Workforce transformation is all the buzz in IT departments today, and driving significant business value. These initiatives often don’t include PC lifecycle management because traditional approaches are difficult, costly, and time consuming.
As Dell EMC’s John Byrne announced in May at Global Partner Summit 2017, we are making PC as a Service (PCaaS) available to partners—to enable their customers to free up IT resources from routine management so workforce transformation projects can have even greater impact.
Dell PCaaS offers a single solution that bundles PC procurement and services with a predictable price per seat per month. Flexible financing and upgrade options help assure your customers will always have everything they need, when they need it.
PCaaS combines the following options into a predictable payment solution for customers financed through Dell Financial Services (DFS):
When you resell PCaaS, you are not only helping to optimize the PC lifecycle for your customers, you also have the potential opportunity to:
Dell PCasS solutions help reduce the burden and cost of IT management over the complete lifecycle of the PC, allow IT departments to focus on more of the strategic priorities and gets end-users into new technology faster.
Learn more about Dell PC as a Service and applicable conditions.
For the second straight year, Dell EMC has been recognized as a Leader, with a strong market position for both “completeness of vision” and “ability to execute,” in the Gartner 2017 Magic Quadrant for Distributed File Systems and Object Storage. This Magic Quadrant report evaluates vendors that help enterprises manage the rapid growth of unstructured data, and the Dell EMC rating was based on Dell EMC Isilon and Dell EMC Elastic Cloud Storage (ECS).
The 5 things resellers need to know about Dell EMC solutions for file and object storage
Fueled primarily by mobile and IoT devices, the market for unstructured data continues to grow substantially with no indication that it will slow down.
Here’s what you need to know about Isilon and ECS:
1. Isilon is the #1 scale-out NAS offering with a 10-year track record of innovative developments and an installed base of over 7,000 customers
2. Earlier this year Dell EMC introduced the next-generation Isilon platform that includes:
3. Isilon provides an average of 85% utilization, maximizing storage efficiency … and can reduce capacity requirements even further with SmartDedupe data deduplication
4. ECS bridges the gap between traditional applications and platforms and next-gen workloads and can be utilized in a number of ways:
5. ECS provides deployment flexibility – as a turnkey storage appliance, as a ‘Dedicated Cloud’ hosted solution, or as a software designed to run on existing or commodity hardware
How can you make best use of the Gartner Magic Quadrant?
Unbiased third- party evaluation is critical information for organizations making purchasing decisions. The Gartner Magic Quadrant reports are designed to help technology decision-makers quickly get an understanding of the market landscape and comprehend different vendors stated visions and how they perform in the market against a “uniform set of evaluation criteria”. The Magic Quadrant provides an objective view based on both qualitative and quantitative analysis of vendors’ capabilities.
The Magic Quadrant for Distributed File and Object Storage lends validation to Isilon’s market leadership. Download the report here and share it with your customers.
What to do next?
By partnering with Dell EMC, you can offer your customers best-in class solutions and take a piece of a $30b market. Dell EMC has the programs, tools, assets, and incentives to help you build your business:
Workforce Transformation is one of the four key ‘Transformative’ messages that Dell EMC is taking to market, along with Digital Transformation, IT Transformation and Security Transformation. So it’s key that you, our valued partner, understand our messaging and are able to benefit from the marketing associated with it.
The workplace is changing; gone are the days of IT decision makers being solely responsible for determining what technology their organization needs and uses. As technology evolves at a rapid pace, so too do the multiple stakeholders who demand to have a say in how and where they work.
As your customers’ chosen partner, you now need to engage not just with their IT teams, but you need to understand the pressures that those IT teams are getting from the functional units within the business to maximize the productivity of their employees.
Through a comprehensive worldwide study, Dell EMC identified four key organizational personas:
Desk-Centric Employees: Use a desktop PC and spend 50% of their time at their desk.
Corridor Warriors: Spend more than 50% of their time away from their office desk and require suitable equipment to meet their needs.
On-The-Go Pros: Work outside of the office more than 50% of the time, as they often travel to offsite meetings or work remotely from a home office.
Remote Workers: Predominantly work from a home office but can work at other remote locations, such as when they’re with customers or visiting regional offices.
We understand that sales teams are pressured and if a customer is calling asking for a single product, the easiest thing to do is just take the order. But a few simple questions about what their needs are, based on who they’re purchasing for, can increase the benefit provided to the customer and the sales for your organization.
