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EI 3P TSR:
EI Overview &
Org Chart H1FY18
Enterprise / NA Commercial
Internal Use - Confidential
Internal Use - Confidential
Dell EMC Enterprise Infrastructure (EI)
Complete the Solution · Maximize Margin Opportunity · Keep Competition Out
Power, Cooling and
Server Operations &
Management
Complementing the
end-to-end Dell
portfolio
For Extended
Infrastructure
Longevity
• Racks
• UPS
• PDU
• KVM
• KMM
• Server room
• Datacenter Projects
• Datacenter
Management
• Storage
Virtualization
• Flash Storage
• Application Delivery
• WAN Optimization
• Wireless
Connectivity
• Server-based
Remote Blade
Workstation
• Memory Upgrades
• Hard Drives
• NICs
• Processors
• Interconnects
• Power Supplies
• Data Center Parts
1Deliver a wide range of Certified Parts for extended infrastructure longevity and reduced costs
2Develop Data Center Infrastructure systems to simplify server operations and management
Complement the end-to-end Dell Enterprise portfolio with alliance Partner Solutions that enhance outcomes
Enterprise Infrastructure Strategy
3
Data Center
Infrastructure
Partner
SolutionsCertified
Parts
Internal Use - Confidential
Enterprise & Commercial Generalist Sales –3rd Party/DCI
APC
Amulet Hotkey
Atos/Bull
Avocent (Vertiv)
Eaton
Emerson/Liebert (Vertiv)
TrippLite
Servers NetworkingStorage
DDN
Emulex
HGST (Fusion-io)
Mellanox
Nexenta
QLogic
Quantum
Aerohive
Aruba
Big Switch
Brocade
Cumulus
Citrix Netscaler
F5 Networks
Impulse Point
IP Infusion
KEMP
Netscout
Pluribus NW
Riverbed
Silver Peak
Virtual Instruments
Blue – legacy Dell Tier 1 Partners; Green legacy EMC Select Partners
Rev: $165M Mgn: $15M (7.0%) Rev: $130M Mgn: $5.4M (4.2%) Rev: $107M Mgn: $8.2M (7.6%)
Aspera
BlueTalon
Canonical
Cloudera
Datadobi
Docker
enChoice
Emulex
EnterpriseDB
Hortonworks
iomart
Index Engines
IBM SW
Kroll Ontrack
Mesosphere
Mirantis
mongoD
Mozy
Northern
NPT Software
Nutanix
Oracle
Puppet
Qlogic
Red Hat
Riverbed
SAS
Seven10
ServiceNow
Silver Peak
Spanning
Spectra Logic
Splunk
Superna
SUSE
Syncplicity
Varonis
Virtual Instruments
Virtustream
VMWare
Zaloni
Rev: $96M Mgn: $11.5M (12%)
EMC Select
Internal Use - Confidential
Product Coverage Matrix
Role
EMC Product Dell & EMC Dell Product
Dell
Client /
CSG
EMC
Select
EI
Tier 1Primary
StorageSpecialty
StorageConverged
Hyper-
ConvergedStorage Networking
Server with
