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Stock Market
Economic Forecasting
Trading
Data Warehouse
Ask them the question – which applications do you use?
Engineering & Manufacturing
Media & Entertainment
3
Recommend a solution that meets customers’ needs
Confidential
These roles/functions may need a workstation
1. ID Users
Engineering & Manufacturing
Computer aided design (CAD)
Workstation VS Regular PC
Confidential
Why Precision vs. a regular desktop or laptop?
ISV Certification & Optimization
High speed processing, professional
Confidential
Precision creates lots of “drag”
Why
sell workstations?
Highest ProSupport attach rate Workstation users buy HIGH VALUE peripherals
FRS FY15
High attach rate = higher avg. sale = easier to hit quota
Confidential
工程制造业的工作站使用
概念设计
徒手草图&插图 数字方格纸 3 d形式构思
Autodesk Sketchbook Designer PTC Creo Sketch
T1700 T3610
5000~8000￥
图纸设计
二维机械设计布局 机械概念布局 电气布局与设计
Autodesk AutoCAD PTC Creo Layout & Schematic siemens NX & Solid Edge Velocity Solidworks Design T1700 T3610
Oil & Gas: Exploration & Simulation
$
Economics & Financial Services
Confidential
Multi-screen Custom Apps environments
Engineering + Media & Entertainment = 67% of market
Computer aided Engineering (CAE)
Automation
Architecture eng.
Construction eng.
Computer Aided Manu (CAM)
3D / 2D design
Media & Entertainment
Design/Create 3D Modeling Animation Film/Video Editing, Post-Production Image Editing Professional Audio Game Development
$$$$
FRS FY15
5%
Especially since Precision is only 5% of Commercial Client units sold
Source: FY14 YTD Worldwide Data Product Revenue/Margin – Price Band Cube Note: Commercial Client = Opti, Lati, Precision, Vostro.
3Q11
$10B
4Q11
$9B
1Q12
$9.5B
2Q12
$8.5B
3Q12
$8.8B
4Q12
$8B
1Q13
$7.5B
2Q13
$7.7B
More Precision sales mean HP has less profits to attack us
Confidential Source: HP Q3 2013 Quarterly Earnings Report
Power
Multiple Displays
RAID
ECC
Professional
More…
Graphics
CPUs,
Reliability & Scalability
Cores, Memory, Displays
OpenGL
FRS FY15
High resolution
Confidential
”
Sell the right solution for the job – ISV app? Sell Precision
FRS FY15
Confidential
Fixed Precision Portfolio
Oil & Gas: Exploration & Simulation
Oil & Gas
Simulation (SIM)
Defense
Geo engineering
Geo Sciences
Biochemical
Confidential
$ Economics &
Financial Services
Economic Modeling
Stealing share weakens the competition
Why
sell workstations?
HP’s Overall PC revenue is on the decline, but their workstation share is flat
FRS FY15
$9.5B
协同和审核
wk.baidu.com
演示和验证
设计报告和审查 先进的可视化 材料几何形状的变 电影动画 化
Autodesk 3ds Max PTC Creo Solidworks
T1700 T3610 8000~16000￥
Dassault Catia PTC Creo
T5610 T7610 R7610 16000~100000￥
graphics, memory, & storage
Resolution & Color accuracy
Professional grade audio
17
If you hear these “hot button” words, think ‘Precision’
“ Processing
ISV Certification
Most popular applications by Vertical & ISV Application (Unit Volume)
52%
15%
10% 9% 9% 6%
Dessault Systems Solidworks
Dessault Systems CATIA
Autodesk AutoCAD Autodesk Inventor
Dell OptiPlex
Dell Precision
Low cost difference!
FRS FY15
Confidential
4x frames per second!
Portfolio review
FRS FY15
Confidential
The Dell Precision Family
2 d到3 d 仿真与分析 先进的可视化 复杂形状设计
Multiphysics Autodesk Inventor Dassault Catia MSC PTC Creo Siemens NX STo5li6d1w0orks T7610 R7610 16000~100000￥
Confidential
Why
sell workstations?
Precision a larger % of our Client business
Why
sell workstations?
