channel partners: lead with dell software solutions
TRANSCRIPT
Lead with Dell
Software Solutions
The fundamental challenges of Future-Ready Enterprise
The Future-Ready
Enterprise
Massive Increase in Devices Demand for Apps to Drive Agility
Explosion of Data More threats than ever before
28B+
5.2TB
100%
45%
Connecteddevices
For every person on the planet
Apps to be mobile first by 2017
Sr. Executives reporting hourly cyberattacks
Unlock the Power of All Data
Manage the Massive Increase of Devices
Optimize the Application Experience
Deploy Better Security for a Better Business
Anypoint Management
Infrastructure Software Management
Information Management
Security Management
Endpoint Management
Mobile Management
Application Management
Data Protection
Migration Management
Systems Administration
Analytics
Data and Application Integration
Database Management
Identity and Access Management
Network Security
Customer Challenge DSG Solutions DSG Portfolio
DSG Solutions Architecture
Endpoint Systems Management
Device explosion impacting management and security
25B Network connected devices by 2020
87%Expect to see increases in the number of endpoints
97% Report concerns about managing endpoint growth
61%Say there are devices or applications on their network that they do not even know about
All Customers Have EndPoints
$0.52 $0.57 $0.62 $0.67 $0.73 $0.79
$4.10 $4.47$4.96
$5.50$6.13
$6.85
$1.57$1.69
$1.80$1.93
$2.07
$2.22
0
2
4
6
8
10
12
2013 2014 2015 2016 2017 2018
IT Service SupportManagement Tools
ConfigurationManagement
IT Asset and FinancialManagement
Gartner, Forecast: Enterprise Software markets, Worldwide, 2011-2018, 2Q14 Update
$6.19B$6.72 B
$7.38 B$8.10 B
$8.92 B
CAGR 2013-2017
9.8%
7.1%
10.8%
8.9%
Re
ve
nu
e f
ore
ca
st in
bil
lio
ns
$
$9.86 B
Dell EndPoint Security and System Management –KACE, EMM and Desktop Authority
K1000 Management Appliance• Comprehensive systems management capabilities for
computers, servers, Chromebooks, smartphones, tablets and connected non-computing devices
K2000 Deployment Appliance• Integrated systems provisioning and deployment,
fulfilling tasks including inventory assessment, OS and application provisioning, migration and recovery
Enterprise Mobility Management (EMM)
• Flexible, comprehensive, K1000 integrated solution for securely, managing mobile devices – both BYOD and corporate owned
Desktop Authority Management Suite (DAMS)
• Provides a centralized, secure and consistent management of the Windows user environment that automates users’ access to resources and applications
Endpoint security - to protect data and enable users
Protect Windows and Mac platforms as well as vulnerable third-party applications by keeping patches up to date.
Patch Management
Detect vulnerabilities in your environment and identify systems that aren’t compliant using security audits.
Vulnerability Scanning
Streamline configuration and security policy enforcement processes, such as firewall, browser and registry settings by system, group, or network-wide.
Configuration Management
Hear what they are saying
Editor’s Choice, 2010
Top 10 Products
VMWorld 2008
Industry Recognition
*Source: KACE Customer Survey, November 2013
56% of KACE customers report they deployed in less than a week*
82% of KACE customers report the appliance paid for itself in less than
six months*
87% of customers rate KACE extremely high in customer
satisfaction*
Satisfied Customers
Recently Announced - 2015 Redmond Magazine Reader’s
Choice Platinum Award for License Management
Dell EndPoint Security and System Management is profitable and easy to sell
High Margins
Discounts from 10% - 35%Depends on partner expertise and deal reg
Hardware Sales
Ideal add-on to client salesAdditional capabilities built in for Dell PCs and servers
Security Sales
Complements other security solutions with patching, security scanning and configuration enforcementIdeal add-on to Dell DDP|E and Dell SonicWALL
Add-On Services Revenue
Deployment and Configuration ServicesIntegration servicesTraining
Data Protection
Existing backup systems have been disrupted
33%Declared a
disasterwithin the last year
40x Increasein data
72%Fear current backup model can no longer meet recovery objectives
#1Issue during a disaster is the expectations of the business people do not match recovery capability
Dell is doing backup smarter
Use 93% less storage
space at as little as $0.17/Gb
Save up to 70%on maintenance costs
FinalistProductsof the year 2014 Awards
10out of
10for
interoperability
Trusted to protect
400PB of data by one
of the top 3 search firms.
