Dell Software: An Opportunity For Channel Partners
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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. Find out more: http://del.ly/Cjd8Da
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Dell Software: An Opportunity For Channel Partners
- 1. 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
- 2. InfraScience helps their customers succeed, through a strong partnership with Dell 2013
- 3. 2013
- 4. of businesses said their organizations will use cloud tools moderately to extensively in the next 3 years. Cloud 85% 35 reach 35 Zettabytes Big Data By 2020 volume of data stored will Security and Risk 2013 of the surveyed companies experienced some type of significant security incident within the past year that resulted in financial and/or reputational impact 79% Mobility Mobility source shifts from 62%/38% corporate/personal owned to 37% corporate owned and 63% personal owned 5X
- 5. Dell Software leverages our core strengths End-user computing 2013 Services, Security, Cloud Server, storage and networking capabilities Software that leverages Dell core strengths No legacy to protect
- 6. Dell leadership in software 2M user community members EMA NSS Labs 2013 90% of Global 1000 are Dell Software customers 1,600 + software engineers 2,500 + software sales + 1M customers Highest overall protection Next-Gen Firewall 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
- 7. Dell Software solutions capabilities Data center & cloud management • Endpoint management • Performance management • Virtualization & cloud mgmt • Windows server mgmt 2013 • 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 Security Data protection • Email security • Endpoint security • Identity & access management • Network security • Application protection • Disaster recovery • Enterprise backup/recovery • Virtual protection
- 8. Dell Software Solutions 2013 Services
- 9. Data center & cloud management Transforming with technology to change how IT is delivered 2013 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
- 10. ITOM market overview 2012: $18 billion total market, 5% annual growth 2013 ITOM Software, Worldwide, 2012 (Gartner, May 2012) $3.7 $2.9 $2.0 $2.8 $1.8 $1.2 $1.4 $1.0 $1.2 Configuration Management Mainframe Tools Availability & Performance Application Performance Monitoring Service Desk / Help Desk Network Management DBMS Mgmt Workload Automation Other in USD$ Billion
- 11. Information Management Managing the data deluge to realize the value of information 2013 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
- 12. Information Management market opportunity $190M $1,543M $188M 2013 $164M $1,985M $8,982M Manage-DB replication Manage-DB admin Manage-DB dev & optimization Integrate-IPaaS Discover-Advanced analytics Discover-Query, reporting & analysis
- 13. Mobile workforce management Deliver applications and data securely anytime, anywhere on any device 2013 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
- 14. 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
- 15. Security & Data Protection Mitigate risk and protect your business from evolving threats and unplanned outages 2013 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
- 16. IAM market overview 2012: $4.4 billion total market, growing at 9% 2013 IAM Market - 2012 (IDC, June 2013) $751.1 $1,307.8 $596.5 $92.8 $441.8 $1,016.2 $212.1 in USD$ Million Advanced authentication WSSO/FSSO ESSO Legacy authorization User provisioning PPSDs SLATs
- 17. Network security market overview 2012: $6.6 billion markets, and growing 2013 Network, SRA and Email Security Markets - Firewalls 54% Secure remote access 8% 2012 (Infonetics) Email security 38% In USD$ million
- 18. 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
- 19. Enhanced PartnerDirect Program 2013
- 20. PartnerDirect program structure: Now includes software 2013
- 21. Competency specialization tracks 2013 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
- 22. Security Competency Path 2013 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
- 23. PartnerDirect Enhancements New Software Discount Structure & Premier Rebate 2013 (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
- 24. Working with Dell increases Cerdant revenues by 50% 2013
- 25. 2013
- 26. Where we go from here Invest in more training with Dell 2013 Sell Dell’s end-to-end solutions Take part and benefit from this exciting time at Dell That 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
- 27. Let’s get started 2013 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
- 28. 2013 Q&A
