Dell Networking Move at the speed of business
ir, Dominique Vanhamme EMEA Networking
Networking
The next wave in IT is here Networking in the Virtual Era
Sources: 1 Gartner, Inc., “Virtualization Improves IT Functions and Processes,” G00218877, Philip Dawson, September 28, 2011 2 Gartner, Inc., “Virtualization Key Initiative Overview,” G00214309, Philip Dawson & Chris Wolf, July 22, 2011 3 Gartner, Inc., “Best Practice: Virtualize Your IT Systems Incrementally to Reduce Costs,” G00218910. Philip Dawson, September 23, 2011 4 Forrester, “Sizing the Cloud,” Stefan Ried, Holger Kisker, et al, April 21, 2011
5. Big Data: Gartner, July 2012
Power & Cooling 50% will have a project by 2016 50%
$$ $$ $$ $$ $$ $$ $$ $$
$ $
$$ $$ $$ $$ $$ $$
$ $
$$ $$ $$ $$ $$ $$
Big data >50% Enterprises to invest in next 2 years
50% Cloud 80% hybrid by 2015 80%
Data growth 25X BW/rack by 2015 25X
Mobility (VDI, Devices – BYOD) 3X more devices than a year ago
3X
Virtualization 80% server virtualization by 2016
80%
Networking
Dell Networking: Momentum in last 2 years
Force10 Acquired
Enterprise DC, Blades & Solutions Focus
Enterprise Fabric , AFM & SDN
Active Fabrics, Convergence for Enterprise & Web Data Centers
Full Campus Refresh
Aug 2011
July 2012
Feb 2013
July 2013 Dec 2013
Portfolio Improvements
Market Impact
Dell enters Data Center Networking
Blade Switch (MXL/IOA): Fastest growing switch in our history
10/40GE Enterprise Fabric & SDN
Active Fabrics: S5000, S6000
Dell Share #12
#3 vendor
Gartner MQ
Networking
Fueling Networking Growth & Momentum An integral part of our Enterprise Solutions
Networking revenue up +19% Y/Y • 100% growth in Data Center networking (Force10) • 10 consecutive quarters of YoY growth • Fueled by networking-enabled IT solutions
Innovation & thought Leadership • MXL/IOA blades - one of the fastest growing new
product families in Dell networking history • 10/40GbE fabrics – Flat, Active Fabric architecture with
fixed form factor switches and blades • Enterprise SDN - unique migration approach across
Legacy, NVO and OpenFlow environments
Source: Dell FYQ2 earnings presentation & Dell’Oro reports
New Customers 30K+ FY13 New campus/branch & data center customers
E2E Solutions +15 Pan Dell Networking-enabled architectures & attach
Market share #2 in 10/40GbE #3 overall in Ethernet switching
Annual Revenue
Networking
The Facts
• On February 11, 2013, Gartner published its inaugural Magic Quadrant for Data Center Network Infrastructure.
• Dell is included in the report and positioned in the Niche quadrant.
• No vendor was positioned in the Leaders quadrant.
Gartner Magic Quadrant—Data Center Networking
Networking
Gartner Magic Quadrant for Wired and Wireless Access LAN, Aug 2013
Features in the MQ report 1. Dell is a “one stop shop” for any
opportunity, and has one of the largest access layer portfolios.
2. Gartner highlights our campus security capabilities with SonicWall products.
3. Gartner highlights Dell’s managed services capabilities.
4. Gartner highlights our ability to deliver worldwide in over 100 countries and most vertical markets.
Gartner states that Dell is “…a one-stop shop that has the ability to deliver in any access layer opportunity. Dell should be considered for any global access layer solution from SMB to large enterprises…”
Networking
Controllers & Access Points
Outdoor
Indoor
Guest access and BYOD
W-series ClearPass
Blade I/O
M8428-k
Z9000
E600/E1200i Modular
M6220 M6348 M8024-k MXL
Campus & Data Center Chassis Switches
Instant access Points w/ built-
in controller
S4810 / S4820T
Dell Networking Product Portfolio
Wireless & BYOD
S5000 S6000
Fabric & Access Switches
8100
7000
5500
C150/300
1G 10G 10G/FC 10/40G
1G 10G 10G/FC 10/40G
S55/S60
Networking
What does it mean for YOU ?
