Enterprise technology customers continue to be in either “transactional” or “transformational” spending mode, and in some cases both at the same time. Customers in a transactional spending mode are buying “just enough” and “just in time” for their traditional environments, as we saw in our strong maintenance renewal bookings throughout last year. Customers in “transformational” mode are either transforming their existing IT systems towards a Hybrid Cloud or are building and deploying new digital applications to transform their business. In either of these scenarios, they need a modern data center infrastructure based on Flash, Scale-out, Software Defined, Cloud enabled and Trusted technologies.At EMC, we have been actively investing in innovation and transforming our storage portfolio well ahead of our peers to position our offering where IT budgets are moving and to accelerate our leadership position in the next wave of IT. To buttress this point, our market share in the emerging storage category is higher in most areas than our share in traditional storage, which is a good indicator of the product leadership that customers can expect from EMC in the future.2016: the Year of All Flash in Primary StorageIn Flash storage, our all-flash-array XtremIO extended its market lead last year, with 2015 bookings coming in well over a billion dollars; plus, XtremIO’s revenues in Q4 2015 exceeded our closest competitor’s cumulative revenue in this segment for the last four reported quarters combined. We continue to out-innovate the competition with new and unique capabilities including our recently introduced Integrated Copy Data Management (iCDM). This innovation allows administrators and application owners of critical enterprise applications such as Oracle and SAP to make and automate the management of instantaneous and space efficient virtual copies of their production data.Flash is not about a single product, it’s a key technology across our portfolio and later this quarter we will take another quantum leap in Flash with the launch of DSSD. It will change the game for flash in the enterprise, delivering mind-blowing performance, bandwidth and latency for high performance business applications like Hadoop Analytics and Ultra-High Performance Databases. We believe that DSSD is unique and highly differentiated in the marketplace.Also coming this quarter, we will introduce a new flash optimized, All-Flash VMAX storage array that will significantly change the way Flash is deployed in high-end primary storage. And in the second quarter of 2016, we will introduce a new flash optimized mid-tier storage family that will change the use cases for Flash in the mid-tier storage segment.Converged InfrastructureConverged Infrastructure continues to grow considerably faster than the infrastructure market in general. In 2016, we expect that more than 20% of all external storage will be purchased as part of a CI system. EMC continues to lead in Converged Infrastructure. Our VCE business had a very good year in 2015 and exited the year with an annualized demand run-rate of more than $3 billion. Multiple customers are spending more than $10 million annually with VCE, and our largest new customer spent more than $70m with VCE. From a broader trend point of view, customers are shifting towards “buy” instead of “build.” As a result, they are achieving better total cost of ownership, faster outcomes and a more agile business after deploying Converged Infrastructure. After successfully integrating VCE with our EMC Information Infrastructure business this past year, we look forward to a continued strong partnership with Cisco to extend our lead in Vblocks and for network systems across our CI portfolio.This year, we are expanding our CI portfolio to include Blocks, Racks and Appliances to create the most comprehensive converged platforms line-up in the industry. Last quarter, we introduced our new rack-scale hyperconverged platform, VxRack. We are encouraged by VxRack’s early wins and growing pipeline. The nascent but rapidly growing hyperconverged appliance market segment is an important area for us in 2016. For the last several months, we have partnered very closely with VMware to develop a new, next-generation hyperconverged appliance family that uniquely leverages technology from EMC, VMW and VCE and will change the game in this part of the converged infrastructure market. Stay tuned for an exciting joint EMC-VMW announcement in a few weeks’ time.Software-Defined-StorageIn Software-Defined-Storage , our ViPR, Elastic Cloud Storage (ECS), and ScaleIO had a good year with both our service provider customers and with larger enterprises that are in transformation mode. We also released software-only versions of VNX and Isilon this past year, and will continue to strengthen our Software-Defined-Storage portfolio with new releases this year, including a virtual edition of Data Domain.Enterprise Hybrid CloudWhile