DEAL REGISTRATION TERMS & GUIDELINES – APJ & GC
February 2023
1. General
Access to the Deal Registration Program is available to channel partners that are current members ingood standing in the Dell Technologies Partner Program (each, a “Partner”) and to authorized distributors
that are current members in good standing in the Dell Technologies Partner Program and in theirdistribution agreements with Dell Technologies (each, a “Distributor”).
The terms and conditions below, along with the Regional Specific Addendum, (together, the “RegistrationGuidelines”) set out the procedures for Distributors and Partners (directly or indirectly throughDistributors) to register opportunities through the Dell Technologies Partner Portal.
As used herein, “Deal Registration Program” means the deal registration program offered under the Dell
Technologies Partner Program. “Dell Technologies Partner Program Agreement” means the Dell
Technologies Partner Program Agreement for the region in which Partner is located. “Dell Technologies”
means the Dell and/or EMC entity or entities with whom you have agreed to be bound to the Dell
Technologies Partner Program Agreement.

2. Deal Registration Criteria
In order to encourage Partner to explore a new business opportunity for Dell Technologies, an opportunity
is eligible for Deal Registration if the Partner and the Partner’s opportunity meet all of the following criteria
as determined in Dell Technologies’ sole discretion and to the extent permitted by law:a) The deal is for a single business opportunity for the resale of Dell and Dell EMC products andservices to an end-user under the Dell Technologies Partner Program.
b) The deal is not being pursued directly by Dell Technologies and there is no relevant ongoing
Dell sales activity in the account at the time the Partner submits the deal registration. In certaincircumstances, despite Dell Technologies indicating a direct pursuit of the deal, the Partner
may reach out to Dell Technologies (or Dell Technologies may reach out to the Partner) todiscuss collaboration on the deal.
c) The hardware products subject to the deal registration are designated by Dell Technologies asnew (i.e., not refurbished) products.
d) The deal is not registered by another partner. However, in certain circumstances, DellTechnologies may grant registrations to multiple Partners for the same deal, if DellTechnologies determines it is required by local laws.
e) The deal is not the subject of a Public Tender that has been published; provided, however,that before the Public Tender has been published, the Partner shall be eligible to register thedeal. “Public Tender” means a request for proposal (RFP), invitation for bid (IFB), indefinite
delivery indefinite quantity (IDIQ), or similar public sector tender process that is subject topublic procurement laws or regulations. Notwithstanding the foregoing, the Deal Registration
may be approved for the Partner which has won the public tender. For India, the Deal
Registration may be approved for multiple Partners in a public tender, provided the DealRegistration is submitted after the Public Tender has been published. In some countries, noDeal Registration will be granted in Public Tenders in accordance with local laws.
f)

The aggregate size of the deal meets the Minimum Deal Size set forth in the Regional Specific
Addendum. Aggregate deal size is determined before any taxes, shipping, handling, or otherfees are applied. Only Dell and Dell EMC products and/or services are included in determining© 2021 Dell Inc or its subsidiaries.

Page 1 of 6deal size - third-party products and services are not included in such determinations.
g) Before registering a deal, the Partner must substantiate (to Dell Technologies’ satisfaction)
pre-sales efforts related to such deal, such as, but not limited to, meeting with the end-user’s
decision-makers, qualifying the deal, helping the end-user to quantify the project budget with
Dell or Dell EMC products or services, or helping the end-user to define the projectrequirements to include Dell or Dell EMC products or services. Partners must include a
description of such efforts in the Justification Statement in the deal registration tool. In addition,
Partner must document such efforts, including proof of date and time, to be provided to Dell
Technologies on request.
h) The Partner must provide sufficient information when registering the deal to allow Dell
Technologies to determine whether the Partner is well positioned to service the deal andwhether to approve the deal registration.

