1. technology and computing
2. hardware
3. computer
4. portable computer
5. laptop

Transform
Connect
Inform
Protect
Dell Software
Introduction and Overview
Dell leadership in software
+$1.8B
+6,000
software revenue
team members
2M
90%
1,600 + software
engineers
2,500 + software
sales
+1M
user community members
of Global 1000 are Dell
Software customers
customers
EMA
NSS Labs
Gartner
Radar Report Value Leader
for Boomi Cloud Integration
Highest overall protection
Next-Gen Firewall
9 Magic Quadrants
Software is
Servers, storage
Dell
Software
offerings
and network
Client devices
Services
an important
part of Dell
solutions
Dell Software mission and purpose
Empower and enable
our customers to:
• Simplify IT management
• Mitigate risk
• Accelerate results
In five key areas:
1
2
3
4
5
Data center
and cloud
management
Mobile
workforce
management
Information
management
Data
protection
Security
That align to our customer’s
top IT imperatives:
Transform
Connect
Inform
Protect
Every minute
of every day…
Source: Qmee July 2013, http://blog.qmee.com/qmee-nlinein-60-seconds/
Technology trends forcing change
Transform
Connect
Inform
Protect
Cloud challenge: managing an increasing number of workloads in and across clouds
Mobility challenge: delivering secure and robust connectivity to any device on demand
Big Data challenge: turning large volumes of diverse data into actionable insights
Security challenge: protecting against ever evolving threats and vulnerabilities
Dell Software portfolio - What we offer
Transform
Connect
Inform
Data center and
cloud management
Mobile workforce
management
Information
management
• Cloud & virtualization management
• Performance monitoring
• Endpoint management
• Windows migration & management
• Enterprise Mobility Management
• Endpoint & network security
• Desktop virtualization
• Secure remote access
• Database replication & backup
• BI and big data analytics
• Database development & mgmt.
• Application & data integration
Security
•
•
•
•
Data protection
Network security & secure remote access
Identity & access management
Email security
Endpoint security & management
• Backup & recovery
• Application & email protection
• Virtual protection
• Disaster recovery & replication
Protect
Tremendous value in how we offer our technology
Appliances and “as a Service” offerings
Install, configure
and play
(software only)
“Appliance-based”
for plug and play
“[ ] as a Service” for
connect and play
Drive cost down and increase speed to value
Combine the value of Dell’s technology – to do more
Stack together
Separate
individual
offerings
•
•
•
Our own
OEM’d
Partnered
Chain together
Bundled,
packaged
offerings
•
•
•
One source
Promos
Licensing
Lightly
integrated
offerings
•
•
•
API linked
Consoles
Wrap/face
Engineered
as one
solution
•
•
•
Code level
Roadmap
Support
Combine the value of Dell’s technology – to do more
Example: Secure Mobility
Secure, managed
Mobile/Desktop
Workspace
(on client devices)
+
Next-generation
Firewall
+
Identity and Access
Management
Part of Dell’s comprehensive Mobility and Security solutions
Adding value to Dell servers, storage and
network offerings
Data
protection
Performance
monitoring and
optimization
Network,
mobile and
email security
Managing
Windows-related
workloads
Big Data
and information
management
Dell Security
Solution
Combine select DSG offerings with Dell ESG offerings
Solutions for all customer sizes
Small
Medium
Large
G500
Transform
Connect
Inform
Protect
Why Dell Software?
•
Enterprise features to scale up or down
•
Comprehensive and standards based
•
Easy-to-use and manage; reliable and
secure
•
Flexible solutions, delivery and support
•
Modular, scalable solutions with quickest
time-to-value
•
Expertise embedded in solution and delivery
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Why sell Dell software?
Market opportunity
• It’s a HUGE market opportunity!
–
–
–
–
Enterprise Mobility Management: $1.3 billion with forecasted growth to $9 billion by 2018
Data Protection: $5.23 billion market and growing at 11% annually
Network Security: $7 billion+ market
Windows: 65,000 Microsoft customers need management tools for Active Directory and Exchange
›
648 million Active Directory seats
›
453 million Exchange seats
›
147 million SharePoint seats
– Endpoint Systems Management: $7.2 billion and growing to $9.4 billion by 2017
• It’s a high margin, profitable business!