our products provide the building blocks for modern data center infrastructure, the truly transformative opportunities for enterprise customers come from our solutions, including “Enterprise Hybrid Cloud” and “Native Hybrid Cloud” and the “Business Data Lake” which help customers accelerate time-to-value for their IT transformation initiatives. When one of the largest Fortune 100 healthcare organizations was looking to transform their current IT systems, they selected our EMC Federation Enterprise Hybrid Cloud solution to help modernize and automate their current data centers. For the next phase in their IT transformation, they are working with our Federation business Pivotal Labs to embrace Agile Programming and are deploying Pivotal Cloud Foundry and Pivotal Big-Data Suite to build their next-generation applications and data fabrics.SummaryWe are very excited about everything we are bringing to market in 2016. We have significant new announcements in the first half of this year to further expand our storage and Converged Infrastructure portfolio. Our entire storage and Converged Infrastructure portfolio is built on the architectural pillars of the modern data center, namely: Flash, Scale-Out, Software Defined, Cloud Enabled and Trusted technologies. We are uniquely positioned to help our customers modernize and automate their data center infrastructures to set the foundation for their IT and business transformations. And we help drive our customers’ full IT and business transformation initiatives using the full power of our EMC Federation, including innovative capabilities from VMware, Virtustream, Pivotal and RSA, the Security Division of EMC.Finally, our combination with DELL, which we anticipate to close in mid-2016, promises to change the enterprise IT landscape forever by creating an IT leader with an unmatched portfolio, scale and reach. I hope you will join me and Michael Dell at EMC World 2016, on May 2-5, in Las Vegas, to hear more about our exciting plans there.
This year marks the 25th anniversary of desktop innovation. During that time, the world’s most secure commercial PCs have continuously redefined “less is more” with revolutionary form factors that deliver increased elbowroom while providing reliable, intelligent performance and flexibility that allow users to truly work the way they want.Now Dell OptiPlex has cleared the path to outstanding productivity even more with the launch of the newest Dell™ OptiPlex™ Micro and All-in-One. On top of their innovative form factors, opulent views and collaborative advantages, the new OptiPlex Series provides more mounting options than ever, and integrative designs that allow ecosystems to adapt to the new ways people work.In addition, they come packed with performance-enhancing features like the latest 8th Gen Intel® Core™ i7+ vPro™ processor – a combination of the greater security and productivity via vPro™ CPUs and Intel® Optane™ memory, the smart and adaptable system accelerator. This provides an unparalleled amount of high throughput, low latency, high-quality service and high endurance. This helps your customers save room, resources, time and money – all while delivering the ultimate in versatility for desktop users.Micro PCs Deliver Macro OpportunityAccording to a recent Forrester report, 52 percent of PC buyers cite space utilization as a top challenge when it comes to traditional desktops1. As the need for office space steadily increases, the demand for micro PCs has never been greater1. Perhaps that’s why 72 percent of IT decision makers (ITDMs) are either maintaining or increasing their investment into micro PCs1. With the full functionality of a traditional desktop computer at a fraction of the space and cost, the new OptiPlex Micro desktops, including the OptiPlex 7060 Micro enabled with Intel® Unite™ software for faster content sharing among teams, provide more collaboration across multiple devices and platforms. It’s no wonder 66 percent of ITDMs agree that adopting PCs like the OptiPlex Micro improves the overall employee experience1. But that’s not all; OptiPlex Micro can also help:Improve ergonomicsEnhance flexibility of deploymentReduce clutter and downtimeIt’s safe to say that, with 81 percent of workers using a desktop as their primary computing device1, the desktop is still a key business tool. From smart classrooms to call centers to doctor offices and beyond, the new OptiPlex Micros are designed to transform any workspace into a space-saving environment that encourages greater employee productivity.Everything You Need, All in One PlaceThe all-new OptiPlex AIO series is comprehensive, to say the least. It’s fully featured design comes in small form factors that deliver an impressive interface and security solutions. So whether it’s desk work, working remotely, dashing between conference rooms or a combination of all of them, these OptiPlex AIOs offer superior manageability and can accommodate