attached
Networking &
Storage *
AE
Client & Compute Sales Exec Leg Dell: Client & Compute (Kyle Dufresne)
Data Center Sales ExecLeg EMC: Data Center Sales Exec
(NA: John Hanlon)
Dell ISR: Outside Led/AE Aligned
Dell ISR: Inside Led
ASE: PreSales Acct Sys Eng
(Mithu Bhargava / KC Choi)
SC: Dell Server Specialist
(Jay Parker) SC 2/4
only
TSR: Dell(Jay Parker)
TSR: EMC (Commercial)
Specialists Aligned to Product
SAMPLE PRODUCT LISTS
• EMC Primary Storage
VMAX, Unity, XtremIO
• EMC Specialty Storage
DPS, Isilon, SDS, ScaleIO, DSSD, ECS
• Converged/VCE
VBlock, VxBlock, XC Appliance
• Hyper Converged
VxRail, VxRack
• Dell Storage
Compellent, Equalogic, PowerVault, FS, BURA
• Dell Networking
C/S/Z Series, FN 10
• Dell Server
Tower, 1/2/4 socket racks, Blade, Cloud, DCS/DSS
• Server attached
Server network adaptors & Fibre Channel HBAs, Storage
includes: MC1000/JBOD, SC2K and SC4K and EI
• Dell Client
Laptop, desktop, workstation, tablet, rugged
• Other CSG
3rd party SW incl VMWare, peripherals, imaging
• Dell Technologies (SPIF)
Pivotal, SecureWorks, RSA, VirtuStream
• EMC Select
3rd party HW/SW incl Canonical, Hortonworks, Splunk
• EI Tier 1
3rd party HW incl APC, F5 Networks, Riverbed
- Quota
- No quota
Enterprise
Internal Use - Confidential
TXLA
KY
TN
MS AL GA
FL
OKAR
KS
UT
ID
MT
WY
ND
SD
NE
MN
IA
MO
WI
IL
MI
SC
NC
COCA
AZ
OR
WA
NM
ME
IN
PA
OH
NV
MA
RICT
DE
NJ
MD
NH
VT
NY
WVNCAL
SCAL
VA
DC
Globals Nat’l TSM
Betts, Brian
Service Providers Nat’l TSM
Vergara, Jennifer
Southwest / Texas TSM
Brezina, John
Southeast / New England TSM
Porter, Scott
Central TSM
Everett, Jason
Pacific Northwest TSM
Hurn, Trent
Northeast / NYNJ TSM
Plaskett, Tripp
GCNS Enterprise TSR Territories(Philip Quici)
Internal Use - Confidential
TXLA
KY
TN
MS AL GA
FL
OKAR
KS
UT
ID
MT
WY
ND
SD
NE
MN
IA
MO
WI
IL
MI
SC
NC
COCA
AZ
OR
WA
NM
ME
IN
PA
OH
NV
MA
RICT
DE
NJ
MD
NH
VT
NY
WV
GCNS Enterprise EI 3P TSR
NCAL
SCAL
VA
DC
EI 3P Technical Sales Manager Ext
Todd Bass 512.723.7281
Globals EI 3P TSR Ext
Payne, Brian 512.513.1455
Service Provider EI 3P TSR Ext
Cowden, Samantha 512.513.1318
Team Hurn EI 3P TSR Ext
Hoelscher, Aaron 512. 513.3016
Team Brezina EI 3P TSR Ext
Cunningham, Stephan 512.513.1331
Team Porter EI 3P TSR Ext
Lorig, Brittany 512. 513.1432
Team Everett EI 3P TSR Ext
Ortega, Cristabel 512.513.1311
Team Plaskett EI 3P TSR Ext
Gundotra, Shawn 512.513.1332
