Internal Use - Confidential
AGENDA
Ore 10,00 Welcome coffee
Ore 10,30 La nuova DellEMC e il modello Go To Market - Dell
Ore 11,00 Le soluzioni Dell Financial Service - Dell, Rita Maserati
Ore 11,45 Le soluzioni VMware per l’iperconvergenza - WMware, Gianpietro Pevarella
Ore 12,15 Il portafoglio Server, Storage e Networking - Dell, Vittorio Conti
Ore 13,00 Pranzo a buffet
GENNAIO
23Il presente è la nuova DellEMC,il futuro è la Iperconvergenza
Internal Use - Confidential
Internal Use - Confidential
Dell Technologies is a
unique family of
businesses that provides
the essential infrastructure
for organizations to build
their digital future,
transform IT and protect
their most important asset,
information.
Dell Technologies consists
of 7 brands:
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Strategically Aligned
Businesses
Client Solutions
Group
Dell Technologies
Infrastructure
Solutions GroupGlobal Services
Dell Inc.
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The world’s largest
privately controlled
technology company
in numbers:
$76B revenue
Serving 98% Fortune 500
140,000 team members
30,000 full time customer services &
support team members
180 countries
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© Dell Copyright 2016. Confidential Internal Integration. All Rights Reserved.
Recognized as a market
leader by Gartner in 20
Gartner MQs
#1CI
#1STORAGE
#1DC AUTOMATION
#1PCs
#1CLOUD
#1VIRTUALIZATION
According to IDC…#1
SERVER
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of Dell & EMC partners see
the merger as positive or
neutral to their business
of partners expect to
spend more with the
combined company
97% 50%
Our partners
are all in!
According to IDC...
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• Flexible end-to-end solution strategy
• Partner enablement and capabilities
• Partner profitability
Globally delivering stability and opportunity
2008 Channel
< 15%
Dell Revenue
2015 Channel
> 40%
Dell Revenue
Partner Result 3X-4X
Market Growth
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Why Dell?
The ONLY End to End Company
Unprecedented portfolio of Solutions
Clear and credible strategy
Go To Market Channel Focused
Passionate and competent Team
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AGENDA DELL FINANCIAL SERVICE (DFS)
TECHDATA & DFS
LE NOSTRE PROMOZIONI
Il NOSTRO TOOL
IL NOSTRO TEAM
CONTATTI
Internal Use - Confidential
DELL BANK (DELL TECHNOLOGIES & VMWARE)
Internal Use - Confidential
TechData & Dell Financial Services
SEMPLICITA’ E VELOCITA’
• I contratti vengono gestiti con spedizione via mail (non serve l’originale)
• Persone dedicate nel team TD Finance
PARTNERSHIP a 360°
• DFS finanzia/loca tutti i prodotti IT (HW, SW e servizi)
• LOCAZIONE/LOCAZIONE FINANZIARIA/PAGAMENTO RATEALE
CONVENIENZA ECONOMICA
• Promo a tasso zero e Locazione (somma canoni minore prezzo di vendita)
• L’assicurazione quando e’ inclusa e’ senza franchigia
• Doppia Delega con Distributore
•
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IL NOSTRO TOOL: FINANCING CONNECTUn’interfaccia intuitiva e moderna
1. Inserisci ammontare e tipo di locazione
2. Usa i cursori per scegliere durata e periodicità
3. Seleziona gli asset ed indica l’ammontare
Internal Use - Confidential
IL NOSTRO TOOL: FINANCING CONNECTUn credit check semplice ed automatico
1. Identifica il cliente
2. Lancia la ricerca
70% decisioni automaticheRisposta entro 30 secondi70% Approval Ratio
Internal Use - Confidential
IL NOSTRO TOOL: FINANCING CONNECTStampa del contratto in automatico
1. Completa la richiesta inserendo il numero di telefono del cliente
2. Stampa i documenti del contratto
Internal Use - Confidential
IL NOSTRO TEAM
Rita Maserati Country Manager
Luca Dorsaneo Account
Executive
Roberto Moratelli Account
Executive
Mirella Longoni Internal Sales
Silvia Dal Lago Internal Sales
Roberta Riboldi Sales Support
Gabriella Scannadinari
Sales Support
Michela Bercellesi
Operations Team Leader
Ivan Ionfrida Emanuela RoccaAmal Lyamini
(maternity leave)
SALES
OPERATIONS
o RITA:
+39 335 5437327
o MIRELLA
+39 02 69430289
o EMANUELA ROCCA
+39 02 57782687
La trasformazione digitale con Vmware e Dell Emc
Gianpietro Pevarella
Regional Alliance Manager
Nicola Norcia
Business Development Manager
Internal Use - Confidential CONFIDENTIAL 26
Only 20% of businesses areleading in Digital Transformation
14%Digital Transformer
(Managed)
