Your Dell Wyse vWorkspace sales starter kit. Your handy guide to learning how to utilize vWorkspace and the end-to-end ecosystem of supporting Dell solutions to gain new and profitable sales opportunities.

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Show your customers a better way to manage IT.More than ever, IT organizations today are expected to increase productivity, efficiency and remain competitive with fewer people and tightened budgets. Whether they’re looking to reduce costs; deploy a blended model of VDI; improve security, data and application control; or simply provide their workforce with enhanced mobility, you can help with the power of vWorkspace.

At first, they might be a little hesitant about transforming their application and desktop delivery model from the status quo. They may be worried about initial set up costs, time to deploy, or the security of the cloud.

But you can erase their concerns and solve all their problems with one simple solution – Dell Wyse vWorkspace.

Getting started is easy.Everything you need to get started is here. From useful field-ready conversation starters, to formatted HTML branded emails.

Plus ready-to-use word docs, web graphics and some persuasive cost saving facts & figures to help you best demonstrate the benefits of vWorkspace and meet sales objectives.

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Why vWorkspace

Everything you need to help sell vWorkspace.

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Increased flexibility. High performance. Unlimited scalability. Made affordable. vWorkspace is Dell’s very own application and desktop virtualization software platform that

lets you propose, sell and deploy a blended model of VDI, OS image streaming, application

layering and terminal server technology whenever and wherever your customers need it.

Allowing you to address the needs of a wide variety of different user groups, while reducing

your customer’s average cost per seat at the same time.

vWorkspace represents a great opportunity to derive initial and incremental software, data

center hardware, end points like thin clients and Chromebooks, and services and support

revenue from new and existing customers and prospective customer bases.

Top six features for your customers.• Easy to manage: IT generalists with Windows admin skills can manage

Wyse vWorkspace with simple-to-use end-user administration tools - minimizing

IT operating costs and complexities.

• Flexible: vWorkspace provides both client and cloud-hosted desktop virtualization, allowing

your customers to deliver high-end applications that require local execution, or a like-local

experience to cloud hosted applications and desktops via Microsoft RemoteFX.

• Purpose-built appliance to simplify deployment: The Dell Appliance for Wyse-vWorkspace

allows you and your customers to rapidly deploy vWorkspace-powered virtual applications

and desktops in hours instead of weeks with help from the innovative Dell Quick Start Tool

deployment wizard.

• Access to Windows applications: End users can access Windows applications natively, including

Microsoft Office products, with an HTML5 browser-capable device such as Chromebooks.

• End-to-end solutions: Only Dell can help you provide your customers with a complete end-to-

end solution for vWorkspace - from the appliances that deliver vWorkspace to the end points

like Wyse thin clients and Dell Chromebooks that keep your customers secure and productive.

• Cost effective: Dell and vWorkspace break through one of the primary inhibitors to your

customers deploying desktop virtualization by providing a single Dell Appliance for Wyse

vWorkspace that can deliver Windows applications for up to 300 devices starting at under

$200 per user- including the server hardware and licenses, hypervisor and vWorkspace broker.

What’s so great about Wyse vWorkspace?

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Seize the opportunity

Seize the opportunity.Maximize your revenue and profitability with vWorkspace and surrounding ecosystem of products and solutions.

Not only will you receive maximum margin on registered

vWorkspace opportunities when your company has

obtained the PartnerDirect Desktop Virtualization

Solutions Competency, but your revenue possibilities

are endless when you sell the end-to-end solution

featuring: Dell data center infrastructure and

appliances; secure Wyse thin clients; Dell monitors;

and Dell support or your own value-added

service offerings.

Discover new, greenfield areas for you to capitalize on.

As the most cost-effective solution to deliver VDI, you

can propose a vWorkspace solution to customers who

understand and require the benefits that desktop and

application virtualization deliver, but previously couldn’t

find a solution that allowed them to deploy it within

their budget.

Stand out from the competition.