Internal Use - Confidential
Globals EI 3P TSR Ext
Payne, Brian 512.513.1455
Internal Use - Confidential
Service Provider EI 3P TSR Ext
Cowden, Samantha 512.513.1318
Internal Use - Confidential
Team Hurn EI 3P TSR Ext
Hoelscher, Aaron 512. 513.3016
Internal Use - Confidential
Team Brezina EI 3P TSR Ext
Cunningham, Stephan 512.513.1331
Internal Use - Confidential
Team Everett EI 3P TSR Ext
Ortega, Cristabel 512.513.1311
Internal Use - Confidential
Team Porter EI 3P TSR Ext
Lorig, Brittany 512. 513.1432
Internal Use - Confidential
Team Plaskett EI 3P TSR Ext
Gundotra, Shawn 512.513.1332
NA Commercial
Internal Use - Confidential
TXLA
KY
TN
MS AL GA
FL
OKAR
KS
UT
ID
MT
WY
ND
SD
NE
MN
IA
MO
WI
IL
MI
SC
NC
VACOCA
AZ
OR
WA
NM
ME
IN
PA
OH
NV
MA
RICT
DE
NJ
MD
NH
VT
NY
WV
AK
HI
GCNS NA Commercial Inside Territories(Josh Liles)
Inside Regional Director Ext
Brad Gray (West) 513-1662
Technical Sales Manager
Gregory, Michael (AK, OR, WA, N CA) 513-1672
Richardson, Heidi (MN, ND, SD,
MT, WY, ID, N CA)
513-0159
Sexton, Jeremy (CA, HI, NV, OK,
KS, NE, IA)
513-2122
Quick, Jeremy (AZ, NM. CO. WY, UT) 513-0355
Inside Regional Director Ext
Josh Jones (East) 513-0149
Technical Sales Manager
Lewis, Andrew (VA, DC/MD/DE) 513-1322
McGarry, Diane (PA, WV, OH, MI) 513-1320
Welker, Debbie (New England) 513-2256
Slade, Joshua (New York & New
Jersey)
513-2142
Inside Regional Sales Director Ext
James Johnson (Central) 723-2752
Technical Sales Manager
Kuznetsova, Vlada (NC,SC, GA, AL) 513-2181
Parson, Bobby ( Chicago, IN) 513-9183
Cantrell, Scott (TX) 513-2219
Alvarado, Daniel ((AL-AR-LA-MS-TN-KY-IL-
MO_FL) 513-0624
Internal Use - Confidential
Josh Price EI TSR (CA, HI,
NV, OK, KS, NE, IA)
Ext
Sexton, Jeremy TSM 513-2122
TSR
Ballestero, Andrea (CA) 513-8219
Duncan, Brad (CA) 723-6125
Schott, Joey (CA) 513-9800
Debbaj, Yassine (HI) 513-0807
Paulsen, Carsten (CA) 725-4901
Brant, Chris (CA) 513-1024
Elliott, Derek (NE) 513-1472
Kilpatrick, Trae (OK) 513-1942
Thompson, Chase (IA, KS) 513-1642
Michelle Murphy EI TSR (AK, OR,
WA, N CA)
Ext
Gregory, Michael 513-1672
TSR
Carrington, Patrick (AK) 513-0838
Dielman, Niel (OR/WA) 513-8201
Hearne, Nate (OR/WA) 513-9056
Cruz, Jack (OR/WA) 513-2760
Deffenbaugh, Tim (OR) 513-8730
Brown, Bradly (ID, MT) 513-8297
Redburn, Phil (NV) 513-0886
Lana, Brian (CA) 513-0731
Nelson, Merick (CA) 513-9175
Yamamoto, Cody (CA) 513-0909
