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TB0-120 exam Dumps Source : TIBCO Enterprise Message Service 6(R) Certification
Test Code : TB0-120
Test Name : TIBCO Enterprise Message Service 6(R) Certification
Vendor Name : Tibco
: 112 Real Questions
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PALO ALTO, CA--(Marketwired - Jul 30, 2013) - TIBCO software Inc. ( NASDAQ : TIBX ), a frontrunner within the application integration and SOA infrastructure market, nowadays introduced the latest edition of its business messaging platform, TIBCO enterprise Message service™ (EMS) version eight.0. the brand new liberate draws on TIBCO's more than two decades of trade-leading experience in mission-crucial, excessive-performance messaging and introduces an up to date centralized administration interface, permitting directors to a lot more with no trouble configure and display screen all EMS servers. version eight.0 additionally adds support for the brand new Java Message service (JMS) 2.0 specification, which become finalized in may additionally of 2013, and is the newest messaging standard that enables software components in response to the Java business version to create, send, acquire, and browse messages.
"To continue to be competitive in modern environment of ever-increasing information volumes, businesses have to enhance a technique to scale and streamline IT programs to support company growth while reining in fees. EMS version eight.0 goes a protracted approach to help companies do exactly that," pointed out Denny page, chief engineer, TIBCO. "the new primary Administration capabilities tremendously simplify the administration of big complex deployments, whereas assist for JMS 2.0 with its simplified APIs, helps reduce utility construction expenses."
the brand new relevant Administration for TIBCO enterprise Message carrier allows for directors to configure and video display all circumstances of EMS inside their atmosphere. administrators can now make changes to assorted EMS server configurations and set up these to all server circumstances automatically. the new monitoring views supply easy perception into key EMS server metrics from the same browser interface.
JMS 2.0 is the primary update to the JMS specification in over a decade and introduces a number of capabilities, including a new simplified API as well as a few new messaging aspects with a view to allow purposes to handle a good deal higher message volumes. JMS 2.0 introduces the skill to perform an asynchronous send, allowing functions to operate extra processing whereas the message is being despatched to the server. This allows programmers to design functions that could be able to tackle vastly higher volumes of transactions whereas leveraging the identical infrastructure.
TIBCO business Message provider is a standards-based messaging solution that can serve as the backbone of a carrier Oriented structure (SOA) by means of presenting JMS compliant communications throughout a wide array of structures and application technologies. TIBCO EMS also serves because the messaging backbone for the adventure-Enabled business, giving valued clientele the means to assume, take into account, and act on opportunities or threats simply a bit ahead of time and more accurately than the competition.
About TIBCO TIBCO utility Inc. ( NASDAQ : TIBX ) is a company of infrastructure application for groups to use on-premise or as a part of cloud computing environments. no matter if or not it's effective claims or alternate processing, cross-promoting items in response to precise-time consumer behavior, or averting a disaster earlier than it happens, TIBCO provides agencies both-second talents® -- the skill to trap the appropriate counsel, at the correct time, and act on it preemptively for a aggressive advantage. greater than 4,000 customers global count on TIBCO to manipulate assistance, selections, methods, and purposes in precise time. gain knowledge of greater at www.tibco.com.
TIBCO, two-2d competencies, TIBCO enterprise Message provider, and TIBCO software are emblems or registered emblems of TIBCO application Inc. or its subsidiaries in the u.s. and/or different international locations. Java and JMS are registered emblems or logos of Oracle and/or its associates. All other product and business names and marks outlined during this doc are the property of their respective owners and are mentioned for identification functions most effective.
Tibco commercial enterprise Message carrier
I validated this towards essentially the most fresh unlock of Tiboc enterprise Message provider and their JMS driver available via trial download. I followed the very easy deploy instructions. I downloaded it to a Centos 7 server.
I then multiplied my download to TIB_ems-dev_8.4.0_linux_x86_64
Then made it executable and ran:
TIBCOUniversalInstaller-lnx-x86-sixty four.bin --console
I used all of the defaults (I picked server and customer) and then quickly ran the entire install server.
working Tibco on Centos 7cd /opt/tibco/ems/8.four/bin/ ./tibemsd64 -config ~/TIBCO_HOME/tibco/cfgmgmt/ems/statistics/tibemsd.conf
illustration JMS Queue Settingstcp://servername:7222com.tibco.tibjms.TibjmsQueueConnectionFactory /choose/tibco/ems/eight.four/lib/
I believe it just makes use of these files from that listing:
as soon as I have my server and port proven, or not it's convenient to add those settings to Apache NiFi.