Dell Software
Transform
Cloud technologies
• Will be a focus for rest of FY15, offering
customer choice
• Leverage the recent Enstratius
acquisition/integration effort
• New versions of Cloud Manager
• Cloud partnership initiatives will broaden
our reach/increase our scope in the
cloud space
• DRaaS and IaaS are immediate
opportunities for us to monetize
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Open,
scalable
solutions
Cloudagnostic
approach
Customer
Choice
Specific
advice &
guidance
Trusted
services
& support
Applications in a multi-cloud environment
Building cloud
environments
Enabling single & multi-cloud
management
Transform
Delivering cloud services
Cloud management - Enstratius
• Open source solutions
• Converged solutions
• Advanced virtualization
• Governance & access controls
• Performance monitoring
• Application services
• Provisioning & management
Public Cloud ecosystem
Software as a service
Community cloud
(vertical compliance)
Cloud
infrastructure
Cloud
clients
On premises
Managed private cloud
Off premises
Dell cloud transformation services & consulting
What’s driving application migrations…
Legacy upgrade
projects
Cloud or hybrid
transitions
• Win2003 EOL
• Exchange 2003 EOL
• Direct migrations
from 2000/2003 not
natively supported in
Exchange 2013
• Migrating to Office
365 (Exchange &
SharePoint) or a
hybrid scenario
• Requires a secure &
proven solution to
mitigate risk
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Non-Microsoft
platform
• Standardize on
Microsoft platforms
• Migration scenario
not supported in
native tools – i.e.
Lotus Notes
Transform
Consolidation
project
• Multiple Exchange
or AD environments
as a result of a
merger/acquisition
• Requires true
coexistence
More than just Win2003
1
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Discover
Dell - Restricted - Confidential
2
Assess
Transform
3
Target
4
Migrate
Data center and cloud management
Market opportunity
Sources:
Microsoft SPC2011; analyst reports
Microsoft SharePoint Market Analysis, 2014-2018, Radicati Group.
• 147MM SharePoint Server License are expected in 2014 by Radicati Group.
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Transform
Data center and cloud management
Exchange market opportunity
WW Number of Addressable Exchange
mailboxes
Dell Installed Base & Market Share
Year
2009
176M seats
18M seats (10%)
2010
193M Seats
27M seats (14%)
2011
334M Seats*
30M seats (9%)
2012
377M Seats*
32M seats ** (8%)
453M Seats***
38M seats (8.3%)
2013
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Transform
Data center and cloud management
Transform
Active Directory market opportunity
2010: Quest
AD Market
Share, 60M
users 11%
21
Addressable
AD Market
543M users
Addressable
AD Market
Users 562M
users
2013: Quest
AD Market
Share, 115M
users 20.5%
Year
WW Number of addressable AD
users
Dell Installed Base & Market Share
2010
543M seats
60 M seats (11%)
2011
559M seats
71 M seats (12.7%)
2012
560M seats
86 M seats (15.4%)
2013
562M seats
115 M seats (20.5%)
2014
648M seats
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Data center and cloud management
Partner value proposition: You + Dell
End-to-end solutions
Expand your area of expertise
• Deliver comprehensive and secure
solutions that simplify every aspect of
modern data center and cloud
management.
• Align IT and line of business leaders to
improve service predictability
• Drive professional consulting services
on modern, scalable architectures
• Increase revenue with World Class
training from Dell Software
Marketing Development Funds
• Advance your trusted advisor status with
certification programs which qualify
under MDF
• Marketing activities
Partnership is key
• PartnerDirect Portal
• Deal registration
• Partner tiered discounts
• Campaigns/events in a box
• Campaign Builder
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Transform
Dell Enterprise Mobility Management (EMM)
Managing in a more mobile world
Connect
Your devices, your users, your mobile strategy
Customers tell us they
are increasingly looking
to use a single vendor
and management
platform to support their
PCs, Macs and mobile
devices.