22%
Of Client Solutions Margin is from Precision
12%
Of Client Solutions Revenue is from Precision
Dell Precisions
Source: FY14 YTD Worldwide Data Product Revenue/Margin – Price Band Cube Note: Commercial Client = Opti, Lati, Precision, Vostro.
Confidential
8000~16000￥
工业设计
工程分析
概念建模 复杂的形式开发 原型表面建模 增加审美细节
Autodesk Alias Design & Inventor Family Dassault Catia Siemens NX Solidworks Design
T3600 T5610
12000~16000￥
Why
sell workstations?
We’ve got great momentum
• Dell kept #1 Rev position in market share in China, but HP keep the Units #1.
• Industry WW WS grew 3.8% Y/Y • HP and Lenovo lost share Y/Y and Q/Q
FRS FY15
Confidential
We enable customers to do great things!
Why
sell workstations?
FRS FY15
Confidential
Starting the conversation: Our ISV-led approach
FRS FY15
Autodesk Revit Siemens PLM NX
PTC Creo
Other Eng. Engineering
Adobe Creative Cloud
Schlumberger
Landmark
Autodesk M&E
Avid Media Composer
Other O&G
Barco
Apple Final Cut Pro
NDS
Other M&E M&E
Other HCLS (OEM)
Scientific
Source: IDC CY13Q2 Data, Partner analysis, and Dell team analysis Last updated: 10 February 2014
SW Finance Other Eng.
Source: Services Team, based on Q2 data. S&P team. Confidential
Workstation Market Growth = Opportunity
Why
sell workstations?
8% CAGR 1% CAGR
FRS FY15
PCs
Opens the door for other biz client & data center opportunities
SAN Storage
Compellent & EqualLogic
Network Redesign
Dell Force 10
HPC Render Farms
Dell Power Edge Dell Power Edge C
Dell Precision Workstation
Confidential
1
Agenda
Why sell workstations? Starting the conversation: Our ISV-led approach Why a workstation vs. a regular PC? Portfolio review Key Software and Resource Virtualize the workstation
Confidential
Use this basic framework to approach workstation sales
1
Identify potential workstation users – ask what application they use
2
Tell the Dell Precision story with an ISV-led approach
Economic Forecasting
Trading
Data Warehouse
Ask them the question – which applications do you use?
Engineering & Manufacturing
Media & Entertainment
3
Recommend a solution that meets customers’ needs
Confidential
These roles/functions may need a workstation
1. ID Users
Engineering & Manufacturing
Computer aided design (CAD)
Workstation VS Regular PC
Confidential
Why Precision vs. a regular desktop or laptop?
ISV Certification & Optimization
High speed processing, professional
Confidential
Precision creates lots of “drag”
Why
sell workstations?
Highest ProSupport attach rate Workstation users buy HIGH VALUE peripherals
FRS FY15
High attach rate = higher avg. sale = easier to hit quota
Confidential
工程制造业的工作站使用
概念设计
徒手草图&插图 数字方格纸 3 d形式构思
Autodesk Sketchbook Designer PTC Creo Sketch
T1700 T3610
5000~8000￥
图纸设计
二维机械设计布局 机械概念布局 电气布局与设计
Autodesk AutoCAD PTC Creo Layout & Schematic siemens NX & Solid Edge Velocity Solidworks Design T1700 T3610
Oil & Gas: Exploration & Simulation
$
Economics & Financial Services
Confidential
Multi-screen Custom Apps environments
Engineering + Media & Entertainment = 67% of market
Computer aided Engineering (CAE)
Automation
Architecture eng.
Construction eng.
Computer Aided Manu (CAM)
3D / 2D design
Media & Entertainment
Design/Create 3D Modeling Animation Film/Video Editing, Post-Production Image Editing Professional Audio Game Development
$$$$
FRS FY15
5%
Especially since Precision is only 5% of Commercial Client units sold
Source: FY14 YTD Worldwide Data Product Revenue/Margin – Price Band Cube Note: Commercial Client = Opti, Lati, Precision, Vostro.
