Dell PartnerDirect enterprise programs, promotions and incentives playbook Q1 FY15

Dell PartnerDirect enterprise programs, promotions and incentives playbook Q1 FY15

Servers, storage and networking Programs Promotions Incentives Greenfield program Special pricing on enterprise demo units * US program only Terms and conditions Double/triple play Servers + storage + networking = save Converged infrastructure Storage for a converged blade solution Flash at the price of disk Extend the value with storage Trade up to Dell* 0% finance lease for 36 months on Dell storage Additional 10% discount on data protection deals Storage accelerator rebate Dell 12 on 12 server bonus Offers subject to change and are not combinable with any other offer. Taxes, shipping, handling and other fees apply. Purchases made by Dell PartnerDirect partners are subject to restrictions in the Dell PartnerDirect Program Terms and Conditions at www.dell.com/partner/pdterms and the Reseller Terms of Sale at www.dell.com/terms and subject to restrictions in partner s applicable contract or agreement, if any. Dell reserves the right to cancel orders arising from pricing or other errors. Limit 5 discounted units per customer. Contact your Dell team for more details.

Programs Greenfield program Rewarding partners for acquiring new business The Dell Greenfield program rewards partners for sales of Dell products to customers who have purchased little to no Dell products in the past. It is simple to start earning enter your opportunity in the Dell deal registration tool and if it is identified as a Greenfield deal, your company will be eligible for the Greenfield special discounts on the approved opportunity.. Higher discounts for all Premier and Preferred Partners. Upfront, pre- approved discounts for client, server, storage, and networking: Up to 15% additional discount on Dell Compellent, EqualLogic, and PowerVault Up to 8% additional discount on Dell 12 th generation PowerEdge servers, including VRTX Up to 15% additional discount on Dell PowerConnect and Force10 networking 3% incremental discount on Dell Precision, Latitude, OptiPlex, and XPS One-year LOB protection for all Premier and Preferred Partners. LOB protection for LOBs sold, if you hold related competency Multiple LOB protection if account is Acquisition and partner is DoMore Eligible LOBs: client, server, storage, and networking View this short video to gain further understanding and helpful tips about the Greenfield program structure, process, and benefits. Greenfield info: US Canada Questions? Contact your sales team or Greenfield_Program@dell.com This is a great way for you to win more business! Enter your opportunity today as it may qualify for the special discounts of the Greenfield program. Greenfield program extended through Q1FY15 until further notice.

Programs Enterprise demo units Special pricing on partner demo units for EqualLogic and Compellent Owning an EqualLogic or Compellent demo unit is a requirement to maintain storage certification. With these new discounts on storage demo units, it s even easier to reap the benefits of becoming storage certified. One of the number one ways to help you sell EqualLogic and Compellent storage is to provide a live demo to your end customers and let them see the power of Dell storage and the Dell Fluid Data architecture. To allow you greater access to demo equipment, we are pleased to announce new demo pricing allowing you to purchase EqualLogic or Compellent demo arrays for up to 65% off. We have also increased the total number of demo units you can buy to 5 units. Partners in good standing have an opportunity to purchase certain Dell products at a significant discount. Current products available within the demo unit terms and conditions include: EqualLogic, Compellent, Force10, SonicWALL, Wyse, and Precision workstations. Demo unit terms and conditions: US Canada Download terms and conditions Contact your Dell Sales Representative for additional info

Double/triple play Sell the full solution and win! Turn your storage, server or networking deals into a full solution and receive incremental discounts! Combine any two lines of business together and receive an extra 7% off the entire solution: Dell Compellent or EqualLogic storage line (PS6100 series and above); Dell 12 th generation PowerEdge servers; and Dell networking. Knock it out of the park and sell servers, storage and networking together and receive an extra 9% off the entire solution. To receive an incremental 7% discount off the entire deal: All opportunities that include any 2 product lines combined of PowerEdge 12 th generation servers, Compellent or EqualLogic arrays (PS6100 and above only, excluding the PS6100S with solid state drives), and Dell Force10 networking Must be registered and approved deal to qualify Cannot be combined with other offers Units must be ordered by May 2, 2014 to qualify Make it a triple play take it to a 9% discount: Must include Dell Force10 networking with the solution Must be PowerEdge 12 th generation servers to qualify Must be Dell Compellent or Dell EqualLogic storage arrays (PS6110 series and up, excluding the PS6110S) Must be registered and approved deal to qualify Cannot be combined with other offers Units must be ordered by May 2, 2014 to qualify Program terms and conditions: US Canada

