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  • Introduction
  • XC Business Overview
  • Go To Market Update
  • Why Dell EMC for XC
  • XC Core Differentiators
  • Latest Generation PowerEdge Highlights
  • XC Core portfolio
  • Position and Win
  • XC Core Sales Process
  • Helpful Resources

Introduction

 

Welcome to the Dell Technologies XC Core Partner Training​

 

This Training course aims to educate and inform audiences on​:

  • Key XC Business facts: why customers choose Dell EMC and XC Core servers backed by the PowerEdge platform​

  • New XC Core Portfolio: based on PowerEdge latest generation platform​

  • Position and Sell​: XC Core Sales Process and how to position XC Core​

  • Useful Resources​

 

XC Business Overview

 

Dell EMC’s HCI Portfolio and XC Business Overview

Partner aligned HCI offerings remain as best option for customers who prefer to maintain responsibility for software and hardware lifecycle management, but want to deploy HCI software on optimized, pre-validated PowerEdge servers.

 

Click the images below to view the video

Dell Technologies position HCI solutions based on software alignment and level of integration. Click the links below to learn more about Dell EMC broad HCI solutions portfolio built on the PowerEdge Server Platform

Let’s set the scene by looking at the key XC Business facts to date.

Latest, lets look at the channel opportunity. Dell EMC’s desired outcomes to grow the XC Business , the Total addressable market opportunity and how Dell EMC’s aims to maintain a leadership position

Go To Market Update

 

This broadly falls under three pillars

  • Firstly, how we are protecting and growing the Install base.
  • Secondly, there is now a strong focus on education and enablement
  • Finally, the sales process has been vastly simplified.

Grow DELL Share of 

Nutanix Ecosystem

Inspire Seller

Confidence

Simplify & Accelerate

Sales

PROTECT AND GROW

 

Leading Product Innovation on 15G with a focused Roadmap that will also encompass 16G servers.

We’ve also revamped our messaging for Core to Series conversions, so that partners now have process clarity, removing ambiguity and navigation hurdles.

SALES READINESS

 

A strong focus sales readiness on education and enablement, as well as tools and processes to support that readiness.

Creation of a dedicated Engineering Technologists team who span all three of these go-to-market pillars, to provide technical support to assist with selling, scoping, sizing, training and solution creation through collaboration with Nutanix and Partners.

SALES SIMPLICITY

 

Dedicated trained resources were put in place to build and provide quotes to partners leveraging the existing Dell partner registration process.

Supported by a dedicated sales operations model to transact XC Core and Series conversion business, providing validated solution-specific BOMs to ensure operability all of which is transacted via dedicated sales operation staff.

Why Dell EMC for XC

 

The Dell EMC difference

We use the term ‘durable’ when we talk about Dell EMC differentiators, because it describes the Dell EMC characteristics that form the foundation of our value.  Our value is much more than the technology itself – it’s everything that goes into the technology, as well as the customer experience when the technology is implemented.

  • Leadership. Dell EMC was the first OEM to offer Nutanix Enterprise Cloud backed by the XC family of servers and is continuing its long-term partnership since 2014 with more than 2,200 joint customers and 32,000 XC Family systems already proven and delivered.
  • Partnership. Partnership has a big role to play in our value proposition. Our rich history of partnership with Nutanix on hybrid cloud platform solutions has earned us credibility and influence. 
  • Experience. The caliber of our Support offers is also the result of our long-standing partnership with Nutanix.
  • Execution. And finally, our team’s ability to Execute is second to none.  Our proven approach accelerates and optimizes time to value.

 

XC Core Differentiators

 

Why XC Core is the right Platform for Nutanix Enterprise Cloud

The capabilities of XC essentially fall into 3 buckets. Dell EMC & Nutanix engineering teams have been co-engineering XC appliances since 2014 to enable customers to provide simplified life cycle management.

  • Accelerate time-to-value. There is a focus on deployment.  Do as much installation and setup in the factory as possible and for customer individualized needs (as in the platform they have chosen) create the first-time scripts, etc. so customers can get up and deployed quickly.  
  • Rapid Recover and Re-Deployment. Customers have found the area of recovery to be extremely valuable especially as they complete their evaluations and move to production.  They can fully utilize their Nutanix cluster for evaluation and development.  Then when ready, they can reset the cluster into a factory state and deploy it for production.
  • Management ease is a key tenet. Enabling this, especially in deep ways that enable the Nutanix management software to have deep knowledge of the HW and its status. Additionally, enabling one-click updates and complete  firmware updates that are integrated with Nutanix Prism management software.

