For more than three years VCE has been perfecting the science of building and supporting its Vblock System and IDC’s recent report shows our remarkable success with customers. Our clients and peers can point to the precision with which the Vblock System is engineered and tested, world-class components and manufacturing facilities, compliance and certification software and expert support teams as reasons for our success. These are all impressive, but there is another contributor: VCE’s vArchitects, or system engineers.Our customers come to us with a variety of needs – each seeking to offer some type of enhanced service to their user community. Many of these enterprises understand that IT must become more agile, scalable and available to better serve users. Some understand how to transform their infrastructure and departments to meet these needs, but others are just beginning. Sometimes we have precise metrics to work with, such as sizing SAP from existing installations, but in many cases, our clients are looking for guidance as to how to begin their transformational journey.Our vArchitects lay the groundwork for success long before any of the technology or process is brought to bear. The vArchitect works with our clients in the earliest days of our relationship and prepares them to transform both their IT technology as well as processes and organizations from the traditional siloed approach to convergence.“Customers look to the VCE system engineer to understand the ways we can flexibly fine-tune VCE offerings to solve seemingly impossible or costly problems. In an ever-changing business landscape, some cases may appear too complex or ambiguous to solve, but vArchitects have developed their own artistry for solving these challenges.ShareThe Vblock System provides an extraordinary foundation for quickly remedying customer problems, but sometimes customers require a bit more flexibility. Our vArchitects, many of whom have practiced their craft for 20 or more years, draw on their depth of experience to solve these client requests. They are not deterred by incomplete information or changing requirements, instead vArchitects embrace this complexity and ambiguity in helping guide our clients toward transformational designs that accommodate change and prepare them to embrace these challenges as a core part of our value. The vArchitects can work with a customer to pre-integrate, pre-test and pre-validate additional requirements that fulfill client-specific technological needs that are not provided on every Vblock System.This process reminds me of an earlier role from years ago, where my data center infrastructure team was vexed by continuously changing and conflicting priorities from the various application teams we supported. Several times a month we would have changes in priorities and face incredible churn. As we planned and mobilized to meet one requirement, new challenges arose, and we needed to re-plan to a different set of priorities. In that environment, our team decided to re-align its project management to use Agile methods to structure our cycle times to our developers’ Scrum iterations. Rather than fighting the nature of our developers’ needs we re-aligned our way of working to their way of working. All of a sudden we were delivering applications and satisfying their requirements with relative ease.Similarly, experienced system engineers draw on years of system design and deployment experiences to see patterns and help our clients embrace and prepare for the agility and velocity being required of them in their businesses. They create system designs, which anticipate growth and other unknown variables as well as potential needs, without breaking the bank on up front capacity. They align our Vblock System options and software to client organization and governance requirements and guide them toward deployments that allow our customers to transform at a rate of change that is consumable. This is where the art comes into play.In engineering, we often talk about “design elegance” with great reverence. It’s an aesthetic quality that sometimes refers to simplicity. It’s a harmony or even visual balance between the problem and solution. As consumers, we often find that mobile products have these qualities. It’s hard to describe, but consumers sometimes feel an emotional connection with the technological harmony.VCE customers often feel that harmony in our products, especially when vArchitects and clients collaborate to develop unique solutions and see them arrive beautifully constructed. Again and again, we hear stories of our clients having pictures taken in front of their new Vblock Systems. They’re thrilled to tour our manufacturing facilities and see THEIR system being assembled. Some clients have even asked to sign the side panels of their new systems.When I have the privilege of speaking to our new vArchitects at VCE, which happens very often, I challenge them to not only use their technological intellect to solve hard problems, but I also remind them to use their creative side to artistically solve these problems. Engineers that embrace design elegance and take the time to collaborate with clients to create technological solutions that “fit” their clients’ culture, abilities and weaknesses can help provide an even greater transformation to their business.“We are rapidly hiring around the world. If you are a wicked smart and technically rigorous engineer, but are willing to let your artistic side come through, check out our Careers page.Share
‘Tis the Season to Help Meet All Of Your Customers’ Data Protection Needs — and Rev Up High-Margin Sales in 2018
As a highly qualified Dell EMC channel partner, you’ve earned the trust and confidence of your customers that you can deliver powerful IT solutions that can help transform their enterprise performance and organizational productivity. As we head into 2018, we want to help you help them even more by transforming their total data protection in ways we think our competitors cannot match — all along the data protection continuum, including data replication, snapshot, backup and archive.That’s why we’ve launched a major marketing campaign on our Partner Portal around the comprehensive Dell EMC Data Protection portfolio. We think it’s a campaign that leaves nothing to chance. We have the Dell EMC products you need to help fulfill the demand our marketing and promotion materials will help you generate.We offer Data Protection Storage of all types and capacities, plus Data Protection Software to match. Together, these offer you plenty of ways to tailor solutions to help meet your customers’ most demanding needs, whatever their production and archive environments might require.With the