Dell Technologies Korea Partner Bootcamp

Dell Technologies Incentive Program

Jun/09/2022

Daehyun Bae
DPAM
Dell Technologies Korea
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2022
DELL TECHNOLOGIES
PARTNER PROGRAM

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© Copyright 2022 Dell Inc.
The last FIVE YEARS - KR
Metal Growth FY23 DTPP In the Media

160

140

120

100

80

60

40

20

0
FY18 FY19 FY20 FY21 FY22 FY23

Gold Platinum Titanium

* 델 테크놀로지스 공식 보도 자료는 이 곳에서 확인

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2022 Benefits: Incentives Grid – APJ > Eligible Product Category
Document HERE

Base DT Services Acquisition2 Tech Refresh3 eMDF

(From $1) (From $1) 1
PRODUCT
TITANIUM PLATINUM GOLD ALL METAL TIERS TITANIUM PLATINUM
CATEGORY
ProSupport ProSupport Plus Other Comp Tech
New Business**
(≥3yr) (≥3yr) Services Swap Refresh

Storage+ 4.00% 3.00% 2.05% — — 3.50% 9.00% 9.00% 1.00% 0.95% 0.70%

• PowerStore
Kicker4 • Unity XT
+ 2.00%

Server+ 2.05% 1.80% 1.10% 0.50% 1.50% 3.50% 8.00% 8.00% — 0.75% 0.50%

Client+ 0.80% 0.60% 0.50% 1.00% 1.50% 3.50% 3.00% — — 0.25% 0.25%

• Latitude Rugged
x3 • Precision Workstation
2.40% 1.80% 1.50%
Multiplier

• Latitude 7 & 9
x2 • Dell Displays & Client Peripherals 1.60% 1.20% 1.00%
(D&CP)

VMware5 1.00% 0.50% 0.50%

1 ProSupport & ProSupport Plus attached Services paid on total revenue for Server+ and Client+ product & Services, excluding Enterprise Infrastructure (EI), Displays & Client Peripherals (D&CP); ‘Other Services’ paid on Services only revenue.
2 Competitive Swap is not stackable with the New Business Incentive. If a Competitive Swap sale is made to an eligible NBI account, and the sale qualifies for both Competitive Swap and NBI, then the Partner will earn NBI.
**Data Protection and Networking are independent from Storage+ and Server+ respectively when calculating NBI. Cloud Client Computing, EI, Virtustream Enterprise Cloud, VxBlock and PowerFlex rack are ineligible for NBI rebates.
3 Partner enrollment in Tech Refresh is required for Tech Refresh participation and the Tech Refresh rebate. Partner may be removed from Tech Refresh if (a) partner does not meet KPIs or (b) Dell confidential asset information is used by partner for any purpose other than to refresh customer assets with

the sale of Dell Technologies solutions

4 For eligible product sales the Kicker applies only once to either NBI, Competitive Swap or Tech Refresh where these rebates are stackable.
5 VMware base Rebates: DTPP Titanium, Platinum and Gold partners must align to the separate VMware Partner Connect program requirements as a member of the program and have a direct purchasing contract with Dell. Rebate availability, terms and eligibility may vary based on location. Capped at

$50K Titanium and $25K Platinum and Gold per deal (cap on deal size: $5 million revenue)

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Metal Tier Regional Partner List
12 Partners Earned Rebates over ₩38,000,000 in Q1

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2023 Requirements — Zone 3
To become a metal tiered partner in the 2023 Dell Technologies Partner Program partners must meet Training competency and Revenue requirements by February 3, 2023.
Based on attainment against these requirements, partners may be eligible for a metal tier in the 2023 Dell Technologies Partner Program through either a local or global path.
Minimum revenue and competency requirements for 2023 will consist of the partner’s total combined revenue and training completion across the current Solution
Provider, Cloud Service Provider and OEM Solutions partner tracks.

REQUIREMENTS
Earn 5x
Tier Path1 LOCAL GLOBAL revenue accelerator on eligible
Single geographic location All Partner geographic locations2 • PowerStore and Unity XT
• Managed Detection and Response
Revenue+ $8M $150M
toward Program Year Tier revenue
Minimum Services Revenue* requirements.
(of total revenue) $960K $21M
TITANIUM

Minimum Training Requirements

3 Competencies
1 Marketing Institute credential Earn 3x
revenue accelerator on eligible other
Storage, Data Protection & APEX
Revenue+ $3M $50M Cloud Services**
Minimum Services Revenue* products toward Program Year Tier
(of total revenue) $360K $6M
PLATINUM revenue requirements.