To help you do this, we’ve created a simple checklist for your sales teams to be able to use to help guide them through the evolving conversations between the functional and IT teams, and the key technology each of these persona’s needs. You can download the checklist below.
Let’s also not forget the huge potential technology has to attract, empower and retain employees. Dell’s unique approach to Workforce Transformation is the ideal choice when it comes to delivering the right tools to the right people at the right time. We’ll take care of the solutions, so you can take care of your customers.
Take advantage of Dell Workforce Transformation messaging with these great resources:
All this content is available on Campaign Builder here.
But we know that you also have a need for transactional activity, so we’ve linked our key campaign messaging into targeted product messaging available here.
If you don’t have access to Campaign Builder, please email the following regional teams:
We also have these transactional assets available on the Digital Marketing Platform, so that you can deploy the email and social content directly to your customers from the tool.
If you don’t have access to the Digital Marketing Platform, please register here.
*Source: Dell Future Workplace Study 2016, to view the detailed report visit: Dellworkforcestudy.com
Let’s face it: data storage needs are not getting any smaller. In fact, they continue to grow, giving you a tremendous opportunity to sell the right solutions to best fit your customer needs—not just now but well into the future. But with that, customers need reassurance in the products they invest in and confidence that you as their partner can help steer them down the right path.
Knowing how critical trust in your customer relationships are, Dell EMC wants to give you some exciting insight into some new future features coming this fall within our Midrange portfolio so you have the inside scoop and can help keep your customers best interest in mind.
Efficiency within our industry leading Midrange Storage portfolio is a critical piece of our products success. That is why we are excited to share our latest enhancement of deduplication for Dell EMC Unity. By combining deduplication and compression, you will now be able to offer your customers ultra-efficient storage for a wide range of workloads and applications.
Later this year we’ll unveil our data deduplication capabilities for Dell EMC Unity – something you have been waiting for. We wanted to give an early glimpse into this technology because we value our partners and want you to be aware of how this will further help your customers advance their IT modernization efforts. These new features leverage a variety of advanced patents to eliminate redundant data. They are optimized to ensure the most efficient use of available hardware resources. In fact, we’ll support these improvements for all current and previous generations of Dell EMC Unity.
Designed as an extension of inline compression, applications that have compression enabled will automatically get more efficient. Best of all, deduplication will be available as a no-cost, with non-disruptive upgrade. Therefore providing a higher level of consistent performance that your customers expect while lowering costs – which is a win-win situation.
We are dedicated to our relationship with our partners, for you are the foundation of our success and our partnership is key. Therefore, strong communication is key. With great new technologies coming from Dell EMC, we’ll share more information as we reach the next milestone on our IT Transformation journey. Stay tuned!
As your customers continue their digital transformation journeys, their data protection needs will grow—along with your opportunities to help meet those needs. Data protection will stay a constant, strategic requirement even as the IT landscape continues to change. In fact, the importance of data security will only increase as the growth, mobility and value of data skyrockets.
To out-innovate and out-pace competition, your customers must modernize their data protection infrastructure for increased agility, flexibility, and cost efficiency. For that, they need the modern data protection architecture provided by the Dell EMC Data Protection portfolio. Built on four foundational attributes—flash, scale-out, software-defined and cloud-enabled—the Dell EMC Data Protection portfolio is set apart from its competition.
Dell EMC is committed to your success in this lucrative field with a data protection portfolio—both hardware and software—that offers unmatched performance, from the edge to the core to the cloud. To help you generate awareness, leads, and, most importantly, high-margin sales opportunities, we’re launching data protection marketing campaigns for your use.
The Dell EMC Data Protection portfolio creates a wide variety of sales opportunities by addressing key customer pain points and costly current-use cases including:
The Dell EMC Data Protection portfolio gives you complementary products to build tailored, complete solutions for each of your unique customers—whether in their own software-defined data centers, in the cloud or in a hybrid configuration of the two.
The Dell EMC Data Protection portfolio wins such high industry ratings not only for performance, but also for providing a comprehensive solution.
Recognized by IDC as the market-share leader in Purpose-Built Backup Appliances (PBBA) , Dell EMC Data Domain systems are designed, engineered and manufactured to be the storage of last resort in the ways that really matter: supporting open systems, mainframes, I-series, Big Data and both public and private clouds.
