Posts Tagged ‘digital transformation’

#GetModern: 4 Steps to Guide Your Customers’ IT Transformation

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Last month we wrote about the four transformations that pose significant opportunities for technologists – Digital, IT, Security and Workforce Transformation. Each speaks to a specific and business-critical area where customers and end-users alike require both hardware and software—and also the highly-trained and knowledgeable guidance of a Dell EMC Partner—in order to successfully drive transformation.

Today we’re going more in-depth on IT Transformation, and how to move your customers and prospects from outdated, ill-performing, costly, difficult to manage IT Infrastructure to a Dell EMC Modernized Infrastructure. How to #GetModern.

Get Familiar:

The Dell EMC #GetModern campaign is based on an ESG study of 1,000+ IT leaders. The study discovered that companies with a more mature level of IT Transformation are better equipped to compete and win in today’s digital economy.

Watch this video to learn how Mike Wing, SVP of Dell EMC Modern Infrastructure tells the #GetModern story. >

Once you’re familiar with the #GetModern story, start by creating Modern Infrastructure Assessment and Modern Infrastructure Proposal for your customer. These assets clearly show the key performance indicators (KPIs) of before and after Modernization.  The resulting KPIs should include increased performance, reduced latency, reduced power and cooling, reduced footprint, data reduction benefits and much more.

Get Involved:

There are a number of reasons why #GetModern will benefit both you and your customers. #GetModern:

  • Demonstrates your knowledge of IT transformation and presents a suite of Dell EMC solutions that enables data center modernization.
  • Documents why a specific Dell EMC solution can help your customer drive data center modernization and reduce TCO.
  • Drives greater success by increasing your win rate, driving higher margins per deal and increasing the average selling price.
  • Is both free and easy to use. The tools to perform the Modern Infrastructure Assessment and Proposal are being provided at no cost.

Get Modern Benefits:

A customer in England was shown they could save approximately 27.5K £ in annual power & cooling costs, reduce latency by 99%, reduce rack space by 86% and see a 13X improvement in performance for a Total Cost Of Ownership Savings of £6,439,403 over a 5 year period.

A customer in the US  was shown the could save approximately $36K in annual power & cooling costs, reduce latency by 90%, reduce rack space by 67% and see a 5X improvement in performance for a Total Cost Of Ownership Savings of $590,408 over 5 year period.*

Your customer can also see improved business impacts by moving to a Modernized Infrastructure.

Get Started:

  1. Learn our #GetModern Story – A powerful lead-in that leverages the Modernize, Automate, Transform messaging and ESG Transformation Maturity Study Index.
  2. Review the assets in the “Dell EMC Partners” tab on the #GetModern Landing Page. Download a variety of content including a How to Guide, Samples, Inside Sales Call Guides, Marketing material and more.
  3. Reach out to your customers and prospects and share the powerful #GetModern story.
  4. Perform a #GetModern Assessment and Deliver a #GetModern Proposal, which are both detailed in the how-to guide on #GetModern Landing Page

 

 

 

*These are provided for example purposes only and Dell does not guarantee that you will have the same results

 

Modernize Your Customer’s Data Center With the Simple Choice

Kristine Cornwall

Kristine Cornwall

Director of Channel Marketing
Kristine Cornwall

If you’ve sold your customer a system to better manage their business-critical database data, you’ve gone only partway to helping them modernize their data center. 

In today’s digital age, industry consensus reports that 80% of all new data being created is unstructured—stored primarily in the form of files and objects. Unstructured data is far more than just wedding photos or a dozen versions of a PowerPoint presentation stored in a home directory. In the modern economy, unstructured data includes important application and IT data such as sensor data, log files from servers and networking devices, email, surveillance videos, CAD or medical images, metadata and much more. Every organization of every size has unstructured data, which needs to be stored, managed, analyzed and protected.Unstructured Data

How can a vendor who offers a single solution for all their customers’ unstructured data requirements help their customers fully transform their data centers?

When you partner with Dell EMC, you can offer your customers choice ─ one that is not complicated, it’s simple. Choice takes into account the customer’s IT infrastructure today and in the future. It also takes into account the amount of unstructured data and the speed at which it’s growing. And, it considers the ecosystem required to get the most from the organization’s unstructured data.

