We’re now into our second year as a combined Dell EMC Partner Program. Yet, as Joyce Mullen, President, Dell EMC Global Channel, OEM & IoT, announced, we are just getting started.Performers from the singing group Revelation opened Global Partner Summit 2018 with a fierce sound that matched the energy of the session.Throughout the keynote session of Global Partner Summit (GPS) at Dell Technologies World 2018, Mullen shared her vision for the Global Channel organization.“…When we win together, we all win,” Mullen shared. “Speaking of winning, you did amazing things in 2017. In fact, I would call it a year of roaring success!”Mullen spotlighted some of the strong wins that our Dell EMC partner community has achieved in just the first fifteen months as a combined community, including the addition of 54,000 new customers, 400,000 registered and approved deals and 100,000 newly earned partner credentials.Of these extraordinary partner wins, Mullen declared, “Thank you for your incredible partnership! Let’s hear you ROAR!” The GPS audience response was both enthusiastic and deafening.Throughout the session, a number of guests joined Mullen on the GPS stage, including: Michael Dell, Chairman and Chief Executive Officer, Dell Technologies; Jeff Clarke, Vice Chairman, Products & Operations, Dell; Cheryl Cook, Senior Vice President, Global Channel Marketing, Dell; Scott Millard, Vice President, Global Channel Specialty Sales, Dell EMC; and Jay Snyder, Senior Vice President of Global Alliances, Service Providers and Industries.Joyce Mullen: There’s never been a better time for you to be part of our pack. Our pride.“Together, we have the force and speed of a stampede,” Mullen told partners. And, while we have built—together— a $43 billion channel business and a successful channel program, we strive to become “the biggest, and the best. We are going to be the #1 partner program in the world … Not in our eyes, but in yours.”Dell EMC is steadfast in our commitment to a Simple. Predictable. Profitable.TM partner program; and welcomes and acknowledges partner feedback. To that end, Mullen shared a series of imperatives that will help make it easier for partners to do business with Dell EMC.Likewise, the announcements made throughout the GPS session supported these imperatives; and will help enable partners to achieve success both today and into the future.Dell EMC MyRewards ProgramOpt-in program; replaces both the Partner Advantage and Sell & Earn programsPoints-based rewards program open to Dell EMC Solution Provider sales representatives and system engineersWill offer bigger and better promotions with up to 3x bonus payout and simplified, express claiming globallyWill deliver enhanced rebates focused on driving new business, storage refresh and attaching Pro-Support Plus to storageFor Dell EMC partners, learn more or enroll in the MyRewards program.Dell EMC Ready Stack Certified Reference SystemExclusive to channel partners, the new Dell EMC Ready Stack program will simplify how partners can sell and build infrastructure stack solutions based on current and future Dell EMC best-of-breed technologies—including a broad range of Dell Storage (Unity VMAX, XtremIO, Isilon), Dell EMC Servers, Dell EMC Data Protection, and Open Networking, with support for multiple hypervisors, bare metal, and containersThe program represents a powerful way to expand “build” or “do it yourself” (DIY) customer conversations beyond component parts for even better margins, revenue and loyaltyThe Ready Stack program rewards partners for positioning Dell EMC technologies in converged outcomes through incentives that increase as more elements of the Dell EMC portfolio are incorporated in a converged offeringDell Technologies Advantage Framework for PartnersDesigned to make it easier for channel partners to work across the Dell Technologies family of businesses with engagement, tools and incentivesValue-added capabilities and certifications will enhance the ability to more easily and efficiently deliver positive business outcomes from across the Dell Technologies portfolioWill complement the core Dell EMC Partner Program, enabling greater opportunities for Partner growthNew Sales Plays and Extended Routes to Market with VMwareExpansion of our Dell-as-a-Disti (DaaD) model to all Tiered (i.e. metaled) Solution Providers in the Dell EMC Partner Program, available later this yearRoute to market offers partners greater choice in how they choose to buy Dell Technologies’ solutions on joint opportunities with Dell and VMwareAnnouncement also includes new VMware and Dell joint sales plays including a 14G Server Refresh Campaign with vSphere and a Windows 10 Refresh Campaign to upsell Airwatch customersNew Internet of Things (IoT) Solutions Competency Offerings Four new IoT Solutions Competencies will build on initial competencies introduced last yearIoT Solution Competency available beginning April 30High Performance Computing, Data Analytics, Business Applications and Security to be added throughout the yearIn addition to the new Solutions Competencies, Dell EMC will also expand services deployment competencies, which enable partners to grow faster and increase revenue.Additional Dell EMC Partner Program announcementsNew demo program provides tiered partners with the ability to use earned MDF to purchase any storage, converged infrastructure, hyper-converged infrastructure and data protection solutions at a discountProof of Concept (POC) program removes complexity around partner-led POCs, streamlining the approval process and enabling Titanium partners to independently lead POCs at end user locations with no-cost hardware, software, pro-support and shippingNew IT Transformation campaign helps tell the connected story, positions business outcomes and drives consultative selling, all positioning the value of the Dell Technologies portfolioDell EMC President’s Circle winners were recognized on stage; and the location for the 2018 President’s Circle competition was revealed (South Africa!)Dell EMC Partner Program Titanium Black partners were also announcecRead more on key channel announcements today, here.Jay Snyder: Global Alliances Seizes the Opportunity with AlignmentGlobal Alliances and their Partners have seen an overall growth of 28% year over year. Synder recognized this success and challenged partners to commit to an “Acceleration Strategy” that will help drive even greate success in the coming year.