Dell Technologies: A Family of Businesses for Education
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In questo seminario, dopo una breve presentazione sulla nuova realtà Dell EMC, sarà illustrato il perimetro proposto per il contratto in convenzione, oggetto dell'attività negoziale della CRUI.
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Dell Technologies: A Family of Businesses for Education
- 1. Fabrizio Liberatore Business Development Manager fabrizio.liberatore@dell.com @fabliberatore
- 2. Who is Dell Technologies?
- 3. Dell Technologies is a unique family of businesses that provides the essential infrastructure for organizations to build their digital future, transform IT and protect their most important asset, information. Dell Technologies consists of 7 brands:
- 4. 4 The world’s largest privately controlled technology company in numbers: $74B revenue1 Serving 98% Fortune 500 >140,000 team members 30,000 full time customer services and support team members 180 countries © Copyright 2017 Dell Inc.4 1 Pro Forma revenue for the fiscal year ended Feb. 3, 2017 as filed in the Form 10-K on March 31, 2017
- 5. 5 © Copyright 2017 Dell Inc.5 Dell Inc. Strategically Aligned Businesses Pivotal Secureworks VMware • PCs • Endpoint and Data Security Software • IoT Gateways • Software & Peripherals • Virtual Desktop Infrastructure Devices • Virtual Reality • Next-generation software development methodology • Modern cloud-native platform and analytics tools • Managed security • Threat intelligence • Security and risk consulting • Incident response • Software-defined data center • Hybrid cloud • Mobile computing • Storage, Servers & Networking • Converged/ Hyperconverged Infrastructure • Cloud Solutions • Data Protection RSA This slide represents Dell Technologies’ operating structure. Our financial reporting structure consists of three business units: CSG, ISG, and VMware. Our other businesses include the results of RSA, Pivotal, Secureworks, and Boomi. • Consulting • Deployment • Support • Education • Managed services • IT Proven Dell EMC Services • Risk and Cybersecurity Consulting • Incident Preparedness, Discovery, Response, & Recovery • Identity, Risk, Cybersecurity & Fraud Solutions • Business-Driven Security Platform Virtustream • Cloud services • Infrastructure managed services Infrastructure Solutions GroupClient Solutions Group
- 6. 6 Our purpose We create technologies that drive human progress © Copyright 2017 Dell Inc.6
- 7. Building a Legacy of Good At Dell, we are committed to driving human progress by putting our technology and expertise to work where they can do the most good for people and the planet. Learn more at legacyofgood.dell.com • Saving customers •$380mil • in electricity costs 99%Manufacturing waste diverted from landfills 2.3 million youth2-3x more effective in clinical trials Dell Genomic Data Analysis Platform ofallplasticpartsin productsmadewithrecycled content 35% with better access to technology
- 8. What makes us different?
- 9. 9 What makes us different? We have agility with scale We’re customer obsessed We think big We’re a technology leader and innovator We’re a unique family that’s better together We’re the world’s largest privately controlled technology company © Copyright 2017 Dell Inc.9
- 10. 10 © Copyright 2017 Dell Inc.10 Patents and patent applications Investment in R&D in 3 years INNOVATION IS AT OUR CORE: We’re a technology leader and innovator Annual R&D investment going forward
- 11. 11 ACCORDING TO IDC… Virtualization#1Cloud#1DC automation #1Storage1#1Converged Infrastructure #1 11 PCs © Copyright 2017 Dell Inc.11 Dell increased its global PC share on a year-over-year basis for the 18th consecutive quarter in Q2 2017 1 External Enterprise Storage
- 12. 12 We’re the world’s largest privately controlled technology company Freedom to incubate high-growth businesses in emerging areas Allows us to focus on our customers, first and foremost Freedom to invest in R&D for the long term © Copyright 2017 Dell Inc.12
- 13. 13 © Copyright 2017 Dell Inc.13 We’re customer obsessed. 100% focused on exceptional customer & partner experiences.
