everything channel deck -dell storage nelson-final
TRANSCRIPT
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8/13/2019 Everything Channel Deck -Dell Storage Nelson-Final
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Amplify your businesswith Dell Storage
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Global Commercial Channels2
Dell is serious about storage
ExanetFebruary
PerotNovember
20102008 2011
EqualLogicJanuary
CompellentFebruary
ScalentJuly
Ocarina NetworksJuly
2009 2010
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Global Commercial Channels
Leverage the strengthof our comprehensive storage portfolio
Unified,virtualized IP
storage
Uncomplicatedand versatile
EqualLogicPS & FS
D2D and D2Tbackup
appliances
Simple protectionand recovery
PowerVaultDL & TL
Multi-protocolenterprise
storage
Self-optimized andpowerful
CompellentStorage Center
Archival
storage
Massive scale and
content-aware
DX ObjectStoragePlatform
Modular diskstorage
Value andperformance
PowerVaultMD & NX
Dell Confidential3
http://intranet.dell.com/marketing/MRC/Product%20Images%20for%20PPTs/powervault_dl2200_bzl.jpg -
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Global Commercial Channels
Sell the right solution to meet yourcustomers needs
Design & Features
Application Environment / Flexibility
CompellentFamily
EqualLogic
Family
Confidential4
Single HostWin/Lux
DAS
Multiple HostsWin/Lux/UnixMulti-Protocol
Multiple HostsWin/Lux
Scalable Eth
CompellentCore Data Storage
SAN Admin
Mid Large size
deployments
EqualLogicProject or App
Designed for IT
Generalist
Small Mid size
PowerVault MDConsolidated
storage for SMB
Storage Managed
by DBA or
AdministratorFirst SAN
Workloads
Dell Scalable File System
PowerVaultFamily
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Global Commercial Channels
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Dells Fluid Data Architecture
The right data in the rightplace at the right time.
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Global Commercial Channels6
Application integrated
No forklift upgrades
Consistent ownershipexperience
Dynamic
Data that is agile, resilient and efficient from server to storage to cloud
Everywhere data is
Efficient
Self-protecting
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Global Commercial Channels
Fluid data:Seven economic values
1. Buy less disk and do more
2. Pay as you grow, not before
3. One model with no forced end-of-life
4. Never repurchase software
5. Reduce the cost of expansion over time6. Optimize the price/performance of drives
7. Automate online change management
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Global Commercial Channels
Fluid Data ArchitectureData in the right place, at the right time and at the right cost
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Simplify management
Ideal for virtual servers
Independence from
drive type, interface type
and RAID
No waste when
storing data
Buy fewer disk drives
Save on energy and
floor space
Sophisticated data
movement engine
Set policies and let
the system run
Optimized dataplacement
Block-level intelligence
Manages data inside
the volume
Tracks frequency
of access
Enables unique
feature/benefits
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Global Commercial Channels
Investment protection Never have to migrate data
again Avoid OS and application
recertification issues
Avoid ripping and replacing tech Simple, low-cost upgrades New tech now, not when
platform dies
Persistent Software Design
Perpetual Software LicenseEnd the Storage Rip-Off!
VNX
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Global Commercial Channels10
Our partners have a
hugeopportunity
ahead
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Global Commercial Channels
Before 2007No Formal
Program
2007
Global Launch
Global Launch of
PartnerDirect
US PartnerDirect Portal
Launched, Deal
Registration Serviced by
Salesforce.com, Partner
Logos and Community
Forum
2008 Recruit
Focus on Partner
Acquisition
Investment in
Field Resources
Certifications:
Enterprise Architecture,
Managed Services
Limited Go To Market
Programs
Limited Online
Investment
Rebate Program
Established
2009 Build
Enterprise Architecture
Certification Expands to Server& Storage
LE Summit Initiatives
Major Online Investments
Rebates Expanded
Limited Instructor Lead Training
First Partner Advisory Council
Meeting in the U.S.; Michael Dell
AttendsPartner Portal Available
in 19 Languages Worldwide
2010+Partner Together
Vendor of Choice for
Solution ProvidersGlobally
Targeted, Strategic
Introduction of
Expanded Certifications
Strategic Relationship
Investments
Online Tool Evolution:
Additional Business
Modules & ManagementCapabilities
Addition of Compellent
to Storage Certification
PartnerDirect Journey
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Global Commercial Channels
$13B annual run rateof Dell overall commercial revenue*
Rest of Dell
Channel
*Based on Q1FY12 commercial data
Our channel business is growingexceedingly fast
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Global Commercial Channels
And there are no signs of slowing
40% channel growth Y/Y
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16,000 deals registered in Q1
46% increase over Q1 2010
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Global Commercial Channels14
Win more often
and make moremoney
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Global Commercial Channels
Take advantage of a bigger + betterchannel program
Premier partners receive additionalrebates, product incentives inCertified areas
180-day deal protection for storage
opportunities
Access to hundreds of trainingcourses across five certification areas
Preferred access to MDF funding
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Global Commercial Channels
Witness revenue streams over the entire product
lifecycle with Extended Deal Protection and
Line of Business Registration
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Global Commercial Channels
Build a hyper-growth business
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Year 1 Year 2 Year 3 Year 4 Year 5
= First sale to existing customer
= Net new customer
= Upgrade orders
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Global Commercial Channels
CML = New System
Comp =
Upgrade
New System
Upgrade Upgrade Upgrade Upgrade
Upgrade New System Upgrade New System
CAUTION!Forklift upgrades cause loss ofaccount control and createcompetitive-low marginopportunities.
CAUTION!Trusted Advisor status may beat risk. Focus on businessstrategy. Not storagefulfillment.
Upgrades provide Account controland opportunity to be consultative!Why Thats Important
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Global Commercial Channels19
Become a
Dell StoragePartner today