Dell PartnerDirect

Dell PartnerDirect is an international channel partner program that provides partners with business development, sales and marketing resources.

Dell PartnerDirect is an international channel partner program that provides partners with business development, sales and marketing resources.

Competencies are offered for partners to become specialized in the following technology areas: servers,  storage, security, networking, desktop virtualization, cloud services, data protection, systems management and information management.

For partners participating in the Value-Added Reseller (VAR) portion of PartnerDirect, there are three levels of membership: Registered, Preferred and Premier. The Registered membership is the only level that does not include a minimum sales requirement as of this writing. The Dell PartnerDirect Preferred hardware competency requires at least $200,000 in hardware sales, and the software competency requires at least $50,000 in software sales. At the Premier level, there is a $1 million sales minimum for the Hardware Competency, a $250,000 minimum for the Software Competency, and a $1 million minimum for the Mixed Hardware and Software Competency.

Registered level - a valid reseller certificate, which documents tax status; an active company website and an active e-mail account linked to the partner's website domain.

Preferred level - all the requirements of the Registered level, plus at least one PartnerDirect Competency (completed by two salespeople and two technical staff members).

Premier level - all the requirements of the Preferred level, plus two or more PartnerDirect Competencies (completed by four salespeople and four technical staff members); completion of a solutions training course by one staff member) and a PartnerDirect Premier logo on the partner's website.

Dell PartnerDirect also provides a service provider program for Dell PartnerDirect partners who are engaged in hosting, co-location, telecommunications, IaaS and managed services activities. The program gives service providers access to Dell software used for systems management, information management, data protection, security and hardware. Payment options include a monthly fee and a usage-based charge that is paid in arrears. Dell's PartnerDirect Referral Program rewards partners who choose to recommend, rather than resell, Dell software products. The referral fee amount is determined by PartnerDirect levels as well as level of engagement. To receive a referral fee, partners must apply to register the deal and must receive approval for that application by Dell.

This was first published in October 2013

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