Dell Solutions for Microsoft SQL Server2012Sales Card

Confidential: For internal Dell use only

At a glanceWhat is Microsoft SQL Server?SQL Server is an information management platform designed to store & retrieve data as requested by applications. A relational database for structured content, SQL Server is widely used and understood by the whole of the IT world, and enables mission critical applications in all sizes and segments of organizations.

Why do customers buy it?• Critical applications , such as content

management applications like SharePoint, communications platforms like Lync, and financial applications like JD Edwards all use a SQL Server backend.

• Database backend for POS systems, ERP, CRM, OLTP systems (web, online transactional), data warehouse, data mining, business analytics, etc.

• Built by Microsoft, it’s well integrated with Windows Server 2012 R2 & other Microsoft applications.

Who do you sell it to? • SQL Server 2012 on PowerEdge server

platforms should be proposed to existing SQL Server customers who need higher performance, better utilization of resources, or consolidation, or to customers deploying new applications or upgrades that rely on SQL Server.

• All segments, all Microsoft customers, and all verticals

• Account Targets – IT dept & Business /application groups, compliance & finance offices, HR, CRM teams, etc

How do you identify opportunities?Listen for: “Need to consolidate or upgrade server & DB platforms, not sure where/how to start.”Terms like: Analytics, data warehouse, data- base, transaction processing, OLAP, OLTP, Lync/Exchange/Sharepoint – anything to do with Microsoft UCC requires SQL Server

Overview

Microsoft SQL Server 2012 platforms:− FastTrack Data Warehouse– engineered by

Dell and certified by Microsoft, these reference architectures for data warehouse deployments offer a wide range of size and performance options

- QuickStart Data Warehouse – complete pre-integrated appliance platforms optimized for SQL Server 2012 data warehouse deployment; available in 5TB and 12TB configurations

- Virtualized SQL Server 2012 guidance – whitepaper descriptions of reference architectures for deploying SQL Server 2012 with Hyper-V

- SQL Server 2012 supported platforms – all Dell PowerEdge servers are qualified to run SQL Server 2012 in standalone, virtualized, and clustered environments

Microsoft software:- SQL Server 2012 Enterprise edition- Windows Server 2012 R2 & Hyper-V

Storage & Availability- Dell PowerEdge internal storage – including

ExpressFlash PCIe SSD- Dell EqualLogic arrays – including SSD arrays- Dell Compellent arrays – including SSD arrays

Value-added (optional) information management and monitoring software tools, including:- Spotlight for SQL – performance management- Foglight for SQL – monitoring - TOAD for SQL - development- Boomi – database integration- Enterprise Reporter for SQL – security

evaluation- ChangeAuditor for SQL – database change

management- NetVault LiteSpeed for SQL – data backup and

management specifically for SQL Server

Dell Services for end to end solution- Consulting (Infrastructure, BI & DB practice, areas)- Deployment- Integration - Management & support

Why Dell? Solution Differentiation

• End-to-End solutions – providing a single source for SQL Server platform design, hardware deployment & support

• Powerful database and platform management – best in class database management & monitoring with Dell software like Toad and Spotlight, coupled with Dell OpenManage hardware management

• Better insights, analytics & performance – with Dell software like Quest & Boomi, our robust suite of business intelligence software to augment and enhance SQL Server 2012 standard tools

• Accelerate time to value with scalable, pre-integrated solutions for a variety of SQL environments

• Performance at any scale – SQL Server 2012 + Dell platforms are built for virtualization, density, scalability, optimized performance, and ready for the cloud

Details

Dell solutions for Microsoft SQL Server 2012 address a wide range of customer needs:• Optimized infrastructure packages and

turnkey reference architectures for SQL Server 2012 data warehouse (FastTrack), with BI tools optimized by Microsoft for SQL Server; Quickstart Data Warehouse for rapid deployment of data warehouse resources

• Close integration with Microsoft Windows Server 2012 R2, providing the simplest route to SQL Server virtualization

• Leverage the features of Windows Server 2012 R2 running on Dell PowerEdge 12G platforms to provide unparalleled systems management, deployment support, and data center maintenanceFeatures & Benefits

• Empower the workforce – A wide range of platforms, reference architectures, and appliances to address both general database deployments and data warehouse

• Optimize delivery –PowerEdge servers for world class efficiency, reference architectures and appliances for rapid deployment, and virtualized templates for flexible SQL implementation

• Service-centric IT– configurations and architectures that are clearly documented for consistency of implementation and proven capacity planning, and ready for a converged data center infrastructure

Updated: December 11, 2013

1. Identify the opportunity2. Enter a SQL opportunity in salesforce.com (important

to capture infrastructure AND application)3. AE/ISR engages CSE/TSR for deal qualification4. Engage Dell services to help drive accurate

configuration and additional services5. Engage Dell Software Group for assistance with

additional Dell software tools

Confidential: For internal Dell use only Updated: December 11, 2013

• How often do you provision new database or application environments? How long does it typically take?

• Have you tested virtualizing SQL? If yes, have you considered Hyper-V and WS2012 as the platform for your SQL consolidation?

• Are you able to analyze & gain insight from the data stored in your databases? (ask what type of data it is, and if they are struggling with big data repositories)

• Are you able to measure performance & utilization of your existing SQL database environments? (ask if they’re using Spotlight for SQL, or other management tools)

• Do you have data warehouse expertise on your I/T staff who can size systems?

• Listen for these, which ARE good opportunities− Windows Server 2012 (or Hyper-V) upgrade planned− SQL Server2012 upgrade planned− We’re considering UCC with SharePoint, Lync, and Exchange− Need to upgrade server & db platforms, not sure where/how to start− Need to set up a SQLServer data warehouse & need assistance− We’d like to have better connections between our database and the

cloud• Listen for these, which ARE NOT good opportunities

− I just refreshed my OS and database platform this year/last year− SQL Server is a minimal part of our data center environment

Dell Solutions for Microsoft SQL Server2012Selling Process

Qualify the Opportunity

Identify the Opportunity Sales Motion

Target• Target Industries

− All (Healthcare, Education, Manufacturing, Government, Finance…)• Target account size

− SMB, Mid-market, Large Enterprise, & G500

• Targets within the account & what they care about− Business/BI teams & users – need access to data, reports, records

faster− IT team - need a better/faster way to deploy, manage, support &

protect databases & applications. Faced with wide spread SQL sprawl and looking to consolidate to ease management and centralize data

− DB / application developer team - need a faster way to deploy & access database and data warehouse resources. Database performance is lagging.

Sales Resources

• Microsoft SQL Server 2012 Solutions for OLTP Applications on Dell PowerEdge VRTX

• Using the R820 with Express Flash to accelerate the performance of a large SQL 2012 database

• www.dell.com/SQL• www.dellenterprisedemos.com – SQL FastTrack and Dell

Quickstart demos/information• Dell SQL Server Advisor configuration tool

“I like to deploy my SQL on dedicated hardware.” Response: What about sandbox environments like dev & test? SQL consolidation enables increased flexibility and rapid deployment. In production environments, the benefits also include reduced risk from service interruptions, data loss and lack of scalability.

“Data warehousing is too difficult and expensive.” Response: Much of the expense of a data warehouse is in sizing and configuring the right system. Dell and Microsoft work together to provide certified configurations and appliances that deliver the right amount of data warehouse capability, with a minimum performance level that is certified by Microsoft.

Objection Handling