Transcription
VxRack for MicrosoftAzureStack
The Opportunity
The Evidence The future ishybridCloudadoption isgrowingSource: RightScale 2018 State of the Cloud ReportCloudspend isincreasingAWSgrowing,but MSFT isgrowing ata faster rate
Cloud for Microsoft Azure Stack Value to SalesCapture your share of an exploding market 13B hybrid cloud market; with 33.7% CAGR to 237B by 2026*Catch the Microsoft wave!90% of fortune 500 companies leverage Microsoft Cloud**Close business faster todayMicrosoft-led marketing & demand gen will accelerate sales cyclesIncremental sales opportunitiesCustomers can start with dev/test node, grow footprint over time*Wikibon 2017 True Private Cloud Forecast and Market Shares, May hat-is-azure/
Microsoft by the Numbers 9.6B89%120,0002018 Intelligent CloudRevenueQ418 Azure RevenueGrowthNew subscribers every month 15B90%58%Investment in cloudinfrastructureof Global Enterprises run onMSFT platformof Microsoft global revenue comes fromMSFT Enterprise customers** MSFT defines Enterprise differently – most Dell EMC Commercial accounts would be considered MSFT Enterprise
Microsoft Azure Stack
One Azure Ecosystem Potential blockers to Azure Public adoption– Regulatory compliance– Data sovereignty– Data proximity– Edge and disconnected scenarios
The Goal - Azure Consistent Services on-PremisesAzure IaaS on-premisesVirtual Machines (VM)VM Scale SetsContainerswith DockerNetworkingAzure App ServiceDevelopersAzure FunctionsOne Azure ecosystemUnified app developmentAzure Service FabricAzure services in your datacenterStorage – Blob, Tables, QueuesCloud FoundryITAzure Service Fabric and AzureContainer Service will be availablepost-GA
How are Azure Stack Services Different?Azure services on Azure Stack can be different for the following reasons:2016-03-012015-08-01API VersionScaleDependencies
Hero Scenarios for Azure StackEdge and Disconnected Use CasesAddress latency and connectivity requirements by processing data locally and aggregate toAzure for further analytics and decision makingCloud Applications that meet EVERY regulation or commitmentFlexibility to develop and deploy applications in Azure or using Azure Stack to meet your specificregulatory or policy requirements—without changing any code.Modern Cloud Applications for on-premisesApply Azure architectures to update and extend legacy applications with consistent DevOpsprocess in both cloud and on-premises environments.
Microsoft Azure Stack SubscriptionPAY AS YOU GOCAPACITY MODE Enterprise Agreement or CSP Enterprise Agreement only Metered billing Required for disconnecteddeployments Single invoiceServicePriceApp Service Pkg 400 per core per yearIaaS Pkg 144 per core per yearAzure Stack subscription represents 15-20% of hardware costs in a typical configuration
VxRack forMicrosoft Azure Stack
VxRack for Microsoft Azure StackIntegrated system *PURPOSE BUILTFlexible (capacity and perf)options per scale unit42123451234567810 1194212 1314 1516 1718 1920 2122 23242526 2728 2930 31323334 3536 3738 3940 4142 4344 4546 474812 1314 1516 1718 1920 2122 23242526 2728 2930 31323334 3536 3738 3940 4142 4344 4546 47484951535052544951535052544141CISCO NEXUS 3172-10GE67810 1194040CISCO NEXUS TATIDN2200-PAC-400WN2200-PAC-400WN3K-C3048-FANHCI Node: Capacity configuration options3737363635353434Low: 12C/24T, 384G Mem, 5.7TB Cache, 40TB DataEngineered Approach333332323131Mid: 16C/38T, 576G Mem, 11.5TB Cache, 80TB Data303029292828High: 24C/48T, 768G Mem, 11.5TB Cache, 100TB Data272726262525242423232222212120Hyper-converged 39421942421811234567810 11912 1314 1516 1718 1920 2122 23242526 2728 2930 3132 3334 3536 3738 3940 4142 4344 4546 47484951CISCO NEXUS 3172-10GE505254495153234567810 11912 1314 1516 1718 1920 2122 23242526 2728 2930 3132 3334 3536 3738 3940 4142 4344 4546 47484050CISCO NEXUS 3172-10GE34567810 11912 1314 1516 1718 1920 2122 23242526 2728 2930 3132 3334 3536 3738 3940 4142 4344 4546 4748CISCO NEXUS 3172-10GE1124951153234567810 11912 1314 1516 1718 1920 2122 23242526 2728 2930 3132 3334 3536 3738 3940 4142 4344 4546 4748495118153234567810 11912 1314 1516 1718 1920 2122 23242526 2728 2930 3132 3334 3536 3738 3940 4142 4344 4546 4748495153534152234567810 11912 1314 1516 1718 1920 2122 23242526 2728 2930 3132 3334 3536 3738 3940 4142 4344 4546 47485254515350CISCO NEXUS 3172-10GE543950495241CISCO NEXUS 3172-10GE154234567810 1195052544951534141CISCO NEXUS 3172-10GE1712 1314 1516 1718 1920 2122 23242526 2728 2930 3132 3334 3536 3738 3940 4142 4344 4546 474814050CISCO NEXUS 3172-10GE5254234567810 1195052544951531712 1314 1516 1718 1920 2122 23242526 2728 2930 3132 3334 3536 3738 3940 4142 4344 4546 47484050CISCO NEXUS e consistent managementDeveloper 62621312111098Scale out building 2828282828282727272727272626262626262525252525251 33333332222222211111111