The settings I deserve to post messages are beneath.
After you enter your username and queue, you should create (or use) a controller carrier.
Then they use their settings for their server, mine are the default ones. make sure you enter the lib directory containing your jars and that it is on the Apache NiFi server and Apache NiFi user has permissions to read them.
that you would be able to additionally use this same controller to devour JMS messages from TIBCO EMS.
These are illustration metadata attributes that Apache NiFi gives to you on message receipt.
below is an example Run Log of my TIBCO EMS v8.four.0 Server running on Linux.
illustration facts"top1pct" : "43.1", "top5" : "n09428293 seaside, coast, seacoast, sea-coast", "top4" : "n04371774 swing", "top3" : "n02894605 breakwater, groin, groyne, mole, bulwark, seawall, jetty", "top2" : "n03933933 pier", "top1" : "n03216828 dock, dockage, docking facility", "top2pct" : "34.three", "imagefilename" : "/decide/demo/images/201817121004997.jpg", "top3pct" : "3.eight", "uuid" : "mxnet_uuid_img_20180413140808", "top4pct" : "2.7", "top5pct" : "2.four", "runtime" : "1.0"
here is illustration JSON data, they might use any textual content.
jms ,tibco ems ,apache nifi ,integration
community softwareMessage rate Throughput Tripled and Message delivery Latency reduced through just about Forty %
PALO ALTO, Calif., Sept. 19 / / -- TIBCO utility Inc. (NASDAQ:TIBX) these days announced TIBCO Rendezvous(R) and TIBCO commercial enterprise Message service(TM) help for the new Cisco server host and cloth utility, called Datagram Acceleration Layer (DAL). tests indicate that deploying TIBCO's messaging platform on Cisco InfiniBand Server textile Switches and Cisco DAL radically accelerate message quotes and in the reduction of message start latency.
"Rising message rates and the persevered increase of algorithmic buying and selling are using heightened bandwidth necessities for information distribution and automatic transactions," observed Jeff Kristick, vice president, Product advertising and marketing, TIBCO. "Our contemporary compatibility and benchmark trying out on this potent hardware, utility mixture demonstrates the capacity of two trade leaders to address the growing demand for prime-efficiency and ultra low latency throughout key industry certain environments together with computerized trading, communications backbones, and service beginning networks."
TIBCO Rendezvous checking out with DAL
TIBCO and Cisco carefully confirmed the brand new DAL application with the TIBCO Rendezvous messaging platform to ensure compatibility and benchmark efficiency of the answer. The TIBCO Rendezvous platform is created from two leading accessories -- the Rendezvous utility Programming Interface (API) and Rendezvous Daemon. Leveraging a dispensed architecture, application counsel flows from the API to Rendezvous Daemon after which out to the community. TIBCO rvperf and rvlat utilities were used to benchmark the performance of the answer. examine consequences showed message quotes stronger by means of greater than 300%, and latency changed into decreased by means of 38% on typical without any modification to the software or the TIBCO Rendezvous environment.
"we are in a position to exceed the challenges of capital markets customers in the course of the development of a totally validated, demonstrated and trade supported answer that ensures the legitimate deployment of latest know-how right now and simply," pointed out Krish Ramakrishnan, vp and commonplace supervisor of the Server Virtualization company Unit, Cisco. "and dealing intently with TIBCO, they are able to also in the reduction of the charge and complexity of managing the real-time circulate of suggestions throughout programs and enhance the way organizations do business."
Cisco Datagram Acceleration Layer
Multicast market facts traffic is transported transparently by means of the Cisco DAL application throughout the infrastructure. The DAL software is designed to drastically speed up applications and middleware without requiring any alterations to a buying and selling application. It accomplishes this by using creating a user space library, which eliminates buffer copies and reduces context switches, the main cause of transport related latency, latency jitter, and low message price ability in automatic buying and selling infrastructures.
With more than 2,000 customer installations international, TIBCO Rendezvous messaging application supports the mission-essential actual-time messaging necessities of one of the most most demanding valued clientele. TIBCO Rendezvous is the handiest messaging utility that grants genuine real-time put up/subscribe and request/reply messaging. It also helps traits of service starting from lightweight informational messages to certified and transactional beginning.
