Next Phase Digital Transformation Engagement Strategy

(Beyond IT Transformation) Dan McHargueWINTER 2016/2017

WORKING PRESENTATIONPERMISSION TO USE NEEDED

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Transforming Innovation into Customer ActionKey Take-Away

Static CIO – Innovate and Scale or Die

Root-Cause End-Points Solution Opportunities

Define and Lead Customer Cross-Cloud Innovation/Portfolio Strategy

Champion Business Unit/LOB Platform Connectivity/Utilization

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The Digital Challenge

Technology Next Phase: Digital Enablement

Nirvana: Business Unit End-Point Innovation Leadership/Dominion

GTM Strategy/Commercialization: Platform Edge Digital Connectivity/IoE

Competitive Play: Scale or Die

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Digital Disruption Is Here!

(Transformation Challenges/Opportunity)

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DIGITAL TRANSFORMATION COMPETITIVE DRIVERS

"IT Is Dead. Long Live IT!" Accenture Report October 2016

IT In Danger Of Being Marginalized, declining confidence in enterprise IT and greater use of external cloud services are among the key findings…

IT Monopoly is Gone

IT is no longer a source of

Innovation

IT is just too slow for the

Business Users

IT is being marginalized due to

external cloud services

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Gartner’s 10 Big Trends Impacting IT - 10/2016Disappearing Data Centers:

IT has to get really smart about what to put in the cloud and where, and understand downstream impact on storage and bandwidth.

Interconnect Fabrics: IT must interconnect in a purposeful manner: "services delivered from the right place, for the right price, from the right platform"

Containers, Micro-services, And Application Streams: Containers embody agile development and delivers applications faster, more modular and much more dynamically

Business-driven IT: 29+ % of IT spend is outside the IT organization; IT and its processes are too slow and cumbersome, so business units just outsource themselves

Data Center As A Service: "It's about the application, not the infrastructure"; "it's not about 'my data center': it's about delivering compute resources to the business, the best way possible."

Stranded Capacity: Sysadmins have one primary metric: if it's red, fix it, and if it's green, leave it alone. Green things take up resources and cost money like ghost servers and VM creep, they no

longer serve a purpose other than unmanaged cost.

Impact Of The IoT: IoT projects and deployments are popping up everywhere; business units are chasing new business value. They are creating tremendous amount of complexity, vendor lock-in,

and integration challenges. .

Remote Device (Thing) Management: IoT software platforms lack industry standards, this means that IT will be called on to integrate IoT products and deployments. IT needs to think about architecting a solution for

when the organization moves to an enterprise-wide IoT strategy.

Micro And Edge Computing Environments: Problematic enterprise IT pushing massive amounts of data to many different clouds and backend systems impacting performance; IT must architect improved networks that can

push processing out to the "edge" of the network.

New Roles In IT: Tectonic plates are shifting IT; it’s creating demand for different types of business and strategy needed role IT hasn't had in the past. IoT Architect and Strategy Architect are

needed to plan out API-powered ecosystems

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Operational Needs Impacting IT…Now

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Strategic Cloud Roles Needed…Now

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Why Enterprise Transformation Fails? HINT: IT'S NOT FROM LACK OF INNOVATION

According to organizational theorist and management consultant Geoffrey Moore, it’s not for lack of innovation as most businesses perform very well in the first three zones of effort:

The Performance Zone (1st Zone) The Productivity Zone (2nd Zone) The Incubation Zone (3rd Zone – Innovation Zone)

The Transformation Zone (4th Zone of Scale/Lack of Scale)

Most established enterprises do three things above very well; it’s the 4th Zone that trips them up! Many enterprises fail to successfully bring innovation to scale in the Transformation Zone.

SUMMARY: The number one lesson of transformation is once you start it there is no higher priority until you complete it. And completing it means get the innovation to a scale where your existing book of business can absorb it, your existing ecosystem can support it, and your existing customers have budget for it and want it.

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Next Phase Digital Transformation Engagement Strategy

(GTM Positioning)

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Transforming Innovation into Customer Vision

To-Be GTM Strategy/Model (Future State)

I. VMware Innovation/Dell Technologies Centric

II. VMware Innovation/Dell Technologies Customers

III. Expanded Digital Solution Transformation Portfolio Use

IV. Increased Advisory Transformative Value and Customer Revenue/Drag

As-Is GTM Model/Challenge (Current State)

I. VMware Technology/DC Centric

II. VMware IT Customers/IT Market

III. VMware Resource Constraints

IV. Transactional Point-Solution

V. Vsphere OS/Platform Eco-system

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Customer Digital Transformation Innovation/Focus

