Win with Dell Compellent Storage Partner Sales

Report
Optimize
Winning with Dell Compellent
Presenter name
Title
Dell Compellent: Agenda
• Where to win
• Differentiating features
• Dell™ Compellent™ versus competition
• What’s in it for you?
• Training courses
• Steps to success
• Index
2
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Dell Compellent: Where to win
Key differentiators
•
•
•
•
Growth without limitations
Superior total cost of ownership (TCO) for storage
No forced upgrades; only pay for software once
The future of customer support
Complete disaster recovery at a fraction of the cost
Powerful business-critical workloads
with lower TCO
• Optimize cost and data placement for block
and file with industry-leading tiering.
• Count on superior reliability: 95 percent of all
Compellent systems ever sold are still in active use.
• Increase performance up to 100 percent with
Compellent Storage Center 6.3 when running
workload applications.
• Double bandwidth with the first storage
array to deliver 16GB Fibre Channel.
Save up to 87 percent in
software costs over the
ownership period with
perpetual software licensing.
3
• Easily scale across block and file without disruption
or rip-and-replace.
• Continually optimize performance and data placement
as the system scale.
• Easily monitor Dell Compellent Storage Center from
third-party applications with Simple Network
Management Protocol (SNMP).
• Count on industry compatibility with the latest
Windows Server 2012 operating system.
Reliable, self-optimized storage to power
your enterprise
• Enjoy local and remote protection with redundant
controllers and built-in, fully integrated features.
• Rely on 99.999 percent availability across 26M+ hours
of uptime thanks to field-tested design.
• Shrink recovery time objective (RTO) and recovery point
objective (RPO) with advanced synchronous replication.
Continually optimize
performance and data
placement as the
system scales.
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Count on our industry-leading
approach to Copilot Support
which delivers a 96.77 percent
customer satisfaction rating.
Dell Compellent: Differentiating features
Agile hardware architecture
Intelligent automated tiered storage
• Add drives at any time—performance
scales automatically
• Scale up and scale out on unified file
and block platform
• Automatically moves granular blocks
of inactive data to a lower cost disk
• Seamlessly integrates with snapshots
and replication
• Leverage solid-state drive (SSD) performance
without breaking the bank
No forklift upgrades ever
• Non-disruptive controller software upgrades
• “Future-proof” investments with a perpetual
software licensing model
End-to-end virtualization
• Aggressive integration and support for
server virtualization
• High performance without tuning
Replication of thin to save
• Only replicate changed blocks of data
(no duplication)
• Significant reduction in cost of bandwidth
and management
Radically improved utilization
• No pre-allocation required
• Free space is automatically recovered
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Performance gains with Dell Compellent SC8000 and
Dell Compellent Storage Center 6.3
Virtual
desktop
Before
After
Typical
workload
Before
More
desktops
2X
5
2X
After
Input/output
operations per
second (IOPS)
increase
Exchange
Before
After
Overall
performance
45%
Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.
Before
87%
After
Latency
reduction
Comparative 10-year TCO
Dell Compellent can lower TCO up to 44 percent compared to traditional storage over a 10-year period.*
User capacity requirement
Dell Compellent TCO
Traditional storage TCO
$8,000,000
900.0TB
$7,000,000
800.0TB
700.0TB
$6,000,000
600.0TB
TCO
$5,000,000
500.0TB
$4,000,000
400.0TB
$3,000,000
300.0TB
$2,000,000
200.0TB
$1,000,000
100.0TB
0.0TB
$0
Year 1
Year 2
Year 3
Year 4
Year 5
Year 6
Year 7
* Based on a 2013 Dell internal TCO tool analysis (Claim #G13000888)
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Year 8
Year 9
Year 10
Raw capacity



Dell Compellent versus competition
Asset life
Virtualization
for efficiency,
flexibility and
ease of use
Dell Compellent
EMC® VNX
NetApp®
HP® 3PAR
IBM® Storwize
V7000
Keep software when
replacing hardware
Yes
No
No
No
Yes
Software fees
capped
Yes
5300: Yes: per
controller
5500+: No
Yes: per controller
7x00: Yes
10x00: No
No
Add future disk
interfaces
Yes
No
No
No
No
Easy disk retirement
Yes
No: pool destroyed
No: pool destroyed
Yes
Yes
RAID virtualized for
efficiency
Yes: sub-disk;
Integrated with
tiering and
snapshots
No
No tiering; No disk
RAID 10; File system
overhead
No
No
Move volumes
online between
systems
Yes
No
Yes
Very limited1
No
Auto-tiering
parameters
SSD2 vs. HDD2
Spin speed
RAID level
Track location
Fine-grain
SSD vs. HDD
Spin speed
No tiering; Just SSD
caching, less
consistent than
tiering
SSD vs. HDD
Spin speed
Track location
SSD vs. HDD
Thin provisioning
and snaps built-in
Yes: Snapshots
integrated with RAID
No: Layered on;
Thin and snaps have
performance issues
Yes, but allocations
required at
aggregate and
volume
Yes on thin, but
snaps are copy-onwrite
No: Layered on;
Perform issues on
thin and snaps.
Allocations
1. HP Peer Motion software is not peer to peer: it’s a very manual process based on migration, where
one box thinks the other box is a server. Snapshot and replication information is not preserved.
2. Hard disk drive (HDD); Solid state drive (SSD)
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What’s in it for you?
Market validation for Dell Compellent
• Dell Compellent customers save up to 80 percent by applying block storage efficiencies to
file data.2
• Up to 95 percent of all Dell Compellent systems ever shipped (or configured) are still in use.3
• Dell Compellent’s perpetual software licensing can save customers up to 87 percent in software
costs over the ownership period and our modular hardware expansion can save customers up to
47 percent in hardware costs.4
• Dell Compellent offers multi-protocol enterprise storage.
• Dell Compellent offers self-optimized, intelligently tiered storage.
• Dell Compellent delivers performance and protection to power business-critical workloads.
• Sell Better Together solutions when you combine Dell Compellent with Dell PowerEdge™
12th generation servers and Dell networking solutions.
Reasons to sell Dell Compellent
•
•
•
•
Increase your opportunity for solution selling and professional services revenue.
Get price protection through the Deal Registration program.
Increase profitability with our lucrative rebate program.
Training incentives via the Partner AdvantEdge program.
Peer quotes
• “Our decision to work with Dell Compellent was mainly tech driven; it’s completely different
from other vendor solutions. Automated tiering is what caught my attention.”
• “Dell has a big focus on revenue with Dell Compellent. We now have hundreds of customers
interested in Dell Compellent.”
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Dell Compellent: Training courses
Getting started with Dell Compellent training
• Step 1: Log onto Dell Partner portal, click on Training & Competencies in top navigation bar, and then click
on Enroll in eLearning in the middle of the page. This takes you to NetExam, our Partner Learning Center.
• Step 2: Once in NetExam, enter the required course code in the search box on the top right, click search.
The search function will return the course details, click on the required course, this will show an overview
of the course contents. Click on Enroll.
• Step 3: Complete the course and take the online exam.
• Access to NetExam: Please forward names, job titles and email addresses of team members taking online
courses to [email protected] to get access to NetExam. Team members will receive an automated
email confirming access.
• If you have questions, please email us at [email protected]
• Further details on Dell storage competency can be found in the PartnerDirect “Competencies at a glance”
brochure and the “Dell Partner education course catalog”.
Instructorled training
Online
training
Introduction
9
Product specific
Solutions
Sales
Solution architect
Pre-sales
Post-sales
CQCS0211WBTS
CML Quote
Center sales
CSS0211WBTS
CML Top Gun
Storage Sales
CNAS0612WBTS
CML NAS Sales
Overview
CSQC0911WBTT
CML Storage
Quick Connect
CSSAT0211WBTT
CML Top Gun
Storage Architect
SCUP0912WBTT
SC8000 Upgrade
Process V2
SCUT0912WBTT
SC8000 Upgrade
Tool Output v2
SES0511ILTS
Partner Sales
Excellence Selling
Storage
Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.
SCCI0612WBTT
CML SC8000
Controller
Installation
COII0112WBTT
CML Overview &
Install Introduction
(pre-req)
SCOI0112ILTT
CML Storage
Center Overview
& Installation
SCIR0112ILTT
CML Storage
Center
Installation
Re-Authorization
Steps to success
For more information, please visit the pages below.
Examples of assets available
The following resources are aligned to a simple sales process to make it easy for you to find the right
material to support you, at any point in your sales cycle.
Identify your customer’s issue
• IDC: “The Business Value of Dell EqualLogic and
Dell Compellent Primary Storage”
Qualify the opportunity
• Register your deal
• Customer presentation: Accelerate Efficiency and
Reduce Costs with Dell Compellent Storage
Consolidation
Propose a solution
• Datasheet: Dell Compellent Storage Center
• Sales aids: Dell Compellent Storage Center 6.3 and
Dell Compellent SC8000 + SC200/SC220
• Brochure: Dynamically unify your data center:
Dell Compellent: Self-optimized, intelligently tiered
storage
• DPACK assessment tool
Close the sale
• Storage competitive knowledgebase
• Dell Compellent competitive advantages
• Storage easy matrix
The list above is just a sample of the documents that can be found on Dell Enterprise Master tool and the PartnerDirect portal.
Bookmark the pages and check back regularly for updates.
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Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.
Index
1. Providing up to five nines of availability (99.999 percent availability), Dell Compellent Storage
Center keeps critical customer data at the ready. Claim: G12000859
2. Dell Compellent Data Progression lowers the cost of file storage by automatically moving stagnant
data to less expensive drives. Claim: G12001436
3. Based on February 2012 internal Dell testing. Claim: G12000630
4. Based on a 60TB system growing at an estimated 30 percent per year with an ownership period of
10 years. Claim: G12003932
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Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.

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