EMEA Solutions Conference€¦ · Big Data By 2020 volume of data stored will 35 reach 35 Zettabytes ... Hadoop . 28 Dell Confidential Enterprise Solutions Group Summary ... Data

EMEA Solutions Conference

Paris, Oct 23, 24

Welcome

Laurent Binetti VP & GM, Dell EMEA

Channel Sales

Michael Collins VP & GM, Dell EMEA

Emerging Markets

Insert Country Flag

Transform

Insert Country Flag

Protect

Insert Country Flag

Inform

Connect

Confidential 8 11/4/2013

Breakout Sessions

Confidential 9 11/4/2013

Regional & Country Sessions

10 Confidential

43 Awards in

FY13

42% YoY Increase in ILT training courses

620 Sign-ups to the Solutions Configurator

29% YoY increase in Certified Partners

5 Best YTD Performers Nordics, Germany, Saudi Arabia, Italy, Hungary

#1 vendor of choice for Flash/SSD deployment * & mid-range storage arrays**

133 Premier Partners

349 Registrations for this conference

2xDigit Superb YoY double-digit Channel growth in EMEA

EMEA PartnerDirect – Reasons to Believe

4 New software competencies

launched

2012 CRN - Best companies to work with

Greg Davis VP & GM,

Global Commercial Channel

• Dell - Internal Use - Confidential

Channel fit within Dell

4 commercial segments

Small business

Preferred accounts

Large institutions

Global 500

1

Channel operates as an integrated, horizontal organization across commercial segments with positive position in all business units:

To enable customers to choose Dell through route to market choice

Purpose:

4 business units

End-user computing

Enterprise Solutions

Group

Dell Software

Group Services

Global Commercial Channels


PartnerDirect: Then

PartnerDirect established

2008

Managed Services

Enterprise Architecture

2008

2008

2008

Certified

Practice Areas

Strategic value to Dell

Minimal channel conflict

Recognize unique partner solutions capabilities


PartnerDirect: Now 2013


Where we go from here

Invest in more

training with Dell

Sell Dell’s end-to-end solution Take part and benefit from this exciting

time at Dell That enables your customers to:

Turn data into insights

Overcome the evolving security threat & ensure compliance

Accelerate adoption: virtualization, convergence, cloud

Michael Dell CEO

Martin Hellawell Chairman

Sofcat (UK)

Marcus Lindqvist Country Manager Dustin (Sweden)

Thanks to our sponsors

Agenda – Wednesday Oct 23

14:25 Transform Peter Evans & Dell Panel 15:05 Refreshment & Networking Break 15:35 Protect Joanne Moretti & Ramsès Gallego 16:05 Connect Neil Hand 16:35 Inform Tony Parkinson & Partner Panel 17:05 Exec Q&A 17:35 Wrap up & Close 17:45 Networking & Visit Expo Area

19:30 Reception Followed by Dinner and Award ceremony

Peter Evans Vice President

Enterprise Solutions Dell

TRANSFORM

TRANSFORM

Accelerate Adoption of Virtualization, Convergence, Cloud

23 Enterprise Solutions Group Dell Confidential

Security and risk

of the surveyed companies experienced some type of significant security incident within the past year that resulted in financial and/or reputational impact

79%

of businesses said their organizations will use cloud tools moderately to extensively in the next 3 years

85% Cloud

Mobility Mobility source shifts from 62%/38% corporate-/personal-owned to 37% corporate-owned and 63% personal-owned

5X

Big Data By 2020 volume of data stored will reach 35 Zettabytes 35

Powerful disruptors to “IT as usual”…

Powering your data center today and tomorrow

Best of breed systems

Servers

System of systems

CapEx

Fully integrated & software driven

Key enablers

Servers

Storage

Networking

vStart Active Infrastructure VRTX

Best-of-Breed portfolio and partner ecosystem

Storage

Networking

Next-gen modular platform

010011010001110100100010100010111010001010011010010001010100010

010

OpEx

$

$$$

$$

$

$

$

• Integration platform for Apps & Systems Mgmt Frameworks

• Unified element management

• Software defined storage and networking

• Flexible & customer defined next gen modular platforms

Our vision starts in the data center Towards a fully automated service-centric data center

