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Dell Blueprintsfor the Future-ready EnterpriseBill Pearon and Ganesh PadmanabhanSession MT7
The wave of digital disruption
Digital technology is changing the way the world works, plays, shops, lives…
…changing the way organizations, governments, business, and the technology vendors they
rely on work to support it all
Dramatic shift in customer buying behaviorShift toward pre-engineered bundles and solutions
DIY90%DIY90%
RAs, Appliances RAs, Appliances
DIY90%
RAs, Appliances
DIY68%DIY68%
RAs, Integrated Appliances
32%
RAs, Integrated Appliances
32%
DIY68%
RAs, Integrated Appliances
32%
4
Blueprints: Built to optimize business workloads
Unified communications & collaborationUnified communications & collaboration
Virtual desktop integrationVirtual desktop integration
VirtualizationVirtualization
CloudCloud
Big Data / AnalyticsBig Data / Analytics
Business processingBusiness processing
High-performance computeHigh-performance compute
Aligned with customer needs
13+ engineered
solutions (appliances)
20+ reference
architectures
Blu
epri
nts
Backed by solid engineering in 3 development centers
Massive market opportunity can be addressed
Sources: Gartner Integrated Systems Forecast – 2014, IDC Worldwide Integrated Infrastructure & Platforms Tracker 2014, RightScale 2015 State of the Cloud report, IDC 2013 Enterprise Workload rev., Gartner 2014 Software rev., IDC 2013 HPC Server rev., Gartner Big Data 2014 Forecast, Corporate Strategy analysis, team analysis
WW CY18 ES TAM by solution category1
$B
Int. Infra
Int. Workload
Hyper-converged
Ref. Arch
Coverged Solutions
22.2
38%
16%
14%
32%
17%
46%
13%
14.2
24%Other
VMWare
MSFT
OpenStack
Cloud
Other
SAP
Oracle
MSFT
Business Apps
36.9
10%
15%
21%
54%
18.7
35%
1% 1%
63%
Hadoop
NoSQLSAP
Hana
Big Data/ Analytics
Other45%
20.2
Other
12%
HPC
Life Sci.
Mfg 20%
Research 23%
Blueprintalignment
Dell BlueprintsArchitectural principals
• Design excellence: Establish the benchmark for business value
• Pre-validated: Enterprise stack validation by Dell and alliance partners
• Comprehensiveness: Industries’ most complete Reference Architectures &Deployment Guides
• Modern: Advanced elastic architecture enables seamless integration
• Scalable: Inherent infrastructure growth flexibility
Concrete benefits for you and your customersExample proof points for the Virtualization Blueprint
Best-of-breed & built for virtualization
Up to 50% more
server-storage than
HP
More than 50% lower
TCO
99% lesstime to
configure
30% faster VM
migration
Accelerated time to value
Optimization & protected
Exceptional execution & delivery support
%9fasterto productionthan Cisco
2
%60
0
more VMsper rack than HP
%50
Near-Zerorecovery time
Capex to Opexwith DFS
faster diagnosis
Certified channelPartnersand
6K+ Dellengineers
The Dell Blueprint Channel Enablement Kit
Blueprint illustrations
Customer presentation
DeploymentGuides
TechCenter updates
“Why Dell for…” Solution Brief
Blueprint Summary
Customer value/ claims/testimonials
ReferenceArchitectures & Engineered Solutions (with sizing)
Proposals (for ACES-supported solutions/Proposal templates for RAs)
Order guides
Dell Star templates
PlanAlign customer pain points to Dell value proposition
DiscoverDetermine exact customer needs
QualifyEvaluate options
ProposeOptimized solutions
Quote the package… accelerate the business dialog!Encourage cross-sell, diversify conversation, leverage flexibility!
Deploy faster, with greater consistencyMore time to prospect & sellGrow your average deal size = increase services attach
opportunity
Increase profitability = Charge more for SPEED!
Out execute the competition, leave them behind
Delight your
customersWhy should partners
lead with Dell Blueprint RA’s & Appliances with all the associated collateral?
Resources to help you succeed
are on the Partner Portal!
Let’s get started
Visit the Blueprints landing page on the Partner Portal for collateral and training overviews
See the Blueprints at the Solutions Expo
Schedule a demo to see blueprints in action at your local Dell Solutions Center
Engage with your Dell Partner Development Manager
Thank you!
Dell Blueprints resources
• Configurator Guide• Operational Summary• Solution Brief• Customer
presentation
• Sales card• Reference Architectures• Training: Virtualization Introduction
(DBVI0815WBTT)
• Configuration Guide• Operational Summary• Solution Brief• Customer
Presentation
• Sales Card• Reference Architectures• Training: VDI
Introduction(DBVD0815WBTT)
• Configurator Guide• Operational Summary• Solution Brief• Customer
presentation
• Sales card• Reference Architectures• Training: UC&C Introduction
(DBUC0815WBTT)
Virtualization
VDI
UC & C
Blueprints PartnerDirect homepage