Dell Technologies Master PDF

Richard Brewer, DELL EMC Global Alliance
Matthieu Censier, DXC - Partner Executive/Southern Europe
December 21, 2018

1 © Copyright 2017 Dell Inc.
Dell Technologies Global Alliances
Growth in Partnership
2
Agenda
- DxC / Dell Technologies Partnership Overview.
- Offering – StaaS
- Offering – BuaaS
- Offering – MSV and Managed Mid-Range (supported by Modern Platform) (
- Offering – Azure Stack
- Offering – Device as a Service
- VMw on AWS
- Pivotal Introduction

Reasons to be excited about the DXC/Dell Partnership
• #1 Global Alliance partner in EMEA - $157M; 32% of global (mainly UKI
and NCE)
• Global FY19 YTD - ~$500M
• Partner sourced/sell through opps Dell brought DXC in FY19
– $330M ABR; $43M in Wins
– $61.1M Commit; $71M Upside; $144M Pipeline
• Evolving and relevant Offerings
• Our Digital strategies are identical
• DXC is becoming the preferred partner
4 of 72 Dell - Internal Use - Confidential
Proven & Tested Partnership
Proof Points
$500M+ >10,000 Dell

2,000+ Joint 30+ Joint 65+ Dedicated
20+ Year history 7 Joint Offers certified DXC
Customers Solutions Rev - Dell Dell people
resources
History
DXC is Dell Technologies Top DXC is Global Alliance SO

FY18 Alliance grew 400% FY19 Forecast for 15 Solutions
Partner Partner of the Year
( $1.15B ABR) ( >$800M+ ABR)
(20+ Awards) (3 Years Consecutive)
Alignment
360o Partnership
Quarterly Executive Dell Integration in all Financial Model
$5M+ joint investment (PGP, ELA w/ VMware,
QBRs DXC Offerings Integration
Pivotal)

Dell Technologies Alliances Coverage of DXC
Sarib Basir (EMEA)
Sophie Kraft (FR) Users
Pablo Galan (SP)
Corrado Torraco (IT)
TBD
Jonathan Jowett Applications
Andy Gutteridge
Mike Kiersey
TBD TBD
Cloud
Nick Sheppard
Infrastructure
Desmond Seeto (UKI/South)
Richard Brewer (UKI/South)
Gordon Milner (EMEA)
Andy King (EMEA)
Services Consumption Tariq Chowdhry (EMEA)
Dell Financial
Services TM
Services Jon Souch / Alex Croxford

Dell Tech DXC Global Alliance Team
Lance Mitchell Rob Shear
Global Director Chief Technologist
Geetha
Global Team
Scott Tipton Andrew Dunne Richard Campbell Prabhukumar Marisa Portera

Emerging Offerings DPS GAM Strategy Global Offerings Global Marketing
Eric Smalley Jerry Rubino Kevin Morris Rick Fisher Sam Taher Ken Guyton Peter Mitchell Brian Miller
SAMs Principal CSD Modern Platforms GM Program Del. Specialists DFS Utility Training
Gordon Milner
Kevin Kennings Americas Jeff Popplestone APJ/ANZ
Regional Director EMEA Regional
Director Regional Director
GCCS
GCCS Modern Platform Sales Presales
Modern Platform Sales Presales Sales
Sales GCCS
Modern Platform Sales Presales
Sales
Mark Howard (Sales Des Seeto Sarib Basir

Peter Chang Brian Jameson West, Dun Hutcherson North Richard Brewer
Bob Chatley EMEA) UKI & South Europe (UKI, Ireland)
(vArch) Canada, LATAM America
Business Unit Leaders and Team
Brad Perriott Sanjay Mitra

John Bruce (ANZ) Hitesh Thanki
(Account Manager) (India)
Nigel Spencer-
Maggs Derek Bate UKI Stephan Tremus Sohpie Kraft (France)
Tom Devine Susie DeStasio David Froden North Defense, PS, MFG
Brett Miller vArch
Modern DC Northeast, Mid Atlantic America
DJ Baker Ivan Villiers (ANZ

Darren Reynolds Luke Sudbury (Australia)
Gilles Potard (vArch) Alliance)
Andras Dancsi Andy King Pablo Galan
Bus. Director Central and North
Pierre Desjarlais Europe Core SE (Spain,Portugal
Norma Sullivan South,
Brian Fletcher
Midwest (Canada)
Stuart Watts Pasi Soljala Angelica Martinez PSM, Jake Swim Varun Diddee (South East
Alessandro Guarnieri Tariq Chowdhry Ola Kockum
vArch (DPS)
(Finland & NSW DPS SE (Global) Asia)
Jake Swim Italy (Sweden, Norway)
Angie Jett New Brain McCarthy Denmark)
Business / New Logos DPS SE (DPS) System Consultant
(Global)
Stevo Pelemis
Caroline Saveijn Oliver Rossi
Samantha Cheney Dale Holder
UKI (Belgium, Vinny Nguyen SEA
Core SE
Luxembourg (Switzerland) Sales DPS SE (Global)
Osamu Koga (Japan)
Craig Cooley US Dale Holder Randy Brown Onsite
Public Sector DPS SE (Global) SE
Jake Swim Elmer Grotenhuis

Bernd Neukrich
DPS SE (Global) (Netherlands) (Germany)
Ben Wolfberg TBH (China)
Inside Sales
Dale Holder Jerry Walsh Corrado Torraco
7 of 72 Dell - Internal Use - Confidential DPS SE (Global) Advisory SE UKI (Italy)
EMEA Dell Tech DXC Global Alliance Team
Primary Storage & Converged David Mckeown
Client & Compute
SALES
Gordon Milner Daniel Ferru

