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.

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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.

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.

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. ​

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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​

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

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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. ​

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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.

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.

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Helpful Resources

Preparation/Enablement:

XC Business Overview

XC Core Sales Process

Selling:

Sizing / Quoting / Ordering

XC Core Quoting Guide for 14G and 15G Node Configurations

Deal Registration (PARTNERS ONLY)

XC Core Sales Process

Reference

XC Core 15G Data Sheet

XC Core 15G FAQs for Partners

XC Conversion FAQs

Dell Nutanix Partnership Letter