an extensive portfolio of peripherals and services to give users a superior desktop experience in any of these scenarios.These flexible AIO devices, with award-winning displays and multiple wireless options that promote a cleaner and more functional workspace, also come available with optional virtual desktop infrastructure (VDI) solutions via Dell EMC VDI Complete Solutions. This means ITDMs can protect vital content, support a vast array of clients and efficiently manage desktops and remote offices for their workforce all from one central location. With VDI, they can:Simplify VDI planning, deployment and management with a single point of contact from DellEnable BYOD and securely deliver any Windows application to any user on any deviceAdd energy-efficient, award-winning Wyse thin clients and software to suit any budget, application or performance requirements. Designed for cost-effective virtual desktop deployments, the All-in-One thin client delivers great value from day one with minimal initial investment and power-efficient operation.Also available is the optional Intel® Standard Manageability technology that offers remote out-of-band management capabilities for increased productivity and supportMore Monitors, More Manageability, More SupportIf your customers are looking for even more ways to simplify their workspace management through smart solutions, then Dell Multi-Display, Client Command Suite with the New Dell Remote Provisioning Toll for Intel® Core™ vPro™ processors and ProSupport Plus with SupportAssist are the answers. Top 3 reasons for multi-display setup:INCREASED PRODUCTIVITYUp to an 18 percent increase in user efficiency2Quickly and accurately complete tasksLocate information and content faster HIGHER USER SATISFACTION91 percent of multi-display users report greater satisfaction at work2 Display more information at onceIncrease your visual work areaIMPROVED TASK ACCURACYSimultaneously compare and view informationImprove task accuracy and overall efficiencyReduce app window switching by 15 percent2 The Dell Client Command Suite offers a set of end-to-end tools that make Dell commercial client systems the world’s most manageable client devices. Your customers will be able to:Automate and streamline system deployment, configuration, monitoring and updatesManage all Dell systems simultaneously across the globe, regardless of their IT method (SCCM, Kace, LANdesk, etc.) with unique one-to-many Intel® vPro™ capabilities that allow significant time reduction for remote manageability through its Remote Provisioning Tool.Maximize hardware investments, increase efficiency and reduce time spent on manual, error-prone tasks.Bottom line: With Dell Client Command Suite, your customers can save up to $57 per PC per year.3 For support that keeps your customers ahead of trouble, they’ll find Dell ProSupport with SupportAssist the most complete service for their PCs. It’s predictive and proactive significantly increasing PC optimisation by resolving failed hard drives faster – 10x faster than HP, Lenovo or Apple4, with up to:91 percent less time to resolution48 fewer minutes to resolution72 percent fewer steps in the support process21 fewer steps to resolution.Spread the WordWe’ve built a set of marketing assets that will help expand your revenue potential by putting you at the forefront of your customer communications when explaining the benefits of the new OptiPlex Micro desktops and the new OptiPlex AIOs.You can add your own personal touch to these marcom assets for deeper engagement, while the quick-reference call scripts provided will equip your sales force with the right answers when engaging customers.All the assets are available for download on the Digital Marketing Platform, so that you can deploy the email and social content directly to your customers from the tool.If you don’t have access to the Digital Marketing Platform, please register here.You can also download the newest OptiPlex Family Brochure now available and tune into the webinar find out how you can transform your customers’ workplace into a hub of productivity.___________________________________________________________________________________________________1 Based on a Forrester Consulting Custom Technology Adoption Profile Commissioned by Dell. The Rise of The Micro PC: Security and End User Productivity Benefits Drive Increased Micro PC Adoption, February 2017. Results were based on a study consisting of 103 business and IT PC decision makers or influencers in North America. The study was completed in December 2016.2 Improving Employee Productivity with Dual Monitor, IDC InfoBrief, sponsored by Dell, November 2015.3 Savings are estimates based on a Dell analysis comparing costs of several system management cost scenarios, such as OS deployment, power management and BIOS changes. Cost projections based on U.S. data dated 2007-2016. For more information, speak to your Dell Sales Representative.4 Based on Feb 2016 Principled Technologies test report, “Dell SupportAssist Provided Proactive Support for Hard Drive Failure”, commissioned by Dell. Testing conducted in the United States. Actual results will vary. Full report: http://facts.pt/Cr3tEy