Infrastructure-centric data center IT service-centric data center

Business view • IT is maintained

• IT provides infrastructure

• IT is a cost Center

Characteristics • Inflexible

• Slow

• Custom

• Fragmented

• Disconnected

• Unpredictable

• Manual

Business View • IT can be used for innovation

• IT is a service provider

• IT can enable growth

Characteristics • Elastic

• Nimble

• Modular

• Integrated

• Streamlined

• Reliable

• Automated


End-to-end solutions for IT at any scale

We can get you there

Simple + Flexible + Capable

Boost end-user productivity Deliver secure,

economical VDI, BYOD, UC&C services with Dell Networking + Security

Experience compute ingenuity at any scale Harness energy-efficient blade, rack, converged

systems for any workload, at any scale

Automate the complex

Simplify infrastructure management while easily managing and protecting

data in and out of the cloud

Redefine office IT

Bring order to chaos with an integrated, quiet solution for

remote/branch offices

Establish new storage economics

Experience new storage economics and

innovations including Flash at the price of Disk

Modernize network infrastructure

Improve infrastructure performance, lower costs with the power of 10GbE networking end-to-end

Oracle

SAP SharePoint

Exchange VDI

Hadoop


End-to-end solutions for IT at any scale

How Dell delivers

Simple + Flexible + Capable

PowerEdge servers

#1 North America, Japan

#2 WW

Dell Storage

#1 iSCSI WW #1 DAS WW

#3 DAS+External WW combined

Dell Networking Active Fabric

#3 WW

#3 40GbE WW #3 Blade switching

PowerEdge VRTX

1st

converged solution for small offices

Dell Networking Wired & Wireless LAN

Dell SonicWALL

security

Efficient data protection

Active System Manager Open management and

orchestration

Dell Enterprise Software Data protection &

management throughout the

enterprise Oracle

SAP SharePoint

Exchange VDI

Hadoop


Summary

We can help you harness the power of emerging DC technology trends ensuring you deliver a differentiated experience to your customers.

We are tailoring services and expanding our support infrastructure, offers and go to market activities to enable you to offer a broader customer solution profitably.

Our broad portfolio and capabilities gives you an advantage in end to end solution design versus traditional silo’d providing of components.

1

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TRANSFORM

Greg Davis VP & GM,

Global Commercial Channel

Bob Skelley Executive Director

Global Channel Marketing &

Programs

Chris Mullan Executive Director,

EMEA Support & Deployment Services Sales

Jamie Perena WE Modern

Datacentre Lead Microsoft

Panel

Coffee Break until 15:30

Joanne Moretti VP & Global Head

Software Marketing Global Software

Organization

Ramsès Gallego Security Strategist

& Evangelist Dell Software

PROTECT

PROTECT

Overcome the Evolving Security Threat and Ensure Compliance

Disruptions

Challenge:

Security often gets in the way

Data Complexity Compliance

Cloud SaaS BYOD &

Consumer- ization

Costs

$ Costs

Dell’s approach to Connected Security is comprehensive

Identity

Access Governance

Privileged Acct Mgmt

Identity Administration

User Activity Monitoring

Security Services

Incident Response

Managed Security Svcs

Security & Risk Consult

Data & Endpoints

Data Protection &

Encryption

Configuration &

Patch

Management

Network

Next Gen Firewall

Secure Remote Access

Email Security

Dell security evolution

2011 Q1 Managed security services Security & risk consulting Incident response Threat intelligence

Pre-2010

BIOS, driver and embedded security for endpoints

2010 Q1 Endpoint security, patch management Mobile Device Management

2012 Q3 AD consolidation & migration Identity & access management

2012 Q2 Next-generation firewall, UTM SSL VPN for mobile security Email & web security

2012 Q4

Data encryption & protection

2013

Bring our Connected Security point of view to the market

Protect Summary

Dell can help you be the trusted security advisor for your customers with solutions that span the endpoint to the data center to the cloud – explore the opportunities!

Take the Dell Software competency courses and visit PartnerDirect for sales and marketing tools to learn more about our end-to-end solutions.

Engage your Partner account manager for deal mapping and resource assistance!