- 29. 2013
Editor's Notes
- ITOM: Gartner reports that in 2012 IT operations and management software generated $18 billion in revenue, and is expected to grow 8 percent in 2013. Gartner also found that the recovery software market was valued at $4.4 billion in 2012, and it is projected to grow to $6.8 billion by 2017, for a five-year compound annual growth rate of 9.0 percent. Cloud Management: Harvard Business Review found that 85 percent of businesses expect to use cloud technology moderately to extensively in the next three years. Enterprise mobility is expected to reach $181.39 billion by 2017, with a compounded annual growth rate of 15.17 percent. Identity Access Management: IDC found that the identity and access management market was $4.4 billion in 2012, growing at 9.4 percent. Dell has grown 27.1 percent and is 8th largest IAM vendor
- We have a huge footprint in our core business. Both current and potential for our future. We have unique understanding of customers, and access to technology. Our relationship with our customers has gone from being a procurement kind of relationship, to being a strategic supplier of the core elements that run the data center— Historically a relationship that only IBM or HP would have with a client We’ve now come into that circle of providers For mid-market, we are arguably the preferred technology provider; in large enterprise, we are contending with HP or IBM as a core systems vendor We’re running their core business applications Software is in the middle of it all, bringing it all together NO LEGACY Now – let’s talk about another unique position for Dell. Most of our competitors are impaired by legacy. Our competitors are not prepared to cannibalize their older design model. WE DON’T HAVE THOSE THREATS. No legacy systems to protect. Therefore, we have the ability to INNOVATE. To solve our customers’ needs in a way that our competitors can’t because they will try to shoehorn them into a solution that is right for our competitor and not for our customer.
- Here are examples of our software experience, resources and industry validation. 6,000 team members and 1,600 software engineers 2M users across our User Communities 100k+ customers 3rd party validation from Gartner, EMA and NSS Labs, to name a few. I’ve talked about trends and challenges that we all must manage on a daily basis. I’ve talked about Dell’s capabilities to bring hardware, software and services together to address those challenges. Now let me take some time and revisit those challenges and show you how we are providing real solutions to customers today
- For a list of all Data center and cloud management products visit: http://www.dell.com/Learn/us/en/555/software-products-a-z?c=us&l=en&s=biz&cs=555 Click on the Tab for Data center and cloud management
- Drivers: Increased demand for Availability and Performance (8% YoY) Increased demand for Application Performance Monitoring (7% YoY) Increased demand for Asset Management (8% YoY) Dell Data center and Cloud management aligns to Gartner IT Operations Management in non legacy segments of Configuration Management, Availability and Performance, and Application Performance Monitoring. Dell Software also leads in DBMS Management which is part of the Information Management solutions. The market was $18 billion in 2012 and growth is expected to pick up to about 8% in 2013. Dell Software is now the 9th largest ITOM vendor with products in distributed Application Performance Monitoring, Availability and Performance, Configuration Management as well as DBMS and in the “other” category, cloud management. (note: in this case legacy refers to mainframe. Dell focuses on modern, distributed systems management)
- For a complete list of information management go to: http://www.dell.com/Learn/us/en/555/software-products-a-z?c=us&l=en&s=biz&cs=555 And click on the Information Management Tab.
- Manage 4 yr CAGR: 8.1% #4 overall & #1 in Database development & optimization Key drivers Social – community development, education and integration Collaboration and integration in and amongst the stack Integrate 4 yr CAGR: 24% Top 3 player Key drivers Shift from batch/bulk delivery to real time Multi sourced data including unstructured Discover 4 yr CAGR: 9.2% Only vendor to allow analysis of all data in a workbench Key drivers Big data technologies driving new use cases Self service BI using in-memory tech Mobile delivery models
- For all products in Mobile workforce management go to: http://www.dell.com/Learn/us/en/555/software-products-a-z?c=us&l=en&s=biz&cs=555 Click on Mobile Workforce Management tab.
