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Advancing TogetherDell IoT Solutions Partner Program Guide for Technology and Services Providers
Learn More
Program Overview . . . . . . . . . . . . . . . . 3
Details for Technology Providers . . . . 9
Details for Services Providers . . . . . . 14
Steps to Enroll . . . . . . . . . . . . . . . . . . . 18
delliotpartners.com
Table of Contents
Program Overview2
Program Overview
delliotpartners.com 3
The Dell IoT Solutions Partner Ecosystem
delliotpartners.com
Technology Providers* Services Providers**
• Executive Partner
• Associate Partner
• Registered Partner
• Premier Partner
• Preferred Partner
• Registered Partner
A technology revolution is gaining momentum — a surge of innovation that connects an ecosystem of sensors, devices and equipmentto a network that can transmit and receive data for tracking, analysis and action. With the estimated number of connected thingsreaching over 25 billion by 2020, and rapid innovations in collected data analysis, this isn’t just about new technology — it’s an entirely different way of doing business. That’s why Dell created the IoT Solutions Partner Program to bring together innovative technology and services companies and help you and your customers be at the forefront of this change.
Advancing IoT solutions togetherDell has always been passionate about working with technology experts, and the Dell IoT Solutions Partner Program is designed to give Technology and Services Providers the tools needed to focus on the advancement of commercial and industrial IoT solutions. The program will enable Technology and Services providers, OEMs, developers and end customers to find the right tools to deploy scalable, differentiated solutions on top of Dell's broad portfolio of IoT-enabling technologies. Our partners are qualified to integrate our purpose-built IoT hardware such as edge gateways and embedded PCs into full IoT solutions, but many also work with other Dell technologies such as server, storage, and networking hardware and software tools for security, manageability, data integration and analytics.
Multi-tiered programWe believe there’s room for every idea and innovation, so we created a multi-tiered program for both Technology and Service Providers. Qualified program participants are assigned to one of three tiers based on go-to-market, alignment with Dell strategy, and overall capabilities. Partners will also have the opportunity for tier advancement based on success.
* Qualification of offering/solution with Dell IoT hardware required for Technology Providers.** Proof of IoT competency required for Services Providers. Tier assignment based on revenue component.
Program Overview
Advancing Together4
Advancing IoT Solutions Together
VerticalSolutions
Dell IoT HW/SWIngredients
Target Use Casesdelliotpartners.com
Technology Partners
Vertical Expertise
Platforms
Analytics
Data Visualization
Data Cleansing
Wide Area Connectivity
Security
Device Management
Protocol Normalization
Services Partners
Last Mile Delivery
Solution Support
System Integration
Deployment
Project Design
Procuring Accessory
Partners advance “ingredients” into “solutions”
Edge Gateways
Embedded Box PCs
EdgeDevice
Manager
In today’s environment, it’s easy to lose sight of the true value of partnership, trust, commitment and supporting others. At Dell, we believe that opportunities
increase when you help others win. That’s why we are passionate about working together with technology experts such as Independent Software Vendors (ISVs)
and System Integrators (SIs). Together we are focused on the advancement of Commercial and Industrial IoT solutions with offerings spanning data integration,
visualizations, analytics, security and services.
5
Dell’s Target IoT Use Cases
Use Case Description
Factory OptimizationAnalysis of factory process data from multiple machines to drive efficiency within a larger
factory operation. Includes machine automation and process optimization.
Predictive Maintenance
Analysis of equipment sensor data to predict equipment failures and increase uptime
while minimizing costs. Advanced solutions include automated work orders in
coordination with ERP systems.
Automated Process /
Quality Control
Collection and analysis of video and sensor inputs to provide real time measurement and
maximize the identification of quality risks in produced materials
Smart Infrastructure
Instrumentation of building control systems, hotel rooms, retail spaces, street lighting,
parking lots, traffic systems, etc. to enable automation and remote management/control
for increased efficiency, improved customer experience, and reduced labor costs
Smart Metering and Energy
Management
Optimization of energy usage through the instrumentation of building controls, meters,
pipelines, and micro grids to optimize consumption, automate switching between power
sources, enable demand/response, and provide diagnostics
Fleet ManagementIn-vehicle computing to aggregate and analyze data on driver behavior, engine
diagnostics, compliance, and safety to optimize the vehicle.