2 Competencies
Minimum Training Requirements
1 Marketing Institute credential
Earn 1.5x
Revenue+ $500K revenue accelerator on eligible
Converged &
Minimum Services Revenue*
GOLD (of total revenue) $50K Hyperconverged
products toward Program Year
1 Competency Tier revenue requirements.
Minimum Training Requirements
1 Marketing Institute credential
1 If partners qualify for both local and global tier, their final tier placement is at the partner’s sole discretion
2 Requirements for Global tier can be completed in any location
+ Tier Revenue compliance is calculated using booked revenue for orders placed directly with Dell Technologies (including direct orders through-Distribution) and shipped revenue for orders based on Distributor point of sale
reporting.
*Subject to the availability of Dell Technologies branded Services in the applicable region or country or as otherwise provided by Dell Technologies
** APEX Custom Solutions (Flex on Demand and Datacenter Utility) Committed Contract Value (CCV) revenue will apply to your Solution Provider tier revenue under the respective Storage or Server product categories. APEX

Custom Solutions (Flex on Demand and Datacenter Utility) Committed Contract Value (CCV) revenue is not counted under the APEX revenue category and is not eligible for the APEX revenue accelerator.
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Program Timeline

Month NOV DEC JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC JAN FEB MAR APR

Dell Tech QTR 2021 Q4 2022 Q1 2022 Q2 2022 Q3 2022 Q4 2023 Q1

29 July Competency 2023

cutoff for 2H Rebates Program Year
29 Jan 2022 Program Year 29 July Q2 Ends Commencement,
Commencement New Tier Placement
Notification and
Rebate Eligibility

29 Jan 2022 – 3 Feb 2023 Program Period for revenue and training completion
(for 2023 Tier Placement prerequisites) 3 Feb, 2023
Q4 Ends

Partner must accept Incentives T&Cs online within first

30 Days after availability in Incentives Center

Promotion and demotion to metal tiers will be on an annual basis only.

New or additional competencies will be awarded semi-annually for current metal tier partners; the deadline is 29 July 2022 for second half rebate eligibility and
3 February 2023 for first half 2023 Program Year rebate eligibility.

Competencies earned after the annual audit period will only be considered for tier status during the following annual audit.

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Q2 Partner Enablement
Partner On-boarding Welcome Partner On-boarding Partner Power Hour &
Seminar Academy Monthly Partner Newsletter

• Purpose: Dell Tech Update for Channels

• Purpose: Partner On-boarding Guide • Purpose: Partner Sales On-boarding Academy
• 10 am on Wednesday
• Once a Quarter • 9 am on Tuesday
• Average 160 attendees every time
• 28 new on-boarding partners in Q2 (May 19) • Average 114 attendees among 171 registered, 67%
attending rate : July 12 (Graduation Ceremony)

Time Content

10:00 – 10:05 Opening and Welcome

10:05 – 10:20 Dell Technologies Partner Program

10:20 – 10:55 Partner Portal, Deal Registration, Process and

Benefit

10:55 – 11:00 Intro of Disti PAMs and Closing

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2022
KOREA INCENTIVE PROGRAM

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SERVER INCENTIVES

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STORAGE INCENTIVES

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CLIENT INCENTIVES

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OTHER INCENTIVES

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DELL CHANNELS

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FY23 Q2 Korea Channel Organization
1:7
1:5 Korea Channel Director
Kim, SS
Total : 1+27 ( 2 Investment HCs in FY23)

1:8
1:10 PAM Manager IPAM / SNS Sales
1: 10 5
Commercial Consumer
Lee, JangWeon Lee, HyunJoo

PAM
PAM – T1
Yang, Eugene IPAM SNS Sales Retail
PAM – T1 IPAM – T1 SNS Sales CSB
Lee, HoSung Park, JiYoung Lee, KyoungTaek Lim, Sang Min

PAM – T1 IPAM - Disty SNS Sales CSB Online

Hong, SeungMoo Kim, YoungGyoung Im, MiSun Shim, JaeWoo

DPAM IPAM – T2 SNS Sales CSB Sales

Bae, DaeHyun Moon, Sun Will Join in May 26 Jeong, JinKyung

DPAM
Lee, YoonNa SNS Sales (IPAM) CSB Sales
Park, HaeWon Jeong, JiNa

DPAM
Will Join in July SNS Sales CSB Sales
Lee, HyunHa Oh, HyunMin

T2 PAM*
Kim, JiAh SNS Sales (IPAM)
Park, SoJeong
Regional T2 PAM
Bae, HongSeuk SNS Sales (IPAM)
Will Join in July
DC PAM
Jeon, HyungMin

DC PAM
Kim, JiYou

New Hires
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FY23 Q2 Distributor & T2 Organization

PAM Manager
Lee, JangWeon

DPAM T2 PAM
Bae, DaeHyun Kim, JiAh

Daol TS & Kolon Benit Metal tier T2 partners

DPAM Regional T2 PAM

Lee, YoonNa Bae, HongSeuk

SCG Solution & Tepper Daejeon & Youngnam

DPAM
Will Join in July

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