Advancing Together. Dell IoT Solutions Partner Program Guide for Technology and Services Providers. Learn More

Transcription

1 Advancing Together Dell IoT Solutions Partner Program Guide for Technology and Services Providers Learn More

2 Table of Contents Program Overview Details for Technology Providers Details for Services Providers Steps to Enroll Program Overview

3 Program Overview 3

4 Program Overview The Dell IoT Solutions Partner Ecosystem A technology revolution is gaining momentum a surge of innovation that connects an ecosystem of sensors, devices and equipment to a network that can transmit and receive data for tracking, analysis and action. With the estimated number of connected things reaching over 25 billion by 2020, and rapid innovations in collected data analysis, this isn t just about new technology it s an entirely different way of doing business. That s why Dell created the IoT Solutions Partner Program to bring together innovative technology and services companies and help you and your customers be at the forefront of this change. Advancing IoT solutions together Dell has always been passionate about working with technology experts, and the Dell IoT Solutions Partner Program is designed to give Technology and Services Providers the tools needed to focus on the advancement of commercial and industrial IoT solutions. The program will enable Technology and Services providers, OEMs, developers and end customers to find the right tools to deploy scalable, differentiated solutions on top of Dell's broad portfolio of IoT-enabling technologies. Our partners integrate our purpose-built IoT hardware such as edge gateways and embedded PCs into full IoT solutions, but many also work with other Dell technologies such as server, storage, and networking hardware and software tools for security, manageability, data integration and analytics. Multi-tiered program We believe there s room for every idea and innovation, so we created a multi-tiered program for both Technology and Services Providers. Program participants are assigned to one of three tiers based on go-to-market, alignment with Dell strategy, and overall capabilities. Partners will also have the opportunity for tier advancement based on success. IoT Solutions Partner Program Tiers* Executive Partner Associate Partner Registered Partner * Qualification of offering/solution with Dell IoT hardware required for Technology Providers. Proof of IoT competency required for Services Providers. 4 Advancing Together

5 Advancing IoT Solutions Together In today s environment, it s easy to lose sight of the true value of partnership, trust, commitment and supporting others. At Dell, we believe that opportunities increase when you help others win. That s why we are passionate about working together with technology experts such as Independent Software Vendors (ISVs) and System Integrators (SIs). Together we are focused on the advancement of Commercial and Industrial IoT solutions with offerings spanning data integration, visualizations, analytics, security and services. Dell IoT HW/SW Ingredients Partners advance ingredients into solutions Vertical Solutions Edge Gateways Embedded Box PCs Technology Partners Vertical Expertise Platforms Analytics Data Visualization Data Cleansing Wide Area Connectivity Services Partners Last Mile Delivery Solution Support System Integration Deployment Project Design Procuring Accessory Edge Device Manager Security Device Management Protocol Normalization 5 Target Use Cases

6 Dell s Target IoT Use Cases Use Case Factory Optimization Predictive Maintenance Automated Process / Quality Control Smart Infrastructure Smart Metering and Energy Management Fleet Management Security and Access Control Remote Asset Management Supply Chain Management and Logistics Compliance and Documentation Description Analysis of factory process data from multiple machines to drive efficiency within a larger factory operation. Includes machine automation and process optimization. Analysis of equipment sensor data to predict equipment failures and increase uptime while minimizing costs. Advanced solutions include automated work orders in coordination with ERP systems. Collection and analysis of video and sensor inputs to provide real time measurement and maximize the identification of quality risks in produced materials Instrumentation of building control systems, hotel rooms, retail spaces, street lighting, parking lots, traffic systems, etc. to enable automation and remote management/control for increased efficiency, improved customer experience, and reduced labor costs Optimization of energy usage through the instrumentation of building controls, meters, pipelines, and micro grids to optimize consumption, automate switching between power sources, enable demand/response, and provide diagnostics In-vehicle computing to aggregate and analyze data on driver behavior, engine diagnostics, compliance, and safety to optimize the vehicle. Access control and video surveillance of buildings, utilities sites, ship yards, public spaces Remotely measuring utilization and health of fixed assets including construction equipment, windmills, pumps, turbines, networking cabinets, HVAC units, etc. Capturing location data and environmental context from movable assets such as shipping containers, pallets, packages and materials to improve supply chain and logistics. Includes cold chain shipping. Management of regulatory information and compliance (EPA,FDA, OSHA) and/or machine/process documents such as equipment diagrams, programs, and BOMs. 6 At Dell we are exclusively focused on the advancement of solutions for customer problems in commercial and industrial IoT use cases. Dell is targeting these high-level use cases in the following verticals: Communication, Energy, Healthcare, Manufacturing, Natural Resources, Retail & Hospitality, and Transportation & Logistics. We welcome you to apply to join our partner program if your company addresses one or many of these use cases and is interested in deploying solutions that at a minimum leverage Dell IoT hardware including edge gateways and embedded PCs. Partner Landscape

