Dell Cloud Client Computing Playbook An end-to-end solution for today s mobile business needs

Dell Cloud Client Computing Playbook An end-to-end solution for today s mobile business needs

Table of contents The business landscape...3 What makes Dell Cloud Client Computing unique?...10 A bird s eye view of Dell Cloud Client Computing...12 In the data center: Dell Desktop Virtualization Solutions (DVS) Enterprise solutions...14 In the data center: Dell DVS Simplified Appliance... 20 In the user s hands: Dell Wyse end point... 25 In the cloud: Dell Wyse management software...27 In the cloud: Dell Wyse virtualization software... 28 In the cloud: Dell Wyse mobility software... 30 In the cloud: Dell Wyse cloud software...31 How can you benefit from Dell Cloud Client Computing?... 32 What resources does Dell have to help you sell Dell Cloud Client Computing?... 33 How can you become a Dell Cloud Client Computing expert?... 34 2 Designer s note : content listed as page 2 in word doc

When it comes to business, expectations are high. Today, employees are expected to work from anywhere, anytime on the device of their choosing. IT is expected to save money and do more with less people. Companies are expected to be productive, efficient and competitive. They have great expectations which are not always in line with reality. As a Dell Partner, you know that none of your customers are the same. For the ultimate in productivity, one will require on-site employees functioning in close proximity, where another will need remote workers who go anywhere that business takes them. Adding to the complexity, personal mobile devices such as smartphones and tablets have made constant connectivity so cool and simple that corporate-owned devices pale in comparison. Bring-your-own-device (BYOD) work environments will only continue to grow. In an attempt to meet expectations and increase productivity, companies find themselves with a vast array of systems and mobile devices, all needing access to the same applications, networks and data. Employees are connecting to businesscritical information that must be protected at all times even when the devices that access it are out of IT s control. While it s a complex situation that they didn t create, IT is responsible for bringing all of these disparate systems together for any user, making everything work and keeping everything secure. That s where you come in. As a Dell Partner, you hold the key to improving your customers productivity, manageability, scalability and security. It s Dell Cloud Client Computing, and what it can do to grow your business is almost as powerful as what it can do for your customers. Speed read: Your customers utilize a vast array of systems and devices to access business-critical data from anywhere at any time. The data has to stay secure. IT has to make it all happen. Dell Cloud Client Computing can help. 3

What is Dell Cloud Client Computing? Dell Cloud Client Computing lets any user access any application on any device personal or corporate-owned while keeping their organization s systems and data secure, manageable and reliable. Comprised of solutions and products designed to optimize secure access to the cloud while supporting the ever-increasing consumerization of IT, Dell Cloud Client Computing provides an outstanding opportunity for you to increase sales across a large cross-section of your customers. This playbook is intended to help you sell Dell Cloud Client Computing by helping you understand it yourself. It will show you not only what it encompasses from the data center elements of hardware, software and cloud to end-user devices but how it works. From new applications to traditional desktop virtualization to cloud-based fixed and mobile device management, this playbook was designed to help you understand why cloud client computing is so important for your customers and why it s equally important for you. Access the digital version of this playbook or download a pdf at Dell.com/partner/cccplaybook Follow us on Twitter @DellChannel and let us know how you re using this playbook to build your sales with #PartnerDirect. Speed read: This playbook is intended to help you sell Dell Cloud Client Computing to your customers by helping you understand it yourself and by providing access to sales tools and training. 4

What are your customers challenges? While each of your customers is different, they all struggle with the same challenges. Risk has to be managed Unfortunately, the risks that can undermine a company take many forms. From lost laptops to malware viruses and catastrophic failures to ever-changing compliance issues, your customers face a broad array of risks every day, and they need a solution that can help allay them all. It all comes down to data that s everywhere on tablets, smartphones, desktops and laptops. Each device is vulnerable to data breaches and hefty non-compliance violations. The risks are always changing, so an organization is only as secure as their most exposed piece of data or inattentive user. When you have a solution that can help to completely secure your customer s data, it s a game-changer for them and a sales-maker for you. Employees must be empowered In turn, they expect to access business-critical data through corporate devices as easily as they access their own personal data on a smartphone or other personal mobile device. Business dynamics have changed and 9-to-5 workdays are a thing of the past. Employees are expected to have access to key applications and content anytime, anywhere. In turn, they expect businesscritical data to be as easily accessed through a corporate device as their own personal data is accessed through a smartphone or other personal mobile device. Unfortunately, an increasing variety of devices, operating systems and apps actually make it more difficult to keep everyone productive. With every new way for an end user to connect, the demands increase for more robust IT services delivered faster. Customers want more efficient, safe ways to improve user productivity. You can offer them a solution. IT needs to provide a competitive edge Finding new ways to stay ahead isn t always easy. Many companies lack sufficient resources for innovation. The budgets aren t there and neither are the bodies. Too often IT staff is stuck supporting expensive legacy systems, spending too much time managing a slew of operating systems, devices and applications that are complex and inefficient. What if you could reduce the demands on your customers IT staff? What if you could give them more time to devote to innovation, while still maintaining the level of support and accessibility their end users require? You d solidify your customers IT as a business driver and solidify your bottom line at the same time. Recent research has shown an 81% increase in malicious cyberattacks, impacting small and medium businesses. 1 Speed read: Your customers face three challenges: 1) managing risk, 2) empowering employees and 3) providing a competitive edge through IT. Help them face those challenges, and you ll not only earn a loyal customer, you ll earn some serious revenue. 5