Boostcurrent
environment by up to
200% with
DR Appliances288Snapshots per day
Save up to 55% in 1 suite
with 3 types of data protection
Smarter backup
spend less money,
get time back,
operate with agility
Smarter backup is based on
customer’s feedback, needs, inputs & requirements
Data Protection
Virtualization Review 2014 Editors Choice Award
• AppAssure 5 bests 56 other contenders to take the Editors Choice award for business continuity solution
Storage Magazine Products of the Year Finalist 2014
• DR6000 a finalist for backup hardware recognized for is industry-first RAPID CIFS & NFS plug-in and scalability
• DL1000 recognized for integrated backup appliance performing backup, recovery, replication and archiving without the need to invest in more infrastructure
Redmond Magazine Reader’s Choice Award 2015
• AppAssure is Platinum Winner in Backup Software
• AppAssure is also Gold Winner for Virtual Business Continuity and Disaster Recovery, as well as Virtual Server Add-Ons
AppAssure 5
DR6000 Appliance
DL1000 Appliance
AppAssure
In IT, time is everything…get the protection you need
Tailor your backup to meet your business needs
AppAssure/DL SeriesMission criticalNear continuous protection
vRangerAgentlessVMware or Hyper-V
NetVaultBusiness critical
Broad protection
DR Series AppliancesPurpose-built appliances
Optimized for deduplication
Dell Data Protection | Rapid Recovery
• Rapid Snap for Apps
• Rapid Snap for Virtual
• Rapid Recovery Repository (R3)
• Universal Recovery
• Live Recovery
• 4X faster backup
• 6X time savings for IT
• Developed by Dell
Cloud Enabled RecoveryApplication Level Protection
SAN/NAS VMCloud
R3
NEW
Sell More & Earn More
All Dell server, security, storage and/or data protection certified partners receive:
30% DOL for unregistered deals on all Dell DR and DL Appliances
50% DOL for registered deals on all Dell DR and DL Appliances
Deals must close by FY17 Q1 in order to qualify*
Purchase any SC or PS Storage Array and get Dell’s backup appliances for:
50% DOL for unregistered deals on all Dell DR and DL Appliances
60% DOL for registered deals on all Dell DR and DL Appliances
Include SKU#469-3024 in quote and refer to the “Storage + DP Bundle” in POET
Margin & Promotions
Dell Data Protection & StoragePartner Program Offer – exceptions and alternate programs apply
*If partner has data protection certification, along with storage certification, they receive the standard data protection software (AppAssure, vRanger, NetVault Backup and DBRS) 35% discount with deal registration. If partner does not have data protection certification, they only receive a 20% discount with deal registration for data protection software.
Dell confidential – For Dell Partners only, not for customer distribution.
Learn more at:
Dell.com/partner/advantedge (U.S.)
Dell.ca/partner/advantedge (Canada)
**Acceleration partners only, check with yourAccount Manager to see if you qualify.
Windows Management
Migration to new platforms or clouds is high risk
86%Say users keep
sensitive data in corporate email
69% Have SharePoint Server 2003/2007/2010
59%Say concerns of
data loss is slowing adoption of cloud email
NOnative tools
There is no native direct upgrade path from SharePoint 2003/2007/2010 to 2016
Unrivaled experience in Windows modernization
New opportunities bring new challenges
Office 365 & Azure AD
• Insider threats
• Inefficient detection
• System downtime –revenue loss
• Loss of IP/reputation
• Heavy fines/penalties
Cyber Security & Compliance
Migration Wave 2016
UC Adoption & Consolidation
• Infrastructure sprawl
• Too many deployment choices
• Poor migration planning
• Lack of visibility
• Infrastructure sprawl
• Lack of visibility across multiple sources
• Migration risks/data loss
• Limited migration expertise
• Heavy investments
• Lack of adoption
• Multiple systems
• Complex voice systems
• Poor quality-of-experience
Windows modernization solutions
ZeroIMPACT Migration
Security & Compliance
Admin. & Recovery
Modernize your customers to
be future ready
Windows ManagementProfitability
High Margins Services Revenue Incentives
Build a services organization around the Windows modernization solutions
• ZeroIMPACT Migrations
• Admin. & Recovery
• Security & Compliance
Partner AdvantEdge
• Earn up to $200 in points for completing Competency training requirements
• Earn up to $500 in points for qualifying Windows Management opportunities
WM Pricing
Preferred &Premier w/
Competency
Non-competency;
Registered
Base Discount %
30% 25%
Deal Registration
10% 5%
Registered Deal Discount %
40% 30%
PremierRebate %
2% (Premier only)