Promote Customer Cloud Center of Excellence

Create Future-State (To-Be) Customer Blue-Print Strategy

Champion BU/LOB Experimentation Culture and Innovation

Engage Education, Teaming, Solution Partnering

Customer End-Point

Challenges/Needs

End-Point BU/LOB

Business Innovation/User Adoption

Champion Transformative Vision and

Customer Innovation

Drive Digital

Readiness

INNOVATION OPPORTUNITY

FOUNDATIONALFOCUS

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Enabling Transformation Solutioning PROMOTE:1. Dell Technologies Innovation2. Customer Digital Drive3. Economic Value & Competitiveness4. Solution Adoption

ENGAGE:1. Transform Current-State (As-Is) 2. Deliver Digital Readiness Strategy3. BU/LOB Best Practice Innovation

PROVIDE:1. Digital Transformation 2. Technical Thought-leadership Strategy 4. End-point Business Solution Innovation

POSITION:1. VMware Eco-system Integration 2. End-Users Benefits3. Customer Competitive Advantages

VMwareInnovation/

Dell Technologies

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Customer Digital Transformation is a Total Integrated Digital Vision

“All Business is Digital” Agile, Virtual, Digital Infrastructure that is an

Automated Enhanced End-User Eco-system Digital Vision is Transforming As-Is

Customer/Business Playbooks into GTM Strategy with Customized Operational Technology End-Point Solution Best Practices

Back-End Hybrid Multi-Cloud Platform Optimized for Digital Customer Experiences

Any Device, Any Application and Any Cloud Based on ICT-SDDC-Cloud SaaS Digital Utilization, Solution Innovation and Automation Adoption

A Totally Virtualized Infrastructure, Integrated Cloud Native Apps on HyBrid Cloud Platform, with Digital End-Point IoT/IoE Solutions using VMware Advisory Innovation

Customer Strategy &

Future State Solutions

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Solution Strategy Use Case:

• Customer End-Point Factory Production Application: M2M Connected IoT Opportunity

• Solution: Cloud Ready Analytics on Cloud CIS/ERP over Hybrid Cloud Platform using VMware Workplace One Mobile Air Watch Network on VMware Cloud Platform vCloud Suite and VMware Cloud Platform

“All Business is Digital” - IOT CONNECTED CLOUD

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Digital Vision…Transformation Today

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BACKUP

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Who Is Dan McHargue? Strategic Business Passions…Enterprise IT Solution Management Career Proven Business skills in Technology, Thought-Leader in Innovative Services and Products (NPI/NSI)

Accomplished Customer Talents, Educated Trusted-Advisor, GTM Solution Strategist/Consultant

Personal, Enthusiastic and Friendly; Smart and Professional, Dedicated, Performance Driven

Professional Reference:

“ Dan is an IT Services veteran. His knowledge of the infrastructure ecosystem is top notch. Dan is competent in a variety of areas including product/portfolio management, GTM, business development (sales) and leadership. Dan partners well with all functions across a business, and has strong business/technology acumen.”

PRATISH SHAH: AMAZON WEBB SERVICES LEADER - IT TRANSFORMATION PRACTICEPratish worked directly with Dan at Dell Global Infrastructure Consulting Services (GICS) for 5 Years

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Practice Enablement Strategy (GTM)

Cross-Cloud – Optimized

Solutioning Cloud First Foundation

Transformation – Solution Adoption

SaaS Multi-Cloud Hybrid Platform – Any Device, Any App, Any Cloud

Drive DevOps Customer Leadership

Practice/Digital InnovationDigitally Transform

Workplace (BU and LOB) Business

Applications

Economic Enhancement and

IT Cost Control (TCO/ROI)

Automate to reduce Operational Spend and BU/LOB Savings Benefits

Establish Transformative Vision and Dell Technologies

Adoption

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CUSTOMER SOLUTION OPPORTUNITYData Center Virtualization

Create the foundation for your IT transformation with data center virtualization Reduce OpEx, shorten provisioning times. Consolidate servers across multiple data centers Support business critical applications in a virtualized environment Achieve radically simple storage Expand into software-defined storage to complete the data center transformation Solution Strategy Services: Virtualization Services, Software Defined Data Center Services, Business Continuity/Disaster Recovery services

Cloud Operations Automate and orchestrate cloud operations—whether private, public or hybrid cloud Improve performance, reduce operational risk in the data center by automating the management of thousands of virtual machines, physical servers and applications Reduce OpEx through automation Meet compliance requirements by improving visibility and reporting Solution Strategy Services: Operational Readiness Assessments, Performance and Capacity Management Services

