Dell EMC Partner Program MDF Benefit Overview for Solution Providers

Dell EMC Partner Program MDF Benefit Overview Solution Providers

Upon completion of this module, you should be able to:

Review the key features and benefits of the MDF program

Identify the activity, spend and ROI policy along with ass ociated timelines

 Applicable for Solution Provider track within the Dell EMC Partner Program only. Federal, Systems Integrator and RSA partners have different requirements for their specific programs

Program features and benefits

Design Principles First in Class Experience

Drive Profitability

Strive For  Simplicity

Enable Partners to Drive Their Business

Marketing Investment

Earned MDF

Percentage of sales Funds deposited 180 days Partner enters activities 45 days from activity end date Spend Policy

Earned MDF Solution Provider Acc rual Rates (Eff ective Feb. 4, 2017) BUSINESS UNITS

TITANIUM

PLATINUM

SOLUTION PROVIDER

SOLUTION PROVIDER

Infrastructure Solutions Group

.95%

.7%

Client Solutions Group

.5%

.5%

ELIGIBILITY

• Titanium and Platinum partners will earn MDF on all ISG product purchases. • Excludes Services, VMware/Cisco components of VxRack or Vblock/VxBlock and third-party products.

• Titanium and Platinum partners will earn MDF on all CSG product revenue (including attached services).

Marketing Investment

Proposal-based MDF

Discretionary funds 3 weeks Funds assigned after approval 1 quarter spend cycle 45 days from end of quarter  Spend Policy

 Activities and spend policy

Main Categories 3 main categories

2 single activities

Spend strategy

1

 Awareness

Promote Dell EMC and the partner brand

2

Demand Gen

Designed to drive incremental demand or nurturing of prospective leads

3

Enablement

Support the development or training of customers and partner personnel

Single Activities Earned MDF

1

Incentives

2

Dell EMC World

Spend policy and stipends

Sales incentive programs for the partner's sales force

Sponsorship, registration and travel for Dell EMC World

MDF Activities Earned/Proposal-Based MDF Eligible

Earned MDF Eligible Only

 Awareness

Demand Generation

Digital & Print: Brand / Marketing

Digital & Print: Demand Gen related

Event: Partner Sales Meeting

Merchandise: Events and Marketing

Seminar: Customer / Prospect

Event: Dell EMC visit

Enablement

Event: Dell EMC Hosted / Sponsorship

Seminar: Partner Facing

Event: Non-Dell EMC hosted sponsorship

Training: Dell EMC Led

Event: Hospitality

Event: Floor Days

Campaign: Multi-Touch Telesales

Demo / Solution Center

Incentives Spiff 

Dell EMC World Sponsorship

Travel and Registration

NOTE: Funded headcount/OVR will be eligible via Earned MDF but will be in a separate mo dule of the Dell EMC Rebate & MDF Tool

Spend Guidance Earned MDF

Demand Generation

SPIFFS (sales incentives)

50% minimum

10% maximum

Demand Generation Proposal-based MDF

80% minimum

Enterprise Product Focus Focus on Net New End Customers

 All Flash, Converged Infrastructure & Servers, Unity & SC Series, Data Protection and Isilon

Headcount 10% maximum

Enablement / Awareness 20% maximum

Client Core Client & Workstations; Continue focus with specialized products, Rugged & Mobility

Expense Eligibility Across Activities Activities Expense Eligibility

Seminar (Prospect/ Partner)

Dell EMC/Partner Led Training

Sponsorship (Dell EMC & Non Corp)

Partner Sales Meeting

Dell EMC Visit

Hospitality

Entertainment up to $2,500 MAX per person, per event (Includes catering, entertainment, gifts, hotel & travel)

Y

Y

N

N

Y

Y

Cost of Sponsorship/Cost of Course (Includes Venue, Booth Rental, A/V, photography)

Y

Y

Y

Y

Y

Y

•

Travel stipend is based on a flat rate

•

Intercontinental and Domestic/intra-region will have varied rates of contribution

•

End customer travel & hotel is Ineligible – for any activity

•

Hotel only to be used when partner is required to travel and support the Dell EMC brand

Timeline overview

Earned MDF 2 weeks – marketing plan

120 days – activity lifespan

180 days – enter and execute 45 days  – claim after activity end

21 days  – status can be “Incomplete”

Proposal-based MDF 2 weeks – marketing plan

The quarter   – activity lifespan

45 days  – claim after quarter end

21 days – status can be “Incomplete”

ROI Policy

MDF ROI Policy

Rebate & MDF Tool

Lead ROI Form

SalesForce

Deal Registration

Identify the marketing initiates that provide you the best return.

Tips for success

Management

1

Timelines

3

Dell EMC team

2

Reports

4  Activities and spend policy

Module Summary Key points covered in this module: • •

Earned MDF and Proposal-based accrual rates  Activities and spend policies

•

Timelines

•

MDF ROI Policy

Next Steps & Additional Resources

Review Funds

Be aware of timelines

Educate yourself 

Test your knowledge

Required to complete this training module

You must pass with an 80% or better