1. Dell EMC Networking “The Market Disruptor”
Mark Pearce
EMEA Director Channel Networking
June 9th 2017
Networking Solutions for the Future-Ready Enterprise
<Introduce yourself>
It’s an exciting time for our company. Dell and EMC have combined as one. So, I’d like to discuss what’s happening in our industry today, and what our new company is doing to help customers transform for the future, unlike any of our peers in the industry. We exist for a singular reason: to create technologies that enable human progress. We are committed to bringing technology innovation to people everywhere and organizations of all types and sizes, so they can transform and thrive in the digital economy. This is the Dell EMC Advantage, which is all about what we’re doing to address modern-day challenges—and the unique ways in which we design solutions to solve them.

2. The Network

3. DELL EMC Networking Innovations & Thought Leadership
2011 C
2012
2013
2014
Data center chassis bottleneck
Active Fabric
Open Automation Framework
East-west traffic optimization
MXL/IOA for M1000e
Simplified fabric management
Active Fabric Manager
Network programmability
SDN – a choice
In-rack convergence
S5000/S6000 ToRs
Enterprise mobility
Modernized campus portfolio
Choice & Open Networking
S4810-ON 10G switch and Cumulus Networks
Partnership with Big Switch Networks
Partnership with Midokura
Partnership with VMware
Active Fabric Controller
Open Networking
Submission of Switch Abstraction Interface (SAI) to Open Compute Project with Microsoft
S3048-ON 1G , S4048-ON 10G and Z9100-ON 100G
Partnership with Pluribus and IP Infusion
Campus Transformation
C9000 Next Gen Chassis
Announced OS10
S4048T-ON 10GBaseT, S6010-ON 10/40G
OS10 Open Edition integration into OCP Software for Open Networking in the Cloud (SONiC) & Linux foundation OpenSwitch
Dell EMC HiveManager
2015
2016
2017
OS10 Enterprise edition GA
S5100-ON, Multi rate 25G, S4100-ON series inc FC & FCoE
N3132PX-ON and N2128PX-ON 2.5/5G POE+
N1100 stackable switches

4. Dell EMC Networking Platforms
Fabric Spine
Top-of-Rack/Leaf
Blade IO
Fibre Channel
MXL/IOA
for M1000e
FN-IOM for FX2
Z-Series
S-Series
Brocade
Connectrix
Purpose-built 40/100GbE fabric switches for modern data center architectures
Optimized for cost-effective non- blocking performance
Complete connectivity— 1/10/25/40/50/100GbE plus Fibre Channel
Optimized for diverse virtualization and SDN environments
10GbE & 40GbE I/O solutions for M1000e & FX2 deployments
Optimized for east-west traffic patterns with native local switching capabilities
Multi-generation 8Gb/16Gb/32Gb best of breed FC switches
Optimized for deployments with blade, fixed, Director , and extension switches
Campus Core
Access/Aggregation
Wireless
HPC
C-Series
N-Series & X-Series
H-Series
Mellanox
Aerohive
Modular 1/10/40G switching platform
Directed Network software to simplify management and operations
1/10GbE & PoE/PoE+ options
Enterprise-class layer 2 & layer 3 features
Central or locally managed, CLI or GUI
Comprehensive HPC connectivity solution with Omni-path and infiniBand
Best cost-effective HPC solutions
Best-in-class ac wireless APs
Central, locally or cloud managed

5. EMEA Networking in FY18 – A $7.97B TAM

6. 385% -32% The Need For SPEED $8m $47m $1,1b $5,6b $13,5b $21,5b $28b
Growth in
100GbE ports
-32%
Decline in
100GbE ASP
$8m
$47m
$1,1b
$5,6b
$13,5b
$21,5b
$28b
2014
2015
2016
2017
2018
2019
2020
Source: Dell’oro

7. Software Defined Everything
2017
SDN LAN market to grow 63% every year
$15,6b market by 2020
2017 is the tipping point
< 2015
2016
Vision
POC
Production