Security
What customers are saying about security
Volume, variety and sophistication of cyber threats keeps growing
#1 Security Concern
Managing the complexity of IT security
5 of the top 10 breaches in 2015 were due to an identity breach
New malware samples discovered by researchers every day, according to Georgia Tech100,000
$5.5MAverage cost of a data breach in
2011, according to Ponemon Institute research
Estimated cost to US businesses from data
breaches in 2011, says Online Trust Alliance
$6.5B
60%
7,000+New vulnerabilities
tracked in 2011 by the Counter Threat Unit
New malware samples detected by Antivirus solutions, Cyveillance study
shows
19%Estimated number of
healthcare providers with 2 or more breaches in the
last two years
Why Sell Security to Your Customers
Trends force changes in the way you do business. A changing IT landscape = security challenges = RISK
TrendsSecurity
Challenges
CloudBYOD
Virtualization &new technologies
Patchwork of vendor solutions => disjointed &
siloed
Explosive data growth$
Limited budget and expertise
Time & complexity of management & reporting
Insufficient visibility and counter measures
Compliance
Advanced persistent threats, breaches, attacks,
malware
Opportunity
Why should Dell Connected Security be of interest to you?
• Higher margin than competitors and core Dell products
• Increases revenue / renewable security services
• Offer a differentiated end-to-end solution across network, user, endpoint applications and more
• Grow your footprint helping customers address security both inside and outside of the network perimeter
• Advance your trusted advisor status
• Drive professional security consulting services
• 20+ years of experience – 2,000,000+ firewalls deployed
• Leverage existing Dell Security resources…adding more
• Join over 12,000 plus NA Dell SonicWALL Partners selling Security Today
Selling Networking?
Customer Question: Do you need a firewall and/or a solution for securing access to your upgraded network?
Opportunity: Dell Software Group offers next generation firewall and secure remote/mobile access solutions that can naturally complement a networking deal (e.g. a new/faster switch needs a firewall with the same or better bandwidth = need to upgrade both).
Offerings:
– SonicWALL SRA (secure VPN) and Next-Gen Firewall
– SonicWALL Mobile Connect for iOS, Android, Kindle Fire and Windows 8.1 mobile endpoints
Selling Security?
Customer Question: Where are your biggest security risks & threats coming from?
Opportunity: Dell has a deep and wide security solution and they can easily “connect” them all together to cover all their “end-to-end” security requirements. And, it helps us bury any point-player competitors as well.
Offerings:
“Connected Security” =
– SonicWALL Next-Gen Firewalls, Secure Remote Access & Email Security
– Dell One Identity & Access Mgmt (IAM) for managing user accounts and privileges; privileged account management
Opportunities to Win with Dell Security
Building a Compelling Security Practice
Dell Connected Security leadership
60B+ security events analyzed
daily
2m devices WW reporting on 40m
users
Detects 3B security events of
interest daily
Dell SecureWorks
$14 trillion in assets protected
daily
15,000 malicious events analyzed
daily
3,000 security incidents
escalated daily
Over 18 trillion applications controlled
Dell SonicWALL
Dell Data Protection Encryption
Data encrypted and protected on
7m devices
Dell Identity and Access
Management
110m managed identities
2,000+ security professionals
worldwide
#1
Security 500 ranking, according to Security magazine
Recommended
2014 NSS Labs IPS Security Value Map(2nd year in a row)
Major Player
Messaging Security, according to IDC
Overall Leader
Position in the Kuppinger Cole Leadership Compass for Access Governance
Recommended
SC Magazine “SC Recommended” IAM solution (3 years in a row)
Recommended
2013 NSS Labs NGFW Security Value Map (2nd year in a row)
Best
Security Service, Cloud Security, Compliance, Info Security Products Guide
Dell NGFW Firewall lineup
Enterprise / Data Center
SuperMassive Series
TZ SeriesNSA Series
SMB / Distributed Enterprise
Carrier / ISP
Branch /Campus
FWS
Expand your reach and increase revenue with Dell Software by….
• Improving the efficiency of IT organizations through the centralized management and security
• Speeding the pace of business through better application availability, data protection and rapid recovery
• Enabling cloud and mobile application delivery through modernizing infrastructure software
• Securing the endpoint, the data and the network
Thank you!