dell software: a market-driven opportunity for channel partners
Post on 21-Oct-2014
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Explore why hardware and software providers should consider moving into adjacent technologies with Dell and reveal what’s in it for them as partners when they expand the scope of their Dell interests. (Available to channel partners, OEM channel partners, global system integrators and distributors.) For more on our PartnerDirect program, see http://dell.to/1qwy5V9. Join us at Dell World 2014 for networking and keys to success: http://dell.to/1pBELzE.TRANSCRIPT
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Dell Software: An opportunity for channel partners
Marvin Blough, Executive Director , Worldwide Channels & Alliances, Dell Software Greg Davoll, Senior Director, Solutions Marketing, Dell Software
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InfraScience helps their customers succeed, through a strong partnership with Dell
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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
Mobility Mobility 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 Zettabytes 35
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End-user computing
Services, Security, Cloud
Server, storage and networking capabilities
Software that leverages Dell core strengths
No legacy to protect
Dell Software leverages our core strengths
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Dell leadership in software
2M user community members
90% of Global 1000 are Dell
Software customers
+ 1M customers
Highest overall protection Next-Gen Firewall
NSS Labs EMA Radar Report Value Leader
for Boomi Cloud Integration
+ 6,000 team members
Gartner
+ $1.5B software revenue
(approx. based on run rate)
9 Magic Quadrants
1,600 + software engineers
2,500 + software sales
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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
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Dell Software Solutions
Services
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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
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$3.7
$2.9
$2.8 $2.0
$1.4
$1.8
$1.2
$1.0 $1.2
ConfigurationManagementMainframe Tools
Availability &PerformanceApplication PerformanceMonitoringService Desk / Help Desk
Network Management
DBMS Mgmt
Workload Automation
ITOM market overview 2012: $18 billion total market, 5% annual growth
ITOM Software, Worldwide, 2012 (Gartner, May 2012) in USD$ Billion
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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
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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
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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
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Mobility/BYOD market overview Total BYOD and Enterprise Mobility market is expected to reach $181.39 Billion by 2017 with a CAGR of 15.17%
Market Drivers 2012 vs. 2013
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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
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IAM market overview 2012: $4.4 billion total market, growing at 9%
$751.1
$1,307.8
$441.8 $212.1
$1,016.2
$596.5 $92.8
IAM Market - 2012 (IDC, June 2013) in USD$ Million
Advancedauthentication
WSSO/FSSO
ESSO
Legacy authorization
User provisioning
PPSDs
SLATs
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Network security market overview 2012: $6.6 billion markets, and growing
Firewalls 54%
Secure remote access
8%
Email security 38%
Network, SRA and Email Security Markets - 2012 (Infonetics)
In USD$ million
2013
32%
17%
51%
Data Protection
SMB
MID
Enterprise
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
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Enhanced PartnerDirect Program
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PartnerDirect program structure: Now includes software
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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
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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
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PartnerDirect Enhancements
New 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
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Working with Dell increases Cerdant revenues by 50%
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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
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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
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Q&A
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