What do your customers need? While the specifics may vary from network to applications to devices, the general idea is the same. Your customers need: Data that is completely secure There s no going back. Employees are only going to get more mobile. To be competitive, your customers need their laptops, tablets and smartphones to work as efficiently as a fixed desktop PC in their office perhaps even more so. The information they tap into from all of these mobile end points has to always be protected, no matter what. The trick is to make data accessible without making it vulnerable. From a data perspective, the ideal solution would: Exceed data security and performance standards simultaneously it wouldn t make companies choose which is more important. Block the outside forces that intend to do harm, as well as a company s own people who sometimes do it unintentionally. Keep pace with changing compliance laws even when they re from different regions and countries. Access to necessary tools and applications No matter who they are, every employee has specific requirements to do his or her job well. They need constant access to key apps and content whether they re working from a desktop in corporate headquarters or connecting from an airport halfway around the world. From an accessibility standpoint, the ideal solution would: Increase revenue by improving user productivity making sure everyone can access what he or she needs with speed and power. Easily scale with business changes from new employees to new workforce locations to new devices. End points and operating systems that are secure How far is it from your customer s data center to their end points? How many end points are accessing their data? How well protected are each of those end points? From laptops to tablets to smartphones some owned by the company, some According to the Ponemon Institute, the average cost of a single data breach incident to a corporation is $5.5 million. 2 owned by the employee there s no way for an IT department to keep constant tabs on it all. Yet, somehow, it has to be protected 24 x 7 x 365. The ideal solution would standardize secure, mobile information no matter what the device. 6

An IT department that spends less time supporting and more time innovating For too long, IT has been pigeonholed as a business service rather than a business driver. In reality, there are unlimited ways that your IT customers can generate revenue, simply by refocusing their energies to help their company stay agile, move fast and leap on new opportunities. From an IT perspective, the ideal solution would let them: Switch from maintenance to innovation by doing things faster and easier. Sidestep legacy system limitations with app modernization and integration tools. Dramatically simplify operating system and app management by going from the way things have always been done to more efficient resources. and tools. Speed read: Most customers define an ideal solution as one that will let them: 1) protect their data, 2) access necessary information, 3) secure end points and operating systems, and 4) spend less time supporting and more time innovating. It s up to you to show them what that solution is. 7

Why is cloud client computing the solution? Cloud client computing from Dell s point of view Cloud client computing is an end-to-end solution encompassing the data center servers, storage and networking your customers require; the PCs, thin clients, tablets, Ultrabooks, smartphones and other devices your customers want, and the software that lets it all act as one secure, cohesive unit, using the flexibility and accessibility of the cloud to deliver any app to any user on any device. Simply put, it s a cost-effective way of keeping devices, systems and data secure, manageable, reliable and scalable. What can it help businesses do? Cloud client computing helps improve service delivery and competitiveness by changing the way IT works on systems, dramatically reducing the complexity of the system and making it much more flexible. The IT group can then move from a largely technical group to a strategic organization. Cloud client computing can help free your customer s IT group from the day-to-day tasks around keeping systems up and running, so they can focus on projects that make their organization more competitive. By centralizing user data and resources into the data center as opposed to individual systems the data is more secure. The risk of losing data from a lost or stolen system is dramatically reduced. The ability of IT to meet regulatory requirements is enhanced, as it becomes easier to put processes in place to control access to sensitive data and easier to audit who accesses that data, and when. Finally, if your customer s employees are able to work seamlessly on the devices they want, where they want, they will not only be more satisfied, they ll be more productive. Simplicity is the ultimate sophistication. Leonardo da Vinci Speed read: Cloud client computing securely and efficiently utilizes the cloud and virtualization to create a powerful, secure end-to-end solution that encompasses data center servers, storage and networking, along with hardware, software and devices. 8

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Why Dell Cloud Client Computing is unique? Dell is a company that offers an entire cloud client computing solution from end-to-end with amazing breadth. As a Dell Partner, you can give customers: Powerful and efficient data center hardware with Dell PowerEdge servers, Dell EqualLogic and Dell Compellent storage and Dell PowerConnect or Dell Force10 networking, working together to create validated Dell Desktop Virtualization Solutions (DVS) Dell and Dell Wyse end points such as thin clients, zero clients, cloud PCs, desktop PCs, laptops, tablets and Ultrabooks Desktop virtualization and management software and services like Dell Wyse TCX, Dell Wyse Device Manager, Dell Wyse Cloud Client Manager and more that can enhance the end-user experience and enable scalability into the tens of thousands of end points Integrated virtualization and management software from industry-leading partners like Citrix, VMware and Microsoft Dell Wyse ThinOS, the virus- and malware-immune thin client firmware base designed specifically for unsurpassed security, ease of use and ease of management Certifications, reference architectures, bundles and deployment guides Dell services, in addition to those that you provide When you sell your customers Dell Cloud Client Computing, you sell them everything they need, all from one company. It s something no one else can provide with such breadth and that gives you a huge sales advantage. Learn more about Dell Cloud Client Computing at Dell.com/partner/cloudclientcomputing Dell Wyse has nearly 220 patents, both issued and pending, covering its solutions, software and differentiated intellectual property. 10

