Dell Technologies Cloud Partner Update

Dan Hodge

Vice President, Partner Pre-sales

Americas

Dell Leads a strong Private Cloud market

30.4% 31.8% 29.9% 28.9% 29.5% 31.0% 31.9% 30.5% 30.5%

3.3% 3.6% 4.3% 3.4% 4.8% 4.6% 5.3% 3.6% 3.9%3.9% 3.8% 4.1% 3.7%

4.3% 3.8% 3.8%3.1% 3.3%

15.7% 15.2% 14.9% 14.3%14.0% 13.1% 12.6%

12.9% 14.1%

19.4% 17.0% 17.9%17.8% 15.6% 16.4% 17.8%

17.0%17.3%

22.1% 23.2% 23.9% 26.2% 25.6% 24.6% 24.3% 27.8% 25.6%

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

2017Q2 2017Q3 2017Q4 2018Q1 2018Q2 2018Q3 2018Q4 2019Q1 2019Q2

Dell Inc

HPE

Cisco

Lenovo

Arista

Huawei

ODM Direct

Others

*Double-counting of dollars removed

(includes networking, server and external ESS)

*IDC Dell Infrastructure Consumption 2019 (2019-11-20)

Private Cloud a strong market with projected healthy growth

*IDC Dell Infrastructure Consumption 2019 (2019-11-20)

Total vendor revenue ($M)

*Double-counting of dollars removed from total

(includes networking, server and external ESS)

$-

$5,000

$10,000

$15,000

$20,000

$25,000

$30,000

2016 2017 2018 2019 2020 2021 2022 2023

Networking

Server

Storage

Total

Private Cloud ’18-’23 CAGR

10.2%

10.3%

11.1%

4.6%

Dell Technologies Cloud Platform

VMware VCF Lifecycle Management Services

Consistent cloud operating models Private / Hybrid Cloud Public / Multi Cloud Edge

Storage

…and optimized for speed and simplicity

Deploy Support Operate (Managed Services)

Data Protection NetworkingDeveloper

ServicesWorkspace

…to enable the workloads /

services they need

Cloud Platforms

Cloud Solutions / Services

Dell Technology Services

Dell Technologies Partner Ecosystem Value Proposition

Private / Hybrid Cloud Public / Multi Cloud Edge

Storage

Deploy Support Operate (Managed Services)

Data

ProtectionNetworking

Developer

ServicesWorkspace

Cloud Platforms

Cloud Solutions / Services

Dell Technology Services

Host

Integrate

Manage

Exp

an

d s

ale

sfo

rce

Expand

Deployment Models

Cloud is not a destination, it's an operating model

Laws of physics Laws of economics Laws of the land

92%Have cloud strategies

inclusive of on premises

data centers 183%

Value consistency of infrastructure from data center to cloud 2

1 ESG Research Hybrid Cloud Tipping Point, June 20182 VMware Cloud Market Study, January 2018

The Future isn’t Public or Private. It’s Both.

Introducing the Dell Technologies Cloud

Two leaders

Cloud

ONE cloud experience

One cloud experience with consistency and choice

Dell Technologies Cloud

Dell Technologies

Partner Clouds

4200+

Cloud Partners

Infrastructure Cloud Foundation

One cloud experience

CONSISTENT:

Infrastructure

Operations

ServicesEdge Cloud Public Cloud

Cloud

Public Cloud

Dell Technologies Cloud Platform

Virtual Desktop Infrastructure (VDI) –

Dell Technologies Cloud delivers consistent

hybrid cloud environments for your virtual

desktop infrastructure enabling you to deliver the

access employees need while maintaining

security and cost objectives.

Modernization / IT operations disruption –

Dell Technologies Cloud brings cloud operating

models to the data center and creates a path to

public clouds allowing organizations to innovate

anywhere.

Rapidly scaling up with Cloud –

Dell Technologies Cloud delivers the fastest path

to a consistent hybrid cloud allowing you to

move workloads without costly and time-

consuming migration and re-platforming efforts.

Modern apps / Digital transformation –

Dell Technologies Cloud supports virtual

machines and Kubernetes in a single

environment allowing you to go cloud native at

your own speed.