TIBCO software Inc. (NASDAQ:TIBX) provides commercial enterprise software that helps organizations obtain provider-oriented structure (SOA) and company system management (BPM) success. With over 3,000 valued clientele, TIBCO has given leading businesses all over the world improved recognition and agility -- what TIBCO calls The vigour of Now(R). To gain knowledge of greater, contact TIBCO at +1 650-846-1000 or on the internet at http://www.tibco.com/.
TIBCO, The vigour of Now, TIBCO Rendezvous, TIBCO business Message carrier and TIBCO application are emblems or registered emblems of TIBCO application Inc. within the u.s. and/or different countries. All other product and enterprise names and marks outlined during this document are the property of their respective homeowners and are mentioned for identification purposes simplest.
supply: TIBCO software Inc.
CONTACT: Holly Burkhart of TIBCO application Inc., +1-650-846-8463, firstname.lastname@example.org
net website: http://www.tibco.com/linked Thomas industry update
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The 2nd UiPath Developer Conference gave the impression that RPA has become mainstream. The conference opened with a welcome message from Raghu Subramanian, President and CEO, UiPath India, who said, “The fourth industrial revolution is evolving exponentially. Moreover, it is disrupting almost every industry in every country. And the breadth and depth of these changes herald the transformation of entire systems of production, management, and governance. Today, they will discuss more on how India can leverage this disruption and take lead for the world.”
India is the global hub for RPA
India has been growing in importance in the UiPath scheme of things not only in terms of the domestic business but also in terms of ecosystem development efforts and presence of key functions such as global tech support, R&D and product engineering, and customer success functions.
Bobby Patrick, CMO, UiPath, said that there are 75,000 UiPath certification holders in India, which is 3x more than any other country. With the presence of global captives and BPM industry in the country, it makes India the global hub of RPA. He alluded to various recent strides made by UiPath in terms of mindshare and customer interest: rating of 4.5 based on 321 reviews in Gartner Peer Insights, ranked No.1 in G2 Crowd making it the Best RPA Solution of the Year, ranked No. 18 among Top 50 Products for Enterprise, ranked No. 26 in Deloitte Technology Fast 500 and No. 12 in Forbes Cloud 100.
RPA is Leading the GigaBot Economy
With RPA pervading all domains in the enterprise, Bobby Patrick also advanced the idea of enterprises having a robotics operations center (ROC) in the same way they have security operations centre and network operations center. His greater point was about the role of RPA in business transformation in a digital world wherein digital workers (software robots) would work alongside human workers. He calls it the GigaBot Economy with people and robots working together across borders and integrated with distributed ledgers.RPA will be mainstream by 2020. Get automation-ready
According to Gartner, RPA will drive the adoption of the more buzz causing trends-AI & Blockchain. The next two years are going to see huge adoption of RPA to drive business transformation.
UiPath founder and CEO Daniel Dines said in his closing keynote. “Our vision is to drive enterprise wide RPA –which they have already implemented for a few global clients —to the first 100 enterprise clients, generating on average 100,000 hours saving for each client.”
UiPath is focused on evolving an aggressive product roadmap to achieve enterprise-wide adoption. The highlights of key capabilities sought by enterprises are:
· Make RPA on cloud simpler. Just plug in to the UiPath RPA cloud and automate. Track & manage software robots anytime anywhere from the mobile
· Move from atomic level process automation to automating the larger business processes under RPA and enabling digital transformation of the organizations.
· Smart machine learning based data capture will improve accuracy and deliver smarter insights.
· Capture business analytics. For example, go beyond capturing data like “10 bots ran 100 jobs last night” to how many invoices were processed, what was the added efficiency, etc.
· Robots that learn skills to augment humans and working alongside them.
· Delivering better customer experience
In keeping with these requirements, Param Kahlon, Chief Product Officer, UiPath outlined the key features of the UiPath platform roadmap in 2019 to include the following: Human Robot collaboration, Smart scheduling & Analytics, Self-service licensing, Smart capture, Robotic platform as a service, and Embedded intelligence.
Academic Alliance Program in India, Training 500,000 students by 2022
A day before the developer conference at the first global UiPath Academic Summit, UiPath rolled out its Academic Alliance program in India announcing partnerships with ICT Academy of Kerala, Bennett University, NTTF, and Trident Academy of Technology.
