1 Dell - Internal Use - Confidential Partner FAQ – Deployment Services Competency QuestionAnswer Which product lines have a Deployment Services Competency? Partners can earn a Deployment Services Competency in: SC Series Storage PS Series Storage N&S Series Networking Look for additional Competencies in the future! What is required for a partner to attain a Deployment Services Competency? 1. A partner must be Preferred or Premier 2. Hold the corresponding hardware competency for storage and/or networking 3. Employ at least two Certified Deployment Professionals in one or more product area(s) 4. Submit Deployment Competency application 5. Dell approves application Example: A Preferred partner who holds a networking hardware competency has two N&S Series Networking Certified Deployment Professionals on staff. They should complete the Competency application for approval, as they are eligible for the Deployment Services Competency. If a Certified Deployment Professional leaves my company and only one Certified individual remains, is there a grace period in which I can have a replacement certified before losing my Deployment Services Competency? Yes – you will need to have a replacement certified within 3 months to maintain the competency. In the interim, only the remaining Certified Deployment Professional can perform Dell deployments Partner facing slide

2 Dell - Internal Use - Confidential Partner FAQ – Deployment Services Competency cont. QuestionAnswer What is required to maintain competency status? 1.Partner will employ and continuously maintain a minimum of two Certified Deployment Professionals in at least one deployment product line (SC Series Storage, PS Series Storage, or N&S Series Networking) 2.Partner must hold Dell Partner Direct Premier or Preferred status. 3.Partner must hold the Dell Partner Direct product competency associated with the Deployment Services Competency that they are applying for 4.All deployments performed by Dell Deployment Services Competency Partners of Dell products must be implemented in accordance with Dell recommended practices and will be performed by the Certified Deployment Professional to deploy products that correspond to the product line for which they have been certified. Further, the Dell Deployment Services Competency Partner will be responsible for correction of any deployment-related issues, in accordance with quality standards; and 5.Dell Deployment Services Competency Partners will provide end user contact information, allowing Dell to perform our customer deployment survey process. Where can I get more information about the Competency program? View the program guide on the partner portalprogram guide Partner facing slide

3 Dell - Internal Use - Confidential Individual FAQ – Deployment Services Certification QuestionAnswer Where can I learn more about the Deployment Services Certification, trainings and exams? The Dell Certification Portal has additional information about individual certifications and company competencies for Services. Partners registered at this portal will be able to seamlessly view their technicians Dell training (LearnDell) and exam (PearsonVue) progress and apply for competencies as requirements are met.Dell Certification Portal Does my certification expire?Yes. Certifications must be renewed every 24 months. How many certifications are available? There are 3 Certifications available: SC Series Storage PS Series Storage N&S Series Networking What level of expertise is required to pass the certification exam? These Professional level certifications are for individuals who have 2 or more years of deployment experience. Trainings are recommended but not required however, trainings will increase your knowledge about the products, installation and planning. Please note that the information learned in the course is preparing you for a portion of the exam the rest of the exam tests your real world knowledge of deployments. Partner facing slide

4 Dell - Internal Use - Confidential FAQ – For Dell Channel Sales QuestionAnswer Does a partner have to attain a Deployment Services Competency to deploy all storage and networking? No. Some storage and networking products are “Self Deploy”, which means competency and certification is not required, but we always encourage partners to attain a Deployment Services Competency in any storage and networking products they deploy. If a product requires a partner deployment to be done by a partner who hold the corresponding product Deployment Services Competency, you will be able to see that when quoting Deployment Services. See visual below: [CHNLREQ] Channel Partner Installation-Restricted access: Deployment Competency Partners Only [PRODEPL] ProDeploy Dell Storage PS Series 65XX/66XX SAN up to 8 hosts [PDEPLUS] ProDeploy Plus Dell Storage PS Series 65XX/66XX SAN up to 8 hosts EqualLogic PS6500ES Product Help Display Options Display Selected Options Lead Time (estimate) 5 work days Expand All Collapse All Deployment Services ---[RMIMSWT] Remote Implementation of a Dell Equalogic Array Sales Comments Display Selected Options [ENDEPVS] Deployment Verification Service-Restricted access: Deployment Competency Partners Only Channel Sales only slide

5 Dell - Internal Use - Confidential FAQ – For Dell Channel Sales cont. QuestionAnswer How can I determine if a partner has attained a Deployment Services Competency? Partner Competencies can be found in SFDC (Salesforce under Account Intelligence- Dell Competencies).SFDC You can also view your partner’s status in the CTT (Certification Tracking Tool). NA CTT - Certification Tracking Tool, contact Joanne Chiasson if link doesn’t workCertification Tracking Tool Other regional contacts for CTT: EMEA - Lindholm, Kari APJ - Baxi, Sucheta; Zhu, Vicky LatAM - Delfin, Manuel; Perez, Nayely What is the approximate timespan for a channel partner to provide ProDeploy after applying for competency? It will take 5-7 business days from the successful completion of a certification exam for that data to be updated in Dell systems. When a partner has 2 certified people, their firm will be notified that they are now eligible to apply for the Deployment Services Competency. Dell will respond to their competency application within 2 business days of submission. If the application is approved, SFDC (Salesforce) will reflect the new competency within 2 business days. Who owns the customer relationship when ProDeploy is co-delivered? Partner resells the ProDeploy Enterprise Suite and owns the customer relationship The partner then chooses to have Dell deliver 100% on behalf of the partner or the partner asks Dell co- deliver with them. Partner needs to gain the Competency in order to participate in co-delivery and get labor reimbursement. Channel Sales only slide

6 Dell - Internal Use - Confidential FAQ – ProDeploy Enterprise Suite~Channel QuestionAnswer What is the benefit for partners to co- deliver with Dell? One of the key differentiators between co-deliver model is access to our Project Managers and the remote validation of the configured deployment. They also get labor reimbursement for the on-site work preformed Will partners who go onsite to co- deliver with Dell, have dedicated access to our tech support or deployment team to help them on the fly if required? Partners that gain the Deployment Services Competency and co-deliver, will have help from our Project Managers. Also partners who co-deliver will also have Dell remote in at the end of the deployment to remotely validate the deployment If a partner sells ProDeploy and Consulting Services, either Dell’s or their own, will a Dell Program Manager assist? The Dell Program Manager will coordinate between ProDeploy and consulting on the same project. Can the ProDeploy Suite be sold through Distribution ? Non-tied SKUs can be sold NPOS/APOS through distributor Partner facing slide