7 Dell IoT Infrastructure Visualizations Analytics Security Device Management Partner Landscape Technology Partners (ISVs, IHVs, OSVs) Services Partners (System Integrators, Contractors, Developers) E2E Platform Big Data Tools Backend Platform Server OS / Virtualization Wide Area Networking Edge Platform Client OS / Virtualization Edge I/O and Networking Sensors / Endpoints Last Mile Delivery Solution Support System Integration Deployment Project Design Procuring Accessory 7 Program Benefit Overview

8 Overview of Program Benefits Depending on partner type and tier, you ll have the ability to develop solutions with Dell s end-to-end portfolio of IoT-enabling technology and world-class support, collaborate with other program participants, and take advantage of: Increased market awareness Co-selling, joint marketing, events and co-operative marketing funds Partner enablement tools, sales aids, Dell marketing and campaign elements Joint solution brief, reference architecture, and case study collaboration Participation in exclusive events Access to Dell Global Solutions Centers and IoT Labs Authorized use of Dell IoT Solutions Partner logo Company listing on the Dell IoT Solutions Partner Program portal* Access to partner portal resources Requirements and benefits vary by partner type and tier. Refer to sections for Technology and Services Providers for details. * Only Executive and Associate partners are visible in the portal by default. By joining the program, you can benefit from the industry s most robust and reliable product portfolio, world-class support and opportunities for incremental business growth. All backed by our reputation as a global leader in computing technology. 8 Details for Technology Providers

9 Details for Technology Providers 9

10 Technology Partner Types End-to-End (E2E) Platform: Full client/server software platform including purpose-built edge component to normalize sensor and perform local analytics on our gateways or embedded PCs. Included backend (server) software offers visualizations and analytics in varying capability. E2E Platforms can stand alone as the full software stack or be used in concert with other software ingredients. Backend Platform: Enterprise Application Software and Cloud-based platforms that consume normalized IP-based data from edge devices. Platform capabilities include a combination of data orchestration, analytics and visualization tools. Require 3rd party gateway solutions to normalize data from fragmented endpoint communication protocols. Big Data Tools: Focused on tools to integrate and manage big data, including ETL, data orchestration, cleansing, API management, Hadoop and compression. Security: Focused on security ingredients such as hardware root of trust, authentication, data encryption, threat analytics and secure transport. Device Management: Focused on the management of devices (e.g. sensors, gateways, embedded PCs) including inventory, provisioning and application lifecycle. Analytics: Focused on analytics, generally agnostic of data source. Includes capabilities ranging from stream, CEP, machine-learning, deep-learning, video analytics, to artificial intelligence. Providers can enhance a wide variety of platforms and solutions. Visualizations: Focused on tools for creating rich data visualizations including codeless application enablement to simplify development. May include basic analytics but not core focus. Range from fixed dashboards to mobile apps including supporting augmented reality. Wide Area Networking: Telecoms and managed service providers providing northbound connectivity for edge hardware over cellular, satellite, low power wireless, etc. Also includes realtime messaging technologies for large volumes of widely dispersed assets (e.g. DDS). Edge Platform: Purpose-built edge (client-side) platform that aggregates and normalizes diverse IP and non-ip based (e.g. wireless mesh, serial) data protocols into a single API. May include edge analytics capability and a local database for store and forward but requires a 3rd-party software backend to create a full IoT solution stack. OS/Virtualization: Specialty operating systems (e.g. embedded, RTOS) or virtualization technologies for scalability, security, privacy, low latency, load balancing, etc. Leveraged at both the network edge and backend. Edge I/O and Networking: Hardware and software solutions for southbound gateway to sensor communications including wired technologies, wireless mesh, Personal Area Networks (PAN) and digital and analog I/O. Sensors / Endpoints: Makers of packaged sensors, controllers and equipment for targeted use cases. Our IoT hardware (gateways, embedded PCs) can support virtually any endpoint through software normalization (using expansion I/O as needed) but certified devices will be more secure, manageable, and plug and play. 10 Technology Partner Benefits