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2

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Neil Hand VP, Tablet and PC

Performance Group

CONNECT

Harnessing business productivity for the evolving workforce

CONNECT

39 Confidential Dell - Internal Use - Confidential

Trends and expectations are impacting IT

End users and business leaders now expect: • More flexibility • More device choices • Modernized business applications • Enablement of personal device for business use • Seamless blending of work and personal lives on one device

Rise of social media

Blurring of work

and home

The emergence of new

mobile devices

Changing employee

expectations of IT


These trends result in major challenges

File share #1 collaboration tool

used on tablets

46% of lost laptops contain

confidential data

Quadruple Tablet ownership in Europe during next

five years

Explosion of data, devices and anytime

access , while managing risk.

Shipments of smart connected devices

by 2016

1.84B


Dell believes the solution starts with the end customer

1 Define users and

create profiles

3 Determine model based on user profile & data access

2 Identify apps and

data access

Office Workers

Mobile Workers

Task Workers

Power Workers

Applications

Storage

Virtualization

Cloud PC

Web

Thin clients

Dell commercial client

Dell Venue Pro tablets Content


Only Dell and its Partners offer the complete portfolio to tackle our customers challenges, seize the opportunity with us!

Connect

Mobility/BYOD Solutions

Top to bottom solutions that protect, connect and

transform

Cloud Client Computing

The ultimate secure, manageable and reliable

computing

Devices & Accessories

Elegant and appealing designs for work and personal experiences

Services Enabling BYOD, mobility and application strategies


Meeting the most complex business demands

Endpoint security solutions and services that protect your data wherever it goes, without disrupting IT or end user processes.

Exclusive client systems management technologies and services that drive efficiencies throughout the PC lifecycle.

Products and services designed, tested and engineered to deliver a flawless customer experience every time.

Secure Manageable Reliable



The most secure, manageable and reliable commercial endpoints + software, accessories & services


Secure, Reliable, Manageable built for business

+ breakthrough

Performance

Dell Latitude Dell OptiPlex Dell Precision Dell Venue

+ work anyway

Versatility


The most versatile tablet family available

Dell Tablets offer meaningful flexibility and choice, allowing you to easily connect, access and share in the way that is most natural for you.

Dell Venue 8 Pro

The best productivity companion for your Windows® world

Ultimate flexibility: power of an ultra-book, portability of a tablet, experience of a desktop

Dell Venue 11 Pro


Dell cloud client computing solution Only Dell offers world class components…end to end

A private, hybrid, public or personal cloud to store data/execute applications

Simpler, more reliable, great price performance end points

Choice of application delivery models, each optimized for specific objectives

Combined to enable any user to use any app from any device

Cloud Client Computing


Mobility Solutions

• Dell One Identity

• App Dev services

Dell tablets, workstations, ultrabooks, laptops, AIOs and desktops; Dell Wyse thin clients.

• Application Development Services

• Dell SonicWALL appliances

• Dell Networking W-Series

Dell Data Protection Encryption (DDP|E), Protected Workspace


Enterprise workspace

Application enablement

Management

Network access

Applications

• Dell KACE systems management

• Cloud Client Manager

47

• PocketCloud • Desktop Virtualization Solutions • Dell Data Protection | Cloud

Edition

Business Value

• Core components that work together to enable mobility strategy aligned to business

• Heterogeneous device support capability

• Flexible approach that integrates with existing IT landscape

• Ability to grow with the business

• ProSupport Plus • Strategy and Consulting

Mobility Solutions


Dell’s Services portfolio and the value to you

Accelerate your business with channel specific services that fit your business model, improve your profitability and expand your team with our experts

Configuration

• Asset Resale and Recycling • Imaging • System Configuration • Client installation

Support

Improve performance

and stability with our

experts, insights and

scale

• ProSupport • Accidental Damage • TechDirect • Basic Extensions

Cloud

Expert services to adopt

the right cloud strategy

and architecture

• Cloud Dedicated • High Performance Computing

with R Systems • Cloud Service for SharePoint

Expertise and best-

practices to save time,

achieve consistency

and ensure system

stability


Technology solutions that enable the channel

PEOPLE Dell is here for you and your customer“

PRODUCT & SOLUTION Dell offers tailored solutions,

durable products, service and support

PROGRAM We help you differentiate turn

your product and solutions expertise into growth

Why Dell

Our Commitment

Commercial Successful

Simplicity Training &

Enablement Partner

Profitability

FY16 ~$14 billion revenue potential

2012 Best companies to partner with

2012 Best companies to partner with


Summary

Pace of change is accelerating, resulting in new expectations and demands.