What is Dell Wyse? Dell Wyse is the global leader in cloud client computing. The Dell Wyse portfolio includes industry-leading thin, zero and cloud PC client solutions with advanced management, desktop virtualization and cloud software that supports traditional PCs, Ultrabooks, tablets and next-generation mobile devices. Why did Dell acquire Wyse? The desktop virtualization capabilities of Dell Wyse combined with Dell s leadership position in server, storage and networking solutions positions Dell as the leader in desktop virtualization, enabling us to offer true end-to-end IT solutions for customers and Partners. How does Dell Wyse fit into Dell s strategic vision? Dell recognizes it s critical for its desktop virtualization solutions strategy to embrace simple device management, enhance security, scale and boost user productivity, while providing the flexibility to support anytime, anywhere access on any device. Speed read: As a Dell Partner, you can offer an entire cloud client computing solution composed of world-class components and technology from end-to-end the data center components, end points, software and services. 11

A bird s eye view of Dell Cloud Client Computing. Dell offers a full lineup of world-class products to build out your customer s cloud client infrastructure. This includes servers, storage and networking products, as well as the entire mix as part of a cloud-based service. We provide a number of software options to provision virtual desktop endpoints, manage them (up to many tens of thousands), enhance the user experience, integrate third-party solutions, and secure content and user access. Using our expertise and consulting experience, Dell will make sure the absolute best application delivery models are applied to your customer s organization, based on the unique needs of their employees. Your customers get to choose from the widest range of end-user computing access devices and methods available. This ensures the best user experiences get matched with the greatest flexibility available, modeled to their performance needs and budget constraints. Finally, Dell helps you ensure that your customer s desktop virtualization starts successfully and remains successful with a range of planning, implementation, operations and management services. 12

We provide a vision of hardware, software and clients that work together for the next level of computing Thin/zero clients Network and data centers Provisioning On-premise, Off-premise Management Cloud PCs Other peripherals Security Cloud-based services Virtualization Personal computers Smartphones/ tablets 13

In the data center: Dell DVS Enterprise solutions Servers, storage and networking for your enterprise customers Your customers are always looking for ways to grow their business and the Dell DVS enterpriseclass portfolio delivers the capabilities they need. Featuring validated and proven reference architectures, these solutions are inclusive of all data center hardware, software and services needed to deploy a virtual desktop environment on-premise. Flexible and highly scalable, Dell DVS Enterprise Infrastructure features Dell PowerEdge 12 th generation servers, Dell EqualLogic storage and Dell PowerConnect or Dell Force10 networking with your customer s choice of VMware, Microsoft or Citrix virtualization and management software. A proven, validated solution with maximum flexibility, scalability and performance, Dell DVS Enterprise is ideal for larger environments of up to 50,000 end users. It lowers implementation risk while being flexible enough to work with your customer s existing infrastructure, if needed. Dell PowerEdge 12 th generation servers Your customers need servers that can run multiple applications in a virtualized environment. For this reason, Dell PowerEdge 12 th generation servers offer maximized memory capacities, lots of fast internal storage capacity and highly flexible I/O and networking options. Dell EqualLogic storage This virtualized storage solution offers your customers a simple path to rapid deployment, comprehensive data protection, enterprise-class performance and reliability, and seamless pay-as-they grow expansion. Dell Compellent storage With advanced storage software, Dell Compellent helps your customers efficiently meet both performance and capacity requirements with automated intelligent data placement and by keeping hot data on high-performance drives and cold data on large capacity-optimized drives. Dell Compellent can also cut administrative time and help eliminate the need for specialized administrative skills. Dell PowerConnect networking These flexible, manageable and comprehensive switch solutions support up to 10GB Ethernet and optimized iscsi performance with Dell Storage solutions. Dell Force10 networking These high-performance Ethernet switch/routers provide industry-leading density and resiliency to deliver simpler networks from access to core at lower costs. Speed read: Flexible and highly scalable, Dell DVS Enterprise features Dell PowerEdge 12 th generation servers, Dell EqualLogic storage and Dell PowerConnect or Dell Force10 networking with your customer s choice of VMware, Microsoft or Citrix virtualization and management software. 14

Give your customers a fast path to enterprise-class VDI. Creating a fast path to enterprise-class VDI focused on accelerating time-to-value, Dell DVS Enterprise with Active Infrastructure solutions arrive as a single pre-cabled and pre-racked pod that plugs into an existing data center. Available in three varieties: Dell vstart 50, Dell vstart 1000 or Dell Active Systems 800, these highly scalable converged solutions accelerate deployment time and provide organizations with peace of mind as the solutions are based on proven Dell infrastructure. 15

Dell vstart for VDI features and benefits Features Delivered pre-engineered and pre-built Designed, tested, built, sold and supported by Dell Includes management plug-ins Future-enabled scalability Accelerates time to value Minimizes risk Simplifies management Certified for industry leading VDI stacks Benefits Provides the entire infrastructure servers, storage, networking, power, cabling, rack, Dell management extensions and initial deployment services Pre-engineered, pre-assembled complete configurations available to order based upon your existing capacity and compute needs Includes initial deployment services Offering from a highly experienced global leader in virtualization Leverages Dell s expertise and platforms used in thousands of customer sites Included plug-ins enable deep element-level management of Dell hardware underpinning the vstart for VDI solution Plug-ins available for VMware configurations Included VMware vcenter plug-ins enable deep element-level management of vstart infrastructure components By connecting to existing technologies, it can eliminate the need for additional training vstart for VDI solutions can be scaled vertically (by adding additional capacity on existing rack) or horizontally (by adding additional vstart racks) Eliminates the need for solution design, testing and configuration Get you up and running in days, not months Leverages Dell s in-house expertise and the industry best practices accumulated over thousands of successful deployments Provides you with a single point of accountability By connecting to existing technologies, it can eliminate the need for additional training Certified for Citrix XenDesktop and VMware Horizon View desktop virtualization software suites 16