Security and Access Control Access control and video surveillance of buildings, utilities sites, ship yards, public spaces
Remote Asset ManagementRemotely measuring utilization and health of fixed assets including construction
equipment, windmills, pumps, turbines, networking cabinets, HVAC units, etc.
Supply Chain Management and
Logistics
Capturing location data and environmental context from movable assets such as shipping
containers, pallets, packages and materials to improve supply chain and
logistics. Includes cold chain shipping.
Compliance and DocumentationManagement of regulatory information and compliance (EPA,FDA, OSHA) and/or
machine/process documents such as equipment diagrams, programs, and BOMs.
delliotpartners.com
At Dell we are exclusively focused on the advancement of solutions for customer problems in commercial and industrial IoT use cases.
Dell is targeting these high-level use
cases in the following verticals:
Communication, Energy, Healthcare,
Manufacturing, Natural Resources,
Retail & Hospitality, and
Transportation & Logistics.
We welcome you to apply to join our
partner program if your company
addresses one or many of these use
cases and is interested in deploying
solutions that at a minimum leverage
Dell IoT hardware including edge
gateways and embedded PCs.
Partner Landscape6
Services Partners (System Integrators, Contractors, Developers)
De
ll I
oT
Infr
ast
ruc
ture
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Last Mile Delivery
Solution Support
System Integration
Deployment
Project Design
Procuring Accessory
Technology Partners(ISVs, IHVs, OSVs)
Partner Landscape
Program Benefit Overview
Sensors / Endpoints
Edge I/O and Networking
E2E
Platform Backend Platform
Big Data Tools
Client OS / Virtualization
Wide Area Networking
Server OS / Virtualization
De
vic
e M
an
ag
em
en
t
Se
cu
rity
An
aly
tic
s
Vis
ualiz
ati
on
s
Edge Platform
7
Depending on partner type and tier†, you’ll have the ability to develop solutions with Dell’s end-to-end portfolio of IoT-enabling technology and world-class support, build partnerships with other program participants, and take advantage of:
• Increased market awareness
• Co-selling, joint marketing, events and co-operative marketing funds
• Partner enablement tools, sales aids, Dell marketing and campaign elements
• Joint case studies, solution spotlights and solution brief collaboration
• Participation in exclusive events
• Access to Dell Global Solutions Centers and IoT Labs
• Authorized use of Dell IoT Solutions Partner logo
• Company listing on the Dell IoT Solutions Partner Program portal
• Access to partner portal resources
† Requirements and benefits vary by partner type and tier. Refer to sections for Technology and Services Providers for details.
By joining the program, you can benefit from the industry’s most robust and reliable product portfolio, world-class support and boundless opportunities for incremental business growth. All backed by our reputation as a global leader in computing technology.
Program Benefits
Details for Technology Providersdelliotpartners.com 8
Details for Technology Providers
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End-to-End (E2E) Platform: Full client/server
software platform including purpose-built edge
component to normalize sensor and perform
local analytics on our gateways or embedded PCs.
Included backend (server) software offers
visualizations and analytics in varying capability.
E2E Platforms can stand alone as the full software
stack or be used in concert with other software
ingredients.
Backend Platform: Enterprise Application
Software and Cloud-based platforms that
consume normalized IP-based data from edge
devices. Platform capabilities include a
combination of data orchestration, analytics and
visualization tools. Require 3rd party gateway
solutions to normalize data from fragmented
endpoint communication protocols.
Big Data Tools: Focused on tools to integrate
and manage big data, including ETL, data
orchestration, cleansing, API management,
Hadoop and compression.
Security: Focused on security ingredients such as
hardware root of trust, authentication, data
encryption, threat analytics and secure transport.
Device Management: Focused on the
management of devices (e.g. sensors, gateways,
embedded PCs) including inventory, provisioning
and application lifecycle.
Analytics: Focused on analytics, generally
agnostic of data source. Includes capabilities
ranging from stream, CEP, machine-learning,
deep-learning, video analytics, to artificial
intelligence. Providers can enhance a wide variety
of platforms and solutions.
Visualizations: Focused on tools for creating rich
data visualizations including codeless application
enablement to simplify development. May include
basic analytics but not core focus. Range from
fixed dashboards to mobile apps including
supporting augmented reality.