3. Deal Registration Process
Partner must comply with all of the following to register a deal:a) The deal must meet the criteria set out in Section 2.
b) The Partner must accurately submit the deal for review via Dell Technologies’ deal registration
tool. Each deal registration must represent a single deal with a single end-user. Partner may not
combine deals or end-user accounts for any purpose. Partner must apply for a separate deal
registration for additional or different business opportunities.
c)

The Partner must be the first to submit the deal with complete and accurate deal information
unless otherwise approved by Dell Technologies as exceptions set out in Section 2. Whensubmitting deal registration for approval, Partner must provide known end-user information,including end-user’s full company name, correctly spelled. If Partner submitting the dealregistration request is teaming with another Partner or with a Dell Technologies OEM Customer
on the opportunity, then such Partner must identify the other Partner and OEM Customer in thedeal registration submission.

d) Dell Technologies will notify the Partner by e-mail that the deal registration is approved, and deal
has been registered (“Deal Registration”), or that the deal registration has been declined. DellTechnologies will strive to notify Partners of its decision within two business days but deals forenterprise customers (where applicable in countries) may take longer due to additional
validations.
e) Distributors must comply with Section 3.a. through 3.d., and correctly provide both thereseller and end-user information when attempting to obtain a deal registration. Distributors
may register a deal only on behalf of Partners in the Solution Provider track in the Dell
Technologies Partner Program.

4. Deal Registration Term & Renewals
Unless a different period is specified in the Regional Specific Addendum, each Deal Registration will bevalid for ninety (90) days beginning from the date of Dell Technologies’ notification of the DealRegistration approval (“Registration Term”). In its sole discretion, Dell Technologies may grant anextension or renewal of the Registration Term before the Deal Registration expires.

5. Deal Registration Benefitsa) 5.1 Subject to Section 6 (Exceptions) and the Dell Technologies External Rules ofEngagement, the following benefits will apply to the extent permitted by laws: If Partner isgranted a Deal Registration, Dell Technologies will not proactively engage in direct-sales
efforts for that deal specified in the Deal Registration.
b) If Distributor is granted a Deal Registration, Dell Technologies will not proactively engage thereseller or end-user in direct-sales efforts for that deal specified in the Deal Registration.
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5.2 A Partner and Distributor must be current in its payments to Dell Technologies for all associatedpurchase orders during the Registration Term or Partner may not obtain Deal Registration benefits.
5.3 If a Partner submitted a deal registration request, or if Distributor submitted a deal registration request
on behalf of a Partner, and if the deal registration request is approved, then only such Partner will beentitled to Deal Registration benefits for that opportunity. Other Partners or Dell Technologies OEM
Customers identified in the deal registration submission (as discussed in Section 3(c) above) will not be
entitled to any Deal Registration benefits or to advantaged pricing that Dell Technologies may offer to thePartner in connection with an approved deal registration.

6. Exceptions
6.1 Exceptions for Dell Technologies quotes and bids. Notwithstanding Section 5 (Deal Registration Benefits)
above, Dell Technologies may, at its discretion, quote or bid for a deal in any of the following scenarios:a) The end-user requests that Dell Technologies quote or bid on the deal.
b) The end-user is a current “active” customer of Dell Technologies directly for the line of product(s)included in the deal. An end-user account is considered “active” if product(s) were sold to the enduser by Dell Technologies directly in the last twelve (12) months or end-user is a global segment orinternational account with Dell Technologies directly. This exception clause does not apply to Chinaand Hong Kong.
c)

The end-user has rejected the Partner’s bid or quote.

d) The end-user uses Dell Technologies online sources, such as Premier Pages, to receive pricing.
e) The Partner does not close the deal within the Registration Term, and no extension or renewal ofthe Registration Term has been granted. A deal is considered “closed” when Partner places apurchase order for products and services specified in the Deal Registration and pays for the invoicedamount.
f)

The end-user requests a quote or bid for a fully integrated vertical market solution that includes theproducts and services covered by the Partner’s Deal Registration, but the Partner is unable to quotethe full solution (hardware, software, services, etc.).

g) The deal is the subject of a Public Tender. For China, this should apply only for public tenders thatare published already.
h) Any of the scenarios set forth in Section 6.2 (Deal Registration Exceptions) below.