Servers + storage + networking = save Purchase a 12G server or Dell SAN and receive 50% off select Dell networking switches* Now, more than ever there are new barriers to realizing the efficiencies of virtualization and consolidation. For a limited time, Dell is offering up- front investment savings when you buy 12G servers or a Dell SAN with Dell networking products. Make it a solution and save! Dell networking switches Offer high performance Ethernet switches/routers that provide industry leading density and resiliency at lower costs. Dell data center networking High performance Ethernet switching and routing for cloud and virtualized environments to transform your data center. Details: Must be registered and approved deal to qualify Cannot be combined with other offers Unit must be ordered by May 2, 2014 to qualify Contact your Dell Sales Representative for more information *Purchase a 12G Server or Dell SAN and Receive 50% off Dell networking promo not combinable with all other offers and excludes Cisco, Brocade, and wireless networking products. Eligible switches include: PowerConnect 5500/6200/7000/8100 series, and Force- 10 S4810/S4820/S5000/S6000 series switches. Taxes, shipping, handling and other fees apply. Offers available only to qualified U.S. and Canadian Public and Large Enterprise customers, and subject to restrictions in your applicable contract, if any. Limit five per customer.

Converged infrastructure For a limited time, purchase four M620, or two M820 blade servers, and get the M1000e chassis with a single I/O-Aggregator switch for less than $700* Invest now to consolidate/lower your customers infrastructure costs and reap the benefits of our powerful and efficient blade solutions! With this limited time offer you can lower your customers initial investment and enable them with the latest and greatest future proofed blade technology to take their data center to the next level of efficiency, power and consolidation. Consider this: The M1000e, home to the world s most power efficient blade servers for the past three generations. The PowerEdge M620 is the world s most memory dense fresh air configured half- height blade server. The PowerEdge M820 is a full- height, 4 socket blade with tremendous computing power and flexibility for core business applications or consolidated workloads. Details: Must be registered and approved deal to qualify Cannot be combined with other offers Unit must be ordered by May 2, 2014 to qualify Contact your Dell Sales Representative for more information *Minimum configurations required. **Set configurations apply additional options can be purchased at customer s request. Purchase 4 of the following PowerEdge blade models, M620 or 2 M820 Blades & Get 1 M1000e Chassis with 1 I/O- Aggregator switch for under $700. Offer period ends 5/2/2014, all orders must be placed by that date to qualify. Offer subject to change, not combinable with all other offers. Taxes, shipping, handling and other fees apply. Offers available only to qualified U.S. and Canadian Public and Large Enterprise customers, and subject to restrictions in your applicable contract, if any. Limit five chassis per customer. Dell reserves right to cancel orders arising from pricing or other errors.

Storage for a converged blade solution Integrate enterprise-class storage with your blades The PS- M4110 blade array enables a fully virtualized solution integrating storage, servers, and networking within one blade chassis. With its unique peer scalability, all- inclusive software and ease of management the PS- M4110 blade array is the industry s only fully redundant, enterprise class storage array designed to fit inside a blade chassis * For a limited time, your end customers with an existing M1000e can receive a special price when they add storage to their converged solution: New or existing M1000e customers receive PSM4110** at 45% DOL Purchase 2 x M620 blade servers, qualify for PSM4110** at 50% DOL Purchase 4 x M620 blade servers, qualify for PSM4110** at 55% DOL Details: Must be registered and approved deal to qualify Cannot be combined with other offers Unit must be ordered by May 2, 2014 to qualify Contact your Dell Sales Representative for more information * Results based on June 2012 Internal Dell comparison research **Minimum configurations required. Offer period ends 5/2/2014, all orders must be placed by that date to qualify. Offer subject to change, not combinable with all other offers. Taxes, shipping, handling and other fees apply. Offers available only to qualified U.S. and Canadian Public and Large Enterprise customers, and subject to restrictions in your applicable contract, if any. Limit five chassis per customer. Dell reserves right to cancel orders arising from pricing or other errors.