Wide Area Networking: Telecoms and managed
service providers providing “northbound”
connectivity for edge hardware over cellular,
satellite, low power wireless, etc. Also includes
real-time messaging technologies for large
volumes of widely dispersed assets (e.g. DDS).
Edge Platform: Purpose-built edge (client-side)
platform that aggregates and normalizes diverse IP
and non-IP based (e.g. wireless mesh, serial) data
protocols into a single API. May include edge
analytics capability and a local database for store
and forward but requires a 3rd-party software
backend to create a full IoT solution stack.
OS/Virtualization: Specialty operating systems (e.g.
embedded, RTOS) or virtualization technologies for
scalability, security, privacy, low latency, load
balancing, etc. Leveraged at both the network edge
and backend.
Edge I/O and Networking: Hardware and
software solutions for “southbound” gateway to
sensor communications including wired
technologies, wireless mesh, Personal Area
Networks (PAN) and digital and analog I/O.
Sensors / Endpoints: Makers of packaged sensors,
controllers and equipment for targeted use cases.
Our IoT hardware (gateways, embedded PCs) can
support virtually any endpoint through software
normalization (using expansion I/O as needed) but
certified devices will be more secure, manageable,
and plug and play.
Technology Partner Benefits
Technology Partner Types
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The Dell IoT Solutions
Technology Partner ecosystemExecutive PartnerExecutive Partners constitute our most strategic partnership tier and have
formed the closest business relationship with Dell. A qualified Dell engineer
has internally tested the integration and interoperability of the partner’s
offering with the selected Dell IoT platform(s) and validated that the solution
meets Dell’s established requirements.
Registered PartnerRegistered Partners are provided early access to Dell IoT roadmaps and
products so they can optimize their solution offering and drive awareness in
the partner community. They internally test and verify their offering with Dell
IoT platform(s) and validate that the solution meets Dell’s established
requirements. Dell will review the test results but the partner is responsible for
the accuracy of their claims during and after verification.
Associate PartnerAssociate Partners have been selected due to proven alignment with Dell
strategy and differentiation in areas such as technology leadership and go-to-
market. They internally test and verify their offering with Dell IoT platform(s) and
validate that the solution meets Dell’s established requirements. Dell reviews the
testing in detail but the partner is responsible for their claims.
IoT solutions are complex and no single company can deliver on every
customer need. That’s why Dell is committed to curating a world-class
program of Technology Providers that address all parts of the solution
landscape and complement our broad portfolio of enabling IoT
infrastructure. Offerings from our Independent Software Vendor (ISV)
partners range from full platforms to pure-play solution ingredients for
analytics, visualizations, big data, security and device management.
Participating Independent Hardware Vendors (IHVs) include
manufacturers of sensors and accessory I/O. Our most strategic
partners have strong relationships with Services Partners to address “the
last mile”…. or in many cases “the last few feet”.
Program tiers for Technology Partners are assigned based on a
combination of proven differentiation, go to market, and alignment
with Dell strategy. Our Registered and Associate technology partners
will have the opportunity to advance in tier based on established
success criteria.
delliotpartners.com Technology Partner Types
Technology Partner Program Tiers
11
Brand visibility
Potential for joint case studies
Access to private Partner Portal resources
Authorized use of the Dell IoT Solutions Partner logo
Listing on Find a Partner page on delliotpartners.com
Potential to advance in program tiers -Ability to publish press releases about program participation -
Potential to be recommended by Dell to customers and other partners -
Established OEM sales contact(s) -
Potential for co-selling -
Potential for joint marketing, events, co-operative marketing funds -
Access to Dell’s IoT labs -
Self-service through Partner Portal - -Structured contact with Dell Partner Program Team, OEM Development and Sales - -Deeper engagement with Dell Partner Program Team, Marketing, Engineering, CTO,
and Sales- -
Executive sponsorship, invites to exclusive events, etc. - -
Registered Associate Executive
delliotpartners.com Technology Partner Requirements
Technology Partner Benefits
12
Select factory-supported Operating System(s) for qualification of Dell IoT HW
Sign the partner program agreement
Complete and maintain self-qualification -
Complete a field deployment with Dell as a qualification gate Optional
Provide training documentation and marketing collateral to Dell Optional
Participate in annual partner conference -
Sign partner and sales contracts on a case-by-case basis - -
Engage with Dell for joint development and qualification - -
Participate in Quarterly Business Reviews (QBRs) - - As needed
delliotpartners.com
Registered Associate Executive
Details for Services Providers
Technology Partner Requirements
13
Details for Services Providers
delliotpartners.com 14
Services Partner Program Tiers
Premier Partner
Premier Partners constitute our most strategic
partnership tier and have formed the closest business
relationship with Dell. These partners provide rich
services capabilities on a global scale.