In the Global Partner Summit general session during Dell Technologies World 2019, Joyce Mullen, President, Dell EMC Global Channel, OEM & IoT, spoke of the joint success Dell Technologies and our partners have achieved together. “… Nothing is holding us back, and nothing is holding us down. We are … DEFYING GRAVITY!” And, just as our partners give all they have in order to realize a world without limits, so do the many individuals of Dell Technologies who work tirelessly to advance the organization and the Dell Technologies Partner Program.We are honored to announce that CRN has named twenty-two Dell Technologies channel leaders to its prestigious Women of the Channel 2019 list. This list highlights “women whose channel expertise and vision are deserving of recognition.The 2019 Dell EMC Women of the Channel are:Joyce Mullen, President, Global Channel, OEM & IoTCheryl Cook, Senior Vice President, Global Partner MarketingMary Catherine Wilson, Senior Director, Global MarketingKristina Austin, Senior Director, Global Alliances and Cloud Service Provider MarketingTamara Booth, Vice President, Alliances Service Providers and Industries PresalesDiane Brode, Senior Director, Global Partner MarketingNatalie Crawford, National Account Manager, MDC for CDWKelli Furrer, Vice President, Federal Channel and AlliancesMaureen Gaumer, Senior Director, North America Channel MarketingSarah Griffin, Director of GTM & Programs, Global AlliancesErica Lambert, Vice President, Global Services Sales for Channel, Alliances, and OEMKimberly Lasseter, Senior Director, Global Partner MarketingSarah Meyer, Director, Dell Channel VMware Sales & Go To MarketKathleen Meza, Director, Dell EMC Partner Program StrategyBrinda Robin, Senior Manager Dell Technologies IoT Program and PartnershipsIsabelle Robert, Enterprise Channel SalesPatty Scire, Senior Director, NA Strategy and ProgramsSarah Shields, Vice President, EMEA Enterprise ChannelCindy Spring, Director, Global Specialty Channels Strategy & ProgramsShawn Trotter, Vice President, North America Channel Inside SalesBeth Villalpando, Director, NA National Solution Providers and Distribution MarketingHeather Wilcox, CSG Channel Field Marketing DirectorCRN also recognized the following leaders from our larger Dell Technologies family: Michelle Pas, RSA Director of Channel Marketing & Global Programs; Teri Bruns, VMware Vice President – Global Partner Solutions; Kate Canestrari, VMware Senior Director, Americas Partner and Alliance Marketing; Laura Davis, VMware Sr. Director, Government, Education, Healthcare Partners; Anna Dorcey, VMware Vice President, Americas Marketing; Tara Fine, VMware Sr. Director, Canada Channels; Amy Flanagan, VMware Sr. Director, Chief of Staff, Channel Strategy & Execution for Americas; Jenni Flinders, VMware Global Channel Chief; Coleen Greco, VMware Director, North America Partner Marketing; Sandra Haan, VMware Sr. Director, Partner Marketing; Patti Lewis, VMware Senior Director, Americas Systems Integrators and Systems Outsourcers; Amber McGough, VMware Director, Service Provider Program Strategy; Annette Parker, VMware Director, National Partners; Sonal Patel, VMware Director, Worldwide Partner Sales & Activation, Role Design & Integration; Lisa Wight, VMware Head of Worldwide Distribution. Jennie Flinders was also named to the Power 100 list.Power 100: The Most Powerful Women of the ChannelIn addition, three of these leaders—Joyce Mullen, Cheryl Cook, and Mary Catherine Wilson—were also named to CRN’s Power 100. The Power 100 is an elite subset of the Women of the Channel; and represents “the most powerful women leaders across IT channel organizations.”These women’s hard work and dedication enables Dell Technologies to be an industry leader and exceptional partner. We are proud of this group’s vision and leadership, and this recognition is well-deserved.Congratulations to each of these women who are defying gravity!
Robert Zemeckis and Bob Gale were right about a lot of things in their eagerly anticipated 1989 sequel Back to the Future Part II. Much of the movie was set in then distant future, 2015, where science fiction had merged with our everyday lives in some remarkable ways. The big question is – how many of the predictions actually came to pass?Against all the oddsWe did indeed embrace the practice of video-calling, a notion that not too long ago seemed like it just wouldn’t work, less for technical reasons and more for social ones – who wants to have to comb their hair and look presentable just to ring their mates? Not only has this premonition become almost ubiquitous among friends and families with OTT mobile apps like Skype and WhatsApp, but with the growth of social media