Globally, the UiPath Academic Alliance program envisions an inclusive workforce fluent in automation technologies and empowered to find engaging, creative, and strategic careers. UiPath Academic Alliance Program will function globally to serve more than one million students across 1000+ universities in the next three years.
The stated mission of the UiPath Academic Alliances program is to prepare the society for maximal employment. The program is designed to craft the premier global RPA knowledge ecosystem together by tapping into the potential of universities, mobilizing current professionals across the globe, embracing diversity, and educating youth.
Said Raghu Subramanian, President and CEO- India, UiPath, “The UiPath Academic Alliance Program is preparing their communities for in-demand automation jobs. To this end, they are training, certifying, and engaging a large target group, including: university students, educators, experienced professionals, traditionally underrepresented groups, and youth.”
Adds Alok Shrivastava, VP, Learning, UiPath, ” They see there is a massive skills gap when it comes to RPA and this program will bridge that gap and foster greater industry-institute collaboration by enabling RPA skill-sets that in turn will lead to an uptick in terms of RPA developers.”
Following are the MOU’s signed under the UiPath Academic Alliance’s program:
· ICT Academy of Kerala and UiPath to jointly work on taking program benefits to 6-10k students and train 500+ educators in next 3 years’ time. ICT Academy will also run a dedicated training program to help students get internships or fulltime jobs with companies looking at hiring students with RPA skills.
· Bennett University (NCR, India) is a research-driven University and promoted by Times Group (India’s largest media conglomerate ). As part of the engagement, students of Bennett would be able to take up – RPA Design & Development course from the coming semester and will also help us take the program to 50+ neighboring colleges.
· Nettur Technical Training Foundation (NTTF India) and UiPath to work together to help youth skill up for RPA Ecosystem. NTTF will offer UiPath RPA course to students undergoing diploma programs and extend the benefit to alumni base.
· Trident Academy of Technology, Bhubaneshwar to set up the first Automation Educator Academy to help scale RPA adoption by Skilling Educators. 200+ educators to be ramped up in 2019
Peering out over the IT horizon, Scott Winslow knows he’s hitched his wagon to the right horse. That’s because of what he calls the Dell Technologies “advantage” in a time when customers are opening their wallets and clamoring for end-to-end digital transformation solutions.
“The story of Dell Technologies makes infinite sense in today’s world. Customers more and more are looking for integrated solutions from a single vendor with single support. They’re trying to simplify their operations, and at the same time, that is exactly Dell’s strategy,” said Winslow, president of Winslow Technology Group, a Waltham, Mass.-based Dell Titanium partner and 2018 CRN Triple Crown Award winner.
Winslow Technology Group was able to expand its total Dell Technologies revenue by more than 40 percent in 2018 year over year thanks to the technology and channel synergies the vendor has created around Dell, Dell EMC and VMware.
“They’re developing a full stack of solutions that work for the customer, which is allowing us as a partner to compete really, really effectively in the market,” said Winslow. “We’re seeing synergies of these teams working together between Dell EMC, Dell and VMware, and they get the benefits from it.”
Winslow Technology Group’s Dell EMC storage business has doubled, hyper-converged infrastructure sales are up 40 percent, and Winslow said the company is now selling VMware Enterprise License Agreements (ELAs), which has skyrocketed its VMware business. But like any red-hot solution provider, the plan for 2019 is to drive sales even higher, which is why Winslow is doubling down on the Dell Technologies family of businesses. “My hope in 2019 is we’ll be able to extend their successful strategy to Pivotal, Virtustream and Secureworks, and do even more to leverage the products and services of Dell’s companies.”
That desire to build end-to-end solutions for customers is the same one that’s been driving Michael Dell’s vision for his namesake company for years.
In fact, the Dell Technologies founder, chairman and CEO has meticulously pulled together his strategy to solve the trillion-dollar puzzle of digital transformation by building a one-stop-shop technology provider from the edge to the core to the cloud. First, Dell took his company private in 2013 in one of the largest IT private equity buyouts in history. Then he stunned the world by buying EMC (and, by extension, VMware) in 2016 through a $67 billion deal that forever changed the technology landscape. Now the time has come to launch a game-changing channel program that will transform the way partners buy, sell and engage with Dell Technologies and its diverse technology portfolio.