Registered Partner
Registered Partners are provided early access to Dell IoT
roadmaps and products so they can optimize their solution
offering and drive awareness in the partner community.
Preferred Partner
Preferred Partners have been selected due to proven
alignment with Dell strategy and differentiation in solution
integration and go-to-market.
delliotpartners.com
The Dell IoT Solutions
Services Partner ecosystemDell knows deploying IT solutions in an OT environment can mean
facing complex challenges, and no single company can deliver on
every customer need. This is why we’re partnering with world-class
Services Providers such as System Integrators, Contractors, Distributers
and Consultants to bridge the OT/IT gap and execute our customers’
IoT vision. Dell’s broad portfolio of IoT enabling technologies, together
with our Technology Providers help our Services Partners address all
parts of the solution landscape. And it’s strong relationships with our
Services Partners that will bring our mutual customers that “last mile”….
or in many cases “the last few feet.”
Program tiers for Services Partners are assigned based on proven ability
to build, deploy and support differentiated solutions that are aligned
with our strategy and mutual customer needs. Key determining factors
for tier assignment include annual sales volume, domain knowledge,
ability to execute and global scale. Our Registered and Preferred
partners will have the opportunity to advance in tier based on
established success criteria. Guide .
Services Partner Benefits15
Sales Support
Deal Registration Program -
Channel management engagement Limited Higher Priority
Structured contact with Dell Partner Program Team -
Potential access to Dell-Generated Leads -
Potential for co-selling -
Discounts for qualification samples, potential volume pricing benefits
Potential access to pre-production units - Higher Priority
Opportunity to collaborate with other partners within IoT Partner Program - Higher Priority
Registered Preferred Premier
Marketing & Operational Support
Potential for joint marketing, events, co-operative marketing funds - Higher Priority
Potential for joint case studies
Access to partner portal resources -
Listing on Find a Partner page on delliotpartners.com -
Access to Dell’s Global Solutions Centers & IoT Labs -
Executive sponsorship, invites to exclusive events, etc. - Higher Priority
Services Partner Requirements
Services Partner Benefits
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Partner program agreement
Services Contract -
Minimum active designs with Dell over rolling 12 month period 1 5 10
Assign dedicated Sales resource/contact to Dell - Available Priority
Completion of Dell Partner required certifications -
Complete profile in Dell's Partner Portal -
Collaboration on Solution Briefs per quarter - 1 2
Reoccurring business reviews
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Registered Preferred Premier
How to Get Started
Services Partner Requirements
17
Are you ready to join us?
Program EnrollmentWhat you need to do.
Next Steps:
1. Submit application at: www.delliotpartners.com
2. Application will be reviewed by the program team and a decision
will be sent
3. If approved to move forward in the application process, detailed
information will be requested as part of the final review
4. Upon final approval you will be assigned a starting program tier
and be required to sign a Dell NDA
5. Technology Partners: complete qualification testing with your
choice of Dell IoT platform(s) and accept the Technology Partner
program agreement via a private login. Services Partners: sign a
sales agreement and complete competency training as applicable.
6. Upon verification you will be included on the Find a Partner page
on delliotpartners.com and have access to a Program Portal and
Brand Guidelines
delliotpartners.com Contact Information18
For information on Dell IoT Solutions please visit www.dell.com/iot
©2016 Dell Inc. All rights reserved. Trademarks and trade names may be used in this document to refer to either the
entities claiming the marks and names or their products. Specifications are correct at date of publication but are
subject to availability or change without notice at any time. Dell and its affiliates cannot be responsible for errors or
omissions in typography or photography. Dell’s Terms and Conditions of Sales and Service apply and are available
on request. Dell service offerings do not affect consumer’s statutory rights. delliotpartners.com
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