DELL EMC PARTNER WHITE PAPER

Cash in on Convergence

TABLE OF CONTENTSA RAPIDLY GROWING IT MARKET 1

PARTNER OPPORTUNITIES 1

System integrators 1

VARs 1

Technology partners 2

FOUR WAYS TO CASH IN ON CONVERGENCE 2

1 Expand from easy entry points 2

2 Add value with premium services 3

3.Leverageflexiblefinancingoptions. 3

4 Cash in on the power of partnership 3

GET GREAT PARTNER BENEFITS WITH DELL EMC 4

BenefitsofaDellEMCpartnership 4

KEY TAKEAWAYS 4

1 DELL EMC PARTNER WHITE PAPER

A RAPIDLY GROWING IT MARKET The market for converged systems is surging Worldwide converged systems market revenues increased 9 9 percent year over year to $3 5 billion during the second quarter of 2018,accordingtoIDC.Onesegmentofthismarket,thecertifiedreferencesystemsandintegrated infrastructure market, generated $1 3 billion in revenue during the second quarter, representing 38 1 percent of total converged systems revenue 1

ThesesalestrendspointtoalucrativeopportunityforDellEMCpartners,includingsystemintegrators,value-addedresellersandtechnologypartners.Ifyou’reaDellEMCpartneroraprospective partner, this is an ideal time to explore your opportunities to ramp up your sales of converged systems and solutions

PARTNER OPPORTUNITIESSYSTEM INTEGRATORS SystemintegratorshavetheopportunitytointegrateDellEMCReadySolutionspoweredby Intel® Xeon®processorswithcustomers’currentenvironments.ThisopportunityreflectsDellEMC’slong-termcommitmenttoworkingwithsystemintegrationpartnerstosolveourcustomers’ technology and business problems with industry-standard solutions Ready Solutions make it all easier

That’s the case with DellEMCReadySolutionsforMicrosoftWindowsServerSoftware-Defined.ThesesolutionsarebuiltusingMicrosoft-validateddesignsthatincorporate best practices for streamlined deployment and a steady-state operational experience.Ifyou’reasystemintegrator,youcandeployReadySolutionsforMicrosoftWSSDwiththeconfidencethatcomeswithvalidatedandtestedcomponentsthatfollowapprovedfirmwareandBIOSversions.Andtheyaredeliveredwiththecomplexconfigurationstepscompletedandtestedinknowngoodconfigurations—includinghardware compatibility and driver downloads

ACASESTUDY:MECOMSWith a focus on higher system performance and greater developer productivity, the IT team atBelgium-basedMECOMSmadethedecisiontorevupitsdevelopmentenvironmentwithMicrosoftStorageSpacesDirectandothertechnologiesnowavailableinDellEMCMicrosoftStorageSpacesDirectReadyNodes.WiththeDellEMCsolutioninplace,somecode compilations now run twice as fast, and one three-hour process has been reduced to just 10 minutes ReadtheMECOMScasestudy

VARSIf you’re a value-added reseller, you have the opportunity to add software and services toyoursalesofDellEMCsystems,suchastheIntel-poweredSAP HANA Ready Nodes Theseeasy-to-resellappliancesbringtogetherSAP-certifiedserverswithSAPHANAsoftware in a hyper-converged system, based on Intel Xeon processors, that’s ready for rapid deployment

DellEMCReadySolutionsalsoofferripeopportunitiesforVARsandotherorganizationsthat want to bring their customers proven solutions that are quick to deploy These solutions providetestedandvalidatedconfigurations,designedfromthestarttodynamicallymeettargeted workload needs

1 IDC.“WorldwideConvergedSystemsRevenueIncreased9.9%YearOverYearDuringtheSecondQuarterof2018withVendorRevenueReaching$3.5Billion,AccordingtoIDC,” September 25, 2018

An emerging opportunity: machine learning and deep learning Machinelearninganddeeplearningarethefutureofdataanalytics—and an immediate opportunity for DellEMCpartners.Whenyousellyour customers modern systems fromDellEMC,youhelpthemcreatethe basis and the fundamental infrastructure for today’s and tomorrow’s machine learning and deep learning applications Explore Ready Solutions for AI