Networking
1. Active Fabric
Networking
What is Active Fabric?
Active Fabric is a family of high-performance, cost-effective, inter-connect products purpose-built for stitching together server, storage and software elements in virtualized and cloud data centers.
Active Fabric
Dial up and down capacity easily with fixed form-factor switches
Infinitely Scalable
Highly Reliable Equal Cost Multipathing for performance and availability
Optimized for growing East-West Network Traffic
Flatter Topology
Template based Provisioning
Automation
Pick and choose best of breed network switches as fabric
elements
Choice
Built on industry standards and inter-operable with current
infrastructure
Open
Unified fabric for LAN and SAN traffic
Convergence
Single Pane of Glass One console to Design, Build and
Manage multiple fabrics
Mainstream and SDN deployments
Flexible
Networking
Layer 2/3 Multipath
• VLT/mVLT • OSPF • IS-IS • BGP
Converged LAN/SAN
LAN
• iSCSI • FCoE • FC
SAN SAN
Software Programmability
• OpenFlow • REST, XML • Perl, Python • TCL
Virtual Networking
• VXLAN • NVGRE
Spine and Leaf
Active Fabric designs Maximum functionality, maximum programmability
Networking
Introducing Dell Active Fabric Results-driven innovations
Rapidly respond Intelligent orchestration
that is intuitive
Intuitive • Active Fabric Manager automates the design & deployment of fabrics
86% reduction in time
required to design & deploy network
fabrics
Improve efficiency & quality
Systems-level efficiency that is comprehensive
Comprehensive Industry Leading Power, Cooling & Density:
• 77% Less Power*
• 79% Less Heat Output*
• 59% Less Racks Units*
77% Less power than
comparable Nexus 7k/5k solutions
Seamlessly scale Modular, scalable
systems that are flexible
Flexible
• Modular HW + SW for a simple scale-out architecture
• Purpose-Built for the Software-defined Enterprise
• Optimized for east-west traffic flows
59% Average Savings with
Active Fabric Solutions*
*source : Gartner + internal. Versus Comparable competitive products
Networking
1. Active Fabric 2. SDN
Networking
Complete and unbiased approach to SDN
Networking
Complete and unbiased approach to SDN
Dell Networking S6000
Networking
1. Active Fabric 2. SDN 3. Roadmap
Networking
Credibility with Dell Networking
Networking
FY14 Key Networking Introductions
S5000 converged switch
Dell’s first fully modular 1RU switch for 10/40G Ethernet &
8Gb Fibre Channel for converged environments
OpenFlow 1.0 for SDN
1GE Optimized
1Gb Ethernet edge switching refresh with Linux-based OS, MLAG, RPVST+ & Policy-based
routing
High Density Switch
Compact high density 40Gb switch positioned for top of rack or end of row for 40G
fabrics or Web2.0 environments
C-series Lightning
10G SFP+ & 1Gb POE+ line cards + VLT feature
enhancements extend life of C-series chassis
Cost-effective, high-performance SDN-enabled networking
fabric for virtualized & cloud data centers
Active Fabric
Hybrid OpenFlow 1.0 support for select switches, enables programmability of network flows for traffic steering and segregation
Released
W-series ClearPass Access
Management
Centralized visitor & guest access appliance for BYOD initiatives providing flexible licensing options, clustering,
and policy management
W-series 7000 series controllers
Rack-mounted wireless controllers with increased
scalability, application intelligence and 802.11ac
ready
Released Released Released
Released Released Released
Networking
1. Active Fabric 2. SDN 3. Roadmap 4. Solutions
Networking
Telephony and Voice Mail
Instant Messaging
E-mail and Calendaring
Unified Conferencing: Audio, Video,
Web
Up to 74% better voice quality than competition over wireless networks
Mobility and Microsoft Lync deployments “Dell Netwoking just does it better”
Certified by Lync
Networking
Enterprise Solutions enabled by Networking
PowerEdge Servers • Rack servers • Blade servers • Tower servers
Dell Storage • Fibre Channel/FCoE • 1/10GbE iSCSI • NAS
ClearPass BYOD • Policy integration • User, device, application
