Dell Compellent Elite Partner Program - SA v4.0 (External)
Transcript of Dell Compellent Elite Partner Program - SA v4.0 (External)
Compellent Elite Partner Program
South Asia
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Compellent Elite Partner Program Mission Statement
“Redefining the Economics of Enterprise Storage” Grow Compellent footprint with Certified partners
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Program Objectives
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• Dell
•Partner of Dell •Best Practice ROE
•Target non-overlapping business
•$130M worth NAS and SAN market per quarter and growing
•Dell
•Partner
•Long term program
•Products with USP such as Compellent
•Improve Partner Capacity and Capability
Competitive Advantage
Revenue & Profit
Growth
Trust Market
Opportunity
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CEPP Accelerated Compellent
Rebates
Compellent Silver Bullet
Program
Dell Partner Architect Program
Partner Technology
Summit
Deal Registration (ROE)
Partner Marketing &
Events
Storage Certification
Alignment of Program Elements
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Requirements:
• Partner commits to a Dell Compellent target
– Minimum usd 50k target per quarter
– Targets will be assigned by Dell based on storage history and capability
• Nominates min 1 architect for Dell Partner Architect Program
• Regular Funnel Review with Dell Team (weekly/biweekly)
• Nominates a marketing lead
• Prior to invitation, the partner must:
a) achieve Dell storage certification
› 2 x sales (~2 days each)
› 2 x technical (~3 days each)
› Online, modular self-paced, & no-charge
b) Purchase a demonstration Compellent array within 3 months of receiving acceptance in to Compellent Elite Partner Program
› Dell will make special demo price bundle available to partners that have complete the storage training requirements
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Category Rebate
Dell ST certified rebate (hit Enterprise target)
1.75% - 5.25%
Dell CEPP rebate (based on Compellent quota min usd 50k)
3,5%
Storage Rebates:
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Compellent Silver Bullet Program
• Targeted at customer that have not purchased Dell storage in the previous 3 years
• Customer must agree to be Dell reference • Must be in the $50 – 150K as an CML opportunity • Cannot be used for deal already in funnel • One silver bullet per Select partner
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Following configuration example • Bundle 1 for
– 2 redundant SC8000 Controllers(32G Cache) – 12x600GB 15K, 12x3T 7.2K (43.2 TB Raw) – Data Progression, 2 hosts Install & 3Y Copilot Support
• Bundle 2 – Half all flash – 2 redundant SC8000 Controllers(128G Cache) – 6x400G WI SSD and 6x1.6T RI SSD(12 TB Raw) – Data Progression, 2 hosts Install & 3Y Copilot Support
• Bundle 3 – Full all flash – 2 redundant SC8000 Controllers(128G Cache) – 12x400G WI SSD and 12x1.6T RI SSD(24 TB Raw) – Data Progression, 2 hosts Install & 3Y Copilot Support
• 3 Upsell Items: – 2x 2 port 8GB FC I/O Card
– SC200+ 12x3T 7.2K w/ data progress – SC280+42x4T 7.2K w/ data progress
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Compellent Demo Unit Spec and Price
• Compellent SC8000, with 64GB Memory • 1TB, SAS, 2.5" 6Gb, 7K HDD x7 • 300GB, SAS, 6Gb, 15K HDD x6 • Data progression included
• Elite Partner price: USD 19,700
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• CML demo unit T&C
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Dell Partner Architect Program
• Partner principle nominates a presales resource to participate in the program
• In addition to accelerated rebates, Dell will provide:
– Compellent Master class Training @ DSG SG for selected partners only
– Invitation to Partner Summit
– Join End User workshop with Dell for demand Gen after attending Compellent MasterClass
› Focus on: flash storage at the price of disk
– Compellent Technology update. (local workshop or Webinars )
– Buddy relationship to a Dell Solutions Consultant. (POC with customers)
• Governance
– It will be mandatory and a condition of storage rebate entitlement that the nominated
individual(s)
a) Attends DPA program scheduled events
b) Completes the Dell storage technical training modules as per the partner certification program
– Dell will withhold rebates and may remove partners from the Compellent Elite Partner Program
for non-compliance of these conditions
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Questions?
Back Up
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The opportunity
• Total external NAS and SAN market in SA was $130M in Q3FY13 and forecasted to grow 5% YoY.
• Significant opportunity for solution from 25K~50K and 50K ~ 100K price Band
• Dell is #1 server vendor in Q2FY13. That gives us opportunity to cross sell Dell Storage.
– Better together
• Compellent Data Progression across WI SSD, RI SSD and SAS disk technology is ahead from competition
and gives unbeatable value.
– Performance Optimized,
– Price / Performance
– Cost Optimized
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Customer Revenue (USM$) Period
Storage Priceband 2013Q1 2013Q2 2013Q3 2013Q4 2014Q1 2014Q2 2014Q3 2014Q4
Band 2 $5k-$9.99k $5 $3 $3 $3 $3 $3 $3 $3
Band 3 $10k-$14.99k $7 $6 $7 $7 $7 $6 $7 $7
Band 4 $15k-$24.99k $8 $9 $5 $6 $7 $7 $7 $7
Band 5 $25k-$49.99k $15 $14 $16 $19 $16 $16 $14 $20
Band 6 $50k-$99.99k $16 $20 $15 $13 $15 $15 $16 $17
Band 7 $100k-$149.99k $5 $4 $2 $3 $3 $2 $3 $4
Band 8 $150k-$249.99k $2 $3 $4 $3 $3 $3 $4 $3
Band 9 $250k-$499.99k $5 $10 $11 $12 $13 $13 $13 $15
Country 2013Q1 2013Q2 2013Q3 2013Q4 2014Q1 2014Q2 2014Q3 2014Q4
Indones ia $9 $13 $9 $11 $9 $9 $10 $14
Malays ia $13 $12 $13 $15 $13 $12 $13 $14
Phi l ippines $4 $4 $5 $6 $5 $5 $5 $7
Rest of As ia/Paci fic $2 $3 $3 $2 $2 $3 $2 $3
Singapore $21 $25 $21 $22 $24 $24 $24 $24
Thai land $10 $10 $8 $7 $9 $9 $10 $10
Vietnam $5 $4 $4 $4 $4 $3 $4 $4
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Delivering state of the art storage technologies with unbeatable value
What it means
Performance Optimized
• Flash at the price of disk • CML flash optimized • EQL hybrid arrays
Hot data moving to flash-based systems
Price / Performance
• EQL peer scaling • Simplified management • Application integration
Traditional focus of balancing features and cost
Cost Optimized
• Direct-attach storage • High density enclosures • Software defined storage
Cold data moving to cheap and deep systems
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Storage technology market
I/O intensive (flash)
Cost optimized
Price/Performance
How we deliver
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Dell innovation redefines storage economics