With all this in mind lets look at why XC Core  is the ideal platform for Nutanix

Many people believe “you need a server with certified parts to run Nutanix HCI.”  This is an incomplete statement. It is more accurate to say,  “you need a certified and integrated hardware solution to run and maintain Nutanix HCI”

Lets explore this statement and look at the top 4 reasons why customers choose XC Servers as to run Nutanix Enterprise Cloud

  • A Rich History and Partnership. Firstly, Dell EMC and Nutanix have a rich history of collaboration and partnership leading to co-engineered products spanning back as far as 2014.
  • Fully Productized. Dell EMC’s tightly integrated solutions offer customers a turnkey approach to hyperconvergence that accelerates IT transformation so they can realize IT outcomes faster through utmost operational efficiency and lifecycle simplification. 
  • A wide and flexible portfolio. Dell EMC has a wide and flexible XC product portfolio to cover multiple use-cases and configurations. 
  • Integrated Life Cycle Management. Dell EMC boasts many innovation ‘firsts’ with Nutanix Enterprise cloud, including pioneering the Hardware Lifecycle concept, our HW and patch and update automation.

Latest Generation PowerEdge Server Highlights

 

The new PowerEdge server portfolio is built to power your innovation engine to meet the challenges of digital transformation with a secure infrastructure that supports a full range of modern workloads and objectives. Paired with Dell EMC OpenManage and systems management solutions, PowerEdge servers deliver the productivity and performance you need to power your innovation. Together, they stop at nothing, so nothing’s in your way.

 

Design Innovation

Adaptive compute: Address evolving compute demands with a platform engineered to optimize the latest technology advancements for predictable profitable outcomes while easily scaling to address your data at the point of need, from edge to hybrid cloud

Proactive resilience

Dell continues to innovate across its Cyber Resilient Architecture and supply chain to bolster your security

Proactive resilience

Dell PowerEdge 15G Servers includes new features to add protection and mitigation against new threats and vulnerabilities.

XC Core – Latest Generation Portfolio

 

XC Core based on the latest generation PowerEdge servers leverages empowers you take full advantage of the latest technologies from Dell EMC, allowing you to make steps towards full infrastructure automation while achieving confidence through systems and software designed with security as a priority. ​

Dell EMC has intentionally designed the XC Core platforms to meet the requirements of the upcoming use cases and workloads. DELL EMC has provided an integrated system configuration that meets or exceeds the performance, capacity, and usability requirements of each use case. The goal is to offer flexibility and choice of platforms that caters to the unique needs of customers​

XC Core adds licensing flexibility to XC family of hyper converged infrastructure solutions​

The Dell EMC™ XC Family of hyperconverged appliances integrates our PowerEdge server platform and Nutanix software to provide enterprise-class infrastructure solutions for virtualized environments. Backed by Dell EMC’s Global Service and Support organization, these 1U, 2U and 3U appliances with Intel and AMD processor options consolidate compute and storage into a single platform enabling application and virtualization teams to quickly and simply deploy new workloads. ​

 

XC Series EOL what you need to know

Dell EMC XC has a large install base of 14G Series nodes, we want to ensure that account teams, partners and customers are aware of the transition to next generation hardware with XC Core as well as the 14G XC Series EOL ahead of time

Position and Win 

 

It’s important to have the right conversations with the right customers.  While XC Core is an infrastructure buy, application developers are a strong influencer, and we need to be able speak their language and know what’s important to them.

The customers concerned about digital transformation are the same customers you’re probably already speaking to - business buyers, CIO and IT Leaders, and developers. Each have their own concerns that Nutanix Enterprise Cloud backed by XC Core hardware solves and should be approached accordingly.

 

Tips For Successful Selling

The Dell EMC™ XC Core family of hyperconverged infrastructure (HCI) integrates our PowerEdge server platform and Nutanix software to provide enterprise-class infrastructure solutions for virtualized environments. Backed by Dell EMC’s Global Service and Support organization, these 1U, 2U and 3U nodes consolidate compute and storage into a single platform enabling application and virtualization teams to quickly and simply deploy new workloads.

Competitive Positioning

Our rich history of partnership with Nutanix has earned Dell Technologies credibility and influence. Dell EMC boasts many innovation ‘firsts’ with Nutanix Enterprise cloud, including pioneering the Hardware Lifecycle concept, our automatic hardware patch and update automation solution.

XC Core Sales Process

 

Dedicated trained resources were put in place to build and provide quotes to partners leveraging the existing Dell partner registration process.

Supported by a dedicated sales operations model to transact XC Core and Series conversion business, providing validated solution-specific BOMs to ensure operability all of which is transacted via dedicated sales operation staff.

 

Click on the image below to view video