- 14. 14 © Copyright 2017 Dell Inc.14 Change brings rich opportunities Together we help drive human progress We help customers shift away from the status quo and embrace change Customers gain the ability to transform their industry and the world
- 15. 15 Transforming the business We help organizations reinvent themselves and realize their digital future. Security Transformation IT Transformation Workforce Transformation © Copyright 2017 Dell Inc.15
- 16. Ipotesi di un Accordo Quadro con CRUI
- 17. 17 Higher Education Transform your IT services by embracing an agile, efficient and scalable architecture and practical solutions to improve learning outcomes. • Pc per studenti • IT per la didattica e l’Amministrazione • Aule Digitali K-12 Education Foster personalized learning by building an infrastructure where students, teachers and students work together to enrich the learning process. • Centri di Eccellenza per le convenzioni in ambito Education • IT per la didattica e l’Amministrazione • Aule Digitali Dell EMC Services Drive the rapid adoption and optimization of your digital technologies and the business- critical systems supporting them. • Consulenza e supporto in ambito IT • Servizi di formazione e certificazione • Rivendita e riciclaggio degli asset Dell EMC Education Portfolio
- 18. 18 Soluzioni Presentate durante i Webinar CATEGORIA SOLUZIONE INFRASTRUTTURE PER I DATI Elastic Cloud Storage ScaleOut NAS – ISILON Midrange – Unity SOFTWARE ED APPLIANCE PER LA PROTEZIONE DEI DATI Backup Laptop – DPS Avamar Backup per VxRAIL Cloud Backup Mozy Enterprise SOLUZIONI IPERCONVERGENTI VxRail Scale-IO SERVIZIO GESTITO PER LE AULE INFORMATICHE Flexilabs
- 19. 19 Criteri x la definizione dell’Accordo Quadro Un catalogo flessibile e completo di soluzioni di ultima generazione pensato per il mercato dell’Education Costi minori rispetto alle quotazioni singole Maggior valore dell’investimento nel tempo Tecnologia standard ed aperta a beneficio di studenti e docenti INNOVAZIONE COMPLESSITÀCOSTI
- 20. 20 Esempio di Listino possibile per l’Accordo Quadro CATEGORIA SOLUZIONE KIT ORDINABILI PRICING CONFIGURAZIONI Unità di Pricing Sconto da listino STORAGE Elastic Cloud Storage 3 (per Università/Enti piccolo, medi e grandi) HW, SW + Man. 3 anni (100TB; 200TB; 400TB) TB TBD ScaleOut NAS – ISILON 3 (per Università/Enti piccolo, medi e grandi) HW, SW + Man. 3 anni (X210; X410, NL210) TB TBD Midrange – Unity 1 scalabile HW + Man. 3 anni Unity U300 TB TBD IPERCONVERGENTI VxRail 3 (per Università/Enti piccolo, medi e grandi) HW, SW + Man. 3 anni (CloudKit 100VM; 300VM; 600VM) VM TBD Scale-IO 3 (per Università/Enti piccolo, medi e grandi) SW + Man. 3 anni (50TB , 150TB, 300TB) TB TBD DATA PROTECTION Backup Laptop – DPS Avamar 3 (per Università/Enti piccolo, medi e grandi) HW, SW + Man. 3 anni (Avamar Single Node 25-100 client, Avamar Grid 100-350 client, Avamar Grid 350-700 client) Client TBD Backup per VxRAIL/DC 3 (per Università/Enti piccolo, medi e grandi) HW, SW + Man. 3 anni (Bundle DPS + DD6300: 8 socket, 28TB; 16 socket, 48TB; 24 socket, 93TB) Socket TBD Cloud Backup Mozy Enterprise 1 Subscription SW 1 anno Mozy Enterprise Edition Subscription (1 YR Fee) TBD SERVIZI FLEXILABS 5 x classi di studenti assessment + canone mensile (Fino a 5.000, 10.000, 15.000, 20.000, 25.000) + opzioni UT + Canone mese TBD + opzioni servizi e prodotti accessori
Editor's Notes
- PRESENTER NOTE: What follows is a set of materials to help Dell Technologies spokespersons, sales people and others to present a unified story about our company.
- Who is Dell Technologies? Dell Technologies was formed on September 7th , 2016, to help solve customer and partners IT problems today and into the future. The company is unmatched in scale, influence and experience. Allow me to take you through a few highlights of the new company covering What we do Why we do it How we’re organized
- If there’s one “elevator statement” to remember, it’s this. You’ll see it at the end of every press release we issue from Dell Technologies. Dell Technologies is a unique family of businesses that provides the essential infrastructure for organizations to build their digital future, transform IT and protect their most important asset — information. The company comprises: Dell Client Solutions Group and Dell EMC Infrastructure Solutions Group, both supported by our Services organization, as well as: 3 Strategically aligned businesses (defined as any Dell Technologies stand-alone business which is already publicly traded or has outside investors): Pivotal, Secureworks and VMware 2 Wholly-owned businesses: RSA and Virtustream With the 7 businesses and other incubated technology, Dell Technologies is the best positioned IT company in the world to solve customer and partner concerns today and tomorrow.