Enter the Dell Technologies Advantage framework, which the company sees as the answer to the channel’s quest to sell end-to-end digital transformation in an easier, simplified way—while at the same time making a whole lot of money by selling larger deals in a program chock-full of cross-selling incentives.
An Executive Trio Up To The Task
To craft the ground-breaking channel and go-to-market strategy for the Dell Technologies Advantage framework, Michael Dell has turned to a venerable trio of top executives with a combined 60 years of Dell EMC experience to complete the audacious task of driving a coordinated channel sales and go-to-market strategy that crosses over Dell’s seven business brands. The trio includes Marius Haas, a seven-year Dell veteran who played a critical role in the company’s monumental storage business turnaround in 2018; Bill Scannell, a 33-year Dell EMC veteran who started as an EMC sales rep in 1986 and now drives enterprise sales; and Joyce Mullen, a 20-year Dell veteran who was handpicked in 2017 by Michael Dell to lead his company’s channel charge.
Dell himself said Mullen deserves “a lot of credit” for Dell’s channel success. “We are blessed to have a fantastic channel chief here at Dell Technologies,” he said. “Joyce has done an amazing job leading the business. And I’ll tell you, the enthusiasm and excitement that they have not only from the partners but from the team inside the company has been tremendous.”
Under Mullen’s leadership, more than 50 percent of the company’s overall sales now come via the channel with partners generating $49 billion in orders over the past four quarters, up from $43 billion in the previous four quarters.
“We want to make it easier to transact, engage and basically sell more of the solutions,” said Mullen, Dell’s president of Global Channel, OEM and IoT. “The partners who are selling multiple lines of business are growing 20 times faster than partners who are selling one line of business with us—that’s huge. … The goal is for partners to go broader and deeper into their portfolio, and broader and deeper into their customers.”
Currently in pilot mode, the Dell Technologies Advantage framework aims to strategically and operationally align the family of businesses inside the Round Rock, Texas-based company. On top of its PCs and industry-leading server, storage and hyper-converged infrastructure businesses, Dell Technologies consists of security vendors RSA and Secureworks; cloud-native platform and application player Pivotal Software; integration platform and workflow automation provider Boomi; enterprise cloud service provider Virtustream; as well as virtualization and multi-cloud superstar VMware.
The ultimate goal is to make it easier for partners to participate across all of the vast product categories inside Dell Technologies and provide the channel with a one-stop shop for all of their customers’ digital transformation needs, said Mullen.
“Partners and customers are not sitting around thinking, ‘Boy, I wish I could do more business with more vendors.’ They’re trying to figure out if they really want to adopt these new technologies, if they really want to lean into artificial intelligence, build their own businesses around technology, and do their own digital transformation,” said Mullen. “It makes sense to do it with somebody who can do it soup to nuts, and that seems to be working.”
Dell is investing heavily into building a program that aims to make it easier and more profitable to sell the full breadth of its massive portfolio, which many solution providers believe is currently unmatched in the industry. In order to achieve this, the program includes a simplified certification process and tiering method, cross-company market development funds (MDF), Solution Badging, and training on how partners can build solutions and services around Dell’s entire technology stack. The company is currently crafting internal teaming agreements across the Dell Technologies family, as well as building operational and transactional synergies between the companies.
Expected to become fully operational in 2020, a major benefit of the Dell Technologies Advantage framework will be around certification, simplification and joint program tiering to ensure solution provider investments are maximized across the portfolio. For example, if a Pivotal partner is certified on Pivotal Ready Architecture or Kubernetes, it does not need to spend the time and money to get recertified around the technology inside the VMware program. The goal is to cut out unnecessary repetitiveness and allow partners more time in the sales field rather than the training room.
Helping partners achieve cross-tiering benefits is another Dell strategy to drive channel profitability for those that are selling multiple product lines, Mullen said.
“If you have top-tier status in VMware, it will give you access to some of the capabilities, skills and opportunities as a higher-level partner in the Dell EMC program. We’re trying to figure out how to share those designations to help their partners shortcut some of the processes,” said Mullen. “For example, we’re working on combining those credentials and certifications so that the investment they make one time can count multiple times.”
Partners are pumped for the new Dell Technologies Advantage framework, telling CRN that an end-to-end cohesive story and channel delivery mechanism will undoubtedly change the customer conversation.
