SUCCESS PACK

Data Protection
Be your customers’ trusted advisor by providing the
cyber resilient data protection they need to stay secureand agile in today’s modern threat landscape.

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Welcome to your
Data Protection
Success Pack

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What’s inside?
Market & Opportunity

The IT landscape is evolving rapidly. And as it evolves, sodoes the variety, frequency and intensity of cyber threats.
Across industries, organizations are increasing theirdata protection and resiliency to better secure against
cyberattacks so they can continue to keep pace withadvances in modern data best-practices, cloud computing
and technological innovation.

RESOURCES

Portfolio
Resources
Next Steps

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Market &Opportunity

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A proven record ofmodern innovation
Dell Technologies has a long history of creating capabilities that deliver
tremendous customer value in performance, efficiency, security and scale.
Continuous, unrelenting innovation drives Dell Technologies to develop advanced,
modern capabilities to meet the data protection and security challenges
associated with an ever-evolving IT landscape in new and original ways.
That’s why Dell Technologies remains #1 in Purpose-Built Backup Appliances.1

1

Based on revenue from the IDC 1Q24 Purpose-Built Backup Appliance (PBBA) Tracker, June 2024.

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NEXT STEPSThe cyber threat landscape
Organizations cite data protection as a critical area of concern:60%
are not very confident intheir organization’s ability
to meet its backup andrecovery service levelobjectives179%
are concerned they will
experience a disruptive
event in the next
12 months1

1

75%

65%

are concerned that their
backup data could become
infected or corrupted even withimmutability, sound backup
and recovery practices1

are not very confident that
their organization could fully
recover systems/data from all
platforms in the event of adata loss incident1

VasonBourne, Dell Technologies, Global Data Protection Index – Special Edition 2024.

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Organizations are
feeling the impact

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26 hours

2.45TB$2.61Mof unplanned system
downtime2

worth of data lost2

cost of data loss2

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Organizations that were impacted by a cyberattack or significant
data loss in the past 12 months experienced on average...
82% of organizations using multiple data protection vendors believe they would benefit
from reducing the number of vendors they use.1 Dell Technologies simplifies theconversation and streamlines the route to AI-powered cyber resiliency and comprehensive
multicloud data protection with a portfolio of virtual infrastructure solutions.

1

VasonBourne, Dell Technologies, Global Data Protection Index – Special Edition 2024.

DATA PROTECTIONDATA PROTECTION & CYBER RESILIENCE

Realize the dataprotection opportunity
Engage with your customers about the need to modernize theirapproach to data protection. Be sure to take advantage of theirinterest in AI and cybersecurity as opportunities to explore their dataprotection needs. Modern data protection should be the first stop on
their road to AI automation and cyber resiliency.
Dell Technologies translates the complexities of multicloud, cyber
resiliency, end-to-end backup, recovery and retention solutions into
simple terms. This allows you to confidently showcase how a mix ofsoftware, appliances and as-a-Service offerings enables a modern,resilient, and simple data protection ecosystem that meets customers’
consumption flexibility and sustainability needs.

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NEXT STEPSDATA PROTECTION & CYBER RESILIENCE

What exactly does
‘cyber resilience’ mean?
Cyber resilience refers to an organization’s ability to anticipate, withstand,recover from and adapt to cyber threats and incidents. It involves a proactive
approach that combines robust security measures, incident response
planning and continuous monitoring to ensure business continuity evenin the face of cyberattacks.
Modern data protection practices must address the growth of AI-driven
cyber threats and deliver the resiliency needed for organizations to resume
operations as soon as possible after an incident.

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NEXT STEPSOne vendor, end-to-end
data protection
Promote the AI powered cyber resiliency and multicloud data protection
customers need alongside the associated cost savings, critical data security
and simplicity that they can experience through a single and trusted
vendor. Dell Technologies is your one-stop shop for all your customers’
data protection needs, with solutions for small and medium businesses up
through to enterprise customers. You also benefit from Dell’s commitment to:

Reliable, secure supply chains

A focus on advancing sustainability

Increased margin and value

to ensure safeguarded, dependable solutions.

to protect and support our planet together with customers,
suppliers and communities.

by selling your value-added professional services or reselling ours.