“This is our time and our chance to make history. This revolution is challenging our customers at a pace never seen before. And this means opportunity—big opportunity—for us,” Snyder declared.Michael Dell: An amazing opportunity ahead for Dell EMC PartnersDell Technologies Chairman and Chief Executive Officer, Michael Dell joined Joyce Mullen on stage to discuss his commitment to the channel—and the opportunites today—and ahead—for Dell EMC partners.“Dell Technologies is uniquely positioned to be your best partner for the future.” And, as Joyce Mullen noted earlier in the session, the opportunity is massive—a total addressable market of $3.7 trillion.GPS and beyond: Together, we are unstoppableJoyce Mullen closed a momentous GPS with the rally, “Together, we are Fierce. Smart. Strong. Fast … And really, really proud!”Because, together, we are truly unstoppable.Stay connected and in the knowJoin the #DellEMCGPS #DellTechWorld coversation on Twitter with @DellEMCPartners and @DellTechWorldStay up to date on the latest GPS and channel updates—follow and read Partner blogs on Direct2DellEMCTune into the Dell Technologies World livestream
Why a strong CFO-CIO relationship is the key to success in the digital worldFor the last 32 years, I have carried out financial roles within the field of technology. In other words, I’ve been juggling figures and analyzing bottom lines in a fast-changing world. Among the many trends and hype curves I’ve encountered, there is one thing that is irreplaceable: a frank and open chat at the coffee machine. As a CFO, I heartily recommend entertaining that tradition with your CIO colleagues. Let me explain …CFO and CIO, bound for a win-winIn many ways, the digital age has made it easier for me to fulfill my duties. I am amazed at the way all my devices can sync to deliver the latest reports at my fingertips, allowing me to make important decisions in near real-time. That’s another reason you can find a natural ally in your CIO. He/she is the go-to person if you want to leverage new technologies and, more specifically, to make figures speak out in a rapidly evolving business context, anytime and anywhere. Now more than ever, CFO and CIO need to combine technical acumen with business expertise. For the CFO, the most obvious way to understand how a company can adapt to the new digital world is to get briefed by the CIO. And the CIO needs the buy-in of the CFO to realize IT transformation.The time of working apart together is over. And luckily so, most CFOs and CIOs are aware of that. As a recent survey on IT Transformation conducted by Forbes Insights and Dell EMC indicates 96% of the C-suite see close CIO/CFO collaboration as being important or even critical to business success. Though this partnership has improved in recent years (to the extent that it is now described as excellent by 36 percent of CFOs), a large majority of respondents (89 percent) acknowledge that significant barriers still exist: conflicts arising over traditional reporting structure, CIO’s lack of business expertise and outdated attitudes from the CFO about the primary role of the CIO make up the top three spot of the Forbes survey.In my experience in working with different customers and partners, I feel that the traditional stereotypes have not yet completely disappeared. The CFO continues to see the CIO as someone who has no good control of cost and spends lots of money on fancy new toys with no clear return on investment. On the other side, the CIO still tends to consider the CFO a risk-averse individual, blocking any attempt to innovate. By the way, let us not forget that in most companies, the CIO still reports to the CFO, and they are not exactly on a peer level, although this is becoming less true in companies that have set forth on a digital journey heavily investing in IT assets. But even in these more digitally-driven organizations, there is enough room for improving the partnership or each party to benefit from one another’s strengths.Start from the same pageIn fact, the entire executive team needs to operate as one if they want their company to succeed on their digital journey. But I am convinced that CFO and CIO have a special responsibility within that mission. If they are not on the same page, the CFO will not necessarily approve what the CIO advises to spend, and the propensity for a breakdown will increase.So how do you avoid this?The first step is to define what business value actually is before aligning with CFO and CIO. As a (digital) business, what is the ultimate goal we want to reach? Where do we want to go in terms of technology? Do we take all the bells and whistles at once, or do we want more of a phased approach over a longer period? All of these key questions will generate trade-offs at the start that will be conditions for success in the long run.As a CFO in a tech-savvy environment, I invite my peers to contribute to a definition of business value that is not purely built around cost control. In other words, every new technology should not be looked at as a luxury item, but from the point of view of its long-term ROI.The ability to start from common ground will also largely depend on the combination of short and long-term metrics. CIO and CFO should sit together to answer a few basic questions like:Do we have enough Capex budget for this year?Do we have an expense problem for this year?Do we