thanks for your partnership...project documentation with knowledge transfer post-deployment...

T H AN K S F O R Y O U R

PAR T N E R S H I P

Services Hero Event ContentKirstan Ryan

© Copyright 2019 Dell Inc.4 of Y

❖ Enhance your portfolio

❖ Increase time to value

❖ Assure efficient delivery

❖ Supplement your staff with our experts

❖ Expand your geographic reach and enable

flexibility for your business

❖ Provide a consistent & proven experience

❖ Increase revenue & earn lucrative rebate dollars

Why resell Why achieve competencies

❖ Deliver with confidence and understanding of our

best practices

❖ Ensure Technicians are up-to date and

knowledgeable on the latest technology

❖ Access to Dell EMC tools & methodologies

❖ Maximize performance & profitability by getting

competencies where you see volume and the

best ROI

Resell or deliver based on what is the best fit for the deal, geo and technology

Invested & enabled Balanced bookings Healthy attach rates High Services qualityThe Ideal

Partnership

Grow business & profitability with Dell EMC Services


Selling Services equals higher bookings, faster close rates and higher CSAT

Services drives business growth

Higher Enterprise Sales with Services

30% Higher NPS

To

tal E

nte

rprise H

ard

wa

re S

ale

s

80%

With

out

Se

rvic

es

With

Se

rvic

es

Close ratio 1.8x

Higher close rates than product alone


DEPLOYMENT• Basic Deployment

• ProDeploy

• ProDeploy Plus

SUPPORT • Basic Support

• ProSupport

• ProSupport Plus

Server Storage Networking Data Protection Converged

Take transformations from planning to reality

Integration

Services

Product attach deployment services

Data Migration

Services

Hardware

Expansions

Software

Upgrades

Optimization and

Health Checks

Residency

Services

Data

Erasure

Deployment services for the Data CenterStorage, Data Protection, Converged Focal Points


Benefits of key Storage Services

❑ Proven, standardized

platform & vendor-agnostic

methodology

❑ Standardized blueprints

tailor engagements to

specific use cases &

desired outcomes

❑ Leading technology and the

industry’s most extensive

interoperability testing &

validation engine

❑ Focus on continuous

availability of applications &

data

❑ Adjusts to critical business

needs with Dell EMC

backed expertise

❑ Shorten technology

adoption time & maximize

new product capabilities

❑ Improves internal staff

effectiveness & maximize

production efficiency

Intelligent Data

Mobility Residency

❑ Improves efficiency of

deployment, reducing time

& cost

❑ Reduces complexity &

maximize impact

throughout the process

❑ Maximizes return on IT

investment

Infrastructure

Deployment Assessment

❑ Adapt quickly to new

technology with flexible

training options

❑ Gain the skills to succeed

with in-depth technical and

hands-on training

❑ Get ahead with best

practices and instruction

from Dell EMC experts

Education

Services


HCI/CI High End Storage Midrange Storage

VXRail VMAX Isilon Unity

SC

Series SCv Series

Basic deployment

ProDeploy

ProDeploy Plus

Integration

Migration

HW Expansions

SW Upgrades

Optimization & Health Checks

Residency

Key: Required Recommended Not Available

Helps match hardware to required and recommended Services

New Services quick reference guide


VxRail deal scenario with recommended Services Services

Products Purchased: 1x VxRail 8-node cluster 1x S4048 TOR Switch

Required Recommended Available

(8) ProDeploy: Implement for

VxRail

(1) Install for S4048 TOR

Switch

(1) ProDeploy: S4048 TOR

Switch

(8) ProDeploy Plus: Implement for VxRail

(1) ProDeploy Plus: 30 day Post Deployment Config Assistance

(600) ProDeploy Plus: $1 Training Credits

(1) Install for S4048 TOR Switch

(1) ProDeploy Plus: S4048 TOR Switch

(1) ProDeploy Plus: 30-day Post Deployment Config Assistance

(500) ProDeploy Plus: $1 Training Credits

(3) Residency for HCI: Transitional (1 Month)

Recommended services plus*:

IDM Data Migration Virtual, Base

IDM Data Migration Virtual, Add-On

IDM Data Migration Virtual, Event

Residency for HCI: Operational 1

Month

*Quantities will vary based on the scope of

additional services required.