Dell Active System 800 components and specifications Components Servers Specifications 1 or 2 Dell PowerEdge M1000e chassis 8, 16, 24 or 32 Dell PowerEdge M620 host servers with 128G Memory each and Flash boot 2 Dell PowerEdge R620 management servers 1 2 Dell 42U racks per Active System 800, including PDUs idrac7 Enterprise for Blades with vflash, 8Gb SD cards Storage Networking Management Additional software Services Additional optional components and software 2-8 Dell EqualLogic PS6110 / PS6110XV / PS6510E arrays, depending on configuration 2 Dell Force10 S4810 10GbE network switches 1 Dell Force10 S55 out-of-band management network switch 2 Dell PowerEdge M I/O Aggregators Active System Manager VMware vcenter 5.1 (trial license) VMware ESXi 5.1 per host server Dell Management Plug-in for VMware vcenter Dell EqualLogic Host Integration Tools (HIT) Dell EqualLogic SAN HeadQuarters (HQ) Initial Deployment Services Dell ProSupport Dell OpenManage Essentials VMware vcloud Connector Dell Keyboard/Video/Mouse (KVM) console 17

DVS Enterprise Infrastructure for Citrix and VMware solution layers Network 1x Switching PowerConnect F10 1G LAN iscsi Getting started in the network layer requires only a single, high-performance Dell PowerConnect or Dell Force10 48-port switch. This switch will host all solution traffic consisting of 1GB iscsi and LAN sources for smaller stacks. Dell recommends that LAN and iscsi traffic be separated into discrete switching fabric for networks with more than 1,000 users. Additional switches can be added and stacked as required to provide high availability for the network layer. Compute VMware ESXi 1x R720 2x CPU 192GB RAM 10x 15K HD 145 x Win7 The compute layer consists of the server resources responsible for hosting the user sessions, whether for VMware Horizon View or Citrix XenDesktop. Management VMware ESXi 1x R720 2x CPU 96GB RAM Diskless File SQL VDI management roles Hypervisor management VDI management components are dedicated to their own layer so they don t negatively impact the user sessions running in the compute layer. This physical separation of resources provides clean, linear and predictable scaling without the need to reconfigure or move resources within the solution as you grow. The management layer will host all the VMs necessary to support the VDI infrastructure. Storage 1x PS4100E 12x 1TB NL SAS User data* Management VMs The storage layer consists of options provided by Dell EqualLogic for iscsi and Dell Compellent arrays for Fibre Channel to suit your Tier 1 and Tier 2 scaling and capacity needs. 1G iscsi * May be customer provided 18

DVS Enterprise for Windows server 2012 solution layers Network 1x Force10 S55 1G LAN iscsi Only a single high-performance Dell Force10 S55 48-port switch is required to get started in the network layer. This switch will host all solution traffic consisting of 1GB iscsi and LAN sources. Additional switches can be added and stacked as required to provide high availability for the network layer. Compute Microsoft Hyper-V 1x RD session host 2x CPU 96GB RAM 2x 15K HD 10x 15K HD 260 x WS2012 sessions R720 RD virtualization host 2x CPU 192GB RAM 2x 15K HD 10x 15K HD 150 x Win7 The compute layer consists of the server resources responsible for hosting the user sessions, whether shared via Remote Desktop Session Host (RDSH) (formerly Terminal Services) or pooled via Remote Desktop Virtualization Host (RDVH). The RDVH role requires Hyper-V as well as hardwareassisted virtualization so it must be installed into the parent partition of the Hyper-V instance. The RDSH role is enabled within dedicated VMs on the same or dedicated hosts in the compute layer. Management Microsoft Hyper-V 1x R720 2x CPU 32GB RAM 2x 15K HD RD conn broker + Licensing RD web access + Gateway File Management components are dedicated to their own layer so they don t negatively impact the user sessions running in the compute layer. This physical separation of resources provides clean, linear and predictable scaling without the need to reconfigure or move resources within the solution as you grow. The management layer will host all the RDS VMs necessary to support the infrastructure as well as a file server to host SMB shares for user profile disks or data. Storage 1x PS4100E 12x 1TB NL SAS 1G iscsi Profile disks Management VMs User data* The storage layer is made up of the capacity-dense and performance-capable Dell EqualLogic 4100E iscsi array. Whatever your capacity requirements, they can be met with the provided 12TB in base form which can scale as high as 36TB. A second 4100E can be added to group the two arrays for greater capacity or performance. Learn more about Dell DVS Enterprise Infrastructure Solutions at Dell.com/partner/dvsenterprise * May be customer provided 19

In the data center: Dell DVS Simplified Appliance A simple, practical way to deploy desktop virtualization in small to mid-sized organizations Desktop virtualization offers the benefits your small to mid-size customers need increased end-user productivity, streamlined management and strengthened security. While complexity and cost have previously been barriers to these customers, that is no longer the case. Where simplicity meets flexibility, Dell DVS Simplified Appliance is a pre-configured virtual desktop infrastructure (VDI) solution on Dell tower or rack servers with integrated all-in-one Citrix VDI-in-a-Box software. It s simple Virtual desktop infrastructure (VDI) appliance: Eliminate implementation and operational complexity with preconfigured Dell PowerEdge R720 rack or new Dell PowerEdge T620 tower servers with factory-installed Citrix VDI-in-a-Box software and choice of hypervisor. Quick and simple deployment: Wizard-driven setup and configuration let your customers rapidly deploy in as little as four hours, instead of a few days, with no specialized expertise required. Simplified desktop operation: The all-in-one Citrix VDI-ina-Box software consolidates connection brokering, load balancing, provisioning and VDI management functions within the appliance to radically simplify management. It s affordable All-in-one bundle: This bundle integrates VDI management software, new Dell PowerEdge 12 th generation servers and Dell ProSupport for hardware and software, to create a cost-effective, simple appliance with no network storage requirements. Ideal balance of cost and performance: Designed specifically with best-of-breed solution components, this appliance is for simple IT environments and simple use cases. The new basic 50-user configuration starts below $500 per user. Expanded services: Get your customers up and running quickly and efficiently by selling the services you offer and supplementing, as needed, with additional services available through Dell. Additional Partner service opportunities: Experienced in VDI and Citrix software? Gain additional revenue by complementing your professional services and virtualization expertise with the Dell DVS Simplified Appliance. Dell DVS Simplified Appliance Simple to deploy just four steps to go live: 1. Unbox. 2. Connect to your network. 3. Import your master image. 4. Configure VDI template and assign users. 20