6.2 Deal Registration Exceptions. Notwithstanding Section 5 (Deal Registration Benefits) above, DellTechnologies may, at its discretion, deny, remove, rescind, suspend, or terminate any Deal Registration
and/or registration access in any of the following scenarios:a) The Partner is not actively working the deal or has been inattentive to the end-user’s needs (forexample, by failing to respond to the end-user’s or Dell Technologies’ communications).
b) The Partner does not lead with or quote new Dell or Dell EMC products or services identified in its
registration form.
c)

The Partner quotes a competitor's product or service for the registered opportunity.

d) Dell Technologies is under a legal or contractual obligation to quote or bid on the deal, or if failure toquote or bid on the deal could subject Dell Technologies to legal liability (as determined by DellTechnologies).
e) A Public Tender is issued only to a manufacturer (such as Dell Technologies), calls for submissions
only from manufacturers (such as Dell Technologies), and/or excludes the partner community from
submitting a bid.
f)

The Partner is not able to fulfill the deal or provide support for the end-user (for example, by failing tohave sufficient credit available for the deal, if the end-user refuses to work with the Partner, or, withrespect to government deals, if the Partner doesn’t possess the required security clearances).

© 2021 Dell Inc or its subsidiaries.

Page 3 of 6g) The end-user chooses to fulfill its bid requirements under a contract vehicle which is not held by thePartner, or in a manner that prevents the Partner from being able to fulfill such requirements.
h) The Partner’s account has been placed on hold by Dell Technologies or the Partner has been late inpaying invoices.
i)

It is determined that a deal is already registered to another Partner, unless multiple Deal Registrationis permitted as described in Section 2(d) above or approved by Dell Technologies.

j)

The Partner (a) is in breach of the Dell Technologies Partner Program Agreement, (b) has engaged
in any activity that impairs the integrity of the Dell Technologies Partner Program as determined by
Dell Technologies, (c) has submitted information that is inaccurate, incomplete, misleading, orfraudulent, or (d) has engaged in conduct that causes damages, embarrassment, or adverse publicity
to Dell Technologies.

k)

For any other reason as Dell Technologies shall determine in its sole discretion.

6.3 Section 5 (Deal Registration Benefits) above does not preclude the direct sales efforts of Dell Technologies
in the circulation of marketing and other promotional materials as a part of marketing campaigns the enduser has signed up for or has not opted out of.
6.4 With regard to Deal Registrations by Distributors, this Section 6 is to be interpreted as follows: “Partner” mayrefer either to the Distributor or the reseller identified in the Deal Registration and “end-user” may refer either
to the end-user or reseller identified in the registration. By way of illustration, under Section 6.1(a), DellTechnologies may bid or provide a quote on a registered deal if the end-user or reseller seeks to purchasefrom Dell Technologies directly and requests Dell Technologies to bid or provide a quote directly.
6.5 Section 6.1 (Exceptions for Dell Technologies quotes and bids) is not applicable in regions where DellTechnologies has no direct presence.
6.6 If a Partner (a) orders significantly more units than those detailed in the relevant Deal Registration, (b) utilizes
deal specific pricing to order units for resale to end-users who were not part of the Deal Registration or noteligible for the deal-specific pricing and/or (c) Partner persistently quotes a competitor's product or service
for the registered opportunity, Dell Technologies reserves the right to (as soon as this becomes apparent toDell Technologies) charge the Partner the standard list price applicable at the time of the Partner’s purchaseorder and the Partner shall pay the difference between the original invoiced price and the standard list price.
Dell Technologies also reserves the right to demote the Partner from its current tier/status within the Dell
Technologies Partner Program.