Provide your customers with solutions from Dell EMC’s best-of-breed portfolio:

Dell EMC Isilon

The leader in scale-out NAS as recognized by industry analysts*, Isilon was designed for unstructured workloads and delivers

    • Exceptional performance
    • Easy capacity scalability
    • Multi-protocol access
    • Cloud tiering

Isilon is the ideal solution for customers who are looking at file-only, general purpose NAS or unstructured NAS (audio, video or large graphic files) workloads, or who are looking to do Hadoop data analytics or require integration with ISVs in specialties such as video surveillance or life sciences.

Dell EMC Unity

The Dell EMC Unity product is a consolidated SAN and NAS array that is optimized for flash and simplicity. Dell EMC Unity supports file system scalability to 256TB (usable) with efficiency features such as inline compression, flexible snapshots, and VMDK cloning.

Unity is the ideal solution for customers who want their block and file storage on a single system or who want to deploy applications such as databases and VMware over NAS (i.e. Transactional NAS).

Dell EMC SC + FS8600

This easy add-on Gateway provides enterprise-class transactional NAS, based on the FluidFS scale-out file system, for SC Series storage systems.

Dell EMC SC + FS8600 are ideal for customers with SC Series deployments who are looking to add enterprise file sharing.

We’ve made it easy for you to get started in helping your customers manage unstructured data and transform their data centers

  1.   Familiarize yourself with the comprehensive portfolio of Dell EMC NAS solutions

 

 

 

  1. Identify your target customers

Many organizations haven’t had a plan for managing their unstructured data growth; and, consequently their file data is stored in silos that are inefficient and difficult to manage. This is a good opportunity for you to introduce a consolidated NAS solution with Dell EMC. Other organizations have maintained their storage on a competitive NAS platform for years and as those systems reach the end of their service life, there’s no simple migration strategy. Why not introduce them to solutions from the industry’s leading provider of NAS systems?

  1. Learn about Dell EMC programs to help facilitate competitive displacement

With customer incentives for swapping out competitive systems and local and remote migration services, we’re making it easier for you to establish a Dell EMC footprint in your customers’ data centers.

Contact your local Dell EMC partner business manager to get started, or visit the Dell EMC Partner Portal for more information on our programs.

* Source: IDC Worldwide Quarterly Enterprise Storage Systems Tracker, March 3, 2017.

 

Making Digital Marketing Real for Dell EMC Partners

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

The Dell Technologies’ Global Channel is a $35 billion business, bigger than industry heavyweights such as Nike, Facebook and Starbucks, and still has a relatively low share of wallet with customers and partners.  The opportunity is enormous, and given the ongoing interest in the Dell and EMC combination, customers want to hear more on the full range of products and services Dell EMC can bring to bear.

One of the consistent pieces of feedback we hear from our partner community is to help them with marketing and awareness of Dell EMC solutions, and their individual capabilities.  This year at the Global Partner Summit, Cheryl Cook, SVP, Global Channels Marketing, Dell EMC, led the “Making Digital Marketing Real for Dell EMC Partners” breakout session, where she was joined by Gaurav Chand, SVP of Marketing, Dell EMC; Laz Gonzalez, SCO, Zift Solutions, and Sonia St. Charles, CEO, Davenport Group and Mark Melvin, CTO, ePlus.

Chand gave attendees an overview of the Four Transformations Dell EMC has highlighted throughout the week – Digital Transformation, Workforce Transformation, Security Transformation and IT Transformation – and where the company will focus marketing efforts for the year so partners can align investments. “It’s a digital world,” Chand told the audience. “Digital transformation is very real; it’s not magic.”

He also discussed Dell Technologies’ latest Marketing and Advertising campaign, Making it Real, and the company’s goal to take digital transformation from concept to reality.  “Dell Technologies will focus on the how of digital transformation, and how you make it real,” Chand explained. “And ultimately, improve the customer experience.”

Laz Gonzalez, Chief Strategy Officer of Zift Solutions, spoke about “Best Practices for Effective Marketing” and how partners can and should build marketing campaigns to capitalize on the proliferation of channels available to them today, such as search and social, and drive customer retention.

Sonia St Charles and Mark Melvin then took the stage to share their success stories and marketing engagement with Dell EMC. Both St Charles and Melvin are embracing innovative marketing tools to reach their customers.