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EMM offerings and integration
Endpoint
management
Container
management
Dell Mobile
Management
Dell Mobile
Workspace
Dell KACE
K1000 as
a Service
Dell Desktop
Workspace
• Complete, secure
endpoint management
• Secure enterprise
workspace on all devices
• Secure access
to enterprise data
• Integrated console
management
Dell KACE K Series Appliances
Connect
Computer lifecycle management
KACE K2000
Deployment Appliance
KACE K1000
Management Appliance
Recovery
Discovery & inventory
Centralized deployment library
Asset management
User state migration
Software distribution
Network OS install
Remote control
OS imaging
Service desk
Configuration management
Power management
Security & patching
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Available as physical
or virtual appliances
Mobile workforce management
Connect
Market opportunity
ESM Market Size by Category
Endpoint systems management is large and growing across all categories
12
Revenue ($B)
10
8
7.2
6.1
6
1.4
6.5
1.5
1.6
4
2
0
7.8
1.7
8.6
1.8
1.9
6.9
4.2
4.6
5.1
5.6
6.2
0.46
0.47
0.49
0.51
0.53
0.56
2012
2013
2014
2015
2016
2017
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IT Service
Desk and Help
Desk
10%
6%
Configuration
Management
Asset
Management
Source: Gartner - Forecast: Enterprise Software Markets, Worldwide, 2010-2017, 1Q13 Update
25
CAGR
2013-2017
9.4
11%
5%
Dell Enterprise Mobility Management
Market opportunity
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Connect
Mobile workforce management
Partner value proposition: You + Dell
End-to-end solutions
• Differentiate by offering a flexible end-toend solution for Mobility/BYOD:
•
•
•
•
•
Mobile Devices/End-points
Mobile Device Management
Mobile Access and Networking
Mobile Security
Application Modernization
Marketing Development Funds
• Advance your trusted advisor status with
certification programs which qualify
under MDF
• Marketing activities
Expand your area of expertise
• Range of support for device types and OS
for Mobile Device Management
• Depth and breadth of end to end security
offerings – secure what users connect
TO, THROUGH and WITH
• Strategic partnerships and alliances with
Citrix, VMware, Microsoft and others
Partnership is key
• PartnerDirect Portal
• Deal registration
• Partner AdvantEdge
• Partner tiered discounts
• Campaigns/Events in a box
• Campaign Builder
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Connect
The key components of a Big Data solution
Integrate | Manage | Analyze
+ Dell’s
Analytics+ - new StatSoft acquisition
We are the #1 Independent Database
Tools Provider
Boomi - leader in Gartner MQ
Storage Management
Hardware & Services
+ Toad
+Boomi
+ Kitenga
Example of Dell’s unique value:
•
•
•
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Individual software offerings
Software solution “chains”
Stack together with Dell all-up
Dell - Restricted - Confidential
StatSoft
Inform
Cloud and on-premises data management
Inform
Information management
Partner value proposition: You +Dell
End-to-end solutions
• No matter what technology platforms
you’re using, Dell Information
Management Solutions make it easy to
access, provision, analyze, and share data
from nearly any source, so you can
rapidly generate deep business insights
from big data.