$22,750 $156,820

• Remote office installation that lacks local IT capabilities

to self install HCI supporting network

• Small / Medium customer with general workload

• Busy IT group without networking expertise

Customer Profile


Steps to service delivery enablement

Beginning in February 2018, Services is simplifying the steps to obtain Services Competencies,

streamlining the training, and putting in predictable measures to help partners maintain your services

delivery credentials. Our goal is to measure and reward partners for the value delivered to customers

and help increase partner differentiation in markets served.

TRAIN ENABLE MAINTAIN

• Review training path on

enablement matrix

• Take training based on

service type (deployment

or support)

• Achieve minimum # of

certifications and

resources and pass

certification exams

• Monitor certification

achievements in Services

Scorecard

• Monitor performance via

Service Delivery

Performance Scorecard

• Achieve or exceed metric

baselines to retain delivery

enablement status

© Copyright 2018 Dell Inc.

https://www.emc.com/auth/rpage/partner-deployment-matrix.htm#!Enablement_Matrix

http://emc.force.com/PortalLogin

http://emc.force.com/PortalLogin

© Copyright 2019 Dell Inc.11 of Y © Copyright 2019 Dell Inc.11 of Y

Services Delivery Enablement Matrix

● Deployment ● Support* BOLD = Available for co-delivery

CLIENT Client Systems ●

CONVERGED /

HYPER CONVERGED

INFRASTRUCTURE

VxBlock 1000 Series ●

VxFlex OS ●

VxRack Flex ●

VxRack SDDC ●

VxRail ●●

DATA PROTECTION

(DP)

Avamar ●●

Cyber Recovery ●●

Data Domain ●●

DP Advisor ●

DP Central ●●

DP Search ●●

DP Suite (DPS) ●●

Integrated DP

Appliance (IDPA) ●●

IDPA DP4400 ●●

NetWorker ●●

RecoverPoint ●●

RecoverPoint (RP4VM)1 ●

SourceOne ●●

SERVER &

NETWORKINGModular Infrastructure ● PowerEdge Server ● Campus Networking ● Data Center Networking ●

STORAGE

AppSync ●●

Cloud Tiering Appliance (CTA) ●

Disk Library for Mainframe ●●

Elastic Cloud Storage (ECS) ●

Entry-Level Storage ●

Isilon ●●

PowerMax /VMAX AFA ●●

SC Series ●

Storage Resource Manager ●

Unity ●●

VPLEX ●●

VxFlex OS ●

XtremIO ●●

DATA MIGRATION Intelligent Data Mobility ●●

*Support competencies are only available in select countries.

Refer to the Services Delivery Enablement Matrix for current information.1RP4VM: RecoverPoint for Virtual Machines

https://www.dellemc.com/partner/en-us/auth/services/delivering-services.htm


Earn Services Rebates starting at Dollar 1

Also earn rebates reselling Dell EMC ServicesThe more you sell, the more you earn

*Rebate payout percentages may vary in different regions. Please contact your account manager for more information.

**Excludes EMC renewals. Please refer to the Dell EMC Partner Program Benefits and Requirements document in your

region for additional information.

Attach 3+ year ProSupport

or ProSupport Plus to any

eligible Client, Server or

Networking product to earn

rebates based on total revenue.*

Sell other eligible Dell EMC

Services offerings,

including Deployment,

Consulting and Residency

and more to earn rebates

based on services

revenue.**

Upselling Dell EMC

Services augments your

base rebates and helps

drive profitability,

ensuring your customers

get the best possible

experience.

SERVICES REBATE OPPORTUNITIES


Partner Resources

Product info & sales guides

Services Delivery & Sales Training

Services Partner Helpdesk (SPH) assists with all services program inquiries.

Open a case via the “Cases” tab from Salesforce.com or via the webform

• Dell EMC Portal Services page – landing page for services on the partner portal

• Partnering with Services deck – overview of the services opportunities for partners

• Benefits and requirements - link to regional B&R documentation

• Deployment for Data Center Deck – Learn about our Services portfolio for Data Center

