Accelerate Winning with Dell EqualLogic Virtualization-optimized iSCSI SAN Presenter name Title Dell EqualLogic: Agenda • Where to win • Differentiating features • Dell™ EqualLogic™ 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 EqualLogic: Where to win Key differentiators Easy to virtualize industry1 • Best total cost of ownership (TCO) in • 97% of Dell EqualLogic customers would recommend it to their peers2 • Rated number one for virtual servers by IDC®3 Easy to manage • Highly virtualized, peer storage that scales performance and capacity linearly with automated load balancing for dynamic, virtualized environments • 74% of Dell EqualLogic users run VMware • Built for and ready to support VDI deployments • Enterprise-class iSCSI SAN without the Storage that endures over time management headaches or expense • All-inclusive software functionality • Continuous resource monitoring, online demand capacity expansion without disruption • Avoid forklift upgrades with multi-generational compatibility that eases migration • Tight integration with vendor applications/ ® interfaces (Microsoft , VMware, Linux) • Environment flexibility that allows mixed and matched arrays to build tiered storage within • Converge blade servers, storage a single pool or across multiple pools and networking Lowest industry deployment costs When deploying Dell EqualLogic iSCSI SANs, costs are up to 47% less in smaller deployments and 55% less in larger deployments than nearly identical offerings in the market.4 3 Lowest management costs Management costs associated with comparable vendors are up to 60% more expensive than with Dell EqualLogic. The associated costs include data migration, system upgrades after three years and manpower.1 Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute. Only industry converged storage Dell EqualLogic blade arrays are the industry’s only fully redundant, enterprise-class storage arrays designed to fit inside a blade chassis.4 Dell EqualLogic: Differentiating features Peer scaling • No rip-and-replace or forklift upgrades • Scale storage alongside the business with non-disruptive scale-out architecture Automatic load balancing • Maximize performance and utilization by spreading data across all available resources • Automate load balancing for dynamic, virtualized environments Storage tiering and pooling • Optimize storage and prioritize placement for maximum performance and low cost • Dedicate pools of storage for unique security, compliance or performance demands Application integration • Dell EqualLogic Host Integration Tools integrate with Microsoft, VMware and Linux platforms and applications • Automatic management of application-aware snapshots and replication • Integrated and simplified end-to-end operations from your customer’s hosts to the array Ease of management • Simplify monitoring, analysis and reporting with SAN Headquarters • Enable better planning and allocation by understanding and adapting to usage over time • Improve end-to-end support experience 4 Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute. Dell EqualLogic versus competition Dell EqualLogic EMC® VNXe EMC® VNX NetApp® HP® LeftHand Yes, if units are the same. Otherwise federate. Scale-out SAN Yes No No No: federation only* Software Included Bundles Bundles Bundles Included Tiering Yes No Yes No-just caching No Load balancing Yes Only when all disks are the same size, speed and RAID. Other factors Also available converged in blade chassis. Internal file system reduces performance and scaling. Promised disruptive upgrade to VNX s/w is overdue. Performance efficiency low with thin provision. *FAS2220 doesn’t even have federation 5 Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute. Separate disks provisioned to each controller. Internal file system reduces efficiency. More complex. Extra copies needed to prevent single failure points, cutting useable capacity in half. Blades available but extra copies hurt efficiency. What’s in it for you? Market validation for Dell EqualLogic • • • • • • • iSCSI market leader for 18 straight quarters5 Named 2013 Market Leader in iSCSI Storage three years in a row Lowest TCO over a five-year period1 Ranked number one storage for virtual server environments6 Easy to use, virtualized IP storage Uncomplicated and versatile Better together solutions when sold with Dell PowerEdge™ 12th generation servers and Dell networking solutions Reasons to sell Dell EqualLogic • Increased opportunity for solution selling and professional services revenue • Price protection through Deal Registration Program • Increased profitability with lucrative rebate program Peer quotes “We engaged with EqualLogic for its ease and virtualization compatibility. Dell has made EqualLogic even better, we get more opportunities and an end-to-end proposition.” “When Dell started with the channel we decided to have a single vendor policy. EqualLogic is easy to sell and manage. It’s great for our customers.” 