DXC Sales Leader SE/Presales
Global Alliances EMEA Global Alliances EMEA
Sarib Basir Ola Kockum
EMEA Sweden/Norway Simon Mead
PRESALES
Des Seeto Derek Bate Richard Brewer Andy King

UKI & SW UKI PS Defence MFG UKI & SW EMEA
Oliver Rossi Pasi Soljala Jerry Walsh Gilles Campardon

Switzerland Finland/Denmark
UKI France
Andras Dancsi Mark Howard Stephan Tremus Nigel Spencer-Maggs

CNE MP EMEA CNE MP vArch
Robert van der Struijf
SALES
Matteo Carcano Steffen Fruend
Italy Germany
Stevo Pelemis
Alessandro Tariq Chowdhry
Jason Brown Enterprise
Sophie Kraft Caroline Saveijn
Guarnieri Italy DPS UKI Belgium
DPS EMEA France
Italy Luxembourg
Jody Van Dongen
Benelux
Nick Sheppard Gilles Potard Pablo Galan Elmer Grotenhuis

Primary Storage Spain/Portugal Netherlands
Vmware
EMEA
Corrado Torraco Bernd Neukirch

Italy Germany

Engagement Process
DXC OSS/AGM STAGE 1 •Engage DXC and Dell team on opportunity

GA AE/SE, End User Account AE/SE, ASD Opportunity Identification •Establish rules of engagement
DXC OSS •Assessment, Requirements gathering

STAGE 2
Opportunity Qualification •Validate technical / economic position
GA AE/SE, End User Account AE/SE, ASD •TCO & ROI development
STAGE 3
DXC OSS/SOLUTIONING •Offering positioning, Solutioning & Requirement refinement
Opportunity
Solution •Solution Pricing
Alliance AE/SE, End User Account AE/SE, ASD •Proposal development & delivery
& Proposal
OD & T
Contract •Price negotiations & Closing
GA, AE/SE, End User Account AE/SE, ASD •PO from end user customer to DXC
•PO from DXC to Dell

Your Dell Technologies Contacts
Dell EMC Global Client & Compute Solutions
Desmond Seeto – Alliance Executive; DXC South & UKI Sarib Basir – Alliance Manager; EMEA
desmond.seeto@dell.com sarib_basir@dell.com
Richard Brewer – Pre-Sales & Principal Architect Sophie Kraft – Alliance Manager, France
richard.brewer@dell.com sophie_kraft@dell.com
Andy King – Pre-Sales & Principal Architect
andy.king@dell.com Pablo Galan – Alliance Manager, Iberia
pablo_galan@dell.com
Thierry Zouzac – Alliance Account Executive, France
thierry.zouzac@dell.com
Corrado Torraco – Alliance Manager, Italy
corrado_torraco@dell.com
Modern Data Centre
Kevin Morris – Snr Alliance Manager; EMEA VMware
kevin.morris@dell.com
Nick Sheppard – DXC Alliance Lead; EMEA
Gilles Potard –Alliance Manager; EMEA nsheppard@vmware.com
gilles.potard@dell.com
Pivotal
Data Protection Solutions
Jonathan Jowett – Strategic Alliance Director; South EMEA
Tariq Chowdhry – DPS Global Architect, EMEA jjowett@pivotal.io
tariq.chowdhry@dell.com

Storage as a Service
• Key Features/Dell EMC Products
• Value of Partnering with Dell EMC
December 26, 2018 11

Storage as a Service Provides Dell EMC Products
Block
Managed Block Storage Service, with the option of eight (6) performance levels VMAX, Unity,
applicable to Block Storage XtremIO
File
Managed File Storage Service, with the option of six (6) performance levels Isilon, Unity
applicable to File Storage.
Object
Managed Object Storage Service, two (2) durability levels applicable to Object ECS
Storage
Shared (coming soon)

Environments located in DXC Data Centers. DXC provides the software, hardware
ECS
and associated management tools for the provision and management of StaaS.
Dedicated VMAX, Isilon,

Dedicated Environments can be located in a DXC Data Center or in a Customer ECS, XtremIO,
Data Center. Unity
SAN
Managed SAN Fabric Connectivity Service Brocade
Dell EMC Product Positioning
Unity AFA VMAX 250F XtremIO Isilon ECS
Use Cases: Use Cases: Use Cases: Use Cases: Use Cases:
• Dedicated customer sites • Mission critical • Applications with • Large scale-out NAS • Lowest cost Object-as-a-
with block & limited file workloads – 6-9’s multiple data copies • Single file system, Service
requirements • High availability, on-line • Unmatched efficiency single volume, global • Dedicated or multi-tenant
namespace
• Cloud enabled archive upgrades, data integrity with deduplication and • Multi-protocol support platform
• In-line compression • High IO density compression including NFS, SMB, • Backup & archive service
• No AS400, mainframe, or • Inline H/W Compression • Inline, all the time data HTTP, FTP and HDFS • Cloud gateway service
synchronous replication • AS400 or mainframe services with no • Policy based cloud • IoT data repository
• Synchronous replication performance impact storage tiering • Active-Active architecture
• VDI, EPIC, SAP, Data
Warehouse

Dell EMC DXC STaaS Positioning
WORKLOAD CAPACITY LEAD WITH…
✓ Low/no RPO/RTO with SRDF

VMAX/PowerMax ✓ NVMe, AS400, MF, IBM i
>150 TBe
• Apps with multiple data copies
Block XtremIO
• VDI, EPIC, SAP, Data Warehouse
<150 TBe • Hybrid or All-Flash Technology

Unity
• Policy based data archive to cloud
>50 TBe • Single file system, volume, global namespace