Marketing Development Funds
• Advance your trusted advisor status with
certification programs which qualify
under MDF
• Marketing activities
Expand your area of expertise
• Access to data using tools that give
customers insights to help drive decisions
– they shouldn’t need to hire a PhD to do
this. They can do this with flexible Data
Warehouse platforms that can easily
access data and applications
Partnership is key
• PartnerDirect Portal
• Deal registration
• Partner tiered discounts
• Campaigns/Events in a box
• Campaign Builder
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Inform
Securing a more cloud, more mobile world
Software plays key roles in the Dell Security solution
Protect
Network
User
Deep protection and control without
impacting network performance
Identity and access mgmt for the real world
• Next Gen Firewall
• Secure Mobile Access
• Email Security
Dell SonicWALL
•
•
•
•
Identity Governance
Privileged Management
Access Management
Compliance and IT Governance
Dell Quest One Identity Solutions
Data and endpoints
Services
Protect data wherever it goes
Protect, predict and respond to threats
•
•
•
•
Encryption
Configuration and Patch Management
Secure Cloud Client
Protected Workspace
Dell Data Protection | Encryption, Dell KACE
•
•
•
•
Incident Response
Managed Security Services
Security and Risk consultation
Threat Intelligence
Dell SecureWorks
Dell Security: leadership, scale & recognition
60B+
security
events
analyzed
daily
2m devices
WW
reporting on
40m users
Dell Identity
and Access
Management
32
Detects 3B
security
events of
interest daily
Dell
SecureWorks
$14 trillion
in assets
protected
daily
110m
managed
identities
Dell - Restricted - Confidential
3,000
security
incidents
escalated
daily
Over 18 trillion
applications
controlled
Dell
SonicWALL
Data
encrypted
and
protected on
7m devices
Dell Data
Protection
Encryption
15,000
malicious
events
analyzed
daily
2,000+
security
professionals
worldwide
Validated by the industry
• #1 ranked company in Security 500
• NSS Labs “Recommended” Firewall & IPS
– 3 years in row
• Overall Leader in Access Governance,
Kuppinger Cole
• Best Security Service, Cloud Security,
Compliance, Info Security Products
Guide
• Recommended by SC Magazine
• Major Player, Email Security, IDC
• 6 Gartner Magic Quadrants
Protect
Matching Backup to Your Business
Protect
Reducing application recovery times
Backup in minutes,
restore in minutes
Application-aware
solutions for
physical, virtual,
and cloud
environments
Backup, restore,
and disaster
recovery in one
solution
Optimize storage
capacity and
utilization plus
better together
Our new data protection solution – AppAssure, NetVault & DR/DL Appliances
reduce complexity, decrease costs, and speed up backup/recovery
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Identity & access management for the real world
Protect
Identity Governance – Complete, business-driven governance
•
•
•
•
Access governance
Data governance
Privileged account governance
Business-enabled access request
and fulfillment
•
•
•
•
Attestation or recertification
Role engineering
Automated enterprise provisioning
Identity unification and process
orchestration
Access Management – Convenient, secure and compliant access
• Web access management
• Single sign-on and federation
• Strong authentication
• Directory and identity consolidation,
migration and management
• Password management
Privileged Management – Understand and control administrator activity
• Enterprise privilege safe
• Least-privilege access
• Active Directory bridge
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• Session management and
keystroke logging
• Enforce separation of duties (SoD)
Dell One
Identity
Security
Market opportunity
Protect
• Firewall market- good news
• Dell is in the “Top 7” list of vendors that will be relevant in 2014 (behind Cisco, CheckPoint, Juniper, Fortinet,
PAN, McAfee)
• PAN and Fortinet are both “nipping at Junipers” heels for revenue share. Both posted massive YoY growth
• “Dell is … followed by WatchGuard … and HP… of these 3, we believe that Dell has the best potential for
share gain over the next 2 years as they wrap up the integration and training cycle with Dell and start really
maximizing opportunities in large Dell accounts, particularly big data center accounts.”
• SSL VPN gateway market- opportunity
• SSL VPN is nearing the “bottom of the current slide” although the market is expected to lose another -4.8%
in CY14
• “…there continues to be confusion as they look to rationalize traditional remote access and the massive
influx of mobile devices (smartphones and tablets) entering their network, and they’re delaying spending or
looking at solutions that integrate SSL VPN with other functions…”
• Cut the forecasted CAGR to -1% for CY13-CY18
Source: Infonetics 1Q14 Market Report
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Security
Protect
Market opportunity
Dell Segments
CY 13 Actual
Forecasted CY 14
Growth
Dell Market Share CY
13
CAGR ($)
Firewall Appliances
$3.2b
11.3%
6.7% (#6 in $, #2 in
units)
5.0% GAGR 2013-18
SSL VP Gateways
$389m
-9.6%