8%Digital Disruptor
(Optimized)
32%Digital Player(Repeatable)
32%Digital Explorer(Opportunistic)
14%Digital Resister
(Ad Hoc)
Leaders
Laggards
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29 Million
State of the Cloud 2006
27
Traditional IT Public CloudPrivate Cloud Total Global IT Workloads
98% 0% 2%
25% 50% 75%
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Public CloudPrivate Cloud
28
160 Million
25% 50% 75%
73% 12% 15%
State of the Cloud 2016
Total Global IT WorkloadsTraditional IT
Internal Use - Confidential 29
State of the Cloud 2030
25% 50% 75%
Total Global IT Workloads
30%50%
Traditional IT Public CloudPrivate Cloud
20% 52%19% 29%
255 Million596 Million
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Enabling A new investment cycle
TIME2000 2030
IT I
NVESTM
EN
T $
PLATFORM 2TRADITIONAL APPLICATIONS
PLATFORM 3CLOUD NATIVE APPLICATIONS
“Optimize” ModeIT Transformation
“Invest” ModeDigital Transformation
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What’s Your Strategy InAn All-Digital World?
31
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+ i tuoi
Public Cloudil tuo
Private Cloud
Rendi il tuo private cloud
semplice e pronto
all’innovazione.
Rendi i tuoi public cloud
enterprise-class.
VMware Cross-Cloud Architecture
Libertà e controllo con l’architettura hybrid cloud
più complete ed efficace
La nostra visione: eseguire, gestire, collegare, e rendere sicure le applicazioni tra diversi Cloud
32
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Offrire automazione e gestione scalabili
Proteggere il data center in modo completo
Supportare qualsiasi applicazione, ovunque
Principali problematiche dei clienti
DOCUMENTO RISERVATO 33
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VMware Cloud Foundation™
vRealize Cloud Management
Internal Use - Confidential
Gli utenti vogliono poter usare qualsiasi app su qualsiasi dispositivo
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Un solo prodotto per tutto il parco mobile
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Una soluzione completa
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Dispositivi differenti,
un'unica esperienza
Branding su misura
Primo SSO mobile a
singolo tocco del settore
Copertura completa
delle app
Accesso sicuro
•••••••••
system.acme.com
Password
Inserisci la password.
ACCEDI
•••••••••
Accesso self-service
DATI CONFIDENZIALI 38
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App mobili sviluppate
internamente
App mobili cloud native
App SaaS
App web interne
App Windows modern
App Windows legacy
Computer fissi con
gestione virtualizzata
Accesso self-service
DATI CONFIDENZIALI 39
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Architettura dell'infrastruttura iperconvergente
41
SOFTWARE IPERCONVERGENTE
Elaborazione, storage e rete
Stack software perfettamente
integrato
HARDWARE STANDARD DI SETTORE
Convergenza dello storage fisico su
hardware x86
Approccio modulare
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VMware Virtual SAN
44
Hypervisor-Converged Storage estremamente semplice per le VM
• Software-Defined Storage ottimizzato per le VM
• Integrazione nell'hypervisor
• Esecuzione su server x86 standard
• Raggruppamento in pool di dischi rigidi/a stato
solido in un datastore condiviso
• Prestazioni e scalabilità di livello enterprise
• Gestione tramite policy di storage per le
singole VM
• Integrazione profonda con lo stack VMware
Panoramica
Datastore Virtual SAN
…
vSphere + Virtual SAN
VM VM VMVM VM VM
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Virtual SAN semplifica e automatizza la gestione dello storage
45
Livelli di servizio dello storage assegnati a ogni VM da un singolo datastore con autoregolazione
Storage Policy-Based Management
Datastore condiviso Virtual SAN
vSphere + Virtual SAN
SLA
Il software automatizza il controllo dei livelli di servizio
LUN/volumi non più necessari
Policy impostate in base alle esigenze applicative
Capacità
Prestazioni
Disponibilità
Policy di storage per singola VM
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Virtual SAN fornisce scalabilità di livello enterprise
46
Oltre
6 MLNIOPS
6.400VM
8,8Petabyte
Scalabilità massima per il cluster Virtual SAN
64Host
"Mi interessano l'efficienza, il risparmio
e la possibilità di espandere
l'infrastruttura rapidamente in base
alle necessità. Virtual SAN risponde
a ciascuna di queste esigenze.