fingerprinting
Workloads & Management • Big Data workloads • Cloud platforms • Management &
automation
Virtualization • Efficient fabrics • Automation software • Pre-packaged solutions
Clients • Desktops • Laptops, tablets • Thin clients
Security • Device recognition • VPN • Firewalls
Converged Solutions • Active System solutions • M1000e convergence • Cloud ready
Dell Networking
Campus Switching
Data Center Switching
Wireless W-series
Blade I/O
Networking
Enterprise Solutions enabled by Networking
ClearPass BYOD • Policy integration • User, device, application
fingerprinting
Clients • Desktops • Laptops, tablets • Thin clients
Security • Device recognition • VPN • Firewalls
Converged Solutions • Active System solutions • M1000e convergence • Cloud ready
Dell Networking
Campus Switching
Data Center Switching
Wireless W-series
Blade I/O Power
of 10
Networking
Enterprise Solutions enabled by Networking
Dell Networking
Campus Switching
Data Center Switching
Wireless W-series
Blade I/O Broad Ecosystem
Networking
1. Active Fabric 2. SDN 3. Roadmap 4. Solutions 5. Architecture
Networking
Reference Architectures for any network
End-user networking
SOHO
CAMPUS
10s End-users
100-1000s End-users
BRANCH
EXTRA LARGE
MEDIUM
LARGE
Data center networking
1000s+ End-users
10s-100s Server/VMs
1000s Server/VMs
1000s+ Server/VMs
Networking
Reference Architecture Resources Tools for our partners
Presentation & Brochures
Reference Architecture community & blog
Tutorials & Training Multimedia, Videos
Configuration examples and tools
Case Studies
Reference Architecture White papers & guides
Networking
1. Active Fabric 2. SDN 3. Roadmap 4. Solutions 5. Architecture 6. Programs
Networking
How our partners see value add & partnership with Dell Networking
Dell Networking is the fundament within the IT-Infrastructure for our system integrators / vendors to ensure scalability and flexibility based on open standards for these environments.”
Udo Schillings - Vendor Manager
ADN Distribution
“Abtis is a strong 10 year true Dell only Partner for Server, Storage and Virtualisation. With DELL NETWORKING - WLAN, LAN/CAMPUS and Data Center
we are now in a position to boost our enterprise solution sales and revenue by additional 20%!”
Thorsten Weimann - CEO
Abtis
“By offering Dell Network solutions we can
now implement true end-to-end, high-end solutions to our customers all under one single support and maintenance
contract. This helps us increase our margins by shifting focus from a point solution to an overall discussion around business value.”
Dutch partner
“We changed our datacenter switch vendor from Cisco to Dell. Implementation and migration was simple and seamless. We can see an increased performance while still having money left in our budget”
Nordic Enterprise partner Customer
“Dell networking products offers exceptionally
high value at a great price point with an unrivalled specification and great feature sets that has allowed Circle IT to position Dell Networking and blow the competition away in
winning multiple deals to 1000’s of endpoints.”
Roger Harry – CEO
Circle IT
“The Dell Networking solution allows our customers to redefine networking economics and provides
them with easy-to-use management tools as well as a suite of professional services.” Rüdiger Kolp- CEO Circular
“By offering Dell Network solutions we can now implement true end-to-end, high-end solutions to our customers all under one single support and
maintenance contract. This helps us increase our margins by shifting focus from a point solution to an overall discussion around business value.”
Johan Rosenqvist – Founder Infront IT
AKUBE is a leading DELL Premier Partner in the Server, Storage and Virtualization business, for 4 years. We were looking to open a real
Networking business, with a high value Technology Partner able to deliver a real break-through on the market.
We were amazed by the Dell Networking Datacenter technology and Networking business scope, and decided to invest on it.
