1. Partner Use Only | Do Not Present This Slide Presentation Structure
Audience: ITE, BDM, ITEN, ITINF
Application: Acquisition accounts. Account updates.
Flow: minute presentation
Efficiency Redefined [slide 3] Highlight the current macro business challenges and the transformation companies are going through post- recession.
Only the Efficient Thrive [slides 4-6] Introduce the idea that companies are spending too much on maintenance and not enough on innovation; get buy-in to idea of Enterprise Efficiency.
The Efficient Enterprise [slides 7-11] Solutions for the Efficient Enterprise introduction – emphasize shift to delivering solutions and the impact it will have on them as a customer from the client to the cloud.
We’ve Done It with Dell and for customers like you [slides 12-15] Demonstrate how Dell has done this or their customers and how you can do it for them as a Dell Partner. Select 2 customer examples from slide 15.

2. Enabling the Efficient Enterprise
NAME
TITLE

3. Only the efficient thrive
Only the efficient thrive. Efficiency is being redefine by the current economy.
Premium on
efficiency
Consolidation
and Virtualization
+ Economic uncertainty
+ Increasing demands on IT
+ Focus on TCO
+ Expansion in Emerging Economies
+ Do more with less
+ Scale flexibly
+ Extended refresh cycles
+ Increase staff productivity
Workforce Transformation
Cloud
Computing
+ Web 2.0
+ Mobility
+ Consumerization
+ Millennials
+ “Desktop” follows the
user vs. the device
+ Managed & Modular Services
+ IT-on-demand
+ Applications on-demand

4. ? The Status Quo is not sustainable. Demands on IT continue to expand
Budgets are flat
to down
Strategic investments
limited to running the business
Outcomes and ROI are not adequate or predictable

5. 80% of $1.2 trillion is spent annually just to keep the lights on.
The first step in greater IT efficiency is challenging the cost of running your IT today.
Tomorrow’s IT possibilities
Today’s IT reality
20%
80%
Strategic spending to improve the company
50%
Strategic spending to improve the company
Maintaining legacy IT environment
Maintaining legacy IT environment
80% of $1.2 trillion is spent annually just to keep the lights on.

6. And labor remains the key driver of IT cost.
Datacenter costs
Plan 5%
Innovate processes
Out-task to improve
labor efficiency
Deploy 10%
50%
Labor
Operate 25%
20%
80%
Support 10%
Facilities 7%
Upgrading to newer/ greener hardware will reduce operating and labor
requirements
Network 11%
SW 9%
HW 23%

7. $200B 1 % < 50% IN IT SAVINGS Dell will help you unleash
innovation by improving
your IT efficiency.
$200B
IN IT SAVINGS
AN INDUSTRY COMMITMENT
1 %
< 50%
of IT spend returned as a % of revenue
of IT spend dedicated to the status quo 7

8. Customers are faced with decisions.
Closed and proprietary
No choice
Vertically integrated
Price premium
Compromised
Open and industry standard
Choice
Virtually integrated
Capable and affordable
Uncompromised
Open always wins

9. Most efficient portfolio
Dell brings together all the elements critical to driving efficiency in the enterprise.
Most efficient portfolio
of technologies +
Powerful ecosystem of
industry leaders
ITaaS.
Solutions.
Services.

10. Our Mission: Deliver measurable value by powering enterprise efficiency through innovation without lock-in.
Efficient Workforce
for
productivity
Efficient Data Center for scalability
Efficient Cloud Solutions for flexibility

11. Dell has a proven approach to unlocking enterprise efficiency.
Three steps to improved IT returns
STANDARDIZE
SIMPLIFY
AUTOMATE
+ Achieve uniformity
+ Reduce number of moving parts
+ Slash costs
+ Eliminate. Unify.
+ Consolidate
+ Virtualization
+ Reduce touch points
+ Shrink risk
+ Boost productivity
+ Reduce manual interaction
+ Manage growth
Strategize
Plan
Implement
Manage
Monitor
Governance / ITIL / Security

