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Dell Blueprints for the Future-ready Enterprise Bill Pearon and Ganesh Padmanabhan Session MT7

Dell Enterprise Blueprints and Solutions for Channel Partners

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Page 1: Dell Enterprise Blueprints and Solutions for Channel Partners

Dell Blueprintsfor the Future-ready EnterpriseBill Pearon and Ganesh PadmanabhanSession MT7

Page 2: Dell Enterprise Blueprints and Solutions for Channel Partners

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

Page 3: Dell Enterprise Blueprints and Solutions for Channel Partners

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%

Page 4: Dell Enterprise Blueprints and Solutions for Channel Partners

4

Page 5: Dell Enterprise Blueprints and Solutions for Channel Partners

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

Page 6: Dell Enterprise Blueprints and Solutions for Channel Partners

Backed by solid engineering in 3 development centers

Page 7: Dell Enterprise Blueprints and Solutions for Channel Partners

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

Page 8: Dell Enterprise Blueprints and Solutions for Channel Partners

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

Page 9: Dell Enterprise Blueprints and Solutions for Channel Partners

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

Page 10: Dell Enterprise Blueprints and Solutions for Channel Partners

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

Page 11: Dell Enterprise Blueprints and Solutions for Channel Partners

Quote the package… accelerate the business dialog!Encourage cross-sell, diversify conversation, leverage flexibility!

Page 12: Dell Enterprise Blueprints and Solutions for Channel Partners

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?

Page 13: Dell Enterprise Blueprints and Solutions for Channel Partners

Resources to help you succeed

are on the Partner Portal!

Page 14: Dell Enterprise Blueprints and Solutions for Channel Partners

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

Page 15: Dell Enterprise Blueprints and Solutions for Channel Partners

Thank you!

Page 16: Dell Enterprise Blueprints and Solutions for Channel Partners

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