ESC Silicon Valley 2010 – Drive Innovation with Dell OEM Solutions

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Driving Innovation Rick Froehlich Vice President and General Manager, Dell OEM Solutions

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Rick Froehlich, Vice President and General Manager, Dell OEM Solutions presented the industry address at the 2010 ESC Silicon Valley Conference. Learn more at www.dell.com/oem.

Transcript of ESC Silicon Valley 2010 – Drive Innovation with Dell OEM Solutions

Page 1: ESC Silicon Valley 2010 – Drive Innovation with Dell OEM Solutions

Driving Innovation

Rick Froehlich

Vice President and General Manager, Dell OEM Solutions

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OEM SOLUTIONS

You Probably Know This is Dell…

Servers, Storage & Networking

Printing & Imaging Notebook Computers

Desktop ComputersEnterprise ServicesElectronics & Accessories

Consumer Services Business Solutions

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But You May Not Know This is Dell Too

Medical and Life Science Devices

Kiosk & POS

Security and SurveillanceAutomation and Process Control

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Shifting Resources…

Non-Discretionary Spend

Discretionary Spend

Innovation

DEV/TestManufacturing

LogisticsSupportService

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Toward Innovation

Non-Discretionary Spend

Discretionary Spend

Innovation

DEV/TestManufacturing

LogisticsSupportService

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State of the Markets

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Current Market Landscape

• Developers are tasked with increasing innovation but must still focus on tactical issues.

• 45% of companies use outside vendors for some or all of their embedded project components.*

• 56% of projects are finishing behind schedule.*

• Engineering resources increased by 39% from 2009 to 2010*EE Times Group. 2010 Embedded Market Survey. February 2010.

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OEM SOLUTIONS

*Note: Outsourcing was added in 2009

EE Times Group. 2009 Embedded Market Survey. February 2009.

What Keeps You Up at Night?

2009 (N=1,534)2008 (N=1,056)

“Looking ahead over the next 2-5 years, select the areas below that you think will see the most dramatic changes?”

Chip Technology

Global Markets

The Design/Development Process

Speed to Markets

Outsourcing (Domestic & Overseas)*

Size & Type of Development Teams

The Competitive embedded Market Place

Chip Applications (Vertical Markets)

Embedded Systems Research & Theory

Professionalism & Standards

Career Training/Education

Other Changes

42%53%

34%30%

34%39%

31%28%

30%

29%19%

24%21%22%23%

15%18%

13%10%

12%

2%2%

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Concern: Chip Technology

In the selection of processor technology, OEM design engineers said that “Ecosystem” was almost four times more important than the

supplier/vendor.

EE Times Group. 2009 Embedded Market Survey. February 2009.

Supplier/Vendor

4X

Developer Tools

BIOSSoftware

Support

“Ecosystem”

Dev/TestManufacturingSupply Chain

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Concern: Global Markets

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- Supply chain logistics- Regulatory compliance- Service & support- Sales & marketing- Currency fluctuations

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Concern: Design/Development Process

21.5% Cost Savings

Whitebox Server

Whitebox Server

Tier-One Vendor

Workstation

JBOD

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OEM SOLUTIONS

MANUFACTURING /CUSTOM FACTORY INTEGRATION• User Manuals• Customized Component

Procurement/Management

• Image Load

Concern: Outsourcing

MANAGESUPPLIERS• Coordination of

multiple suppliers

• Quality requirements for suppliers

• Component Testing

DESIGN• Testing• Reliability• Shock&Vibe

OEM ENGINEERING• Custom BIOS• Regulatory• Custom Casing

Development

GLOBAL SERVICES• Field Support• W/W Help Desks• W/W Depots

CUSTOM FULFILLMENTSERVICES (CFS)• Add Custom Cards• Add Labels• Custom Packaging• Load BIOS• Low-profile DIMS

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Process

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Concern: Size and Type of Development Team

• Companies whose development teams choose to buy their customized hardware can focus on more strategic, business-critical initiatives and spend less time maintaining their systems.

“We might be able to move 25% to 30% of personnel from those development tasks to new projects.”

Keith GrundonTechnical Director, Amulet Hotkey

62% of your resources are dedicated to software*

EE Times Group. 2009 Embedded Market Survey. February 2009.

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Collaboration

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Benefits of Working with a Tier-1 Provider

• Engineer-to-Engineer access

• Standards-based platforms that leverage huge buying power

• Decreased development time & costs

• Rigorous Testing

• Quality assurance

• Global supply chain management

• Global presence

• Longer life cycles

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12years serving OEM customers

1300OEM customers around the world

40+OEM industry verticals250

custom projects per year

35Engineers dedicated to Dell OEM worldwide

25%of Fortune 100 companies are Dell OEM customers

Things You Should Know About Dell OEM

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Flexible Design

• Dell answered with the Dell™ OptiPlex™ XE– 3.5 year locked components and BIOS

– Can withstand operating temperatures up to 55 degrees Celsius

– Broadcom watchdog timer

– Optional dust filter and IP51 kit improves performance in dusty environments (see the demo at booth #629)

– “Go-anywhere” mountingEE Times Group. 2009 Embedded Market Survey. February 2009.

45% of embedded products are designed for rugged/harsh environments.*

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Longer Life

• Dell OEM answered by continually building out our portfolio of products with locked components and managed updates.

EE Times Group. 2009 Embedded Market Survey. February 2009.

1H 2H 1H 2H 1H 2H 1H 2H 1H 2H

Precision Workstation T5500

T5500 Locked Config

Product B

Product C Locked Config

Product C

Product B Locked Config

3 year extended life

3 year extended life

Example: Dell Precision T5500 Workstation

26% of embedded products required mandatorychanges in 2009 due to discontinued

hardware or software*

Dell IT

Dell OEM

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Customization

• Customization in the Dell Factory– Load custom BIOS and proprietary app

– Install custom hardware

– Branding

• Controlled Customization Outside the Factory

• Custom Order Fulfillment– Custom Packaging and Marketing Materials

– International Shipping and Regulatory Support

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Access to Dell Engineering

• Product engineering support involves true collaboration with your company, and you pay, on demand, for the skill sets you need.

• Dell offers a wide-range of engineering support– Manufacturing

– Mechanical

– Electrical

– Chemical

– Industrial

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Recent Perot Acquisition

Existing Dell OEM Services

More Robust Services

TestingAppliance

Modernization

Custom Development

Services

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We Are Everywhere You Need to Be

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Eldorado Do Sul, Brazil

Lódź, Poland

Xiamen, ChinaAustin, TX

Dell Parts Depot

Penang, Malaysia

Nashville, TN

Dell Factory

Dell Design Center

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Feedback/Q&A

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Questions?

• Please visit www.dell.com/oem for more info

• Stop in and talk to us at booth #629

• I’ll be at the Make vs. Buy Panel Discussion at 2:00PM

• Email me: [email protected]

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