Isilon
• Multi-protocol (NFS, SMB, HTTP, FTP, HDFS)
File
• Scales to 256TBu capacity per file system
<50 TBe Unity • Pointer based snaps to cloud
• Policy based data archive to cloud

Unified All Unity
• Data reduction on both file & block
Object • Lowest cost object storage platform

All ECS
• Available in dedicated or leveraged model
Internal Use - Confidential
14
DELL EMC
Backup as a Service
Overview
Tariq Chowdhry, Dell EMC Systems Engineer
tariq.chowdhry@dell.com
BRIDGE THE GAP: NEXT GEN DATA PROTECTION
Digital
Transformation
IT
Transformation
Faster App
10x
Delivery
Competitive
5x
Differentiator
2x Revenue
Goals

Traditional Virtual IaaS PaaS
CONSTRUCT AUTOMATION CONSUME

Workload Today:
Digital Distribution 2023:
Transformation
IT
Transformation Tomorrow
Today 30%
90 70%
10
Faster App
10x
Delivery
Competitive
5x
Differentiator
2x Revenue
Goals


Today: 90% 10%
Workload
Digital Distribution 2023: 30% 70%
Transformation
Windows, Linux, AIX Virtual
vRA vRO vCD
Agent / Media Server Agentless / Proxy Decision Tree
IT
Transformation
Target
Faster App
10x
Delivery
Competitive
5x
Differentiator
2x Revenue
Goals


Today: 90% 10%
Workload
Transformation
vRA vRO vCD
IT
Transformation
Target
Faster App Converged SDDP

10x
Delivery
Competitive
5x
Differentiator
Revenue
2x
Goals
Object Storage
Cyber Recovery Vault
Modern Data Management


* Cost Takeout
Today: 90% 10%
Workload
Transformation
vRA vRO vCD
IT
Transformation
Target

10x
Delivery
Competitive
5x
Differentiator
Revenue
2x
Goals
Object Storage
Modern Data Management


* Cost Takeout
Today: 90% 10%
Workload
Transformation
vRA vRO vCD

DP
Agent / Media Server Suite Agentless / Proxy Decision Tree
IT
Transformation CSM
Target IDPA
Data
AVE
Domain NVE
DD VE
10x
Delivery
Competitive
5x
Differentiator
Revenue
2x
Goals
Object Storage ECS
Cyber Recovery Vault CRS
Modern Data Management DPC

Key Technologies

* Cost Takeout
Today: 90% 10%
Workload
Transformation
vRA vRO vCD

DP
Agent / Media Server Suite Agentless / Proxy Decision Tree
IT
Transformation CSM
Target IDPA
Data
AVE
Domain NVE
DD VE
10x
Delivery
Competitive
5x
Differentiator
Revenue
2x
Goals
Object Storage ECS
Cyber Recovery Vault CRS
Modern Data Management DPC

DXC Backup as A Service: Key Technologies
Backup AVE
Engine DP DPC
NVE
Suite
DD VE
Data
Primary Backup Target IDPA
Domain
CRS

Extended Retention ECS
Elastic Cloud Storage
Direct Public Storage CSM

How Does DXC Backup as a Service Work?
Lost or accidentally deleted files can be
restored quickly, minimizing disruption
to the business
VM
Unstructured data
(e.g. file shares or office
documents) Backup
Engine
Structured data Network
(e.g. SAP, DB2, Oracle)
V Virtual Infrastructure
Data centers, (e.g. vSphere, Hyper-V)
client locations, M Application integration and
remote sites, or compression technologies optimize
public cloud backup performance
VM
hosting
Integrated authentication ensures
that data is secure at all times
Extended Retention (Local
or public object storage)
December 26, 2018
Infrastructure Solutions
Aligned to DXC’s Offerings
Andy King – Advisory Systems Engineer
DXC Proprietary and Confidential

An Overview of the
Modern Platform
Framework
DXC Proprietary and Confidential December 26, 2018 26

Modern Platform Framework
DXC Technology Private Cloud –

Hosting - Managed Midrange SaaS– Workplace
Managed Service
Services (MMiS) Offerings
for VMware (MSV)
Traditional Architecture / Engineering

Compute / powered by Sizing/Costing
Delivery
Storage as a Modern Platform Capability Improvement
Service
infrastructure
Engineered by:

What do we do with Modern Platform?
Infrastructure
Applications
DHCP
directory
proxy
DNS
scanning Router
NT
P
Data
IPS Firewall
Runtime
DC LAN
Middleware
Ports
standar approved
d
OS
Centralized
Services
Virtualization
(Cyber, dSNOC,
patch, update, etc)
Servers
Bare Metal / appliance ESXi
management
Storage
Modern Platform
backup
Networking
billing monitorin admin access
g

Example: Managed Midrange “powered by Modern Platform”
Infrastructure as-a-Service
Applications
DHCP
directory
proxy
DNS
scanning Router
NT
P
Data
IPS Firewall
Runtime
DC LAN
Middleware
Ports
standar approved
d
OS
Centralized Control
vhost
vhost
vhost
vhost
vhost
Services Plane
(vCenter, NSX, Virtualization
(Cyber, dSNOC, vSAN, etc)
patch, update, etc)
Virus/Malware Virus/Malware Servers Enterprise Hosting
ESXi ESXi
management
Storage
backup
Networking
g

Example: Managed Service for VMware “powered by
Modern Platform” Platform as-a-Service
Applications
DHCP
directory
proxy
DNS
scanning Router
NT
P
Data
IPS Firewall
Runtime
DC LAN
Middleware
Ports
standar approved
d
Distributed vSwitch / Firewall OS
Centralized Control
vhost
vhost
vhost
vhost
vhost
Services Plane
(vCenter, NSX,
vSAN, etc)
Virtualization Private Cloud
(Cyber, dSNOC,
patch, update, etc)
Virus/Malware Virus/Malware Servers
ESXi ESXi
management
Storage
backup
Networking
g