11 Technology Partner Tiers Executive Partner Executive Partners constitute our most strategic partnership tier and have formed the closest business relationship with Dell. A qualified Dell engineer has internally tested the integration and interoperability of the partner s offering with the selected Dell IoT platform(s) and validated that the solution meets Dell s established requirements. Associate Partner Associate Partners have been selected due to proven alignment with Dell strategy and differentiation in areas such as technology leadership and go-to-market. They internally test and verify their offering with Dell IoT platform(s) and validate that the solution meets Dell s established requirements. Dell reviews the test results but the partner is solely responsible for its claims of product qualification and compatibility. Registered Partner Registered Partners are provided early access to Dell IoT roadmaps and products so they can optimize their solution offering and drive awareness in the partner community. They internally test and verify their offering with Dell IoT platform(s) and validate that the solution meets Dell s established requirements. Partner provides test results to Dell and is solely responsible for its claims of product qualification and compatibility. The Dell IoT Solutions Technology Partner ecosystem IoT solutions are complex and no single company can deliver on every customer need. That s why Dell is committed to curating a world-class program of Technology Providers that address all parts of the solution landscape and complement our broad portfolio of enabling IoT infrastructure. Offerings from our Independent Software Vendor (ISV) partners range from full platforms to pure-play solution ingredients for analytics, visualizations, big data, security and device management. Participating Independent Hardware Vendors (IHVs) include manufacturers of sensors and accessory I/O. Our most strategic partners have strong relationships with Services Partners to address the last mile. or in many cases the last few feet. Program tiers for Technology Partners are assigned based on a combination of proven differentiation, go to market, and alignment with Dell strategy. Registered and Associate technology partners will have the opportunity to advance in tier based on established success criteria. 11 Technology Partner Types

12 Technology Partner Benefits Registered Associate Executive Brand visibility Authorized use of the Dell IoT Solutions Partner logo Access to private Partner Portal resources Listing on Find a Partner page on * Potential to advance in program tiers - Potential for joint solution briefs, reference architectures, and case studies - Ability to publish press releases about program participation - Potential to be referred by Dell to customers and other partners - Established Partner Manager and OEM sales contact(s) - Potential for co-selling - Invitation to annual IoT partner conference and bimonthly calls - Potential for joint marketing, events, co-operative marketing funds (e.g. MDF) - Access to Dell s IoT labs - Self-service through Partner Portal Structured contact with Dell Partner Program Team, OEM Development and Sales - - Deeper engagement with Program Team, Marketing, Engineering, CTO, and Sales - - Executive sponsorship, invites to exclusive events, etc. - - * Only Executive and Associate partners are visible in the portal by default. 12 Technology Partner Requirements

13 Technology Partner Requirements Registered Associate Executive Select factory-supported Operating System(s) for qualification of Dell IoT HW Sign the partner program agreement Complete and maintain self-qualification - Complete a field deployment with Dell as a qualification gate Optional Provide training documentation and marketing collateral to Dell Optional Sign partner and sales contracts on a case-by-case basis - - Engage with Dell for joint development and qualification - - Participate in Quarterly Business Reviews (QBRs) - - As needed Active collaboration with Dell on new opportunities* Low Medium High Use case alignment with Dell* Low Medium High Established relationships with services partners* Low Medium High Market readiness proven technology* Low Medium High Ability to scale globally* Low Medium High Differentiation* Low Medium High * Sample criteria. Active partners receive additional details on how tiers are assigned and engagement is prioritized. 13 Details for Services Providers

