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TRANSCRIPT
EMEA Solutions Conference
Paris, Oct 23, 24
Welcome
Laurent Binetti VP & GM, Dell EMEA
Channel Sales
Michael Collins VP & GM, Dell EMEA
Emerging Markets
Insert Country Flag
Transform
Insert Country Flag
Protect
Insert Country Flag
Inform
Connect
Confidential 8 11/4/2013
Breakout Sessions
Confidential 9 11/4/2013
Regional & Country Sessions
10 Confidential
43 Awards in
FY13
42% YoY Increase in ILT training courses
620 Sign-ups to the Solutions Configurator
29% YoY increase in Certified Partners
5 Best YTD Performers Nordics, Germany, Saudi Arabia, Italy, Hungary
#1 vendor of choice for Flash/SSD deployment * & mid-range storage arrays**
133 Premier Partners
349 Registrations for this conference
2xDigit Superb YoY double-digit Channel growth in EMEA
EMEA PartnerDirect – Reasons to Believe
4 New software competencies
launched
2012 CRN - Best companies to work with
Greg Davis VP & GM,
Global Commercial Channel
• Dell - Internal Use - Confidential
Channel fit within Dell
4 commercial segments
Small business
Preferred accounts
Large institutions
Global 500
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Channel operates as an integrated, horizontal organization across commercial segments with positive position in all business units:
To enable customers to choose Dell through route to market choice
Purpose:
4 business units
End-user computing
Enterprise Solutions
Group
Dell Software
Group Services
Global Commercial Channels
• Dell - Internal Use - Confidential
PartnerDirect: Then
PartnerDirect established
2008
Managed Services
Enterprise Architecture
2008
2008
2008
Certified
Practice Areas
Strategic value to Dell
Minimal channel conflict
Recognize unique partner solutions capabilities
• Dell - Internal Use - Confidential
PartnerDirect: Now 2013
• Dell - Internal Use - Confidential
Where we go from here
Invest in more
training with Dell
Sell Dell’s end-to-end solution 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
Michael Dell CEO
Martin Hellawell Chairman
Sofcat (UK)
Marcus Lindqvist Country Manager Dustin (Sweden)
Thanks to our sponsors
Agenda – Wednesday Oct 23
14:25 Transform Peter Evans & Dell Panel 15:05 Refreshment & Networking Break 15:35 Protect Joanne Moretti & Ramsès Gallego 16:05 Connect Neil Hand 16:35 Inform Tony Parkinson & Partner Panel 17:05 Exec Q&A 17:35 Wrap up & Close 17:45 Networking & Visit Expo Area
19:30 Reception Followed by Dinner and Award ceremony
Peter Evans Vice President
Enterprise Solutions Dell
TRANSFORM
TRANSFORM
Accelerate Adoption of Virtualization, Convergence, Cloud
23 Enterprise Solutions Group Dell Confidential
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
Powerful disruptors to “IT as usual”…
Powering your data center today and tomorrow
Best of breed systems
Servers
System of systems
CapEx
Fully integrated & software driven
Key enablers
Servers
Storage
Networking
vStart Active Infrastructure VRTX
Best-of-Breed portfolio and partner ecosystem
Storage
Networking
Next-gen modular platform
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010
OpEx
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$
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• Integration platform for Apps & Systems Mgmt Frameworks
• Unified element management
• Software defined storage and networking
• Flexible & customer defined next gen modular platforms
Our vision starts in the data center Towards a fully automated service-centric data center
Infrastructure-centric data center IT service-centric data center
Business view • IT is maintained
• IT provides infrastructure
• IT is a cost Center
Characteristics • Inflexible
• Slow
• Custom
• Fragmented
• Disconnected
• Unpredictable
• Manual
Business View • IT can be used for innovation
• IT is a service provider
• IT can enable growth
Characteristics • Elastic
• Nimble
• Modular
• Integrated
• Streamlined
• Reliable
• Automated
26 Enterprise Solutions Group Dell Confidential
End-to-end solutions for IT at any scale
We can get you there
Simple + Flexible + Capable
Boost end-user productivity Deliver secure,
economical VDI, BYOD, UC&C services with Dell Networking + Security
Experience compute ingenuity at any scale Harness energy-efficient blade, rack, converged
systems for any workload, at any scale
Automate the complex
Simplify infrastructure management while easily managing and protecting