- At approximately $74 billion in revenue (Pro Forma revenue for the fiscal year ended Feb. 3, 2017 as filed in the Form 10-K on March 31, 2017), Dell Technologies is “The World’s Largest Privately-Controlled Technology Company” … bar none. If you look at the Fortune 500 for comparisons, in rough numbers: Microsoft - $85 billion IBM $80 billion Intel -$59 billion HPE - $50B (HP = $48B) Cisco - $49 billion Others with somewhat more diversified business models: Apple – $233 billion Amazon.com - $136 billion To give you a sense for the company’s scope and scale. Serving 98% of the Fortune 500 More than 140,000 team members 30,000 full-time customer services and support team members 180 countries We are also leaders in CSR initiatives, corporate giving, support for diversity in the workplace.
- Again, Dell Technologies is a UNIQUE family of businesses with the industry’s most comprehensive and innovative portfolio – from the edge to the core to the cloud. It’s this unique structure gives us the size and scale of the “biggest of the big” along with the ability to innovate like a start-up. The primary components and capabilities of each business are reflected here.
- Our purpose is to create technologies that drive human progress. We believe that this progress lives at the intersection of technology and humanity, and that our role is to bring innovation to people everywhere so they can thrive in the digital economy. We make education better. We drive down the time it takes to diagnose a patient in a life-threatening situation. We impact governments, businesses, consumers, society Our purpose is grounded in four principles that define how we’re different. The breadth and depth of the technologies we provide are truly best-in-class. Every one of our brands is recognized as a leader, innovator or both. We’re visionaries—but only in the most practical sense. When we innovate, it’s because we understand that the results of our innovation enable more people and organizations to access the technology they need. Customers are the foundation for everything we do. It is everyone’s job to serve and support them. Period. We are big, small and open—a unique combination different than any other company in our industry. We innovate and move like a startup, but can execute and deliver on a global scale like a large enterprise. Our businesses and brands see the world the same way; they are strategically aligned—yet offer choice.
- What kind of legacy are you working on? At Dell, we are committed to building one that drives human progress – that lifts people up, giving them the opportunity to grow and thrive. We want to leave the environment better than we found it; ensure our team members share in a winning culture that prioritizes ethical behavior; and help our customers apply technology in ways that makes the world better. That will be our legacy. When we think about our commitment, we break it into four categories: An ethical supply chain A regenerative approach to environmental responsibility Using our funding, time and technology to help the underserved in our communities to grow and thrive Building a diverse and inclusive workplace culture LEARN MORE To learn more about the many ways Dell is building a Legacy of Good, visit legacyofgood.dell.com.
- OK, so we’ve talked about Who we are How we’re organized What we do …. and Why we do it (otherwise known as our Purpose) Now let’s move on to what makes Dell Technologies different
- What makes us different? We’ve talked about some of this already. Dell Technologies is unique in many ways. The next section drills down into six areas where our differentiation can be truly quantified: We’re A Technology Innovator & Leader We’re A Unique Family That Is Better Together We’re The World’s Largest Privately Controlled Technology Company We Have Agility With Scale We’re Customer Obsessed We Think Big On the surface, you might think just about any company could say many of these things about themselves. Let’s dive into some of the details and see why these are some of the areas that TRULY differentiate Dell Technologies from the pack.
- We’re a technology innovator and leader. Innovation is at our core … and can only be fueled through sustained, aggressive investments in R&D. Dell and EMC have invested a combined $12.7 in R&D over the last 3 years, resulting in tech leadership, innovation and a market-leading portfolio of best-of-breed technologies, solutions and services ranging from the core to the edge to the cloud. As Michael Dell has stated publicly, Dell Technologies will spend $4.5 billion on R&D per year going forward. That’s an accelerated pace, nearly twice the level of Hewlett Packard Enterprise. How does it play out? One example: 22,000 Patents & Patent Applications. That’s huge. Size of the portfolio is important. But quality is even more important.