Every solution comes with the Data Domain Operating System, which provides the intelligence to reduce the amount of disk storage needed to retain and protect data. Your customers can reduce their storage capacity requirements by up to 30 times, and they can expand up to 150 PB of storage through optional Data Domain Cloud Tier software with throughput of up to 68 TB/hour. With these features and capabilities, your customers can complete more data backups in less time and with less cost while gaining faster, more reliable restores.
The Dell EMC Data Protection Suite of software solutions offers best-in-class replication, backup, and archive capabilities across the data protection continuum, including
Protection Suite for Applications offers unparalleled protection efficiency and simplified management, and it empowers application owners and database admins by automating both protection and provisioning throughout the data center, further reducing overall cost and complexity.
The Dell EMC Data Protection portfolio is architected from purpose-built appliances to converged infrastructure to software defined data center and supports a comprehensive software ecosystem. Our solutions provide transformative and automated data protection for today’s and tomorrow’s workloads.
Even with all these advantages, we’re not standing still. We continue to innovate to ensure you can offer your customers the most advanced data protection solutions possible.
For example, many of your mid-market and large enterprise customers will find our most recent addition—the Dell EMC Integrated Data Protection Appliance—to be just what they need: a turnkey data protection solution that combines protection storage, protection software, search, and analytics to reduce the complexity of managing multiple data silos, point solutions, and vendor relationships. By deploying it, they can accelerate their time to protection by tenfold compared to traditional, build-your-own solutions.
At Dell EMC, we stand by our commitment to be Simple. Predictable. Profitable.TM with big investments in marketing and promotional tools and resources … All designed to help you build your own bespoke marketing campaigns.
The links below provide an overview of the Dell EMC Data Protection campaign and our differentiated value proposition to you and your customers. You’ll also find campaign materials for launching your own Dell EMC data protection marketing efforts to start generating high-margin sales right away. Remember, we are “100% in it to win it” for you and your bottom line.
Partner with Dell EMC to deliver data protection solutions that your customers can trust to safeguard their data wherever it lives, from client to virtualized machines to hybrid and native cloud environments. With Dell EMC, you can serve and protect your customers wherever their digital transformation journeys may take them.
 IDC’s Worldwide Quarterly Purpose Built Backup Appliance Tracker®, Q2 – 2017
 Based on Dell EMC internal testing, July 2016.
The following information is not intended for Dell or Dell EMC in Greater China (China, Hong Kong, Macau, Taiwan)
We recently celebrated our first anniversary as Dell Technologies, and the year has been nothing short of extraordinary. Our distributors have hit it out of the park—forging new paths with our expanded portfolio, and fueling growth in their existing accounts. Our portfolio plays a major role in this growth, and we’re constantly introducing new solutions that offer our Customers and Partners greater choice.
This summer, we launched the 14th generation of Dell EMC PowerEdge servers. They are the bedrock of the modern data center, and are flying off the shelves, with major thanks to our partners and distributors.
With the recent addition of six more solutions to our award-winning* 14th generation PowerEdge server portfolio, we can promote an incredible breadth of products, resulting in comprehensive customer choice. And while Dell EMC PowerEdge servers are already the world’s bestselling server**, we still want to make it even easier for you to sell them. That said, we’re “creating a smart route to server business success, that’s tailored exclusively for our distribution partners.”
We’ve told you before that we’re doubling down with distribution, and we’re staying true to our word. This month, we’re launching more sales and marketing support than ever before for Dell EMC distributors—including a distribution-exclusive PowerEdge server product hub, a distribution server campaign portal page, a new Distributor Advisory Board program and a newsletter specifically for distributors.
Your brand new distributors’ hub is home to a comprehensive range of tools and resources specifically designed to help boost your server business—everything from product emails and copy blocks, to battlecards and quick reference guides. It gives you all the sales and marketing collateral you need to promote the PowerEdge server portfolio to your partners.
We’re also investing upwards of $1 million in server equipment across select Distributors’ labs over the next six months. We see the value our Distributors provide, and it has largely influenced our huge growth in this space—up 22% Y/Y in Q2 alone!
To access the full range of dedicated Dell EMC PowerEdge Server 14G resources, visit your brand new Distributors’ PowerEdge hub.
