Lead with Dell

Software Solutions

The fundamental challenges of Future-Ready Enterprise

The Future-Ready

Enterprise

Massive Increase in Devices Demand for Apps to Drive Agility

Explosion of Data More threats than ever before

28B+

5.2TB

100%

45%

Connecteddevices

For every person on the planet

Apps to be mobile first by 2017

Sr. Executives reporting hourly cyberattacks

Unlock the Power of All Data

Manage the Massive Increase of Devices

Optimize the Application Experience

Deploy Better Security for a Better Business

Anypoint Management

Infrastructure Software Management

Information Management

Security Management

Endpoint Management

Mobile Management

Application Management

Data Protection

Migration Management

Systems Administration

Analytics

Data and Application Integration

Database Management

Identity and Access Management

Network Security

Customer Challenge DSG Solutions DSG Portfolio

DSG Solutions Architecture

Endpoint Systems Management

Device explosion impacting management and security

25B Network connected devices by 2020

87%Expect to see increases in the number of endpoints

97% Report concerns about managing endpoint growth

61%Say there are devices or applications on their network that they do not even know about

All Customers Have EndPoints

$0.52 $0.57 $0.62 $0.67 $0.73 $0.79

$4.10 $4.47$4.96

$5.50$6.13

$6.85

$1.57$1.69

$1.80$1.93

$2.07

$2.22

0

2

4

6

8

10

12

2013 2014 2015 2016 2017 2018

IT Service SupportManagement Tools

ConfigurationManagement

IT Asset and FinancialManagement

Gartner, Forecast: Enterprise Software markets, Worldwide, 2011-2018, 2Q14 Update

$6.19B$6.72 B

$7.38 B$8.10 B

$8.92 B

CAGR 2013-2017

9.8%

7.1%

10.8%

8.9%

Re

ve

nu

e f

ore

ca

st in

bil

lio

ns

$

$9.86 B

Dell EndPoint Security and System Management –KACE, EMM and Desktop Authority

K1000 Management Appliance• Comprehensive systems management capabilities for

computers, servers, Chromebooks, smartphones, tablets and connected non-computing devices

K2000 Deployment Appliance• Integrated systems provisioning and deployment,

fulfilling tasks including inventory assessment, OS and application provisioning, migration and recovery

Enterprise Mobility Management (EMM)

• Flexible, comprehensive, K1000 integrated solution for securely, managing mobile devices – both BYOD and corporate owned

Desktop Authority Management Suite (DAMS)

• Provides a centralized, secure and consistent management of the Windows user environment that automates users’ access to resources and applications

Endpoint security - to protect data and enable users

Protect Windows and Mac platforms as well as vulnerable third-party applications by keeping patches up to date.

Patch Management

Detect vulnerabilities in your environment and identify systems that aren’t compliant using security audits.

Vulnerability Scanning

Streamline configuration and security policy enforcement processes, such as firewall, browser and registry settings by system, group, or network-wide.

Configuration Management

Hear what they are saying

Editor’s Choice, 2010

Top 10 Products

VMWorld 2008

Industry Recognition

*Source: KACE Customer Survey, November 2013

56% of KACE customers report they deployed in less than a week*

82% of KACE customers report the appliance paid for itself in less than

six months*

87% of customers rate KACE extremely high in customer

satisfaction*

Satisfied Customers

Recently Announced - 2015 Redmond Magazine Reader’s

Choice Platinum Award for License Management

Dell EndPoint Security and System Management is profitable and easy to sell

High Margins

Discounts from 10% - 35%Depends on partner expertise and deal reg

Hardware Sales

Ideal add-on to client salesAdditional capabilities built in for Dell PCs and servers

Security Sales

Complements other security solutions with patching, security scanning and configuration enforcementIdeal add-on to Dell DDP|E and Dell SonicWALL

Add-On Services Revenue

Deployment and Configuration ServicesIntegration servicesTraining

Data Protection

Existing backup systems have been disrupted

33%Declared a

disasterwithin the last year

40x Increasein data

72%Fear current backup model can no longer meet recovery objectives

#1Issue during a disaster is the expectations of the business people do not match recovery capability

Dell is doing backup smarter

Use 93% less storage

space at as little as $0.17/Gb

Save up to 70%on maintenance costs

FinalistProductsof the year 2014 Awards

10out of

10for

interoperability

Trusted to protect

400PB of data by one

of the top 3 search firms.