Proposing vWorkspace in competitive bids is a great

way to differentiate yourself from the crowd and

show your customers that you not only have a

broad knowledge and skillset in the world of desktop

virtualization, but you’re proposing the right solution

based on their needs and budget.

Flexible delivery options.

Use vWorkspace to deliver desktop and application

virtualization through a traditional infrastructure model

or through IaaS with Dell CloudRunner, an automated

application hosting desktop-as-a-service management

and monthly billing platform.

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5 ways to win over your customers with vWorkspace.

Give them greater flexibility.

Today, workers want access to every app. All their data. And they want it synchronised across multiple devices too. Your customers can have it all with vWorkspace!

Provide them with the complete package.

Give your customers simplified management, improved security and business continuity. Not to mention monitoring and reporting functionality, increased workforce productivity, and optimized user experience in a cost-effective solution.

Deliver optimized IT and lower TCO.

vWorkspace provides comprehensive features, offering the best value. In addition, your customers can deploy up to 345 VDI users or host up to 500 shared sessions per Dell PowerEdge R730 server, helping them achieve the lowest cost per seat.

Assure them of quick deployment.

Enable near-instant provisioning of virtual desktops and RD Session Host virtual machines with HyperDeploy. Virtual machine templates are replicated in seconds and optimization achieves disk space savings of up to 40 percent.

Supply a highly scalable solution.

Wyse vWorkspace comes built-in with a highly scalable, secure access service, capable of supporting up to 10,000 users with a single Windows Server virtual machine instance. Allowing you to sell to businesses of all sizes with ease. Identify the opportunity

Seize the opportunity.

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Continue

Identify the opportunity.Present the benefits of a desktop virtualization solution that enables increased productivity, mobility and security. Understand their business and aspirations and then consult them on how with Dell, they can move to a better IT management system. And finally recommend next steps and what product is best suited to their particular needs.

Target customers

• Education, SMB, State and local government verticals

• Customers who deploy/have expertise in Microsoft enterprise software and Google Chrome OS for end points

• Customers wanting VDI but needing ease of deployment and management by their existing IT staff

• Customers with budget constraints

• Enterprise customers who require a simple, cost-effective proof-of-concept VDI environment to prove the technology is beneficial before they deploy more widely in their organization

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vWorkspace: Recap

Top conversation starters. 1. Do you currently have a desktop virtualization system in place?

If so, who do you use - Citrix, Microsoft, VMware, other?

2. Are you thinking about a refresh to your existing PCs or migrating to a new version of Windows (i.e. Windows 10)?

3. Have you or are you considering deploying Chromebooks in your organization yet you still need to deliver critical Windows applications to your end users?

4. Do you feel provisioning and desktop management need to be simplified?

5. Are you trying to reduce IT costs?

6. Are you concerned that upgrading to a virtualized desktop environment would be disruptive? Have you previously had poor experiences?

7. How concerned are you about securing enterprise data on mobile devices?

8. Are you looking to facilitate Bring-Your-Own-Device (BYOD) in your workplace?

9. What kind of applications and content do your workers need to access? Are they currently able to do so?

Identify the opportunity.

Your Wyse vWorkspace sales starter kit recap.

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Start over

• Download your sales kit materials

• Download vWorkspace not for resale (NFR) keys to deploy, test, and demonstrate to your customers

• Learn about vWorkspace and what it can do for your customers through online sales and technical training courses

• Build into you current sales communications or start a brand new one using the provided materials

• Identify who you should be selling to

• Sign up for Dell Partner AdvantEdge to receive rep-level rewards when you sell vWorkspace licenses and Wyse endpoints*

• Review your selling tools

• Start selling!

Want to know more? Go to www.dell.com/wyse/vworkspace

* Partners participating in the following programs: National Solutions Provider Marketing Assistance Fee (MAF) Program, Dell National Solutions Provider and DoMore/SBR Sell & Earn programs, and the Federal Channel Incentive Program are not eligible to participate in the Partner AdvantEdge Program.