everything channel deck -dell storage nelson-final

8/13/2019 Everything Channel Deck -Dell Storage Nelson-Final

1/19

Amplify your businesswith Dell Storage


2/19

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


4/19


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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5

Dells Fluid Data Architecture

The right data in the rightplace at the right time.


6/19


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


7/19


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

7


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Fluid Data ArchitectureData in the right place, at the right time and at the right cost

8

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


9/19


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

9


10/19


Our partners have a

hugeopportunity

ahead


11/19


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

11


12/19


$13B annual run rateof Dell overall commercial revenue*

Rest of Dell

Channel

*Based on Q1FY12 commercial data

Our channel business is growingexceedingly fast

12


13/19


And there are no signs of slowing

40% channel growth Y/Y

13

16,000 deals registered in Q1

46% increase over Q1 2010


14/19


Win more often

and make moremoney


15/19


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

15


16/19


Witness revenue streams over the entire product

lifecycle with Extended Deal Protection and

Line of Business Registration

16


17/19


Build a hyper-growth business

17

Year 1 Year 2 Year 3 Year 4 Year 5

= First sale to existing customer

= Net new customer

= Upgrade orders


18/19


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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Become a

Dell StoragePartner today

everything channel deck -dell storage nelson-final

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