4.7% (#6)
-1% CAGR 2013-18
Messaging Gateways
(aka Email Security)
$3.3b
6%
0.6%
6% GACR 2012-17
•
36
Big opportunity- traditional SSL VPN is in decline, the next-generation of SMA solves mobility problems
(aka SMA + EMM)
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Security
Market opportunity
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Protect
Data protection
Industry trends
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Protect
Data protection
Market opportunity
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Protect
Data protection and Security
Partner value proposition: You + Dell
End-to-end solutions
Expand your area of expertise
• Network
• User
Endpoint
• Applications
• And more
• Grow your footprint helping customers
address security both inside and outside of
the network perimeter
• Drive professional security consulting
services
Marketing Development Funds
• Advance your trusted advisor status with
certification programs which qualify under
MDF
• Marketing activities
Partnership is key
• PartnerDirect Portal
• Deal registration
• Partner AdvantEdge
• Partner tiered discounts
• Campaigns/Events in a box
• Campaign Builder
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Protect
PartnerDirect
program
41
Software
Software
PartnerDirect program structure: Now including software
Premier Partner
Courses + Premier Revenue Target + **Required Headcount
Depth of
Breadth of Competencies
Technical Skills
(HW/SW, multi-HW or multi-SW)
Advanced Competency
Multiple Competencies
Preferred Partner
1+ Competency, Preferred Revenue Target + **Required Headcount
Server
Networking
Security
Storage
Desktop Virtualization
Solutions
Cloud Services
& Solutions
Data
Protection
Systems
Management
Information
Management
Registered Partner
**2 Sales & 2 Technical Headcount per Competency at Preferred and 4 & 4 at Premier
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Confidential
Dell - Internal Use - Confidential
Service Provider Program
Advanced Competency or 2+ Competencies, Elective Solution
Our commitment to partners
Simple program & engagement model
Full end-to-end solutions
Comprehensive sales enablement
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Dell - Internal Use - Confidential
Simple program & engagement model
PartnerDirect program structure
Increasing depth and
breadth of competencies
Premier Partner
Preferred Partner
Registered Partner
Maturity of
relationship with Dell
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Dell - Internal Use - Confidential
One place for end-to-end solutions
Addressing technology trends that impact the full IT spectrum
Comprehensive portfolio built with the industry’s most innovative IP
Optimized
enterprise
•
•
•
•
•
Servers
Storage
Networking
Applications/workloads
Data center solutions
Business-class
connected solutions
•
•
•
•
•
Tablets
Laptops
Desktops
Workstations
Printers
Flexible,
next-gen services
•
•
•
•
•
Proactive support
Consulting/deployment
App/cloud/managed
BPO
Security
Value-added
software
•
•
•
•
•
Data center/cloud
Data protection
Information mgmt
Mobile workforce mgmt
Security
Engineered to work better together—and work with what you already have
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Dell - Internal Use - Confidential
Comprehensive sales enablement
A complete toolkit designed to support partner success
Ongoing Training
• Hardware, software
& solutions
• Events
Reliable Communication
• Partner selfserve Portal
• Weekly
newsletters
Streamlined Deal
Registration
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Support
• Dedicated Dell
Sales resources
• Concierge service
FY15 enhancements to channel collaboration
1
Predictable
engagement
model
2
Account team
compensation
accelerators*
3
Expanded
partner
incentives
1 team
• Channel-led approach
for targeted accounts
• Simplified go-tomarket model
20% premium
to core sales teams
5x
larger equipment
demo pool
4x
more partner sales
rep incentives
*North America only
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Dell - Internal Use - Confidential
Benefiting every day from our strategy
~165K
Channel partners globally*
1/3
*All
Channel represents
1/3 of Dell’s Global
commercial business1
figures stated as of Q4FY14
SonicWall,
and Quest
acquisition revenue, Q4Y14
Dell - Wyse
Internal
Use -legacy
Confidential
1including
Dell Annual Analyst Conference | 2014 | #DAAC
9
new channel industry
awards in Q1
2-3X
market growth*
Survey says . . .
• 63% of partners said it is important/very important to offer
customers network and mobile security as well as IAM from a single
vendor – only 7% said it was not.
• 72% of partners ranked training by vendors as 1 of the 3 most
important elements in creating a successful partner program in
security.
• 82% of partners ranked profitability as 1 of the 3 most important
elements in creating a successful partner program in security.
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Confidential
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Dell Software
competency
overview
50
Software
Software
Why get certified with Dell?
