Differentiating DELL with

DELL Management
Console
Luis Gadpaille
DELL | Symantec Solutions Consultant

Agenda

1. Todays IT Challenges
2. Introduction to System
Management
3. Positioning Tips
4. The Solution: Dell Management
Console
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WHAT DO FINANCE AND

STAKEHOLDERS WANT?

%
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WHAT ELSE FINANCE AND

STAKEHOLDERS WANT?

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WHAT DOES IT WANT?

+ +
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Projects

IT Pain Points

Users

Existing Vulnerabilities
Audits

Windows 7 migration
TIME

Manual Installations

Desk Visits
Inventory up to date
New Vulnerabilities
TIME
TIME

Security

Not enough Support personnel

Too many computers

Server is Down I didnt know

TIME
Deploy Computers
Be Proactive

Viruses

Spywares

Low Budget

TIME

Patches are installed?

Do I have enough licenses?

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Agenda

1. Todays IT Challenges
2. Introduction to System
Management
3. Positioning Tips
4. The Solution: Dell Management
Console
Global Marketing

What is System Management?

From Wikipedia:
Systems management refers to enterprise-wide administration of
distributed systems including (and commonly in practice) computer
systems
For a small business startup with ten computers, automated centralized processes
may take more time to learn how to use and implement than just doing the
management work manually on each computer.
A very large business with thousands of similar employee computers may clearly be
able to save time and money, by having IT staff learn to do systems management
automation.
A small branch office of a large corporation may have access to a central IT staff,
with the experience to set up automated management of the systems in the branch
office, without need for local staff in the branch office to do the work.

Confidential

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IT Lifecycle Management
Recycle
Transition
and
Decommissioning

Client and
Server
Management
Suites taaggiinngg
nn
ttiioo
uucc
odd
PPrro

Monitor
and Track

enntt
me
m
e
r
e
ettiir
Re
R

nntt
mee
eem
ccuurr
PPrroo

Remote
Assistance
and
Troubleshooting

Asset
Discovery
and
Inventory

SSt

Business
Continuity

Imaging,
Deployment
and
Configuration

Application
Packaging
and QA

Software
Management

Patch
Management

Audit and
Compliance

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80/20 Rule of Management

22%

Hardware and
Software

78%

Support and
Maintenance

Gartner Global
MarchMarketing
2008: G00155774
10

Spending on Maintenance
Typical
Company

Poor value

Good value

25%
New
Initiatives

15%

50%

85%

50%

75%
Maintenance

Source: Forrester Research, Inc. 2005

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11

Reduce Costs with Complete

Client Management
Average cost for deploying a new PC
Deployment, SWD, Patching, Retirement and Packaging

$882

$303

Source: Gartner Dec 2005: G00135813

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Reduce Costs with Complete

Client Management
Cost of Managed Computers
TCO of a Desktop PC with Various Levels of Management

$5,867
$5,327
$4, 708
$3, 471

Source: Gartner: March 2008: G00155774

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Integration Leads to Supporting Business

Needs
Integrated People

Service
Oriented
Management

Automate Manual Processes

Standardize IT Infrastructure

Increase Quality

Reduce Costs

Increase System
Security Posture

Gain Visibility and Control

Integrated, Service-oriented Technology

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Agenda

1. Todays IT Challenges
2. Introduction to System
Management
3. Positioning Tips
4. The Solution: Dell Management
Console
Global Marketing

Understand your Customer First

1. Customers without the System

Management Knowledge
2. Customers with complete
knowledge of System
Management
It is very important to know the actual status of
your customer.
Ask him what he is doing to manage their
environment first!!!
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When do you offer System Management?

1. Customers with more than 75
computers
2. A customer with too many servers
3. Customers with several offices
4. Customers with not enough Tech
Support Human Resources
5. A customer that is evaluating Desktop
or Server Virtualization
6. A customer that is planning to migrate

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Key Selling Point

1. Customer buys a lot of computers

from you regularly
2. Customer already have a lot of
computers and servers

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IMPORTANT: Identify with whom are you

going to talk about System Management

IT Staff Level: Need to talk about the pain points

Finance, CFO, CIO, Directors Level: Need to talk

based on Benefits, TCO and ROI, not about
product

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Questions you should do to your

customers
Do you know today with accuracy how many desktops, laptops,
servers, mobile devices and software licenses your organization
currently owns?
How confident are you that your endpoints are protected and
secure?
Are you spending money on software licenses that arent being
used?
Is it difficult to successfully deliver software in your environment?
Do too many of your software distributions fail?
Are you concerned about having difficulties with an operating
system or hardware migration project such as Windows 7?
Are manual tasks negatively impacting the productivity and
effectiveness of your IT department?
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Agenda

1. Todays IT Challenges
2. Introduction to System
Management
3. Positioning Tips
4. The Solution: Dell Management
Console
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DELL MANAGEMENT CONSOLE

Free Console that reduce
Complexity
Focus on managing what is
most important to your
business
Simplified architecture for
heterogeneous
environments
Designed to complement
and integrate
Optimized for critical IT
operational efficiency

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FEATURES OVERVIEW
Dell Management
Console includes:
Discovery/inventory
Reporting
Hardware
Monitoring
Hardware update
Hardware
configuration

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THANKS!!!
luis_gadpaille@dell.com

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Confidential

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