Your Complete AppliAnCe Solution from Dell oem

Your Solution. Your Brand. Dell Powered.

it’S more thAn juSt hArDwAre. turn Your SoftwAre into A SimplifieD turnkeY Solution with the enD-to-enD AppliAnCe proGrAmme from Dell oem.

� www.dell.eu/oem

whY AppliAnCeS? expAnD Your reACh AnD enhAnCe CuStomer experienCeMake your products more competitiveSoftware companies are rapidly

adopting the appliance model

because it can dramatically increase

the competitiveness of their products.

The use of appliances enables

a company to stand out from software-

only competitors and attract new

customers who are looking for

a turnkey solution.

Considerably lower installation and support costsCompared to software-only products,

appliances can provide smoother, faster

installations—so you can experience

lower costs of installation, integration,

and support. There is no longer any

need for costly tech-support resources

to work through incompatibilities

and issues of mating software to

hardware.

Reduce the cost of testing and qualificationYou can also save on testing and

qualification, because you need to

certify your software on only one

type of server. You don’t have to

accommodate hundreds of different

variables that could drive up

development costs and affect the

reliable operation of your software.

Improved customer experienceAppliances can improve your

customers’ experience in several

important ways, which help you

boost sales, lower return rates,

and keep customers coming back.

• designed to provide reliable

performance on applications

that are tuned to customised

hardware

• Safe retention of data behind

customer’s firewall

• Presents the possibility of alternative

financing opportunities if appliance

sold as a service

“ CuStomerS Aren’t ShY About ASkinG whAt’S unDer the hooD, AnD we Are prouD to SAY it’S Dell…. frAnklY, we juSt Don’t hAve hArDwAre iSSueS with Dell.”��—SteveShray, Senior Vice President of Engineering and Operations, IronPort Systems

TheDell™OEMIndustrySolutionsGroupcanprovidetheproducts,servicesandsupportyouneedtoofferatotalappliancesolutionwithouthavingtogetintothehardwarebusinessyourself.WiththeDellOEMapplianceprogram,youhaveaccesstoallthebenefitsofoneofthemostsuccessfulsales,manufacturing,supplychainandservicemodelsintheworld.

Dellhasmorethan10years’experiencehelpingsoftwarecompaniesintroduceapplianceproducts.Infact,Dellprovideshardwareandservicesforawiderangeoftoday’smostsuccessfulappliancesolutionsacrossabroadrangeofapplica-tions—fromGoogle’ssearchappliancetopopularnetworkappliancesfromEnterasys,IronPort,NetworkGeneral,SecureComputing,andSymantec.

Dell oem AppliAnCe proGrAm CuStomerS

All hArDwAre iS not the SAme—CommerCiAl off-the-Shelf SYStemS CAn mAximiSe Your roiAlong with the growing adoption

rate of appliances, the industry is

experiencing a shift from building

custom appliances to basing those

products on commercial systems.

dellTm appliances have always followed

this model, giving you the following

key benefits:

Aproductthatstayscompetitive—

Price/performance has historically

improved as processors and other

components evolve. using a com-

mercially based platform, you can

incorporate those improvements into

your appliance in a planned way that

keeps you competitive. By contrast,

a white box manufacturer must

produce enough product with the

original components (such as the

processor) to cover the life of the

appliance. That can be a recipe for

obsolescence.

Lowcustomisationcosts—By building

your appliance on dell, you can select

just the level of customisation you need

to optimise both the branding and

performance of your solution, based

on an industry-standard platform that

your customers already trust. You don’t

have to pay for unnecessary ultra-

customisation, and you can get to

market more quickly.

Reduceinventorycarryingcosts—

white box manufacturers may

require that you carry inventory to

meet your demand needs and that

you offer a full box-swap replacement

programme for service calls. with

dell commercial systems, we custom-

build and ship your appliances when

they are needed, eliminating most

of the need to carry inventory for

customer demand. our in-field repair

and spare parts programme allows

you to quickly resolve service issues

without having to bear the cost of

hardware replacement inventory.

Lowservicecosts—The proven quality

and reliability of dell commercial

systems can mean fewer service calls

and fewer returned products that

need to be shipped, managed, and

stored. It can all add up to reduced

service costs for you.

