This document provides an overview of Dell's software solutions for endpoint management, data protection, Windows management, and security. It highlights key challenges customers face in these areas and how Dell solutions address them. For each solution area, the document outlines Dell's portfolio of products, key benefits, and opportunities for partners to sell and profit from these solutions through various margin and promotion programs. The overall aim is to help partners build compelling practices around Dell's software offerings.

1. Lead with Dell
Software Solutions

2. The fundamental challenges of Future-Ready Enterprise
The Future-
Ready
Enterprise
Massive Increase in Devices Demand for Apps to Drive Agility
Explosion of Data More threats than ever before
28B+
5.2TB
100%
45%
Connected
devices
For every person
on the planet
Apps to be
mobile first by
2017
Sr. Executives
reporting
hourly
cyberattacks

3. Unlock the
Power of
All Data
Manage the
Massive Increase
of Devices
Optimize the
Application
Experience
Deploy Better
Security for a
Better Business
Anypoint
Management
Infrastructure
Software
Management
Information
Management
Security
Management
Endpoint Management
Mobile Management
Application Management
Data Protection
Migration Management
Systems Administration
Analytics
Data and Application Integration
Database Management
Identity and Access Management
Network Security
Customer Challenge DSG Solutions DSG Portfolio
DSG Solutions Architecture

4. Endpoint Systems
Management

5. Device explosion impacting management and security
25B Network
connected
devices by 2020
87%
Expect to see
increases
in the number
of endpoints
97% Report concerns
about managing
endpoint growth
61%
Say there are
devices or
applications
on their network
that they do not
even know about

6. All Customers Have EndPoints
$0.52 $0.57 $0.62 $0.67 $0.73 $0.79
$4.10 $4.47
$4.96
$5.50
$6.13
$6.85
$1.57
$1.69
$1.80
$1.93
$2.07
$2.22
0
2
4
6
8
10
12
2013 2014 2015 2016 2017 2018
IT Service Support
Management Tools
Configuration
Management
IT Asset and Financial
Management
Gartner, Forecast: Enterprise Software markets, Worldwide, 2011-2018, 2Q14 Update
$6.19B
$6.72 B
$7.38 B
$8.10 B
$8.92 B
CAGR
2013-2017
9.8%
7.1%
10.8%
8.9%
Revenueforecastinbillions$
$9.86 B

7. Dell EndPoint Security and System Management –
KACE, EMM and Desktop Authority
K1000 Management Appliance
• Comprehensive systems management capabilities for
computers, servers, Chromebooks, smartphones,
tablets and connected non-computing devices
K2000 Deployment Appliance
• Integrated systems provisioning and deployment,
fulfilling tasks including inventory assessment, OS and
application provisioning, migration and recovery
Enterprise Mobility Management (EMM)
• Flexible, comprehensive, K1000 integrated solution for
securely, managing mobile devices – both BYOD and
corporate owned
Desktop Authority Management Suite (DAMS)
• Provides a centralized, secure and consistent
management of the Windows user environment that
automates users’ access to resources and applications

8. Endpoint security - to protect data and enable users
Protect Windows and Mac platforms as well as
vulnerable third-party applications by keeping patches
up to date.
Patch Management
Detect vulnerabilities in your environment and identify
systems that aren’t compliant using security audits.
Vulnerability Scanning
Streamline configuration and security policy
enforcement processes, such as firewall, browser and
registry settings by system, group, or network-wide.
Configuration Management

9. Hear what they are saying
Editor’s Choice, 2010
Top 10 Products
VMWorld 2008
Industry Recognition
*Source: KACE Customer Survey, November 2013
56% of KACE customers report they
deployed in less than a week*
82% of KACE customers report the
appliance paid for itself in less than
six months*
87% of customers rate KACE
extremely high in customer
satisfaction*
Satisfied Customers
Recently Announced - 2015 Redmond Magazine Reader’s
Choice Platinum Award for License Management

10. Dell EndPoint Security and System Management is
profitable and easy to sell
High Margins
Discounts from 10% - 35%
Depends on partner expertise and deal reg
Hardware Sales
Ideal add-on to client sales
Additional capabilities built in for Dell PCs and
servers
Security Sales
Complements other security solutions with
patching, security scanning and configuration
enforcement
Ideal add-on to Dell DDP|E and Dell SonicWALL
Add-On Services
Revenue
Deployment and Configuration Services
Integration services
Training

11. Data Protection

12. Existing backup systems have been disrupted
33%
Declared a
disaster
within the
last year
40x Increase
in data
72%
Fear current
backup model
can no longer
meet recovery
objectives
#1
Issue during a
disaster is the
expectations of
the business
people do not
match recovery
capability