During the session, Dell EMC unveiled the new Marketing Campaign Center and Partner Academy, found on the Partner Portal, which are a set of tools and resources to help partners build their own marketing campaigns. Included in the Marketing Campaign Center are marketing content partners can use as pieces or wholesale to help drive awareness for their business and Dell EMC.  It includes helping partners with content syndication, social assets, and campaign playbooks.

Dell EMC also launched Partner Academy, a marketing institute, which includes curriculum and training modules that count towards a partners accreditation and tier eligibility.

Cook said, “We know partners are invaluable at helping tell the Dell EMC story and it’s a win-win for them and for Dell EMC.  We are investing in the capabilities and assets to help make it easier for partners to be successful and win new business.”

IT Transformation: The Rocket Fuel for Digital Transformation

Mike Wing

Mike Wing

Senior Vice President, Modern Infrastructure Team
Mike Wing

“Digital transformation is destroying my business!” This is what I imagine New York taxi medallion owners saying right now.  In just three years, ride sharing services like Uber and Lyft have overturned an entire industry. In 2014, taxi medallions were worth $1 million each; today they are worth half that. According to a recent presentation prepared for Capital One Financial Corp. investors*, more than 80 percent of its $690 million in loans for taxi medallions are at risk of default. Taxi medallion owners are not alone in their fears of the new digital economy. 

For every company that takes advantage of the opportunity digital transformation presents, there is likely another company that was disrupted dramatically. So the philosophical question that needs to be asked is this:

Is Digital Transformation a Risk or an Opportunity?

Last month, Dell EMC announced the results of a new study conducted by Enterprise Strategy Group (ESG), which revealed that a majority of senior IT leaders and decision-making managers of large companies surveyed around the world indicate their organizations have yet to fully embrace the aspects of IT Transformation needed to remain competitive. We were amazed to find that only 5% of large companies are prepared to meet the IT requirements of the new digital business

Likewise, our Digital Transformation Index sponsored by Dell Technologies found that almost half the 4,000 respondents had no idea what their industry would look like in three years. Others feared their company would be obsolete in 3-5 years.

How Dell EMC and Our Partner Community Can Help Enable IT Transformation

Together, Dell EMC and our partner community are in a unique position to help established companies and startups develop strategies that will allow them to be successful as their industries undergo rapid change.

We believe IT Transformation is the Rocket Fuel for Digital Transformation and we are doubling down on the future.

We are #1 in Everything All in One Place with the most innovative technology portfolio in the industry, but we aren’t stopping here. We’ve also built an impressive set of storage assessment tools you can use in customer conversations in conjunction with the recently published IT Transformation Maturity Curve Study.  Use these tools—along with the IT Transformation Maturity Self-Assessment—to help customers measure where they are in their own IT Transformation journey.

This research provides new data and language to help you drive meaningful conversations and partnerships with your current and soon-to-be customers.  When they know how they stack up against their peers, customers are in a better position to build long-term strategies and you are in a better position to help drive this activity.

This study is the foundation of our refreshed Modern Infrastructure story and lends even greater support to the IT transformation message driving our customers to Modernize, Automate and Transform their infrastructure.

As an example of how well this message resonates with customers, just last week I shared the study results in a presentation to a large financial institution.

After reviewing the four stages of IT Maturity, the head of infrastructure graded his company as a stage 1.5 organization, adding “If there is a way to get to stage 4 by skipping stages 2 and 3, I am very interested!” This was liberating!

Now we can partner with them to build a roadmap to becoming a stage 4 organization. The ideas began bouncing around the room on how to get started. This is exactly what we hope for with our message.

Inspire Your Customers on Their IT Transformation Journeys

We have geared up to help you inspire your own customers on their IT transformation journeys:

STEP 1: Become familiar with the ESG study and use it to initiate IT transformation conversations with your customers.    Download the full report here and share it.  If your customer is not as quick to grade their organization as my financial services infrastructure boss was, have them take this quick, 10 question assessment.  If you have an internet connection when you meet with them you can fire it up on your laptop and walk through it together.