Per The Doe Fund è lo storage perfetto".
- Ryan Hoenle
Director of IT, The DOE Fund, Inc.
Note: dati basati sul benchmark IOMeter sulle letture al 100%
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Abbattimento dei costi con l'ottimizzazione dello spazio
Erasure coding (RAID 5/6)• Aumento prevedibile del 50-100% della capacità di storage effettiva
mantenendo gli stessi livelli di protezione
• Indipendenza del carico di lavoro e del dataset
• Protezione a parità singola o doppia (tolleranza a 1 o 2 guasti)
47
Le funzioni di ottimizzazione dello spazio interagiscono per ridurre l’impronta dei dati fino a 10 volte
Riduzione dello spazio occupato fino
a sette volte con deduplica e
compressione
7x
Aumento della capacità
di storage utilizzabile
per FTT = 2
100% OAumento della capacità
di storage utilizzabile
per FTT = 1
50%
* La riduzione effettiva di storage ottenuta grazie alla deduplicazione e alla compressione varia
a seconda del carico di lavoro e della configurazione.
Deduplica e compressione• Basate su software
• Impatto minimo sulle risorse CPU (< 5%) e di memoria per non compromettere i livelli elevati di prestazioni delle VM
• Efficienza ottimale: dimensioni dei blocchi 4K a elevata granularità
• Vantaggi continui in caso di crescita dei dati e aggiunta di VM
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È ora di passare all'infrastruttura HCI: vantaggi straordinari per i clienti
48
SEMPLICITÀ
PRESTAZIONI
SCALABILITÀ
COSTI INFERIORI$
"Virtual SAN consente di approntare uno chassis in poche ore"
"Prima per elaborare le nostre query ERP erano necessari 15 minuti, ora è questione di secondi"
"Abbiamo ottenuto la scalabilità orizzontale aggiungendo 2 host al cluster e quella verticale raddoppiando i dischi fino a un totale di 74 TB"
"Virtual SAN è una soluzione più economica rispetto alla SAN tradizionale, richiede meno spazio su rack nel data center e comporta costi minoridi alimentazione e raffreddamento. Abbiamo risparmiato 400.000 dollari scegliendo di passare a Virtual SAN piuttosto che aggiornarel'ambiente esistente".
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Continua l’eccezionale ritmo di adozioneLa crescita più rapida dopo ESX
VSAN Customer Adoption
Q1'14 Q2'14 Q3'14 Q4'14 Q1'15 Q2'15 Q3'15 Q4'15 Q1'16 Q2'16
400
Aziende Fortune 1000 (US)
109
Paesi con presenza vSAN
Industry Verticals
100%
200% YoY bookings growth
5,000+ Customers
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Costi ROBO più bassi con Direct Connect a 2 nodi
Vantaggi (esclusivi di Virtual SAN)
• Risparmio elevato per ciascun sito ROBO eliminando la necessità di router/switch tra 2 nodi
Risparmi significativi per i clienti che hanno più siti remoti
Panoramica
• Eliminazione dei costi di router/switch tramite il collegamento diretto di due nodi con cavi crossover
• Supporto di due cavi crossover tra i 2 nodi per offrire una più elevata disponibilità
• Separa il traffico dei dati di Virtual SAN dal traffico tra le VM witness
DOCUMENTO RISERVATO 50
testimone
Cavi crossover vmknic2 - Traffico Virtual SAN
vmknic0 - Gestionevmknic1 - Traffico witness
Virtual SAN 6.5 introduce inoltre Virtual SAN ADV per ROBO in pacchetti di 25 VM in modo che i clienti
possano avvalersi di deduplica e della compressione all-flash anche in ambienti ROBO
Internal Use - Confidential
VMware Cloud Foundation™
A Fully Integrated Platform – Making Private Cloud Easy
Management and Automation
Automated Lifecycle Manager
NetworkCompute Storage
52
Costruiamo e gestiamo il Private Cloud con le soluzioni Iper-Convergenti (HCI) leader di mercato
• Hyper-converged, software-defined
compute, storage, networking
• Automated lifecycle management
• Build your own or buy preinstalled
on hardware from VMware partners
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Systems design shift – hyper-converged
HYPER-CONVERGED
Then Now
Powered by Intel®
Xeon® Processors
© Copyright 2016 Dell Inc.53
SERVERS
STORAGE
SAN
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Systems design shift – software defined