It s complete and scalable Rich user experience: Built-in Citrix HDX technology optimizes a user s virtual desktop experience. N+1 Grid architecture: An easy path to server redundancy implements an easy-to-manage server grid architecture. It also scales linearly and predictably in a modular fashion. End-to-end solution: When this appliance is coupled with Citrix-validated Dell Wyse thin/zero clients like the new Xenith 2 or traditional Dell PCs, it gives you a single source to deliver a complete end-to-end solution to your customers. Learn more about the DVS Simplified Appliance at Dell.com/partner/dvssimplified Introducing the Dell Cloud Client Computing value bundles for desktop virtualization Give your customers affordable anywhere, anytime access to their applications and data whether in the classroom, office, home or dorm room. These high-value bundles feature 30-, 100-, and 200-user bundles which include the Dell DVS Simplified Appliance, Dell Wyse T10 thin clients and Citrix VDIin-a-Box user licenses, making it easier to deploy a complete desktop virtualization solution while enabling enhanced mobility and security. Starting at around $500 per user. 4 Learn more about these Partner-friendly bundles at Dell.com/partner/cloudclientcomputing Support more users With the increased capabilities and density of Dell PowerEdge 12 th generation servers, the Dell DVS Simplified Appliance now supports up to 66% more users per appliance over the previous generation. 3 Speed read: Ideal for small to mid-size customers, Dell DVS Simplified Appliance is a pre-configured virtual desktop infrastructure (VDI) solution on Dell tower or rack servers with all-in-one Citrix VDI-in-a-Box software. 21

Dell DVS Simplified Appliance Solution specifications Dell PowerEdge R720 rack mount Dell PowerEdge T620 tower Cost per user estimates a Scalability Non-persistent workloads b Five golden images Persistent workloads b Five golden images Entry-level configuration 2x Intel Xeon E5-2640 processor @2.5GHz 6 cores 96GB memory @ 1333MHz 8x 300GB SAS 6Gbps 10k disks RAID10 PERC H710P 1GB RAM cache Broadcom 5720 GbE quad-port daughter card idrac7 Enterprise 50 standard users Single appliance, Dell PowerEdge R720 rack mount deployment starting at less than $500 per user 65 users per server basic workload 50 users per server standard workload 35 users per server premium workload 44 users per server basic workload 31 users per server standard workload 22 users per server premium workload Standard configuration 2x Intel Xeon E5-2680 processor @2.7GHz 8 cores 192GB memory @ 1666MHz 16x 300GB SAS 6Gbps 10k disks RAID10 PERC H710P 1GB RAM cache Broadcom 5720GbE quad-port daughter card idrac7 Enterprise 100 standard users Single appliance, Dell PowerEdge R720 rack mount deployment starting at less than $500 per user 129 users per server basic workload 100 users per server standard workload 70 users per server premium workload 93 users per server basic workload 67 users per server standard workload 51 users per server premium workload 22

Solution specifications ( continued ) Citrix VDI-in-a-Box software v5.1 Supported client types Options c Supported hypervisors Management Set-up/deployment Dell Wyse cloud clients Licensing Use cases Entry-level and standard configurations Connection brokering, desktop provisioning, load balancing, scaling, Citrix HDX user experience, linked clones, persistent and non-persistent desktops, N+1 grid architecture, server failover, single management console, wizard based set up New in v5.1: Grid-wide virtual IP, personal vdisk, AD failover, dual data stores, optimization for Google Earth, enhanced scaling, touchless DT agent, fully specified computer names, AD search, multiple virtual CPUs, user and computer domains, NTP, syslog format ios, Android, Windows, Windows Mobile, Blackberry, Windows 8 (beta) Works with Citrix NetScaler Access Gateway and Citrix Profile Management Citrix XenServer 6.02, Windows 2008 Server R2 SP1 enterprise Hyper-V, VMware vsphere ESXi Citrix VDI Manager, single pane of glass management software Wizard-based, four-step process, per Citrix VDI-in-a-Box software Certified with: Dell Wyse Xenith, Dell Wyse Xenith Pro, Dell Wyse Xenith 2, Dell Wyse R10L, Dell Wyse R90LW, Dell Wyse T10L, Dell Wyse C10LE client models Citrix VDI-in-a-Box licensing is per user, perpetual and is purchased with the appliance Additional VIAB licenses may be added via APOS orders Appliance does not ship with any client licenses or Microsoft VDA or CSL licensing Bring your own device (BYOD), secure remote access, student virtual labs, branch office, Small business home office (SoHo) Windows migration, virtual work, telework, call center seasonal staffing, shared workstations a Pricing includes server hardware, VIAB software licenses and Dell ProSupport (three years). Commercial $USD pricing, education and government discounts are available for qualified customers. Estimates only. Actual customer pricing will vary by customer needs and requirements. b User count characterizations are based on testing executed in Dell labs and are guidelines only. Actual customer results will vary based on actual deployments. Please consult the Dell DVS Simplified Appliance reference architecture documentation for additional details on user workloads. c Requires customer implementation. 23