Swearengin, Renee (CA) 513-0485
Schiltz, Michael (CA) 513-0524
Wills, Tim (CA) 513-0883
Nguyen, Jacqueline 5139667
Stuart Davey EI TSR
(AZ, NM. CO. WY, UT)
Ext
Quick, Jeremy TSM 513-0355
TSR
Fisher, Travis (AZ) 513-3182
Madden, Patrick (AZ) 513-3371
Heron, Tom (CO) 513-1440
Palin, LJ (CO) 513-1390
Funderburk, Garrick (AZ,NV) 513-8281
Vu, Loan (CO) 513-0463
Hooker, Kris (NM, UT) 513-9403
Josh Price EI TSR
(MN, WI, ND, SD, MT, WY,
ID, N CA)
Ext
Richardson, Heidi TSM 513-0159
TSR
Belardinelli, Robert (MN,ND) 513-9907
Eudey, Trent (CA) 513-3685
Kincade, Brian (CA) 513-0499
Nguyen, Albert (WI) 513-0523
McLendon, David (CA) 513-8318
Rice, Jason (CA) 513-0470
Eudey, Trent (CA) 513-3685
Voros, Sandor (MN, IA) 723-0341
Watkins, Tyler (WI) 513-3352
West TSR Territories (Brad Gray RSD)
OK
KS
UT
ID
MT
WY
ND
SD
NE
MN
IA
WI
CO
AZ
OR
WA
NM
NV
AK
HI
S. CA
N.Cal
TSM – 3rd Party TSR’s Ext
TSR
Davey, Stuart
(AZ, NM. CO. WY, UT)513—1327
Murphy, Michelle
(AK, OR, WA, N CA)513--3203
Price, Josh
(CA, HI, NV, OK, KS, NE, IA, MN,
WI, ND, SD, MT, WY, ID, N CA)
513--0974
Internal Use - Confidential
LA
KY
TN
MS AL GA
FL
AR
MO
IL
SC
NC
IN
TX
Central TSR Territories (James Johnson RSD)
(AL-AR-LA-MS-TN-KY-IL-
MO_FL)
DAN OLSON EI TSR
Ext
Alvarado, Daniel TSM 513-0624
TSR (14)
Adolph, Chris (LA_AR_MS_AL_GA_FL_COMM_PUB) 723-5869
Birdwell, Chandra (STL_IL_MO_COMM_PUB) 513-2503
Rohrbough, Patrick (STL_IL_MO_COMM_PUB) 513-3230
Holley, Bethany (TN_KY_COMM_PUB) 513-3271
Martinez, Israel (LA_AR_MS_COMM_PUB) 513-1746
Glynn, Stanley (LA_AR-MS_COMM_PUB) 513-1642
Straetker, Eric (STL_IL_MO_COMM_PUB) 513-3230
Wray, Chip (LA-AR-MS-TN-KY_COMM_PUB) 513-9048
Foo, Jonathan ( FL_ PUB_COMM) 513-0105
Avery, Christopher
(FL_COMM_PUB) 513-8984
Klopman, Daniel ( FL_
PUB_COMM) 513-8011
Hiers, Howard ( FL_ PUB_COMM) 513-8989
Jennings ,Kasey ( FL_
PUB_COMM) 513-3065
Lockmiller, Trace( FL_
PUB_COMM) 513-2058
Ben Johnson
AUSTIN_COMM_PUB,
DALLAS_COMM-
HEALTHCARE_PUB,
DALLAS_PUB,
HOUSTON_COMM_PUB,
REST_OF_TEXAS_COMM_PUB
Ext
Cantrell, Scott TSM 513-2219
TSR (10)
BRISENDINE, MATTHEW
(DALLAS_COMM_HEALTHCARE_P
UB)
513-1008
MARTINEZ, MARTI D
(HOUSTON_COMM_PUB) 513-3059
DAVIS, TOBIN K (DALLAS_PUB,
REST_OF_TEXAS_COMM_PUB) 513-0098
GALLAGHER, MICHAEL T.
(DALLAS_COMM_HEALTHCARE_P
UB) 513-8059
GARZA, LUCIANO (AUSTIN_COMM_PUB,
HOUSTON_COMM_PUB,
REST_OF_TEXAS_COMM_PUB)
Josh Brandenburg EI TSR 513-9398
GREY, JOHN E.
