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TRANSCRIPT
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Internal Use - Confidential
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Internal Use - Confidential
Winning in Storage:
PowerMax and
Storage Positioning Update
Internal Use - Confidential
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Internal Use - Confidential
Agenda
• PowerMax Overview and Update
• Storage Positioning Update for 2H
– Tech Refresh
– New Opportunities
– Price Bands
– Competitive
• Call to Action
Dell - Internal Use - Confidential4 *RRH 8K, **RRM with SCM
PowerMax: Redefines Modern StorageDesigned for Apps of Today and Tomorrow
World’s Fastest Storage Array
Up to
MIOPs*
Up to
BetterResponse Times**
• 5M IOPS per floor tile
• 125K IOPS per U
xPerformance Density
GB/sper second
File
IBM i
Mainframe
AI
Real time analytics
IoT
Genomics
VMs
Relational Databases
ERP
EMR
Mobile Apps
Dell - Internal Use - Confidential5
NVMe
PowerMax:NVMe Done Right.
• NVMe over Fabric Ready*
• NVMe based drives (dual ported)
✓ Multi-controller architecture
✓ End to End NVMeNVMe over Fabric*
NVMe over Fabric
Flash SCM*
*Coming next year
Switch
Server
✓ Built-in machine learning
✓ Industry standard technology
1.7M IOPSRRH-8K
1PBe Capacity
1 to 2 PowerBricks
10M IOPSRRH-8K
4PBe Capacity
1 to 8 PowerBricks
80002000
Family
SnapVX
Compression
Non-disruptive Migration
Dedupe
ESSENTIALSSoftware
Dell - Internal Use - Confidential6
PRO
QoS
iCDM Basic
SRDF
D@RE
eNAS
iCDM Advanced
PowerPath
SRM
ABOVE +
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What’s New
with PowerMax?
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Announcing PowerMax for Midrange
PowerMax: High end storage starting at upper midrange prices
• Ideal for customers above 100 TB effective capacity
• The best storage array in the market – built to compete and win
versus NetApp, Pure, HPE, IBM, HDS, etc.
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PowerMax Changes the GameNo one else offers the combination of:
POWERFUL
ARCHITECTURE
Scalability
Multi-controller
Architecture
Performance
End to End NVMe
Efficiency
Inline, Global Dedupe
and Compression –
No Compromise
Resiliency
Component level
fault isolation
Now available starting at midrange price points. Game over.
Connectivity
Block, File,
Mainframe, IBM i
SIMPLE
OPERATION
Cloud based
monitoring and
analytics
TRUSTED
INNOVATION
Intelligence
Machine Learning
Availability
Over 6-9s
Protection
Gold Standard
in Replication
Security
D@RE, etc.
+ +
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Setting the Table: Criteria for Modern Storage
PowerMax FlashArray AFF Series 3Par
Scalable and Highly Available
Multi-controller “Shared Everything”
ArchitectureP O O P
Efficient
Inline, Global Dedupe and Compression
With No CompromiseP O O O
Fast and Future Proof
End to End NVMe, SCM Ready, Non-
Disruptive Migrations, Future Proof ProgramP P
P
(A800 Only) O
Simple Operations
Block, File, Mainframe, IBM I, Machine
Learning and Cloud Based AnalyticsP O O O
Always On
Over 6-9s availability with async, sync and true
active-active metro replication P P O O
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Setting the Table: Criteria for Modern Storage
PowerMax
FlashSystem
9100 VSP F-Series
Oceanstor
Dorado V3
Scalable and Highly Available
Multi-controller “Shared Everything”
ArchitectureP O P O
Efficient
Inline, Global Dedupe and Compression
With No CompromiseP O O P
Fast and Future Proof
End to End NVMe, SCM Ready, NDM,
Future Proof Customer ProgramP O O O
Simple Operations
Block, File, Mainframe, IBM I, Machine
Learning and Cloud Based AnalyticsP O O O
Always On
Over 6-9s availability with async, sync and
true active-active metro replication P P P P
(F1500 only)
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Internal Use - Confidential
80:20 RULE
Reminder: Positioning’s Role in Storage Selling
Enterprise
Commercial
Channel
Storage Selling Process
Consultative Selling
Sell What they Love New Opportunity
Consultative Selling
Positioning
Positioning is Designed to Provide Guidance
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What is consultative selling?Determining the best solution for the customer based on their needs
Workload/App(Block, File, etc.)