13. Dell is doing backup smarter
Use 93% less storage
space at as little as $0.17/Gb
Save up to 70%
on maintenance costs
Finalist
Products
of the year
2014 Awards
10
out of
10
for
interoperability
Trusted to protect
400PB of data by one
of the top 3 search firms.
Boost
current
environment
by up to
200%
with
DR Appliances
288
Snapshots per day
Save up to 55% in 1 suite
with 3 types of data protection
Smarter
backup
spend less money,
get time back,
operate with agility
Smarter backup
is based on
customer’s feedback,
needs, inputs & requirements

14. Data Protection
Virtualization Review 2014 Editors Choice Award
• AppAssure 5 bests 56 other contenders to take the Editors
Choice award for business continuity solution
Storage Magazine Products of the Year Finalist 2014
• DR6000 a finalist for backup hardware recognized for is
industry-first RAPID CIFS & NFS plug-in and scalability
• DL1000 recognized for integrated backup appliance
performing backup, recovery, replication and archiving
without the need to invest in more infrastructure
Redmond Magazine Reader’s Choice Award 2015
• AppAssure is Platinum Winner in Backup Software
• AppAssure is also Gold Winner for Virtual Business
Continuity and Disaster Recovery, as well as Virtual Server
Add-Ons
AppAssure 5
DR6000 Appliance
DL1000 Appliance
AppAssure

15. In IT, time is everything…get the protection you need
Tailor your backup to meet your business needs
AppAssure/DL Series
Mission critical
Near continuous protection
vRanger
Agentless
VMware or Hyper-V
NetVault
Business critical
Broad protection
DR Series Appliances
Purpose-built appliances
Optimized for deduplication

16. Dell Data Protection | Rapid Recovery
• Rapid Snap for Apps
• Rapid Snap for Virtual
• Rapid Recovery Repository (R3)
• Universal Recovery
• Live Recovery
• 4X faster backup
• 6X time savings for IT
• Developed by Dell
Cloud Enabled RecoveryApplication Level Protection
SAN/NAS VMCloud
R3
NEW

17. Sell More & Earn More
All Dell server, security,
storage and/or data
protection certified
partners receive:
30% DOL for
unregistered
deals on all Dell
DR and DL
Appliances
50% DOL for
registered deals
on all Dell DR
and DL
Appliances
Deals must close
by FY17 Q1 in
order to qualify*
Purchase any SC or
PS Storage Array and
get Dell’s backup
appliances for:
50% DOL for
unregistered
deals on all Dell
DR and DL
Appliances
60% DOL for
registered deals
on all Dell DR
and DL
Appliances
Include
SKU#469-3024
in quote and
refer to the
“Storage + DP
Bundle” in POET
Margin & Promotions
Dell Data Protection &
Storage
Partner Program Offer – exceptions and alternate programs apply
*If partner has data protection certification, along with storage certification, they receive the standard data protection software (AppAssure, vRanger, NetVault Backup and DBRS) 35% discount with deal registration. If partner does not have data
protection certification, they only receive a 20% discount with deal registration for data protection software.
Dell confidential – For Dell Partners only, not for customer distribution.
Learn more at:
Dell.com/partner/advantedge (U.S.)
Dell.ca/partner/advantedge (Canada)
**Acceleration partners only, check with
your
Account Manager to see if you qualify.

18. Windows Management

19. Migration to new platforms or clouds is high risk
86%
Say users keep
sensitive
data
in corporate email
69% Have
SharePoint Server
2003/2007/2010
59%
Say concerns of
data loss is
slowing adoption
of cloud email
NOnative tools
There is no
native direct
upgrade path
from SharePoint
2003/2007/2010
to 2016

20. Unrivaled experience in Windows modernization

21. New opportunities bring new challenges
Office 365 &
Azure AD
• Insider threats
• Inefficient detection
• System downtime –
revenue loss
• Loss of IP/reputation
• Heavy fines/penalties
Cyber Security &
Compliance
Migration Wave
2016
UC Adoption &
Consolidation
• Infrastructure sprawl
• Too many deployment
choices
• Poor migration
planning
• Lack of visibility
• Infrastructure sprawl
• Lack of visibility across
multiple sources
• Migration risks/data loss
• Limited migration
expertise
• Heavy investments
• Lack of adoption
• Multiple systems
• Complex voice systems
• Poor quality-of-
experience

22. Windows modernization solutions
ZeroIMPACT
Migration
Security &
Compliance
Admin. &
Recovery
Modernize your
customers to
be future ready

23. Windows Management
Profitability
High Margins Services Revenue Incentives
Build a services organization
around the Windows
modernization solutions
• ZeroIMPACT Migrations
• Admin. & Recovery
• Security & Compliance
Partner AdvantEdge
• Earn up to $200 in points for
completing Competency training
requirements
• Earn up to $500 in points for
qualifying Windows Management
opportunities
WM Pricing
Preferred &
Premier w/
Competency
Non-
competency;
Registered
Base
Discount %
30% 25%
Deal
Registration
10% 5%
Registered
Deal
Discount %
40% 30%
Premier
Rebate %
2%
(Premier only)