(AUSTIN_COMM_PUB,
DALLAS_PUB) 723-6009
Agoston, Megan (DALLAS_PUB) 513-0601
Hatchett, Kayla (DALLAS_COMM-
HEALTHCARE_PUB) 513-0887
Herwitt, Dan
(DALLAS_COMM_HEALTHCARE_P
UB, HOUSTON_COMM_PUB) 513-8380
Neeley, Cassie
(HOUSTON_COMM_PUB) 513-9398
Tincher, Jeffrey (DALLAS_PUB) 513-0753
( Chicago _ Indiana) Ext
Parson, Bobby TSM 513-9183
TSR ( 7)
Ventura, Oliver (Chicago) 513-1021
Kasperick, Kris (Chicago) 513-3419
Sugg, Amy (IN) 513-1106
Dehler, Adam (Chicago) 513-3771
Owens, Billy ( Chicago) 513-1504
Wallace, Evan ( Chicago) 513-2942
Wells, Devin ( Chicago) 513-1453
(NC,SC, GA, AL)
Josh Brandenburg EI TSR
Ext
Kuznetsova, Vlada TSM 513-2181
TSR (8)
Roten , HILARY (NC_SC) 513-3295HARDY, FERRIN DENAI (NC_SC) 513-3634
Arrington, Brad (GA) 513-0003
Burns, Leslie (NC_SC) 563-0264
Lorenz, Chris (GA) 513-3400
Spaulding, Mike (GA) 513-2393WILKINS, CHRISTOPHER B. (AL) 513-3946
TSM – 3rd Party TSR’s
Ext
TSR
Johnson, Ben (States)
512.513.1044
Brandenburg, Josh(States)
512.513.1055
Garrison, Nick (States)
512.513.1278
Olson, Dan (States) 512.513.1165
( Chicago _ Indiana)
Nick Garrison EI TSR
Ext
Parson, Bobby 513-9183
TSR ( 6)
Christopher Avery 513-1021
Jonathan Foo 513-3419
Howard Hiers 513-1106
Dehler, Adam (Chicago) 513-3771
Owens, Billy ( Chicago) 513-1504
Wallace, Evan ( Chicago) 513-2942
Wells, Devin ( Chicago) 513-1453
Internal Use - Confidential
Zach Lutring EI TSR (VA, DC/MD/DE) 8
Ext
Lewis, Andrew 513-1322
TSR
Cerda, Francisco
(DC/MD/DE)
723-5703
Henry, Wes (DC/MD/DE) 513-1725
Jones, Chris (VA) 513-2893
Pearson, Michael (VA) 513-3262
Cummings, Manny 513-0265
Stockdell, Jonathan (VA) 513-0030
Smart, Austin (VA) 513-0507
Terrell, Kris (VA) 513-1684
Ben Chambers EI TSR
(PA, WV, OH, MI) 10
513-2858
McGarry, Diane 513-1320
TSR
Beachy, Christopher
(PA)
513-3142
Evans, Erica (PA) 513-0434
Fanning, Robert (Great
Lakes)
513-1859
Jernigan, Michael (PA) 513-0428
McCorkle, Michael (PA) 513-1828
Mills, Daniel (Great
Lakes)
513-0038
Moore, Gregg (Great
Lakes)
513-3328
Schagren, Jamey (Great
Lakes
513-3321
Shouse, Eric (PA) 513-1315
Williams, Blake (PA) 513-3642
Stuart Davey EI TSR (NewEngland) 8
Ext
Welker, Debbie 513-2256
TSR
Brewer, Elizabeth (MA, New England)
513-0441
Bailey, Eric (MA) 513-0372
Campbell, Chase
(Connecticut)
513-1316
Dick, Kevin (MA) 513-1710
Noble, Nick (Vermont, New Hampshire)
513-0464
Scabilloni, Francis (Connecticut, MA)
513-3638
Winters, Billy (MA) 513-1373
Yurkovich, Mitch (MA) 513-9471
Ben Chambers EI TSR(New York & New Jersey) 12
Ext
Slade, Joshua 513-2142
TSR
Altenburger, Bill(NJ) 513-1860
Bacon, Mark (NYC) 513-1388
Bell, Brandon (NY) 513-1527
Cathey, Cole (NJ) 513-2204
Chavez, Noel (Service
Provider)
723-5935
