Partnering with Dell EMC Services Services Storage Overview

Partnering with Dell EMC Services Services Storage Overview

Partnering with Dell EMC Services Services Storage Overview Agenda Partner Services for the Dell EMC Storage Portfolio 2 Partner Services delivery opportunities Dell EMC ProSupport and ProDeploy Enterprise Suites Services Delivery Enablement Services to include with the Dell EMC storage portfolio Services sales content Additional information Copyright 2018 Dell Inc. Three ways to grow services Leverage our combined capabilities to provide customers with the best solutions 1 Attach Leverage Dell EMC expertise & reach Earn valuable rebates & incentives Expand opportunities Include ProSupport and ProDeploy services in your deals and earn lucrative rebates, MDF for services activities and points toward the MyRewards program. 3 Copyright 2018 Dell Inc.

2 Complement Build Service Delivery Competencies Collaborate on engagements Broaden your solutions portfolio Increase your margin by earning Services Competencies to deliver your own services on Dell EMC products. Start with technologies you know and add others as it makes sense for your business. 3 Accelerate Deliver solutions Build delivery efficiency Close more deals Delivery complete solutions to your customers with the addition of our Intelligent Data Mobility (IDM) and Residency services offerings. 1 ProSupport Enterprise Services Feature Comparison Remote technical support Onsite support Automated issue detection and case creation Self-service case initiation and management Hypervisor, Operating Environment Software and OS support Priority access to specialized support experts Designated service account management expert Periodic assessments and recommendations Monthly contract renewal and support history reporting Systems Maintenance Guidance Designated technical and field support teams ProSupport ProSupport Plus ProSupport One* for Data Center 24x7

24x7 24x7 Next Business Day or Mission Critical Next Business Day1 or Mission Critical Flexible Monthly or Quarterly Semiannual Optional Next Business Day option available only on applicable legacy Dell products. Availability and terms of Dell EMC Services vary by region and by product. For more information, contact your Dell EMC Channel Account Manager. *ProSupport One for Data Center is available for select accounts only.

1 4 Copyright 2018 Dell Inc. Attach 1 ProDeploy Enterprise Suite Feature Comparison Predeployment Deployment Postdeployment Single point of contact for project management Site readiness review Implementation planning Technology Service Manager (TSM) engagement for ProSupport Plus entitled devices Deployment service hours Onsite hardware installation* Packaging materials disposal Install and configure system software Project documentation with knowledge transfer Deployment verification Configuration data transfer to Dell EMC technical support 30-days of post-deployment configuration assistance Training credits for Dell EMC Education Services *Hardware installation not applicable on select software products 5 Copyright 2018 Dell Inc. Basic Deployment Attach ProDeploy ProDeploy Plus In-region

Business hours 24x7 24x7 Onsite 2 Steps to service delivery enablement Complement Dell EMC Services has simplified the steps to obtain Services Competencies, including streamlining the training, and putting in predictable measures to help partners maintain their

services delivery credentials. Our goal is to MAINTAIN TRAIN ENABLE measure and reward partners for the value delivered to customers and help increase Achievepartner minimum # of differentiation in Monitor performance via Review training path on certifications and markets served. Service Delivery Performa resources and pass enablement matrix Take training based on service type (deployment or support) 6 Copyright 2018 Dell Inc. certification exams Monitor certification achievements in Program Tracker nce Scorecard Achieve or exceed metric baselines to retain delivery enablement status Services delivery enablement matrix Client Converged Infrastructure/ Hyper Converged Infrastructure Data Protection Server & Networking Data Migration Available for co-delivery

VxBlock Series (3 paths) VxBlock RCM Upgrade VxBlock Data Protection VxBlock Residency Avamar Data Protection Central NetWorker CloudBoost Data Protection Search RecoverPoint Data Domain Data Protection Suite (DPS) RecoverPoint (RP4VM)** Data Protection Advisor Integrated DP Appliance* (IDPA) SourceOne Modular Infrastructure PowerEdge Server Campus Networking Data Center Networking AppSync Elastic Cloud Storage (ECS) Unity Entry-Level Storage VNX Isilon VPLEX PowerMax /VMAX Family

VxFlex OS (formerly ScaleIO) PS Series XtremeCache SC Series XtremIO DSSD Storage Resource Manager ViPR Controller Intelligent Data Mobility *DP: Data Protection **RP4VM: RecoverPoint for Virtual Machines Centera Cloud Tiering Appliance Disk Library for Mainframe 7 Deployment Complement Client Systems Atmos Storage 2 Support VxRail EOL EOL Refer to the Services Delivery Enablement Matrix for the most Winning together with Storage 3 Accelerate Increase revenue and value by including these services