Example: Workplace VDI “powered by Modern Platform”
Software as-a-Service
Applications
DHCP
directory
proxy
DNS
scanning Router
NT
P
Data
IPS Firewall
Runtime
DC LAN
Middleware
Ports
standar approved
Centralized Control
d
Distributed vSwitch / Firewall OS Workplace VDI
vhost
vhost
vhost
vhost
vhost
Services Plane
Virtualization
(Cyber, dSNOC,
patch, update, etc)
Virus/Malware Virus/Malware Servers
Hypervisor Hypervisor
management
Storage
backup
Networking
g

Converged vs Hyperconverged
Converged, the components are all Hyperconverged, the components are
separate, separately sized and require the same size and are pre integrated
integration with software
Virtual
Machine
Use Case: Virtual Use Case:
Machine
Workloads that are heavy in Workloads that are

a single component of CPU, relatively consistent in CPU,
Abstraction Memory or Disk Abstraction Memory and Disk
Layer Layer
Individual sizing of each Flexibility in software and
infrastructure component Network
easier to manage
Management API
Framework Traditional style solution Management DevOps style solution
Orchestration Framework
Framework API Start Big - Value starts at ~
API Compute Start Small - Value starts at
API API Storage
1000s workloads Network low ~100s workloads
Scales well at relative size Commodity Scales well at small cost

cost Servers
Chassis Storage + Network Bare
or Stack SAN Metal
Servers Servers
~ non-standard configurations go to Architecture for custom development

Managed Service Decision Tree
This is a simplified decision tree to determine best fit of infrastructure
Contact OSA Start equipment via Modern Platform to a DXC Managed Service.
Leila Kariman Assigned? N Again
DXC Solutioning
Y
Regular Size
VMs At this point, it
Is the customer
Private Consult with: is
Customer Application usage style
Workload Virtual Private Cloud Are workloads recommended
Requesting N VMware Cloud on Is Bare Metal a requires
skewed toward more in line
that
Private Cloud Request? “special” storage with Scale Out
AWS requirement or a extremely large Configurator is
Y (Cloud Native) standalone functions for Or
storage consulted for
need? capabilities like Scale Up
requirements? optimal Cost
replication
High Likelihood or Customer

Proactive capacity This is App
Custom Replication Apps Virtual is requesting Hyperconverged
management, Private Cloud - Virtual Requires Usage Workloads
er Requires T-Shirt Sized
orchestrated Require Y Managed Workloads N Bare Metal N Storage N Including Y Model? SO Over N
Service Below 100? Integrated? ~1000?
provisioning across s Function? Storage
For VMware
multiple offerings Private
N Y Y Y N SU Y
Cloud?
Consult MP
Is DXC This is Configurator Consult More
Collapsed Control managing Cost Models Hyper-
Hosting Bare Metal Economical
Plane and Workload virtual Y – Consult with Y Only? (Configurator, (HI) on Hyper-
Converged
CAPTN) (HI)
workloads? Manage Managed converged
N d
Midrange and/or N (CI)
VPC
Midrang
e
Pure Converged
Hosting on Is this a More Infrastructure
Identify Identify Identify
Private Cloud Economical (CI)
Bare Metal NRequirement? Y Application Scaling Specific
on
under Requirement Requirement DevOps
Converged
Managed Needs
Midrange

What does Modern Platform Hyper-Converged (HCI) look like?
ToR / Leaf Switches
• Baseline Modern Platform deployment illustration
Management Switch • Common building block for higher order DXC Offerings
Spine Switches (when needed)
• Consistent with VMware deployment minimums
Management Node • Scales from 100’s of virtual machines to 10000’s of virtual

machines by horizontally scaling cluster nodes
Management Pod Running

• Vendor monitored equipment for all hardware level events
Client Workload
(vSAN Ready Nodes)
• Vendor proactively supports equipment related events like
failure/swap or new node deployment
Server Cluster
• Scales to meet DC kW footprint
Single Rack

Modern Platform (HCI) Horizontal Scale
Additional nodes may be added horizontally to limits of software capabilities
Additional
cabinets may be
added
horizontally and
Cluster
integrated via a
nodes or
spine and leaf
new clusters
network
may be
added to
DC
vSAN Ready Nodes or vSAN Ready Nodes or vSAN Ready Nodes or
supportable VxRail Appliances
(4-15)
VxRail Appliances
(4-15)
VxRail Appliances
(4-15)
kW limits

All-in-One HCI Appliance
• Dell EMC best-in-breed data protection
• Rapid time to-value with multiple configurations
• Single, pro-active vendor support for software and hardware
Fully Customisable HCI

• vSAN certified on Dell EMC PowerEdge servers
• Software and support flexibility
• Expand your existing configurations

All-in-One HCI Appliance
• Customer wants to use their own network / racks
• Customer wants a vendor certified patches
• Environment has it’s own dedicated DXC support team
• Good solution for joint “resell” opportunities
Fully Customisable HCI

• Customer wants a pre-built rack-scale solution
• Environment is supported by DXC remote support team

Modern Platform Converged Infrastructure (CI)
•
DC LAN
Baseline Modern Platform deployment illustration
Top of Rack
Spine Spine 2 x 40/100GbE ports per ToR
• Common building block for higher order DXC Offerings
Switches
ToR ToR Two built-in 10/25GbE ports per
node pair (max 8)
Management MGMT MGMT

• Consistent with traditional VMware deployments
Network Switch Switch
Each Node connects