2 DELL EMC PARTNER WHITE PAPER

ACASESTUDY:RACKSPACERackspace is using DellEMCvSANReadyNodes with Intel Xeon processors to deliver private-cloud-as-a-servicesolutionstoorganizationsaroundtheworld.TheseReadyNodesarebuilton14th-generationDellEMCPowerEdge™rackserversthathavebeenpreconfigured,testedandcertifiedtorunVMwarevSAN.Read the Rackspace case study Watch the video

TECHNOLOGY PARTNERS DellEMCtechnologypartners—includingISVs,IHVs,systemintegratorsandsolutionproviders—havetheopportunitytoworkwiththeDellEMCTechnologyPartnerProgramtodevelop new converged solutions that meet the evolving needs of customers This program helpspartnersuseDellEMCPowerEdge™serversbasedonInteltechnologytobuildinnovative and highly competitive business solutions that help customers lower costs and gain competitive advantage

ANEXAMPLE:BLUEDATADellEMCpartneredwithBlueDatatocreateDellEMCReadySolutionsforBigData, providing data analysts on-demand access to infrastructure resources and analytics tools —suchasHadoop,Spark,NoSQL,ApacheCassandra®,ApacheKafka®andothers—in minutes This enables IT to provide self-service data analytics with the performance, complianceandsecurityofanoptimizedon-premisessolution.

Datateamscannowquicklyandeasilyprovisiontheirownresources,runjobsusingtheirchoice of tools, and even run multiple analytics workloads simultaneously thanks to multi-tenancy enabled by policy-based automation and management Lines of business, in turn, can create and execute their own use cases from a single pool of resources with the responsiveness required by modern big data analytics applications

FOUR WAYS TO CASH IN ON CONVERGENCEHowcouldyoucapitalizeonDellEMCconvergedsolutions?Considerthesefouropportunities

1 EXPAND FROM EASY ENTRY POINTS The barrier for some customers in deploying next-generation technology is often the cost of entry DellEMCReadyNodesfitthebillforthesecustomerswithallthebenefitsof DellEMCPowerEdgeserversconfiguredforspecificapplications,suchasVMware® vSAN™,SAPHANA,VxFlexOSorMicrosoft®StorageSpacesDirect.

WithDellEMCReadyNodes,yourcustomershavetheconfidenceofknownvalidatedconfigurations,andtheconvenienceofpreconfiguredserversdeliveredwithsolution-levelsupport These are quick resale servers that can open the door to follow-on opportunities Asyourcustomers’needsgrow,additionalDellEMCReadyNodescanbeaddedtobuildlarger systems, which pull additional technology and services along for the ride

ACASESTUDY:SHORELINEHOUSINGIntheU.K.,ShorelineHousingwantedtodelivernewandimprovedcustomerservicesandgaingreaterfront-officeandback-officeefficiencies.WorkingwithatrustedDellEMCpartner, Nviron, the housing authority found an ideal solution built around DellEMCvSANReady Nodes.Today,Shorelineisrealizingimpressiveperformanceimprovementsacrossthe board, the highlight being the reduction in run-time of a previously lengthy batch process from 90 minutes to 20 minutes Read the Shoreline Housing case study

SERVICE REVENUE OPPORTUNITIESWithmanyDellEMCReadySolutions, there is an opportunity forpartnerstoresellDellEMCdeployment services along with the solution itself Alternatively, if you’re aqualifiedpartner,youmaychooseto perform the deployment services yourself.Forinstance,withthe DellEMCReadySolutionsforMicrosoftWSSD, you can resell a DellEMCturnkeydeploymentpackage or are free to use the validated procedures and documentationthatDellEMCuses,forarapid,reliable—andprofitable—deploymentexperience.

