell APEX Cloud Services

Dell APEX Data Storage Dell APEX Data Storage

Proven Partners are trusted advisors capable of

Revenue+ $50M $150M

Your single resource for secure asset recovery services

Earn rebates, tier attainment

Flexible customer management

Applies to fixed term and subscription

Renewals enablement tools* Advanced Preferential

Focus on selling Earlier conversations Greater margin potential

U Sell U Earn Partner trains, certifies,

Improves customer outcomes through Reduces Partner training investment and

Partner Benefits 1 Earn Training Credits 2 5% additional discount

We will work with you • Sharing rebate performance

Gold Platinum Titanium

Accept your program

Ready to use assets & campaign materials

Integrated services messaging aligned with product campaigns

Assets & collateral included in Activation Kits & Campaign Center

Dell Technologies Partner Portal ›

ProDeploy for Client – Overview information

Resiliency & Security (including Cyber Recovery) – Overview information

ProSupport for Client – Overview information

Dell Technologies Partner Program – partner portal landing page

Dell Technologies Partner Academy:*

Services Competencies Benefits and Requirements – Guide

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