“It really helps to elevate the conversation into one that’s more about the enterprise stack and the overall business priority,” said Dan McCormick, executive vice president at St. Paul, Minn.-based Davenport Group, a Dell Technologies partner. “It gives us the latitude, grounding and a pathway in those conversations that might have otherwise been product-focused. So it allows us to be part of the vision and road map with these customers rather than just having to focus on a specific product or project.”
McCormick said some synergies already in place between Dell EMC and VMware have led Davenport Group to double its hyper-converged sales over the past 12 months. “The ability for joint products to have the benefits of being tested, hardened, ready when it’s plugged in to deliver time to value—as well as with the most recent innovations from both companies—that’s unique to Dell EMC and VMware. It’s a huge benefit for us and customers,” he said. “So you can see why this program makes sense. I don’t see anyone in the market that has the breadth that Dell Technologies has. It’s that same breadth that’s going to fuel their growth going forward.”
Another cross-selling benefit is that channel partners will be able to leverage MDF across the Dell Technologies family of businesses, according to Cheryl Cook, senior vice president of Global Partner Marketing. “We’ve already enabled MDF to be used across the strategically aligned businesses, meaning a partner could take moneys that they earned in Dell EMC and leverage that across to VMware demand generation,” she said.
There is also Solution Badging available for partners that counts toward competency training requirements in both the VMware and Dell EMC partner programs. The Dell Technologies Advantage framework initially is focused on driving synergies between Dell, Dell EMC, VMware and Pivotal, as these companies already have a natural technology and engineering connection. For example, the currently available Pivotal Ready Architecture is a purpose-built appliance for running Pivotal Cloud Foundry that includes VMware virtualization and Dell EMC hyper-converged VxRail infrastructure.
Independent Channel Programs
In order to not disrupt Dell’s massive channel community, Mullen wants to make it crystal clear that each individual company will maintain its own channel program. “VMware needs to have its own partner program. Pivotal needs to have its own partner program. Secureworks is building a partner program,” she said.
“All of those need to have an independent partner program, but we’re putting them together in a kind of ‘one-world’ type alliance and allowing their affiliates to work together.”
There is currently a handful of solution providers and alliance partners already participating in the Dell Technologies Advantage pilot with expectations to add more partners throughout 2019.
Additional Routes To Partner Profitability
In Dell’s fiscal 2018, an astounding 97 percent of the company’s top 500 customers purchased products and services from at least two of the company’s three biggest brands: Dell, Dell EMC and VMware. On the channel front, Dell saw 11 percent year-over-year growth in the number of partners selling multiple lines of business in third-quarter 2018. Total channel revenue grew 21 percent year over year in the third quarter of 2018.
It might seem like a hard feat to continue such a channel sales onslaught in 2019, but the company has two other programs up its sleeve to drive partner profitability.
In a historic move to open the floodgates for partners to tap into thousands of commercial and enterprise Dell accounts, the company last year launched the Enterprise Partner Preferred Program and Commercial Partner Preferred Program.
For approximately 2,000 enterprise and 20,000 commercial customers Dell has designated as underpenetrated, the company is creating joint account plans that have its inside sales and channel teams now turning toward solution providers to lead the way.
The weight of significantly expanding 2,000 Dell enterprise accounts via the channel is falling on the shoulders of Dell EMC veteran Bill Scannell, who has a clear message to partners. “We’ll win or lose with their partners,” said Scannell, president of Global Enterprise Sales and Customer Operations.
Scannell, who led EMC’s global sales charge for years prior to its merger with Dell, understands the market-shifting impact the channel can have. His plan is to unforgivingly attack competitors in these accounts by working hand in hand with partners through the entire process, offering up any necessary resources to help partners penetrate deeper into the accounts and push rivals out.
“When you take the resources of their channel partners and the resources they have, it’s the one-plus-one equals something more than three. [The Enterprise Partner Preferred Program] is the fastest-growing part of my business right now,” said Scannell. “We carve out the accounts, they meet with their partners by region and say, ‘These are the accounts in the Enterprise Partner Preferred Program. Here is their strategy to go after them. You’re in that account. Do you want to partner with us?’ Most partners say ... ‘Let’s partner.’ Or others will say, ‘No, I’m not in that account, but I want to get in there. So I’ll invest some time and cycles, and you invest some time and cycles—let’s go get it together.’”
