Dell Force10 Customer Call Script and Talking Points 20110913

whinnycampingMechanics

Nov 5, 2013 (3 years and 7 months ago)

80 views

Script and Talking Points








Last update: Aug 26, 2011

About the acquisition of Force10

The acquisition of Force 10 helps our round out our portfolio and enables us to offer a more robust
solution to address emerging trends affecting every business
today. With more applications moving to
the cloud and a fluid workforce requiring anywhere and everywhere access, the datacenter becomes the
strategic epicenter for flawless delivery. Our commitment of a simplified, open and optimized end to
end network in
frastructure is clear and unwavering. Our ability to deliver on this promise is
strengthened by our Force 10 acquisition by ensuring our ability to comprehensively address business
trends that demand a new approach. And by delivering this new approach we c
an architect a network
that supports the business rather than the other way around.

Key Talking Points



Dell has completed the acquisition of Force10 Networks



Today’s datacenter networks are complex and manually configured. What worked in the past is
no lon
ger viable for future technology demands.



Next generation datacenter networks (also known as “fabrics”) must enable automation of
virtual machine movement across datacenters.



Dell is uniquely positioned to capture this emerging opportunity due to its proxi
mity to
application workloads and the virtualization layer.



The acquisition of Force10’s product portfolio, R&D, patent portfolio, and sales and servicing
functions add datacenter networking IP to Dell’s server, storage, systems management, and
solutions o
fferings.



Force10 Networks delivers a modular, resilient network operating system upon which we plan
to build new services to optimize application delivery among network, server, and storage
resources.





The Force10 Networks technology enables Dell to pro
vide end users an efficient and policy
-
driven cloud computing fabric.


K
ey elements of the Force10 Networks portfolio include:




Fully refreshed and innovative datacenter portfolio with a rich operating system
-

FTOS.





Open Automation 2.0: Part of
Force10’s Open Cloud Networking Initiative, it enables Force10’s
modular network operating system to deliver automated, policy
-
driven, real
-
time workload
allocation in response to changing application and service demands. The feature enables third
-
party de
veloper communities to include Force10 Networks switches in a broader ecosystem of
solutions.


o

Force10’s modular network now includes a planned unified fabric manager to allow
datacenter managers to control multiple Force10 Networks switches as if they wer
e a
single, logical, switch device.


o

Force10's implementation of Edge Virtual Bridging (EVB)/Virtual Ethernet Port Availability
(VEPA) allows switches to communicate seamlessly with virtual switches and to process
packets from a virtual machine for directi
on onto the appropriate VLAN.


o

For customers that use hypervisors that don’t support EVB, Force10 Networks offers
HyperLink as an alternative method to make the physical switch aware of virtual switches
via communication directly with the hypervisors API.



Our Approach
:



Flattening the network



Managing from the edge



And strategically scaling for the future

This is achieved via



Simplification


As networks have evolved, they also have become more complicated in terms
of physical footprint, ability to manage and ability to deploy new technologies as demands
warrant it. Dell Networking & Force 10 believe in a simplified architecture where business
needs
can be met with fewer boxes.



Delivery



Initial deployment and ongoing management of complex systems can suck down
huge amounts of resources and capital. With advanced services, initial deployment can be less
disruptive by leveraging our expertise r
ather than dedicating your in house resources.
Management is eased by automating tedious and time consuming tasks, thereby freeing up your
people to innovate.



Open


Proprietary technologies only benefit the vendor by locking you into their technology.
We
believe that an open architecture is essential for innovation. Open computing enables
flawless application delivery and open networking enables an infrastructure that solves for
today’s challenges while also strategically positioning your network to accomm
odate future
requirements.


Competitive Positioning



Force10 Networks solutions provide enterprise performance and resiliency while reducing
overall TCO, simplifying network deployment, and supporting open, standards
-
based systems
and management solutions.



Force10 Networks has continued to evolve its “Open Cloud Networking” initiative with Open
Automation 2.0 and a unified fabric manager which can manage both logical and physical
switches as a single logical switch.







Dell & Force10

Cisco

HP

Solution
Strengths



Clear #3 vendor in 1G and
10G Fixed Switching



Strong solution provider
and Data Center player



Most comprehensive
networking Lifetime
Warranty*



Leading data center and
fixed core switching
performance



Powerful Campus
portfolio



Full Storage
portfolio:
(iSCSI, DCB, FCoE, FC)



UCS: Effective
messaging
around an
integrated s
olution



Full Switching, Routing,
Security, WAN, Management
Portfolio



VCE Partnership for full Data
Center solution set (VMWare,
Cisco, EMC)



Strong Value Add Services
Capabilities and Partnerships



Leading networking Brand



HP Converged Networking

(FlexFabric, FlexCampus,
FlexBranch,
FlexManagement)



Single pane of glass
management



Comprehensive networking
Lifetime Warranty



Clear 2nd Alternative to
Cisco



Offer Full Data Ce
nter
Solutions (Server, Storage,
Networking, Services)

Solution
Challenges



Lack of unified / single OS



Gaps in overall
networking portfolio



Weak
messaging around
an
integrat
ed solution



Weak Networking brand



Emerging Networking
Services Capabilities



Disparate OS's and
Management Systems



High Cost and Margin
structure expected by the
street



No Hardware/Scalable
Security



Warranties claim “Lifetime”
but limit power and fans to 5
yrs.



No Certification Offering



Ambiguous Strategy for the
Data Center



New P
ortfolios are not yet
Rationalized