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Dell Software: A Market-Driven Opportunity for Channel Partners

Dell Software: A Market-Driven Opportunity for Channel Partners



Explore why hardware and software providers should consider moving into adjacent technologies with Dell and reveal what’s in it for them as partners when they expand the scope of their Dell ...

Explore why hardware and software providers should consider moving into adjacent technologies with Dell and reveal what’s in it for them as partners when they expand the scope of their Dell interests. (Available to channel partners, OEM channel partners, global system integrators and distributors.) For more on our PartnerDirect program, see http://dell.to/1qwy5V9. Join us at Dell World 2014 for networking and keys to success: http://dell.to/1pBELzE.



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    Dell Software: A Market-Driven Opportunity for Channel Partners Dell Software: A Market-Driven Opportunity for Channel Partners Presentation Transcript

    • 2013 Dell Software: An opportunity for channel partners Marvin Blough, Executive Director , Worldwide Channels & Alliances, Dell Software Greg Davoll, Senior Director, Solutions Marketing, Dell Software
    • 2013 InfraScience helps their customers succeed, through a strong partnership with Dell
    • 2013
    • 2013 Security and Risk of the surveyed companies experienced some type of significant security incident within the past year that resulted in financial and/or reputational impact 79% of businesses said their organizations will use cloud tools moderately to extensively in the next 3 years. 85%Cloud Mobility Mobility source shifts from 62%/38% corporate/personal owned to 37% corporate owned and 63% personal owned 5X Big Data By 2020 volume of data stored will reach 35 Zettabytes35
    • 2013 End-user computing Services, Security, Cloud Server, storage and networking capabilities Software that leverages Dell core strengths No legacy to protect Dell Software leverages our core strengths
    • 2013 Dell leadership in software 2M user community members 90% of Global 1000 are Dell Software customers + 1M customers Highest overall protection Next-Gen Firewall NSS LabsEMA Radar Report Value Leader for Boomi Cloud Integration + 6,000 team members Gartner + $1.5B software revenue (approx. based on run rate) 9 Magic Quadrants 1,600 + software engineers 2,500 + software sales
    • 2013 Dell Software solutions capabilities Data center & cloud management • Endpoint management • Performance management • Virtualization & cloud mgmt • Windows server mgmt • Application enablement/delivery • Desktop virtualization • Mobile device mgmt • Mobile security Information management • Application & data integration • Big data analytics • Business intelligence/analytics • Database management Mobile workforce management • Email security • Endpoint security • Identity & access management • Network security Security Data protection • Application protection • Disaster recovery • Enterprise backup/recovery • Virtual protection
    • 2013 Dell Software Solutions Services
    • 2013 Transforming with technology to change how IT is delivered Data center & cloud management Dell Brands: • AppAssure • Boomi • KACE • Quest Software • SonicWALL Products: • ChangeAuditor • Foglight • Foglight NMS • KACE 1000 Management Appliance • Kace 2000 Deployment Appliance • Migration Manager for Exchange • QuickApps for SharePoint • Recovery Manager for Active Directory • vOPs • vFoglight
    • 2013 $3.7 $2.9 $2.8$2.0 $1.4 $1.8 $1.2 $1.0 $1.2 Configuration Management Mainframe Tools Availability & Performance Application Performance Monitoring Service Desk / Help Desk Network Management DBMS Mgmt Workload Automation ITOM market overview 2012: $18 billion total market, 5% annual growth ITOM Software, Worldwide, 2012 (Gartner, May 2012) in USD$ Billion
    • 2013 Managing the data deluge to realize the value of information Information Management Dell Brands: • AppAssure • Boomi • Quest Software Products: • Boomi • Kitenga • Quickstart Data Warehouse • Shareplex • Spotlight • Toad BI Suite • Toad for DB2 • Toad for Oracle • Toad for SQL Server • Toad for Sybase
    • 2013 Information Management market opportunity $190M $1,543M $188M $164M $1,985M $8,982M Manage-DB replication Manage-DB admin Manage-DB dev & optimization Integrate-IPaaS Discover-Advanced analytics Discover-Query, reporting & analysis
