DellDifferentiators EqualLogic Sales Deck

Report
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
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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
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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
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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
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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.”
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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
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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
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Compute
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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 [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”.
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
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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.
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The #1 tool for selling EqualLogic: Demonstration
Do a live demo or leverage the PS Series Demo Tool
http://nameql.dell-partnerdirect.com/
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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
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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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