Dean, Eli (NY) 513-0516
Delia, DA (NY) 513-0307
Jorgensen, Robert (NYC) 513-3441
Peoples, Zaccheus (NJ) 513-3945
Simon, Josh (NYC) 513-3445
Spencer, Matthew (NYC) 513-2249
Stewart, Travis (NY) 713-5165
TSM – 3rd Party TSR’s
TSR
Chambers, Ben (NY/NJ) 513-2858
Davey, Stuart (New England) 513-1157
Lutgring, Zach (Mid-Atlantic) 513-1139
Internal Use - Confidential
MEDIUM BUSINESS
KIMBERLY MEDINA
TSM 9 TSRS
Nicholas Loranc 513-1282
TSR
James Delong 513-2621
Kelley Kinny 513-8294
Andrew Mossman 513-3229
Jeff Murray 513-9017
Steven Olmos 513-3233
Danny Page 513-8110
Dan Schellinger 513-8394
Jacob Scott 513-8277
Evan Sherman 513-1545
TSM 10 TSRS
Christopher Worthen 513-0864
TSR
Javier Cavazos 513-0329
Megan Crandall 513-8315
S, Galvan 513-1767
Brandon Greene 513-3061
Michael Hartman 513-2375
Mykal Latos 513-1610
Zach Mendoza 513-8391
Nicole Porter 513-8012
C, Sharp 513-1033
Neil Siedschlag 513-2574
TSM 16 TSRs
Jeremy Merz 513-2518
TSR
Will Asa 513-3066
John Ayala 513-1539
DJ Breed 513-0655
John Crawley 513-8261
Joel Culpepper 513-8724
Angela Curry 513-0632
Patrick Escobar 513-0058
David Jordan 513-9180
Nick Kruger 513-3393
Sonia Moore 725-0077
Tory Parson 513-1457
Will Peebles 513-1565
LA Santos 513-8403
Cynthia Wells 513-0652
Robert West 513-3036
Jamie Wettengal 513-9309
Internal Use - Confidential
ACQUISITIONS
QUINTON SINGLETON
TSM 9 TSRS
Cole (Ryan) Botello 513-02197
TSR
Nathan Acheson 723-7832
Mike Davis2 513-0347
Dontrell Delaney 513-0096
Jorge Duenas 513-2158
Rob A Hall 513-9177
Anthony Hannegan 513-0345
Andy Inderieden 563-0261
Ulises Vasquez 513-1054
Carlos Wilson 513-9288
TSM 11 TSRS
Joel Sorensen 513-0894
TSR
Russell Bell 513-3316
Jon Eaton 513-9939
Brandon Field 513-2946
Todd Frederking 513-9438
Gregg Huff 513-3329
Matthew Kibbe 513-9439
Nancy Lysaker 563-0287
Brad Pharr 723-5841
Gina Puccio 513-1080
Mark Stanaszek 513-8340
Melissa Flater 513-1314
Internal Use - Confidential
3P EI TSR COVERAGE3P EI TSR Number of TSR
Supporting
TSM
Brian Payne 12 Betts Brian
Samantha Cowden 13 Vergada Jennifer
Aaron Hoelscher 11 Hurn Trent
Stephan Cunningham 9 John Brezina
Cristabel Ortega 12 Everett Jason
Brittany Lorig 9 Scott Porter
Shawn Gundotra 12 Tripp Plaskett
Michelle Murphy 14 Gregory, Michael
Josh Price 18 Sexton, Jeremy
Richardson, Heidi
Stuart Davey 15 Quick, Jeremy
Welker, Debbie
Ben Johnson 10 Cantrell, Scott
Nick Garrison 6 Parson, Bobby
Josh Brandenburg 9 Kuznetsova, Vlada
Dan Olson 14 Alvarado, Daniel
Empty 7 Parson, Bobby
Ben Chambers 22 Slade, Joshua
McGarry, Diane
Zach Lutgring 8 Lewis, Andrew
Kimberley Medina 35 Nicholas Loranc
Christopher Worthen
Jeremy Merz
Quinton Singleton 20 Cole (Ryan) Botello
Joel Sorensen
Jeremy Merz