NOW
Powered by Intel®
Xeon® Processors
© Copyright 2016 Dell Inc.54
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Systems design shift – software defined
Fastnetwork
Virtual SAN
Powered by Intel®
Xeon® Processors
© Copyright 2016 Dell Inc.55
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Different consumption models
Rack-scale
systems
Reference
architecture
Stand-alone
appliances
BUY EXPERIENCEBUILD FROM COMPONENTS BUY EXPERIENCE
Deploy faster, improve agility, simplify it
© Copyright 2016 Dell Inc.56
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© Copyright 2016 Dell Inc.57
Focus on innovation, not IT integration
Consumes valuables
time and resources
Go faster
Invest in areas
that differentiate
BUILD BUY
INTRODUCING
VXRAILIndustry's broadest HCI Appliance portfolioexclusively from Dell EMC and VMware
Internal Use - Confidential
What is inside VxRail?
Deployment and support
tools
Powered by VMware
vSAN
Included data
protection options
vSAN Enterprise
vCenter Server
vRealize Log Insight
vSphere Ready*
RecoverPoint for VMs
CloudArray
vSphere Replication
vSphere Data ProtectionVxRail Manager
Secure Remote Support
*Compatible with a broad range of customer-supplied vSphere licenses
A full suite of capabilities included at no additional charge
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Meet VxRail 4.0
2X MORE FLASH STORAGE
250X MORE CONFIGURATIONS
40% MORE CPU PERFORMANCE
25% LESS EXPENSIVEENTRY POINT
• Dell PowerEdge Servers
• Intel Broadwell Processors
• Addresses more use cases –
storage heavy, graphics
intensive, and ROBO
• 3-node entry point
• One click software upgrades
WHAT’S NEW
Compared to previous generation appliances
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Purpose built nodes for multiple use cases
Introducing the new, flexible VxRail 4.0 family
General purpose
All-flash or hybrid
Up to 19.2 TB/node
S Series NodesP Series Nodes
Entry level
All-flash or hybrid
Up to 30.7 TB/node
Storage dense
Hybrid only
Up to 48 TB/node
VDI optimized
All-flash or hybrid
Up to 46 TB/node
Performance
optimized
All-flash or hybrid
Up to 46 TB/node
E Series Nodes V Series NodesG Series Nodes
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How is VxRail being used?
Business
applications
Virtual
desktops
Virtualized
environments
Test and
development
Remote
office
Internal Use - Confidential
© Copyright 2016 EMC Corporation. All rights reserved.
VxRail Appliance support experience
ESRSCustomer Environment Global Support
1 2 3Single point of support
for hardware and software
Dial home two-way
secure remote connection
Chat and web-based
service options
Internal Use - Confidential
VMware Cloud Foundation™
vRealize Cloud Management
Internal Use - Confidential
Managedsecurityservices
FC/Converged
Datacenter
Memory virtualization
…
File
Deduplication
System managementappliance
Workload management
Wireless
…
Scale-out
Data protection
Windows, ID & DB Mgmt
Performance Monitoring
Network security
2017
iSCSIIndustry standardservers
Direct attach
Campusbranch
3rd partysecurity offerings Support
Implementation
Manage
Consulting
Elementmanagement
Hyper scale
Il portafoglio nel 2009
Servers Storage Networking Software Security Services
$18 miliardi di investimentiuna strategia di acquisizioni allineata alla nostra “vision”
De
ll Fi
nan
cial
Se
rvic
e
Global Commercial Channel
$110 miliardi di investimenti
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Traditional Storage
Physical SANSeparate hardware for storage
array and application host
Network
Servers
Storage
Software Defined StorageVirtual SANNo physical storage array
Discrete software defined storage
S S S
Servers
Storage functionality delivered via
standard x86 servers
Hyper-converged
CS CS CS
Servers
Storage and apps run on the same
standard x86 servers
A hyper-converged infrastructure offering is built on standard x86 servers and tightly integrated compute, storage and virtual networking in one offering.