On top of these new resources, there are also other great opportunities to drive increased revenues and greater margins for your business:
1. Sell Up the Stack, Sell 4-Socket
2. Promote Upgrades
3. Sell Services
To understand more about these opportunities, visit your portal page.
The bottom line is that we want to fuel growth and competitive differentiation in critical battlegrounds, and we recognize how important our distribution business is to capitalizing on these opportunities. We are continuing to refine our offerings to best meet the needs of our distributors to set you up for success. Check out the latest resources, and let’s get selling.
* Source: IDC declares a statistical tie in the worldwide server market when there is a difference of one percent or less in the share of revenues or shipments among two or more vendors. Based on Units. Data from IDC Quarterly Server Tracker, 2017Q1.
** Channel Pro Reader’s Choice Award Gold Winner: Dell EMC for ‘Which vendor offers the best Server Hardware?’ and CRN Winner 2017 for Industry Standard Servers: Dell EMC.
Your customers face increasing pressure to simultaneously support new business initiatives and reduce IT costs, including the cost to store protected data. In order to achieve both, they simply must modernize their data centers and transform their IT infrastructure—extensively automating for speed, agility, reliability and cost control.
The combination of Dell EMC Data Domain and Dell EMC Data Protection Software can help customers cost-effectively optimize their infrastructure. As validated by ESG Research, this Dell EMC combination can cut the cost of capacity needed to protect data by up to 81%, compared to Data Domain environments using non-Dell EMC backup software.
How does a comprehensive Dell EMC data protection solution lower data protection costs?
In fact, end-to-end Dell EMC data protection can safeguard customers’ data for as little as fractions of a penny per GB per month.
Dell EMC offers solutions across the entire continuum of data protection—from always-on hot data storage protection to long-term cold data retention. What’s more, these solutions work no matter what deployment model your customer chooses, whether on-premises, in the cloud or a combination of the two.
Dell EMC offers a solution to fit a customer’s unique deployment needs.
For example, a customer might …
The possibilities are as varied and individual as your customers and their requirements.
Dell EMC data protection solutions are architected to offer customers economic benefits through industry-leading, highly efficient data deduplication. Four core supporting technologies are:
In all, the combination of Dell EMC protection storage and backup and recovery software technologies increase data protection performance by dramatically reducing the amount of data that is required to be sent and stored. They provide a direct data path from the client by sending only unique data to the protection storage—and critically, they provide advanced data integrity to ensure recoverability.
Position yourself to win and sell with the #1 data protection portfolio in the market—from Dell EMC. It offers high-performance solutions from the edge to the core to the cloud, providing modern, transformative and automated data protection for workloads today and tomorrow.
By partnering with Dell EMC to deliver comprehensive data protection solutions, your customers can trust in you to help them safeguard their data, the lifeblood of their business. Customers who use a single vendor data protection solution spend nearly 3x less on data loss in comparison to those who go with a multi-vendor solution. Whether they are tenants of cloud or users of the modern software-defined data center, your customers will appreciate the simplicity and cost savings of end-to-end Dell EMC data protection solutions to assist them in their IT transformation journey.
Get all the details of the ESG Research white paper to help you sell integrated Dell EMC data protection more easily. Also, earn rewards and take advantage of H2FY18 channel incentives on Sales Edge and Data Protection promotional offerings.
ESG White Paper sponsored by Dell EMC, “The Economic Value of Data Domain,” May 2017. Actual cost savings will vary.
IBID. Savings calculated over three years versus the competition. Cost per GB/month based on analysis of hardware, software, power, cooling and deduplication for 12 active Dell EMC customers. Actual cost will vary.
ESG Whitepaper sponsored by Dell EMC, “The Economic Value of Data Domain,” May 2017. 8 out of 12 customers analyzed achieved backup in less than one hour. Actual results will vary.
Per IDC, based on aggregate data protection and recovery software and purpose-built backup appliance revenue as of June 2017
You’ve heard us consistently talk about the importance of selling storage, and how partners can make a lot of money doing so. To help make you successful, we’re committed to offering the industry’s best product portfolio for you to sell. Earlier this month we announced the inclusion of deduplication in Unity and today we’re adding functionality to the Dell EMC SC Series product line.
