2013

Dell Software: An opportunity for channel partners

Marvin Blough, Executive Director , Worldwide Channels & Alliances, Dell Software

Greg Davoll, Senior Director, Solutions Marketing, Dell Software

2013

InfraScience helps their customers succeed, through a strong partnership with Dell

2013

2013

Security and Risk

of the surveyed companies experienced some type of significant security incident within the past year that resulted in financial and/or reputational impact

79%

of businesses said their organizations will use cloud tools moderately to extensively in the next 3 years. 85%Cloud

MobilityMobility source shifts from 62%/38% corporate/personal owned to 37% corporate owned and 63% personal owned

5X

Big Data By 2020 volume of data stored will reach 35 Zettabytes35

2013

End-user computing

Services, Security, Cloud

Server, storage andnetworking capabilities

Software that leverages Dell core strengths

No legacy to protect

Dell Software leverages our core strengths

2013

Dell leadership in software

2Muser community

members

90%of Global 1000 are Dell

Software customers

+ 1Mcustomers

Highest overall protection Next-Gen

Firewall

NSS LabsEMARadar Report Value

Leader for Boomi Cloud Integration

+ 6,000team members

Gartner

+ $1.5Bsoftware revenue

(approx. based on run rate)

9 Magic Quadrants

1,600 +software engineers

2,500 +software sales

2013

Dell Software solutions capabilities

Data center & cloud

management• Endpoint management• Performance

management• Virtualization & cloud

mgmt• Windows server mgmt

• Application enablement/delivery

• Desktop virtualization• Mobile device mgmt• Mobile security

Information management

• Application & data integration

• Big data analytics• Business

intelligence/analytics• Database management

Mobile workforce management

• Email security• Endpoint security• Identity & access

management• Network security

Security Data protection• Application protection• Disaster recovery• Enterprise backup/recovery• Virtual protection

2013

Dell Software Solutions

Services

2013

Transforming with technology to change how IT

is delivered

Data center & cloud management

Dell Brands:

• AppAssure• Boomi• KACE• Quest Software• SonicWALL

Products:

• ChangeAuditor• Foglight• Foglight NMS• KACE 1000

Management Appliance

• Kace 2000 Deployment Appliance

• Migration Manager for Exchange

• QuickApps for SharePoint

• Recovery Manager for Active Directory

• vOPs• vFoglight

2013

$3.7

$2.9

$2.8 $2.0

$1.4

$1.8

$1.2 $1.0

$1.2

Configuration Man-agement

Mainframe Tools

Availability & Per-formance

Application Per-formance Monitor-ingService Desk / Help Desk

Network Management

DBMS Mgmt

Workload Automation

Other

ITOM market overview2012: $18 billion total market, 5% annual growth

ITOM Software, Worldwide, 2012 (Gartner, May 2012)in USD$ Billion

2013

Managing the data deluge to realize

the value of information

Information Management

Dell Brands:

• AppAssure• Boomi• Quest Software

Products:

• Boomi• Kitenga• Quickstart Data

Warehouse• Shareplex• Spotlight• Toad BI Suite• Toad for DB2• Toad for Oracle• Toad for SQL Server• Toad for Sybase

2013

Information Management market opportunity

$190M $1,543M$188M$164M

$1,985M

$8,982M

Manage-DB replication

Manage-DB admin

Manage-DB dev & optimization

Integrate-IPaaS

Discover-Advanced analytics

Discover-Query, reporting & analysis

2013

Deliver applications and

data securely anytime,

anywhere on any device

Mobile workforce

management

Dell Brands:

• KACE• Quest Software• SonicWALL• Wyse

Products:

• Dell Custom Mobile App Development

• KACE 3000 Mobile Management Appliance

• Quest Mobile IT• Quest One Webthority• Quest RemoteScan• Quest vWorkspace• SonicWALL Aventail• SonicWALL Mobile

Connect for Android• SonicWALL Next-

Generation Firewalls• SonicWALL Wireless

Access Points• Wyse Cloud Client

Manager• Wyse PocketCloud

2013

Mobility/BYOD market overviewTotal BYOD and Enterprise Mobility market is expected to reach $181.39 Billion by 2017 with a CAGR of 15.17%