Which solution is best for your customer? DVS Enterprise for Windows Server 2012 Seat Count 50 to ~600 (VDI) 1000 (RDSH) Terminal Services (RDSH) Management SW Virtualization SW (broker) DVS Enterprise Infrastructure for Citrix and VMware DVS Enterprise with Active Infrastructure DVS Simplified Appliance 50 to 50,000 (VDI) 290-2000 per rack (VDI) 10 to 1000+ (VDI) Yes Microsoft Windows Server 2012 Microsoft Remote Desktop Services 2012 VMware Horizon View Citrix Provisioning Server Microsoft WS2008 R2 (WS2012 in Q1CY13) Citrix XenDekstop VMware Horizon View Hypervisor Microsoft Hyper-V VMware vsphere/esxi Microsoft Hyper-V Application virtualization Microsoft App-V ready VMware ThinApp Citrix XenApp VMware Horizon View Dell Active System Manager (AS800 only) VMware Horizon View VMware vsphere/esxi VMware ThinApp Citrix VDI-in-a-Box Citrix VDI-in-a-Box Citrix XenServer Microsoft Hyper-V Not supported (VDI only) IT skills Microsoft Citrix/VMware VMware Minimal (IT Generalist) Remote Communication Protocols RDP 7/8 (Term. Svc, VDI) RemoteFX (VDI) VMware (RDP, PCoIP) Citrix (HDX 3D) VMware (RDP, PCoIP) Sophisticated mgmt Yes (SCCM) Yes, enterprise-class Yes, enterprise-class Basic High Availability Yes Yes Yes Target IT use cases Strong relationship with Microsoft (EDU, GOV) High value, flexible VDI expertise Scaling to 1,000s Greenfield (departmental, branch office) Fast time to value Citrix HDX 24

In the user s hands: Dell Wyse end points Thin or zero clients, PCs, laptops, tablets and Ultrabooks Dell Wyse Cloud Clients Now you can offer your customers the broadest selection of secure, reliable, cost-effective zero, thin and mobile thin clients. Designed to easily integrate into any virtualized or web-based infrastructure, Dell Wyse cloud clients can also meet the budget and performance requirements of any organization. Dell Wyse desktop and mobile thin clients Delivering flexible access to virtual desktops and virtualized applications, these cloud clients with embedded operating systems provide a strong platform for future client software developments. Dell Wyse T class: The new standard for powerful, economical thin clients Offers an excellent web, Citrix, Microsoft and VMware VDI user experience on a budget. Available as a thin client. Dell Wyse C class: Small size, big performance Compact, highly capable thin clients featuring a powerful processor and an enhanced hardware graphics accelerator that delivers rich multimedia with video. Dell Wyse V class: Versatility on your desktop Thin clients designed to perform in multimedia and datadriven environments with additional expansion opportunities, including legacy interfaces. Dell Wyse D class: Strong, compact, affordable Versatile and efficient, this new mid-range, high-performance, dual-core thin client delivers a wide variety of applications, including 3D graphics and HD multimedia, with ease. Also available as a cloud PC. Dell Wyse R class: Strong, versatile, secure Powerful thin client running the ultra-secure ThinOS operating system. This versatile high-performance thin client offers excellent performance and exceptional security across a wide variety of applications. Dell Wyse Z class: Built for when performance matters most Powerful and expandable thin clients made for the most demanding applications. They provide high-performance graphics and connectivity. Available as a thin client, cloud PC, mobile thin client and mobile cloud PC. Dell Wyse X class mobile thin clients: Secure, accessible cloud client computing has arrived Offers a rich integrated Wi-Fi, Bluetooth option and 3G card support. Available with 11.6" or 14" widescreen displays and as a mobile thin client or mobile cloud PC. 25

Dell Wyse zero clients These dedicated virtual desktop access devices are designed to be extremely secure and easy to deploy and manage. The range of products includes zero clients dedicated to support desktop infrastructures from Citrix, Microsoft and VMware. Dell Wyse Xenith 2 and Xenith Pro zero clients for Citrix XenDesktop: Dell Wyse Xenith 2 is ideal for users who need to access a wide variety of applications, including demanding graphics-intensive apps. Dell Wyse Xenith Pro provides increased HDX processing power, more display options and extra connections. Dell Wyse P class zero clients for VMware Horizon View: A high-performance PCoIP workstation-class zero client supporting 3D modeling and other demanding multimedia applications. Available in models capable of supporting two HD displays (P25) or four HD displays (P45). Dell Wyse E00 and E02 zero clients for Windows MultiPoint Server: An ideal level of affordable computing for classrooms. Designed to connect to and seamlessly support Windows MultiPoint Server 2011 in education environments. Dell Wyse cloud PCs These devices offer streamed operating system image and application software on-demand from the secure server to powerful, diskless desktops. Learn more about Dell Wyse End Points at Dell.com/partner/wyse Dell Cloud Client Computing also supports traditional Dell hardware as well as the following devices optimized for Windows 8 Pro: Dell Latitude 10 tablet Dell XPS 10 tablet (Windows RT) Dell Latitude 6430u Ultrabook Dell XPS 12 convertible Ultrabook Dell OptiPlex 9010 All-in-One Touch desktop Speed read: Providing the end-user components of Dell Cloud Client Computing, Dell Wyse offers a wide range of desktop and mobile thin and zero clients as well as cloud PCs. 26