    • 2013 Deliver applications and data securely anytime, anywhere on any device Mobile workforce management Dell Brands: • KACE • Quest Software • SonicWALL • Wyse Products: • Dell Custom Mobile App Development • KACE 3000 Mobile Management Appliance • Quest Mobile IT • Quest One Webthority • Quest RemoteScan • Quest vWorkspace • SonicWALL Aventail • SonicWALL Mobile Connect for Android • SonicWALL Next- Generation Firewalls • SonicWALL Wireless Access Points • Wyse Cloud Client Manager • Wyse PocketCloud
    • 2013 Mobility/BYOD market overview Total BYOD and Enterprise Mobility market is expected to reach $181.39 Billion by 2017 with a CAGR of 15.17% Market Drivers 2012 vs. 2013
    • 2013 Security & Data Protection Mitigate risk and protect your business from evolving threats and unplanned outages Dell Brands: • KACE • Quest Software • SonicWALL • AppAssure Security Products: •KACE K1000 Systems Management Appliance •Quest One ActiveRoles Server •Quest One Identity Manager •Quest One Privileged Password Manager •SonicWALL Aventail E- Class SRA EX9000 •SonicWALL ES8300 Email Security Appliance •SonicWALL NSA 4500 •SonicWALL SRA 4600 •SonicWALL SuperMassive E10000 Series •SonicWALL TZ 215 Data Protection Products •AppAssure •Dell PowerVault DL 4000 Appliance •DR 4000 Disk Backup Appliance •LiteSpeed for SQL •NetVault •Recovery Manager for Active Directory •Recovery Manager for Exchange •Recovery Manager for SharePoint •SonicWALL Continuous Data Protection •vRanger
    • 2013 IAM market overview 2012: $4.4 billion total market, growing at 9% $751.1 $1,307.8 $441.8 $212.1 $1,016.2 $596.5 $92.8 IAM Market - 2012 (IDC, June 2013) in USD$ Million Advanced authentication WSSO/FSSO ESSO Legacy authorization User provisioning PPSDs SLATs
    • 2013 Network security market overview 2012: $6.6 billion markets, and growing Firewalls 54% Secure remote access 8% Email security 38% Network, SRA and Email Security Markets - 2012 (Infonetics) In USD$ million
    • 2013 32% 17% 51% Data Protection SMB MID Enterprise Data Protection Market Opportunity According to IDC: The Data Protection and Recovery market alone totaled $4.43 billion According to Gartner … By 2014 30% of the market will change recovery solutions due to Cost, Complexity and/or Capabilities
    • 2013 Enhanced PartnerDirect Program
    • 2013 PartnerDirect program structure: Now includes software
    • 2013 Competency specialization tracks Security • Network Security • Identity and Access Management Data Protection Systems Management • Client Management • Windows Server Management • Performance Monitoring • Virtualization and Cloud Information Management • Database Management • Business Intelligence/Data Analytics • Application Data
    • 2013 Security Competency Path Dell Network Security (SonicWALL) Partner Competency Overview Mandatory for all students Dell Identity & Access Managements Technical Training Course Requirements Sales Training Course Requirements Technical Training Course Requirements Sales Training Course Requirements Security • Competency Includes 2 specialized learning paths • Competency launch scheduled for 9/1/13 • Optional Classes in the Competency: • Dell DDPE (Credent) • KACE sales, technical and demo
    • 2013 PartnerDirect Enhancements New Software Discount Structure & Premier Rebate (2%) Unique Software Revenue Thresholds New paths to Premier through Mixed and Advanced Competencies Service Provider & GSI Programs Referral Fee Program NFR & Eval License Keys
    • 2013 Working with Dell increases Cerdant revenues by 50%
    • 2013
    • 2013 Where we go from here Invest in more training with Dell Sell Dell’s end-to-end solutions Take part and benefit from this exciting time at DellThat enables your customers to: • Turn data into insights • Overcome the evolving security threat & ensure compliance • Accelerate adoption: virtualization, convergence, cloud Engage Dell Sales & Marketing teams
    • 2013 Let’s get started Engage with Dell PartnerDirect subject matter experts at the Solution Showcase Please join PartnerDirect at dell.com/partner/Join • Learn more about Dell Software and PartnerDirect: dell.com/partner/EnhancedProgram • Learn more about all Dell Competencies: dell.com/partner/Competencies Gain hands on experience, see demonstrations at the Solution Showcase Schedule a visit to a Dell Solution Center near you: Austin • New York City • Washington D.C. Chicago • Santa Clara • Mexico City • Sao Paolo Go to http://partnerdirect.dell.com
    • 2013 Q&A
    • 2013