Dell EMC Data Protection portfolio, you can help your customers gain:Reduced costs – Our solutions can lower costs by up to 88 percent compared to traditional approaches. And their cost-effectiveness can apply wherever their data resides, whether on-premises, in the cloud or some combination of these models.Extreme performance – With automation across the entire VMware protection stack, plus best-in-class performance and data efficiency, your customers need up to 72 times less storage capacity and up to 98 percent less network usage. Those economies notwithstanding, they can achieve up to 20 times faster backups and up to 10 times faster recoveries for mission-critical appsOptimal scalability – Optional Data Domain Cloud Tier software, for example, expands 50 PB of local logical capacity to 150 PB to support long-term retention requirements.A recent addition to the portfolio is Dell EMC Integrated Data Protection Appliance (IDPA), which we introduced this past May. It’s a convenient, all-in-one data protection solution that comes pre-integrated, fully converged with flash storage, software, search and analytics capabilities packed into one powerful rack appliance. Plus, with the IDPA, coverage can seamlessly extend to the cloud, with native cloud-tiering for long-term retention to private or public cloud.In fact, the Dell EMC IDPA can deliver total data protection up to 10 times faster than the time it’d take to protect your data with traditional, build-your-own-data-protection alternatives. And it provides 20 percent faster performance than the closest competition. It’s an efficient and cost-effective way to help your customers protect, grow and transform their businesses. With such compelling economics, it should be an easy sell.And to help you open doors to make those sales, we’ve posted all kinds of educational and selling resources to our Data Protection Partner Portal. There, you’ll find the Dell EMC Data Protection Campaign messaging and Activation Pack to jump-start your marketing and sales efforts. There are also sales plays, handouts and special offers and promotions. Of course, be sure to visit our Partner Advantage Program to see what lucrative incentives we’ve put in place to really help supercharge your motivation to sell.Take a minute to learn more about the many lucrative data protection opportunities you’ll find just about everywhere you look by checking out these short videos:“Be a hero with Dell EMC Data Protection – Part 1”“Be a hero with Dell EMC Data Protection – Part 2”________________________________________________________________ ESG White Paper, “Economic Value of In-cloud Data Protection with Dell EMC Data Protection Software,” June 2017. Compared to competitor running EC2 and EBS. Actual cost-savings will vary. Based on Dell EMC internal analysis, July 2017. Based on Dell EMC internal testing, July 2016 compared to traditional backup. Based on Dell EMC internal testing, July 2016 compared to traditional backup. Based on Dell EMC internal testing, July 2016 compared to traditional backup.
This is the second installment of an ongoing series “Sweet on Dell Technologies”.If you open up a Merriam-Webster dictionary, you’ll see eight different ways to describe value. At Dell Technologies, we have a crystal-clear way to define what value means to us.Value, to us, is all about creating long-term, sustainable growth for the enrichment of all of our stakeholders. To say we’re laser focused on it would be an understatement.In an increasingly crowded technology market, we decided several years ago to differentiate ourselves by becoming the essential infrastructure company – not only for today’s applications, but for the cloud-native world that is driving the future of tomorrow. This innovative approach allows us to focus on delivering both absolute and relative value to all of our stakeholders every day.What do we mean by absolute value?Dell Technologies creates value through the financial and market performance of our operating units. We want to grow revenue faster than both our competitors and our markets, grow operating income and earnings per share faster than revenue and deliver solid cash flow growth over time.In FY19, we achieved double-digit revenue growth across all reportable business segments, our Infrastructure Solutions Group business, Client Solutions Group business and VMware — that’s value that I’m very proud of. This is an important piece of the puzzle because it’s what allows us to invest in future growth opportunities. As a technology company, continuous innovation and investment in R&D is a critical component of our success and our ability to deliver tangible results for our customers, team members and investors. (It’s why at Dell Technologies, 85 percent of our engineers are now software engineers.)There’s another side to the value coin, though, and that’s relative value creation. It’s how we drive value relative performance compared with other companies, via our unique collaboration model across Dell Technologies.On a relative basis, the largest opportunities for incremental value creation will come from the way we bring our operating units together and to market. We’re already collaborating every day at Dell Technologies, but the great thing is we can still collaborate in new ways, to tap into even more synergy between our businesses. We’ve made significant investments to become the essential infrastructure company, with a unique family of businesses that make up the industry’s most comprehensive and innovative portfolio. Dell Technologies is strongest when our businesses and teams – Dell, Dell EMC, Pivotal, RSA, Secureworks, Virtustream, VMware and Boomi – are innovating and bringing solutions to market together.And we extend this concept of value further through game-changers like Dell Technologies Capital, which helps founders and their teams develop innovative technology solutions and bring them to market. You’ll also see it in how we offer special financial and flexible consumption models—pay-as-you-grow—and our Dell Financial Services business.The reality of Dell Technologies today is that we’re nimble. We drive efficiencies, focus on the long-term, and strive to deliver against quarterly expectations. Our investments in R&D are not just focused on building products to be bigger, faster or cheaper – they are focused on innovating to make products and solutions smarter, more resilient and easier to use.Ultimately, all of our efforts to create value come together to drive REAL transformation for the benefit of our stakeholders now and in the future.And speaking of REAL transformation, check out what we’re doing in Las Vegas this week with customers at Dell Technologies World Live.