Post on 28-May-2020
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Internal Use - Confidential
KOREATech Summit 2017
Enterprise InfrastructureData Center. Partner Solutions. Parts Upgrades
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Internal Use - Confidential
For internal use only – no slide in this deck may be used with customers
Be Prepared To
Shift
Internal Use - Confidential
Dell EMC Enterprise Infrastructure (EI)
Complete the Solution · Maximize Rev&Mgn 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
1광범위한 Certified Parts 제공으로인프라스트럭처의수명을연장하고비용을절감합니다.
2Data Center infrastructure System 을통해서버운영및관리를보다간편하게처리하고 DownTime을방지합니다.
글로벌얼라이언스 Partner Solution 을통해진정한 End to End solution 을제공합니다.
Enterprise Infrastructure Strategy
3
Data Center
Infrastructure
Partner
SolutionsCertified
Parts
Internal Use - Confidential
WHY Enterprise infrastructure
• Expand customer conversations
• Position Dell EMC as an end-end solution provider
• Incremental Revenue – Want fries with that?
• Keep Competition Out – Customer is sourcing somewhere.
• Dedicated Dell EMC team to support and enable
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Internal Use - Confidential
© Copyright 2016 Dell Inc.5
Suggested Engagement Process
Area of Improvement
- Full Support from Partner
Vendor for technical selling
- Potential of Up Selling
- Eliminate long quotation
cycle as required information
and right sizing are provided
to ISR/TSR during quotation
phase
- Pricing advantage due to
price protection from Partner
Vendor
Ei BDM
Vendor
AE/SC
Quotation StageEarly Engagement
AE/SC
ISR/TSRSpot Team
Distributors
Vendor
SIMPLIFIED PROCESS
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Internal Use - Confidential
Partner Management
• Establish relationship with partner vendor
• SPOC between Dell EMC & partner vendor
• Competition, Products, Market Trend Update
Programs & Activities
• Award Program
• Promote Opportunity Engagements
• Coordinate Networking Session
• Lead Gen Program
Positioning
• Solution Positioning
• Benefit Positioning
• Competitor-Base Positioning
• Price Positioning
Partner Vendor
Ei the ‘BRIDGE’ to Better Collaboration
Ei Team’s Role
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Internal Use - Confidential
© Copyright 2016 Dell Inc.7
Dell EMC Partners Complementary Technology
Power, Cooling and
Server Operations &
Management
Wireless,
Optimization,
Management
HPC, Machine
Learning, Deep
Learning
Data Center
InfrastructureNetworkHPC
Cloud Migration
Application Delivery
Application Security
Network
Storage
RAM
SDD
Flash Storage
Cloud
VDISoftware
Defined
Dell EMC
Upgrades
Deliver Best-of-Breed
TechnologiesDrive More Complete
Customer Ownership
Deliver to End-to-End
Customer Requirements
Our Value:
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Internal Use - Confidential
© Copyright 2016 Dell Inc.8
Dell EMC Strategic Partner
Wireless SolutionsRemote Blade Workstation
Power & CoolingHigh Performance
ComputingSoftware-defined
NetworkEnterprise Network
Open SourceApplication Delivery
ControllerSoftware-defined
NetworkHigh Performance
StoragePower & Cooling Power & Cooling
Network ConnectivityApplication Delivery
ControllerFlash Storage
Identity Access Control
Software-defined Network
Application Delivery Controller
HPC ConnectivityNetwork
Performance MgmtSoftware-defined
NetworkGPU
Software-defined Network
HPC Connectivity WAN Optimization WAN Optimization Power, Rack, KVMInfrastructure
Performance Mgmt
Internal Use - Confidential
EI Complementing the end-to-end Dell portfolio
4 Key IT Trends
WAN Optimization
Micro Datacenter Database Acceleration
Edge Computing Big Data / HPC HCI Mission Critical
SAP HANA Appliance
Business Continuity
Micro Datacenter
SD - Networking
Application Agility Virtual Workstation Data ReplicationHyper Converged
Internal Use - Confidential
Edge Computing - Micro Data CenterMoving Computing Power Away from the CORE
• Value Proposition
– Data Center in a box – pre-configured rack ready for deployment
– Staged deployment Infra, lower OPEX and CAPEX of Data Center
– Scalable Infrastructure
– Agile & Flexible
• Target Customers
– Multi-site orgs: retail, banking, hospitality, legal, architecture,
engineering, construction, education, government/public
Deployment of Micro Datacenters by location
PDU
KVM
Efficient
Cooling
Solution
Rack Design
UPS
Power Backup
Solution
Mid Sized Micro Datacenter Solution
Single Rack Micro Datacenter Solution
Internal Use - Confidential
GPU Accelerated VDI for Power Performance Users.