Market Drivers2012 vs. 2013

2013

Security & Data Protection

Mitigate risk and protect your

business from evolving threats and unplanned

outages

Dell Brands:

• KACE• Quest

Software• SonicWALL• AppAssure

Security Products:

•KACE K1000 Systems Management Appliance

•Quest One ActiveRoles Server

•Quest One Identity Manager

•Quest One Privileged Password Manager

•SonicWALL Aventail E-Class SRA EX9000

•SonicWALL ES8300 Email Security Appliance

•SonicWALL NSA 4500

•SonicWALL SRA 4600

•SonicWALL SuperMassive E10000 Series

•SonicWALL TZ 215

Data Protection Products

•AppAssure•Dell PowerVault DL 4000 Appliance

•DR 4000 Disk Backup Appliance

•LiteSpeed for SQL•NetVault•Recovery Manager for Active Directory

•Recovery Manager for Exchange

•Recovery Manager for SharePoint

•SonicWALL Continuous Data Protection

•vRanger

2013

IAM market overview2012: $4.4 billion total market, growing at 9%

$751.1

$1,307.

8

$441.8 $212.1

$1,016.

2

$596.5

$92.8

IAM Market - 2012 (IDC, June 2013)

in USD$ MillionAdvanced authentica-tion

WSSO/FSSO

ESSO

Legacy authorization

User provisioning

PPSDs

SLATs

2013

Network security market overview2012: $6.6 billion markets, and growing

Firewalls55%

Secure remote access

8%

Email security38%

Network, SRA and Email Security Markets - 2012 (Infonetics)

In USD$ million

2013

32%

17%

51%

Data Protection

SMBMIDEnterprise

Data Protection Market Opportunity

According to IDC:The Data Protection and Recovery market alone totaled $4.43 billion

According to Gartner …

By 2014 30% of the market will change recovery solutions due to Cost, Complexity and/or Capabilities

2013

EnhancedPartnerDirectProgram

2013

PartnerDirect program structure: Now includes software

2013

Competency specialization tracks

Security• Network Security• Identity and Access

Management

Data Protection

Systems Management

• Client Management• Windows Server Management• Performance Monitoring• Virtualization and Cloud

Information Management

• Database Management• Business Intelligence/Data

Analytics• Application Data

2013

Security Competency Path

Dell Network Security

(SonicWALL)

Partner Competency Overview Mandatory

for all students

Dell Identity & Access Managements

Technical Training Course

Requirements

Sales Training Course

Requirements

Technical Training Course Requirements

Sales Training Course

Requirements

Security

• Competency Includes 2 specialized learning paths

• Competency launch scheduled for 9/1/13

• Optional Classes in the Competency:• Dell DDPE (Credent)• KACE sales, technical

and demo

2013

PartnerDirect EnhancementsNew Software

Discount Structure &

Premier Rebate (2%)

Unique Software Revenue

Thresholds

New paths to Premier through

Mixed and Advanced

Competencies

Service Provider & GSI Programs

Referral Fee Program

NFR & Eval License Keys

2013

Working with Dell increases Cerdant revenues by 50%

2013

2013

Where we go from here

Invest in more

training with Dell

Sell Dell’s end-to-end solutions Take part

and benefit

from this exciting time at

Dell

That enables your customers to:• Turn data into insights

• Overcome the evolving security threat & ensure compliance

• Accelerate adoption: virtualization, convergence, cloud

Engage Dell Sales & Marketing teams

2013

Let’s get started

Engage with Dell PartnerDirect subject matter experts at the Solution Showcase

Please join PartnerDirect at dell.com/partner/Join

• Learn more about Dell Software and PartnerDirect: dell.com/partner/EnhancedProgram

• Learn more about all Dell Competencies: dell.com/partner/Competencies

Gain hands on experience, see demonstrations at the Solution Showcase

Schedule a visit to a Dell Solution Center near you: Austin • New York City • Washington D.C. Chicago • Santa Clara • Mexico City • Sao Paolo

Go to http://partnerdirect.dell.com

2013

Q&A

2013