Dell Software. Introduction and Overview

Transcription

1 Transform Connect Inform Protect Dell Software Introduction and Overview

2 Dell leadership in software +$1.8B software revenue +6,000 team members 1,600 + software engineers 2,500 + software sales 2M user community members 90% of Global 1000 are Dell Software customers +1M customers EMA Radar Report Value Leader for Boomi Cloud Integration NSS Labs Highest overall protection Next-Gen Firewall Gartner 9 Magic Quadrants

3 Servers, storage and network Dell Software offerings Software is an important part of Dell solutions Client devices Services

4 Dell Software mission and purpose Empower and enable our customers to: Simplify IT management Mitigate risk Accelerate results In five key areas: 1 Data center and cloud management 2 Mobile workforce management 3 Information management 4 5 Data protection Security That align to our customer s top IT imperatives: Transform Connect Inform Protect

5 Every minute of every day Source: Qmee July 2013,

6 Technology trends forcing change Transform Connect Inform Protect Cloud challenge: managing an increasing number of workloads in and across clouds Mobility challenge: delivering secure and robust connectivity to any device on demand Big Data challenge: turning large volumes of diverse data into actionable insights Security challenge: protecting against ever evolving threats and vulnerabilities

7 Dell Software portfolio - What we offer Transform Data center and cloud management Cloud & virtualization management Performance monitoring Endpoint management Windows migration & management Connect Mobile workforce management Enterprise Mobility Management Endpoint & network security Desktop virtualization Secure remote access Inform Information management Database replication & backup BI and big data analytics Database development & mgmt. Application & data integration Security Network security & secure remote access Identity & access management security Endpoint security & management Data protection Backup & recovery Application & protection Virtual protection Disaster recovery & replication Protect

8 Tremendous value in how we offer our technology Appliances and as a Service offerings Install, configure and play (software only) Appliance-based for plug and play [ ] as a Service for connect and play Drive cost down and increase speed to value

9 Combine the value of Dell s technology to do more Stack together Chain together Separate individual offerings Bundled, packaged offerings Lightly integrated offerings Engineered as one solution Our own One source API linked Code level OEM d Promos Consoles Roadmap Partnered Licensing Wrap/face Support

10 Combine the value of Dell s technology to do more Example: Secure Mobility Secure, managed Mobile/Desktop Workspace (on client devices) + + Next-generation Firewall Identity and Access Management Part of Dell s comprehensive Mobility and Security solutions

11 Adding value to Dell servers, storage and network offerings Data protection Performance monitoring and optimization Network, mobile and security Managing Windows-related workloads Big Data and information management Dell Security Solution Combine select DSG offerings with Dell ESG offerings

12 Solutions for all customer sizes Small Medium Large G500 Transform Connect Inform Protect

13 Why Dell Software? Enterprise features to scale up or down Comprehensive and standards based Easy-to-use and manage; reliable and secure Flexible solutions, delivery and support Modular, scalable solutions with quickest time-to-value Expertise embedded in solution and delivery 13 Dell - Restricted - Confidential

14 Why sell Dell software? Market opportunity It s a HUGE market opportunity! Enterprise Mobility Management: $1.3 billion with forecasted growth to $9 billion by 2018 Data Protection: $5.23 billion market and growing at 11% annually Network Security: $7 billion+ market Windows: 65,000 Microsoft customers need management tools for Active Directory and Exchange 648 million Active Directory seats 453 million Exchange seats 147 million SharePoint seats Endpoint Systems Management: $7.2 billion and growing to $9.4 billion by 2017 It s a high margin, profitable business!

15 Dell Software Cloud technologies Transform Will be a focus for rest of FY15, offering customer choice Leverage the recent Enstratius acquisition/integration effort New versions of Cloud Manager Cloud partnership initiatives will broaden our reach/increase our scope in the cloud space DRaaS and IaaS are immediate opportunities for us to monetize Open, scalable solutions Specific advice & guidance Customer Choice Cloudagnostic approach Trusted services & support 15 Dell - Restricted - Confidential

