Digital Transformation for Modern Service Providers Ken Lee Product Marketing Director Global Service Provider Solutions Dell EMC May 2017

Introducing Dell Technologies Technology powerhouse by combining our industry-leading capabilities and global expertise

Cloud Service Provider Dell Technologies is a Service Provider Delivers cloud, managed, hosting and consumer webtech services Cloud Service Provider Managed/Hosting Service Provider Webtech Service Provider

Growing Service Provider Customer Base Communications Service Provider Cloud Service Provider Consumer Webtech Service Provider Managed/Hosting Service Provider

Service Provider Digital Transformation & Modernization

Service Providers at a Crossroads 1. New architectures and technologies changing the velocity, ease, and economics of service creation and delivery 2. New services and business models designed to harness the ‘always-on, instant-access’ device experience. 3. New competitive landscape challenging the status quo of connectivity and service offerings.

Business Challenges Growing CAPEX and OPEX for existing data centers GROWTH & INNOVATION TIME TO MARKET COST Growing CAPEX and OPEX for existing data centers Driving up CAPEX & OPEX Driving down profitability Revenue growth Long time to market for new or updated services Slowing growth & innovation

Two-Sided Business Model Downstream Upstream Content Providers Service Provider Applications Consumers Experience User App Developers Service Exposure Layer (APIs) Advertisers Enterprises “Cloud” Services Infrastructure Vertical Industry Partners Revenue: Subscriptions + Download + Services + Advertising

Delivering cutting-edge innovation to service providers globally Solutions Designed For Your Business Driving out inefficiency everywhere Delivering a superior long-term value Democratizing technology for the benefit of all CAPABILITY COMPLEXITY COST Delivering cutting-edge innovation to service providers globally

Last 15 years Next 15 years Digital Transformation is Happening Now IT-centric Business-centric Systems of record Systems of engagement and insight Traditional applications Cloud-native apps Transactional data and reporting Streams of data and analytics Internet Internet of Everything

Traditional applications Trillions Spent on Traditional Infrastructure 2015: $2.7 Trillion IT INVESTMENTS $ Traditional applications 2000 TIME 2030

Focus on Optimizing Traditional Applications 2015: $2.7 Trillion “Optimize” mode IT transformation IT INVESTMENTS $ Traditional applications 2000 TIME 2030

Focus on Optimizing Traditional Applications Strategic partnerships matter “Optimize” mode IT transformation “Optimize” mode IT transformation “Invest” mode Digital transformation IT INVESTMENTS $ Traditional applications Cloud-native applications 2000 TIME 2030

Coexisting IT paradigms Dell EMC’s Modernization Portfolio Traditional Cloud-native ITIL-based IT processes Client-server scale-up apps Infrastructure resiliency DevOps based IT processes Distributed scale-out apps Application resiliency Coexisting IT paradigms

Digital Transformation & Modernization Modernize infrastructure; Re-host, virtualize, automate & digitize network functions, services & processes Mobile 4G/5G IoT Communications Service Provider data center Peering, other metros New consumer and B2B business models & routes to market IoT Fog Communications Service Provider core network Home Communications Service Provider metro network Consumer webtech service provider Branch/Small Office DSL Cable Managed Hosting service provider Cloud service provider Re-host & virtualize IT functions & services VRTX Enterprise & SMB managed/hosted IT & cloud services Enterprise & SMB XaaS cloud-native & hosted cloud services Enterprise HQ Ethernet Campus Data Center Unstaffed PoP Central Office/Head-End Regional Data Center Hyperscale Data Center