And we don't regret it, the new BU is a success ! Sébastien HURST – CEO AKUBE
Networking
Focused on Winning : Partner Enablement
29
Rewards
Rebates up to 7% right now, and additional news in FY15 Co-funded spiffs to motivate inside sales to position & push Dell Networking PartnerAdvantage sales points & rewards when registering your Networking deal.
Awareness
News Center for on demand tailored newsletters Co-funded Marketing Initiative Joint campaigns, seminars, direct marketing etc. - up to 50% co-funding Public Relations with Dell driving PR activities with Press and Partners to gain market visibility and credibility
Support
Deal Registration with Line of Business Registration (FY15) as well as Deal Registration across product lines to protect customers/deals and avoid conflict Pre-sales & Technical Training Combination of classroom and online
Demand Generation
Solutions Showcases to create local customer events with Dell support Business Development Reps Generating leads specifically for partners on a case by case basis used for jump starting new partners
Enablement
Demo / Customer Evaluation: 65% off list for NW products, Remote demo portal for use by partners, Demo pool & Dell Solution Centers Dell Solutions Configurator enabling full solution design & fastening the quoting time Partner training roadshows
Networking
Networking Competencies What’s in it for you?
Today, we offer certification choice, flexibility and simplicity, speeding your time-to-profitability by enabling sales of end-to-end solutions.
Networking
Networking Competencies What’s in it for you?
Today, we offer certification choice, flexibility and simplicity, speeding your time-to-profitability by enabling sales of end-to-end solutions.
Networking Competency
Networking
Quick Resource Locator (QRL) for Networking
Networking
Quick Resource Locator (QRL) for Networking
Networking
Quick Resource Locator (QRL) for Networking
Networking
Quick Resource Locator (QRL) for Networking
Networking
Quick Resource Locator (QRL) for Networking
Confidential 36
Networking
Demo Program
Networking
20,000
With technical Briefings, Architectural Design Sessions & Proof of Concepts…
4500 Customer Engagements completed to
date
Dell Solution Centers
Infrastructure
$262M Revenue wins
supported to date.
Centers now open http://dsc.dell.com
#4
650 Servers
80 racks 150 Storage Arrays
40 Solution Architects
& Engineers 5 Labs
130 Switches
15 Engagement Rooms Solution Showcase demos
16000 sq. ft.
Paris Limerick Frankfurt Bracknell EBC
Online Demos delivered by YOU to YOUR customers through: https://partnerdemos.dell.com
Solution Centers are a key asset in helping customers
discover and prove solutions!
Online Demos
Always Available
Online Demo guide
Search function
Demonstrate on the road
Networking and convergence
Networking
Server Storage Networking
Discounts
Promotions
Rebates
Rewards
Funding
WinBonus – Acquisition 12G Cashback Trade 2 Save
Fighter Models - Compete SmartValues – Promo Pool Free Blade Chassis
Standard, Growth & Attached MDF
PartnerAdvantage
Demo Units Programs Dell Financial Services
WinBonus – Acquisition PowerVault MD Cashback
Fighter Models - Compete
Standard, Growth & Attached MDF
PartnerAdvantage
Demo Units Programs Dell Financial Services
WinBonus – Acquisition Networking Cashback
Standard, Growth & Attached MDF
PartnerAdvantage
Demo Units Programs Dell Financial Services
Discounts
Promotions
Rebates
Rewards
Funding
Discounts
Rebates
Rewards
Funding
Promotions
Fighter Models - Compete
EMEA Dell Tactical Programs – Win!
Networking
LoB Registration Program Ongoing reward for engagement
Networking
Want to learn more ? Come and Visit us !
41
Booth #1 Booth #2
Networking
Dell Networking Momentum
Enterprise DC, Blades & Solutions Focus
Enterprise Fabric , AFM & SDN
Active Fabrics, Convergence for Enterprise & Web Data Centers
Full Campus Refresh
Business Acceleration
Blade Switch (MXL/IOA): Fastest growing switch in our history
10/40GE Enterprise Fabric & SDN
Active Fabrics: S5000, S6000
Dell Share #3
Gartner MQ Challenger
Networking
Capture the Momentum ! Grow profitably with us !
WITH YOU !
Thank you
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