Budget is not only a priority at home but also with your business and that of your customers; cost drives us all. We all want the best bang for the buck, and today, Dell EMC is launching just that. The SCv3000 is a new set of array models in the SC Series portfolio, and the next-generation successor to the current SCv2000 Series.
Packed with the most advanced capabilities found in our hybrid solutions, you can now offer even the smallest companies an enterprise-level hybrid array at a price they can afford.
Positioned as the new entry category of the SC Series portfolio, the SCv3000 eliminates the feature constraints of the previous-generation SCv2000. Key Storage Center Operating System (SCOS) capabilities are now enabled, making SCv3000 a “full member” of the SC Series family with an extremely competitive offering at this price point.
Increased speed and performance: All customers now have access to this due to a significantly upgraded hardware platform with a faster processor, more memory and greater I/O flexibility.
All the bells and whistles: Dell EMC wants to eliminate any limits that the previous-generation SCv2000 may have had. Now, customers can gain the full SC Series feature-set including data progression, intelligent compression, replication and federation with other SC arrays.
Sell a future-proof investment. Dell EMC SCv3000 offers 0-100 percent flash performance flexibility; easy evolution to midrange solutions; and the right ecosystem integrations (Dell EMC and third-party).
Offer a modern tech advantage for any sized company. SCv3000 is the new entry point to enterprise-class SC Series features. It offers an unprecedented combination of benefits at the right price, so your customers won’t sacrifice performance or features. Your customers can compete on even footing with larger, better funded businesses.
Drive more revenue! Give your customers more for their money; more bang for their buck. Offer performance and price – not one or the other, and help them to position their business to do more with less.
Visit the SC Enablement Center for customer slides, spec sheets, competitive guides, and more. Seize the opportunity and help your customers accelerate their business with Dell EMC SCv3000!
As more and more enterprises move their IT functions to the cloud, data backup and disaster recovery are #1 and #3 in a list of the top uses for cloud-based infrastructure-as-a-service (IaaS), according to a survey of IT professionals conducted by ESG Research. (Running production applications is #2.)
Together, the backup and disaster recovery use cases can offer a big opportunity for Dell EMC channel partners to help their customers address a big misconception that can leave their data vulnerable to loss. And what is that? It’s assuming that by moving their backup and disaster recovery to the cloud, their chosen IaaS platform provides data protection.
Of course, that’s not necessarily the case. For example, Amazon’s AWS IaaS customer agreement clearly states that while it takes full responsibility for the availability of infrastructure and related services, customers must take responsibility to secure and protect all their data assets. Microsoft Azure takes the same position regarding its IaaS, while offering backup and disaster recovery as services.
Another opportunity for Dell EMC channel partners lies with those enterprises that have taken cloud data protection into their own hands, but are doing it wrong. For example, over-rotating their cloud backups can cost them as much or more than legacy on-premise methods.
To help these customers, channel partners can find the tools they need in the Dell EMC Data Protection Software, Enterprise Edition. It covers all consumption models, including public, private and hybrid clouds, plus traditional on-premise infrastructures and virtualized environments — all using a single management interface.
Importantly, the architecture of Dell EMC Data Protection Software Family is optimized for in-cloud data protection, whether covering application and database workloads, user files or long-term retention of data for archiving and compliance purposes.
Why does cloud data protection architecture matter? Inefficient and marginally effective uses of cloud resources or choosing anything less than the best-architected, most cost-effective solution can send cloud costs soaring as usage scales.
Here are six key advantages that Dell EMC in-cloud data protection can provide our channel partners’ customers:
With all these advantages, the in-cloud Dell EMC Data Protection Software is extremely cost-competitive. In fact, to assess the cost performance of this solution relative to two leading competitors, ESG Research was hired to conduct an in-depth audit and analysis of all three solutions operating in the AWS cloud.
Compared to the competitors*1, the Dell EMC solution was found to deliver:
If Dell EMC channel partners add these competitive benefits to all the inherent advantages of the Dell EMC Data Protection Software Family, the solution can practically sell itself. For more information, download the 10-page ESG Research report, “Economic Value of In-cloud Data Protection with Dell EMC Data Protection Software.” Also, visit the Dell EMC Data Protection Software Family web page.
*1ESG White Paper, “Economic Value of In-cloud Data Protection with Dell EMC Data Protection Software,” June 2017. Compared to two competitors. Actual cost-savings will vary.