Flash at the price of disk Discounted flash bundles on the EqualLogic PS6210XS/6110XS and CML Flash SC280 In the past six months, there has been an enormous shift in the economics of flash storage. If you ve ever considered SSD as a way to increase performance for SAP, Oracle, SQL, or big data analytics, but faced some serious sticker shock the time to look again is now. Dell's flash storage leadership is pushing a lot of new opportunities into the sales pipeline. To help you move the customer conversation forward, we are pleased to offer special pricing on some of our key flash solutions for I/O intensive workloads (minimum configurations apply). 60% off the EqualLogic PS6110xs or PS6210xs 55% off the Compellent SC280 Details: Must be registered and approved deal to qualify Cannot be combined with other offers Unit must be ordered by May 2, 2014 to qualify Contact your Dell Sales Representative for more information Offers only applicable when customer meets the requirements of the promotion by purchasing qualifying configurations disk enclosures with a minimum number of solid state disks. Minimum configurations required. Offer period ends 5/2/2014, all orders must be placed by that date to qualify. Offer subject to change, not combinable with all other offers. Taxes, shipping, handling and other fees apply. Offers available only to qualified U.S. and Canadian Public and Large Enterprise customers, and subject to restrictions in your applicable contract, if any. Limit five units per customer. Dell reserves right to cancel orders arising from pricing or other errors.

Extend the value with storage Choose from one of these great offers to extend the value with storage. EqualLogic Purchase 2 EqualLogic PS6X arrays, and get a FS6700/FS6710 at no additional cost, OR Purchase 1 EqualLogic PS6X array and get an FS76x0 for a special price of $6500. Compellent Purchase a Compellent SAN with 60 drives or more and get an FS8600 for no additional cost. Details: Must be registered and approved deal to qualify Cannot be combined with other offers Unit must be ordered by May 2, 2014 to qualify Contact your Dell Sales Representative for more information * Minimum configurations required. Offer period ends 5/2/2014, all orders must be placed by that date to qualify. Offer subject to change, not combinable with all other offers. Taxes, shipping, handling and other fees apply. Offers available only to qualified U.S. and Canadian Public and Large Enterprise customers, and subject to restrictions in your applicable contract, if any. Limit five bundles per customer. Dell reserves right to cancel orders arising from pricing or other errors.

Trade up to Dell Dell is now offering a comprehensive buyback program for your customers legacy server and networking equipment. By trading up, your customer can: Rest assured we ll securely destroy all data on old equipment. Trade in their old equipment and trade up to the latest generation of solutions from Dell. Refresh outdated infrastructure to cut operating costs, reduce server footprints and slash time required to bring products online. Discover increased versatility & innovative design features, boosting data center flexibility & reducing the need for physical space. How it works: Find out if your customers used equipment has a cash back value. Your customer receives a detailed value check. Learn more dell.com/tradeup Your customer purchases new Dell equipment from you and receives cash back.

Optimize your customers storage and purchasing power Effective for a limited time, Dell Financial Services can offer a 0% finance lease for 36 months on all Dell Compellent and EqualLogic storage products for your customers** About Compellent: Dynamically unify the data center: Self- optimized, intelligently tiered storage to power critical workloads. Dell believes that storage should help your customers spend less while giving them the power to do more. With Dell Compellent your customers can boost application performance and take the guesswork out of growth through automated intelligent data placement and scalability. About EqualLogic: Simplified, unified, virtualized Dell EqualLogic storage is ideal for companies and organizations with growing data and performance needs. EqualLogic s frameless, IP- based peer storage architecture enables live, non- disruptive firmware upgrades and maintenance, as well as linear scaling of capacity and performance with each array added to the group. About a finance lease: The 36 month 0% finance lease allows your customer to pay for technology in low, budgeted payments. At the end of the lease term, the Compellent or EqualLogic product can be purchased for $1.** Eligibility: Deals must not exceed the standard partner discount off list. Financing eligible up to 125% of Dell equipment cost. About Dell Financial Services: Dell Financial Services (DFS) is a technology financing company, providing full- service leasing and financing solutions to channel partners and end- users throughout the U.S., Canada and Europe. DFS works with tens of thousands of customers and channel partners, financing four billion dollars annually. **0% Finance Lease Rate: Financing provided by Dell Financial Services L.L.C. or its affiliate or designee ( DFS ) to qualified customers. Applicable for 36- month lease with $1 buyout end- of- lease purchase option on qualifying Compellent and EqualLogic products. Finance Lease Rate percentage does not include charges other than periodic rent payments (such as taxes, fees, shipping or other charges). Online promotional offers may vary. Combination with other discounts may limit availability. Offer valid February 1, 2014 through May 2, 2014 to qualified end users ordering from Dell Direct or PartnerDirect Partners. Offers may not be available or may vary in certain countries. Where available, offers may be changed without notice and are subject to product availability, credit approval, execution of documentation provided by and acceptable to DFS, and may be subject to minimum transaction size. Offers not available for personal, family or household use. Dell and the Dell logo are trademarks of Dell Inc. Contact your Dell Sales or DFS Representative for more information