• Scales from 1000’s of virtual machines to “just pain huge” No. of
Fabric
A + Service Processor
SAN Switch SAN Switch
SAN Interconnect
virtual machines by vertically scaling components
SAN Switch SAN Switch
Fabric
B
• Vendor monitored equipment for all hardware level events
ESXi,
Windows
General Purpose
All Flash Block
• Vendor proactively supports equipment related events like
or Linux
Hosts failure/swap or new node deployment
MSV - Option
General Purpose
Hybrid Block
Compute Storage
Array

ROBO Infrastructure (roadmap)
ROBO Infrastructure, the components are all treated as a single pane of Use Case:
glass operating environment over between the DC and distributed edge
Workloads are accommodated
Remote Office Branch Office
based on volume characteristics,
SD-WAN with
(ROBO) with inclusion of distributed edge
SD-WAN with
virtual firewall virtual firewall requirements
any WAN Backup and DR can be self

Site 1
(MPLS
Circuit
Site x
contained in the environment
SD-WAN)
Remote
Infrastructure is operated from a
Remote
Server
Cluster
Server single pane management system
VRF 1
VRF 2
VRF x
Routers handling
DC
Agile framework support, can
Single Pane of
Firewalls
Communications Glass Management support traditional workloads
protecting DC
assets
Fast, Flat and
Fat Switching
Start Intermediate size - Value
starts at ~ 100s workloads
Centralized Data
Center Server
Cluster
Scales well at relative size cost
Data Center

Composable Infrastructure (roadmap)
Composable Infrastructure, the components are all
treated as software defined through a Management,
Orchestration and Automation framework
Use Case:
Virtual
Machine Workloads are accommodated
based on volume characteristics,
requirements are driven from
vendor defined “blocks” of
Abstraction Bare
Layer Metal
resources
Infrastructure is defined entirely in

Management
software
Orchestration
and Automation
Framework
Agile framework support, can
support traditional workloads
API
s
Start Intermediate size - Value
starts at ~ 500s workloads
Integrated Integrated Integrated Scales well at relative size cost

Servers Storage Network

An Overview of the
Azure Stack Offering
DXC Proprietary and Confidential December 26, 2018

Challenges keep enterprises from transforming, even
when the benefits are compelling
The Classic Enterprise Is Value Today Comes
Increasingly Constrained from the Outside In
Benefits of the Cloud
Scalable PaaS
Internal hybrid cloud SaaS
know-how Business adaptability
Open Ecosystems
Fixed IT
source Innovation and agility
Market
intelligence
Reduced costs
Real-time Open
IP analytics information
Challenges to Transformation
Capital to transform Business model Accelerating Talent to
to next gen changes time pressures execute

Why you should care
Technology adoption over next 2 years

• Public cloud services spending will reach
85% Organizations adopting some form of hybrid cloud strategy1 $128 billion in 2017, an increase of 25.4%
over 20163
72% Organizations have a private cloud1
• Forbes: Microsoft is #1 cloud vendor,
25% Workloads outside of cloud1 based on revenue, completeness of vision,
scalability and inclusive advanced technology2
5% Private cloud only1
• In 2017, 32% of enterprise workloads now
state an integrated hybrid run in the public cloud1
94% cloud management • In 2016-2017, Azure increased adoption from
26%to 43%1
solution is needed4
• 70% of IT professionals interviewed have
1Rightscale. 2016 State of the Cloud Report, January 2016, Jan 2017 – Creative Commons License
2Forbes. Sorry, Amazon, But Microsoft Is The World’s #1 Cloud Vendor – Here’s Why, 1 June 2017
3 IDC: Worldwide Public Cloud Services Spending Forecast 18 July 2017
now defined the value they want to achieve
4 Statistics provided by 451 Research; "IT is Flying Blind in Hybrid Clouds." Dimensional Research, April 2016.
from cloud, up from 63% in 20161
Microsoft’s Hybrid Cloud Platform
Azure Stack is Azure in the Datacenter
Microsoft Azure Microsoft Azure Stack

Portal | PowerShell | DevOps tools Portal | PowerShell | DevOps tools
Developers
Azure Resource Manager Azure Resource Manager
One Azure ecosystem
Azure IaaS | Azure PaaS
Azure IaaS | Azure PaaS Unified app development Compute | Network | Storage
App Service | Service Fabric
Azure services in your datacenter

Cloud infrastructure Cloud-inspired infrastructure
IT
Microsoft Azure Microsoft Azure Stack
Public | Cloud Private | On-premise
Source: Microsoft

Azure Stack Services
Note: Yellow box shows what is available to MS Azure Stack vs. Azure Public as of May
2018
Security and Compute Web and mobile Developer services Hybrid

Management Cloud Service Web API API Visual Operations
Azure SDK
Services Fabric Apps Apps Management Studio
Portal Azure AD
Connect Health
Remote Mobile Logic Notification Team Application AD Privileged
Active Batch
App Apps Apps Hubs Project Insights Identity
Directory
Management
Multi-factor
Authentication Integration Analytics and IoT Data Backup
Storage Biztalk Machine SQL SQL Data

Automation Queues Services HDInsight Operational
Learning Database Warehouse Insights
Hybrid Service Import/Export

Key Vault Connections Bus Data Event Redis
Factory Hubs Search
Cache
Store/ Site
Recovery
Marketplace Media and CDN
Stream Mobile
DocumentDB Tables
Media Content Delivery Analytics Engagement
VM Image Gallery StorSimple
and VM Depot Services Network (CDN)
Compute Storage Networking

BLOB Azure Premium Virtual Load Expres Traffic VPN Application
Virtual Containers DNS
Storage Files Storage Network Balancer s Manager Gateway Gateway
Machine
Route