3Q11
$10B
4Q11
$9B
1Q12
$9.5B
2Q12
$8.5B
3Q12
$8.8B
4Q12
$8B
1Q13
$7.5B
2Q13
$7.7B
More Precision sales mean HP has less profits to attack us
Confidential Source: HP Q3 2013 Quarterly Earnings Report
Power
Multiple Displays
RAID
ECC
Professional
More…
Graphics
CPUs,
Reliability & Scalability
Cores, Memory, Displays
OpenGL
FRS FY15
High resolution
Confidential
”
Sell the right solution for the job – ISV app? Sell Precision
FRS FY15
Confidential
Fixed Precision Portfolio
Oil & Gas: Exploration & Simulation
Oil & Gas
Simulation (SIM)
Defense
Geo engineering
Geo Sciences
Biochemical
Confidential
$ Economics &
Financial Services
Economic Modeling
Stealing share weakens the competition
Why
sell workstations?
HP’s Overall PC revenue is on the decline, but their workstation share is flat
FRS FY15
$9.5B
协同和审核
wk.baidu.com
演示和验证
设计报告和审查 先进的可视化 材料几何形状的变 电影动画 化
Autodesk 3ds Max PTC Creo Solidworks
T1700 T3610 8000~16000￥
Dassault Catia PTC Creo
T5610 T7610 R7610 16000~100000￥
graphics, memory, & storage
Resolution & Color accuracy
Professional grade audio
17
If you hear these “hot button” words, think ‘Precision’
“ Processing
ISV Certification
Most popular applications by Vertical & ISV Application (Unit Volume)
52%
15%
10% 9% 9% 6%
Dessault Systems Solidworks
Dessault Systems CATIA
Autodesk AutoCAD Autodesk Inventor
Dell OptiPlex
Dell Precision
Low cost difference!
FRS FY15
Confidential
4x frames per second!
Portfolio review
FRS FY15
Confidential
The Dell Precision Family
2 d到3 d 仿真与分析 先进的可视化 复杂形状设计
Multiphysics Autodesk Inventor Dassault Catia MSC PTC Creo Siemens NX STo5li6d1w0orks T7610 R7610 16000~100000￥
Confidential
Why
sell workstations?
Precision a larger % of our Client business
Why
sell workstations?
22%
Of Client Solutions Margin is from Precision
12%
Of Client Solutions Revenue is from Precision
Dell Precisions
Source: FY14 YTD Worldwide Data Product Revenue/Margin – Price Band Cube Note: Commercial Client = Opti, Lati, Precision, Vostro.
Confidential
8000~16000￥
工业设计
工程分析
概念建模 复杂的形式开发 原型表面建模 增加审美细节
Autodesk Alias Design & Inventor Family Dassault Catia Siemens NX Solidworks Design
T3600 T5610
12000~16000￥
Why
sell workstations?
We’ve got great momentum
• Dell kept #1 Rev position in market share in China, but HP keep the Units #1.
• Industry WW WS grew 3.8% Y/Y • HP and Lenovo lost share Y/Y and Q/Q
FRS FY15
Confidential
We enable customers to do great things!
Why
sell workstations?
FRS FY15
Confidential
Starting the conversation: Our ISV-led approach
FRS FY15
Autodesk Revit Siemens PLM NX
PTC Creo
Other Eng. Engineering
Adobe Creative Cloud
Schlumberger
Landmark
Autodesk M&E
Avid Media Composer
Other O&G
Barco
Apple Final Cut Pro
NDS
Other M&E M&E
Other HCLS (OEM)
Scientific
Source: IDC CY13Q2 Data, Partner analysis, and Dell team analysis Last updated: 10 February 2014
SW Finance Other Eng.
Source: Services Team, based on Q2 data. S&P team. Confidential
Workstation Market Growth = Opportunity
Why
sell workstations?
8% CAGR 1% CAGR
FRS FY15
PCs
Opens the door for other biz client & data center opportunities
SAN Storage
Compellent & EqualLogic
Network Redesign
Dell Force 10
HPC Render Farms
Dell Power Edge Dell Power Edge C
Dell Precision Workstation
Confidential
1
Agenda
Why sell workstations? Starting the conversation: Our ISV-led approach Why a workstation vs. a regular PC? Portfolio review Key Software and Resource Virtualize the workstation
Confidential
Use this basic framework to approach workstation sales
1
Identify potential workstation users – ask what application they use
2
Tell the Dell Precision story with an ISV-led approach