Dell understands the needs of the evolving workforce and the resulting consequences for IT organizations - we have a comprehensive portfolio of devices and solutions to help any workforce evolve.

Enabling the Channel is important to us : your success is our success.

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Tony Parkinson VP Server and Storage

Technology Solutions Group, EMEA

INFORM

Turn data into insights to maximize return on information

INFORM

53 Confidential

Opportunities are where people and business are open for change Data being #1

54 Confidential

Dell Modular Architecture for CCTV Solutions A CCTV Reference architecture to answer important questions: • QUALITY - are the pictures good

enough?

• STORAGE - are the pictures stored appropriately?

• EXPORT - can the pictures be easily exported from the system?

• PLAYBACK - can the pictures be easily viewed by authorized third parties?

55 Confidential

Storage Industry Trends

1. Budget constraints continue

2. Growth in unstructured data

3. Technology dramatically changing traditional storage architectures

4. Seeking to build upon virtualization for incremental efficiency

5. Need to leverage data to make better business decisions

56 Confidential

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3

Dell Storage strategy Customer benefits

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3

Harness state-of-the-art technologies to deliver innovative, simple and affordable solutions

Deliver workload-driven architectures that are flexible and modular

Accelerate software and service integration

Redefining the economics

of Enterprise storage

Acquire, deploy, and grow Storage on demand

Adapt seamlessly to changing business needs

Intelligently manage data assuring business continuity

Delivering superior value

57 Confidential

Over-featured systems are traded off against cost

Performance Optimized

Hot data is moving to flash-based systems

Price/Performance Optimized

Cost Optimized

Dell strategy for best workload-driven

architectures

Best for Business Critical Workloads

Great for Collaboration & Infrastructures

Cold data is moving to ‘cheap and deep’ systems

Ideal for non-Mission Critical Workloads

$0

$5

$10

$15

$20

$25

$30

$35

$40

$45

2011 2012 2013 2014 2015 2016

Industry Storage trends are changing traditional

storage architectures

I/O intensive

Affortibility & flexibility

Feature & fuctionality

Affordable, entry level

storage

High performance

storage

Easy-to-use virtualized

storage

Dell PS, FS Series

Dell SC, FS Series

Dell MD, NX, DL,

DR Series

Optimized solutions that deliver superior customer value

Adapt seamlessly to changing business needs Flash at the price of disk

Intelligently manage data, business continuity High density & Software defined Storage

Acquire, deploy, and grow on demand Peers scaling with application integration

Big Data / Data Insights

VDI

Traditional IT

Cloud

Big industry themes

58 Confidential

Low Cost Disk

15K/10K Drives

Flash Drives

Server Cache

Server Cache

Servers

Networking

Storage

Performance Optimized

I/O intensive workloads Leverage flash storage

Server-side cache

Business critical

Price Performance

Optimized for virtualized environment

Price/performance

Traditional IT workloads

Cost Optimized

Focus on $/TB

Lowest TCO

Dense enclosures

Server-side storage

Business Critical Workloads

Oracle

SAP

SQL Server

Collaboration & Infrastructure

Exchange, Lync

SharePoint

File, print, web

VMware, Citrix, Hyper-V

Non-Mission Critical Workloads

Cold data archive Image archive

Data dump

VDI Cloud Big Data Traditional IT

Dell’s Next Generation storage architecture Best of 3 worlds in one single E2E architecture!

59 Confidential

Dell is committed to partner on Storage

The IT Partner that ships more disk

capacity in the world

World class Storage product quality and

support

Your partner to manage Storage technology

transitions best

Dell’s commitment is to help partners grow profitably

60 Confidential

Summary

It is not about Big Data, it is about turning Data into Insights for making better business decisions

Dell is redefining the economics of Enterprise Storage to allow customers to maximize their return on information

Dell’s optimised solutions enable you to deliver superior customer value whilst increasing your profitability

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Fredrik Pürkner CEO

Infront IT, Sweden

Even Brenden Sales Director

Move AS, Norway

Sebastien Hurst General Manager

Akube, France

Shaun Quarmby CEO

dg Store, South Africa

Panel

INFORM

Thank you

Documents

EMEA Solutions Conference€¦ · Big Data By 2020 volume of data stored will 35 reach 35 Zettabytes ... Hadoop . 28 Dell Confidential Enterprise Solutions Group Summary ... Data