3 DELL EMC PARTNER WHITE PAPER

2 ADD VALUE WITH PREMIUM SERVICES ThesoftwareandITservicessegmentscontinuetobebrightspotsfortheITindustry.Gartnerexpects worldwide enterprise software spending to rise by 11 1 percent and IT services spending to rise by 7 4 percent in 2018 2 DellEMCReadySolutionsofferyourorganizationampleopportunities to sell or resell critical services, such as integration, consulting and support

DellEMCReadySolutionscanarrivesized,configuredandvalidatedforcustomerusecases, or you can get all the components with a deployment guide, ready to integrate into theenvironment.Thisallowsyoutofocusyoureffortsonsellingvalue-addedconsulting,software development, integration and strategy These are areas where customers need help and are willing to pay a premium for a team that understands their unique requirements

3 LEVERAGE FLEXIBLE FINANCING OPTIONS DellFinancialServices(DFS)canhelpyoumaximizesalesopportunities.DFSprovidesfull-serviceleasingandfinancingsolutionstochannelpartnersandendusersthroughouttheUnitedStates,CanadaandEurope.DFSworkswithtensofthousandsofcustomersandchannelpartners,financing$4billiondollarsannually.

Drawingonarangeofflexiblesolutions,DFScanfinancethetotaltechnologysolutionofDellEMCandnon-DellEMChardware,softwareandyourvalue-addedservices,includingdesign, deployment and installation This can be your key to closing larger deals, because youcanincreasethecustomers’buyingpowerwhentheyfinancetheentiresolution.Evenbetter,efficientelectronicquoting,onlinecontractsandastreamlinedoperationalprocessresult in timely payments to your company

ACASESTUDY:STONYHURSTCOLLEGEStonyhurstCollegeintheUnitedKingdomneededanITinfrastructurethatcouldsupportmodernteachingandlearningmethods,aswellasprovideInternetaccesstostudents,staffandcommercialclientsacrosstheschool’s30-acresite.Thecollegewasabletofinancethedealwithazero-interestfinanceplanthroughDellFinancialServices.Thisagreementallowedittopayoffthecostininstallmentsafterworkwascompleted,insteadofdoingsmallelements of the project each year Read the Stonyhurst College case study

4 CASH IN ON THE POWER OF PARTNERSHIP WithDellEMCasyourpartner,yougaintheadvantagesofproducts,solutionsandservicesfromthebroadDellEMCportfolioaswellasofferingsfromotherworld-classpartners.

Afewexamples:• The DellEMCReadySolutionsareoptimizedwiththeinnovativeDellEMCPowerEdge™serverswithIntel® Xeon® processors, so you can complement them effortlesslywithvalue-addservicesandsoftwaretobuildascalablesolutionthat’seasiertodeployandmaintain—andmoreprofitable.

• The Intel Xeon-based DellEMCXC-Serieshyper-convergedappliances are uncompromisingly simple to install and use, coming pre-integrated with hypervisors and software to create a scalable, simple and easy-to-deploy web-scale appliance

• DellEMC’spartnershipswithVMware®, SAP®,Microsoft® and other software leaders bring addedbenefits,includingthosethatcomewithquick-to-deployDellEMCReadySolutions.

OfferingslikethesehelpyouandyourcustomerssavetimeandmoneywhileenjoyingtheeaseofdoingbusinesswithDellEMC.

2 Gartnernewsrelease,“GartnerSaysGlobalITSpendingtoGrow6.2Percentin2018,” April 9, 2018

A commitment to global system integrators AcorepartofDellEMC’slong-termcommitment to powering the possible through the resolution of customer technology and business problems is centered around the capabilities ofglobalsystemintegrators(GSIs).We are committed to constructing programs and alliances that enable andenhanceourGSIrelationshipstobetter produce and deliver best-in-class customer outcomes

A ripe opportunity Yourcustomersarestartingtoescalate the importance of digital transformation and IT investments DellEMCbelievesthatthischange is rich with opportunity for our partners A study conducted for DellTechnologiesfound:

• 73% of IT leaders agree on the needtoprioritizetechnology

• 66%areplanningtoinvestinITinfrastructure and digital skills leadership

• 72% are expanding their software development capabilities3

View an infographic with additional study results

3 DellTechnologiesDigitalTransformationIndex,2016.

4 DELL EMC PARTNER WHITE PAPER

GET GREAT PARTNER BENEFITS WITH DELL EMC Ifyou’rethinkingofbecomingaDellEMCpartner,nowisagoodtimetoexplorethebenefitsof the DellEMCPartnerProgram.Thisisamulti-levelprogramthatofferscommitted DellEMCpartnersthechancetoturndedicationandexperienceintopotentialprofit.Eachleveloftheprogramprovidesdifferentrewardsbasedonapartner’slevelofcommitment.The more invested you are in the program, the more access to tools you can have, and the more rewards you can earn