Minimum Services to attach Partners without a storage Services Competency ProSupport for Enterprise ProDeploy for Enterprise Recommended Services to attach ProSupport Plus for Enterprise ProDeploy Plus for Enterprise Migration (IDM) Residency Optimize for Storage** Basic Deployment Migration (IDM) Residency Optimize for Storage** (Resell Dell EMC Services) Partners with a storage Services Competency* ProSupport for Enterprise Key Additional Services to attach (Suggested Dell EMC Services) These are general guidelines. Services attach recommendations will vary depending on the specific storage Services Competencies per product held by a partner company and their delivery capabilities. Services Competencies are earned at the product level. See the Service Delivery Enablement Matrix for more information.. *Please note that there are Services Competency requirements for each product in the Dell EMC storage portfolio. Partners with Services Competencies for Dell EMC storage products can choose to resell the suggested Dell EMC Services, provide their own services or complement our services with their services. **Optimize for Storage is available for Dell EMC Unity and SC Series products. 8 Copyright 2018 Dell Inc. Additional Dell EMC Service Offerings 3 Accelerate Overview Information

Intelligent Data Mobility Intelligent Data Mobility (IDM) is a migration service available across all Dell EMC Storage products. It uses a proven methodology utilizing a factory and blueprint approach to move data quickly and securely. IDM is at the heart of how Dell EMC is able to help customers achieve faster time to value, at a lower cost. 9 Copyright 2018 Dell Inc. Residency Services Residency Services provide technology experts to optimize configurations, processes and procedures, and share knowledge with IT staff. Residents help customers transition to new Dell EMC technologies and optimize data center operations. Optimize for Storage Optimize for Storage* provides indepth analysis and strategic guidance from a designated Enterprise System Analyst (ESA) to keep your customers Dell EMC storage systems optimized and configured for year-round peak performance. *Available for Dell EMC Unity and SC Series storage products. 3 Additional Dell EMC Service Offerings Accelerate Customer and Partner Benefits Intelligent Data Mobility Customer Benefits Customer Benefits Move data with minimal disruption, time and cost Increase staff expertise with knowledge sharing and best practices

Accelerate time to value on newly purchased equipment Accelerate technology adoption and maximize infrastructure capabilities Leverage the expertise and industryleading best practices of Dell EMC Optimize the operation and management of your data center Partner Benefits Faster migrations more time for additional sales opportunities Certified resources spend less time on each migration Utilize Dell EMC proven methodology, best practices and tools 10 Residency Services Copyright 2018 Dell Inc. Partner Benefits Additional support services to provide customers with a complete technology solution on their time table Utilize Dell EMC Services resources and expertise while your resources continue to focus on business growth Excellent opportunity to earn additional services rebates Optimize for Storage Customer Benefits Improve ROI and day-to-day operations Ongoing best practice advice, technical guidance and knowledge transfer, plus assistance with critical support issue A comprehensive planning session for the year ahead: addresses goals, strategies and expectations Partner Benefits Opportunity to provide customers with a valuable , long-term support service Ongoing and increased account value Improved customer-support-sales relationship services rebates Services sales and marketing resources Deployment

Support Product Services and Helpdesk Information Partner Incentive Information 11 Copyright 2018 Dell Inc. ProDeploy for Enterprise Collateral for ProDeploy for Enterprise Residency Collateral for Residency Services Deployment Services Delivery Enablement overview information Intelligent Data Mobility - Partner Sales Card ProSupport for Enterprise Collateral for ProSupport for Enterprise Optimize for Storage* Overview Presentation and FAQ Support Services Delivery Enablement overview information Dell EMC Unity Information Page and Reference Guide SC Series Information Page and Reference Guide The Services Partner Helpdesk (SPH) assists with all services program inquiries. Open a case via the Cases tab from Salesforce.com or via the webform Rebate overview Partner-facing rebate sales overview Incentives information scroll down to the tools and resources section/incentives to MDF and spiffs (i.e., MyRewards) Firefox or Google Chrome are best for viewing the links *Available for the Dell EMC Unity and SC Series products at this time. Additional Information Services offerings and incentive Overview Sales Card: Intelligent Data Mobility Customer Benefits At a Glance IDM Offerings 1 IDM Standard, low cost, fixed price, Accelerate time to value on newly purchased equipment Partner Benefits