Dell EMC Solutions for Modern Service Providers

Dell EMC Service Provider Solutions SP Solutions Portfolio Service Provider Cloud Infrastructure Infrastructure Modernization (NFV, Multi-Cloud) Workspace Modernization (DaaS, MDM-aaS) Platform Modernization (Cloud-Native/PaaS, OSS/BSS, VNF) Mobile 4G/5G IoT Communications Service Provider data center Peering, other metros IoT Fog Home Communications Service Provider core network Communications Service Provider metro network Consumer webtech service provider Branch/Small Office DSL Cable Managed Hosting service provider Cloud service provider VRTX Enterprise HQ Ethernet Campus Data Center Unstaffed PoP Central Office/Head-End Regional Data Center Hyperscale Data Center

Dell EMC Service Provider Cloud Infrastructure Telco/NFV Consumer/Social IoT/Emerging XaaS Managed/Hosted Service Provider Workloads Dell EMC Service Provider Cloud Infrastructure Virtualization Orchestration Automation Analytics Security Cloud Services Cloud Infrastructure Software Compute Storage Networking Cloud Infrastructure Hardware Compute-centric Cloud-scale Open, Standards-based Future-ready

Dell EMC Advantage Open Architectures Modern Portfolio Modular Systems Scalable Solutions IT IT Maximum choice, flexibility and investment protection, without forklift upgrades Modern systems and technologies no vested interest in legacy systems Open building blocks enabling mix-and- match interoperability up and down the stack Systems tailored to your workloads and designed to grow with your business

100% Open and Standards-based Cloud Infrastructure Hardware Virtualization Dell EMC Service Provider Cloud Infrastructure Orchestration Analytics Security Cloud Services Cloud Infrastructure Software Automation Compute Storage Networking Maximum manageability Maximum interoperability Maximum investment protection

Scalable in Any Direction Dell EMC Service Provider Cloud Infrastructure Virtualization Orchestration Automation Analytics Security Cloud Services Service Density Cloud Infrastructure Software Compute Storage Networking Cloud Infrastructure Hardware Platform Scale CPE Unstaffed PoP Central Office IP Point of Presence Regional DC Hyperscale DC 105 104 103 102 101 100

Dell EMC Service Provider Solutions GTM Models Open Ecosystem Validated Cloud Infrastructure NFV Reference Architectures Workloads Cloud Platforms: Virtualization Orchestration Automation/Mgmt Infrastructure Hardware

Cloud Infrastructure Software Open Cloud Infrastructure Partner Ecosystem Open choice and Virtualization Orchestration Automation Analytics Security Cloud Services Cloud Infrastructure Software Compute PowerEdge ESI/DSS Storage ScaleIO XtremIO Isilon S-Series Networking Z-Series Dell EMC Service Provider Cloud Infrastructure OS9 | OS10 | Open Networking ECS VNX Cloud Infrastructure Hardware

Dell EMC + Red Hat Service Provider Solutions

Dell EMC + Red Hat Cloud Infrastructure Platform Telco/NFV XaaS/Cloud-Native IoT/Emerging Consumer/Social Managed/Hosted Service Provider Workloads Dell EMC + Red Hat Service Provider Cloud Infrastructure Virtualization Orchestration Automation Security Containerization Analytics Cloud Infrastructure Software Compute Storage Networking Cloud Infrastructure Hardware

Dell EMC + Red Hat NFV Infrastructure Dell EMC + Red Hat NFV Solution vEPC vCPE vIMS SD-WAN vCE Other VNFs NFV MANO NFV Orchestrator Dell EMC + Red Hat NFV Infrastructure VNF Manager Virtual Compute Virtual Storage Storage ScaleIO ECS Virtual Networking Virtualization Layer Virtualized Infrastructure Manager NFV FCAPS Compute Storage Networking PowerEdge ESI/DSS XtremIO VNX Isilon S-Series Z-Series OS9 | OS10 | Open Networking Hardware Resources Operations Management Open-Source Community Integrated Validated System Future-Ready

47% 3x 65% Customer Success: Industry’s Largest NFV Deployment Open Architecture Platform 47% Lower overall TCO over 5 years 3x Service agility advantage for new service enablement 65% Lower cost to new service enablement Source: 2017 ACG Research commissioned by Dell EMC & partners.

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