All Flash Scale UnitsFlexible (Base/Extended Capacity)Options Per Scale Unit4-8-12 Node Scale UnitsLower latencies forperformance 8394041424344454647484950515252Base CapacityExtended Capacity2 x Model 5118 –2 x Model 6130-12 core 2.3Ghz16 core 2.1GhzMemory384 GB768 GBStorage(SSD)10 x 1.92TB 19.2TB10 x 3.84TB 38.4TBProcessor1u R640 Compute NodesToR networking enhancementsusing Dell EMC S5048-ONswitches (25GbE)4xHCI nodes Cores: 96 – 128Mem: 1.5TB – 3TBData: 76TB – 153TB2x25GbE TOR1x 1GbE Mgmt1x R640 Mgmt NodeN 2 Redundancy8xHCI nodes Cores: 192 – 256Mem: 3TB – 6TBData: 153TB – 307TB2x25GbE TOR1x 1GbE Mgmt1x R640 Mgmt NodeN 2 Redundancy12xHCI nodes Cores: 288 – 384Mem: 4.6TB – 9.2TBData: 230TB – 460TB2x25GbE TOR1x 1GbE Mgmt1x R640 Mgmt NodeN 2 Redundancy
Why Dell EMC?
Why Dell EMC for Microsoft Azure Stack?
Opportunity Qualification
Opportunity QualificationNO1a. MSFT ELA?1b. UnusedAzure Credits?AZURE STACK1. Is Azure part of theoverall cloud strategy?YES2. Are there thingspreventing furtheradoption of public cloudbecause of on-premisesrequirements?3. What are theserequirements?Data sovereignty / privacyData gravityCompliance / regulatoryApplication modernization
Customer Success
Customer nologyTelcoTransportation12
Customer tPartnershipTrustSkylakeAbility toDeliverMaturity ofCapabilitiesTime toMarketAutomatedLifecycleManagement
Support
Dell EMC Customer Support OfferingsRemote technical supportOnsite supportAutomated issue detection and case creationSelf-service case initiation and managementHypervisor, Operating Environment Software and OS supportPriority access to specialized support expertsDesignated service account management expertPeriodic assessments and recommendationsMonthly contract renewal and support history reportingSystems Maintenance guidance1.ProSupportProSupportPlus24x724x7Next Business Day Next Business Day1 oror Mission CriticalMission Critical SemiannualNext Business Day option available only on applicable legacy Dell products.Availability and terms of Dell EMC Services vary by region and by product. For more information, contact your Dell EMC sales representative.
Channel Strategy Plan
Channel Strategy GoalsForce multiplier: something that increases the effect of a forceEnable Partners tosell deploy ANDsupportDrive 70% ofrevenue throughChannelSupport ongoingChannelrequirements
3 Paths to MonetizationReselll Demand/lead gen Dell EMC PartnerResell VxRackAS DeploymentServicesCompetencyResell VxRackAS Deployment Support ServicesCompetencies Dell EMC deployment competency Support services in out-of-radius regions Partner branded deployment Partner branded consultingEnablement Deal Registration Joint Territory/Account Planning Teaming Agreements
Key Strategy PillarsEnablement Sales / PreSales Quoting / Ordering Deal Registration Deployment Certifications Compliance Support Out-of-RadiusSupportGo-to-MarketT3Programs Engagement model Communications Asset co-branding Incentives Promotion Programs Campaigns Escalation Wins Tracking / metrics Sustaining programsSIs Distributors SPs
Sizing & Quoting
MyQuotes Open toPartners September2018Sizing and Quoting Modules will beavailable in our Sales Trainingbeginning September 10, 2018
Call to Action
Call to ActionPREPARE Sales & PreSales TrainingKnow ‘The Pitch’Internalize Value PropsLeverage AssetsUnderstand Sizing andQuotingENGAGE Provide Feedback! Know your Resources Join the ConversationACCELERATE Qualify EARLY Inspire Confidence
Get Started TodayVisit ourKnowledge Centerand Partner Portal(requires partnerlogin credentials)Enroll in our Dell EMCCloud for Microsoft AzureStack Sales Training andDell EMC Cloud forMicrosoft Azure StackPreSales TrainingFollow us on@DellEMCPartnersand join our DECNcommunity
VxRack for Microsoft Azure Stack Hyper-converged Infrastructure Integrated system Engineered Approach Scale out building blocks Azure consistent management
