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MediaLoft/Dell V21

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Transcript of MediaLoft/Dell V21

Darin Bartik,
Executive Director, Product Marketing
Renewal Specialists
Online Tool
Partner Program
It’s time for renewals
Rapidly shifting market
Hybrid cloud
Digital universe, in billions of gigabytes
New consumptions
Public Cloud
$44 BILLION
25%
Public Cloud
$2 TRILLION

Growth Y/Y
4%

Growth Y/Y
2015
8,591 gb
2020
40,026 gb
Cloud Management
Mobile Solutions
Social
Analytics
SMAC: The new technology requirements
Transforming SIM products to be SMAC capable
Information management
Endpoint management
Performance management
Data protection
Azure
management
Consistent UI/UX design
Uniformed security best practices
Common data respositories and analytic framework
Single Dev/Ops for continuous integration and continuous deployment
Eight steps towards the new product success
Re-build the team
Analyze the gaps
Bet for the future
Define the MSPs
Validate the customers
Make trade-offs
Deploy resources
Sprint
Break
Renewals kickoff
presentation

Marc Stein,
Vice President, Renewals
One team
Product
roadmap

Engineering
the vision

Jieming Zhu,
Vice President, Development Engineering
Wrap
up

30 minutes
FY17
business plan

Larry Humphries,
Vice President of Sales, Americas
3,500

people
1,000

engineers
1,500

field people
Brett Roscoe
, Vice President, Product Management
Garrett Cook
, Director of Presales, Americas
Allison Inouye
, Director, Professional Services
Sean McEvoy
, Executive Director, Support
Larry Humphries
, Vice President of Sales, Americas
Tom Joyce
, Vice President & General Manager, Systems & Information Management
Industry analyst
validation

ESG,
Enterprise Strategy Group
GTM Strategy
to
bring strategy to life

Renewal sales team
Business development Reps (BDRs)
Engineering
Vice President of Sales
Americas
What do customers want?
Q&A
Now...
Cloud
Mobile identities
DevOPs
New threats
SaaS
New data types
Ubiquitous analytics
Then...
Mainframe
The internet
Mini
Client server
What went right?
It s time for change
Global scale
1,000 engineers With deep expertise
Turn intellectual properties into new products for the next platform
Business Strategy & Vision
Tom Joyce

Vice President, General Manager
Welcome
It s time
We will win again
John Swainson,
President, Dell Software Group

SIM
business strategy and vision

What went wrong?
What else?
Y/Y - Actuals
SIM
849
-13%
SIM - Total Americas
571
-13%
Bookings $M
Attainment
SIM
11%
79%
SIM - Total Americas
12%
78%
Y/Y - Forecast
Market Y/Y
000
000
Blazing a path
Done
Doing now
Doing later this year
demo
$2.6M deal

$2.9M deal
$317,441.50 deal
$318,290.20 3-year upfront deal
Marc Stein
Vice President
Stacy Henson
Administrative
Assistant
Justin Furner
Manager
IAM Global
Fabio Invernizzi
Director
Global Channel

Liz DeVoss
Director
Global Ops
Todd Schwiderski
Director
Americas
Dorine Fryzowski
Manager
EMEA
Marion Lee
Sr. Manager
APJ
Robb Dunewood
Sales
Engineering

Lacey Evans
DP
Brian Singer
ESM WIN Emer
Brian Gayler
DB PM PUB
Kevin McCahill
Relationship
Jakub Krzyzak
DP Emerging
Rodolfo Chan
DB PM Sp/It
Dajana Henke
ESM WIN
Tom Waite
Finance
Luke Cook
HR
Deb Randel
Marketing
Carlos Vargas
Sales Ops

Rodney Bradford
Biz Ops
How DSG
needs to approach this new marketplace
Product
Roadmap
Engineering
the vision
FY17
business plan
Larry Humphries,
Vice President of Sales, Americas
The what
The who
The how
Financial goals
Product line mix goals
Geographic goals
Sales, Americas
Larry Humphries
G500
Matt Vitale
Central
Carmel Warde
East/Canada
Mike Ruggieri
Presales
Garrett Cook
FED
Paul Christman
West
Russell McCardle
Inside
Jerry Glanert

Latin America
Rubia Coimbra

Sales Events
Heidi Webster
RemoteScan
Karen Rice
Cloud Mgt
Mark Gowdy
Communications
Jeni Green
Admin
Juliette Martine
Our entire world changed
SIM saves time so you have more time for IT and business innovation
It's time
Garrett
Cook
Director of Presales
, Americas
Technical sales

Services

Support

Technical experts
Product teams
Partner and customer training
1069
users
4,349

customers initiated virtual trials 2015
99.99%
Availability
Trade Shows
Dell World
Oracle Open World
VMWorld
Geek Week
2,400 GB Memory
375 TB Disk Space
1,470 Labs
64.834 Deployments
Software Technology Center FY16
Allison
Inouye
Director
, Professional Services
Decision

Value
Resolution
Professional services
2000
2020
System complexity
IT staff
Opportunity to lower the gap in expenses
It's time
Sean
McEvoy
Executive Director, Support
24/7 support
Develop new DevOps
Introduce new database tools
Leverage the cloud
Support Mac, Linux and more
OS
Exceed expectations
Leading Experience
Customer satisfaction
NPS
92%
76%
Premier support
Community engagement
Intelligent matching
Proactive engagement
Connected products
Seamless transitions
Support is ready
The time is upon us
Marketplace
People
Solutions
Services
Partnering
Accountability
We are here
Larry
Humphries
Systems & Information Management
,
The world has changed
Partner you can count on
Help, hard work, together
Venturing into a great unknown
,
One team
Database Management:  $3M

Microsoft Platform Management: $1.6M


Data Protection: $240K

Why us?
Our story. It's time.
,
Full transcript