24. Security

25. What customers are saying about security
Volume, variety
and sophistication
of cyber threats
keeps growing
#1 Security Concern
Managing the
complexity of IT security
5 of the top 10
breaches in 2015
were due to an
identity breach

26. New malware samples
discovered by researchers every
day, according to Georgia Tech100,000
$5.5MAverage cost of a data breach in
2011, according to Ponemon
Institute research
Estimated cost to US
businesses from data
breaches in 2011, says Online
Trust Alliance
$6.5B
60%
7,000+
New vulnerabilities
tracked in 2011 by the
Counter Threat Unit
New malware samples detected by
Antivirus solutions, Cyveillance study
shows
19%Estimated number of
healthcare providers with
2 or more breaches in the
last two years

27. Why Sell Security to
Your Customers

28. Trends force changes in the way you do business.
A changing IT landscape = security challenges = RISK
Trends
Security
Challenges
Cloud
BYOD
Virtualization &
new technologies
Patchwork of vendor
solutions => disjointed &
siloed
Explosive data growth
$
Limited budget and
expertise
Time & complexity of
management & reporting
Insufficient visibility and
counter measures
Compliance
Advanced persistent
threats, breaches, attacks,
malware

29. Opportunity

30. Why should Dell Connected Security be of interest to you?
• Higher margin than competitors and core Dell products
• Increases revenue / renewable security services
• Offer a differentiated end-to-end solution across network, user, endpoint
applications and more
• Grow your footprint helping customers address security both inside and outside of
the network perimeter
• Advance your trusted advisor status
• Drive professional security consulting services
• 20+ years of experience – 2,000,000+ firewalls deployed
• Leverage existing Dell Security resources…adding more
• Join over 12,000 plus NA Dell SonicWALL Partners selling Security Today

31. Selling Networking?
Customer Question: Do you need a firewall
and/or a solution for securing access to your
upgraded network?
Opportunity: Dell Software Group offers next
generation firewall and secure remote/mobile
access solutions that can naturally complement a
networking deal (e.g. a new/faster switch needs a
firewall with the same or better bandwidth = need
to upgrade both).
Offerings:
– SonicWALL SRA (secure VPN) and Next-Gen
Firewall
– SonicWALL Mobile Connect for iOS,
Android, Kindle Fire and Windows 8.1
mobile endpoints
Selling Security?
Customer Question: Where are your biggest
security risks & threats coming from?
Opportunity: Dell has a deep and wide security
solution and they can easily “connect” them all
together to cover all their “end-to-end” security
requirements. And, it helps us bury any point-
player competitors as well.
Offerings:
“Connected Security” =
– SonicWALL Next-Gen Firewalls, Secure
Remote Access & Email Security
– Dell One Identity & Access Mgmt (IAM) for
managing user accounts and privileges;
privileged account management
Opportunities to Win with Dell Security

32. Building a Compelling
Security Practice

33. Dell Connected Security leadership
60B+ security
events analyzed
daily
2m devices WW
reporting on 40m
users
Detects 3B
security events of
interest daily
Dell SecureWorks
$14 trillion in
assets protected
daily
15,000 malicious
events analyzed
daily
3,000 security
incidents
escalated daily
Over 18 trillion
applications
controlled
Dell SonicWALL
Dell Data
Protection
Encryption
Data encrypted
and protected on
7m devices
Dell Identity and
Access
Management
110m managed
identities
2,000+ security
professionals
worldwide
#1
Security 500 ranking,
according to Security
magazine
Recommended
2014 NSS Labs IPS
Security Value Map
(2nd year in a row)
Major Player
Messaging Security,
according to IDC
Overall Leader
Position in the
Kuppinger Cole
Leadership Compass
for Access Governance
Recommended
SC Magazine “SC
Recommended” IAM
solution (3 years in a
row)
Recommended
2013 NSS Labs NGFW
Security Value Map
(2nd year in a row)
Best
Security Service, Cloud
Security, Compliance,
Info Security Products
Guide

34. Dell NGFW Firewall lineup
Enterprise / Data Center
SuperMassive Series
TZ Series
NSA Series
SMB / Distributed Enterprise
Carrier / ISP
Branch /Campus
FWS

35. Expand your reach and increase
revenue with Dell Software by….
• Improving the efficiency of IT organizations
through the centralized management and security
• Speeding the pace of business through better
application availability, data protection and rapid
recovery
• Enabling cloud and mobile application delivery
through modernizing infrastructure software
• Securing the endpoint, the data and the network

36. Thank you!