16 Applications in a multi-cloud environment Transform Building cloud environments Enabling single & multi-cloud management Cloud management - Enstratius Delivering cloud services Open source solutions Converged solutions Advanced virtualization Governance & access controls Performance monitoring Application services Provisioning & management Public Cloud ecosystem Software as a service Community cloud (vertical compliance) Cloud infrastructure Cloud clients Managed private cloud On premises Dell cloud transformation services & consulting Off premises

17 What s driving application migrations Transform Legacy upgrade projects Cloud or hybrid transitions Non-Microsoft platform Consolidation project Win2003 EOL Exchange 2003 EOL Direct migrations from 2000/2003 not natively supported in Exchange 2013 Migrating to Office 365 (Exchange & SharePoint) or a hybrid scenario Requires a secure & proven solution to mitigate risk Standardize on Microsoft platforms Migration scenario not supported in native tools i.e. Lotus Notes Multiple Exchange or AD environments as a result of a merger/acquisition Requires true coexistence 17 Dell - Restricted - Confidential

18 More than just Win2003 Transform 1 Discover 2 Assess 3 Target 4 Migrate 18 Dell - Restricted - Confidential

19 Data center and cloud management Market opportunity Transform Sources: Microsoft SPC2011; analyst reports Microsoft SharePoint Market Analysis, , Radicati Group. 147MM SharePoint Server License are expected in 2014 by Radicati Group. 19 Dell - Restricted - Confidential

20 Data center and cloud management Exchange market opportunity Transform Year WW Number of Addressable Exchange mailboxes Dell Installed Base & Market Share M seats 18M seats (10%) M Seats 27M seats (14%) M Seats* 30M seats (9%) M Seats* 32M seats ** (8%) M Seats*** 38M seats (8.3%) Dell - Restricted - Confidential

21 Data center and cloud management Active Directory market opportunity 2010: Quest AD Market Share, 60M users 11% Addressable AD Market 543M users 2013: Quest AD Market Share, 115M users 20.5% Addressable AD Market Users 562M users Transform Year WW Number of addressable AD users Dell Installed Base & Market Share M seats 60 M seats (11%) M seats 71 M seats (12.7%) M seats 86 M seats (15.4%) M seats 115 M seats (20.5%) M seats 21 Dell - Restricted - Confidential

22 Data center and cloud management Partner value proposition: You + Dell Transform End-to-end solutions Deliver comprehensive and secure solutions that simplify every aspect of modern data center and cloud management. Marketing Development Funds Advance your trusted advisor status with certification programs which qualify under MDF Marketing activities Expand your area of expertise Align IT and line of business leaders to improve service predictability Drive professional consulting services on modern, scalable architectures Increase revenue with World Class training from Dell Software Partnership is key PartnerDirect Portal Deal registration Partner tiered discounts Campaigns/events in a box Campaign Builder 22 Dell - Restricted - Confidential

23 Dell Enterprise Mobility Management (EMM) Managing in a more mobile world Connect Your devices, your users, your mobile strategy Customers tell us they are increasingly looking to use a single vendor and management platform to support their PCs, Macs and mobile devices. EMM offerings and integration Endpoint management Dell Mobile Management Dell KACE K1000 as a Service Container management Dell Mobile Workspace Dell Desktop Workspace Complete, secure endpoint management Secure enterprise workspace on all devices Secure access to enterprise data Integrated console management 23 Dell - Restricted - Confidential

24 Dell KACE K Series Appliances Computer lifecycle management Connect KACE K2000 Deployment Appliance Recovery KACE K1000 Management Appliance Discovery & inventory Centralized deployment library Asset management User state migration Software distribution Network OS install Remote control OS imaging Service desk Configuration management Power management Available as physical or virtual appliances Security & patching 24 Dell - Restricted - Confidential

25 Revenue ($B) Mobile workforce management Market opportunity ESM Market Size by Category Endpoint systems management is large and growing across all categories 12 Connect IT Service Desk and Help Desk Configuration Management Asset Management CAGR % 6% 11% Source: Gartner - Forecast: Enterprise Software Markets, Worldwide, , 1Q13 Update 5% 25 Dell - Restricted - Confidential