Additional 10% discount on data protection deals There are no restrictions to the number of deal registrations for this incentive. New customers, new opportunities and add- on license orders are all eligible! Earn an additional 10% discount on your data protection deal when you add a new data protection opportunity to any new storage deal. Through August 2nd, Dell Premier, Preferred, and Registered partners can earn an additional 10% discount* on data protection deals when you add a new data protection opportunity to any new storage deal (EqualLogic, Dell Compellent and PowerVault). Software products (all AppAssure, vranger, NetVault backup): 45%off list for all data protection software for all Premier/Preferred Partners (base discount + deal registration discount + storage attach discount) 35%off list for all data protection software for all Registered Partners (base discount + deal registration discount + storage attach discount) DL appliances: 60%for Premier/Preferred Partners with deal registration (deal registration discount + storage attach discount) 50%for Registered Partners with deal registration (deal registration discount + storage attach discount) DR appliances: 50%for Premier/Preferred Partners with deal registration (deal registration discount + storage attach discount) 40%for Registered Partners with deal registration (deal registration discount + storage attach discount) Learn more Program flyer Contact Certified_PRD@dell.com with questions *This promotion is available to all partners in North America. Partners need to complete necessary data protection competency requirements within 90 days to qualify for this incentive offering.

Incentives Storage accelerator rebates Earn a rebate on your storage sales We are excited to offer increased accelerator rebates for our Premier and Preferred Partners who have a Dell Storage Competency. Premier Partners receiving storage rebates from the Premier Partner channel rebate program will continue to earn a base rebate from $1 as well as earn an additional enhanced rebate on your incremental storage sales over last year s same quarter storage sales volumes. Solution incentives also remain available for selling multiple lines of business. All other partners with Storage Competency but not eligible for storage rebates from the Premier Partner channel rebate program above, Dell is rewarding you wit h a storage rebate on every dollar of quarterly storage sales volumes above your last year s same quarter storage sales volume. The rebate program has been expanded to include virtually all partners with Storage Competency that are growing. Not storage certified? Complete the Storage Competency this quarter, and start earning rewards next quarter. Contact your Dell Account Manager for more info on rebates

The more you sell, the more you earn. Incentives Dell 12 on 12 server bonus $100 for each unit with Windows Server 2012 Standard Edition pre- installed $400 for each unit with Windows Server 2012 Datacenter Edition pre- installed Dell 12G servers with Windows Server 2012 Company-level cash bonus program for Dell partners Dell and Microsoft want to reward you for growing sales of hardware and software bundled as a solution. So with our updated Dell 12 on 12 server bonus program, we will pay you for every sale of Dell PowerEdge server featuring Windows Server 2012 sold during the incentive period. Now you can earn rewards while your customers benefit from new and powerful technology innovations. Sign up today to start earning. This offer is only valid for qualified systems sold and shipped between February 1 through May 2, 2014. What is a qualifying PowerEdge server? Racks: R320, R420, R520, R620, R720xd, R720, R820, C6220 Towers: T320, T420, T620 Blades: M420, M520, M620, M820 PowerEdge VRTX It s a bonus that can help your business thrive. This bonus is for your business to promote Microsoft software attached to Dell hardware however you choose. Use it for individual sales representative incentives, funding of demand generation events, development of promotional materials or other activities. Partner incentives: US Canada Questions? (877) 891-8404 or incentive@dell.com

Dell terms and conditions Offers subject to change and are not combinable with any other offer. Taxes, shipping, handling and other fees apply. Purchases made by Dell PartnerDirect partners are subject to restrictions in the Dell PartnerDirect Program Terms and Conditions at www.dell.com/partner/pdterms and the Reseller Terms of Sale at www.dell.com/terms and subject to restrictions in partner s applicable contract or agreement, if any. Dell reserves the right to cancel orders arising from pricing or other errors. Limit 5 discounted units per customer. Contact your Dell team for more details. Contact your Dell Account Manager for more info