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Three accelerators forlucrative partner success

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Market opportunity
Dell Technologies’ broad portfolio means your customers can meet all data protection
goals, now and in the future, without relying on multiple vendors and thus increasing risks
and costs. Additional flexible consumption options with Dell APEX Backup Services andDell APEX Subscriptions help organizations of all sizes get the technology they need.

When you trust Dell Technologies as your partner for your clients’ data protectionneeds, you also get the support and expertise you need to activate engaging
customer campaigns in this valuable and lucrative segment opportunity.

Sales opportunity
Realize greater margin potential by reselling ProDeploy Infrastructure Suite to support the
rapid and effective deployment of modern, simple data protection. With the rapid rise of
AI-powered solutions, allow your customers to improve technology utilization while driving
greater value and efficiency back to their business through Residency Services. Maximize
every opportunity to promote the Dell Technologies portfolio with dedicated training andenablement services.

Upgrade opportunity
Utilize cross-sell and extend your offering to include servers, storage, optimized networking,and client devices to help achieve greater margin potential, rebate opportunities and tierrequirements. Earn trusted partner status reselling Data Migration Services to provide
customers with quick, predictable and non-disruptive migrations.

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More service offerings from us,
more opportunities for you

Data Migration Services

Cyber Recovery Consultancy Service

Provide dedicated expertise that’s focused on data and security needs
for infrastructure solutions with our Data Migration Services. Perfectly
complemented with ProDeploy Enterprise Suite.

Increase customers’ confidence in their ability to recover from cyberattacks and malicious events with a holistic recovery program thatunites people, processes and technology.

Find out more

Find out more

Business Continuity and Disaster
Recovery Service
Reduce planned and unplanned downtime with business priority driven
recovery strategies aligned with defined Recovery Point Objectives(RPOs) / Recovery Time Objectives (RTOs).

Find out more

MARKET & OPPORTUNITYDATA PROTECTION

Product Success Accelerator Services

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What’s the benefit to you?
Earn 3.5% services rebate

Dell Product Success Accelerators1 are streamlined service solutions that provide thetools, processes and people needed to clearly define tasks and workstreams, all in a
simple, integrated package.

A single security offer with
end-to-end capabilities

Give customers the power to address their biggest challenges and experience precise

Click-and-go

and predictable outcomes. Of the IT decision makers surveyed by Forrester...

ordering in DSC

Easy to position,
quote and sell

87%

84%

said they would benefit fromaccess to external expertiseto reduce risk and fill
operational gaps2

said a comprehensive solutionthat enables them to improvetheir security posture is very or
extremely valuable2

Easily leverage Dell dataprotection expertise

PSX can help you fast-track yourcustomers’ path to success.
Learn more
1

PSX for Cyber Recovery is available in – Americas: Argentina, Brazil, Canada, Chile, Colombia, Costa Rica, Mexico, Panama, Peru, Puerto Rico, United States, Venezuela. EMEA: Belgium, Croatia, Denmark, Finland, France, Germany, Ireland, Italy, Luxembourg,
Netherlands, Norway, Spain, Sweden, United Kingdom. APJ: Australia, New Zealand. PSX for Backup is not currently available in LATAM.

2

Forrester Opportunity Snapshot: A custom study commissioned by Dell Technologies, September 2022.

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PORTFOLIO

Portfolio

RESOURCES

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NEXT STEPSDATA PROTECTION PORTFOLIO

Explore the Delldata protection portfolio
In this changing IT landscape, modernizing data protection is a necessity,

Data Protection Software

EXPLORE

Data Protection Appliances

EXPLOREand Dell Technologies offers you the easiest and simplest way to modernize
customers’ data protection environments.

Data Protection as-a-Service

EXPLORE

Data Protection Solutions

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NEXT STEPSEXPLORESOFTWARE PORTFOLIO

A resilient, future-focusedfoundation for all yourdata protection demands

PowerProtect Data Manager
A data protection software platform for modern,multicloud workloads.

Explore all the opportunities Dell data protection software solutions have to offer.
EXPLORE

Protect data and deliver governance across evolving physical, virtual and multicloudenvironments with the Dell software-defined data protection platform. PowerProtect DataManager enables faster IT transformation with simple, agile and robust protection of diverse
workloads offering efficient protection and leveraging the latest evolution of Dell’s trusted
protection storage architecture.

