Posts Tagged ‘IT Transformation’

Transforming the Workplace

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

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.

workforce transformation

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.

workforce transformation

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:

  • Help your teams understand about Workforce Transformation by reading the Future Workforce Study
  • Enable them to utilize the Workforce Transformation checklist to have the conversation with customers
  • Deploy the email and social content to your customers and utilize the video and web banners on your website
  • Bring this to life with the event kits

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:

EMEA.DellEMC.PartnerOnboarding@Dell.com

NA.DellEMC.PartnerOnboarding@Dell.com

APJ.DellEMC.PartnerOnboarding@Dell.com

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

 

Reap the Benefits of Cutting-Edge Data Protection Technology

Cheryl Cook

Cheryl Cook

Senior Vice President, Global Channel Marketing
Cheryl Cook
Cheryl Cook

Latest posts by Cheryl Cook (see all)

The following information is not intended for Dell or Dell EMC Greater China (China, Hong Kong, Macau, Taiwan) team members and partners.Data Protection Portfolio

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.

Addressing Customer Pain Points

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:

  • Physical servers with direct-attached storage
  • Limited storage capacity at remote offices
  • Cumbersome and unreliable tape-based backups
  • Network traffic and bandwidth scalability issues
  • Required VMware-compatible backup solutions for a private cloud strategy

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.

Providing an End-to-End Solution

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) [1], 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

  • Traditional and cloud backups
  • Snapshot protection
  • Disaster recovery

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.

Pushing Innovation in Data Protection

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.[2]

Helping You Sell More Solutions to More Customers More Easily

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.

 

[1] IDC’s Worldwide Quarterly Purpose Built Backup Appliance Tracker®, Q2 – 2017

[2] Based on Dell EMC internal testing, July 2016.

#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.

 

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   

Leading IT Transformation, Opening New Markets

Chad Sakac

Chad Sakac

President, Converged Platforms and Solutions Division
Chad Sakac
Chad Sakac

Latest posts by Chad Sakac (see all)

IT Transformation

It is an exciting time to be a Dell EMC partner. Thank you for your continued partnership! We’ve launched our new Dell EMC Partner Program and kicked off what will be a profitable year for all of us. Together we’ll build momentum and capture significant market opportunities.

One of those opportunities—on the minds of all of our customers—is IT transformation.

Organizations still spend more than 75% of their IT budgets just keeping the lights on, leaving very little for the innovation that will drive the future of the business. They are challenged to reduce this imbalance without sacrificing day-to-day operations, security or compliance.

Our Dell EMC Enterprise Hybrid Cloud platform can help by:

  • Automating delivery of traditional applications through an on-demand self-service catalog
  • Enabling Infrastructure-as-a-Service, helping customers move toward delivering IT-as-a-Service

… That will free up budget for innovation and truly transform IT.  And it’s a unique, proven approach that only Dell EMC and our partners can offer.

Now, on the first anniversary of our incredibly successful VxRail hyper-converged appliance, we announced the availability of Enterprise Hybrid Cloud on VxRail

Why is this significant?

  • Enterprise Hybrid Cloud now available on VxRail starts at 3x lower price-points, and is built on vSAN. This means new customers start with a smaller investment and footprint while enjoying the same benefits of automation and self-service as larger businesses. This opens a new market opportunity, enabling you to reach small enterprises and midsize businesses, (a nearly $8 billion global market opportunity) that previously couldn’t afford a hybrid cloud platform.
  • Not just that, the new Enterprise Hybrid Cloud is now highly automated for deployment and for updates – a 3x reduction in complexity. This means customers can very simply and easily, think turnkey, set up their hybrid cloud environment with very little to no additional support and provisioning requirements. This gives you more opportunity to provide additional value-added services, and not get bogged down in low-value commoditized software/hardware installation
  • The Enterprise Hybrid Cloud adds rich capabilities for backup, DR, Database as a service, and encryption workflows “out of the box”.   Furthermore, there is support for a broad ecosystem that include VMware stack, Pivotal Cloud Foundry, ServiceNow and Puppet Enterprise to name a few.

Net – with EHC on VxRail, you are now armed with a great new offer that makes offering a complete IaaS hybrid cloud solution focused on IT something that is simple, easy, and profitable.  

Together with the Native Hybrid Cloud (also deployed on VxRail) – a sibling offer to EHC on VxRail that is a complete PaaS solution built around Pivotal Cloud Foundry and focused at the developer – our Dell EMC partners have something that no one else can deliver, and are more relevant than any product-level discussion.

Prepare your sales teams for these new opportunities:

  1. Read the full Enterprise Hybrid Cloud on VxRail announcement
  2. Become enabled with new IT Transformation and Digital Transformation credentials
  3. If you want to see where we are going next with Enterprise Hybrid Cloud on VxRack SDDC and VMware Cloud Foundation and even hints at what’s coming next – read the blog post on Virtual Geek here
  4. Access our Enterprise Hybrid Cloud playbook here
  5. Ask questions via the AskEHC@Dell.com distribution list.

Start qualifying opportunities in your customer base today and take advantage of this significant new market opportunity. The Enterprise Hybrid Cloud on VxRail platform will be orderable in MyQuotes on March 11.

Thank you so much for being our Dell EMC Partners!

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