Azure Stack use cases
Client DXC
Data sovereignty, security and Provide services and operational
compliance governance to meet compliance
Protect data and IP, meet compliance regulations
needs
Edge apps and remote locations Offer remote managed Azure services
running in client data centers. Put the
Provide connectivity and hosting options for capability where it is needed, beyond the
remote locations not served by Azure public Azure public footprint
Performance
Bring true cloud capabilities on-
Support high performance analytics, big premises, close to where it is needed for
low-latency, high-performance demands
data and low latency apps
Modern application development Scalable managed services that align

to business need, providing managed
Deploy apps to private or public cloud IaaS and PaaS services

Dell EMC Cloud for Microsoft Azure Stack
Key design principles
Integrated system
Software Hardware
Support Services Closed system
Hyper-converged vs converged
Architecture, Deployment, Monitoring,

Validation
hardware and configuration,
topology provisioning
diagnostics Scale out building blocks
Azure consistent management – No

Field
System Center
Security Business Patching
and continuity and replacement
privacy updating of parts

Dell EMC cloud 14G SCALE UNITS
Flexible (capacity and perf) options per scale unit
8 nodes 12 nodes
HCI Node: Capacity configuration options
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 51 53
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 51 53
50 52 54
CISCO NEXUS 3172-10GE
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 51 53
50 52 54
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 51 53
50 52 54
Low: 12C/24T, 384G Mem, 5.7TB Cache, 40TB Data

50 52 54
FAIL FAIL MGMT 0

1
FAIL FAIL MGMT 0
1
FAN CONSOLE FAN CONSOLE
STAT
STAT
OK OK
OK OK
ID STAT ID STAT
N2200-PAC-400W N3K-C3048-FAN N2200-PAC-400W
4
Mid: 16C/32T, 576G Mem, 11.5TB Cache, 80TB Data
High: 24C/48T, 768G Mem, 11.5TB Cache, 100TB Data
4 nodes
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 51 53
50 52 54
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 51 53
50 52 54
FAIL FAIL MGMT 0

1
FAN CONSOLE
STAT
OK OK
ID STAT
Available Professional Services
Accelerator Services
Workshops and Implementation
Deployment
4xHCI nodes 8xHCI nodes 12xHCI nodes Integration and Implementation
• Cores: 96-192 • Cores: 192 – 384 • Cores: 288 – 576
• Mem: 1.5TB – 3TB • Mem: 3TB – 6TB • Mem: 4.6TB – 9.2TB Support
• Cache: 23 TB- 46TB • Cache: 46 TB- 92TB • Cache: 68 TB- 138TB
• Data: 160TB – 400TB • Data: 320TB – 800TB • Data: 320TB – 1200TB
2x10GbE TOR 2x10GbE TOR 2x10GbE TOR
1x 1GbE Mgmt 1x 1GbE Mgmt 1x 1GbE Mgmt
1x R640 Mgmt Node Included: Services (Integration and Implementation), Software
1x R640 Mgmt Node 1x R640 Mgmt Node
N+2 Redundancy N+2 Redundancy N+2 Redundancy
Note: Capacities based on Raw

DXC Managed Services for Microsoft Azure
Global reach, enterprise-class service
• One of the largest communities of
cloud solutions professionals in the
industry- Over 1,000 Azure certified
Microsoft ITIL
specialists professionals certifications
20,000+ 12,000+
• Microsoft’s largest Gold Partner in 30
year relationship
• Azure Center of Expertise team
Microsoft Azure
• Certified Microsoft Cloud Solution
Provider (CSP) and Managed Design
Services Provider (MSP)
• DXC operates in over 70 countries Deploy
• DXC manages 95 DXC and client
datacenters
Deliver
Support

December 26, 2018
DXC
Device as a Service
(DaaS)
Dell Awareness Workshop
DXC Sales Europe South
21 December 2018
DXC Proprietary and Confidential DXC Proprietary and Confidential

DXC Device as a Service (DaaS)
Provide a modern consumer like experience for procuring, Device as a Service
provisioning, managing and supporting workplace devices in an Financial
Hardware Services
as-a-service model that keeps devices current and delights users Flexibility
with a seamless end-to-end modern experience, device vendor
independence, partner integration for accelerated business
workflows, and end-to-end automation
Optimizing IT investments Simplified Lifecycle Management IT resource challenge

With an eye on lower costs and gaining flexibility, With the increasing complexity of managing Many enterprise IT departments face resource
enterprises are turning to “As-a-Service” sourcing multiple IT vendors and device lifecycle challenges and need to focus on the higher value
models for a predictable monthly price providers, enterprises are looking for that single IT activities to support the business
point of contact and provider
Accelerate Digital Transformation User Experience

Enterprises are looking to accelerate and simplify Increasingly tech savvy employees demand
their Windows 10 migration and transition to a consumer-like services with modern devices, next-
Modern Workplace with a trusted advisor day delivery, self-service provisioning and instant
access to corporate data and tools, December 26, 2018 51
DXC DaaS focusses on improving the end-user experience
DXC DaaS (per device, per month)
Factory Stock
DXC DaaS Optional Services
Services Mgmt
Readiness Finance (per device, per month)
(upfront project)
Enrollment
Initiate & Usage
Order
Plan
Implement Support Services
Stabilize
User / HW Provisioning Logistics User

Manager Catalog Traditional or Modern
Device, OS &
Application Management
HW Break/Fix
Refresh
Data Services
Disposal
DaaS leverages an ecosystem of trusted partners