14 Details for Services Providers 14

15 Services Partner Tiers Executive Partner Executive Partners constitute our most strategic partnership tier and have formed the closest business relationship with Dell. These partners provide rich services capabilities on a global scale. Associate Partner Associate Partners have been selected due to proven alignment with Dell strategy and differentiation in solution integration and go-to-market. The Dell IoT Solutions Services Partner ecosystem Dell knows deploying IT solutions in an OT environment can mean facing complex challenges, and no single company can deliver on every customer need. This is why we re partnering with world-class Services Providers such as System Integrators, Distributors, and Consultants to bridge the OT/IT gap and execute our customers IoT vision. Dell s broad portfolio of IoT enabling technologies, together with our Technology Providers help our Services Partners address all parts of the solution landscape. And it s strong relationships with our Services Partners that will bring our mutual customers that last mile. or in many cases the last few feet. Registered Partner Registered Partners are provided early access to Dell IoT roadmaps and products so they can optimize their solution offering and drive awareness in the partner community. Program tiers for Services Partners are assigned based on proven ability to build, deploy and support differentiated solutions that are aligned with our strategy and mutual customer needs. Key determining factors for tier assignment include domain knowledge, ability to execute and global scale. Registered and Associate partners will have the opportunity to advance in IoT tier based on established success Our Associate and Executive partners may have support in applying for Dell EMC s Global Partner Program. criteria. Guide 15 Services Partner Benefits

16 Services Partner Benefits Registered Associate Executive Brand visibility Authorized use of the Dell IoT Solutions Partner logo Access to Dell EMC s Partner Portal Limited Listing on Find a Partner page on * Potential to advance in program tiers - Potential support in applying for the Dell EMC Global Partner Program - Potential for joint solution briefs, reference architectures, and case studies - Ability to publish press releases about program participation - Potential to be referred by Dell to customers and other partners - Potential for co-selling - Potential for joint marketing, events, co-operative marketing funds (e.g. MDF) - Access to Dell s IoT labs - Structured contact with Dell Partner Program Team, OEM Development and Sales - - Executive sponsorship, invites to exclusive events, etc. - - Potential access to pre-production units - Higher Priority Opportunity to collaborate with Technology Partners - Higher Priority Invitation to annual IoT partner conference and bimonthly calls - * Only Executive and Associate partners are visible in the portal by default. 16 Services Partner Requirements

17 Services Partner Requirements Registered Associate Executive Partner program agreement Complete profile in Dell's Partner Portal Reoccurring business reviews - Active collaboration with Dell on new opportunities* Low Medium High Use case alignment with Dell* Low Medium High Established ISV relationships* Low Medium High Market readiness demonstrated IoT competency* Low Medium High Ability to scale globally* Low Medium High Differentiation* Low Medium High * Sample criteria. Active partners receive additional details on how tiers are assigned and engagement is prioritized. 17 How to Get Started

18 Are you ready to join us? Program Enrollment What you need to do. Next Steps: 1. Submit application at: www. 2. Application will be reviewed by the program team and a decision will be sent 3. If approved to move forward in the application process, detailed information will be requested as part of the final review 4. Upon final approval you will be assigned a starting program tier and be required to sign a Dell NDA 5. Technology Partners: complete qualification testing with your choice of Dell IoT platform(s) 6. Accept the Dell IoT Solutions Partner program agreement via a private login. 7. Upon verification you will be included on the Find a Partner page* on and have access to a Program Portal and Brand Guidelines * Only Executive and Associate partners are visible in the portal by default. 18 Contact Information

19 For information on Dell IoT Solutions please visit Dell Inc. All rights reserved. Trademarks and trade names may be used in this document to refer to either the entities claiming the marks and names or their products. Specifications are correct at date of publication but are subject to availability or change without notice at any time. Dell and its affiliates cannot be responsible for errors or omissions in typography or photography. Dell s Terms and Conditions of Sales and Service apply and are available on request. Dell service offerings do not affect consumer s statutory rights. 19