8. Security Remains Top of Mind
CLOUD DATA
Cloud industry forecast to grow >20% whilst most security policies still based on simple SSL encryption
50% OF ALL IT SPENDING BY 2018
RANSOMWARE
Prepare to be exploited in 2017 as criminal gangs rush to make the most of this lucrative business
165% RISE
HACTIVISM
More people will take justice into their own hands, leaking info or carrying out DDOS attacks against perceived enemies
3 BILLION RECORDS BREACHED
MOBILE MALWARE
A steep rise in malicious apps will threaten all mobile device users and their data as entry barriers to app development decrease
20 MILLION BAD APPS
COMPLIANCE
Cybercrime damages will cost the world $6 Trillion by General Data Protection Regulation (GDPR) it comes into force May 2018
$1 TRILLION IT SECURITY SPEND
RISE OF THE BOTS
IOT devices that can lock, monitor or have access to your data will become prevalent binging a new breed of vulnerabilities with them
50 BILLION DEVICES
Security will drive almost every decision. Based on the recent track record for security (even if you just focused on the compromises between Yahoo and the 2016 US election), this issue is on everyone’s mind. For 2017 we believe that almost every networking purchase decision is going to have an associated security aspect. More importantly, security may become a driver for SDN adoption. Businesses that need to have a more flexible security apparatus may make the plunge into SDN and NFV to achieve that greater level of flexibility as they try to stay ahead of the looming threats. Any vendor not leaning into the security benefits of their product will find it harder to get through the door for most opportunities.

9. Today’s Enterprise Requires A Modern Network
80s/90s Dominated by proprietary mainframe computing architectures. Networking systems needed only to connect systems and share data to end-user terminals and workstations
90s/2000s Evolution of client-server computing, standardisation and consolidated infrastructures, Ethernet became the dominant client-server network topology.
Customers looking for new approaches and systems, built from the ground up to meet demands of virtualisation, convergence and the cloud. Driving towards web scale efficiencies and operational benefits without the associated costs

10. The New Demands On Networking
Market forces and trends are placing new demands on the network in the data center and across the campus
The speed of change is for ever increasing
Time it took to reach 50 million users:
Radio – 38 yrs
Television – 13 yrs
Internet – 4 yrs
Facebook – 3.5 yrs
Instagram – 6 months
Angry Birds – 35 days

11. NETWORK AGILITY 1994 2017 Terminal Protocol: Telnet
Not Much has Changed in the Last 20 Years
1994
2017
Terminal Protocol: Telnet
Terminal Protocol: SSH
I’ve been in the Networking & Tool Industry for the last 15 years.. This slide makes me stop and think..
How much has “Networking” really changed in the last 20 years.
-Today we use SSH vs. Telnet
-How much more than that really changed?

12. The Networking Industry Is At An Inflection Point
Mainframe Era
80s/90s Dominated by proprietary mainframe computing architectures
Client-Server Era
90s/2000s Evolution of client-server computing, Ethernet became the dominant network topology
Virtual (Software Defined) Era
Built from the ground up to meet demands of virtualisation, convergence and the cloud. Driving towards web scale efficiencies and operational benefits without the associated costs
80s/90s Dominated by proprietary mainframe computing architectures. Networking systems needed only to connect systems and share data to end-user terminals and workstations
90s/2000s Evolution of client-server computing, standardisation and consolidated infrastructures, Ethernet became the dominant client-server network topology.
Customers looking for new approaches and systems, built from the ground up to meet demands of virtualisation, convergence and the cloud. Driving towards web scale efficiencies and operational benefits without the associated costs
These are the four fantastic members of a datacenter:
Servers were the first revolution moving to X86 platforms. Today, are very efficient and if they are from DELL, using technologies like Fresh air, they can run in very hot environments (30º C-37º).
Hypervisors are very stable today and no one could think about datacenters without thinking about virtualization, they are very flexible and can extend and shrink in a fast and easy way.
The Next step in evolution has been Storage. The relationship between hypervisors and storage is much closer. Hypervisors can manage storage in a native way, and in most cases today the storage is transparent for administrators. Now we can also define Storage by software creating a new terminology called SDS (software defined storage)
But what about networking. Yes, we have a very stable platform, also very robust, but integration with the other members was almost inexistent. If we want to create a faster and more capable datacenter, we need to change this ”monolithic