STEP 2: Learn the Modern Infrastructure pitch and how to utilize the new assessment and proposal tools. My team of Modern Infrastructure channel specialists is singularly focused on helping you become proficient at having these conversations with your customers.  We’re kicking off a #GetModern Factory roadshow right after Dell EMC World—we’ll be visiting more than 40 cities in the US and expanding globally very soon.  Alternatively, our innovative #GetModern Live Virtual Workshops will help you get up to speed from the comfort of your office. Contact your Partner Account Manager or MIT Specialist for a #GetModern Factory invitation or details on the Live Virtual Workshops.

STEP 3: Take advantage of all of the product training, hands-on labs, demos, and opportunities to meet with subject matter experts at Dell EMC World.  It’s not too late to register and join us (be sure to select “Partner” during the registration process). If you’ve already booked your trip, be sure to reference our Partner Guide to Dell EMC World before you go; we’ve identified the most helpful Modern Infrastructure activities for you.

If you leverage your training and the power of this messaging, you are guaranteed to deliver strong results for your customer, for Dell EMC, and for yourself.  Together we will continue to inspire our customers on their IT transformation journeys!

*Source: Bloomberg.com Taxi Medallion Prices Are Plummeting, Endangering Loans January 30, 2017   

Meet the Dell EMC Partner Program Leaders: Gregg Ambulos

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Meet the Program Leaders

This series provides insight into what drives Dell EMC channel executives. Missed the other posts in the series? Get to know them now: John Byrne (Dell EMC President of Global Channels);  Michael Collins (Dell EMC Senior Vice President, Channel, EMEA); Ng Tian Beng (Dell EMC Senior Vice President, APJ Channels); Joyce Mullen (Dell EMC Senior Vice President and General Manager, Global OEM and IoT Solutions); Jim DeFoe (Dell EMC Senior Vice President, Global Distribution).

Meet Gregg Ambulos – Senior Vice President, North American Channel Sales

What is your current role/area of responsibility?

My role is to manage the overall alignment of the Dell EMC North American Channel Sales team resources with those of our more than 40,000 regional channel resellers and distributors to drive mutual sales growth and profitability across the entire Dell EMC portfolio of products, services and solutions.

How long have you worked with the channel partner community?

I have worked with the channel community for more than 16 years in both global and North American sales management roles.

What most excites you about Dell EMC opportunity?

I’m most excited, for Dell EMC and our channel partners, about the incredible opportunity ahead as businesses move into a dramatic period of digital transformation. Dell EMC is perfectly positioned with the best, and most extensive product and services portfolio available today to help customers through their transformation journeys.

We are also extremely well positioned with a tremendous channel ecosystem of Solution Providers, Distributors, System Integrators, Strategic Outsourcers, Service Providers and OEM partners to bring these fantastic products to our customers.

What most excites you about the Dell EMC Partner Program?

For me, the excitement is about bringing together two world-class channel programs from Dell and EMC and building a truly extraordinary program that leverages the very best practices from both. We launched the new Dell EMC Partner Program in February, and our partners have said that we are hitting the mark. Our core design promise for the program was to be Simple, Predictable and Profitable. And our partners are telling us that we are delivering on that promise.

What do you see as the biggest opportunity for Dell EMC partners in 2017?

The opportunities are huge. With Dell EMC, Solution Providers have the best partner to help them reach more customers, solve more problems and deliver a better, end-to-end IT experience for their customers.

To be successful today, Solution Providers must focus on helping their customers address four primary areas of transformation to advance their businesses:

  • Digital transformation
  • IT transformation
  • Workforce transformation
  • Security transformation

Partners are placing bets on which IT vendors will help them most successfully address critical challenges to their customers’ businesses. And more and more, Solution Providers are turning to Dell EMC to help them maximize the opportunities around these massive transformations.

With Dell EMC, Solution Providers and Distributors have access to the broadest portfolio of IT products, services and solutions under a single roof. This enables them better serve their customers and guide through their IT transformation journeys while cementing their ‘Trusted Advisor” status.

Do you have a favorite country, place or city to visit; and why?

My favorite city to visit is London, England. I’ve been there many times and really enjoy diverse mix of people and culture. It’s a truly international city but with a flavor all its own. I really enjoy Europe and think of London as a gateway city to experience the rest of the EU.

What do you do for fun outside of Dell EMC?