stories and live streaming platforms, many of us seem more and more willing to broadcast ourselves to the entire world, sharing our deepest thoughts, opinions and brunch plates to all who care to listen and consume.When fiction becomes realityRobert and Bob were also spot on about the evolution of video games. Think of the moment, when Marty McFly is appalled to learn that the “kids of 2015” are only mildly amused by the cutting-edge video arcade game “Wild Gunman”, referring to it as “like a baby’s toy!” When we look at the virtual reality, motion-enabled games being played today, those plastic 6-shooters and 8-bit graphics really do seem a little fundamental – although undoubtedly still a lot of fun!And the not so accurate predictionsHowever, some predictions were a little over zealous. Perhaps, the most famous and daring prediction came in the opening sequence, “Where we’re going, we don’t need roads.” This impactful and dramatic statement as the DeLorean shoots off into the sky reminds me of some claims and rhetoric I hear regularly in the Tech industry along the lines of, “Hardware is just a necessary evil, it’s a software defined world and that’s that.”We need software and hardwareI’m not going to argue that the present and future of our industry is not significantly defined by software. The benefits of modern Cloud Architecture, Virtualization, Containerization and advances in Management/Orchestration are certainly not going away. Indeed, they will be the technologies that will support the next generation of software innovators and OEMs to bring products to new markets at a scale and velocity, previously unheard of.However, despite this, the hardware elements of the solutions that we put together continues to be critical. In fact, I believe that hardware infrastructure is becoming more and more important– effectively, enabling the software “DeLoreans” to move faster, more securely, more efficiently and into new areas of our world. In my view, there has never been a more exciting time to be involved in hardware solutions.At the EdgeAfter all, Edge computing means that we have computing resources, applications and data-analytics closer to the point of data generation than ever before. For me, “Edge” translates into decentralized as “not in the core datacenter.” It is represented by computing in cell towers, retail outlets and power substations. Edge means harsh conditions, small spaces, limited power and cooling. Edge equates to physical security, smart remote management and modularity.Bringing light to the darker cornersThese considerations surely give rise to important software considerations, but at its very core (pun intended), Edge computing demands continued innovation in hardware design to bring new light to the darker corners of the network. Without this innovation, we will be unable to realize the dreams that inspire the software visionaries to write the future.Domain specific hardware architecturesOn that note, domain specific hardware architectures are already enabling massively accelerated performance for software functions that require specific types of computational mathematics. Picture FPGA based accelerators from companies like Intel and Xilinx, validated in Dell Technologies Servers that can accelerate low-precision floating point calculations with extremely low latency.Likewise, for activities like machine learning model training, GPUs such as NVIDIA’s V100 offer huge performance gains versus more traditional, less parallel architectures. Accelerating Machine Learning algorithms is becoming an increasingly competitive market, with new purpose-built hardware architectures being designed that are optimized for the convolutional mathematics used within. Smart NICs are offloading network functions to optimize IO while purpose-specific silicon is enabling new root-of-trust functionality for securing applications at a hardware level. And, let’s not forget cryptographic security, where keys are being stored and generated on hardware subsystems.The holistic viewIn short, your software can be amazing, but if the hardware platform is sub-optimal, it can be hobbled into something slow, insecure and unreliable. Looking holistically at the whole solution, across both hardware and software, is the key to delivering truly amazing products. If you’re trivializing either element, when developing your go-to-market strategy for your product, you will fall short of excellence.The good news is that we have decades of experience in designing products both from a hardware and software perspective that enable innovators across multiple industries to leverage the best emerging technology for their applications. Why? Because even when we finally get our hoverboards – we still need somewhere to put our feet!Learn more about Dell Technologies OEM & IoT SolutionsKeep in touch. Follow us on Twitter @DellEMCOEM or @ThomatDell and join our LinkedIn OEM & IoT Solutions Showcase page here.