In the cloud: Dell Wyse management software The software that makes it run smoothly Dell Wyse thin and zero clients are easy to install and require no external management software. As your number of cloud clients grows, Dell Wyse offers management software that makes it easy to configure, monitor and control your Dell Wyse thin clients, zero clients and cloud PCs. Dell Wyse also offers configuration and management of Windows embedded devices via existing Microsoft management platforms. Dell Wyse Device Manager enables lower total cost of ownership (TCO) through scalable remote monitoring, management and reporting of Dell Wyse clients. Centralized control of clients Easy-to-view status monitoring Full image or patch/update distribution Scheduled after-hours updates Out-of-the-box, auto-configuration of devices Detailed asset management Scalable to one hundred thousand devices Standards-based, secure Dell Wyse Configuration Manager automates deployment of Dell Wyse Windows Embedded-based thin clients through your private cloud or server. Automatic configuration with Configuration Manager Advanced security with write-filter technology no imaging or re-booting required Support for small and medium businesses to enterprise environments Support for stationary or mobile thin clients, in or out of the office Microsoft Active Directory integration, when present Dell Wyse Cloud Client Manager is a fixed and mobile device management console from the cloud that enables secure, scalable client infrastructure and service delivery management. It gives thin clients, mobile devices and end users secure access to apps and content management from a single, simple console. Learn more about Dell Wyse management software at Dell.com/partner/wyse Speed read: As your number of cloud clients expands, Dell Wyse management software grows with you and helps you easily configure, monitor and control them all. 27

In the cloud: Dell Wyse virtualization software The software that brings it all together Enable your customer s remotely accessed applications to perform as if they were running locally on the end point device itself with Dell Wyse virtualization software. It helps to overcome the performance challenges brought on by network design, physical distance and VDI protocol limitations to ensure a superior user experience for the most demanding multimedia applications. It s the perfect complement to Dell Wyse end point products, which work seamlessly in any desktop virtualization environment to improve the user experience. Dell Wyse Collaborative Processing Architecture Built into Dell Wyse cloud clients, Dell Wyse Collaborative Processing Architecture addresses limitations previously found in virtualization, enhancing the user experience, reducing network bandwidth needs and expanding server scalability. Dell Wyse TCX Suite Offering an outstanding user experience in virtualized environments, Dell Wyse TCX Suite virtualization software enables desktop and mobile users to run diverse multi-media formats (including Flash), use multiple monitors, plug in USB devices and run voice applications. Dell Wyse TCX Suite: Makes virtual desktops and applications work better across multiple displays Makes client-attached USB devices visible to virtual desktops Enables collaborative processing architecture, improving multimedia quality while reducing load on servers and networks Enables virtual desktops and applications to deliver rich, bi-directional sound for applications like VoIP and unified communications Extends a high-quality user experience for a wide variety of multimedia traffic Dell Wyse PC Extender Your customers need to access the benefits of thin and virtual computing environments. With Dell Wyse PC Extender, they can repurpose their existing PC hardware into intelligent virtualized desktops. 28

Dell Wyse Virtual Desktop Accelerator In areas where network packet loss and latency present operational barriers, Dell Wyse Virtual Desktop Accelerator (VDA) enables virtualized desktop environments to be deployed. With VDA, more users can receive the full benefits of Dell Wyse cloud client computing offering an outstanding PC experience over virtualized desktops. Dell Wyse Virtual Desktop Accelerator: Delivers the best user experience for the allocated network bandwidth Neutralizes the effects of network latency and packet loss, making thin suitable for more remote-site, branch or fieldbased users Accelerates RDP and ICA protocols up to 20 times on networks with latencies up to and exceeding 300ms and at least 768kbps bandwidth Learn more about Dell Wyse virtualization software at Dell.com/partner/wyse Speed read: Your customers want their remotely accessed applications to perform as if running locally on the end point device itself. Dell Wyse virtualization software makes a seamless experience possible. 29

In the cloud: Dell Wyse mobility software The software that takes it further Give your customer s mobile devices the power and security of a desktop with Dell Wyse mobility software. It provides easy access to the business-critical information and applications end users need and makes it simple for IT to keep track of it all. Dell Wyse Cloud Client Manager provides IT administrators with an intelligent and dynamic cloud-based console to enable and securely manage user access to corporate applications and content from a wide range of devices, including smartphones, tablets, thin clients and zero clients regardless if that device is owned by the company or by the individual employee. Secure, cloud-based deployment that allows for instant deployment and scalability One-stop shop for managing all devices; avoid the hassle of dealing with siloed consoles for each device type Natural and intuitive user-centric views and policy management as well as traditional device-centric approach User and device pages that provide instant visibility into the asset as well as the IT ecosystem around it Dynamic and personalized data feeds expose most important activities and events intuitively Discovery of and orchestration with existing on-premise assets and management systems Dell Wyse PocketCloud For the ultimate in productivity, your customers need secure, highly optimized remote access to physical and virtualized desktops in the palm of their hand and Dell Wyse PocketCloud delivers. They can access files, pictures and applications like Outlook, Word, Photoshop or any other program. Simple to install and use, it offers powerful features, enterprise-grade security and multiple connection options. Learn more about Dell Wyse mobility software at Dell.com/partner/wyse Speed read: Secure mobile device connectivity and management for cloud environments is easily achieved with Dell Wyse mobility software. 30