Data Protection Suite

Deliver peace of mind, protect customers’ data with confidence and help them recover withease. With backup, restore and protection compliance across a wide range of applications,
databases and modern cloud platforms, the Dell PowerProtect Data Protection Suite delivers
protection based on the value of the data and service levels that align to business objectives.

Give customers reliable data protection and the peace of mind
to recover with ease.

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Multicloud optimized

Dell PowerProtect
Data Manager

Protect private, public or hybrid cloud data with backup to cloud, backup in-cloud, long-term
retention and cloud disaster recovery.

Simple and compliant

A data protection software platform for modern multicloud workloads.
The continued innovation of PowerProtect Data Manager ensures your customers can prepare forthe challenges associated with multicloud data sprawl, operational complexity and cyber resiliency.
PowerProtect Data Manager enables faster IT transformation with simple, agile and robust

Empower data owners to perform self-service backup and restore operations from theirnative applications through a centralized governance system that ensures compliance.

protection of diverse workloads offering efficient protection and leveraging the latest evolution ofDell’s trusted protection storage architecture.

Industry leading

Efficient

Performant

Rapid

Certified #1 incustomer satisfaction1

Up to 3x fasterNAS backups2

Up to 5x faster
VM backups3

Up to 6x faster
VM restores4

1

Based on Dell Technologies analysis in January 2024 comparing among Top 5 data protection software providers globally using double-blinded, competitive benchmark Net Promoter Score (NPS) data gathered by third-party
commissioned by Dell for 2H FY24.

2

When comparing PowerProtect Data Manager 19.15 with Dynamic NAS Protection backup performance to NDMP backups with Avamar. Based on Dell internal testing and analysis, January 2024.

3

When comparing PowerProtect Data Manager 19.16 with Transparent Snapshots backup performance to PowerProtect Data Manager 19.16 with VADP backup performance. Based on Dell internal testing and analysis, June 2024.

4

When comparing PowerProtect Data Manager 19.16 with Transparent Snapshots restore performance to PowerProtect Data Manager 19.16 with VADP restore performance. Based on Dell internal testing and analysis, June 2024.

Cyber resilient
Increase your customers’ business resiliency to rapidly recover from cyber incidents with amodernized and automated business continuity strategy.

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NEXT STEPSSOFTWARE SOLUTIONS

Dell Data Protection Suite

Deploy data protection for virtualized
environments without compromise

Give customers robust data protection and the ability to recover with ease.
Dell Data Protection Suite is a comprehensive solution that enables customers to adapt
to increasingly complex modern IT environments, with offerings that meet their speciﬁcgoals. No matter where their data resides, Data Protection Suite delivers security,
ﬂexibility, performance and consistency of experience.

Deliver secure and efficient
multicloud data protection

Harness the full power of the Dell data protection software portfolio across physical,
virtual and cloud environments. This flexible solution meets the needs of organizationsof all sizes, protecting on-premises and multicloud environments, aligned to the value of
your data and service levels you need. Back up, restore and ensure protection complianceacross a wide range of applications, databases and modern cloud platforms with a single
software suite.

Ensure customers stay cyber
resilient with simple solutions

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MARKET & OPPORTUNITY

PORTFOLIORESOURCESAPPLIANCE SOLUTIONS

Modernize data protection the easy way
with Dell PowerProtect appliances
PowerProtect appliances are the industry-leading choice for protecting and managing data, whether on-premises or across multicloud. They are specifically designed
and optimized for data protection – resulting in performance, efficiency and security advantages that simplify operations, reduce risk and lower costs.

Dell PowerProtect Data Manager Appliance
EXPLOREEXPLORE

Dell PowerProtect Data Domain Appliances
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PORTFOLIORESOURCESAPPLIANCE SOLUTIONS

Dell PowerProtect
Data Manager ApplianceSimplify modern data protection.

Key features

Modern. Secure. Simple. It’s never been easier to keep your customers’ data protected
than with the Dell PowerProtect Data Manager Appliance.
Protect data and deliver governance control for modern cloud workloads acrossevolving physical, virtual and cloud environments. Address ever-changing growth andIT complexity by leveraging the 256TB capacity expansion of Dell’s leading, softwaredefined data protection platform.
Orchestrate protection directly through an intuitive interface and secure data with thelatest capabilities for operational and cyber resilience. Empower data owners to perform• Software-defined architecture• Operational and cyber resilience• Simple, unified user experience• Rapid deployment• Multicloud optimized

self-service backup and restore operations from their native applications with central• Self-service

governance and oversight. Be confident that your data is secure and available with the• Cloud-based monitoring and analytics

simplified experience of PowerProtect Data Manager Appliance.