Dell Technologies CloudWorld’s broadest cloud provider ecosystem

for VMware

4,200+C L O U D

PARTNERS

Announcements & Portfolio

Dell Technologies Cloud Announcements

Support for

Kubernetes

Production-

ready modern

apps

infrastructure

PKS

Lower entry for

hybrid cloud

Easily scale

non-

disruptively

DTCP 4-Node

Purpose-built

networking

SD-WAN

Next

generation

networking

appliances,

all-in-one

transformation

Storage,

Compute,

Networking

Reduce

complexity with

PowerStore

Validated

Designs

Virtual desktop

solutions

VDI

Accelerated

deployment

VDI

Fully integrated

native cloud

file service

Native cloud

file service

powered by

Isilon

OneFS Google*

*Regional availability apply

Announcing: Dell Technologies Cloud Platform Turnkey experience that’s simple to deploy and operate

Dell Technologies Cloud Platform

App

App

Virtual

machines

Native

pods

App

Kubernetes

cluster

Cloud Foundation

Tanzu Kubernetes Grid

VCF 4.0 on VxRail 7.0

The only jointly engineered HCI system with

deep VMware Cloud Foundation integration

VMware Tanzu Kubernetes Grid

Featuring vSphere 7 with Kubernetes

¹ Based on internal analysis, November 2019

Now delivering Kubernetes at cloud-scale. NEW

Automation: Full stack integrated operationsReduce TCO and streamline operations by eliminating manual steps

¹ Based on internal analysis, November 2019

SDDC

Manager

VxRail

Manager

LCM through SDDC Manager—without 3rd party tools

Automated Life Cycle Management

non-disruptive upgrades as new versions of Kubernetes and

VCF are released

Automate scale and configuration

rapid SDDC scale that is “cluster-aware”

Automate workload provisioning

of infrastructure pools e.g. VDI with Horizon View or

Kubernetes clusters

Automate evolution

Stay current with technology that ends the migration

challenge - upgrading to new nodes without

disruption to workloads or data migration

Consumption: Start small and growStart with what you need, easily scale non disruptively

VCF Consolidated Architecture

• Minimum of 4 VxRail nodes

• Compute workloads co-reside in

management workload domain

• Shared vSphere cluster with resource pools

VCF Standard Architecture

• Requires a minimum of 7 VxRail nodes

• Management Domain is dedicated to running

infrastructure workloads

• Compute workloads run in VI domain(s) and are

managed by separate vCenter servers

Today Tomorrow

Standard

Architecture

Consolidated

Architecture

NEW

4-node

deployment

now available!

Extreme Operational SimplicityVxRail HCI System Software on-demand upgrade readiness health checks

Edge & extreme locationsVxRail D560/F & E665/F/N

Extreme performanceNVIDIA RTX, Optane DIMMs

Kubernetes at cloud-scaleVCF 4.0 on VxRail 7.0

Entry Cloud4-node consolidated VCF on VxRail

DTCP

*DTCP = Dell Technologies Cloud Platform

News 5/20

What’s new with VxRailTaking HCI to Extremes

Mission Critical VDI Workloads on DTCP

Dell Technologies Cloud provides

industry leading remote workforce

products and solutions

Deploy your hybrid cloud in as few as

14 days¹

RAPID DEPLOYMENT AND EXPANSION

The workforce is evolving

The work happens anytime, anywhereHorizon

• Horizon Servers

• App Volumes

• User Environment Manager (UEM)

• Unified Access Gateways

Compute Storage Networking

SDDC Manager

VxRail Manager

1Customer site survey and configuration workbook must be completed before order is placed. Excludes orders over 24 nodes, VMware NSX configuration,

vRealize (vRA, vRO) components, and some other features. Product availability, holidays and other factors may impact deployment time. US only.

Build on networking designed for cloud with SD-WAN

Main Office

Branch Office

SD-WAN

SaaS App

Virtual SD-WAN

SD-WAN

Edge

App App

Adapt to change

Improve availability

Save money

Dell EMC Networking SD-WAN powered by VMware

Why is Dell Networking SD-WAN solution relevant to my partners?

50%

Of enterprise

applications are

moving outside

the data center

90%

Of data and its

processing is

happening at the

edge

95%

Of enterprises

believe that their

network services

must be

virtualized

WAN Simplicity and Visibility

Zero touch deployments and visibility to WAN

bandwidth with the dynamic control needed to

quickly react to changes

Managed On-Ramp to the Cloud

Direct cloud access makes operations more

efficient through consistent functional

responsibilities across private, public, and edge

Assured Application Performance

Confidently run critical workloads on otherwise

unreliable internet connections, leveraging

economical bandwidth

Backed by Dell Technologies

Back your WAN transformation with the

unmatched benefits of Dell Technologies,

including 24x7x365 ProSupport, an established

global supply chain, and suite of flexible hardware

and software options unique to the industry

Dell Technologies Cloud Validated Designs

Bring cloud capabilities to

demanding workloadsSuperior performance with

independent storage and

compute scaling

Faster time-to-value with

pre-tested infrastructure

and deployment guidance

Bring more workloads to the cloud with best-of-breed Dell EMC storage, compute, and networking