DXC DaaS is more than just “devices”
Modern enterprise
• Proactive Mgmt
User centric • AI Chat Bots
• Self Service Portal • IOT & Beacons
• Device Vending • Rental Device Model
• Walk-In Centers
User Enterprise services • Video Kiosks
• Integrated Supply chain • User driven re-
Experience • Health Monitoring provision
• Apps Lifecycle
• On-Site Tech
Device mgmt • Custom Images
• Windows Servicing • Advanced Exchange
• OS & Apps Mgmt
• Image Mgmt
• Autopilot (zero-touch)
• Device Security
• Device Analytics
Device only
• Hardware & Finance
• Base Factory services
• OEM Image & Asset Tag
• Warranty / Break-Fix
• Device Refresh
Business Value
Services Use Cases
Use Case Solution Dell Services
Poor WAN performance Include core applications in factory loaded Static image or Dynamic image load
image
End user cannot wait 2 to 2.5 hours for device Build to user log on offsite Connected Configuration in Dell Fulfilment
to build Centre, e.g. Tilburg
No DXC managed touch labour available Use Dell to deliver and build device ProDeploy and ProDeploy Plus
Delivery times from factory to end user too long Dell warehousing Ready Stock (US) and Short Term Warehousing
(EMEA)
Device specification is flexible and require quick Choose Dell’s popular models which have a Smart Select
delivery commitment to be stocked in region
Account using Platform DXC Automation to Dell APIs
• raise break/fix tickets
• Retrieve device and order status data
• (Future) place orders electronically
Enhanced support More individual focussed device support ProSupport and ProSupport Plus
Lowest cost deployment User supervised device build Static image load with DXC zero touch
Move to modern management Autopliot with standard Win10 Dell Enterprise Build or DXC Intelligent Build
with Dell Autopilot enablement

As a Sales Executive, why should I sell DaaS?
- Creates a ‘sticky’ client relationship as DXC own the

workplace conversation, enabling DXC to upsell high
margin services, such as O365, Unified Collaboration,
Mobile Apps, etc..
- Recognise DXC services revenue + HW revenue / leasing
partner commission (dependent on financial approach)
- Customers are asking for a single end-to-end workplace
solution with a single partner in a single contract
- DXC either sell DaaS or we sell no services! It’s a means to an end
- Customer locked into DXC for ~5 years with high potential

of renewal (complex exit process for customer)
- The time is now – DaaS market estimated to be ~$4.76
billion in 2018 and expected to grow at 9% CAGR through
2023 – seize the opportunity & retire your quota!
It’s about looking at the bigger picture

VMware Cloud on AWS
Making the Hybrid Cloud a Reality
Denis Francis
Cloud Sales Specialist NEMEA, VMC on AWS
21st December 2018
Confidential │ ©2018 VMware, Inc.

Forecast ahead: This can feel like an
Growing clouds on the horizon incredible opportunity.
To get there,
Analysts predict increasing organizations need to be
cloud adoption ready to act.
Speed is the new currency
$236B Public cloud market by

37% Projected growth for IaaS
80% of organizations
2020, up from $146B in market in 2017, the committed to hybrid
2017 – Forrester *1 highest for cloud services architectures by 2018 –
– Gartner *2 IDC *3
1. “The Public Cloud Services Market Will Grow Rapidly To $236 Billion in 2020”. Forrester. September 1, 2016.
2. “http://www.gartner.com/newsroom/id/3616417 Confidential │ ©2018 VMware, Inc. 57
3. “Enterprise Adoption Driving Strong Growth of Public Cloud Infrastructure as a Service, According to IDC.” Press release. IDC. July 14, 2016.
PRIVATE PUBLIC
CLOUD WORLD CLOUD WORLD
BENEFITS CAN REQUIREMENTS BE MET ACROSS BOTHBENEFITS

WORLDS?
Your teams, tools & skills Consumption economics
Operational Consistency
investments Existing Control, Enterprise-class App Compatibility
Skillsets & Tools Manage, Secure SLA with Apps
Unique services
Fine-tuned to run your
applications
Scale and reach
Governed by you
NOT ALWAYS, AND NOT

EASILY.
Confidential │ ©2018 VMware, Inc. 58
Imagine if these two worlds
could merge seamlessly
PRIVATE PUBLIC
CLOUD WORLD CLOUD WORLD
Transforming entire realities

through a powerful
combination.

Demand for business agility …
creates new application investment …
that drives cloud initiatives …
Extend to Cloud
Modernize Develop
Datacenter for Cloud
Deliver SaaS Apps

Application needs are driving cloud strategies and directions
Cloud strategies must match the needs of each application
Existing Apps Cloud Native Apps

Reduce Costs • Security • Reliability • Control Time to market • Innovation • Scale • Differentiation
SaaS
Maintain Replatform Multi-Tier Hybrid Refactor Develop for Cloud Replace
Keep app as is in Keep app as is, move Shift portions of multi-tier Modify app, new environment, New cloud native app Move to SaaS version of
existing environment to new environment app to public cloud on-prem or in the cloud deployed on-prem & IaaS packaged app
© 2018, Amazon Web Services, Inc. or its affiliates. All rights reserved.
Leading compute, storage and Flexible consumption economics
network virtualization capabilities
Broadest set of cloud services
Support for a broad range of
workloads Global scale and reach
De-facto standard for the enterprise

DC
Jointly engineered solution delivers the best of VMware and AWS for customers
Jointly engaged & pursued by VMware and AWS in partnership
VMware owned and operated service

STRATEGY AND VISION
VMware Cloud on AWS: Service Overview
• VMware SDDC running on AWS bare metal

vRealize Suite, ISV ecosystem
• Sold, operated & supported by VMware and its
Operational VMware Cloud on AWS TM
AWS services partners
management Powered by VMware Cloud Foundation
• Support for containers and VMs

vCenter vCenter
• On-demand capacity and flexible consumption
vSphere vSAN NSX • Full operational consistency with on-premises SDDC
• Seamless workload portability and hybrid operations
• Global AWS footprint, reach, availability
• Direct access to native AWS services
Customer data Center AWS Global Infrastructure