• SC Series Sales Guide – How to find Services opportunities for SC Series

• Unity Sales Guide – How to find Services opportunities for Unity

• Dell EMC Partner Academy – Services sales and delivery competency training

• Services delivery enablement matrix – See what products can partners get Services

competencies for

Services Partner Helpdesk

Program

Information

https://emc.my.salesforce.com/home/home.jsp

http://emc.force.com/createPSCcase

https://partner.dell.com/en-us/partner/auth/solutions-and-services/delivering-and-reselling-services.htm

https://www.dellemc.com/resources/en-us/auth/asset/training/services/Partner_Services_Portfolio_Deck.pptx

https://partner.dell.com/en-us/partner/auth/partner-programs/partner-programs.htm

https://inside.dell.com/docs/DOC-375996

https://www.dellemc.com/resources/en-us/auth/asset/quick-reference-guides/services/Partner_Services_SC_Series_quick_reference_sales_guide.pdf

https://www.dellemc.com/resources/en-us/auth/asset/quick-reference-guides/services/Partner_Services_SC_Series_quick_reference_sales_guide.pdf

https://www.dellemc.com/resources/en-us/auth/asset/quick-reference-guides/services/Partner_Services_Unity_quick_reference_sales_guide.pdf

https://education.emc.com/content/emc/en-us/home/bpa_homepage/accelerate-services-resale.html

https://www.emc.com/auth/rpage/partner-deployment-matrix.htm#!PowerEdge_Servers


Basic

DeploymentProDeploy

ProDeploy

Plus

Pre-

deployment

Single point of contact for project management In-region

Site readiness review

Implementation planning

Technology Service Manager (TSM) engagement for ProSupport

Plus entitled devices

Deployment

Deployment service hours Business hours 24x7 24x7

Onsite hardware installation*

Packaging materials disposal

Install and configure system software Onsite

Project documentation with knowledge transfer

Post-

deployment

Deployment verification

Configuration data transfer to Dell EMC technical support

30-days of post-deployment configuration assistance

Training credits for Dell EMC Education Services

ProDeploy Enterprise SuiteWhich choice is right for your customer?

* Hardware installation not applicable on select software products


ProSupport Plus for Enterprise

What is it?

What does it do?

Target

What’s new with ProSupport Plus?

• Enterprise class support providing premium proactive and preventative services to enterprise customers

with Dell EMC storage, networking and servers deployed in their complex environments.

• Designed to proactively improve hardware performance and stability with environmental intelligence, an

assigned TSM and priority access to specialized support engineers

• Any customer that is using Dell EMC Infrastructure Solutions to support business critical applications and

workloads.

• 3rd party software support

• Unified deliverables included with systems maintenance

• ProSupport NBD available for SDP products


Basic ProSupport ProSupport

Plus

Remote technical support 9x5 24x7 24x7

Covered products HardwareHardware

Software

Hardware

Software

Onsite hardware support Next business dayNext business day or

4hr mission critical

Next business day or

4 hr mission critical

Automated issue detection & proactive case creation

Self-service case initiation and management

Access to software updates

Priority access to specialized support experts

3rd party software support

Assigned Technology Service Manager

Personalized assessments and recommendations

Semiannual systems maintenance

Availability and terms of Dell Technologies services vary by region and by product. For more information, please

view our Service Descriptions available on Dell.com

Enterprise Support ServicesFeature Comparison


Five critical components of ProSupport Plus for Enterprise

Priority access to specialized support experts Immediate advanced troubleshooting from an engineer that understands the

entire Dell EMC product portfolio02

Systems maintenanceKeep your Dell EMC systems up to date with installation of latest firmware, BIOS

and driver updates to improve performance and availability05

An assigned Technology Service ManagerYour #1 support advocate, ensuring you get the best possible proactive and

predictive support experience 01

Automated, proactive and predictive support Accelerated resolution with predictive monitoring, notifications, automated case

creation and proactive response 04

3rd party software supportWe are your single point of accountability for any eligible 3rd party software

installed on your Dell EMC system, whether you purchased it from us or not03

Availability and terms of Dell Technologies services vary by region and by product. For more information, please

view our Service Descriptions available on Dell.com


MyRewardsTo learn more about this program, please visit the MyRewards*

page on the Dell EMC Partner Portal.

Lucrative, global Residency SPIF

Incremental global ProDeploy Client SPIF

*MyRewards is not available in Greater China Services promotion applies to gold, platinum and Titanium partners. Payouts

are limited to one sales representative and one system engineer per deal The total deal size for the Residency promo

includes Residency revenue only, excludes freight and tax.