- Together, we are a leader, often THE leader, in virtually every major aspect of client and enterprise computing. If you look across the major IT infrastructure categories tracked and measured by Gartner and IDC, Dell .. EMC… VMware stand out as #1 in most of the areas that matter most. IDC has identified EMC and Dell as #1 in some of the most important areas of IT Converged Infrastructure External Enterprise Storage Data center automation Cloud (Private and public cloud infrastructure and cloud systems management software) Virtualization Dell EMC is also a "Major Player" in IDC's MarketScape on Datacenter Transformation Consulting and Implementation Services. In this space, buyers rate Dell EMC highly for providing technical insights and competence, meeting project deadlines, and applying proven methodologies/tools (specific datacenter transformation accelerators and templates). IDC rates Dell EMC highly in terms of its functionality/offering road map and its financial/funding management. There is additional detail on our market share leadership on slide 22.
- Again … We’re The World’s Largest Privately Controlled Technology Company This : Allows us to focus on our customers first and foremost Provides us the freedom to invest in R&D for the long-term … to make business and investment decisions not to satisfy the quarterly public financial market inspection, but to do what’s in the best long-term interest for the company. Affords us freedom to incubate high-growth businesses in emerging areas … to allow the time for them to mature
- We’re customer obsessed. 100% focused on exceptional customer and partner experiences The following slide will provide evidence of this fact through: Award-winning customer experiences Superior partnerships focused on customer choice Examples of how customers are voting YES for the Dell Technologies unique family of businesses
- At Dell Technologies we believe that this monumental change in the way we work and live is rich with opportunity. Alongside our partners, we are well positioned to enable our customers to shift the status quo and embrace a digital future. It’s well documented, our customers are transforming their industry and the world. They have to. They’ve experienced significant disruption in their industries over the last three years as a result of digital technologies. Many do not know what their industry will look like in three years’ time. They have to change, and Dell technologies provides the essential infrastructure and services to help them succeed. It all comes back to our purpose. In the end, together, together we help advance human progress.
- Digital Transformation. Dell Technologies enables enterprises to adopt technology at the heart of their business – to accelerate the cycle of innovation and create competitive differentiation – in order to deliver the best possible customer experience. We help organizations reinvent their business and become more digital. Digital transformation requires transforming in three key areas. These are the Digital Transformation imperatives Digital transformation requires transforming in three key areas: IT Transformation Workforce Transformation Security Transformation
- But it’s not merely about technology and delivering new and innovative capabilities, though this is one of our core strengths. If we don’t make these capabilities available in an economical way, we’ll get left behind. So we can leverage the incredible efficiencies of the Dell Global supply chain, and other innovations, to drive down costs over time, not only for us, but our customers, as well. And we can make this technology more accessible and less complex (simpler to adopt and implement) so that it appeals to the broadest set of customers globally. So simply speaking, our objective is to drive up capabilities (and always innovate), while driving down cost and complexity. Detailed notes for the speaker: By constantly staying current with what our customers want to achieve and understanding the challenges they face, we design our technology solutions to create maximum value — by continually driving up capabilities while driving down cost and complexity. A combination of each of these three factors is needed to deliver a full value proposition for our customers. This not only applies to our products, services, and solutions, but also the way we engage with our customers. This simple formula enables us to deliver greater value to organizations of all sizes. Quite simply... We drive up capabilities: Our aim is to move technology forward faster than our peers in the industry, not merely to enhance functionality with each new generation. We combine organic development with joint partnerships and targeted acquisitions to develop practical innovations that deliver robust functionality at any scale—from entry-level offerings to the most advanced solutions. We drive down costs: Making technology affordable helps make it more accessible to more people around the world. When more people buy, prices reduce even further. This is the economics of our business model. We focus on driving down initial and ongoing expenses—ensuring a low total cost of ownership—to help customers achieve maximum results on minimum budgets. We drive down complexity: Unlike our competitors who seem to thrive on complexity, we seek to conquer it once at for all. We believe technology should be sophisticated yet simple. That’s why so many of our innovations focus on driving out complexity wherever we can—to help our customers save time at each stage of the technology lifecycle, so they can focus resources on other priorities. As a result of this focus: We democratize technology for the benefit of everyone and every organization. We simplify the complex and make advanced capabilities easy to use by replacing complicated, legacy technology with solutions that are more powerful, yet easier to use, manage, and grow. We drive out inefficiency by helping customers find more innovative ways to cut unnecessary cost and complexity – benefitting the entire organization. We deliver superior long-term value by focusing on creating and delivering value through the entire technology lifecycle – and finding ways to extend it – to deliver a best-in-class total ownership experience.