Grow
business 4X
faster
Better
go-to-market
status
Early in
adoption
curve
Choice and
flexibility
Close rate
increases
Key benefits
Key Benefits: Higher discounts off list on Enterprise products, Extended deal registration and line of business registration
Premier Partners earn rebates. Rewards for training, sales and more in Partner AdvantEdge. Field Marketing resources for lead generation, events and
to use as a virtual marketing team. Concierge-level, white glove support from the Certified Partner Resource Desk
Free or low-cost, high value online and instructor-led training
51
Software
Benefits
of certification
by partnership level
EA
CERTIFICATION
BENEFITS
Dell Registered partners
Benefits include:
•
52
One-stop online ordering and account
management through the Partner Portal
Dell Preferred partners
Benefits include:
Dell Registered partner benefits, plus:
Dell Premier partners
Benefits include:
Dell Preferred partner benefits, plus:
•
Deal Registration: 120-day registration
approval period, and up to 50 concurrent
registered deals.
•
Rebates on Dell enterprise products: 2%
rebate on revenue in certified areas (U.S.
Partner only)
•
Eligibility for PartnerDirect Rewards Center
enablement program
•
Product Incentive Program access (rewards
vary by product group)
•
Deal Registration: 180-day registration
approval period, and unlimited concurrent
registered deals.
•
•
•
•
Assigned Channel Account Manager (CAM)
•
Potential rewards from Dell based on
qualified purchases
•
Flexible Partner and customer financing
programs
•
Easy deal registration options—with up to
10 concurrent registered deals
•
•
Potential access to Dell-generated leads
•
Access to pre-configured, customer-ready
solutions (Business-Ready Configurations)
•
Assigned Channel Account Manager (CAM)
or an Inside Sales Team
•
•
•
High-value, low-cost training
•
•
•
•
Certified Partner Resource Desk access
•
•
Access to Dell co-marketing materials
•
•
“Find a Partner” listing on Dell.com
•
Access to field marketing team support
(higher priority)
Access to Dell Employee Purchase
Program
•
Access to Dell Solutions Centers
•
Invitation to select Dell corporate events
Pre- and post-sale Customer Care support
Product information, collateral and much
more—all available through the Partner
Portal
Access to Dell product image library
45-day payment terms (subject to
credit approval)
Evaluation and NFR key access
Access to field marketing team support
Access to Campaign Builder and
Online Publisher
Case study collaboration
Evaluation and NFR key access
Market development funds for demand gen
activities
Software
Dell Software competencies and tracks
Security
• Network Security
• Identity and Access
Management
Systems Management
• Client Management
• Windows Server
Management
• Performance Monitoring
• Virtualization and Cloud
53
Data Protection
Information Management
• Database Management
Software
Recent enhancements
Security
• Network Security
• Identity and Access
Management
Expanded technical presales
course, to better prepare partners
to technically position and sell
SonicWALL firewalls
Released Advanced Competency
in Network Security, to offer
partners additional ways to
advance in the Program
54
Adjusted requirements of Identity
and Access Management, to make
it easier for security partners to
Software
move into new lines of business
Network Security competency Sept 2014
What’s new?
•
Updated Dell SonicWALL Technical Training course
•
•
Completely rewritten, technically richer module on Firewalls
Advanced competency in Network Security released
Network Security competency
Sales (2/4 individuals, ~2 hr)
Required Courses:
•
Security Competency Overview - SECC0913WBTS
•
Dell SonicWALL Sales Training - DSW0512WBTS
Technical (2/4 individuals, ~3.5 hr)
Required Courses:
•
Security Competency Overview - SECC0913WBTS
•
Dell SonicWALL Technical Training - DSWT0512WBTT
Network Security advanced competency
Sales (4 individuals, ~1 hr)
Required Courses:
•
Dell SonicWALL Advanced Sales Training - ASWA0914WBTS
Technical (4 individuals, ~ 2-3 days)
Required Courses:
•
Network Security Basic Administrator Training (CSSA
Certification) - ASWN0914ILTT
OR
•
55
Secure Remote Access Basic Administration Training (CSSA
certification) - ASWS0914ILTT
Software
Network security competency rules
regarding CSSA/CSSP certifications
• Partners who have been granted technical presales equivalency for
CSSA within the program before September 1, 2014:
– Will not be required to take any new training/exams
– Will be given credit toward the advanced competency if they
want to pursue it
• After September 1, 2014, partners who present CSSA certification:
– Will be given credit for fulfilling advanced competency
requirement
– Will be required to complete base competency technical training
requirements
• CSSP is not a requirement of the program
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Confidential
Software
Identity and Access Management Sept 2014
What’s new?