Cloud Foundation

Storage Server Networking

Infrastructure

Business EdgeC

LO

UD

Small footprint,

easy to deploy

Optimized for data retention

and flexibility

Data can be replicated to

core data center

ED

GE

CO

RE

APP

OS

APP

OS

APP

OS

APP

OS

Streaming data

Run analytics locally

Data-intensive

applications

CLO

UD

CO

RE

PowerStoreAppsON

Cloud FoundationVxRail

MANAGEMENT CLUSTERWORKLOAD CLUSTERS

PowerStore vSAN storage

CO

RE

Data center modernizationC

LO

UD

Provides external storage for

VCF workload domains

Ideal for data-intensive

applications

Offers complementary

data services

ED

GE

CLO

UD

Seamless application

mobility with VCF

Multi-cloud for workload

migration, analytics, test/dev

Scalable, resilient cloud-

attached storage

Application and

data migration

Multi-cloud access

PowerStoreAppsON

APP

OS

Operational consistency

Cloud Foundation

Cloud Validated Designs

APP

OS

APP

OS

CLOUD STORAGE

SERVICES

Data

Replication

ED

GE

CO

RE

Dell EMC introducesDell EMC Cloud Storage Services: OneFS for Google Cloud

Turnkey Managed Services

Enterprise filefeatures

Cloudeconomics

Powered by Isilon #1 Scale-out NAS storage

Operated and Managed by Dell Technologies Managed Service

Google native file service for GCP users

Wide-ranging consumption modelsDeliver cloud capabilities for workloads with demanding storage needs

FeaturingPay as you grow

FeaturingFlex On Demand Data Center Utility

New CategoryNEW DTCP with SubscriptionFuture solution-specific offers

Commitment-based

Align predictable payments with

business goals, deployment

schedules and growth forecasts.

Usage-based

Meter variable usage to pay only for

what you consume, and scale up or

down with elastic capacity.

Subscription-based

Choose purpose-built turnkey

solutions with simplified payments

to accelerate time to value.

*Payment solutions provided by Dell Financial Services L.L.C. (DFS) or its affiliate or designee, subject to availability and may vary

in certain countries. Where available, offers may be changed without notice.

Services Opportunity

Dell Technologies and VMware Services for VCF on VxRail: A powerful combination of services expertise

VMware PSfor additional

VMware product

configuration

ProDeploy

Plus for VCF

on VxRail

With data-driven technologies to connect and manage your services experience

Dell Technologies Services VMware Professional Services

Dell EMC

Migration

Services

Dell EMC

Residency

Services

Dell EMC

ProSupport

Enterprise

Suite

Deployment Services | Dell EMC VCF on VxRail

Deployment add-on services

Ask your customer if they need to expand the capabilities of their solution with:

*Examples of common cross-sell opportunities

• Stretched Clusters (POS)

• Top-of-Rack Switch (POS)

• Hardware node expansions or

component upgrades (APOS)

Recommend deployment

services to configure

these products

Supplemental

Offers

• Top-of-Rack Switch

• RP4VM

• DDVE

• DPS4VM

Product

Integration*

• Stretch Clusters

• Data Migration

• Data Erasure

• HCI Residency

• Data Protection (POS):

o Data Domain Virtual Edition (DDVE)

o Data Protection Suite for VMware (DPS4VM)

o RecoverPoint for Virtual Machines (RP4VM)

Basic

Deployment

N/A

Order with product or later

Services

(Day one)

ProDeploy Plus for VCF on VxRail

SKU: PS-PDP-VCFXRDP

• VxRail Installation and configuration

• VCF software installation and initial

configuration (per node)

VMware Professional Services

(Day two)

Offer sold to customer by VMware

vRealize Integration:

• Service blueprints for IaaS

• Infrastructure integration

• Application suitability analysis

• Migration of operational roles and processes

DTCP VCF on VxRail Deployment Competency

1. Partner must hold the VxRail Deployment Competency

2. Partner must hold the VMware MSC-Data Center Virtualization and MSC in Network Virtualization. The MSC in Cloud Management and Automation is also recommended

3. Review the DTCP VCF on VxRail Deployment Competency page.

4. Register for the DTCP (VCF on VxRail) training package

• VCF 3.9.0 on VxRail Concepts – On Demand Course • VCF 3.9.0 on VxRail Design – On Demand Course • VCF 3.9.0 on VxRail Implementation - On Demand VxRack

System FLEX Installation and Implementation Assessment• VCF on VxRail Configuration Workbook Recorded

Walkthrough• VMware Partner Training – VMware Cloud Foundation

Deployment Fundamentals

5. Complete the VCF on VxRail Assessment Test V2.0

VxRail Deployment

Competency

To achieve VMware Master Services Competency, partner

organizations need five certified individuals, with at least two

individuals certified at the Advanced Professional level and

submit three Customer References per technology area.

