Presentation Transcript

1. Winning with Dell EqualLogic Virtualization-optimized iSCSI SAN

   Presenter name Title Accelerate
2. Dell EqualLogic: Agenda Where to win Differentiating features Dell™ EqualLogic™ versus competition What’s in it for you? Training courses Steps to success Index Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.
3. Dell EqualLogic: Where to win Key differentiators Best total cost of ownership (TCO) in industry1 97% of Dell EqualLogic customers would recommend it to their peers2 Rated number one for virtual servers by IDC®3 Easy to manage Enterprise-class iSCSI SAN without the management headaches or expense Continuous resource monitoring, online demand capacity expansion without disruption Tight integration with vendor applications/interfaces (Microsoft®, VMware, Linux) Converge blade servers, storage and networking Easy to virtualize Highly virtualized, peer storage that scales performance and capacity linearly with automated load balancing for dynamic, virtualized environments 74% of Dell EqualLogic users run VMware Built for and ready to support VDI deployments Storage that endures over time All-inclusive software functionality Avoid forklift upgrades with multi-generational compatibility that eases migration Environment flexibility that allows mixed and matched arrays to build tiered storage within a single pool or across multiple pools Lowest industry deployment costs When deploying Dell EqualLogic iSCSI SANs, costs are up to 47% less in smaller deployments and 55% less in larger deployments than nearly identical offerings in the market.4 Lowest management costs Management costs associated with comparable vendors are up to 60% more expensive than with Dell EqualLogic. The associated costs include data migration, system upgrades after three years and manpower.1 Only industry converged storage Dell EqualLogic blade arrays are the industry’s only fully redundant, enterprise-class storage arrays designed to fit inside a blade chassis.4 Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.
4. Dell EqualLogic: Differentiating features Peer scaling No rip-and-replace or forklift upgrades Scale storage alongside the business with non-disruptive scale-out architecture Automatic load balancing Maximize performance and utilization by spreading data across all available resources Automate load balancing for dynamic, virtualized environments Storage tiering and pooling Optimize storage and prioritize placement for maximum performance and low cost Dedicate pools of storage for unique security, compliance or performance demands Application integration Dell EqualLogic Host Integration Tools integrate with Microsoft, VMware and Linux platforms and applications Automatic management of application-aware snapshots and replication Integrated and simplified end-to-end operations from your customer’s hosts to the array Ease of management Simplify monitoring, analysis and reporting with SAN Headquarters Enable better planning and allocation by understanding and adapting to usage over time Improve end-to-end support experience Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.
5. Dell EqualLogic versus competition *FAS2220 doesn’t even have federation Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.
6. What’s in it for you? Market validation for Dell EqualLogic iSCSI market leader for 18 straight quarters5 Named 2013 Market Leader in iSCSI Storage three years in a row Lowest TCO over a five-year period1 Ranked number one storage for virtual server environments6 Easy to use, virtualized IP storage Uncomplicated and versatile Better together solutions when sold with Dell PowerEdge™ 12th generation servers and Dell networking solutions Reasons to sell Dell EqualLogic Increased opportunity for solution selling and professional services revenue Price protection through Deal Registration Program Increased profitability with lucrative rebate program Peer quotes “We engaged with EqualLogic for its ease and virtualization compatibility. Dell has made EqualLogic even better, we get more opportunities and an end-to-end proposition.” “When Dell started with the channel we decided to have a single vendor policy. EqualLogic is easy to sell and manage. It’s great for our customers.” Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.
7. Turn data growth into business growth Economic challenges: cumulative CAPEX spend Traditional Dell storage Forkliftupgrade TB Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.
8. Storage is a key component of the end-to-end enterprise Compute Compute Network Network Dell PowerVault™ MD and PowerVault NX Dell EqualLogic™Series PS and EqualLogic FS Dell Compellent™ Storage Center and Compellent FS 8600 Dell DR Series, PowerVault DL, AppAssure, Quest, and Dell DX Object Storage platform Data Data Software Software Value and performance Uncomplicated and versatile Self-optimized and powerful Robust data protection, recovery and archive Value and performance Uncomplicated and versatile Self-optimized and powerful Robust data protection, recovery and archive Services Services Security Security Dell Fluid Data™architecture Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.
9. Dell EqualLogic: Training courses Getting started with Dell EqualLogic training Step 1: Log onto Dell Partner portal, navigate to Training & Competencies, click on Enroll in eLearning. This takes you to our training portal Netexam. Step 2: Once in Netexam, enter the required course code in the search box on the top right, click search. The search function will return the course details, click on the required course, this will show an overview of the course contents. Click on enroll. Step 3: Complete the course and take the online exam. Access to Netexam: Please forward names, job titles and email addresses of team members taking online courses to Certified_PRD@dell.com to get access to Netexam. Team members will receive an automated email confirming access. If you have questions, please email us at Certified_PRD@dell.com Further details on Dell storage competency can be found in the PartnerDirect “Competencies at a glance” brochure and the “Dell Partner education course catalog”. Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.
10. Steps to successFor more information, please visit the pages below. Examples of assets available The following resources are aligned to a simple sales process to make it easy for you to find the right material to support you, at any point in your sales cycle. Propose a solution Pricing Datasheets: Dell EqualLogic PS-4100 seriesandDell EqualLogic PS-6100 series EqualLogic sizing tool DPACK assessment tool Customer presentation: “Powerful. Virtual. Enterprise Dell EqualLogic 10Gbe arrays” Dell EqualLogic PS series reference guide Technical white paper: “SAN design best practices for the Dell PowerEdge M1000e blade enclosure and Dell EqualLogic PS series storage (1GbE)” Close the sale Storage competitive knowledgebase Dell EqualLogic competitive advantages Storage easy matrix Identify your customer’s issue IDC: “The business value of Dell EqualLogic and Dell Compellent primary storage” ESG lab report: Dell EqualLogic TCO analysis Optimize storage for focused, multi-tiered workloads with Dell EqualLogic hybrid arrays Qualify the opportunity Register your deal EqualLogic customer presentation EqualLogic conversation The #1 tool for selling EqualLogic: Demonstration Do a live demo or leverage the PS Series Demo Tool http://nameql.dell-partnerdirect.com/ The list above is just a sample of the documents that can be found on Dell Enterprise Mastertool and the PartnerDirect portal. Bookmark the pages and check back regularly for updates. Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.
11. Index 1. Source: ESG Lab Report, “Dell EqualLogic TCO Analysis – Multi-generational Manageability and Efficiency at a Low Cost,” an April 2012 report sponsored by Dell. For the full report see en.community.dell.com/dell-groups/dtcmedia/m/mediagallery/20097135/download.aspx 2. Excerpted from a commissioned survey by Yankee Group on behalf of Dell; average of ratings from 2008-2010. Used with permission of the Yankee Group. 3. According to two end-user studies published by IDC in 2010 and 2011, Dell EqualLogic ranked highest among approximately 400 IT executives and administrators as their primary brand of external storage attached to their virtual server environments. (Claim # G12002999) 4. Results based on June 2012 Internal Dell comparison research. 5. IDC Worldwide Quarterly Disk Storage Systems Tracker®, September 6, 2012 6. IDC Multiclient Study: Server Virtualization 2011. End-User Survey Results, November 2011 7. A commissioned study conducted by Forrester Consulting on behalf of Dell, October 2011 Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.