1. Dell EMC Distribution Coverage Strategy for Storage
SEPTEMBER 2017
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2. DISTRIBUTION COVERAGE FOR STORAGE
What is a Preferred Distributor?
The Distributor that is aligned to an indirect Solution Provider (buys through Distribution) to purchase Storage solutions. The intent is to foster long-lasting relationships and protect our Distributors’ investments in their partners.
EMEA & APJ: Open distribution model where the Solution Provider may purchase storage from any Authorized Distributor, though it is strongly encouraged they purchase through their Preferred Distributor
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3. Open vs. Preferred Distribution Model
CLIENT, SERVER, Networking, dell storage*
Emc
STORAGE
Benefits neutral to purchasing path, though Preferred Distribution is strongly encouraged
Direct Solution Providers encouraged to purchase from Dell EMC
The Distributor in Deal Registration/quoting tools will default to a Solution Providers’ named Preferred Distributor (though can be changed to another Authorized Distributor)
Benefits neutral to purchasing path
Direct Solution Providers can purchase either from Dell EMC or an Authorized Distributor
Solution Providers who procure through Distribution can purchase through any Authorized Distributor
*Dell Storage includes: PowerVault, EqualLogic, Compellent, XC
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4. What Does Preferred Distribution Mean?
EMEA, APJ
Formally aligns Solution Providers to a specific distributor, including automation in Dell EMC quoting tools
Sets expectations that distributor should own training and support for all storage needs
Creates alignment for a 2 year period to promote relationship building, and provides incentive and protection on investment for responsibilities we expect of the distributor supporting/growing the Solution Providers
Global Relationship / Alignment Expectations
The Preferred Distributor will be the default option the Solution Provider sees when registering a storage opportunity, but partners do have the option to override and select any other authorized storage distributor
Deal Registration
Special pricing offered through whichever Distributor is selected for the approved Deal Registration
Special Pricing
All Distributors will earn eligible rebates on storage solutions sold, regardless of the Preferred Relationship
Distributor Incentives / Rebates
Solution providers will earn rebate credit for storage opportunities purchased through any Authorized Distributor, regardless of Preferred relationship
Solution Provider Incentives / Rebates

5. Preferred Distributor Switching Timelines
All Solution Providers will align to a Preferred Distributor for a minimum of 2 years. After 2 years, starting FY’19, there will be one switching window per year. Partners can either:
Recommit to your existing Preferred Distributor for another 2 years
Switch to a new Preferred Distributor for 2 years
Take no action; meaning you will stay with your currently elected Preferred Distributor for 1 year*
Switching Period:
June 1 – June 30
Transition to new preferred Distributor to take effect the first day of Q3 (in August)
*Note, commit requirements may vary by country based on local laws
Please work with your Preferred Distributor if you have any questions on this process
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6. FY’19 Eligibility Rules for Partners
Solution Provider Disti Coverage Status
Eligibility
Any heritage EMC Solution Provider that had a relationship in place prior to February 2017
Eligible to move in Q3 FY’19 (June window)
Any Solution Provider that has joined the Dell EMC Partner Program since February 2017
Not eligible to move as still within 2-year commitment window
Any Solution Provider that moved to a new Distributor (or recommitted to an existing Distributor) during FY’18
Not eligible to move as they are within 2-year commitment window
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7. Requesting a Change in Distributor
When a switching period window is active, Solution Providers can request a change in their Preferred Distributor within the Deal Registration Portal.
The link will be located in the left navigation panel, as shown to the right.
John Smith
Distributor A
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8. Requesting a Change in Distributor
Solution Providers with Access to Deal Registration:
When a switching period window is active, Solution Providers can request a change in their Preferred Distributor within the Deal Registration Portal. The link will be located in the left navigation panel, as shown to the right.
John Smith
Solution Providers without Access to Deal Registration:
These requests will need to be re-routed to the Dell EMC onboarding team through the following mailboxes.   
EMEA:
APJ:
Distributor A
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9. Support Details Onboarding:
EMEA:
APJ:
PXC:
Deal Registration:
Europe, Middle East, Africa:  
Hong Kong /
Australia & New
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10. SIMPLE. PREDICTABLE. PROFITABLE.™
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