“ Dell followS our GooGle-SpeCifiC SoftwAre inStAllAtion proCeSSeS. thiS CollAborAtion proteCtS our intelleCtuAl propertY, AChieveS A hiGh level of CuStomiSAtion for the GooGle AppliAnCeS, AnD GAinS the ComputinG power of A verY reliAble proDuCt.” —FrankKull, Senior Manager, Enterprise Manufacturing, Google

�www.dell.eu/oem

whY Dell for Your AppliAnCe? our ComprehenSive proGrAm CAn turn SoftwAre into turnkeY SolutionSwhen it comes to introducing a new

appliance, we know how to deliver

on the elements you care about

most: planning, demand generation,

deployment, and support. The dellTm

oem product development and service

model, refined over a decade of

experience, optimises your benefits

in each of these areas.

each phase of our step-by-step

process is designed to help ensure

your success. we offer a smooth-

running appliance operation that

will help increase overall customer

satisfaction and boost your revenue

potential.

Get your appliance to market fastYour dell oem account team is

exclusively dedicated to oems like

you who are bringing new products

to market. our experienced sales

executives, dedicated product

development staff, and talented

product engineers work in concert

to help you get your customised

appliance to market superfast.

Quickly generate demand Building on dell can mean increased

sales, because you can drive demand

with one of the highest levels of

customer responsiveness the market

has to offer—the cutting-edge dell

build-to-order model. It lets you

customise your product on demand,

while offering excellent pricing on

platforms your customers already

trust. Another great way to generate

demand is through the dell resale

channel and dell.Com.

Deploy with confidence when you choose dell for your

appliance, the dell build-to-order

model and world-class supply chain

become your own. dell can enable

quick time to market with the right

level of customisation, fast shipments,

reduced inventory carrying costs, and

a smooth-running operation. let dell

take the logistical issues off your

hands and help you create a scalable,

worldwide appliance programme.

Benefit from end-to-end supportBuilding on dell can lower your support

costs. It starts with dell quality, which

helps keep service calls to a minimum.

And when service is needed, we offer

on-site1 repairs—so there’s no need

for you to maintain a costly inventory

of replacement products. You’ll also

have worldwide compliance support,

enabling cost-effective direct shipping

even to countries with tough regulatory

environments.

“ even thouGh we’re not lArGe CompAreD to Dell, theY mAke uS feel importAnt. their DeDiCAteD StAff enSureS A verY Smooth operAtion, whiCh letS uS foCuS on proDuCinG GreAt SoftwAre.” —BrianSheredy, Director of Business Operations, Ingrian Networks

Above And beyond ChAnGe mAnAGement• At dell we understand that any change

can affect your product, from the smallest component change to major new platform launches

• dell’s block-release process consolidates changes, making them easy and cost-effective to plan for and accommodate

• we have a dedicated change management support structure in place—including oem product development, engineering, and logistical support—to help keep you running smoothly

� www.dell.eu/oem

uSe the CApAbilitieS thAt hAve mADe Dell fAmouS• Dedicated OEM sales: utilise dedicated,

highly responsive dell resources, from pre-sales to engineering and operations

• OEM customisation: Customise your appliances and build your brand without paying the premium for a completely customised one-of-a-kind server

• Dell quality: deliver exceptional quality to your customers, which can result in low return rates

• Services worldwide: offer on-site1 service worldwide2 to help lower your support costs

• Low TCO: Achieve a low total cost of ownership for your appliance business

roAD mAp for SuCCeSSdellTm oem Appliance Program

why Choose Dell? how Does it work?

plAnninGFast time to market expert dell oem appliance teamlow customisation costs Just the customisation you need

DemAnD GenerAtiondesigned to increase sales velocity Flexible branding optionsNew sales channels utilise the dell brands

DeploYmentSmooth-running operation dell built-to-order modelConfidence and peace of mind Proven dell logistical management

Supportlow service costs dell quality for fewer calls and repairsIncrease customer satisfaction worldwide dell service network

�www.dell.eu/oem

� www.dell.eu/oem

how DoeS the DellTM AppliAnCe proGrAm work? our goal is to build a great working

relationship backed by our suite of

oem services designed to address

the full life cycle of your product.

plAnninG • Discovery—we start by listening

carefully to your needs, including

how and where the appliance will

be used, what its performance

requirements are, and what your

other goals for the appliance project

are. Tell us your objectives and

we’ll help you reach them.

• Productdevelopment—After

carefully assessing your require-

ments, our engineers can develop

your appliance with features

specifically designed to meet

your needs. only after you approve

the design will we proceed to the

next step.