need to buy new technology with free maintenance period?This will help to build a common framework for the year to come that makes sense to both. Goals aligned from the start, based on a clear allocated Capex budget and a cohesive strategy, will facilitate practical day to day decisions for both a CFO who needs trustworthy reporting (P&L and Capex metrics in a given timeframe) and a CIO who wants to roll-out projects as soon as possible.If this synchronization does not happen (with the backing of the whole management team, led by the CEO), the collaboration between CFO and CIO may still look fair, but the major risk is that the CFO will not really buy into the CIO’s plans and drip feed the required approvals, which will, of course, slow down the roll-out and, in the end, lead to runaway expenses, making both unhappy. This going off the track happens quite frequently.My 5 tips for the CFO:Take the first step to overcome barriers. Given that he/she is often the more senior of the two, this honor usually falls to the CFO to reach out to the CIO. Otherwise, he/she will be left behind in a rapidly changing marketplace.Have a regular chat with your CIO at the coffee machine, at least once a fortnight. Do not hesitate to ask “silly” questions.Initiate discussions with customers and partners about their technological challenges and opportunities.Take part in (external) conferences around emerging technologies, such as AI, IoT and robotics. There are formats aimed at non-technical people, showing you how to leverage technology and to grasp the concepts. Afterwards, the CIO will be able to help you implement these new technologies.Read. There are some good books out there, including some that explain “digital transformation” and new technologies clearly and concisely. For example, I am currently reading “Big Data Demystified”, by David Stephenson (FT Publishing). I highly recommend it for any CFO.Following the above steps and reaching out to the CIO will certainly help to keep the CFO abreast of new technologies. The modern CFO does not need super powers, he/she just needs to surround himself/herself with the right people and technologies if he/she wants to be a gatekeeper who is open to innovations, as well as a driver for growth.
The Dell EMC storage team recently had the honor of being at HIMSS19 in the Sunshine State. For three consecutive days, Dell EMC experts showcased the innovations being made every day to better enhance patient care across the healthcare continuum. Kiosks in the booth included AI, data protection, security, multi-cloud, client solutions, and of course, next-generation infrastructure. Capturing everyone’s attention was the PowerMax on the floor.PowerMax, the world’s fastest storage array with 10M IOPS and 150GBps throughput, was highlighted at HIMSS19 as the storage array of choice for EHR deployments with a dedicated kiosk and hardware on site. Customers and employees alike were excited to see the physical PowerMax array showcased in the booth. Dell EMC storage experts were giving live demonstrations of PowerMax to show how fast and easy the array is to use. One attendee was so shocked at how fast PowerMax can provision storage that she asked, “is this real, or is this just because this is a demo?” To this, our expert replied, “PowerMax is simply that fast.”We had the opportunity to interact with a lot of great people at HIMSS19. Our storage experts had the opportunity to speak to group booth tours with visitors from around the world who were interested in Dell EMC’s offerings. Partners, employees, users, and customers all stopped by the Dell EMC booth to see how we are bettering health IT. Focusing on how PowerMax is the ideal solution for EHR environments.With NVMe done right, multi-controller architecture, multi-dimensional scale, rich data services, and blazing performance, PowerMax is next-generation storage for health IT. EHR workloads are demanding which is why PowerMax offers so much performance with virtually zero unplanned downtime. In fact, PowerMax is architected for 99.9999% of availability to ensure patient data is available when caregivers need it.PowerMax is an efficient machine with up to 5:1 in data reduction thanks to inline compression and deduplication. To top it off, PowerMax keeps data safe and secure with data at rest encryption, replication, and secure snaps. I could go on and on about what makes PowerMax the array of choice for Electronic Health Records, be sure to check out our Top Ten Reasons Why PowerMax for Epic and PowerMax for Epic Solution Overview.As part of Dell’s Giving Back campaign, the Dell EMC booth once again showed support to Brooke’s Blossoms Hope for Childhood Cancer. The organization gives hope to young girls battling cancer by supplying them with headwear made by volunteers. These beautiful floral head pieces give children comfort after losing their hair. Employees and attendees made it their mission to make as many of these head pieces as possible, over 300 were made over the course of the show! Giving back to those facing health challenges is what makes what we do to transform Health IT so important. At Dell EMC, we are truly making healthcare digital transformation real.Our storage experts and healthcare team worked hard at HIMSS to showcase our product offerings and educate attendees about what Dell EMC has to offer. We continue to innovate as a technology leader while never losing sight of what is most important, the patient.We hope to see you again at HIMSS20! Based on Dell EMC internal analysis of published bandwidth of the PowerMax 8000 versus competitive mainstream arrays, March 2018. Based on Dell EMC internal analysis of Random Read Hits Max IOs Per Second (Within a single array on 2 floor tiles) for the PowerMax 8000, March 2018 Based on Dell EMC internal analysis of Random Read Hits Max GB per Second (Within a single array) for the PowerMax 8000, March 2018.