I’m a very active person. When I’m not working, you’ll likely find me with my family on my boat just off the coast of Massachusetts; on my Harley-Davidson Screaming Eagle motorcycle riding the hilly New England countryside; or on the golf course improving my golf swing.

Meet the Leaders Gregg Ambulos

Gregg Ambulos and his three children on one of their many fishing trips.

Follow Gregg Ambulos on Twitter: @AmbulosGregg.

Meet the Dell EMC Partner Program Leaders: Jim DeFoe

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Meet the Program Leaders

This series provides insight into what drives Dell EMC channel executives. Missed the other posts in the series? Get to know them now: John Byrne (Dell EMC President of Global Channels);  Michael Collins (Dell EMC Senior Vice President, Channel, EMEA); Ng Tian Beng (Dell EMC Senior Vice President, APJ Channels); Joyce Mullen (Dell EMC Senior Vice President and General Manager, Global OEM and IoT Solutions).

Meet Jim DeFoe – Senior Vice President, Global Distribution

What is your current role/area of responsibility?

As the Senior Vice President of Global Distribution, I lead an incredibly talented team that is responsible for Distribution partnerships, sales and strategy.

How long have you worked with the channel partner community?

I’ve worked with the channel partner community for nearly 10 years. I’ve been with Dell/Dell EMC for nearly 20 years, serving in a number of different roles. Prior to my role in Distribution, I was Vice President of North America Channel Sales. In this role, I was responsible for creating and delivering sales across all partner types including national Solution Providers, regional Partners, System Integrators and Distributors.

I also have experience working on the partner side. Prior to joining Dell, I managed regional offices for Dell EMC partner CompuCom. The experience I gained in this role shaped the way I work with partners today.

What most excites you about Dell EMC opportunity?

In my nearly 20 years at Dell, I can’t remember a time when we’ve had the tremendous opportunity that we have today. We’ve got it all in one place: the best partners, the best team, the best portfolio… and the list goes on. It’s an amazing journey to be a part of.

I’m most excited about the way Dell Technologies solutions are benefiting so many areas of people’s lives for the better. It is fascinating to see how our solutions are being utilized to solve some of the world’s most complex problems. 

What most excites you about the Dell EMC Partner Program?

I’m most excited about the emphasis we’re placing on Distribution. While Distribution Partners have always been key to our success, we’re collaborating on an even stronger level today than ever before. Within the Dell EMC Partner Program, we have rolled out a comprehensive Distribution track that is simple, predictable, and profitable, and largely based on feedback from our Distributors. We’ve strategically chosen key Distribution Partners who we have full confidence in, both globally and at a local level, and we’re backing them up by designing tools, materials and programs specifically for them. Plus, with the expanded Dell EMC portfolio, Distributors have more options and greater opportunity. It really is an exciting time for Dell EMC Distributors.

What do you see as the biggest opportunity for Dell EMC partners in 2017?

The ability to offer the complete Dell Technologies portfolio to their customers. No other company offers the breadth of our solutions all wrapped around the best partner program in the industry.

Do you have a favorite country, place or city to visit; and why?

Colorado is my favorite state to visit. I spend as much time as I can in the mountains, especially in the summer! Italy is my favorite country to visit because of the people, the beauty of the country and the food.

What do you do for fun outside of Dell EMC?

I love spending time with my wife, two daughters, friends and my dogs. My favorite hobbies are golf and hiking.

Distribution Jim DeFoe

Jim and his wife, Terri.

 

Follow Jim DeFoe on Twitter: @jimjdefoe.

Meet the Dell EMC Partner Program Leaders: Joyce Mullen

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Meet the Program Leaders

This is the third post in our Meet the Leaders series, which provides insight into what drives Dell EMC channel executives. Missed the first two posts? Get to know them now: John Byrne (Dell EMC President of Global Channels);  Michael Collins (Dell EMC Senior Vice President, Channel, EMEA); Ng Tian Beng (Dell EMC Senior Vice President, APJ Channels).

Meet Joyce Mullen – Senior Vice President and General Manager, Global OEM and IoT Solutions

What is your current role/area of responsibility?

