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Active Infrastructure Sales Overview for PartnerDirect Partners Everything you need to know to sell Active Infrastruc

Active Infrastructure Sales Overview for PartnerDirect Partners Everything you need to know to sell Active Infrastructure Solutions. Agenda. Active Infrastructure overview. What is converged infrastructure ?.

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Active Infrastructure Sales Overview for PartnerDirect Partners Everything you need to know to sell Active Infrastruc

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  1. Active Infrastructure Sales Overview for PartnerDirectPartners Everything you need to know to sell Active Infrastructure Solutions

  2. Agenda

  3. Active Infrastructure overview

  4. What is converged infrastructure? Converged infrastructure systems combine compute, storage, networking, and infrastructure management into an integrated system to provide general purpose, virtualized resource pools for applications, VDI and private clouds VI/OS Servers Network Storage Compute Unified Sys Mgmt and Automation Network Procure & Integrate Legacy Systems Mgmt Virtual Infrastructure & OS Storage Platform Centric (generic workloads) Or Application Centric (complex workloads) Domain Centric • SI led: multiple components / vendors • Time consuming (Months) • Expensive • People intensive • Single source of procurement • Turnkey: up in less than 2 weeks • Lower total cost of ownership • Single point of support Confidential

  5. Enabling a Simpler IT Operational ModelConverged infrastructure collapses and automates critical administrative tasks to speed up routine tasks and free up experts for higher order needs Server Challenge Solution Converged Infrastructure Virtual Infrastructure Compute Capacity Network Access Server Network Storage Capacity Tasks Network Storage Policies & Visibility Virtualization Storage Confidential

  6. IT organizations see converged infrastructure is seen as a key enabler How likely is it that your organization will utilize converged infrastructure over the next 3 years? (N in 2010 = 219; N in 2011 = 216) 2010 2011 Extremely likely Somewhat likely Neutral Somewhat unlikely Not at all likely 0 5 10 15 20 25 30 35 % of respondents Source: IDC’s Data Center and Cloud Computing Survey, January 2010 and Server Team Survey , July 2011 Confidential

  7. Competitive choices are: How is Dell positioned in the market?Converged IT benefits without the tradeoffs Intuitive Inflexible Flexible Incomplete Comprehensive or Complex Expensive Spectrum of IT’s choices for converged solutions Dell’s approach is: Dell overcomes these limitations Confidential

  8. Why you should you be interested? • Larger deals with higher margin delivering better customer value • Solve real customer problems • Simplify & speed up systems planning & design • Simplify & speed up procurement • Ensure smooth deployment & integration • Simplify ongoing systems management • Simplify & speed up issue resolution • Improve efficiencies & drive down costs • Drive up IT service quality & consistency • Sell solutions across multiple domain areas • Become a more strategic & trusted advisor to your customer • Drive high margin consulting, installation, and support services Confidential

  9. Why are you interested? • Average Deal Size - ~$150k-$1M+ • Software (Dell + External)– 20% • Servers – 20% • Storage – 30% • Networking – 15% • Datacenter – 5% • Services – 10% • Sales Cycle • 3-12 months • Future Sales Opportunities • additional CI infrastructure for expansion • Cross Selling Opportunities • Pivot off CI as lead-in to strategic storage, networking, server, and software conversations. Confidential

  10. The Dell Active Infrastructure portfolioFlexible delivery models for virtualized infrastructure and solutions Active Solutions Architectures Pre-engineered with best practices for support of specific number of users Private Clouds Enterprise Applications Virtual Desktop Infrastructures Pre-integrated SystemsPre-assembled infrastructure + deployment services Active System Manager 7 Automation of converged and heterogeneous infrastructure and workloads Active System 800 vStart 50/200/1000 Increasing value and faster time to production Active SystemReference Architectures Pre-engineered with best practices for specific virtualization use cases VMware ESX and Microsoft Hyper-V virtualization Active System Compatibility Matrix Tested and validated for interoperability 12G blades I/O Aggregator M1000e chassis Dell Storage1 Confidential

  11. Dell Active System OverviewAn integrated offering that is simple, flexible, and comprehensive 1 • Modular Infrastructure • Leading power & cooling efficiency & compute density • Open systems - 2S/4S blades • Blade-based SAN option • Includes embedded failsafe hypervisors traditional or distributed core core/aggregation/access corenetworking services top-of-rack switch (3rd party or Dell Force10) 3 2 • Simplified Chassis IOM • 10 GbE intra-chassis, east-west traffic • Simplified PowerEdge M I/O Aggregator • Feature rich Force10 MXL (future) • Capable of multiples physical fabrics iSCSISAN I/O Aggregators server/ virtualization/ CI admin FCSAN 2 3 • Converged Fabric • DCB for iSCSI and FCoE • Compatible with 3rd party DC fabric 1 Dell Active System 4 4 • Converged Management • Unified operations for infrastructure teams • Automated, template-based infrastructure provisioning and workload automation M1000e blade chassis Active SystemManager EqualLogic/Compellent/FS* 5 • End-to-end experience • End-to-end design, test, & validation • Single point of accountability • Dell storage integration • Complete lifecycle services • Pre-integrated system available direct core storage/data mgmt services storage fibre channel switches (3rd party or Dell) 5 Confidential