Partners who participate in either of the two programs are granted front-end and back-end rebates on products, deal registration protection, as well as incentives for competitive swap-outs and technology refreshes. For example, Dell EMC is granting partners 20-plus points of front-end margin when they register a storage opportunity through the Enterprise Partner Preferred Program.
“We’re going to give you more money on the front end and more rebates on the back end. We’re going to give you more money for competitive takeout. Money for doing technology refreshes. They want to enable partners to win and win bigger than you are today,” said Scannell.
To make sure these commercial and enterprise accounts are truly partner-led, Dell is also protecting its own sales team commissions on these accounts, meaning the sales reps will be incented to work more closely with the channel.
Andy Sontag, sales manager at IPM, a New York-based Dell Technologies partner, was one of the first solution providers to join the Enterprise Partner Preferred Program. IPM worked with Dell on a global customer account to consolidate five data centers down to two.
“We took the business away from NetApp and moved it to a VxRail solution that was replicated between New York and the West Coast. It resulted in well over $1 million in revenue in the last 12 months from a company that hadn’t bought Dell EMC here in the U.S. prior to that,” said Sontag. “[Dell] helped us order and stage the equipment, ship it in racks for easy deployment. They also provided help around Dell networking and top-of-rack switches to help grow the deal.”
IPM increased its overall annual Dell Technologies sales, which includes servers, storage and endpoint revenue, by 10 percent in 2018. Thanks in part to channel initiatives like the preferred programs, IPM is projecting its Dell Technologies annual sales to increase a whopping 50 percent in 2019.
Since Dell unveiled the Enterprise Partner Preferred Program in August, solution providers participating in the program have generated more than 685 wins in its first four months. “If you look at the 2,000 accounts, they already have 685 new wins that weren’t buying their storage, their servers, and now they are. That happened in really less than two quarters,” Scannell said. “We’re seeing a big uptick in business, and I don’t see it slowing down.”
Winslow Technology Group is another partner taking advantage of the program. The solution provider teamed up with Dell EMC to go after a large manufacturer and successfully grow the account while at the same time swapping out a competitor’s product.
“We’ve been able to team up very closely with the Dell EMC team to grow that account significantly in terms of storage, servers, networking, VMware—and the program has given us the advantage of extended line of business registration, aggressive pricing and increased focus in terms of the resources they get,” said Winslow. “We have swapped out the competition. We’ve taken out competitive product. They’re helping us grow an account for one of the largest manufacturers in the world.”
A Commercial Success
Leading the Commercial Partner Preferred Program is Haas, who has overall responsibility for Dell’s global go-to-market organization for 500,000 commercial accounts.
Haas, who spent a decade in top executive roles at Hewlett Packard Enterprise from 2001 to 2011 before joining Dell in 2012 where he is now president and chief commercial officer, said competitors simply can’t keep up with Dell Technologies’ end-to-end innovation pace and digital transformation story.
“The customer is going to make the decision of, ‘Who am I going to bet on for the next three, five, 10 years?’” said Haas. “Looking at Dell Technologies and the capabilities they have, [customers] say, ‘I’m not just buying a single silo of architecture, I’m buying the future,’” he said. “I’m buying the company I’m partnering with who has the people that are going to get me to where I need to get to in order to be competitive. Their products, even all the way down to the component level within the server portfolio—the [Dell EMC PowerEdge] 14th Generation, for example—it’s all amazing products. That’s the difference.”
Haas, who helped put in place the strategy that allowed Dell in 2018 to take the No. 1 share position in the worldwide storage and server markets, said the numbers show Dell’s innovative storage portfolio is resonating with customers.
Quarter after quarter in 2018, Dell EMC consistently gained storage market share on a year-over-year basis. In first-quarter 2018, Dell was the global storage leader with 21.6 percent share, up from 20.3 percent year over year, according to market research firm IDC. Revenue for the quarter skyrocketed 43 percent year over year to $2.82 billion. The second quarter saw the company’s storage share jump to 19.1 percent, up from 18.3 percent in the same quarter one year ago; while Dell’s third-quarter share increased from 18.8 percent in 2017 to 19.2 percent share in 2018.
Not only did Dell dominate the global storage market throughout 2018, but the server industry as well.
In the first quarter of 2018, Dell took control of the worldwide server leadership position by capturing 19.1 percent share, up from 17.6 percent year over year, thanks to a 51 percent spike in server sales. Dell’s server share in the second quarter jumped to 18.8 percent in 2018, up from 17.7 percent one year ago. In the third quarter of 2018, Dell’s market leadership position remained intact, but share slightly dropped from 18.1 percent to 17.5 percent year over year, due in part to a large spending increase in the original design manufacturer (ODM) space during the quarter. However, Dell server sales in the third quarter ballooned to $4.1 billion, up 33 percent year over year.
On the PC front, Dell has increased its global market share on a year-over-year basis for a remarkable 23 consecutive quarters. In the fourth quarter of 2018, Dell shipped 11,259 PCs to capture 16.5 percent market share, up from 15.7 percent share one year ago, according to IDC. For the full year 2018, Dell’s PC share climbed to 17.1 percent by shipping 44,170 units this year, up from 16.1 percent share in 2017.
While Haas says there’s still work to do in his server and storage business, the goal in 2019 is to better enable partners to sell more lines of business to widen the market-share gap even further.
One significant Dell Technologies advantage, Haas said, is its massive $4.5 billion R&D budget. That annual R&D budget is going to be critical to driving more technology breakthroughs across the Dell Technologies portfolio from hybrid cloud and hyper-converged infrastructure to PCs and workstations.
“That’s a big number,” said Haas of Dell Technologies’ investment in R&D. “Clearly, that is a core driver and engine for creating net-new innovation across the board. On top of that, we’ve invested significantly in more team members out in the field to cover more territory, cover more partners, cover more accounts and create more demand. It’s not an earthshattering idea that if you show up, you might win. We’re showing up, and with this portfolio, we’re winning. With this partner ecosystem, we’re winning. That’s exciting. They want to make sure that every dollar they spend is as efficient and effective as possible.”
Haas said Dell Technologies has no plans to reduce the R&D budget—which he sees as a clear differentiator for the company. Dell is projecting revenue for fiscal 2019, which ends Feb. 1, of approximately $91 billion, up from $80 billion in fiscal 2018.
Partners said that $11 billion revenue increase shows that customers are reaping the benefits of what Michael Dell calls the “essential infrastructure company.”
The journey to become such a company was no easy feat, and many industry pundits questioned the wisdom of Dell’s move to buy EMC. But Michael Dell had no such qualms.
“It all looks like a beautiful picture,” he said. “If you go back to October 2015, when they announced this little idea [of acquiring EMC], people were like, ‘What are you doing? How’s that going to work?’ Well, it’s worked out quite well,” said Dell.
“If you look at their data center business, they are the largest and we’re bigger than Cisco. Bigger than IBM. Bigger than HPE. … So if you step back and think about it in hindsight, what we’ve done is they combined the leading storage company with the leading server company, which created the leading hardware infrastructure company, and they combined that with the leading software infrastructure company. So now you’ve got the essential infrastructure company,” he said.
Even some Dell partners who have been selling technology for decades had their initial doubts.
“I’ve not seen anything like what Michael Dell has been able to amass in terms of the overall vision, but even more so his ability to execute against that,” said Davenport Group’s McCormick, who began selling IT in 1986. “As the EMC acquisition was evolving over the 18 months leading up to the final deal, even for as long as I’ve been in this business, I was challenged to see how he could possibly pull off something of this magnitude. While there are lots of visionaries existing in this space with great ideas, what we’ve seen from Michael Dell and the team he’s built is his unique ability to take that vision on the highest level—but also understand the mechanics and execution at the most detailed level—and follow through on it. All of these pieces really create a distinctive advantage and the reason why Michael Dell has been able to succeed at this level. It’s really unrivaled.”
Now, with the push to go public again complete, the company that bears his name is set to transform businesses of all kinds across the globe as the end-to-end, digital transformation leader.
That digital transformation market opportunity will add up to $1.25 trillion this year, continuing to grow to $2 trillion by 2022, according to IDC. With the Dell Technologies Advantage framework being finalized and Dell placing its bet on the channel to lead its digital transformation assault, Michael Dell can’t help but feel bullish about the future.
“The demand is going to continue to be very strong in 2019. The momentum they have in the channel is quite strong. It’s a very different company than it was five or 10 years ago. They have a whole different set of capabilities with Dell EMC, VMware and Pivotal and the rest of the family. We’re in a very good spot,” said Dell. “We have a leading position that they don’t take for granted. They have to work hard every day to earn the trust of partners and customers, but momentum is very good.”
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