12. We know we can do this for you because Dell has done it for itself already.

13. Dell has already returned 30%
to strategic spending and is on track to achieve to 50/50 by 2010.
TODAY’S IT REALITY
Strategic spending to improve the company
20%
80%
50%
STANDARDIZE
+ Moved 97% of systems to x86
+ Used only two primary server images (.Net/Windows and Oracle/Linux)
+ Single global client image
SIMPLIFY
+ Reduced application footprint by 25% per year over three years
+ Replaced multiple regional systems with single global instances
+ Aggressively deployed virtualization in production environment
+ “Virtual first” for all new applications
Maintaining
legacy IT
environment
AUTOMATE
+ Image and deploy servers in hours, not days or weeks
+ Reimaged client systems “self service” in about an hour
+ Managed 130,000 servers and clients from one console
INTRODUCE Robin Johnson :
We realized a couple of years ago that a large percentage of our resources and budget were going to maintaining the status quo—just keeping up with day-to-day operations.
Leveraging the principles of standardization, simplification and automation, we will exit next year spending 50% of our budget on innovation. This is an important point for your customers—you can show them this strategy is something Dell was not only able to do for itself, but something we’ve slowly been working with our customers to implement as well.
Question #1:
GUIDED Q&A WITH SCHUCKENBROCK
S. Schuckenbrock: I heard you mention the importance of virtualization and being able to consolidate the number of physical servers pretty significantly. How else has Dell simplified its IT infrastructure?
R. Johnson: Consolidation and virtualization are the biggest areas.
Eliminated 6,000 servers
Virtualized 7,000+ servers
Consolidated servers up to 30:1
Dell has been a very aggressive adopter of virtualization – significant footprint in our production environment (almost 50% virtual); probably one of the largest VM farms in the country
$100M+ savings over two years
Made a decision in 2008 to go “virtual first” – everything in a lab or production has to go onto VM unless the teams can show why VM won’t work, and I have to sign off on the exceptions
Another thing we did was consolidate applications.
Three years ago Dell had nearly 10,000 applications in the environment between supported and non-supported IT apps
Huge business benefit in terms of agility and driving innovation, since we can now move much faster since we have fewer apps to maintain and interface into
We now have less than 3,500 apps and are still reducing significantly
The result is we have a highly efficient infrastructure and one with platform and software commonalities. Thanks to being virtualized Dell is able to embrace the cloud in a big way which helps drive new gains such as a reduction is software tools and licenses. Also huge intangible savings in speeding up dev lifecycle and business velocity: server provisioning time down to a couple days instead of months
Question #2:
S. Schuckenbrock: So Dell has a well-deserved reputation for driving industry standards and it’s one we wear with pride. How is Dell standardizing internally?
With a standards-based infrastructure, I can respond to business needs very quickly as I know what hardware platform I have, I know what software platform I have and I know how they integrate… so I can move very quickly, which lets the business drive competitive advantage.
I hear a lot of talk from my peers about the need to standardize and the obviously technological benefits it provides, but I think one of the less obvious but just as important points is the organizational agility and flexibility it provides.
R. Johnson: We have 24k server instances across Dell, most running Linux on Dell x86, this has helped us save $150M+.
In a less standardized environment, one of the CIOs biggest jobs is figuring out what they have and how to make them “talk” to each other, which increase response time.
Question #3:
S. Schuckenbrock: As we heard from the LSE study, making the most of limited resources is a key area of concern and automation is a key driver and something businesses are thinking more and more about. Is Dell doing anything there?
R. Johnson: We see automation as being one of the key drivers of efficiency. We’re highly automated from our front-line break/fix and service request interaction with employees to systems management in the back of the house.
Reduced the number of IT administrators needed for patch management up to 75%
Accelerated trouble-ticket resolution.
They can now focus on more value-add services and projects
Our employees questions get answered faster
When I think about automation, the key tenant is streamlining services delivery and enabling self-service IT models. To the extent this overlaps with the cloud – and its occurring more and more often - then I can drive real business gains.
Question #4:
S. Schuckenbrock: A big topic I hear about often is Green IT as it related to datacenter investments and architectures. How top of mind is that for you?
R. Johnson: Green IT is very important when I think about building out Dell’s infrastructure.
One of the obvious places is power and cooling
It might not seem intuitive that the power bill is first place to start when you are looking to cut IT costs, but the harsh reality is that the single biggest data center cost isn’t servers or storage or networking or management or the physical building – it’s power, pure and simple.
Through aggressive thermal management (hot aisle/cold aisle containment, raising server inlet temps, etc.) we have measurably reduced the power consumption in our primary data centers.
In the data center we have undertaken a number of initiatives all geared to saving energy and cost.
Until this year I never saw the power bill for our data centers – it went to the facilities guy.
Then through a combination of application reduction, virtualization, and hardware refresh to more efficient platforms, we’ll save enough energy in our data centers by the end of this year to power a town of 5,000 people for an entire year.
EXITING
CY2010
START

14. Five areas ready for the efficiency sea change
Manage mobility
Deploy software, backup and encrypt data, manage licenses and track mobile workforces
Virtualization
Consolidate physical servers 20:1
Cut up to 50% of capital and operational costs
Storage
optimization
Tiered storage alone can cut costs over 50%
A sound archiving strategy can cut storage costs 25%
Automate IT
management
From configuration to help desk, free-up IT resources by automating client operations
Cloud services
Centrally manage thousands of systems to cut support costs – up to 42%

15. A few recent examples and outcomes. MANAGE MOBILITY VIRTUALIZATION
STORAGE OPTIMIZATION
AUTOMATE IT
MANAGEMENT
CLOUD
SERVICES
+ Reduced software asset reporting time by 60%
+ Patch 90%+ of client in under 72 hours
+ Consolidating servers up to 30:1
+ Virtualized 7,000+ servers while eliminating 6,000 servers for $100M+ savings over two years
+ Increase storage capacity by eliminating need for >$800,000 of tape-based storage
+ Saved $150M+ migrating off UNIX to Linux on Dell x86
+ Reduced the number of IT administrators needed for patch management up to 75%
+ Accelerated trouble-ticket resolution
+ Reduced the number of individual software tool applications previously needed to solve help desk issues
+ 81% decrease in management costs
+ 30% increase in productivity by rolling out laptops with Dell Distributed Device Management Services
+ Eliminated 3,600 servers, reducing approximately 135 data centers down to four
+ Decreased operating cost of Windows server by 15% per year
+ Dell EqualLogic technology provided 65%+ savings over fiber channel storage
+ Auto-Snapshot Manager integrated with Vmware vCenter Site Recovery Manager for increased business continuity.
+ Saved 75% on maintenance costs with ProSupport
+ Helpdesk calls were reduced 40% with refreshed hardware and a standard desktop image
+ Migration to industry standard platforms doubled database performance, giving customers faster access to data
+ Reduced costs 20X by moving from RISC to an x86 infrastructure
CLIENT CASE STUDIES