Faster migrations more time for additional sales opportunities Certified resources spend less time on each migration Utilize Dell EMC proven methodology, best practices and tools 13 2 3 IDM Custom - Fully customizable migration leveraging optimized pricing with premium deliverable Copyright 2018 Dell Inc. Target Audience AVAILABILITY FOCUSED Leverage the expertise and industry-leading best practices of Dell EMC remotely delivered migration IDM Flex Enhanced offering that allows greater scale and blended delivery with optimized pricing REPEATABLE TAILORED Intelligent Data Mobility (IDM) is a migration service available across all Dell EMC Storage products. It uses a proven methodology utilizing a factory and blueprint approach to move data quickly and securely. IDM is at the heart of how Dell EMC is able to help customers achieve faster time to value, at a lower cost. Move data with minimal disruption, time and cost IDM Factory & Blueprint AUTOMATED Proven, standardized platform and

vendor-agnostic methodology Standardized blueprints tailor engagements to specific use cases and desired outcomes Transitioning to new Dell EMC storage products Refreshing Dell EMC storage products Leading technology and the industrys most extensive interoperability testing and validation engine Companies with limited resources and looking for affordable migration options Focus on continuous availability of applications and data Sales Card: Intelligent Data Mobility With the IDM portfolio you have several choices to meet your customers business requirements, unique needs, and priorities: Resell IDM, IDM Flex, or IDM Custom an earn lucrative rebates and accelerate customer time to value You can deliver your own services in conjunction with IDM Flex or IDM Custom Migration Services High End Storage Products VMAX3 Isilon Midrange Storage Unity SC Series SCv Series PS Series All Flash Storage

MD Series XtremIO Isilon All-Flash VMAX AllFlash Appliances VxRail IDM IDM Flex IDM Custom Recommended Available option Not Available Link to additional inf ormation Dell sales tools must be used to quote IDM on SC & SCv Series, PS Series and PV MD Series EMC sales tools must be used to quote IDM, IDM Flex & IDM Custom on: XtremIO, VMAX, VMAX AF, Unity, VxRail, Isilon, and VNX Copyright 2018 Dell Inc. *Dell products are not available with IDM Flex at this time. Contact the custom bid desk for any requests beyond the scope of the standard IDM offer. Sales Card: Residency Services At a Glance Residency Services provide technology experts to optimize configurations, processes and procedures, and share knowledge with IT staff. Residents help customers transition to new Dell EMC technologies and optimize data center operations. Types of Residency Services Transitional: Delivers postimplementation staffing to fill resource gaps and provides knowledge transfer related to new Dell EMC technology acquisitions Operational: Provides staffing for day-to-day operational management and administration of Dell EMC product and solutions

15 Copyright 2018 Dell Inc. Customer Benefits Increase staff expertise with knowledge sharing and best practices Accelerate technology adoption and maximize infrastructure capabilities Dell EMC Technologies Supported Storage Data Protection Advanced Software Virtualization and converged Key Features Optimize the operation and management of your data center Partner Benefits Additional support services to provide customers with a complete technology solution on their time table Utilize Dell EMC Services resources and expertise while your resources continue to focus on business growth Excellent opportunity to earn additional services rebates Experts Certified Dell EMC technical experts Backed by 27,000+ Dell EMC Services professionals Specialized experts across Dell EMC products and cloud, advanced software, and data protection Insights Access Dell EMC product engineering, IP, knowledge databases, and tools Benefit from Dell EMC use cases relevant to

your needs Extend IT staff performance with on-the-job knowledge sharing Target Audience Transitioning to a new Dell EMC technology Shortage of staff to properly maintain dayto-day operations Resource restraints and skill gaps Monitoring and reporting Networking Servers Ease Onsite and remote delivery options available globally Flexibility to adjust engagement timeframes to fit your budget Expert resources under your direction focus on your business priorities Sales Card: Optimize for Storage At a Glance Optimize for Storage* provides indepth analysis and strategic guidance from a designated Enterprise System Analyst (ESA) to keep your customers Dell EMC storage systems optimized and configured for year-round peak performance. Dell EMC Technologies Supported Dell EMC Unity and SC Series products Its like a personal coach for your storage system 16 Copyright 2018 Dell Inc. Customer Benefits Key Features

Improve ROI and day-to-day operations Ongoing best practice advice, technical guidance and knowledge transfer, plus assistance with critical support issue A comprehensive planning session for the year ahead, addresses goals, strategies and expectations Partner Benefits Opportunity to provide customers with a valuable , long-term support service Ongoing and increased account value Improved customer-support-sales relationship Target Audience IT teams or storage administrators challenged with managing dynamic and complex environments. Designated Enterprise Systems Analyst (ESA) Your customers coach and advisor Daily system monitoring The ESA keeps a daily watch on trends, risks, configuration, capacity and performance data Annual strategic planning meeting A comprehensive planning session for the year ahead, addresses goals, strategies and expectations Deep-dive performance evaluation An in-depth analysis of your storage environment with personalized guidance and recommendations (monthly or quarterly) Ongoing best practice advice, technical guidance and knowledge transfer, plus assistance with critical support issue Sell services to earn more through incentive programs MyRewards Services Program Overview Global* points-based rewards program Available to sales representatives