26 Dell Enterprise Mobility Management Market opportunity Connect 26 Dell - Restricted - Confidential

27 Mobile workforce management Partner value proposition: You + Dell Connect End-to-end solutions Differentiate by offering a flexible end-toend solution for Mobility/BYOD: Mobile Devices/End-points Mobile Device Management Mobile Access and Networking Mobile Security Application Modernization Marketing Development Funds Advance your trusted advisor status with certification programs which qualify under MDF Marketing activities Expand your area of expertise Range of support for device types and OS for Mobile Device Management Depth and breadth of end to end security offerings secure what users connect TO, THROUGH and WITH Strategic partnerships and alliances with Citrix, VMware, Microsoft and others Partnership is key PartnerDirect Portal Deal registration Partner AdvantEdge Partner tiered discounts Campaigns/Events in a box Campaign Builder 27 Dell - Restricted - Confidential

28 The key components of a Big Data solution Integrate Manage Analyze Analytics+ - new StatSoft acquisition + Dell s Storage Management Hardware & Services Inform We are the #1 Independent Database Tools Provider Boomi - leader in Gartner MQ + Toad +Boomi + Kitenga Example of Dell s unique value: Individual software offerings Software solution chains Stack together with Dell all-up StatSoft 28 Dell - Restricted - Confidential

29 Cloud and on-premises data management Inform

30 Information management Partner value proposition: You +Dell Inform End-to-end solutions No matter what technology platforms you re using, Dell Information Management Solutions make it easy to access, provision, analyze, and share data from nearly any source, so you can rapidly generate deep business insights from big data. Marketing Development Funds Advance your trusted advisor status with certification programs which qualify under MDF Marketing activities Expand your area of expertise Access to data using tools that give customers insights to help drive decisions they shouldn t need to hire a PhD to do this. They can do this with flexible Data Warehouse platforms that can easily access data and applications Partnership is key PartnerDirect Portal Deal registration Partner tiered discounts Campaigns/Events in a box Campaign Builder 30 Dell - Restricted - Confidential

31 Securing a more cloud, more mobile world Software plays key roles in the Dell Security solution Protect Network Deep protection and control without impacting network performance Next Gen Firewall Secure Mobile Access Security Dell SonicWALL User Identity and access mgmt for the real world Identity Governance Privileged Management Access Management Compliance and IT Governance Dell Quest One Identity Solutions Data and endpoints Protect data wherever it goes Encryption Configuration and Patch Management Secure Cloud Client Protected Workspace Dell Data Protection Encryption, Dell KACE Services Protect, predict and respond to threats Incident Response Managed Security Services Security and Risk consultation Threat Intelligence Dell SecureWorks

32 Dell Security: leadership, scale & recognition Protect 60B+ security events analyzed daily 2m devices WW reporting on 40m users Dell Identity and Access Management Detects 3B security events of interest daily Dell SecureWorks $14 trillion in assets protected daily 110m managed identities 3,000 security incidents escalated daily Over 18 trillion applications controlled Dell SonicWALL Data encrypted and protected on 7m devices Dell Data Protection Encryption 15,000 malicious events analyzed daily 2,000+ security professionals worldwide Validated by the industry #1 ranked company in Security 500 NSS Labs Recommended Firewall & IPS 3 years in row Overall Leader in Access Governance, Kuppinger Cole Best Security Service, Cloud Security, Compliance, Info Security Products Guide Recommended by SC Magazine Major Player, Security, IDC 6 Gartner Magic Quadrants 32 Dell - Restricted - Confidential

33 Matching Backup to Your Business Reducing application recovery times Protect Backup in minutes, restore in minutes Application-aware solutions for physical, virtual, and cloud environments Backup, restore, and disaster recovery in one solution Optimize storage capacity and utilization plus better together Our new data protection solution AppAssure, NetVault & DR/DL Appliances reduce complexity, decrease costs, and speed up backup/recovery 33 Dell - Restricted - Confidential

34 Identity & access management for the real world Identity Governance Complete, business-driven governance Access governance Data governance Privileged account governance Business-enabled access request and fulfillment Attestation or recertification Role engineering Automated enterprise provisioning Identity unification and process orchestration Access Management Convenient, secure and compliant access Web access management Single sign-on and federation Strong authentication Directory and identity consolidation, migration and management Password management Privileged Management Understand and control administrator activity Protect Dell One Identity Enterprise privilege safe Least-privilege access Active Directory bridge Session management and keystroke logging Enforce separation of duties (SoD) 34 Dell - Restricted - Confidential