HPC - Virtual Workstation
• Value Proposition
– Dedicated Dell PowerEdge Blades Virtual workstation
– GPU Accelerated VDI
– Compute Acceleration - high Performance Computing
– Secure client endpoints
– Competitive advantage over HPE & Cisco
• Target Customers
– Financial services
– Defense & Military
– R&D / Manufacturing
– High performance computing
• Efficient Datacenter Architecture
– Host up to 16 users within a single PE FX2 blade
– Small datacenter footprint & High availability
– Scalable Performance
– Secure access
Single Blade – Up to 16 users vs 1 workstation – 1 user
Internal Use - Confidential
Faster Processing, Increased Efficiency in High Performance Database
Big Data/ HPC – Database Acceleration
• Benefits
– Ultra-fast, lowest latency infrastructure for transaction processing applications
– Scalable, high bandwidth & consistent performance
– Shared SSDs across all nodes of database servers
– high availability and reliability
• Target Customers
– Database Warehouse implementation
– Big Data Analytics
– Storage servers that require consistent I/O bandwidth
InfinibandSwitch
SS
D
SS
D
SS
D
Internal Use - Confidential
Workload Optimization
HCI / HPC – Software Defined Networking
• Maximizing server performance by applying optimized settings
through testing, benchmarking and historical install knowledge
• Network + SDN Bundle
• Providing 5 workload optimized configurations – Virtualization
– Database
– Software Defined Storage
– High Frequency Trading
– High Performance Computing
• Factory options, customer ready
Internal Use - Confidential
Total Bundled Solution based on technology stack, sell all-in-one
Software Defined DC – Datacenter Virtualization
VirtualizationStack
Dell Platform
Application Delivery Service Visualization
VE VE VE
Compute Visualization
vSphere UnitedStack(local OpenStack vendor)
R730/R930FX2/VRTX
Storage Virtualization
VSAN ReadyNode Nexenta /(local Ceph vendor)
R730/R730XDFX2
Network Virtualization
NSX(+BigSwitchBCF)
BigSwitch BCF S4048-ONS6000-ON3.5KW Air
conditioner,4U
Battery Pack,2U
Battery Pack,2U
5KVA UPS,2U
Storage Node
Compute Node
Power distribution,3U
Network Node
PDU
Sensor
Sensor
Tota
l Pack
ag
e R
ack
Delive
ry
Sta
nd
ard
42U
Rack
Virtualization Stack = Compute Virtualization + Storage Virtualization + Network Virtualization
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Internal Use - Confidential
© Copyright 2016 Dell Inc.15
Dell EMC Partners Complementary Technology
Power, Cooling and
Server Operations &
Management
Wireless,
Optimization,
Management
HPC, Machine
Learning, Deep
Learning, GPU
Data Center
InfrastructureOpen
Network
Deep Learning
IOT
Cloud Migration
Application Delivery
Application Security
WAN
Network
Storage
RAM
SDD
Flash Storage
Cloud
VDISoftware
DefinedOthers
Deliver Best-of-Breed
TechnologiesDrive More Complete
Customer Ownership
Deliver to End-to-End
Customer Requirements
Our Value: