Case Study - Overview

Case study basically consists of 3 sections

1. Glossary
2. Assessment Scenario
3. Final presentation task to be performed

Glossary : This section help you to understand the different sales definitions used in the assessment scenario
section. Before getting into the assessment scenario section it is recommended to go through & understand each
and every definition used in the glossary section.

Assessment Scenario : This is the actual scenario about a customer. You are expected to go through the
scenario thoroughly, understand what is given and based upon your understanding attempt the task listed in the
final section

Presentation Task : You need to work on all the task given in this section and come up with your final presentation

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Glossary :
This section help you to understand the different sales definitions used in the assessment scenario section. Before
getting into the assessment scenario section it is recommended to go through & understand each and every
definition used in the glossary section
 Storage System Classification – Glossary Page 1
Dell Traditional Storage
Dell Technologies is the leader in storage, has the traditional storage platform built from the ground up with superior technology
and expertise to address the challenges of the old data generation.
The storage products of the traditional old generation needs to be enhanced to a new storage products to meet the current
data demands
Dell Modern Storage
Dell Technologies introduces Modern Storage – a new storage designed for the data era.
This new platform replaces the traditional storage to unlocks the power of data, helping us adapt and transform the world to a new digital world.
Type of storage system
• File only
• Block only
• Unified(Block and File)
• Backup storage
Storage architecture
Scale up architecture
An architecture that is fixed on the storage system capabilities and will not allow for exponential growth to the increasing demand of application
requirements.
Once the system hits the maximum performance, customer will have to procure the next largest available system. In a nut shell, the scalability of
the system will be constrained.

Scale out architecture

An architecture that allows you to exponentially grow to the increasing demand of the applications.
Additional components (compute, network & capacity) can be added on the fly which prevents the customer from procuring a brand new system
and allows them to grow with their current system. In a nut shell, scale-out means scalability
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 Sales Opportunity- Glossary Page 2
Sales Opportunity:
are sales deals in progress, where we record the track details about the deal, customer information, key stakeholders, and the
amount of the sale.
There is a real potential that a sales opportunity will translate into a sale because of the below important criteria:
• it’s a potential customer that you have already met or contacted;
• you have also established that there is a challenge;
• the customer shows interest in solving that challenge
• you have confirmed a technical solution.
Sales Opportunity Types are :
Refresh opportunity
It is a process of evaluating the nature, quality, or ability of the traditional storage assets that can be replaced with a new
Modern storage
Criteria for the assets to be a part of tech refresh opportunity
• Capacity consumption more than 80%
• Contract expiring within 65 days
• Models which no longer have service support offered by Dell Technologies(End Of Life models - EOL)

Upgrade opportunity:
It is a process of evaluating the health of the current Modern storage system and look to expand it to next model of the same
system
Criteria for the assets to be a part of upgrade opportunity
• Capacity consumption more than 70%
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 Selling Resources – Glossary Page 3
Dell storage product specification sheet
It is a document that outlines the product highlights, specifications and capabilities.
This sheet will be used to discover, design and position the product based on customer requirements

Demos
Demos will be offered to the customer using a lab set up or a simulator when they are keen in learning more about the
• GUI(Graphical User Interface) that will be used to manage the storage system
• Features and functionality of the storage system

Proof Of Concept(POC)
POCs are run on purposely built lab set up to prove customers that the desired requirements can be accomplished as
promised. This allows the customer to buy the storage system in full confidence

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 Dell Traditional Storage Product Specification Sheet – Glossary Page 4

Multi-Scale(Unified)
Scale-UP(Block Only) Scale-OUT(File only)
Multi-Scale = Scale-UP & Scale-OUT

Models U180 U280 U480 Models J5600 J600 J200 Models T100 T200 T400

Max. Max. Max.

240 TB 400 TB 800 TB 120 360 800 500TB 2000TB 4000TB
Capacity Capacity Capacity

End Of Life 21/5/2019 21/5/2019 20/12/2020 End Of Life 6/11/2019 31/3/2021 31/2/2021 End Of Life 30/1/2020 30/1/2020 31/1/2020

Backup Storage

Models DP6200 DP9200 DP9400

Max.
178TB 720TB 900TB
Capacity

TBA: TO be announced End Of Life 7/27/2019 7/27/2020 TBA*

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 Dell New Modern Storage Product Specification – Glossary Page 5

Modern Multi-Scale(Unified)
Modern Scale-UP(Block only) Modern Scale-OUT(File only)
Multi-Scale = Scale-UP & Scale-OUT

Models U380 U580 U780 Models K200 K600 Models T2000 T8000

Max. Max. Max.

450TB 750TB 1000TB 250TB 1000TB 1500TB 4000TB
Capacity Capacity Capacity

End Of Life 31/7/2023 TBA* TBA End Of Life 23/7/2025 TBA End Of Life TBA TBA

Modern Backup Storage

Models DP6300 DP9300 DP9500

Max.
288TB 768TB 1000TB
Capacity
TBA: TO be announced
End Of Life TBA TBA TBA
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 Sales Pitch Presentation Resources – Glossary Page 6

Customer Profiling:
It is a method to capture the details of the customers that provides much needed structure to a marketing plan.
It helps to understand how they operate, what are their business priorities and how best to speak to them.

Asset inventory report:

It is a document that contains complete details of all the Dell storage assets which are be presented via graphs, tables,
charts etc.,
which allows us to discover those assets that are due for upgrade or tech refresh opportunity

Storage Solution Designing:

Is process of replacing the existing storage system which are due for tech refresh by proposing a Modern storage.
Evaluate the current system’s capacity to design an up-to-date solution

Value Proposition: Why Dell Technologies?

This helps customers truly understand the value of Dell Technologies as a company and its products and services. It also
helps customers to see how Dell services benefit them and are their best available option in the market.

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Assessment Scenario :
This is the actual scenario about a customer. You are expected to go through the scenario thoroughly, understand
what is given and based upon your understanding attempt the task listed in the final section
 Assessment Scenario
Walmart Inc (customer) is an multinational retail corporation known for chain of hypermarkets, discount department stores and grocery stores with
scalable, high-availability storage.
Walmart Inc has deployed the below Dell Technologies storage products in their data center as follows:
•Dell Scale-UP: Model U280:serial number 2627 installed on 7/16/2016 where currently 85% of the total capacity(330TB) is consumed, contract expired 2
years back on 6/13/2018
•Dell MultiScale:T400: serial number 1459 installed on 4/26/2014 having the total capacity of 3000TB and consumed capacity of 1000TB, model being
T400 they are facing performance issue to handle their Online Stores data.
•They have 2 Scale-Out systems Scale-Out: Model J600: serial number 1234 & Scale-Out: Model J200: serial number 4048 whose contract is ending
10/11/2021 and 10/11/2020 respectively. These systems are used for storing customer data having the total capacity of 280TB & 450TB respectively with
70% and 60% consumed capacity for each system respectively
•Backup: Model DP6300: serial number 3476 was installed on 11/27/2019 and contract expiring on 5/9/2021, capacity consumed is 160TB out of 180TB.
•They recently purchased 3 new Modern storage systems and will be installed on 4/9/2020. ModernScale-Up: Model U380, Modern Scale-Out: Model
K600 & Modern MultiScale: Model T8000 for their new robotic department storage requirements. Each having the total capacity of 300TB, 700TB &
2460TB respectively. They had signed the contract for 3 years and will have serial numbers of 4365, 4785 & 5980
With its business growing every year, storage requirements are increasing, and its traditional infrastructure is struggling to keep up with the continually
rising demands, they are looking for solutions that could provide significantly improved capacity and deliver the storage space and efficiency they need.

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Presentation Task :
You need to work on all the task given in this section and come up with your final presentation
 Sales Pitch Presentation Assessment
Task 1: Customer Profiling:
Prepare one slide which talks about Walmart Inc.
You can use any Publicly available information to build your slide

Task2: Asset inventory report:

Prepare one slide which provides the complete Dell storage product list of the Walmart Inc customer.
Represent the asset data using any form of graphs, tables, charts etc.,
Discover which are the assets which quality for the sales opportunity and why

Task3 : Storage Solution Designing:

Prepare one slide to design the new Modern storage to replace the qualified traditional storage.
Present the new solution model and reason for selecting the solution

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