data in and out of the cloud
Redefine office IT
Bring order to chaos with an integrated, quiet solution for
remote/branch offices
Establish new storage economics
Experience new storage economics and
innovations including Flash at the price of Disk
Modernize network infrastructure
Improve infrastructure performance, lower costs with the power of 10GbE networking end-to-end
Oracle
SAP SharePoint
Exchange VDI
Hadoop
27 Enterprise Solutions Group Dell Confidential
End-to-end solutions for IT at any scale
How Dell delivers
Simple + Flexible + Capable
PowerEdge servers
#1 North America, Japan
#2 WW
Dell Storage
#1 iSCSI WW #1 DAS WW
#3 DAS+External WW combined
Dell Networking Active Fabric
#3 WW
#3 40GbE WW #3 Blade switching
PowerEdge VRTX
1st
converged solution for small offices
Dell Networking Wired & Wireless LAN
Dell SonicWALL
security
Efficient data protection
Active System Manager Open management and
orchestration
Dell Enterprise Software Data protection &
management throughout the
enterprise Oracle
SAP SharePoint
Exchange VDI
Hadoop
28 Enterprise Solutions Group Dell Confidential
Summary
We can help you harness the power of emerging DC technology trends ensuring you deliver a differentiated experience to your customers.
We are tailoring services and expanding our support infrastructure, offers and go to market activities to enable you to offer a broader customer solution profitably.
Our broad portfolio and capabilities gives you an advantage in end to end solution design versus traditional silo’d providing of components.
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TRANSFORM
Greg Davis VP & GM,
Global Commercial Channel
Bob Skelley Executive Director
Global Channel Marketing &
Programs
Chris Mullan Executive Director,
EMEA Support & Deployment Services Sales
Jamie Perena WE Modern
Datacentre Lead Microsoft
Panel
Coffee Break until 15:30
Joanne Moretti VP & Global Head
Software Marketing Global Software
Organization
Ramsès Gallego Security Strategist
& Evangelist Dell Software
PROTECT
PROTECT
Overcome the Evolving Security Threat and Ensure Compliance
Disruptions
Challenge:
Security often gets in the way
Data Complexity Compliance
Cloud SaaS BYOD &
Consumer- ization
Costs
$ Costs
Dell’s approach to Connected Security is comprehensive
Identity
Access Governance
Privileged Acct Mgmt
Identity Administration
User Activity Monitoring
Security Services
Incident Response
Managed Security Svcs
Security & Risk Consult
Data & Endpoints
Data Protection &
Encryption
Configuration &
Patch
Management
Network
Next Gen Firewall
Secure Remote Access
Email Security
Dell security evolution
2011 Q1 Managed security services Security & risk consulting Incident response Threat intelligence
Pre-2010
BIOS, driver and embedded security for endpoints
2010 Q1 Endpoint security, patch management Mobile Device Management
2012 Q3 AD consolidation & migration Identity & access management
2012 Q2 Next-generation firewall, UTM SSL VPN for mobile security Email & web security
2012 Q4
Data encryption & protection
2013
Bring our Connected Security point of view to the market
Protect Summary
Dell can help you be the trusted security advisor for your customers with solutions that span the endpoint to the data center to the cloud – explore the opportunities!
Take the Dell Software competency courses and visit PartnerDirect for sales and marketing tools to learn more about our end-to-end solutions.
Engage your Partner account manager for deal mapping and resource assistance!
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Neil Hand VP, Tablet and PC
Performance Group
CONNECT
Harnessing business productivity for the evolving workforce
CONNECT
39 Confidential Dell - Internal Use - Confidential
Trends and expectations are impacting IT
End users and business leaders now expect: • More flexibility • More device choices • Modernized business applications • Enablement of personal device for business use • Seamless blending of work and personal lives on one device
Rise of social media
Blurring of work
and home
The emergence of new
mobile devices
Changing employee
expectations of IT
40 Confidential Dell - Internal Use - Confidential
These trends result in major challenges
File share #1 collaboration tool
used on tablets
46% of lost laptops contain
confidential data
Quadruple Tablet ownership in Europe during next
five years
Explosion of data, devices and anytime
access , while managing risk.