35 Security Market opportunity Firewall market- good news Dell is in the Top 7 list of vendors that will be relevant in 2014 (behind Cisco, CheckPoint, Juniper, Fortinet, PAN, McAfee) PAN and Fortinet are both nipping at Junipers heels for revenue share. Both posted massive YoY growth Dell is followed by WatchGuard and HP of these 3, we believe that Dell has the best potential for share gain over the next 2 years as they wrap up the integration and training cycle with Dell and start really maximizing opportunities in large Dell accounts, particularly big data center accounts. SSL VPN gateway market- opportunity SSL VPN is nearing the bottom of the current slide although the market is expected to lose another -4.8% in CY14 there continues to be confusion as they look to rationalize traditional remote access and the massive influx of mobile devices (smartphones and tablets) entering their network, and they re delaying spending or looking at solutions that integrate SSL VPN with other functions Cut the forecasted CAGR to -1% for CY13-CY18 Protect Source: Infonetics 1Q14 Market Report 35 Dell - Restricted - Confidential

36 Security Market opportunity Protect Dell Segments CY 13 Actual Forecasted CY 14 Growth Dell Market Share CY 13 CAGR ($) Firewall Appliances $3.2b 11.3% 6.7% (#6 in $, #2 in units) 5.0% GAGR SSL VP Gateways $389m -9.6% 4.7% (#6) -1% CAGR Messaging Gateways (aka Security) $3.3b 6% 0.6% 6% GACR Big opportunity- traditional SSL VPN is in decline, the next-generation of SMA solves mobility problems (aka SMA + EMM) 36 Dell - Restricted - Confidential

37 Security Market opportunity Protect 37 Dell - Restricted - Confidential

38 Data protection Industry trends Protect 38 Dell - Restricted - Confidential

39 Data protection Market opportunity Protect 39 Dell - Restricted - Confidential

40 Data protection and Security Partner value proposition: You + Dell Protect End-to-end solutions Network User Endpoint Applications And more Expand your area of expertise Grow your footprint helping customers address security both inside and outside of the network perimeter Drive professional security consulting services Marketing Development Funds Advance your trusted advisor status with certification programs which qualify under MDF Marketing activities Partnership is key PartnerDirect Portal Deal registration Partner AdvantEdge Partner tiered discounts Campaigns/Events in a box Campaign Builder 40 Dell - Restricted - Confidential

41 PartnerDirect program 41 Software Software

42 PartnerDirect program structure: Now including software Premier Partner Advanced Competency or 2+ Competencies, Elective Solution Courses + Premier Revenue Target + **Required Headcount Depth of Breadth of Competencies Technical Skills (HW/SW, multi-hw or multi-sw) Advanced Competency Preferred Partner Registered Partner Multiple Competencies 1+ Competency, Preferred Revenue Target + **Required Headcount Server Networking Storage Security Cloud Services & Solutions Desktop Virtualization Solutions Data Protection Systems Management Information Management Service Provider Program **2 Sales & 2 Technical Headcount per Competency at Preferred and 4 & 4 at Premier Confidential Dell - Internal Use - Confidential

43 Our commitment to partners Simple program & engagement model Full end-to-end solutions Comprehensive sales enablement 43 Dell - Internal Use - Confidential

44 Simple program & engagement model PartnerDirect program structure Increasing depth and breadth of competencies Premier Partner Preferred Partner Registered Partner Maturity of relationship with Dell 44 Dell - Internal Use - Confidential

45 One place for end-to-end solutions Addressing technology trends that impact the full IT spectrum Comprehensive portfolio built with the industry s most innovative IP Optimized enterprise Business-class connected solutions Flexible, next-gen services Value-added software Servers Tablets Proactive support Data center/cloud Storage Laptops Consulting/deployment Data protection Networking Desktops App/cloud/managed Information mgmt Applications/workloads Workstations BPO Mobile workforce mgmt Data center solutions Printers Security Security Engineered to work better together and work with what you already have 45 Dell - Internal Use - Confidential