As the Senior Vice President and General Manager of Global OEM & IoT Solutions, I lead an amazing team that delivers best-in-class technology, a world-class supply chain, global support capabilities and vertical expertise to OEM and IoT partners and customers, allowing them to focus on their intellectual property and grow their business. The best part of my job is that I get to help customers solve the world’s most vexing problems – from improving cancer treatments to launching satellites – faster and more efficiently.

We offer a faster way to turn our customers’ ideas into market-ready solutions and take them to the world. With the right set of OEM Partners by our side, we enable our customers to excel in three key areas:

  1. Innovate Faster: Shorten time to market
  2. Build Bolder: Create better customer experiences
  3. Scale Smarter: Reduce costs and complexity

It’s a really exciting time to be in this role as customers and partners are seeing the opportunity and taking advantage of our offerings now more than ever. In fact, last year we more than tripled the number of OEM partners that we work with.

How long have you worked with the channel partner community?

I’ve had the privilege of leading the OEM channel partner program since its conception five years ago. It’s been exciting to see the program grow, especially recently as OEM became a specialized track within the industry’s most enviable, most innovative and most desirable Partner Program.

What most excites you about Dell EMC opportunity?

The combination of Dell and EMC is so exciting. We’ve truly never seen a greater opportunity than we see right now. The market and economy look good, our product portfolio has never looked better, and we have the best team and partners in place to help our customers design and build the right solutions for their environments.

I guess I have to say that the most exciting factor is that we have such a diverse set of products, solutions and services. With this unique set of offerings, we can enable our customers no matter where they’re at on their Digital Transformation journey. Combining the Dell and EMC portfolios meant that we could leverage that many more solutions to expertly bring our partners’ and customers’ intellectual property to market. For our engineers, I would compare this to being a kid in a candy store.

Oh, and I can’t help but mention that we’re #1 in so many areas. That’s pretty exciting, too.

What most excites you about the Dell EMC Partner Program?

I’m most excited for the way that we’ve brought all of our partner tracks into one simple, predictable, profitable program. As part of our one cohesive program, OEM partners will receive the same great benefits that other partner types receive – from a single portal sign-on to automated rebates. This also means bigger opportunity and more lucrative earnings for OEM partners.

We keep hearing that our partners are excited about these expanded opportunities, and we’re proud to be able to offer them. It’s going to be a really great year.

What do you see as the biggest opportunity for Dell EMC partners in 2017?

GROWTH!!! The market is huge and growing faster than GDP. Our customers are turning to technology as they transform their businesses and solutions…. And no one has better technology than we do.

What could be more fun than that?

Do you have a favorite country, place or city to visit; and why?

I’m not sure if I could name just one! Now that our four children are grown, they’ve dispersed across the country; so to see them means travelling. We also love visiting family in New England and Southern California, and skiing in Utah.

We’ve been incredibly fortunate to have had some really great, adventurous and educational family trips over the years. One of our favorite trips was to Vietnam and Cambodia when the kids were younger; it was really an eye-opening experience for them. We’ve been on a couple of safaris which were unbelievable, too. To see animals in their habitat and learn about how they communicate and warn each other of impending danger was absolutely fascinating.

I always love Rome and Paris, too. Every trip we take, we realize there are so many more places to see.

What do you do for fun outside of Dell EMC?

My husband and I love to spend time with our four kids – we’re incredibly proud of the people they’ve grown up to be. We also have two dogs who are a big part of our lives, and who love to hike with us in Austin.

OEM IoT Leader Joyce Mullen

Joyce Mullen enjoys hiking in Austin with her husband, four children and furbabies.

We love to travel, ski, scuba dive. We love learning about wine.

Giving back to the community has always been important to us as well. I am the vice chair of the Capital Area Food Bank and sit on the Brown School of Engineering Corporate Affiliates Board.

Follow Joyce Mullen on Twitter: @JoyceatDell.

Meet the Dell EMC Partner Program Leaders: Ng Tian Beng

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Meet the Program Leaders

This is the third post in our Meet the Leaders series, which provides insight into what drives Dell EMC channel executives. Missed the first two posts? Get to know John Byrne (Dell EMC President of Global Channels) Michael Collins (Dell EMC Senior Vice President, Channel, EMEA).

Meet Ng Tian Beng – Senior Vice President, APJ Channels

What is your current role/area of responsibility?