Whenyoubecomeapartner,you’llhaveaccesstotheDellEMCPartnerPortal.Thiscomprehensiveportaloffersaccesstoonlineordering,dealregistration,producttraining,customizablemarketingmaterials,partnerincentivesandmuchmore,dependingonyourpartner level

KEY TAKEAWAYSBusinessesofallsizesareturningtoconvergedsystemsandsolutionstoreducecosts,rolloutITservicesfaster,increaseuptimeandstreamlineIToperations.Benefitslikethesecreateacompellingcasefortheuseofconvergedsystemsandsolutions—fromsmallbusinessesandremoteofficestolargedatacentersandweb-scaleserviceproviders.

Ifyou’reaDellEMCpartner,thegrowingadoptionofconvergedsystemsandsolutionscreateslucrativesalesandservicesopportunities—andit’seasytocashinonthoseopportunities.Forexample,DellEMCReadySolutions, based on Intel® Xeon® processors, allowyoutointegratemultipletechnologiestoprofitablyaddressawiderangeofcustomerneedsforITefficiencyandflexibilityinanysizeenvironment.

Moreover,anopen,standards-basedapproachtoconvergenceprovidesmodularsolutionsthatflexiblyscaleforsimplifieddeployment,managementandsupportofyourcustomers’changingworkloadrequirements.WithDellEMC’sextensiveIntel-basedReadySolutionsportfolio,yourcustomerscandeploypre-configuredandvalidatedsolutionsoptimizedforspecificworkloads/applications,savingtimewhileincreasingavailability.Thesesolutionsalsocangeneratesubstantialcostefficienciesbyreducingcomplexity—therootcauseofhigherITcosts.

Betterstill,youcansellwithconfidence,knowingthatDellEMCReadySolutions are purpose-designedandstringentlytestedandvalidatedbyDellEMCengineeringtotaketheguesswork—andhelptaketherisk—outofdeployingnewITsolutions.Youcanresell DellEMCoryourownsupportoptionsforevengreaterpeaceofmindforyourcustomers.

Here’sthebottomline:DellEMCpartnerswhoarewell-versedinthetechnologyareinastrongposition to take advantage of the exciting opportunities in the converged systems market

BENEFITS OF A DELL EMC PARTNERSHIPDeliveranend-to-endsolution:

• Integrate hardware, software and hyper-converged appliances to meet workload needs

• LeverageDellEMC’sbuilding-blockapproachforflexibilityinmeetingcustomerneeds—from small business to large data centers

• ConfidentlyintegratewithDellEMCProSupport,DellEMCProSupportPlusandDellFinancialServicesofferings.

Addcustomervalue:

• ReducecustomerTCOwithsimplifieddeploymentandmaintenance

• Optimizespacewithoutcompromising features

• Future-proofcustomerinvestments with scalable Intel-based solutions that grow with the business

Increaseprofitability:

• Easily increase deal profitability when you add your service offerings

• Take advantage of product and multiple-line-of-business partner incentives

• Boost your competitive advantagewithDellEMCconverged solutions

NOT A DELL EMC PARTNER?Ifyou’renotontheDellEMCteam, now is a good time to explorethebenefitsofthe DellEMCPartnerProgram

Becomeapartnertoday:DellEMC.com/partners

Copyright©2018DellInc.oritssubsidiaries.AllRightsReserved.Dell,EMC,andothertrademarksaretrademarksofDellInc.oritssubsidiaries.Intel,theIntellogoandXeonaretrademarksofIntelCorporationintheU.S.and/orothercountries.Othertrademarksmaybetrademarksoftheirrespectiveowners.Delldisclaimsproprietaryinterestinthemarks and names of others

PublishedintheUSA11/18.