46 Comprehensive sales enablement A complete toolkit designed to support partner success Streamlined Deal Registration Ongoing Training Hardware, software & solutions Events Reliable Communication Partner selfserve Portal Weekly newsletters Support Dedicated Dell Sales resources Concierge service 46 Dell - Internal Use - Confidential

47 FY15 enhancements to channel collaboration 1 Predictable engagement model 1 team Channel-led approach for targeted accounts Simplified go-tomarket model 2 Account team compensation accelerators* 20% premium to core sales teams 3 Expanded partner incentives 5x larger equipment demo pool 4x more partner sales rep incentives 47 Dell - Internal Use - Confidential *North America only

48 Benefiting every day from our strategy ~165K Channel partners globally* 9 new channel industry awards in Q1 1/3 Channel represents 1/3 of Dell s Global commercial business 1 2-3X market growth* * All figures stated as of Q4FY14 1 including SonicWall, Dell Annual Dell - Wyse Analyst Internal and Quest Conference Use - legacy Confidential acquisition revenue, Q4Y #DAAC

49 Survey says... 63% of partners said it is important/very important to offer customers network and mobile security as well as IAM from a single vendor only 7% said it was not. 72% of partners ranked training by vendors as 1 of the 3 most important elements in creating a successful partner program in security. 82% of partners ranked profitability as 1 of the 3 most important elements in creating a successful partner program in security. 49 Confidential Dell - Internal Use - Confidential 49

50 Dell Software competency overview 50 Software Software

51 Why get certified with Dell? Grow business 4X faster Early in adoption curve Better go-to-market status Choice and flexibility Close rate increases Key benefits Key Benefits: Higher discounts off list on Enterprise products, Extended deal registration and line of business registration Premier Partners earn rebates. Rewards for training, sales and more in Partner AdvantEdge. Field Marketing resources for lead generation, events and to use as a virtual marketing team. Concierge-level, white glove support from the Certified Partner Resource Desk Free or low-cost, high value online and instructor-led training 51 Software

52 EA Benefits CERTIFICATION of certification BENEFITS by partnership level Dell Registered partners Dell Preferred partners Dell Premier partners Benefits include: One-stop online ordering and account management through the Partner Portal Potential rewards from Dell based on qualified purchases Flexible Partner and customer financing programs Easy deal registration options with up to 10 concurrent registered deals Access to pre-configured, customer-ready solutions (Business-Ready Configurations) High-value, low-cost training Pre- and post-sale Customer Care support Product information, collateral and much more all available through the Partner Portal Access to Dell co-marketing materials Access to Dell product image library Benefits include: Dell Registered partner benefits, plus: Deal Registration: 120-day registration approval period, and up to 50 concurrent registered deals. Eligibility for PartnerDirect Rewards Center enablement program Potential access to Dell-generated leads 45-day payment terms (subject to credit approval) Assigned Channel Account Manager (CAM) or an Inside Sales Team Certified Partner Resource Desk access Evaluation and NFR key access Access to field marketing team support Access to Campaign Builder and Online Publisher Find a Partner listing on Dell.com Access to Dell Employee Purchase Program Benefits include: Dell Preferred partner benefits, plus: Rebates on Dell enterprise products: 2% rebate on revenue in certified areas (U.S. Partner only) Product Incentive Program access (rewards vary by product group) Deal Registration: 180-day registration approval period, and unlimited concurrent registered deals. Assigned Channel Account Manager (CAM) Case study collaboration Evaluation and NFR key access Market development funds for demand gen activities Access to field marketing team support (higher priority) Access to Dell Solutions Centers Invitation to select Dell corporate events 52 Software

53 Dell Software competencies and tracks Security Network Security Identity and Access Management Data Protection Systems Management Client Management Windows Server Management Performance Monitoring Virtualization and Cloud Information Management Database Management 53 Software

54 Recent enhancements Security Network Security Identity and Access Management Expanded technical presales course, to better prepare partners to technically position and sell SonicWALL firewalls Released Advanced Competency in Network Security, to offer partners additional ways to advance in the Program Adjusted requirements of Identity and Access Management, to make it easier for security partners to move into new lines of business 54 Software