Pre-Requisite Skills DTCP – VCF on VxRail training and test

Dell Technologies Cloud Training (Solution Provider version)Partner Competency is awarded to the Partner Company for having a defined number of individual credentials. Individual Credentials are awarded to individuals for having completed a series of web-based courses aligned to Dell Technologies training for Sales and System Engineer roles. The courses below are required for Sales and Pre-Sales individuals to complete the credentials needed for partners who choose to earn the optional Dell Technologies Cloud Competency. These courses also count towards training hours for tier level requirements.

VSP Cloud Foundation Duration

VSP Cloud Foundation 2019 - Selling Cloud Foundation 30

VSP Cloud Foundation 2019 - Applying the Cloud Foundation

Solution in a Sales Opportunity30

VSP Cloud Foundation Assessment

VSP Cloud Foundation 2019 Assessment 20

Sales Dell Technologies Cloud Platform Credential is achieved by earning the

following TWO curriculum

Sales: Dell Technologies Cloud Platform Curriculum 2020

Compliance Duration

Compliance Training for Dell Partners 20

Cloud Strategy and Portfolio

Dell Technologies Cloud Strategy 10

Dell Technologies Cloud Sales Whiteboard 10

Dell Technologies Cloud Sales Overview 20

Dell Technologies DFS Flexible Consumption Models for Partners 45

Cloud Sales

VMware Cloud Foundation on VxRail Sales Overview 15

VMware Cloud on AWS Sales Overview 10

Dell Technologies Cloud-Enabled Infrastructure 15

VSP – VMware Cloud foundation 2019 or 2020

SE Dell Technologies Cloud Platform Credential is achieved by earning

the following TWO curriculum

VSP – VMware Cloud foundation 2019 or 2020

Pre-Sales: Dell Technologies Cloud Platform Curriculum 2020

Cloud Strategy and Portfolio (Complete 4 of 4) Duration

Dell Technologies Cloud Platform Curriculum 2020 10

Dell Technologies Cloud Sales Whiteboard 10

Dell Technologies Cloud Sales Overview 20

Dell Technologies DFS Flexible Consumption Models for Partners 45

Cloud Technical (Complete 3 of 3)

VMware Cloud Foundation on VxRail Technical Overview 30

VMware Cloud on AWS Sales Overview 10

Dell Technologies Cloud Enabled Infrastructure 15

VTSP Cloud Foundation (Complete 4 of 4) Duration

VTSP Cloud Foundation 2019 - Introduction to VMware Cloud Foundation 5

VSP Cloud Foundation 2019 - Selling Cloud Foundation 30

VTSP Cloud Foundation 2019 - VMware Cloud Foundation Fundamentals 90

VTSP Cloud Foundation 2019 - Technically Selling Cloud Foundation 30

VTSP Cloud Foundation Assessment (Complete 1 of 1)

VTSP Cloud Foundation 2019 Assessment 20

Resources

1

Pre-Integrated

More value, less risk, faster

deployments, scale easily

2

Portfolio Breadth

One-stop shopping tailored

to your specific needs

3

Reduce TCO

CapEx/OpEx options,

streamlined operations

4

New Customers

Promote Cloud Solutions;

sell storage, HCI and

server products

5

Partnership

Partner program delivers

accelerated, benefits and

promotion to Dell sellers

Partner Portal

Partner Benefits

Rewards and incentivesDiscover a world of rewards and incentives

available to you as you achieve your sales goals

For the latest information about rebates, visit Partner Program Guide For the latest information about rebates, visit Partner Incentive Programs

Base

(From $1)Multipliers

Services

(From $1)Acquisition

Tech

RefresheMDF

Attached

Services

New

Business**

Comp

Swap*

Tech

RefreshTitanium Platinum

VxRail Y - - Y Y Y

0.95% 0.70%PowerStore,

PowerMax,

Unity XT,

PowerOne

Y - - Y Y Y

PowerEdge MX Y Y Y Y - 0.75% 0.50%

Sto

rag

e+

Serv

er+

Incentive Eligibility

Dell Technologies CloudFollow our 3-step programmatic approach:

Communications* Portal page (Demand Generation Center)

Training Product

collateral

Sales

enablement

assets

Webinars /

events

3rd party

papers

Add

webinar

Demand

generation

assets

Awareness

Create engagement

Sales enablement

Ignite interest

Demand generation

Drive sales

Digital assets

Media &

CRN pageSocial

*Ensure you are signed up to receive our Partner Cloud communications:

Visit: https://www.dell.com/preferences/em/?s=pd&c=uk&l=en

Enabling youFrom education to activation

Partner Demand Generation Centeron the Portal Digital Marketing Tool

Deep links

Educate & Enable

Activate

1

2

https://www.delltechnologies.com/Partner/Cloud