As the Senior Vice President & General Manager – Channels, APJ at Dell EMC, I lead a team that is responsible for all of Dell EMC’s channel business in the APJ region. I focus on providing strategic leadership to our Dell EMC Channels team and engaging with our channel partner ecosystem. My role is to understand their needs and objectives and find ways that Dell EMC can help them achieve those goals. It is an exciting time to bring together two very talented teams from legacy Dell and legacy EMC organization to forge a strong and brand new Dell EMC Channel organization.

I am also concurrently the site leader for the Dell EMC’s Singapore operations. In this capacity, I lead overall site activities across all Singapore based functions for the company which includes worldwide procurement, global supply chain, design center, etc.

How long have you worked with the channel partner community?

I have been engaging with the channel partner community for over two decades in different capacities and leadership roles.  Engaging with channel partners across diverse set of regions helps me to better understand the challenges and opportunities of various markets within APJ region.

What most excites you about Dell EMC opportunity?

A significant number of organizations across the globe are focused on digitally transforming themselves in order to continue to drive innovation and provide superior customer experience to their end customers. Dell EMC has a fantastic opportunity to partner customers in their transformation journey and be the trusted advisor they need. Dell EMC is front and center of this extraordinary opportunity and I am excited about the difference we can make as a team. The APJ region is in many ways leaps ahead of the rest of the world due to the mobile and internet revolution and that has helped new technology platforms driving innovation.

What most excites you about the Dell EMC Partner Program?

The Dell EMC Partner Program establishes one extraordinary new program, and addresses the needs of partners both today and into the future. As we developed the program in collaboration with our partners globally, we have been able to launch a program which is extremely simple, very predictable and highly profitable for the channel partners. The program enables accelerated growth in a channel partner’s business. Growth of their business also means growth of Dell EMC’s business as well.

What do you see as the biggest opportunity for Dell EMC partners in 2017?

We are at the cusp of a new Industrial Revolution, which will require new technologies and trusted expert advisors that are here for the long-term. Dell EMC partners have the power and technology capabilities to truly transform and co-create a Digital Future.

Do you have a favorite country, place or city to visit; and why?

New Zealand … It has one of the world’s best scenery, excellent vineyards and one of the world’s best rugby teams. My favorite city will be Queenstown as it has so much to offer! The city boasts the largest range of adventure sports and has a young and lively atmosphere that is impossible to ignore. My last trip to Queenstown was during Dell’s Circle of Excellence a few years ago.

APJ Channels Leader NG Tian Beng

Tian Beng with family in New Zealand for eldest son’s school rugby tour.

What do you do for fun outside of Dell EMC?

I like to spend quality time with my family due to my busy work travel schedule. I enjoy exercising by doing different types of cardio (e.g. running, cycling and weights in the gym). I also enjoy playing golf and watching team sports (e.g. rugby and soccer). My favorite sporting teams are New Zealand All Blacks and Manchester United.

Follow Ng Tian Beng on Twitter @Tian_Beng_Ng.

Customers Want to Talk about Enterprise Class Storage in the Cloud—Be Ready to Help

Scott Millard

Scott Millard

Vice President Sales, Global Channels & Alliances

Enterprise Cloud Storage

Worldwide spending on public cloud services could double from almost $70 billion in 2015 to over $141 billion in 2019, according to research firm IDC. IDC expects Infrastructure as a Service (IaaS) and Platform as a Service (PaaS) solutions to grow faster than Software as a Service (SaaS) platforms.

This resonates with what we have been hearing from Dell EMC customers as they grow their cloud footprint and progress in their respective digital transformation projects.

This explosion in the consumption of cloud services and digital transformation projects creates a natural and urgent need for enterprise class storage in the cloud. And now Dell EMC partners can give their customers a competitive and differentiated solution with Virtustream Storage Cloud—a hyper-scale storage platform built for resiliency, performance and transformation.

What makes Virtustream Storage Cloud the superior choice?

It was engineered to secure, manage and store the exponentially growing data of the world’s largest enterprises. Virtustream Storage Cloud’s environment allows for seamless cloud tiering of on-premises Dell EMC storage and backup, with object storage benefits to support cloud-native applications.