Cos’è l’iperconvergenza?
Internal Use - Confidential
Ambiente General Purpose - Media Impresa
• Virtualizzazione & VDI (100-200 VM)
• Ambienti ibridi (Virtuale + Fisico)
Infrastruttura x86 a quattro nodi
Storage FC 8Gbps – 18TB netti
Ethernet 10Gb
Certificazione per VMware vShpere
Certificazione Microsoft Windows Server 2012 R2
4 x Server Dell PowerEdge dual Socket
• 2x Intel Xeon E5-2640 v4
2.4GHz,25M Cache,8.0GT/s
QPI,Turbo,HT,10C/20T (90W)
• 128GB RAM (4x 32GB RDIMM,
2400MT/s, Dual Rank)
• 2x 300GB 10K RPM SAS 12Gbps
2.5in Hot-plug Hard Drive
Switch 10Gb (SFP+ Ports)
• per connettività Ethernet (Intra-
Cluster e verso LAN)
Switch SAN FC 8Gbps
Storage SC4020
• Spazio Utile Totale ~18TB
• 6x 480GB SSD + 18x 1.2TB SAS
10krpm
• 17000 IOPS (70%/30% R/W mix )
Iperconvergenza Hardware
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19 21 23
20 22 24
17
18
11 13 15
12 14 16
9
10
3 5 7
4 6 8
1
2
ACTLNK
19 21 23
20 22 24
17
18
11 13 15
12 14 16
9
10
3 5 7
4 6 8
1
2
ACTLNK
73625140 15111410139128 2319221821172016
Brocade 300
73625140 15111410139128 2319221821172016
Brocade 300
Computing & Networking
Storage Area Network
10Gb LAN
FC8 SANSC4020
HDD10K
N4000 N4000
SSDHDD10K
HDD10K
SSD SSD
Brocade 300 Brocade 300
R630 R630 R630 R630
Scenario tradizionale
Internal Use - Confidential
KVM
SAS
500GB 7.2k
SAS
500GB 7.2k
SAS
500GB 7.2k
SAS
500GB 7.2k
SAS
500GB 7.2k
SAS
500GB 7.2k
SAS
500GB 7.2k
SAS
500GB 7.2k
Computing & Networking
Storage Area Network
VMware cluster
FX2 Chassis
FC630
FC630
10Gb LAN
FC8 SANSC4020
HDD10K
FN22
10S
FN22
10S
FC630
FC630
SSDHDD10K
HDD10K
SSD SSD
Scenario Convergente
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Scenario Iperconvergente
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Approccio
Tradizionale
Approccio
Convergente
Approccio
Iperconvergente
Server 4 4 4
Storage 1 1 0
Switch SAN/LAN 4 (2) (2)
Occupazione Rack 10RU 4RU 2RU
Oggetti 9 2 1
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Hardware Iperconvergente: PowerEdge VRTX
Internal Use - Confidential
Hardware&Software Iperconvergente: PowerEdge FX2
A 2U rack-based converged computing platform
Internal Use - Confidential
Dell Storage SCIntelligent storage for any environment
+ Highest Performance
Capacity
Flexibility
SC8000/SC9000
Flagship Dell solution for the largest storage
environments
+ Enhanced Performance
Efficiency
Investment protection
SC4000
Enterprise advantage for mid-size deployments
Better value than competing entry-
level arrays
SCv2000
Intelligent entry-level solutions
Single-tier optimization
Multi-tier optimization
• Self-optimizing efficiency
• Virtualized architecture
• Broad integrations
• End-to-end management
Shared attributes
Internal Use - Confidential
Dell Storage SC4020
Dualhot-swap
controllers
24 internal drive slots
2U
Flash-optimized
(all-flash or hybrid configs)
Optional expansion enclosures
(SC200, SC220)
Hardware Highlights Software Highlights
(8) FC or (4) iSCSI* network ports Unified management with SC8000
Up to 120 drives (>400TB) per system Same optional feature licenses as SC8000
Embedded SAS back-end for expansion Value-priced “base” pricing covers 48 drives• SCOS Core bundle• Remote Data Protection bundle• Performance bundle• Live Volume**
NAS support via optional FS8600 front-end
FC and iSCSI replication
Copilot enterprise support: Same range of options as the current SC8000 products
+
Internal Use - Confidential
DPACKDell Performance Analysis Collection Kit
Internal Use - Confidential