Sell services to earn more with MyRewards1.5% payout on Residency revenue attached to Storage & Client ProDeploy revenue

https://www.dellemc.com/partner/en-us/auth/partner-incentive-programs/myrewards.htm


• Proven, standardized platform and vendor-

agnostic methodology

• Standardized blueprints tailor engagements to

specific use cases and desired outcomes

• Leading technology and the industry’s most

extensive interoperability testing and validation

engine

• Focus on continuous availability of applications

and data

TA

ILO

RE

D

AUTOMATEDAV

AIL

AB

ILIT

Y

FO

CU

SE

D

REPEATABLE

IDM

Factory &

Blueprint

Intelligent Data MobilityA better, faster, easier way to migrate data


What is the Infrastructure Deployment Assessment (IDA)?

The IDA

The IDA is for ‘Investment minded’ customers with 100+ devices

deployed per year, who want to optimize their infrastructure deployment

processes & costs. This begins the ‘Transformation’ journey.

• Improve efficiency of deployment, reducing time and cost

• Reduce complexity and maximise impact throughout the process

• Maximise return on IT investment

The result is the delivery of an actionable business case with real

achievable cost savings.


Where to position Residency Services?

Transitional Resident(Sr. Solutions Architect)

Typical Use Case:• Post deployment

• New Technology knowledge gap

• New product integration, process & documentation changes

• Operational & technology recommendations

• Shorter term engagements – while customer gains expertise

• May lead a multi-resident engagement (custom)

RetirementPost-

ProductionProduction

Pre-

ProductionDeploymentDiscovery

Servers Networking Storage Data Protection HCI/CI

Product Availability

Residency

Operational Resident(Sr. Implementation Specialist)

Typical Use Case:• Operational management and administration

• Capacity or technology capability gap

• Best Practices, process improvements

• Performance tuning, Service request management

• Longer term engagements- become part of the customer staff

• May support post deployment activities in less complex environments


Dell EMC Residency Portfolio

PowerMax

Isilon

XtremIO

VNX

Unity

ECS

Connectrix

SC, PS & MD

Series

ViPR

Controller

SRM

VxFlex OS

SAS

Data

Protection

Suite

Networker

Data Domain

Avamar

DPA

SourceOne

DLM

Vblock

VxRail

VxRack

VxBlock

vCenter

vSphere

vRealize SuiteCampus:

N, X, & C

Series

Data

Center:

S, Z & M

Series

PowerEdge:

R & T Series

M & F Series

Modular

Infrastructure

Networking

ServersVMWare

Converged

InfrastructureStorage

Software

StorageData

Protection


Technology experts backed by Dell EMC

Benefits:

• Accelerate technology adoption by up to 56% and maximize your infrastructure capabilities1

• Increase IT staff expertise with knowledge and best practices sharing from our technology experts

• Optimize the operation of your data center to improve overall technology performance by up to 53%1

Experts

• Certified Dell EMC technical experts*

• Backed by 60,000+ Dell EMC Services & partner professionals

• Specialized experts across Dell EMC products

Insights

• Access to Dell EMC product engineering, IP, knowledge databases, and tools

• Benefit from Dell EMC use cases relevant to your needs

• Increase IT staff efficiency by up to 49% with on-the-job knowledge sharing

Ease

• Onsite and remote delivery options available across all regions**

• Flexibility to adjust engagement timeframes to fit your budget

• Expert resources focus on your business priorities

© Copyright 2016 Dell Inc.241

1 Based on IDC InfoBrief sponsored by Dell Technologies, Accelerating Digital Transformation with Resident Engineers. IDC interviewed Dell EMC customers who have extensive experience with

resident engineers, and surveyed 200 CIOs and IT managers to gain insight into how IT organizations are currently using resident engineers. For more information go here or contact your Dell

EMC Sales representative.

*Certifications vary across specific technologies.

**Remote delivery available for select technologies only. Contact a Dell EMC Representative to learn more.

Residency Services Deploy& Integrate

Recommended by 97.5% of customers1

https://www.emc.com/collateral/article/accelerating-digital-transformation-resident-engineers.pdf


Questions to determine offers to position to customers

Are there multiple data centers? Is business continuity critical?

Is quick, secure data migration a critical need?

Is there a need to wipe storage devices clean?

Are you rolling out new technology that may require a project mngr?

Is fast roll out, adoption and integration critical?

Are there resource constraints that will impact immediate ROI?

Is there a need for SW to support user back-up?

SRDF & RecoverPoint

Integration & Data Migration

Erasure Services

Program Management & Solution Architect ‘blocks’

Transitional Resident, Training/ Certification & Optimization

Operational Resident

SW Upgrades & corresponding Services

Offerings

1

2

3

4

5

6

7

thanks for your partnership...project documentation with knowledge transfer post-deployment...

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