13. Open Networking and IT transformation Where we’ve come from, where we’re going
Data Center Transformation
Unix, x86 servers
Virtualization, automation
Platform 1
Mainframe computing
Platform 2
Server computing
Platform3
Cloud computing
Proprietary
Networking
Open
Networking
Dumb terminals
Client computing
Mobile computing
Dumb
terminal
Desktops &
laptops
Tablets &
smartphones
Unix workstations, x86 desktops
Laptops, smartphones, Wi-Fi, 3G/4G
Workforce Transformation

14. Open Networking means unprecedented choice
WAN, MPLS/VPLS functionality
Feature-rich L2/L3 Campus networking
OS6
Plug-and-play Branch/ SMB networking
OS3, OS6
SDN fabric & network tapping solutions
Data Center fabric & in-rack switching
Linux on the switch, unified server, network management
OS9, OS10
Virtualization-centric fabric optimized for Nutanix, Big Data, VDI

15. DELL EMC Networking – Extending Open Networking Boundaries Leverage open, innovative and best-of-breed solutions
Enable Choice
Unlock new & broader capabilities of network hardware
Drive down the economics with standardised hardware
Capture fast moving merchant silicon innovation
Simplify support, sparing, logistics and re-use
Shortened time to market of new capabilities + + + + + + + + + + + + +
While having choice helps a company in the procurement department, it also has a fairly profound impact on the overall bottom line because it adds a degree of agility to how a business approaches new opportunities. With more flexibility and choice, new networking resources can be deployed faster and changed quickly as business needs change. It is frustrating to hear businesses talk about how it takes them only a few hours to deploy a new server

16. Open Networking means radical economics
Agile, Scalable, Manageable:
Open NW brochure
The Path is Open to Software Defined Networking: e-book
The Economic Advantages of ON and Customer Choice

17. Dell EMC Networking – The Market Innovator
CHALLENGERS
LEADERS
“Dell is a top-four player in the DC networking space…….and has grown revenue at above-market rates in the past year. Dell has been the most innovative and disruptive mainstream data center networking vendor in the market over the past 12 months”…Gartner Magic Quadrant May 2015
“Dell continues to strongly push its "open" strategy, with noticeable growth in sales …. resulted in Dell's unit shipments increasing by 5.6% during We expect Dell to become a stronger force with enterprise customers, with the opportunity to deliver more complete and varied converged solutions to the market.” …Gartner Magic Quadrant May 2016
Cisco
Brocade
Juniper
Arista Networks
HPE
Huawei
Dell
2016
Dell
2014
New H3C
Dell
2015
Extreme
ABILITY TO EXECUTE
Dell
2013
VMware
NEC
Lenovo
Avaya
NICHE PLAYERS
VISIONARIES
COMPLETENESS OF VISION
As of May 2016

18. Networking Solutions For The Future Ready Enterprise
Today’s applications call for new thinking about network architecture. Based on open standards, Dell EMC networking solutions free you from outdated proprietary approaches. Our “future-ready” networking solutions help you;
Improve network performance
Lower network costs
Remain flexible to adopt new innovations
Take control of your networks future and learn how Dell EMC’s strategy for open networking can dramatically transform your business #1
Innovator in DC
Networking (Gartner) #2 #3
In Blade Networking
(Dell’Oro 2016)
In Enterprise Networking (EMEA/Dell’Oro 2016)

19. THANK YOU
‘The world’s most innovative, disruptive & visionary networking vendor…Gartner 2015