  12. Accelerating Active System Manager Active System Manager 7.0 VM/OS deployment/lifecycle management 1 Virtual infrastructure: hypervisor deployment, cluster creation/add, virtual switch configuration ASM 1.0 scope 2 Original ASM roadmap Blade IOM Dell Storage Capacity Provisioning 3 Additional ASM capability Blade Chassis/Blade servers Dell ToR

  13. Active System Manager 7.0Unified Infrastructure Operations for Infrastructure Teams Streamline workload deployments through centralized capture of infrastructure requirements Automate infrastructure provisioning and configuration to significantly reduce manual steps Template-Based Provisioning Automated Configuration Automate application workload provisioning with extensible orchestration editor Automated discovery, inventory, deployment, and ongoing management of end-to-end infrastructure Infrastructure Lifecycle Mgmt Workload Orchestration Create and manage physical and virtual resource pools; allocate and provision on-demand Intuitive single point of control for key infrastructure configuration and management functions Resource Pooling & Cloud Enablement Centralized Management Confidential

  14. PowerEdge M I/O AggregatorPlug-n-play connectivity for M1000e blade chassis • Simple and easy way for server or virtual admins to connect blade servers • Clean physical separation between network and server administrators • Zero touch, automated configuration • No networking complexities such as spanning tree • Virtualization drives simple I/O module connectivity • No compromises on performance: intra-chassis, east-west 10 GbE traffic with low latency • Faster Deployments Top of Rack switch (including 3rd party) Top of Rack switch (including 3rd party) VLT or MLAG Network Admin Server Admin Link aggregation group Link aggregation group M1000e blade chassis Dual IOAs Confidential

  15. Competitive Landscape Franchises Application Centric App System PureApplication (PureSystem) Exadata Pre-Integrated PureFlex (PureSystem) AS 800* vBlock Vertical Integration Reference Architecture FlexPOD vStart Platform RA VSPEX Standalone M1000E Family UCS Blade System VirtualSystem* CloudSystem* Infrastructure + Application Aware Blade/Switch +Storage + Virtualization Blade/Switch +Storage Blade/Switch Horizontal Integration *Also available as reference architectures Confidential

  16. Competitive Review HP CI, VS, CS, AS Offering • Cisco UCS server/networking offering along with partner driven reference architectures (ex: FlexPod) & pre-integrated solutions (ex: vBlock) • HP brings a comprehensive suite of products and solutions from base CI, to Virtual Systems, Cloud Systems, & AppSystems • IBM PureSystems provides expert integrated system with a focus on “patterns” or recipes from the application layer into the infrastructure Overview • Thought Leader • First to market with new offerings • Focus on x86 offerings • Networking strength and relationships in account • Enterprise Credibility • Software stack depth • More “recipes” built out in their CI catalog • Sophisticated services organization (IGS) • Turnkey provider • Enterprise Credibility • X86 market share • Software stack depth • Sophisticated services organization (C&I) • Turnkey provider Strengths • Proprietary architecture with vendor lock-in • Incomplete solution; no storage • Weak software offering up the stack • Ill-rationalized overlapping product & solutions stack • Lack of focus with many competing internal priorities • Lack of focus on x86 solutions • Relatively new offerings with minimal market credibility • Declining market penetration around x86 with minimal recent product innovation Weaknesses Confidential

  17. What Do I Sell & When? • March 2013 • Updated Active System 800 in US only w/Active System Manager 7.0 • vStart 50, 100/200, 1000 available • DIY model based on the Active System 800 reference architecture • PowerEdge M1000e blade chassis, M620 blades, M I/O Aggregator, EqualLogic 6000 series blade storage • May 2013 • Active System 50, 200, 800 & 1000 (evolved versions of vStart line) w/Active System Manager 7.0 available in the US, EMEA, & LATAM • DIY model based on Active System 50, 200, 800, & 1000 reference architectures in US & EMEA • PowerEdge M1000e blade chassis, M620 blades, R620 rack servers, M I/O Aggregator, EqualLogic 6000 series storage, Compellent S8000 storage Note: APJ availability will be dependent on GTM readiness: sales operations, fulfillment, and services Confidential

  18. AI Online resources and linksFeel free to include in blogs & Twitter • Dell PartnerDirect Portal: http://partnerdirect.dell.com/sites/channel/EN_US/Solutions/AI/Pages/ActiveInfrastructure.aspx • Recommended GCC training Courses • Online Sales Training: • AIPS1012WBTS - Active Infrastructure Channel Sales Overview • VSRT0511WBTS - vStart Sales Overview • DBSS0109WBTS - Dell Blade Server Solutions (12G) • Online Technical Training: • DBSSTT0409WBTT - Dell Blade Server Solutions • Blogs on Dell properties: All current & future blogs aggregate here:dellcitag • Dell Tech Center: New Active Infrastructure wiki page with whiteboarding videos bit.ly/DTCconverged • Twitter: Use #DellCIwith all relevant tweets • Follow @DellConvergedfor updates and other info to retweet • Dell.com/convergence: Converged Infrastructure landing page • Virtual Press Kit: The full press release and event information will be ondell.to/DoMoreIT YouTube videos Active System 800 (You can use this photo externally) Confidential

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