State-of-the-art rewards experience and platform Simple navigation and personalized content Simple, express claims process Thousands reward options and experiences Register for the MyRewards program Attach ProSupport and/or ProDeploy services options (including Plus) and to earn MyRewards points Redeem thousands of items and experiences from the MyRewards catalog MyRewards membership levels go from Level 1 to Top Achiever To learn more about MyRewards and other incentive programs, please visit the Incentives spiff page on the Dell EMC Partner Portal or the Dell EMC MyRewards Services guide. * Please discuss any global restrictions with your Dell EMC Services Sales Representative. 17 9 Copyright 2018 Dell Inc. Use MDF to grow your services pipeline MDF Recommended Activities Overview Sell Services to earn lucrative MDF dollars Re-invest MDF dollars into Services activities Work with your Channel Manager to review the best MDF ROI activities Track services activities in Vistex

Lunch and Learns: Supplement your organizations sales acumen with sponsored training sessions Events in a Box: Drive Services awareness for internal and customer events New Business and Growth Spiffs: Increase support sales on net new accounts and grow your deployment business* To learn more about MDF and other incentive programs, please visit the Incentives page on the Dell EMC Partner Portal. *Only Earned MDF can be used to fund spiffs. 18 10 Copyright 2018 Dell Inc. Earn rebates reselling Dell EMC Services The more you sell, the more you earn Services rebate opportunities Attach ProSupport or ProSupport Plus to any eligible Client, Server or Networking product to earn rebates based on total revenue.* Sell other eligible Dell EMC Services offerings, including Deployment, Consulting, Residency, Service Cards and more to earn rebates based on total services revenue.** Program highlights Earn Services Rebates starting at Dollar 1 No Services gates or targets Robust Services offerings complete customer solutions Upfront visibility into rebate estimates *Rebate payout percentages may vary in different regions. Please contact your account manager for more information. **Excludes EMC renewals. Please refer to the Dell EMC Partner Program Benefits and Requirements document in your region for additional information. 19 Copyright 2018 Dell Inc.

Recently Viewed Presentations

  • Electronic Health Records for Clinical Research

    Electronic Health Records for Clinical Research

    Outline Overview of the HL7 EHR Clinical Research Profile Certification Commission for Health Information Technology (CCHIT) & Clinical Research Status of EU- Clinical Research Functional Profile Mapping Normative Ballot Reconcilation * Global Participants: Bayer Boehringer Ingelheim Bristol Myers Squib Cerner...
  • PSECA Implementation Project: Deliverables and Timelines

    PSECA Implementation Project: Deliverables and Timelines

    More frank exchange of interest: e.g., PSAC first; WFA; building bridges in other small instances. We are not selling cars. Not a simple an exchange of interests - objective is to build trust, so they will respect your bottom lines....
  • Critically Appraising a Journal Article

    Critically Appraising a Journal Article

    One of the most effective means by which students and professionals keep up with current biomedical literature. ... It is believed that Sir William Osler established the first formal journal club at McGill University in Montreal in 1875, though Osler...
  • Main presentation title goes here.

    Main presentation title goes here.

    Respond to PGR Tracker . Check the PGR Portal. University news on SUSSED. Research group representation on the PGR staff-student liaison committee . Supervisory team. Informal PGR lunchtime training sessions. Graduate school team. Complaints and Appeals.
  • Mobility Special Interest Group Who we are? M

    Mobility Special Interest Group Who we are? M

    Member benefits. Access to new knowledge first. Influence future developments. Reduced risk and costs on new projects and on system maintenance = + + + + + + Can we insert some sort of ticks so it looks like we...
  • Animal Physiology 2 2010edit - Copley

    Animal Physiology 2 2010edit - Copley

    tropic hormones = target endocrine glands. 16. tropins (tropic hormones) stimulate growth in target organs/cells (tropic means nourishment) When the target organ is another gland, tropic hormones cause them to produce & release their own hormones.
  • Anomaly Detection Slides based on Chapter 10 of "Introduction ...

    Anomaly Detection Slides based on Chapter 10 of "Introduction ...

    Anomaly DetectionCarolina RuizDepartment of Computer ScienceWPI. Slides based on Chapter 10 of"Introduction to Data Mining"textbook by Tan, Steinbach, Kumar(all figures and some slides taken from this chapter)
  • Math Jeopardy - ednet.ns.ca

    Math Jeopardy - ednet.ns.ca

    Math Jeopardy Division Multiplication Subtraction Addition BEDMAS 100 100 100 100 100 200 200 200 200 200 400 400 400 400 400 600 600 600 600 600 800 800 800 800 800 100 points-BEDMAS BEDMAS is an "acronym" which is...