Boostcurrent

environment by up to

200% with

DR Appliances288Snapshots per day

Save up to 55% in 1 suite

with 3 types of data protection

Smarter backup

spend less money,

get time back,

operate with agility

Smarter backup is based on

customer’s feedback, needs, inputs & requirements

Data Protection

Virtualization Review 2014 Editors Choice Award

• AppAssure 5 bests 56 other contenders to take the Editors Choice award for business continuity solution

Storage Magazine Products of the Year Finalist 2014

• DR6000 a finalist for backup hardware recognized for is industry-first RAPID CIFS & NFS plug-in and scalability

• DL1000 recognized for integrated backup appliance performing backup, recovery, replication and archiving without the need to invest in more infrastructure

Redmond Magazine Reader’s Choice Award 2015

• AppAssure is Platinum Winner in Backup Software

• AppAssure is also Gold Winner for Virtual Business Continuity and Disaster Recovery, as well as Virtual Server Add-Ons

AppAssure 5

DR6000 Appliance

DL1000 Appliance

AppAssure

In IT, time is everything…get the protection you need

Tailor your backup to meet your business needs

AppAssure/DL SeriesMission criticalNear continuous protection

vRangerAgentlessVMware or Hyper-V

NetVaultBusiness critical

Broad protection

DR Series AppliancesPurpose-built appliances

Optimized for deduplication

Dell Data Protection | Rapid Recovery

• Rapid Snap for Apps

• Rapid Snap for Virtual

• Rapid Recovery Repository (R3)

• Universal Recovery

• Live Recovery

• 4X faster backup

• 6X time savings for IT

• Developed by Dell

Cloud Enabled RecoveryApplication Level Protection

SAN/NAS VMCloud

R3

NEW

Sell More & Earn More

All Dell server, security, storage and/or data protection certified partners receive:

30% DOL for unregistered deals on all Dell DR and DL Appliances

50% DOL for registered deals on all Dell DR and DL Appliances

Deals must close by FY17 Q1 in order to qualify*

Purchase any SC or PS Storage Array and get Dell’s backup appliances for:

50% DOL for unregistered deals on all Dell DR and DL Appliances

60% DOL for registered deals on all Dell DR and DL Appliances

Include SKU#469-3024 in quote and refer to the “Storage + DP Bundle” in POET

Margin & Promotions

Dell Data Protection & StoragePartner Program Offer – exceptions and alternate programs apply

*If partner has data protection certification, along with storage certification, they receive the standard data protection software (AppAssure, vRanger, NetVault Backup and DBRS) 35% discount with deal registration. If partner does not have data protection certification, they only receive a 20% discount with deal registration for data protection software.

Dell confidential – For Dell Partners only, not for customer distribution.

Learn more at:

Dell.com/partner/advantedge (U.S.)

Dell.ca/partner/advantedge (Canada)

**Acceleration partners only, check with yourAccount Manager to see if you qualify.

Windows Management

Migration to new platforms or clouds is high risk

86%Say users keep

sensitive data in corporate email

69% Have SharePoint Server 2003/2007/2010

59%Say concerns of

data loss is slowing adoption of cloud email

NOnative tools

There is no native direct upgrade path from SharePoint 2003/2007/2010 to 2016

Unrivaled experience in Windows modernization

New opportunities bring new challenges

Office 365 & Azure AD

• Insider threats

• Inefficient detection

• System downtime –revenue loss

• Loss of IP/reputation

• Heavy fines/penalties

Cyber Security & Compliance

Migration Wave 2016

UC Adoption & Consolidation

• Infrastructure sprawl

• Too many deployment choices

• Poor migration planning

• Lack of visibility

• Infrastructure sprawl

• Lack of visibility across multiple sources

• Migration risks/data loss

• Limited migration expertise

• Heavy investments

• Lack of adoption

• Multiple systems

• Complex voice systems

• Poor quality-of-experience

Windows modernization solutions

ZeroIMPACT Migration

Security & Compliance

Admin. & Recovery

Modernize your customers to

be future ready

Windows ManagementProfitability

High Margins Services Revenue Incentives

Build a services organization around the Windows modernization solutions

• ZeroIMPACT Migrations

• Admin. & Recovery

• Security & Compliance

Partner AdvantEdge

• Earn up to $200 in points for completing Competency training requirements

• Earn up to $500 in points for qualifying Windows Management opportunities

WM Pricing

Preferred &Premier w/

Competency

Non-competency;