•
Technical presales training requirements: reduced from 8 hours to 4 hours – less
required training on Dell One Identity Manager.
Identity and Access Management competency
Sales (2/4 individuals, ~2 hr)
Required Courses:
•
Security Competency Overview - SECC0913WBTS
•
Identity and Access Management Sales Training - IAM0913WBTS
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Technical - (2/4 individuals, ~3.5 – 4 hr)
Required Courses:
•
Security Competency Overview - SECC0913WBTS
•
Dell One Identity Manager Value Proposition –DIMV0814WBTT
•
Total Privileged Access Management Value Proposition TTPAV0913WBTTmin)
Software
Identity and Access Management – Jan
2015
What’s new?
•
Advanced competency in Identity and Access Management
Identity and Access Management competency
Sales (2/4 individuals, ~2 hr)
Required Courses:
•
Security Competency Overview - SECC0913WBTS
•
Identity and Access Management Sales Training - IAM0913WBTS
Technical - (2/4 individuals, ~3.5 – 4 hr)
Required Courses:
•
Security Competency Overview - SECC0913WBTS
•
Dell One Identity Manager Value Proposition –DIMV0814WBTT
•
Total Privileged Access Management Value Proposition TTPAV0913WBTTmin)
Identity and Access Management advanced competency
Sales (4 individuals, ~2 hr)
•
Dell One Identity Manager Value Proposition – DIMV0814WBTT
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Technical (4 individuals, TBD)
•
Dell One Identity Manager Overview and Architecture – DIMA0814WBTT
•
Privileged Account Governance - TBD
•
TPAM Appliance Administration – TBD
•
Cloud Access Manager – TBD
Software
H2FY15 Dell Software Promotions
Systems Management
Security
Dell SonicWALL Instant Rebate on TZ Series
• Purchase a TZ appliance between now and October 31, 2014, and get an
instant rebate of up to $155 on each appliance
Dell SonicWALL Volume Incentive Rebate
• Premier & Preferred Security partners receive up to 4% rebate on Total
Purchases during Dell fiscal quarter
Networking Attach Network Security Program
• Earn an additional 10% discount on Dell SonicWALL security solutions when
you add a new security opportunity to any networking deal
Data Protection
Data Protection Storage Attach Program – valid until 10/31/14
• Additional 15% discount on Data Protection Deals with storage attach
• Earn a $50 gift card for completing end user demos with storage attach deals
• Earn $500 gift card when closing new data protection opportunity with a
storage solution that’s sold to the same end user in quarter
DR/DL Appliance Promotion offer – valid until 10/31/2014
• Offer customers 30% off a DL/DR upgrade from competitive backup
appliances, or 30% off Dell DR for existing NetVault customers
Additional 15% off the DL1000 – offer valid until 1/31/2015 for all partners
(Registered/Certified)
Additional 15% off the DR6000 and/or DR2000v – offer valid until 1/31/2015 for
all partners (Registered/Certified)
• Partners receive 15% off the DR6000 and DR2000v – both purchases must be
on same order
• $500 for closing Data Protection business
• $200 for qualified meetings
• $25 for completing certain Data Protection sales/technical courses
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Confidential
Dell KACE Incentive Program
• Premier & Preferred partners earn $100 gift card when closing
an opportunity with a new KACE customer effective through
Oct. 31, 2014
Partner AdvantEdge for DSG
Dell SonicWALL Partner AdvantEdge Incentives
• $10 Approved Deal SonicWALL Deal Registration SPIFF
• $50 Sales Certification Competency SPIFF
• $50 Technical Certification Competency SPIFF
Close Dell SonicWALL Business & Earn:
•
Earn up to 5,000 points per Dell SonicWALL Security
Appliance sold
Dell Data Protection Q3 Partner AdvantEdge Incentives
•
•
•
•
175 points - Sales Security Certification Competency
350 points - Technical Security Certification Competency
Double points for completing certain data protection courses
Register a new Dell Data Protection Deal Registration, submit
claim, and once approved you will receive 70 points* (Limited
to the first 20 submitted approved deal registrations per
participant).