7 Remedy
Partner’s and Distributor’s remedy, respectively, shall be limited to the amount set forth in the Dell Technologies
Partner Program Agreement or $500, whichever is greater. Dell Technologies requires Partner and Distributor
to operate with integrity and honesty and in compliance with these Registration Guidelines, applicable laws,
Dell Technologies Partner Program Agreement, and the Dell Technologies Partner Code of Conduct. If Partneror Distributor failed to meet the foregoing requirement or if Partner’s membership in the Dell Technologies
Partner Program has been suspended or terminated, then the Partner and Distributor shall not be entitled toany remedy and Dell Technologies may in its sole discretion remove the Partner from this Deal Registration
Program. In the case of a Deal Registration by a Distributor, the associated reseller is not entitled to remedy if
the reseller is not a member of the Dell Technologies Partner Program.

8 Disputes
Partners or Distributor must submit any disputes, whether with Dell Technologies or another Partner orDistributor, arising from or related to the Deal Registration Program via the case management available on thePartner Portal (www.dellemc.com/partner, Support section, Deal Registration), including a written description of
all issues, prior to commencing any formal dispute-resolution procedure. Any applicable dispute-resolution
provisions under the applicable Dell Technologies Partner Program Agreement shall apply.

9 Miscellaneous© 2021 Dell Inc or its subsidiaries.

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At any time, Dell Technologies may audit any Partner’s or Distributor’s deals and Deal Registrations forcompliance including, but not limited to, verification of any reports, documents, purchase orders, invoices, orsupporting information submitted in connection with Partner’s or Distributor’s registrations. Dell Technologies
may, without prior notice, immediately suspend or terminate a Partner’s or Distributor’s participation in the DellTechnologies Partner Program or Deal Registration Program if any of the events in Section 6.2(J) occurs. DellTechnologies’ records and systems shall be authoritative and conclusive for purposes of approving DealRegistrations and for administering the Deal Registration Program. Dell Technologies reserves the right tointerpret these Registration Guidelines and approval or rejection of a deal registration submission at its solediscretion. Dell Technologies’ decision will be non-negotiable and final. Dell Technologies does not guarantee
the success or closure of any Deal Registration approved under the Deal Registration Program. The benefits ofthe Deal Registration Program cannot be combined with any other benefits, promotions, or offers. DellTechnologies reserves the right to modify, supersede, or eliminate all or any of these Registration Guidelines orto terminate the Dell Registration Program, in whole or in part, without notice.

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This REGIONAL SPECIFIC ADDENDUM applies to you if you are a Partner or Distributor located in theregion defined below. If there is a conflict, the REGIONAL SPECIFIC ADDENDUM will be read together
with the other terms and conditions in the Registration Guidelines but will take precedence over directconflict with those other terms and conditions.

Regional Specific Addendum for
Deal Registration Terms & Guidelines
Asia Pacific and Japan region which includes Australia, New Zealand,
Japan, India, South Korea and South Asia countries
RegionGreater China region which includes (, China, Hong Kong, Macau, and Taiwan)$20,000 USD$20,000 AUD/NZDDeal Registration
Minimum Deal Size (amounts listedare in United States dollars unlessotherwise specified)

China/Hong Kong/Macau:
15,000 USD / 100,000 CNY for Non-Storage products
10,000 USD / 66,000 CNY for Storage products
Taiwan: 10,000 USD / 300,000 TWD for all products

90 days
Registration Term

Possible extension may be granted, subject to sales activity and DellTechnologies’ approval•
Other regional specific terms andconditions© 2021 Dell Inc or its subsidiaries.

Dell Technologies respects and recognizes the investment ofPartners by granting Partner of Record status as a core benefit
via the Partner of Record and Power Up Program. Please consult
these program terms and criteria requirements for furtherinformation. A Partner holding “Partner of Record” status is
expected to registereligible opportunities in accordance with these
Deal Registration Terms & Guidelines.

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