1 of Y

Internal Use - Confidential

KOREATech Summit 2017

Enterprise InfrastructureData Center. Partner Solutions. Parts Upgrades

2 of 72

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

5 of Y

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

6 of Y

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

7 of Y

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:

8 of Y

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

15 of Y

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: