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 Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute. 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. Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute. 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 4 Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute. 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) 6 Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute. 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) 7 Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute. 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.” 8 Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute. 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 Certified_PRD@dell.com to get access to NetExam. Team members will receive an automated email confirming access. • If you have questions, please email us at Certified_PRD@dell.com • 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. 10 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 11 Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.