Deal Registration

overview

June 2024

The information contained in this presentation is proprietary and considered Dell Technologies Confidential information. THIS INFORMATION IS BEING PRESENTED FOR INFORMATIONAL
PURPOSES ONLY AND ADDITIONAL TERMS AND CONDITIONS APPLY TO YOUR PARTICIPATION IN ANY OF THE PROGRAMS PRESENTED HEREIN. Dell Technologies reserves the
right to modify the terms of the Program and/or eligibility requirements applicable to the Program at any time or to terminate the Program at any time at its sole discretion. In this document,
“Dell Technologies” refers to the business units previously referred to as “Dell” and “Dell EMC” and excludes Secureworks and their independent partner program. THESE MATERIALS MAY
CONTAIN TYPOGRAPHICAL ERRORS AND TECHNICAL INACCURACIES. THE CONTENT IS PROVIDED AS IS, WITHOUT EXPRESS OR IMPLIED WARRANTIES OR GUARANTEE OF
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Partner engagement with Dell Technologies
Deal Registration is underpinned by the rules of engagement

Rules of engagement
Guiding principles for engagement that outline the role you (as a partner) and
Dell Technologies play together in delivering an excellent customer experience.

Deal Registration Partner of Record (PoR)

When held, Deal Registration helps protect engagement when PoR status prompts Dell Technologies core sales teams to work with
you’re actively promoting Dell products and solutions to you on future Dell-found resale and sellout dedicated hosting
customers. opportunities for the LOB in the account the status is earned*.

* Exceptions may apply

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What is Deal Registration?

Deal Registration
Deal Registration drives predictable engagement for partners who
actively promote Dell products and solutions to their customers.
If a partner is granted Deal Registration for a resale opportunity, Dell will
not proactively engage in direct-sales efforts for that opportunity,
facilitating a predictable engagement model for partners when working
with Dell Technologies sellers.

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Deal Registration
Partners may be eligible for Deal Registration on resale opportunities

Dell will not proactively Deal Registration is the Approved registrations may
engage in direct-sales efforts partner’s path to receiving be eligible for incremental
on opportunities where an advantaged pricing. incentives*:
approved partner Deal
Registration is present. • Competitive Swap
• New Business Incentive
• Tech Refresh

ENGAGEMENT PRICING INCENTIVES

Facilitating a predictable engagement model

*Incentive availability may differ by region. Refer to the Benefits & Requirements document for details.
Deal registration benefits are subject to the Deal Registration program terms here.

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Deal Registration basics
Partners can have as many individuals enabled to submit Deal Registrations as they need.
The partner’s portal administrator manages this access.

Deal Registration Once submitted, Approved Deal Partners will be Partners should
requires certain partners will receive Registrations are notified via email if update their
revenue minimums notification within valid for 90 days. the deal is going to opportunities often.
covered in the Deal two business days. expire 30 days Self-serve reporting
Deals may be able to
Registration Terms. prior to expiration. is available in the
be extended for an
Partner Portal.
additional 90 days.

Refer to standard Deal Registration terms for details. Required minimum criteria varies across regions, Dell sales segments, and products.
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Partner Deal Registration process
Securing opportunities through Deal Registration

1 2 3 4
Opportunity Opportunity
Review Notification
creation submission
• Partner creates opportunity in • Partner submits Deal • Dell Technologies reviews • Partner notified via email of
Partner Portal through the Registration in Partner Portal partner’s opportunity approval or rejection.
Deal Registration page. through Deal Registration tool. submission (standard Deal
Registration rules apply). • For Deal Registration
• Must be submitted by an Rejection disputes or
authorized individual. questions, please connect with
your Dell sales team or submit
via case management.

Standard Deal Registration terms apply. Any partner can register opportunities. Each Deal Registration must represent a single sales opportunity with a single end-user. Do not combine deals or
end user accounts. Do apply for a separate deal registration for additional or different business opportunities.
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Key takeaways
Grant Ensure your partner portal admin grants Deal Registration access to specific individuals
access through the Partner Portal to ensure your company can submit Deal Registrations.

Know the
Understand the benefits Deal Registration provides.
benefits

Review Review the current Deal Registration guidelines & terms in the Partner Portal for
guidelines additional regional rules and exclusions before registering a deal.

Learn how to Refer to the Deal Registration Submission Guide to understand how to submit a Deal
Register a Deal Registration and the required fields needed – register early and often.

Contact your Dell Sales Team with additional questions or submit a case to the case
Questions management team.

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Key resources
Deal Registration video

Deal Registration submission guide

Deal Registration terms and conditions

FAQ

And much more!

Dell.com/Partner/DealRegistration

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