With Virtustream Storage Cloud, your Isilon, Data Domain, Avamar, Unity, VMAX, VxRail and VxRack customers no longer have to settle for general purpose clouds. From highest data durability to superior and predictable economics … With Virtustream Storage Cloud, they get it all.

Selling Virtustream Cloud Storage has never been easier.

Here’s how:

  • Virtustream Storage Cloud is now configurable by partners In MyQuotes!
  • Partners register deals as “VIRTUSTREAM-STORAGE CLOUD” via Dell EMC Partner Central
  • Virtustream Storage Cloud is the ideal platform for tiering data to the cloud using tools like Isilon Cloudpools, Unity Cloud Tiering Appliance, or CloudArray with VMAX, VxRail or VxRack.  It is also the perfect platform for long term retention of backups, and is fully integrated with CloudBoost for Networker and Avamar, and Cloud Tiering for Data Domain

Key resources:

Be the center point for your customers cloud and digital transformation projects and include a Virtustream Storage Cloud option with every Isilon, Data Domain, Avamar, Unity, VMAX, VxRail or VxRack opportunity!

For customized help on specific deals, email Rick Fredrickson, Director, Virtustream Channel Sales, Americas at Rick.Fredrickson@dell.com.

 

Are Your Customers Ready for the Digital Revolution?

Jen Hoye

Jen Hoye

Senior Communications Specialist

New Dell Technologies Digital Transformation Index Maps Their Preparedness for the Future

transformationEarlier today, Dell Technologies announced the results of the Digital Transformation Index. This study of 4,000 business leaders from mid to large organizations across 16 countries and 12 industries was conducted in partnership with Vanson Bourne, and maps today’s digital business maturity levels and assesses organizations’ readiness for the fourth Industrial Revolution … Which is already here.

How are your customers positioned in this race to become a digital business?

According to the research:

  • 52% of business leaders have experienced significant disruption in their industries over the past three years as a result of digital technologies and the Internet of Everything
  • 48% of global businesses don’t know what their industry will look like in three years’ time
  • 78% of Businesses Feel Threatened by Digital Start-ups

This level of uncertainty can be dangerous to an organization’s ability to keep pace with an industrial revolution that’s, so far, proven itself to be “as ruthless as its predecessors.”

“If companies can’t keep up, they will fall behind … or worse. The ‘delay until another day’ approach simply won’t work,” explains Jeremy Burton, chief marketing officer for Dell Technologies.

Organizations have started transforming, but with varying success. Only 1 in 3 are performing well against digital attributes such as agility, transparency, predictively spotting opportunities, personalizing the customer experience, and being always on in real time. And 64% say they can’t act on business intelligence in real time.

What’s holding them back? Barriers most cited are: lack of budget and resources (33%), executive support, expertise and skills (30%), right technologies (29%) and data privacy and security concerns (29%).

Together with Vanson Bourne, we devised a Digital Transformation Index that showed where these customers are on their journey, and how they stack up against peers. On a maturity curve, only 5% fit the criteria of “digital leaders”nearly half are “followers” or “laggards.” (For full research and findings, click here.)

The fact that most are just beginning their journey represents tremendous opportunity for everyone. We can all help them get it right.

How can you enable your customers to embrace and drive digital transformation?

When asked about their future investment priorities to succeed in this digital era, nearly three-quarters agree they need to prioritize a centralized technology strategy, 66% plan to invest in IT infrastructure and digital skills and 72% are expanding software development capabilities.

Respondents identified the following as their top priority IT investments over the next one to three years:

  1. Converged infrastructure
  2. Ultra-high performance compute technologies
  3. Analytics, big data and data processing
  4. Internet of Things technologies

Moving Forward

While the revolution is here, it’s nowhere close to complete. The opportunity is huge, but the time to act is now. One good way to help your customers get started is simply explore the results of the research and see how they stack up against 4,000 peers.

Help your customers assess their digital maturity, and to identify areas of critical need and/or opportunity.  At Dell Technologies we’re confident that alongside our Partners and Strategically Aligned businesses, we’re in a prime position to help our customers challenge the status quo, to leap ahead and embrace their digital future.

For more on the Digital Transformation Index:

Stay tuned! In November, watch the Dell Technologies landing page for an add-on survey. Through this survey, your customers can interact with this research and see how they compare with competitors.

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