Registered

Base Discount %

30% 25%

Deal Registration

10% 5%

Registered Deal Discount %

40% 30%

PremierRebate %

2% (Premier only)

Security

What customers are saying about security

Volume, variety and sophistication of cyber threats keeps growing

#1 Security Concern

Managing the complexity of IT security

5 of the top 10 breaches in 2015 were due to an identity breach

New malware samples discovered by researchers every day, according to Georgia Tech100,000

$5.5MAverage cost of a data breach in

2011, according to Ponemon Institute research

Estimated cost to US businesses from data

breaches in 2011, says Online Trust Alliance

$6.5B

60%

7,000+New vulnerabilities

tracked in 2011 by the Counter Threat Unit

New malware samples detected by Antivirus solutions, Cyveillance study

shows

19%Estimated number of

healthcare providers with 2 or more breaches in the

last two years

Why Sell Security to Your Customers

Trends force changes in the way you do business. A changing IT landscape = security challenges = RISK

TrendsSecurity

Challenges

CloudBYOD

Virtualization &new technologies

Patchwork of vendor solutions => disjointed &

siloed

Explosive data growth$

Limited budget and expertise

Time & complexity of management & reporting

Insufficient visibility and counter measures

Compliance

Advanced persistent threats, breaches, attacks,

malware

Opportunity

Why should Dell Connected Security be of interest to you?

• Higher margin than competitors and core Dell products

• Increases revenue / renewable security services

• Offer a differentiated end-to-end solution across network, user, endpoint applications and more

• Grow your footprint helping customers address security both inside and outside of the network perimeter

• Advance your trusted advisor status

• Drive professional security consulting services

• 20+ years of experience – 2,000,000+ firewalls deployed

• Leverage existing Dell Security resources…adding more

• Join over 12,000 plus NA Dell SonicWALL Partners selling Security Today

Selling Networking?

Customer Question: Do you need a firewall and/or a solution for securing access to your upgraded network?

Opportunity: Dell Software Group offers next generation firewall and secure remote/mobile access solutions that can naturally complement a networking deal (e.g. a new/faster switch needs a firewall with the same or better bandwidth = need to upgrade both).

Offerings:

– SonicWALL SRA (secure VPN) and Next-Gen Firewall

– SonicWALL Mobile Connect for iOS, Android, Kindle Fire and Windows 8.1 mobile endpoints

Selling Security?

Customer Question: Where are your biggest security risks & threats coming from?

Opportunity: Dell has a deep and wide security solution and they can easily “connect” them all together to cover all their “end-to-end” security requirements. And, it helps us bury any point-player competitors as well.

Offerings:

“Connected Security” =

– SonicWALL Next-Gen Firewalls, Secure Remote Access & Email Security

– Dell One Identity & Access Mgmt (IAM) for managing user accounts and privileges; privileged account management

Opportunities to Win with Dell Security

Building a Compelling Security Practice

Dell Connected Security leadership

60B+ security events analyzed

daily

2m devices WW reporting on 40m

users

Detects 3B security events of

interest daily

Dell SecureWorks

$14 trillion in assets protected

daily

15,000 malicious events analyzed

daily

3,000 security incidents

escalated daily

Over 18 trillion applications controlled

Dell SonicWALL

Dell Data Protection Encryption

Data encrypted and protected on

7m devices

Dell Identity and Access

Management

110m managed identities

2,000+ security professionals

worldwide

#1

Security 500 ranking, according to Security magazine

Recommended

2014 NSS Labs IPS Security Value Map(2nd year in a row)

Major Player

Messaging Security, according to IDC

Overall Leader

Position in the Kuppinger Cole Leadership Compass for Access Governance

Recommended

SC Magazine “SC Recommended” IAM solution (3 years in a row)

Recommended

2013 NSS Labs NGFW Security Value Map (2nd year in a row)

Best

Security Service, Cloud Security, Compliance, Info Security Products Guide

Dell NGFW Firewall lineup

Enterprise / Data Center

SuperMassive Series

TZ SeriesNSA Series

SMB / Distributed Enterprise

Carrier / ISP

Branch /Campus

FWS

Expand your reach and increase revenue with Dell Software by….

• Improving the efficiency of IT organizations through the centralized management and security

• Speeding the pace of business through better application availability, data protection and rapid recovery

• Enabling cloud and mobile application delivery through modernizing infrastructure software

• Securing the endpoint, the data and the network

Thank you!