Winning with Dell Compellent

Winning with Dell Compellent
Presenter name Title Optimize

Dell Compellent: Agenda Where to win Differentiating features Dell™Compellent™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.

Dell Compellent: Where to win Key differentiators Superior total cost of ownership (TCO) for storage No forced upgrades; only pay for software once The future of customer support Complete disaster recovery at a fraction of the cost Powerful business-critical workloads with lower TCO Optimize cost and data placement for block and file with industry-leading tiering. Count on superior reliability: 95 percent of all Compellent systems ever sold are still in active use. Increase performance up to 100 percent with Compellent Storage Center 6.3 when running workload applications. Double bandwidth with the first storage array to deliver 16GB Fibre Channel. Growth without limitations Easily scale across block and file without disruption or rip-and-replace. Continually optimize performance and data placement as the system scale. Easily monitor Dell Compellent Storage Center from third-party applications with Simple Network Management Protocol (SNMP). Count on industry compatibility with the latest Windows Server 2012 operating system. Reliable, self-optimized storage to power your enterprise Enjoy local and remote protection with redundant controllers and built-in, fully integrated features. Rely on 99.999 percent availability across 26M+ hours of uptime thanks to field-tested design. Shrink recovery time objective (RTO) and recovery point objective (RPO) with advanced synchronous replication. Save up to 87 percent in software costs over the ownership period with perpetual software licensing. Continually optimize performance and data placement as the system scales. Count on our industry-leading approach to Copilot Support which delivers a 96.77 percent customer satisfaction rating. Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.

Dell Compellent: Differentiating features Agile hardware architecture Add drives at any time—performance scales automatically Scale up and scale out on unified file and block platform No forklift upgrades ever Non-disruptive controller software upgrades “Future-proof” investments with a perpetual software licensing model End-to-end virtualization Aggressive integration and support for server virtualization High performance without tuning Radically improved utilization No pre-allocation required Free space is automatically recovered Intelligent automated tiered storage Automatically moves granular blocks of inactive data to a lower cost disk Seamlessly integrates with snapshots and replication Leverage solid-state drive (SSD) performance without breaking the bank Replication of thin to save Only replicate changed blocks of data (no duplication) Significant reduction in cost of bandwidth and management Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.

Performance gains with Dell Compellent SC8000 and Dell Compellent Storage Center 6.3 Virtual desktop Typical workload Exchange Before After Before After Before After Before After Overall performance Latencyreduction More desktops Input/output operations per second (IOPS) increase 87% 2X 2X 45% Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.

Comparative 10-year TCO Dell Compellent can lower TCO up to 44 percent compared to traditional storage over a 10-year period.* User capacity requirement Dell Compellent TCO Traditional storage TCO 900.0TB 800.0TB 700.0TB 600.0TB 500.0TB TCO Raw capacity 400.0TB 300.0TB 200.0TB 100.0TB 0.0TB * Based on a 2013 Dell internal TCO tool analysis (Claim #G13000888) Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.

Dell Compellent versus competition 1. HP Peer Motion software is not peer to peer: it’s a very manual process based on migration, where one box thinks the other box is a server. Snapshot and replication information is not preserved. 2. Hard disk drive (HDD); Solid state drive (SSD) Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.

What’s in it for you? Market validation for Dell Compellent Dell Compellent customers save up to 80 percent by applying block storage efficiencies to file data.2 Up to 95 percent of all Dell Compellent systems ever shipped (or configured) are still in use.3 Dell Compellent’s perpetual software licensing can save customers up to 87 percent in software costs over the ownership period and our modular hardware expansion can save customers up to 47 percent in hardware costs.4 Dell Compellent offers multi-protocol enterprise storage. Dell Compellent offers self-optimized, intelligently tiered storage. Dell Compellent delivers performance and protection to power business-critical workloads. Sell Better Together solutions when you combine Dell Compellent with Dell PowerEdge™12th generation servers and Dell networking solutions. Reasons to sell Dell Compellent Increase your opportunity for solution selling and professional services revenue. Get price protection through the Deal Registration program. Increase profitability with our lucrative rebate program. Training incentives via the Partner AdvantEdgeprogram. Peer quotes “Our decision to work with Dell Compellent was mainly tech driven; it’s completely different from other vendor solutions. Automated tiering is what caught my attention.” “Dell has a big focus on revenue with Dell Compellent. We now have hundreds of customers interested in Dell Compellent.” Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.

Dell Compellent: Training courses Getting started with Dell Compellent training Step 1: Log onto Dell Partner portal, click on Training & Competencies in top navigation bar, and then click on Enroll in eLearning in the middle of the page. This takes you to NetExam, our Partner Learning Center. 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”. Sales Solution architect Pre-sales Post-sales Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.

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. Identify your customer’s issue IDC: “The Business Value of Dell EqualLogic and Dell Compellent Primary Storage” Qualify the opportunity Register your deal Customer presentation: Accelerate Efficiency and Reduce Costs with Dell Compellent Storage Consolidation Propose a solution Datasheet: Dell Compellent Storage Center Sales aids: Dell Compellent Storage Center 6.3 and Dell Compellent SC8000 + SC200/SC220 Brochure: Dynamically unify your data center: Dell Compellent: Self-optimized, intelligently tiered storage DPACK assessment tool Close the sale Storage competitive knowledgebase Dell Compellent competitive advantages Storage easy matrix The list above is just a sample of the documents that can be found on Dell Enterprise Master tool 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.

Index Providing up to five nines of availability (99.999 percent availability), Dell Compellent Storage Center keeps critical customer data at the ready. Claim: G12000859 Dell Compellent Data Progression lowers the cost of file storage by automatically moving stagnant data to less expensive drives. Claim: G12001436 Based on February 2012 internal Dell testing. Claim: G12000630 Based on a 60TB system growing at an estimated 30 percent per year with an ownership period of 10 years. Claim: G12003932 Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.

Winning with Dell Compellent

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Winning with Dell Compellent