VMware Cloud on AWS Use Cases
Ideal for Clients who….
A B C
Cloud Migrations Data Center Extension Disaster Recovery
Expand
Consolidate Migrate Maintain Primary Secondary
Application Specific Footprint Expansion New DR
Data Center Wide On-demand Capacity Replace Existing DR
Infrastructure Refresh Test/Dev Complement Existing DR

Why VMware Cloud on AWS?
• Consistency and familiarity of VMware technologies leads to rapid cloud adoption
• Bi-directional workload portability between on-premises and the cloud
• Modernize applications by integrating native AWS services without expensive re-platforming
• Delivered, sold and supported by VMware running on dedicated next-generation bare-metal AWS hardware
• Includes all SDDC licensing, lifecycle management, and support from VMware with one number to call
• Provided by VMware with a predictive cost model and the option of bringing your own third-party licenses for simplified
compliance
• Truly Cloudy Benefits
Confidential │ ©2018 VMware, Inc. 65 65

How can you help get your client ready for the Hybrid cloud?
Hybrid cloud is a strategy for organizations to supercharge and enable digital business
Understand Have a Help your Client get their

how VMware Cloud on AWS conversation environment ready
will fit into your Clients cloud with your VMware account to maximize the benefits of
strategy team about VMware Cloud on VMware Cloud on AWS
AWS
Confidential │ ©2018 VMware, Inc. 68 68

Pivotal: enter the world of “Cloud-Native”
Predictable, Repeatable Outcomes at Scale, at Speed
Jonathan Jowett (jjowett@pivotal.io), Strategic Alliances Director, South EMEA

December 2018
© Copyright 2018 Pivotal Software, Inc. All rights Reserved.

Pivotal Facts
Mission: transform how the world builds

software.
Formed in 2013 as spinout from EMC/VMware.
Investors include Dell, Ford and Microsoft.
IPO on NYSE as PVTL April 20th 2018. Cover w/ Image
Over 2,500 employees in 20 locations globally.

Leads many Open Source projects.
Over ⅓ of the Fortune 100 depend on Pivotal.
Customers include Allstate, Boeing, Comcast,
Citi, Ford, GE, Orange, Liberty Mutual,
Merrill, Southwest, Verizon, Volkswagen.
Extreme Programming
Pivotal Labs • Pair Programming
• Test-Driven Development
Learning & Transforming by doing together
• Short iterations
• Continuous Integration /
Continuous Deployment
Client Client User Centered Design
Engineers Product Owner
• User Interviews
Product • Ethnographic studies
Engineering
Management
Pivotal Pivotal
Engineers Product Manager
• Persona definition
• Prototype creation
Successful Lean
Product
• Minimum Viable Product
• Lean experiments
• Identify & test assumptions
Client Client
Data Scientist Product Designer • Data driven decisions
Data Design Data Driven
Science
Pivotal Pivotal
Data Scientist Product Designer
• Artificial Intelligence
• Data discovery
• Preventative analytics
• Personalization
• Natural language analysis
Pivotal : Transforming How The World Builds
Software
Organization, Building on Open Source Software:
Enable
people, culture,
processes, tools,
Culture change
platform and Pivotal Labs
facilities.
Build for
Process change
Enablement
Services
Continuously
Tools Improve
Tracker / Spring /
Concourse
Any App, Every

Platform Cloud, One Platform
PCF

https://www.youtube.com/watch?v=YyJbSFRjkuI
Transforming How The World Builds Software

Thank You
88 of Y Dell – Internal Use – Confidential

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Richard Brewer, DELL EMC Global Alliance

Matthieu Censier, DXC - Partner Executive/Southern Europe

December 21, 2018

- Offering – MSV and Managed Mid-Range (supported by Modern Platform) (

- Offering – Azure Stack

- Offering – Device as a Service

3 © Copyright 2017 Dell Inc.

$500M+ >10,000 Dell

DXC is Dell Technologies Top DXC is Global Alliance SO

5 of 72 Dell - Internal Use - Confidential

Services Jon Souch / Alex Croxford

Scott Tipton Andrew Dunne Richard Campbell Prabhukumar Marisa Portera

Mark Howard (Sales Des Seeto Sarib Basir

Brad Perriott Sanjay Mitra

DJ Baker Ivan Villiers (ANZ

Jake Swim Elmer Grotenhuis

Gordon Milner Daniel Ferru

Des Seeto Derek Bate Richard Brewer Andy King

Oliver Rossi Pasi Soljala Jerry Walsh Gilles Campardon

Andras Dancsi Mark Howard Stephan Tremus Nigel Spencer-Maggs

Nick Sheppard Gilles Potard Pablo Galan Elmer Grotenhuis

Corrado Torraco Bernd Neukirch

8 of 72 Dell - Internal Use - Confidential

DXC OSS/AGM STAGE 1 •Engage DXC and Dell team on opportunity

DXC OSS •Assessment, Requirements gathering

9 © Copyright 2017 Dell Inc.

10 of 72 Dell - Internal Use - Confidential

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>50 TBe • Single file system, volume, global namespace

• Policy based data archive to cloud

Object • Lowest cost object storage platform

Internal Use - Confidential

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Windows, Linux, AIX Virtual

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18 © Copyright 2018 Dell Inc.

Traditional Virtual IaaS PaaS

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19 © Copyright 2018 Dell Inc.

Traditional Virtual IaaS PaaS

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Windows, Linux, AIX Virtual

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Agent / Media Server Agentless / Proxy Decision Tree

Faster App Converged SDDP