55 Network Security competency Sept 2014 What s new? Updated Dell SonicWALL Technical Training course Completely rewritten, technically richer module on Firewalls Advanced competency in Network Security released Network Security competency Sales (2/4 individuals, ~2 hr) Required Courses: Security Competency Overview - SECC0913WBTS Dell SonicWALL Sales Training - DSW0512WBTS Technical (2/4 individuals, ~3.5 hr) Required Courses: Security Competency Overview - SECC0913WBTS Dell SonicWALL Technical Training - DSWT0512WBTT Sales (4 individuals, ~1 hr) Required Courses: Dell SonicWALL Advanced Sales Training - ASWA0914WBTS Network Security advanced competency Technical (4 individuals, ~ 2-3 days) Required Courses: Network Security Basic Administrator Training (CSSA Certification) - ASWN0914ILTT OR Secure Remote Access Basic Administration Training (CSSA certification) - ASWS0914ILTT 55 Software

56 Network security competency rules regarding CSSA/CSSP certifications Partners who have been granted technical presales equivalency for CSSA within the program before September 1, 2014: Will not be required to take any new training/exams Will be given credit toward the advanced competency if they want to pursue it After September 1, 2014, partners who present CSSA certification: Will be given credit for fulfilling advanced competency requirement Will be required to complete base competency technical training requirements CSSP is not a requirement of the program Confidential Software

57 Identity and Access Management Sept 2014 What s new? Technical presales training requirements: reduced from 8 hours to 4 hours less required training on Dell One Identity Manager. Identity and Access Management competency Sales (2/4 individuals, ~2 hr) Required Courses: Security Competency Overview - SECC0913WBTS Identity and Access Management Sales Training - IAM0913WBTS Technical - (2/4 individuals, ~3.5 4 hr) Required Courses: Security Competency Overview - SECC0913WBTS Dell One Identity Manager Value Proposition DIMV0814WBTT Total Privileged Access Management Value Proposition - TTPAV0913WBTTmin) Software

58 Identity and Access Management Jan 2015 What s new? Advanced competency in Identity and Access Management Identity and Access Management competency Sales (2/4 individuals, ~2 hr) Required Courses: Security Competency Overview - SECC0913WBTS Identity and Access Management Sales Training - IAM0913WBTS Technical - (2/4 individuals, ~3.5 4 hr) Required Courses: Security Competency Overview - SECC0913WBTS Dell One Identity Manager Value Proposition DIMV0814WBTT Total Privileged Access Management Value Proposition - TTPAV0913WBTTmin) Identity and Access Management advanced competency Sales (4 individuals, ~2 hr) Dell One Identity Manager Value Proposition DIMV0814WBTT Technical (4 individuals, TBD) Dell One Identity Manager Overview and Architecture DIMA0814WBTT Privileged Account Governance - TBD TPAM Appliance Administration TBD Cloud Access Manager TBD Software

59 H2FY15 Dell Software Promotions Security Dell SonicWALL Instant Rebate on TZ Series Purchase a TZ appliance between now and October 31, 2014, and get an instant rebate of up to $155 on each appliance Dell SonicWALL Volume Incentive Rebate Premier & Preferred Security partners receive up to 4% rebate on Total Purchases during Dell fiscal quarter Networking Attach Network Security Program Earn an additional 10% discount on Dell SonicWALL security solutions when you add a new security opportunity to any networking deal Data Protection Data Protection Storage Attach Program valid until 10/31/14 Additional 15% discount on Data Protection Deals with storage attach Earn a $50 gift card for completing end user demos with storage attach deals Earn $500 gift card when closing new data protection opportunity with a storage solution that s sold to the same end user in quarter DR/DL Appliance Promotion offer valid until 10/31/2014 Offer customers 30% off a DL/DR upgrade from competitive backup appliances, or 30% off Dell DR for existing NetVault customers Additional 15% off the DL1000 offer valid until 1/31/2015 for all partners (Registered/Certified) Additional 15% off the DR6000 and/or DR2000v offer valid until 1/31/2015 for all partners (Registered/Certified) Partners receive 15% off the DR6000 and DR2000v both purchases must be on same order $500 for closing Data Protection business $200 for qualified meetings $25 for completing certain Data Protection sales/technical courses Systems Management Dell KACE Incentive Program Premier & Preferred partners earn $100 gift card when closing an opportunity with a new KACE customer effective through Oct. 31, 2014 Partner AdvantEdge for DSG Dell SonicWALL Partner AdvantEdge Incentives $10 Approved Deal SonicWALL Deal Registration SPIFF $50 Sales Certification Competency SPIFF $50 Technical Certification Competency SPIFF Close Dell SonicWALL Business & Earn: Earn up to 5,000 points per Dell SonicWALL Security Appliance sold Dell Data Protection Q3 Partner AdvantEdge Incentives 175 points - Sales Security Certification Competency 350 points - Technical Security Certification Competency Double points for completing certain data protection courses Register a new Dell Data Protection Deal Registration, submit claim, and once approved you will receive 70 points* (Limited to the first 20 submitted approved deal registrations per participant). Dell KACE Partner AdvantEdge Incentives $50 Sales Certification Competency SPIFF $50 Technical Certification Competency SPIFF Close Dell KACE Business & Earn: Earn up to 6,300 points per Dell KACE Systems Management Appliance sold Confidential Software

