Partner profile

Co-delivery services give ITpartners new ways to growtheir businessPentagon System & Services leverages new services
competencies as a Dell Technologies co-delivery partner tobetter serve customers

Information Technology | India““We are very pleased with how Dell
Technologies is helping us grow ourbusiness by selling a total solution
through co-delivery.”
Sairaman Mudaliar
Co-founder and Director,
Pentagon System & Services

Business needs
Pentagon wanted to streamline the implementation of Dell
Technologies systems and solutions, enhance customer relationships
by expanding its capabilities, and increase revenues and profitability
by delivering services together with high-quality products.

Business results•

Deliver deployment services in addition to DellSolutions at a glance•

Dell Technologies co-delivery services

Technologies products.
•Work jointly with Dell Technologies experts to meetcustomer requirements.

•Expand company capabilities by adding a range ofservices competencies.

•Access Dell Technologies training, best practices and tools.

•Earn attractive reimbursements and rebates based on
total solutions.

1Founded in Mumbai in 1994, Pentagon System & Services
provides strategic IT consulting and managed services, including
IT infrastructure management, server and storage virtualization,and facility management. The company serves approximately
2,000 customers across India in industries such as manufacturing,financial services, pharmaceuticals, telecommunications,healthcare and more.
Pentagon has sold Dell Technologies products for many years andin 2019 completed the detailed process to become a certified codelivery partner. This has enabled Pentagon to sell and co-deliver
services in addition to Dell Technologies products and solutions tobetter meet customer requirements and strengthen relationships.
“We’ve sold Dell Technologies products for almost a decade,” says
Sairaman Mudaliar, co-founder and director at Pentagon System& Services. “Dell Technologies co-delivery provides the potential toearn additional margin and helps us get and remain closer to ourcustomers.”

Winning together through co-delivery
The innovative co-delivery program provides Dell Technologies
partners that qualify with an extraordinary opportunity to integrate
services capabilities into their existing business models, sothey can enhance customer deployment. This helps improve
competitiveness and time to market while increasing profits.

““With co-delivery, if issues
arise, there are daily teamcalls to ensure these areresolved. Customers trust
our capabilities.”

Co-delivery partners have access to several valuable DellTechnologies deployment services tools. These include:•Enterprise Project Services — An end-to-end deployment
project platform that facilitates collaborative implementations
involving partners, Dell Technologies sales and delivery.

•Sairaman Mudaliar
Co-founder and Director,
Pentagon System & Services

ProDeploy Toolkit — A self-contained, stand-alone
deployment delivery tool that automates time-consuming
implementation tasks by generating configuration scripts fordelivery.

Working closely together, Pentagon provides planning and timely
installation at the customer’s location while Dell Technologies
handles project management and helps oversee and support
Pentagon’s service team, leveraging best practices.

2

“Our focus now is not only on selling products, but also on
providing installation with our highly trained engineers,” remarks
Mudaliar. “With co-delivery, we’re expanding our services businessand introducing Dell Technologies products and solutions to abroader marketplace.”

Satisfied customers and substantial
benefits
The program results in highly satisfied customers, with Pentagon
able to provide Dell Technologies deployment services directly
as an authorized co-delivery partner that customers know andtrust. Communication is improved, and implementations can be“There is an excellent collaboration between Pentagon and DellTechnologies teams throughout any implementation,” Mudaliar

streamlined with the entire team working hand-in-hand to ensure
successful outcomes.

explains. “With co-delivery, if issues arise, there are daily teamcalls to ensure these are resolved. Customers trustour capabilities.”
The result is that co-delivery using ProDeploy and ProDeploy
Plus has allowed Pentagon to significantly elevate its customers’
comfort level and build stronger relationships. This has contributed
to hundreds of new deployments of Dell PowerEdge servers, DellUnity storage solutions, Dell VxRail hyperconverged infrastructure
appliances and more over just the past three to four years.
Pentagon was India’s first Dell Technologies co-delivery partnerand remains the country’s co-delivery services leader, with its
overall business growing 30% to 35% a year.

Achieving co-delivery certification““Even large installations
can often be done in one
weekend with the help ofco-delivery. This greatly
reduces downtime for thecustomer”

Partners such as Pentagon must complete a checklist to co-deliver
services along with Dell Technologies products and solutions.
As a Titanium partner, Pentagon easily met the first requirement
to be a gold-tier partner or above. Pentagon has also earned theSairaman Mudaliar
Co-founder and Director,
Pentagon System & Services

certifications necessary for co-delivery of services on nine DellTechnologies systems and products.
In addition, co-delivery partners must have ample staff andundergo training by Dell Technologies specialists. Pentagon’s
engineers quickly came up to speed and passed the required
exams.

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“Even large installations can often be done in one weekend withthe help of co-delivery,” Mudaliar notes. “This greatly reduces
downtime for the customer.”““Dell Technologies codelivery provides thepotential to earn additional
margin and helps us get
and remain closer to ourcustomers.”
Sairaman Mudaliar
Co-founder and Director,
Pentagon System & Services

In addition, the co-delivery program helps Pentagon extend
its reach into regions of India where it doesn’t currently haveany offices. At the same time, Pentagon has enjoyed monetary
benefits such as increased revenues and profits. Dell Technologies
reimburses co-delivery partners for each system or server sold,as well as provides significant rebates based on the total value ofeach solution — including the deployment services that are codelivered.
“The Dell Technologies co-delivery program has not only increased
our business, but the additional margin points are also very
beneficial,” states Mudaliar.
He concludes, “We are very pleased with how Dell Technologies
is helping us grow our business by selling a total solution throughco-delivery.”

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date, January 2023. The information is subject to change without notice. Dell makes no warranties — express or implied — in this case study.