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Press release from Business Wire

Dell Drives Cloud Services Expansion Through PartnerDirect Channel Program

<ul> <li class='bwlistitemmargb'> Dell's U.S. and Canada partners can now resell and refer Dell Cloud Services, under the PartnerDirect program </li> </ul>

Monday, August 06, 2012

Dell Drives Cloud Services Expansion Through PartnerDirect Channel Program11:16 EDT Monday, August 06, 2012 PLANO, Texas (Business Wire) -- Dell's U.S. and Canada channel partners now are able to offer Dell Cloud Services to their customers under Dell's PartnerDirect Program. By expanding the partner offering, more customers can have the control and flexibility to manage and extend IT resources for private, public or hybrid clouds. Partners have been involved in a pilot program of Dell's Cloud Channel program since April 2012. Dell is now launching the program to the entire PartnerDirect community interested in selling cloud services backed by Dell data centers, experts and technologies. The program offers two ways that partners can get involved in promoting the service: reselling the offer or referring customers to Dell. In the resale model, Dell provisions an instance of Dell Cloud Services for the partner who then resells capacity to customers. In the referral model, partners are able to educate their customers about Dell Cloud Services and then refer them to Dell for purchase and provisioning. Channel Partner Certification: In conjunction with the expansion of its Cloud Channel program, Dell is also extending its channel certification program. In March 2012, Dell's Global Commercial Channel team launched the Cloud Services & Solutions certification competency for channel partners within the Dell PartnerDirect program. This competency enables channel partners to provide cloud services and solutions to their customers based on Dell and partner technologies. It is comprised of three specialty areas of operation in providing cloud services and solutions: Cloud Builder, which launched March 2012 Cloud Provider, which launched June 2012 Cloud Services Enabler, which launches today in the U.S. and Canada and August 31 in EMEA A Cloud Services Enabler identifies, secures and integrates the appropriate set of cloud technologies and services, and operates the resulting cloud for their customer through a set of managed services. Dell Cloud with VMware vCloud® Datacenter Service is the basis for this certification specialty and is available for partners to resell to their customers. “We have been helping our customers implement Infrastructure-as-a-Service for a few years now, so we're very familiar with customer needs and onboarding challenges that can arise. Dell helps us meet those head on,” said Michael Pearson, president, DSA Technologies, Inc. “We know that when we resell Dell Cloud with VMware vCloud Datacenter Services we're giving our customers a smart, secure, thorough solution that is backed by enterprise technology and Dell's cloud solution experts.” “Partners are a critical part of our go-to-market strategy, particularly in an emerging area like cloud. Our partners can now deliver the full suite of solutions and services that enable them to build, access and integrate Dell Cloud into their businesses, enhancing both their customer relationships and ours along the way,” said Kevin Jones, vice president, Dell Services. Dell Cloud with VMware vCloud Datacenter Services is enterprise-class Infrastructure-as-a-Service hosted in a secure Dell data center. As one part of Dell's secure enterprise-class cloud portfolio, it provides the software, hardware and services to become an extension of a company's data center environment. Dell's pragmatic approach helps customers leverage their current IT investments to build and operate an on-premise private cloud infrastructure, and access secure multi-tenant or community clouds. About Dell Dell Inc. (NASDAQ: DELL) listens to customers and delivers innovative technology and services that give them the power to do more. Dell Services develops and delivers a comprehensive suite of services and solutions in applications, business process, consulting, infrastructure and support to help customers succeed. Learn more at www.dell.com/services and www.dell.com/partner. Dell is a trademark of Dell Inc. Dell disclaims any proprietary interest in the marks and names of others. VMware and VMware vCloud are registered trademarks of VMware, Inc. in the United States and/or other jurisdictions. The use of the word “partner” or “partnership” does not imply a legal partnership relationship between VMware and any other company. DellMedia Contact:Corie Pierce, 972-577-3430corie_pierce@dell.comorAnalyst Contact:Jennifer Henderson, 512-554-3700jennifer_henderson@dell.com