60 Key takeaways and next steps Key Takeaways Partners will continue to have choice, flexibility and simplicity whether selling hardware, software or a combination of both Next Steps If you haven t already, please join PartnerDirect at dell.com/partner/join Learn more about Dell Software and PartnerDirect dell.com/partner/enhancedprogram Learn more about all Dell Competencies: dell.com/partner/competencies Resources PartnerDirect Portal dell.com/partner Competency Overview Brochure dell.com/partner/brochure PartnerDirect Questions Contact the Certified Partner Resource Desk Certified_PRD@dell.com 60 Software

61 61 Dell - Restricted - Confidential

62 Windows Migration & Management We want IT organizations to get recognized for the right reasons Transform ZeroIMPACT Migrations Compliance and IT Governance Administration and Recovery Development and 4 Customization Dell makes Microsoft platforms so reliable, automated and secure that only the results are visible. Increase IT efficiency & shift resources to innovation Control risk everywhere, from migration to operations to compliance Keep pace with the changing needs of the business by supporting the latest technology innovations Maintain the availability and performance of Microsoft platforms and meet SLAs Extend your infrastructure to meet business demands 62 Dell - Restricted - Confidential

63 Success and leadership 50+ Million Mailboxes migrated to Microsoft Exchange 65+ Million Active Directory accounts migrated Transform 2 Time Microsoft ISV Partner of the Year 100 s of TB Data migrated to SharePoint 115+ Million Active Directory accounts under management 35+ Million Exchange Mailboxes under management 63 Dell - Restricted - Confidential

64 Foglight Performance Monitoring Transform Application-Centric Enterprise Performance Monitoring Maximize team collaboration based on a common platform and single version of the truth Application Performance Monitoring Most integrated customer and transaction-centric APM Database Performance Monitoring Deepest DB monitor and workload analysis for multiple platforms Infrastructure Performance Monitoring Virtualization Enterprise virtualization management with analytics, advice and intelligent automation Storage Deepest storage monitor with analytics for virtual and physical environments 64 Dell - Restricted - Confidential

65 Uniquely Extensible Monitoring Platform Modular capabilities enable maximum team collaboration based on a common platform and a single version of the truth Enterprise Performance Monitoring Central IT/NOC Teams Transform Runtime topology IT ops analytics IT exec dashboards Service level monitoring Centralized admin APM Application support teams DB Performance Database admins Infrastructure Performance Infrastructure admins Java/.NET monitoring DB infra monitoring Transaction monitoring Virtual infra mgmt User experience monitoring Storage monitoring DB infra monitoring Virtual infra mgmt DB workload analysis Storage monitoring DB diagnostics Storage monitoring DB infra monitoring Virtual infra mgmt Operating System Monitoring Microsoft Exchange monitoring Transaction monitoring Cloud Monitoring Active Directory monitoring

66 A year in review and a look ahead FY 14 FY 15 Realigned sales in 8 key companies Created end to end message Combined crossproduct dev Integrated systems, tools and processes Invested more in one channel Aligned business groups and tech Enabled sales for broader needs Capitalize on gains from FY14 Do more with more of Dell s customers Expand channel sales abilities Stay focused on customer priorities Integrate and leverage acquired IP 66