Dell KACE Partner AdvantEdge Incentives
• $50 Sales Certification Competency SPIFF
• $50 Technical Certification Competency SPIFF
Close Dell KACE Business & Earn:
•
Earn up to 6,300 points per Dell KACE Systems Management
Appliance sold
Software
Key takeaways and next steps
Key Takeaways
– Partners will continue to have choice, flexibility and simplicity whether selling hardware,
software or a combination of both
Next Steps
– If you haven’t already, please join PartnerDirect at dell.com/Partner/Join
– Learn more about Dell Software and PartnerDirect dell.com/partner/EnhancedProgram
– Learn more about all Dell Competencies: dell.com/partner/Competencies
Resources
– PartnerDirect Portal – dell.com/Partner
– Competency Overview Brochure – dell.com/Partner/Brochure
PartnerDirect Questions
– Contact the Certified Partner Resource Desk – [email protected]
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Software
61
Dell - Restricted - Confidential
Windows Migration & Management
We want IT organizations to get recognized for the right reasons
1
2
ZeroIMPACT
Migrations
Compliance and
IT Governance
3
Administration
and Recovery
4
Development and
Customization
62
Dell makes Microsoft platforms so reliable, automated
and secure that only the results are visible.
Dell - Restricted - Confidential
•
Increase IT efficiency & shift resources to innovation
•
Control risk everywhere, from migration to operations
to compliance
•
Keep pace with the changing needs of the business by
supporting the latest technology innovations
•
Maintain the availability and performance of Microsoft
platforms and meet SLAs
•
Extend your infrastructure to meet business demands
Transform
Success and leadership
63
Transform
50+ Million
65+ Million
Mailboxes migrated to
Microsoft Exchange
Active Directory accounts
migrated
2 Time
100’s of TB
Microsoft ISV Partner of
the Year
Data migrated to
SharePoint
Dell - Restricted - Confidential
115+ Million
35+ Million
Active Directory accounts
under management
Exchange Mailboxes
under management
Foglight Performance Monitoring
Database
Performance
Monitoring
Application-Centric
Enterprise Performance
Monitoring
Maximize team
collaboration based on a
common platform and
single version of the truth
64
Dell - Restricted - Confidential
Application
Performance
Monitoring
Most integrated
customer and
transaction-centric APM
Deepest DB
monitor and
workload analysis
for multiple
platforms
Transform
Infrastructure
Performance
Monitoring
Virtualization
Enterprise
virtualization
management with
analytics, advice and
intelligent automation
Storage
Deepest storage
monitor with analytics
for virtual and physical
environments
Uniquely Extensible Monitoring Platform
Transform
Modular capabilities enable maximum team collaboration based on a common
platform and a “single version of the truth”
Enterprise Performance Monitoring
Central IT/NOC Teams
IT ops
analytics
Runtime
topology
APM
Application support teams
User
experience
monitoring
Java/.NET
monitoring
Transaction
monitoring
DB infra
monitoring
Storage
monitoring
Virtual
infra
mgmt
IT exec
dashboards
Service level
monitoring
DB Performance
Database admins
DB infra
monitoring
Virtual
infra
mgmt
Centralized
admin
Infrastructure Performance
Infrastructure admins
Virtual
infra
mgmt
DB
workload
analysis
Storage
monitoring
DB
diagnostics
Storage
monitoring
DB infra
monitoring
Operating
System
Monitoring
Microsoft
Exchange
monitoring
Transaction
monitoring
Cloud
Monitoring
Active
Directory
monitoring
A year in review and a look ahead
FY 14
Realigned
sales in
8 key
companies
Created
end to
end
message
66
Combined
crossproduct
dev
Integrated
systems,
tools and
processes
Invested
more in
one
channel
Aligned
business
groups
and tech
Enabled
sales for
broader
needs
Capitalize
on gains
from FY14
Do more
with more
of Dell’s
customers
Expand
channel
sales
abilities
FY 15
Stay
focused on
customer
priorities
Integrate
and
leverage
acquired IP