Shipments of smart connected devices
by 2016
1.84B
41 Confidential Dell - Internal Use - Confidential
Dell believes the solution starts with the end customer
1 Define users and
create profiles
3 Determine model based on user profile & data access
2 Identify apps and
data access
Office Workers
Mobile Workers
Task Workers
Power Workers
Applications
Storage
Virtualization
Cloud PC
Web
Thin clients
Dell commercial client
Dell Venue Pro tablets Content
42 Confidential Dell - Internal Use - Confidential
Only Dell and its Partners offer the complete portfolio to tackle our customers challenges, seize the opportunity with us!
Connect
Mobility/BYOD Solutions
Top to bottom solutions that protect, connect and
transform
Cloud Client Computing
The ultimate secure, manageable and reliable
computing
Devices & Accessories
Elegant and appealing designs for work and personal experiences
Services Enabling BYOD, mobility and application strategies
43 Confidential Dell - Internal Use - Confidential
Meeting the most complex business demands
Endpoint security solutions and services that protect your data wherever it goes, without disrupting IT or end user processes.
Exclusive client systems management technologies and services that drive efficiencies throughout the PC lifecycle.
Products and services designed, tested and engineered to deliver a flawless customer experience every time.
Secure Manageable Reliable
Devices & Accessories
44 Confidential Dell - Internal Use - Confidential
The most secure, manageable and reliable commercial endpoints + software, accessories & services
Devices & Accessories
Secure, Reliable, Manageable built for business
+ breakthrough
Performance
Dell Latitude Dell OptiPlex Dell Precision Dell Venue
+ work anyway
Versatility
45 Confidential Dell - Internal Use - Confidential
The most versatile tablet family available
Dell Tablets offer meaningful flexibility and choice, allowing you to easily connect, access and share in the way that is most natural for you.
Dell Venue 8 Pro
The best productivity companion for your Windows® world
Ultimate flexibility: power of an ultra-book, portability of a tablet, experience of a desktop
Dell Venue 11 Pro
46 Confidential Dell - Internal Use - Confidential
Dell cloud client computing solution Only Dell offers world class components…end to end
A private, hybrid, public or personal cloud to store data/execute applications
Simpler, more reliable, great price performance end points
Choice of application delivery models, each optimized for specific objectives
Combined to enable any user to use any app from any device
Cloud Client Computing
47 Confidential Dell - Internal Use - Confidential
Mobility Solutions
• Dell One Identity
• App Dev services
Dell tablets, workstations, ultrabooks, laptops, AIOs and desktops; Dell Wyse thin clients.
• Application Development Services
• Dell SonicWALL appliances
• Dell Networking W-Series
Dell Data Protection Encryption (DDP|E), Protected Workspace
Devices & Accessories
Enterprise workspace
Application enablement
Management
Network access
Applications
• Dell KACE systems management
• Cloud Client Manager
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• PocketCloud • Desktop Virtualization Solutions • Dell Data Protection | Cloud
Edition
Business Value
• Core components that work together to enable mobility strategy aligned to business
• Heterogeneous device support capability
• Flexible approach that integrates with existing IT landscape
• Ability to grow with the business
• ProSupport Plus • Strategy and Consulting
Mobility Solutions
48 Confidential Dell - Internal Use - Confidential
Dell’s Services portfolio and the value to you
Accelerate your business with channel specific services that fit your business model, improve your profitability and expand your team with our experts
Configuration
• Asset Resale and Recycling • Imaging • System Configuration • Client installation
Support
Improve performance
and stability with our
experts, insights and
scale
• ProSupport • Accidental Damage • TechDirect • Basic Extensions
Cloud
Expert services to adopt
the right cloud strategy
and architecture
• Cloud Dedicated • High Performance Computing
with R Systems • Cloud Service for SharePoint
Expertise and best-
practices to save time,
achieve consistency
and ensure system
stability
49 Confidential Dell - Internal Use - Confidential
Technology solutions that enable the channel
PEOPLE Dell is here for you and your customer“
PRODUCT & SOLUTION Dell offers tailored solutions,
durable products, service and support
PROGRAM We help you differentiate turn
your product and solutions expertise into growth
Why Dell
Our Commitment
Commercial Successful
Simplicity Training &
Enablement Partner
Profitability
FY16 ~$14 billion revenue potential
2012 Best companies to partner with
2012 Best companies to partner with
50 Confidential Dell - Internal Use - Confidential
Summary
Pace of change is accelerating, resulting in new expectations and demands.