Dell Networking
Internal Use - Confidential
Dell Networking product portfolio
PowerEdge
M1000e I/O
M8428-k
Z9100-ON
M6220 M6348 M8024-k MXL
Campus & Data Center Chassis Switches
S4048-ON
Wireless & BYOD
Dell Aerohive
S5000 S6100-ON
Fabric & Access Switches
S-Series
C7004/7008
1GbE 10GbE 10GbE/FC 10/40GbE/FC
1G 10GbE 10GbE/FC 10/40GbE
S3048-ON
N4000
Core Fabric Switches
Z9500
IOA
FX System I/O
FN IOM
Fabric & Access Switches
N-Series
1G 10GbE
N3000N2000N1500
C9000C1048
AP130 AP230 AP370 AP390 AP1130 BR200/WP
Internal Use - Confidential
X1008X4012 X1052X1018P
X1018 X1026P X1008P
X1052P X1026
Dell Networking X-Series
X-Series is a family of smart managed 1GbE and 10GbE Ethernet switches designedfor small and medium businesses who crave enterprise-class network control fusedwith consumer-like ease.
Internal Use - Confidential
Enterprise-class features
• Power wireless AP’s, phones, cameras, compact switches and other network
devices directly from the network using PoE/PoE+ models
• Beneficial traffic prioritization for video streaming, unified communications, and other high priority, latency or bandwidth sensitive traffic
• Dell Fresh Air compliance delivering CapEx and OpEx savings and a reduction in carbon emissions to help meet efficiency goals and regulatory requirements
• Low power design for energy efficient operation and low TCO
Sleek, intuitive management
• Revolutionary GUI design for ease of setup and “actionable monitoring”
• The design of everything from navigation and clicks to menu structures
and help tips was inspired by the way IT Pros think and work.
• Streamlined tools, step-by-step wizards and a customizable dashboard
make switch configuration and calibration fast and accurate.
• Common tasks, alerts, port status, and network visualization are on one
beautiful dashboard screen.
Models to fit a variety of needs
• Compact 8 port models for flexible surface top, wall or ceiling mounting choices
• Space efficient 12, 18, and 26 port half rack width designs that can be mounted
standalone or in pairs
• 52 port standard rack models for bandwidth, performance, and high density
• Industry’s first 12 port 10GbE all fiber model for high speed and network
aggregation*
Dell Networking X-Series
Internal Use - Confidential
Considering a second networking vendorAn opportunity to save money and boost efficiencies
Gartner, Nov. 2010, “Debunking the myth of the single-vendor network.”
“A single-vendor …network isn't necessarily less complex, easier to manage or more reliable than a network with multiple vendors”
Gartner, May 2009, “Introducing a second network vendor saves money and solidifies operations.”
“A second vendor will reduce CAPEX by at least 30% (and often more), while only minimally increasing OPEX”
Minimizing LAN switchtiers reduces cost and increase efficiency
Gartner, Jan. 2010, “Minimize LAN switch tiers to reduce cost and increase efficiency.”
Internal Use - Confidential
www.dellups.com
www.dellkvm.com
Enterprise Infrastructure Dell Branded
DCI End to End Solutions (Power,Cooling,Monitoring)
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Our Enterprise Partners
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Partner with Dell
Take part and benefit from this exciting time at Dell
Help enable your customers to:
• Turn data into insights
• Overcome evolving security threats & ensure compliance
• Accelerate adoption: virtualization, convergence, cloud
Sell Dell’s end-to-end solution
Sell Dell end-to-end solutions