Introducing The Latest VMware Cloud on Dell EMCToday, organizations are busy managing their data and applications in a variety of cloud environments – private, public, and increasingly at the edge. They are also navigating the complexities of large remote workforces. Dell Technologies and VMware introduced the Dell Technologies Cloud Data Center as-a-Service, VMware Cloud on Dell EMC, almost two years ago to combine the benefits of security and performance of on-premises infrastructure with the speed and ease of use of public cloud. VMware Cloud on Dell EMC delivers cloud infrastructure as-a-service to datacenter and edge locations and provides consistent operations between multiple cloud environments. This is made possible by bringing together the VMware Cloud experience on the Dell EMC VxRail hyper converged platform. This solution is co-engineered by Dell Technologies and VMware, with on-going services managed by VMware.VMware Cloud on Dell EMC has seen several significant enhancements since it first came to market. In our previous release, we announced support for advanced enterprise workloads, enhanced customer experience, and support for Dell Technologies PowerProtect portfolio. As always, we continue to listen to the feedback our customers give us, and consistently seek to bring them greater value. Therefore, I’m excited to share with you the latest capabilities our customers have been asking for. Our newest enhancements focus on enabling Kubernetes deployments, enhancing remote workforces, making it easier to achieve compliance for regulated industries, and more easily manage workload migrations. Here is a list of the newest capabilities available today:Built for Tanzu Kubernetes Grid: Streamline operations across multi-cloud infrastructure and run Kubernetes distributions that are built on the open-source Kubernetes community. Have greater Kubernetes runtime consistency, simplified operations, enterprise management, and TKG clusters are portable, so they can run on vSphere or multi-cloud environments.Empower your remote workforce: VMware Cloud on Dell EMC is now certified with VMware Horizon, and is optimized for VDI workloads to deliver enterprise class security and compliance for your remote workforce.Updated industry certifications: Take your cloud journey with confidence, knowing that the newest updates included with VMware Cloud on Dell EMC support global and vertical industries with ISO, CCPA, EU GDPR, and SOC-2 certifications.Run data intensive workloads: A new extra-large node gives organizations the power to run even larger workloads thanks to 1.5TBs of memory along with NVMe storage capability.Enhanced workload management: Greater workload segmentation allows organizations to better optimize CPU and storage resources for each workload. Customers are given greater flexibility and can create up to 8 clusters in a single rack with 3 hosts in each cluster.Easier workload migration: Moving data from one location to another can be difficult, VMware HCX allows organizations to easily move workloads via their customer portal from legacy infrastructure, or to provide continuity between applications and workloads running in two locations.Simply put, each of these features will empower organizations to focus on innovation and growth and less on managing their cloud day to day. This latest version of VMware Cloud on Dell EMC is here to benefit your organization by improving your cloud experience and doing it with greater control and peace of mind.For more information on this solution, watch our breakout sessions at VMworld 2020 and Dell Technologies World Experience 2020:VMworld 2020Visit my session Extend Your Hybrid Cloud to Edge and Data Center with VMware Cloud on Dell EMC [HCP1802]Dell Technologies World Experience 2020Visit our jointly presented session Extend Your Hybrid Cloud to Edge and Data Center with VMware Cloud on Dell EMC
LONDON (AP) — British Prime Minister Boris Johnson has indicated that the coronavirus lockdown in England will remain in place until at least March 8 as he ruled out any imminent return to school for most students. In a statement to lawmakers, Johnson also confirmed new restrictions for travelers arriving in England from countries deemed to be high-risk. He said Wednesday that the U.K. remains in a “perilous situation” with more than 37,000 patients hospitalized with COVID-19, nearly double the number during the country’s previous peak in April. While dashing any hopes that students would return to classrooms after a mid-February school break, Johnson said the March 8 aspiration is based on progress on the vaccination front.
COPENHAGEN, Denmark (AP) — Denmark’s government is developing a digital passport that would show whether people have been vaccinated against the coronavirus. The idea is that the passport would allow people to travel and could help the government ease restrictions on public life. The finance minister said Wednesday that “in three-four months, a digital corona passport will be ready for use in, for example, business travel.” He said “it is absolutely crucial for us to be able to restart Danish society so that companies can get back on track.” The EU says it is looking into various proposals for similar systems to help travel.