Dell understands the needs of the evolving workforce and the resulting consequences for IT organizations - we have a comprehensive portfolio of devices and solutions to help any workforce evolve.
Enabling the Channel is important to us : your success is our success.
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Tony Parkinson VP Server and Storage
Technology Solutions Group, EMEA
INFORM
Turn data into insights to maximize return on information
INFORM
53 Confidential
Opportunities are where people and business are open for change Data being #1
54 Confidential
Dell Modular Architecture for CCTV Solutions A CCTV Reference architecture to answer important questions: • QUALITY - are the pictures good
enough?
• STORAGE - are the pictures stored appropriately?
• EXPORT - can the pictures be easily exported from the system?
• PLAYBACK - can the pictures be easily viewed by authorized third parties?
55 Confidential
Storage Industry Trends
1. Budget constraints continue
2. Growth in unstructured data
3. Technology dramatically changing traditional storage architectures
4. Seeking to build upon virtualization for incremental efficiency
5. Need to leverage data to make better business decisions
56 Confidential
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Dell Storage strategy Customer benefits
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Harness state-of-the-art technologies to deliver innovative, simple and affordable solutions
Deliver workload-driven architectures that are flexible and modular
Accelerate software and service integration
Redefining the economics
of Enterprise storage
Acquire, deploy, and grow Storage on demand
Adapt seamlessly to changing business needs
Intelligently manage data assuring business continuity
Delivering superior value
57 Confidential
Over-featured systems are traded off against cost
Performance Optimized
Hot data is moving to flash-based systems
Price/Performance Optimized
Cost Optimized
Dell strategy for best workload-driven
architectures
Best for Business Critical Workloads
Great for Collaboration & Infrastructures
Cold data is moving to ‘cheap and deep’ systems
Ideal for non-Mission Critical Workloads
$0
$5
$10
$15
$20
$25
$30
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$45
2011 2012 2013 2014 2015 2016
Industry Storage trends are changing traditional
storage architectures
I/O intensive
Affortibility & flexibility
Feature & fuctionality
Affordable, entry level
storage
High performance
storage
Easy-to-use virtualized
storage
Dell PS, FS Series
Dell SC, FS Series
Dell MD, NX, DL,
DR Series
Optimized solutions that deliver superior customer value
Adapt seamlessly to changing business needs Flash at the price of disk
Intelligently manage data, business continuity High density & Software defined Storage
Acquire, deploy, and grow on demand Peers scaling with application integration
Big Data / Data Insights
VDI
Traditional IT
Cloud
Big industry themes
58 Confidential
Low Cost Disk
15K/10K Drives
Flash Drives
Server Cache
Server Cache
Servers
Networking
Storage
Performance Optimized
I/O intensive workloads Leverage flash storage
Server-side cache
Business critical
Price Performance
Optimized for virtualized environment
Price/performance
Traditional IT workloads
Cost Optimized
Focus on $/TB
Lowest TCO
Dense enclosures
Server-side storage
Business Critical Workloads
Oracle
SAP
SQL Server
Collaboration & Infrastructure
Exchange, Lync
SharePoint
File, print, web
VMware, Citrix, Hyper-V
Non-Mission Critical Workloads
Cold data archive Image archive
Data dump
VDI Cloud Big Data Traditional IT
Dell’s Next Generation storage architecture Best of 3 worlds in one single E2E architecture!
59 Confidential
Dell is committed to partner on Storage
The IT Partner that ships more disk
capacity in the world
World class Storage product quality and
support
Your partner to manage Storage technology
transitions best
Dell’s commitment is to help partners grow profitably
60 Confidential
Summary
It is not about Big Data, it is about turning Data into Insights for making better business decisions
Dell is redefining the economics of Enterprise Storage to allow customers to maximize their return on information
Dell’s optimised solutions enable you to deliver superior customer value whilst increasing your profitability
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Fredrik Pürkner CEO
Infront IT, Sweden
Even Brenden Sales Director
Move AS, Norway
Sebastien Hurst General Manager
Akube, France
Shaun Quarmby CEO
dg Store, South Africa
Panel
INFORM
Thank you