• Superior virtualized workload protection

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NEXT STEPSAPPLIANCE SOLUTIONS

Dell PowerProtect
Data Domain Appliances
The ultimate protection storage appliance.
PowerProtect Data Domain backup appliances deliver enterprise performance, efficiency, security
and scale. An appliance that is designed to meet backup, archive, disaster and cyber recovery
needs while easily integrating with Dell and third-party backup software.
Provide a cyber resilient foundation on the #1 Purpose-Built Backup Appliance.1 Data Domain
appliances are specifically designed and optimized for data protection – resulting in performance,
efficiency and security advantages that simplify operations, reduce risk and lower costs. The
broad backup software ecosystem means that it can seamlessly plus into existing on-premises
environments for organizations of all sizes. Data Domain delivers multiple layers of Zero Trust
security to help ensure data immutability and integrity.
Whether protecting data that is on-premises with Data Domain or in multicloud with softwaredefined Dell APEX Protection Storage, your customers can ensure comprehensive cyber resilience
wherever their data lives.
1
2

Based on revenue from the IDC 1Q24 Purpose-Built Backup Appliance (PBBA) Tracker, June 2024.
When comparing PowerProtect Data Manager 19.13 with Transparent Snapshots restore performance to PowerProtect Data Manager 19.13 with VADP restore performance. Based on Dell internal testing, June 2023.

Key features• Sizes from 4TB to 1.5PB usable capacity• Software-defined version for ROBO, entry-level and cloudenvironments – starting at 1TB• Cloud long-term retention and cloud-DR ready• Cyber recovery integration• Typically up to 65:1 data reduction2

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NEXT STEPSAS-A-SERVICE PORTFOLIO

Dell APEX
Backup Services
Cloud-native data protection solution designed to deliver SaaS-based
protection without increasing IT complexity while ensuring predictable,

Key featurescontrollable costs. Offer scalable, secure data protection for SaaS
applications, endpoints and hybrid workloads so customers can enforce
data governance while reducing cost and complexity. Mitigate the risk ofdata loss, ensure regulatory compliance and improve data visibility with
Dell APEX Backup Services.

• Reduce cost and complexity with infinite scalability and no
infrastructure to manage• Enhanced with intuitive and adaptive generative AI assistant• Protect AWS and Azure VM cloud-native workloads• Automate the protection and long-term retention of virtualized
environments, databases, file servers and NAS

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NEXT STEPSEXPAND

SOLUTIONS PORTFOLIO

Solve specificcustomer challenges
in a constantly evolving
IT landscapeInnovate and simplify yourmulticloud data protection
Benefit from innovative multicloud data protection solutions with the widest
protected workload ecosystem, from legacy data to cloud native.

EXPANDThe Dell data protection portfolio covers everything from backup and long-term
retention, to cyber and disaster recovery solutions, increasing cyber resilienceby ensuring all customer data and applications are protected across edge, core

Cyber resilience data protection

and multicloud environments.
Cyber resilience data protection secures and isolates critical data fromransomware and other sophisticated threats, with machine learning (ML)to identify suspicious activity and allow organizations to recover critical
data and resume normal business operations with confidence.

Innovate and simplify yourmulticloud data protection
Benefit from innovative multicloud data protection solutions with the widest protected workload
ecosystem, from legacy data to cloud native.
• Streamline public cloud data protection
with scalable cloud protection for data,no matter where it lives.
• Meet data protection and compliancerequirements for containers and cloudnative workloads.
• Tier aging data automatically to the public
cloud to meet compliance, lower IT costs
and reduce on-premises footprint.

• Protect critical data in an off-premises,
air-gapped solution with PowerProtect
Cyber Recovery for AWS or APEX
MultiCloud Data Services.
• Shelter customer data from all threats
and rapidly recover data and applications
directly in the cloud with our multiclouddata protection solutions.