- For a complete list of Security & Data Protection Solutions go to: http://www.dell.com/Learn/us/en/555/software-data-protection?c=us&l=en&s=biz&cs=555 Then click on Data Protection or Security Tabs.
- 11% CAGR (Defender, QAS 5% growth) 15% CAGR (Webthority, QSJ 10% growth) -1% CAGR (QESSO growing) 10% CAGR (Q1IM, ARS, PAM 25% growth) Drivers: Leverage Big Data, social networking, mobile, and cloud computing in a secure and scalable fashion Increased need for strong authentication Increased demand for federated single sign-on (SSO) IAM market was $4.4 billion in 2012, growing at 9.4% Dell grew 27.1% 8th largest IAM vendor
- Drivers: Faster firewalls for faster networks BYOD Improved security without impacting performance 5.8% CAGR (SuperMassive, NSA, TZ Series 38% growth) 5.7% CAGR (Aventail, SRA 30.8% growth) 12.8% CAGR (Email Security 14% growth) Network security, secure remote access and email security markets will be a combined $6.6 billion in 2013, growing at between 6 and 13% depending on the market. Dell is growing 38% Top vendor in each major category
- IDC, Worldwide Storage Software 2011-2015 Forecast and 2010 Vendor Shares: Virtualization, Efficiency, and Cloud Adoption Drive Continued Spending, Doc #228751, June 2011 IDC, Worldwide Data Protection and Recovery 2010 Vendor Shares: Virtualization, Deduplication and Competitive Conversions Impacting the Market, Doc #229393, July 2011 Gartner Magic Quadrant for Enterprise Disk-Based Backup/Recovery by Dave Russell, Sheila Childs, and Alan Dayley, January 28, 2011.
- Competency Structure: DSG competencies were designed with choice and flexibility in mind Followed the example of the hardware competencies Goal is to provide a consistent and thorough educational experience for our partners regardless of focus area – one program and one team supporting partners Broad categories that allow DSG flexibility to add specializations as the product portfolio may change Each specialization stands alone to allow our partners to choose curriculum that aligns with their GTM strategy
- Key Points on classes: Notice a similar structure throughout the DSG competencies Required curriculum for sales and technical people The headcount requirements are 2/2 at Preferred and 4/4 Premier – unique individuals Call out the Competency Overview Class Providing optional curriculum to teach our partners to cross-sell and upsell complimentary products Example of choice and flexibility is allowing partners to choose x number of classes out of a group Free online training to achieve competency requirements Administration/Implementation classes are not required to achieve program requirements
- We’ve all been hearing a lot about our scalable design point as a HUGE differentiator for Dell, but what does it mean. Let’s break it down a bit. Our design allows us to scale up or down based on the customer. Our ability to scale up is a key differentiator and provides a sustained advantage against legacy competitors who have historically focused on an enterprise class only design point which by definition does not scale down It’s Comprehensive and built on industry standards - Using industry standards we allow for a lower price point and give you the ability to do more and buy more as your business grows With a scalable design we also build our solutions to be inherently simpler, easier to use / manage, reliable and secure We are flexible – remember that our customers’ environments are becoming more complex. We can give them the flexibility to manage their environments (whether public cloud, private cloud, hybrid, on-prem, mobile) seamlessly including support and financing. With a scalable design we embrace a modular “building block” philosophy that allows our customers to add-to their capabilities as needed giving them the ability to do more and buy more as their business grows Added to explicitly incorporate our services arm and our ability (given the direct heritage) to incorporate customer insight into everything we do - product, services, financing, etc. As part of this effort, we aim to please a broader spectrum, from small/medium businesses, to the large enterprise. With our sweet spot being the mid-market – a customer set that has been largely ignored. We think the majority of the market is going this way.
- Resources PartnerDirect Portal – www.partnerdirect.dell.com Competency Overview Brochure Competency Worksheets PartnerDirect Questions CPRD_Team@dell.com or certified_prd@dell.com