6 Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute. Turn data growth into business growth Economic challenges: cumulative CAPEX spend Traditional Dell storage $3,500,000 $3,000,000 TB $2,500,000 Forklift upgrade $2,000,000 $1,500,000 $1,000,000 $500,000 $0 Year 1 7 Year 2 Year 3 Year 4 Year 5 Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute. Year 6 Year 7 Storage is a key component of the end-to-end enterprise Compute Dell Compellent™ Storage Center and Compellent FS 8600 Network Dell PowerVault™ MD and PowerVault NX Dell EqualLogic™ Series PS and EqualLogic FS Value and performance Uncomplicated and versatile Data Self-optimized and powerful Software Robust data protection, recovery and archive Value and performance Uncomplicated and versatile Self-optimized and powerful Services Robust data protection, recovery and Security archive Network Data Software Services Security Dell DR Series, PowerVault DL, AppAssure, Quest, and Dell DX Object Storage platform Dell Fluid Data™ architecture 8 Compute Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute. Dell EqualLogic: Training courses Getting started with Dell EqualLogic training • Step 1: Log onto Dell Partner portal, navigate to Training & Competencies, click on Enroll in eLearning. This takes you to our training portal Netexam. • 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”. Sales Courses Technical Courses EFSS0611WBTS – EqualLogic NAS Sales Overview EFS760712ILTT – EqualLogic FS76x0 – Configuration, Operation, Management and Troubleshooting FFS0612WBTS – FluidFS Sales Overview EQFST1012WBTT – EqualLogic Unified Storage with FluidFS Technical Overview ISO1208WBTS – Storage Overview FLFS0912ILTT – Understanding FluidFS PSSS0908WBTS – Dell EqualLogic™ Sales Training NTO0612WBTT – Network Attached Storage Technical Overview SES0511ILTS – Partner Sales Excellence Selling Storage PSSC0109ILTT – PS Series Storage Array – Configuration, Operation and Management PSST1108WBTT – Dell EqualLogic Technical 9 Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute. 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” • ESG lab report: Dell EqualLogic TCO analysis • Optimize storage for focused, multi-tiered workloads with Dell EqualLogic hybrid arrays Qualify the opportunity • Register your deal • EqualLogic customer presentation • EqualLogic conversation Propose a solution • Pricing • Datasheets: Dell EqualLogic PS-4100 series and Dell EqualLogic PS-6100 series • EqualLogic sizing tool • DPACK assessment tool • Customer presentation: “Powerful. Virtual. Enterprise Dell EqualLogic 10Gbe arrays” • Dell EqualLogic PS series reference guide • Technical white paper: “SAN design best practices for the Dell PowerEdge M1000e blade enclosure and Dell EqualLogic PS series storage (1GbE)” Close the sale • Storage competitive knowledgebase • Dell EqualLogic 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 The #1 tool for selling EqualLogic: Demonstration Do a live demo or leverage the PS Series Demo Tool http://nameql.dell-partnerdirect.com/ Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute. Index 1. Source: ESG Lab Report, “Dell EqualLogic TCO Analysis – Multi-generational Manageability and Efficiency at a Low Cost,” an April 2012 report sponsored by Dell. For the full report see en.community.dell.com/dell-groups/dtcmedia/m/mediagallery/20097135/download.aspx 2. Excerpted from a commissioned survey by Yankee Group on behalf of Dell; average of ratings from 2008-2010. Used with permission of the Yankee Group. 3. According to two end-user studies published by IDC in 2010 and 2011, Dell EqualLogic ranked highest among approximately 400 IT executives and administrators as their primary brand of external storage attached to their virtual server environments. (Claim # G12002999) 4. Results based on June 2012 Internal Dell comparison research. 5. IDC Worldwide Quarterly Disk Storage Systems Tracker®, September 6, 2012 6. IDC Multiclient Study: Server Virtualization 2011. End-User Survey Results, November 2011 7. A commissioned study conducted by Forrester Consulting on behalf of Dell, October 2011 11 Dell Confidential — Dell NDA applies. PartnerDirect Partner may use for internal education purposes only. Do not share or distribute.