In the cloud: Dell Wyse cloud software The software that delivers the power For most customers, the goal is desktop and application virtualization software that allows them to virtualize desktops and applications, while providing their users with a full PC experience. Dell Wyse cloud software delivers. It offers zero security exposure or management on the desktop, reduced operating expenses through a centralized operating system and application management and personalized access to applications. Dell Wyse WSM Want to give your customers the local processing power of a PC with management and security benefits of their own private cloud? Dell Wyse WSM delivers full PC desktop functionality without complexity by delivering everything a user needs operating systems, media-rich applications and documents on-demand to Dell Wyse cloud PCs or diskless PCs. Not only is it designed to scale from small, single-server systems to high-availability, multi-site deployments with centralized management, Dell Wyse WSM integrates seamlessly with virtualized application and desktop technologies from Citrix, Microsoft or VMware when full PC functionality at the desktop is required. Dell Wyse Zero Designed to simplify the development of cloud-connected smart devices, the Dell Wyse Zero engine is Dell Wyse-designed software technology that is already used in millions of devices, including thin clients, handheld smart devices and zero clients. Learn more about Dell Wyse cloud software at Dell.com/partner/wyse Speed read: Dell Wyse cloud software lets your customers virtualize desktops and applications, while providing their users with a full PC experience. 31

How can you benefit from Dell Cloud Client Computing? Your customers aren t the only ones who can benefit from Dell Cloud Client Computing. Yes, Dell Cloud Client Computing lets your customers employees work from anywhere, anytime. It lets their IT department save money and do more with less people. It lets their company be productive, efficient and competitive. Your business can feel the impact, as well. When you have a customer interested in an end-to-end solution, the benefits to your business are clear. With components that can be sold individually or that can work together to span the data center, end points, software and services, Dell Cloud Client Computing is a remarkable opportunity for you. It s a great way to increase sales, a great way to expand your services opportunities and a great reason to reach out to new and potential customers, today. It s important to us, too We d like to hear how this playbook has helped you in your sales efforts. Follow us on Twitter @DellChannel and let us know how you re using it with #PartnerDirect. Access the digital version of this playbook or download a PDF at Dell.com/partner/cccplaybook 32

What resources does Dell have to help you sell Dell Cloud Client Computing? There are a variety of resources to provide you even more information about Dell Cloud Client Computing. PartnerDirect portal pages: Additional information about Dell Cloud Client Computing, including videos, spec sheets and other resources, is available on the PartnerDirect portal. Learn more about Dell Cloud Client Computing at Dell.com/partner/cloudclientcomputing Learn more about Dell Desktop Virtualization Solutions Simplified Appliance at Dell.com/partner/dvssimplified Learn more about enterprise-class Dell Desktop Virtualization Solutions at Dell.com/partner/dvsenterprise Learn more about Dell Wyse at Dell.com/partner/wyse The PartnerDirect pages listed above also provide access to the following sales tools: Dell Cloud Client Computing Partner Advisor: This simple, webbased tool can help you easily configure customized, end-toend desktop virtualization solutions for up to 50,000 end users. Makes it efficient and easy for Dell Partners to design and size an end-to-end desktop virtualization solution Outputs a PDF summary that includes all servers, storage, networking, Dell Wyse thin/zero clients and cables needed Creates a customized solution ID number that your Dell representative can leverage to quickly provide a quote back to you for your customer Supports rack or blade servers for 50 50,000 users Supports Citrix or VMware VDI software deployments Supports configurations for customers who want to leverage their existing networking or storage infrastructure Includes compatible Dell Wyse thin and zero clients Provides a list of recommended software which Partners can add based on specific customer requirements Enablement packs: With sales cards, solution briefs, PowerPoint presentations, case studies, reference architectures and more, you ll find everything you need to answer all your customer s questions. Dell Wyse Partner enablement pack Dell vstart for VMware Horizon View and Citrix XenDesktop Partner enablement pack Dell DVS Enterprise Active Systems 800 Partner enablement pack Dell DVS Enterprise Infrastructure for Citrix and VMware Partner enablement pack Dell DVS Enterprise Infrastructure for Microsoft Windows Server 2012 Partner enablement pack 33

How can you become a Dell Cloud Client Computing expert? Complete select training modules and expand your knowledge of Dell Cloud Client Computing. Preferred and Premier Partners with a Desktop Virtualization Solutions Competency can take advantage of discounts off selected products and enjoy deal registration, access to incentive programs and more. In order to achieve Desktop Virtualization Solutions Competency you must complete the following : Technical requirement A minimum of two unique individuals must complete the following : Data center ( all three are required ) Dell EqualLogic Technical PSST1108WBTT or Dell Compellent Top Gun Storage Architect CSSAT0211WBTT or PS Series Storage Array - Configuration, Operation and Management PSSC0109ILTT Dell Blades Server Solutions DBSSTT0409WBTT or Dell PowerEdge Server Solutions DPES0909WBTT Dell Force10 Technical Highlights FTOS1111WBTT Client computing (all three are required) Dell DVS Solutions Technical TDVS1112WBTT Dell Wyse Hardware and Firmware WHFT0812WBTT Dell Wyse Software and Management WSMT0912WBTT Learn more about Desktop Virtualization Solutions Competency, including prerequisites and minimum sales at Dell.com/partner/dvscompetency Speed read: If you want to increase sales, expand your services opportunities and have a great reason to reach out to new and potential customers, learn more about Dell Cloud Client Computing with our advisor tool or through Desktop Virtualization Solutions Competency training. 34