Cyber resilience data protection
Dell PowerProtect Cyber Recovery secures and isolates critical data fromransomware and other sophisticated threats, with machine learning (ML)to identify suspicious activity and allow organizations to recover known gooddata and resume normal business operations with confidence. Cyber Recovery
helps to protect your data through:• Immutability: Preserve data integrity
and confidentiality with layers of security
and controls.

• Intelligence: AI-based machine learningand analytics help ensure recovery of• Isolation: Automatically separate critical
data from attack surfaces with physicalor logical data isolation within a vault.

• Extends Protection: Cyber Recovery
protection extends to AWS, Azure,and Google Cloud.

known good data.

PowerProtect Cyber Recovery enables cyber resiliency and ensures business continuity
across on-premises and multiple cloud environments.

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Resources

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NEXT STEPSDRIVING SALESSpecialty sales
resources to convert
prospects to customers

Global Data Protection Index Report

LAUNCH

Dell Data Protection Home Page

LAUNCH

Partner Academy

LAUNCH

Knowledge Center

LAUNCHIn today’s hyper-distributed world, modern businesses can’t survive and thrive
without modern data protection solutions. Dell Technologies has compiled
many dedicated resources to support your positioning and improve customer
conversations. Augment your data protection messaging with our assets.
Key resources
Explore a few of our targeted sales resources to help improve your conversion rate.

DATA PROTECTIONDRIVING DEMAND

Drive greater demandfor Dell PowerProtect

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Awareness
Capture potential customers, organically or from paid media, andconvert interest into knowledge.

Consideration

NEXT STEPSEXPANDEXPAND

Help your prospects learn more about the Dell PowerProtect portfolio.

Data protection is a critical component of your customers’ infrastructure,so ensure you optimize your marketing with intelligent insights andindustry-leading expertise.
Understanding your buyer’s behavior helps maximize your demand
generation efforts. Dell Technologies provides content for each stage ofthe journey, from awareness to post-sales.

Conversion

EXPANDPower your customers’ path to data protection success.

Post-sales

EXPAND

Keep your customer relationships strong.

Explore the Digital Marketing Tool
Access a library of collateral designed to be easily deployed either
through the tool or your own system.

EXPAND

Awareness
Capture potential customers, organically or from paid media,
and convert interest into knowledge.
Key resources:• CopyTop tip• Core Imagery

Utilize social media platforms
with targeted advertising
opportunities to get yourmessage to the right people.

• Display Media Kit• Social Kit• Overview Videos

Consideration
Help your prospects learn more about the Dell Data Protection portfolio.

Key resources:• Nurture Emails

Top tip• Event Kit

Use the Digital Marketing Tool tobuild campaigns that nurture leads
along the buyer’s journey.

• Research Papers• Top Reasons• Customer Presentations

Conversion
Power your customers’ path to data protection success.

Key resources:• Product-Specific Videos

Top tip• Technical Documentation

Keep your customers’ businesses
front-of-mind during conversion
with sustained, vertical-specificinformation.

• Competitive Differentiators• Positioning Videos• Customer Case Studies

Post-sales
Keep your customer relationships strong.

Key resources:• Virtual and Physical Event Kits

Top tip• Tech Refresh

Personalize your campaign tobuild loyalty.

Explore the Digital Marketing Tool
Access a library of collateral designed to be easily deployed either through the tool or yourown system. Execute full, end-to-end campaigns with emails, social media and more, or simply
access copy and imagery to include in your own marketing communications.

Explore Now

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Next Steps

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Partner resources
As a valued Dell Technologies partner, you have access to the industry’s most comprehensive
data protection portfolio and world-class partner programs. Visit these websites:

LAUNCHLAUNCHLAUNCH

Demand Generation Center

Dell Partner Program Benefits Center

Digital Marketing Tool

Drive awareness of PowerProtect data protection
solutions with a library of dedicated collateral.

Learn more about rebates and sales incentives
available to Dell partners.

Activate your data protection campaigns in stylewith all the resources you need.

Thanks for using theData Protection Success Pack.
Your journey has just begun...

Dell is committed to helping you deliver a data protection experience
to your customers through software-driven innovation. From driving
demand, to converting sales and beyond, you have tools andresources at your disposal at every step of the way.
Explore what’s available and seize theDell Data Protection opportunity today!

© 2024 Dell Inc.