Channel Partners: Lead with Dell Software Solutions
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This document provides an overview of Dell's software solutions for endpoint management, data protection, Windows management, and security. It highlights key challenges customers face in these areas and how Dell solutions address them. For each solution area, the document outlines Dell's portfolio of products, key benefits, and opportunities for partners to sell and profit from these solutions through various margin and promotion programs. The overall aim is to help partners build compelling practices around Dell's software offerings.
Channel Partners: Lead with Dell Software Solutions
- 1. Lead with Dell Software Solutions
- 2. 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% Connected devices For every person on the planet Apps to be mobile first by 2017 Sr. Executives reporting hourly cyberattacks
- 3. 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
- 5. 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
- 6. 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 Support Management Tools Configuration Management IT Asset and Financial Management Gartner, Forecast: Enterprise Software markets, Worldwide, 2011-2018, 2Q14 Update $6.19B $6.72 B $7.38 B $8.10 B $8.92 B CAGR 2013-2017 9.8% 7.1% 10.8% 8.9% Revenueforecastinbillions$ $9.86 B
- 7. 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
- 8. 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
- 9. 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
- 10. 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 sales Additional capabilities built in for Dell PCs and servers Security Sales Complements other security solutions with patching, security scanning and configuration enforcement Ideal add-on to Dell DDP|E and Dell SonicWALL Add-On Services Revenue Deployment and Configuration Services Integration services Training
- 11. Data Protection
- 12. Existing backup systems have been disrupted 33% Declared a disaster within the last year 40x Increase in data 72% Fear current backup model can no longer meet recovery objectives #1 Issue during a disaster is the expectations of the business people do not match recovery capability
- 13. Dell is doing backup smarter Use 93% less storage space at as little as $0.17/Gb Save up to 70% on maintenance costs Finalist Products of the year 2014 Awards 10 out of 10 for interoperability Trusted to protect 400PB of data by one of the top 3 search firms. Boost current environment by up to 200% with DR Appliances 288 Snapshots 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
- 14. 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
- 15. In IT, time is everything…get the protection you need Tailor your backup to meet your business needs AppAssure/DL Series Mission critical Near continuous protection vRanger Agentless VMware or Hyper-V NetVault Business critical Broad protection DR Series Appliances Purpose-built appliances Optimized for deduplication
- 16. 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
- 17. 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 & Storage Partner 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 your Account Manager to see if you qualify.
- 19. 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
- 20. Unrivaled experience in Windows modernization
- 21. 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
- 22. Windows modernization solutions ZeroIMPACT Migration Security & Compliance Admin. & Recovery Modernize your customers to be future ready
- 23. Windows Management Profitability 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% Premier Rebate % 2% (Premier only)
- 24. Security
- 25. 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
- 26. 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
- 27. Why Sell Security to Your Customers
- 28. Trends force changes in the way you do business. A changing IT landscape = security challenges = RISK Trends Security Challenges Cloud BYOD 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
- 29. Opportunity
- 30. 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
- 31. 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
- 32. Building a Compelling Security Practice
- 33. 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
- 34. Dell NGFW Firewall lineup Enterprise / Data Center SuperMassive Series TZ Series NSA Series SMB / Distributed Enterprise Carrier / ISP Branch /Campus FWS
- 35. 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
- 36. Thank you!