Cloud Automation and DevOps Fully automate application and infrastructure delivery—whether private, public or hybrid cloud Increase responsiveness.  Deliver IaaS by automating provisioning, deploying and managing services and infrastructure. Establish a Services catalog Speed application delivery times. Leverage DevOps best practices by automating common tasks in a continuous delivery model, and by providing Platform-as-a-Service Improve standardization and governance. Implement policy-based controls to maintain consistency across virtualized infrastructure Solution Strategy/Service: Cloud Automation Services, Cloud Business Management Services

Networking and Security Enhance your Software Defined Data Center transformation with network virtualization Defend against modern threats. Bring security inside the data center with Micro-segmentation, which isolates networks and workloads to stop threats from spreading Recover fast when the unexpected happens. Deploy automated disaster recovery solutions for both public and private clouds Solution Strategy Services: Network Virtualization and Automation Services, Micro-segmentation Services

Business Mobility Deliver the benefits of Any App/Any Device to today’s mobile workforce Provide a seamless digital workspace. Give users the freedom to work the way they want to, without compromising control and manageability Securely manage remote devices and users. Deliver any app/any device on a simple and secure mobility management platform Solution Strategy Services: Secure Remote Desktop Services, Application Delivery  Services, Enterprise Mobility Management Services

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Customer Engagement Strategy

Digital Transformation

Vision Champion Trusted Advisor

Expertise

LedCustomer Discussion

Articulate VMware

Innovation SolutionsIdentify End-

Point Solution Opportunity

Engage Transformation

Customer Strategies

PositionVMware Product Solution

Supports Account Team

Customer Solution

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Solution Transformation Portfolio Digital Workspace Solutions

Unified Enterprise End-Points Applications, Content Collaboration Bundles, Workspace One, Identity ManagementDesktop & Application Virtualization Management

Horizon 7, Horizon Air, App Volumes, vRealize Ops for HorizonStorage

Virtual SAN (vSAN), Site Recovery Manager (DR)Hyper-Converged Infrastruture

Hyper-Converged Software Platform, Virtiual SAN Ready NodesCloud Management Platform

vCloud Suite, vRealizeSDDC Platform

VMware Cloud Foundation (VMware Cross-Cloud Architecture Platform)Data Center Virtualization & Cloud Infrastructure

vSphere OS, vCloud Server, vSphere Operations Manager, vCloud Director, vMware Integrated Open StackNetworking and Security

NSX, vRealize Network Intelligent Ops for SDDC, Network Virt. Platform for SDDCEnterprise Mobility Management

Air Watch

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Solution/Product/Service Strategy

Enable the Digital Customer

Transformative Discussion/Experience

Engage Mobile/eCommerce/

B2B Application Transformation

Optimize Any Device, Any App, Any Cloud

Hybrid Platform

Design Cloud First DevOps Strategy That Transform IT

Solutions

Integrated Converged SDDC

Infrastructure and SaaS Architectue

Automated, Self-Servicing,

Provisioning and Orchestrated

Process

VMware vCloud Network, Cloud Foundation and

“IoE Host Capable”

Dell-EMC Integrated Infrastructure:

Compute, Storage, Networking

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Reference

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All Business is Digital Strategy

NEXT PHASE CASE STUDY REFERENCE

1. Forbes Article: What Leading AI, Machine Learning And Robotics Scientists Say About The Future - Forbes• http

://www.forbes.com/sites/jlim/2016/10/12/what-leading-ai-machine-learning-and-robotics-scientists-say-about-the-future/#5abc77cb6b37

2. Autodesk BU/LOB Point Solution: Connected IoT Segment Use Case• The Essentials of IoT for Modern Engineers - eBook (1) - Shortcut.lnk

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"IT Is Dead. Long Live IT!" : Accenture Report October 2016

IT In Danger Of Being Marginalized, declining confidence in enterprise IT and greater use of external cloud services are among the key findings of a recent Accenture Survey:

IT Monopoly is Gone IT is no longer a source of Innovation

IT is just too slow IT is being marginalized due to external cloud services

Accenture Strategy says companies must adjust their business strategies to cope with digital disruption 1,800 CIOs, CTOs, and C-level decision makers say "IT lacked the skill sets" to act as a service provider itself Accenture survey results showed that reliance on IT to originate technology was decreasing and that business decision-

makers are showing an increasing willingness to go around IT and initiate an external technology service Accenture reported IT implementers sense the risks inherent in bypassing the existing IT organization IT must become more of a service provider itself, act as a broker for the services sought by the lines of business IT must nurture its own disrupters to succeed in the transition as a service broker, IT can not only protect the business but

also help it achieve greater outcomes