SLAs/SpecificRequirements
(Performance, Security, Availability, Resiliency, etc.)
Current Platform(e.g. Storage, HCI)
Competitive Presence(e.g. Pure, Nutanix)
Budget / Size of Environment
Desired Path to Modernization
(Build vs. Buy)
Need to Take All These into Consideration:
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Two Paths to Modernization / Market OpportunityConsultative Selling
External Storage
Dell EMC Share: 33% (#1)
+6.8%Overall
+35%All Flash
$26B
Best of Breed Storage (“Build”)
CI/HCI+14%Overall
+49%HCI
Dell EMC Share: 31% (#1)
$16B
$7.7B
Converged/Hyper-converged (“Buy”)
* 2018 TAM and growth % according to IDC Forecast,
~$7.7B shown in both forecasts (Storage = ~$3.5B of CI and ~$4.2B of HCI)
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Tech Refresh & Expand Wallet ShareHappy, Product Loyal Customer:
• Current array meets workload needs today and into the future
UNITYUnity, VNX, CX
SC SERIESSC, PS
POWERMAXSymmetrix, VMAX
XTREMIO X2XtremIO
ISILON GEN 6Isilon
ECSCentera, Atmos, ECS
POWERVAULTPowerVault MD
Sell them what they love…
For Example…
✓ Sell as part of
Ready Solution
✓ Sell in VxBlock
✓ Add Data Domain
✓ Add Connectrix
Expand Share
Consultative Selling
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WORKLOAD CAPACITY LEAD WITH…
New Opportunity: Channel
Block (+File*)
<100 TBeUnity
SC
>100 TBeXtremIO
FileIsilon
Unity
• Federation
Object ECS
PowerMax
• Active snapshots at scale (iCDM)
• Workload gets >4:1 DRR (e.g. VDI)
• Unified or File
• Cloud tiering Sell what you know
*Block + File only available on PowerMax and Unity – Unity is true unified, PowerMax is Block + <50TBe of File
Consultative Selling, then:
• <50 TBe
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LEAD WITH… UNLESS
Positioning vs. Pure Storage
Isilon
PowerMax
SC Series
vs. FlashArray
• Active snapshots at scale (iCDM)
• Workload gets >4:1 DRR (e.g. VDI)
• Federation
XtremIO
vs. FlashBlade
• Cloud Tiering
Unity
Or <100 TBe…
Consultative Selling, then:
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LEAD WITH… UNLESS
Positioning vs. NetApp
Isilon
PowerMax
for Block (+File*)
• Active snapshots at scale (iCDM)
• Workload gets >4:1 DRR (e.g. VDI)
• Federation
SC Series
XtremIO
for File
Unity• <50 TBe
• Small Transactional NAS
• True Unified
• Cloud Tiering
Unity
Or <100 TBe…
Consultative Selling, then:
*Block + File only available on PowerMax and Unity – Unity is true unified, PowerMax is Block + <50TBe of File
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LEAD WITH… UNLESS
Positioning vs. HPE
PowerMax
vs. 3Par
vs. Nimble
Unity/SC
• Active snapshots at scale (iCDM)
• Workload gets >4:1 DRR (e.g. VDI)XtremIO
SC Series
• Federation• Cloud Tiering
Unity
Or <100 TBe…
Consultative Selling, then:
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Call to action
1Consult
2Position
3Connect
Leverage a consultative
selling approach to
determine if there is a new
opportunity
The appropriate solution for a
customer based on a
consultative conservation and
the updated positioning
Key Update for 2H:
Lead with PowerMax >100 TBe
With your ASE or MDC
specialists for additional
technical and competitive
support
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Resources
Content Training
• PowerMax Knowledge Center
• New Competitive Portal
(KLUE)
•Winning in Storage: FY19H2
NVMe Strategy Update
•Selling and Winning with Data
Reduction across the Entire
Portfolio
Commercial + Enterprise + Client Sellers'
Product/Solutions Curriculum Portal
• Introducing Dell EMC
PowerMax (from Q2)