• Platformselection—The depth

and versatility of dell product lines

give you a wide range of hardware

options for your appliance solution.

These include:

– dell Poweredge™ rack-mounted

and tower servers*

– dell PowerVault™ storage

solutions

–dell optiPlex™ desktops

–dell Precision™ workstations

• Customisation—dell helps you

select just the level of customisation

that will be most beneficial to

your end users, providing a stable

platform that will fit well into

their environment. You can avoid

unnecessary costs and speed

time-to-market.

• Brandingonserversandstorage—

Customise the appliance both

inside and out to meet the precise

needs of your business. Branding

options on servers and storage

include:

OEMReady. Get to market fast with

our off-the-shelf oem Ready option,

a generic bezel on which you can

install your own logos. Generic

splash screens, shipping boxes, and

documentation are also available.

OEMCustom. work with our in-

house product development team

to add your own brand to the

generic bezel or design the entire

bezel with your unique look, name,

and logos. The BIoS, splash screen,

and lCd can also be customised

to suit your needs. Through our

Custom Factory Integration and

Custom Fulfilment services, dell

can even install and configure your

software for you; add custom

components, packaging and

documentation; and provide an

array of other solutions to configure,

consolidate and stage your

appliance.

• Dedicationtostandards—dell

is committed to open industry

standards, which helps give end

users flexibility and control over

their IT environments, enables

interoperability and integration,

and simplifies maintenance.

DemAnD GenerAtion• Go-to-marketstrategy—with

dell, you can go to market with

a product and strategy that makes

good sales sense, based on the

right pricing, customisation, and

support. our experienced oem

team is ready to assist you in your

decision-making process.

• Turnkeytry-and-buy—A dell

platform opens new ways for you

to have productive conversations

with your customers. For example,

with a stable platform they know

and trust, customers can be more

receptive to try-and-buy trials.

You can be more proactive in your

offers knowing your platform has

been thoroughly performance-

tested with your software.

• Salesexpansionandmarketingsupport—As you establish your

platform on dell hardware, you

may have access to dell marcom

support and branding to help you

go to market with consistent dell

product messaging.

• AccesstotheDellresalechannel—once you’ve standardized on dell

hardware and have a firm grasp

of your market, the dell resale

channel may be able to provide

other joint marketing opportunities

to help you promote your solution.

* This device has not been approved by the Federal Communications Commission in the uSA for use in a residential environment. This device is not, and may not be, offered for sale or lease, or sold or leased for use in a residential environment until the approval of the FCC has been obtained.

DeploYment• Builttoorder—use our

proven build-to-order program

to customise your appliance on

demand and meet customer needs

swiftly. Your custom appliance

can be ready on the fly!

• CustomFactoryIntegration(CFI)—dellTm performs custom

integration for your appliance in

our own factory and fulfilment

centre—helping to save you time

and money while maintaining

superb quality control. our dedicated

oem group includes an engineering

team focused solely on customi-

sations. we can provide custom

data feeds to you about build status

and other key metrics during the

manufacturing of your product.

• Customfulfilment— dell-based

appliances can be customised with

your company’s name and logo.

manuals, data sheets and even

cross-promotional materials for your

other products can be included.

other custom staging and consoli-

dation services are also available.

• Easyout-of-boxexperience—

with dell, customers won’t have

to install their own processors,

memory or hard drives. They are

ready to go from box to rack after

fast, easy unpacking.

• Regulatoryapprovals—You

want to get your products into

as many countries as possible,

as fast as possible. That’s an

area where dell excels. dell oem

systems include the regulatory

marks that can enable you to

ship the system anywhere in the

eu and the Americas. we can

also enable shipment to other

countries, including China. And

we’ll help keep your systems in

compliance as regulations change.

• Trainingservices—most oems

want to be the first contact

point for problem resolution. To

optimise the productivity of your

help-desk technicians, dell can

provide your staff with a variety

of training options so they can

quickly ascertain if a problem is

with hardware or software. If it

is a hardware problem, they can

use online dispatch to send a dell

service tech directly to your

customer.1

Support• Flexibledelivery—Flexible

delivery options mean dell can

ship build-to-order models to

global locations within a couple

of weeks of build. Compared

to white box manufacturers

who require payment each time

a batch of units is manufactured

and inventoried, dell can dramati-

cally reduce your inventory levels.

• Globalshipping—Shipping

appliances internationally requires

dealing with time-consuming

regulatory compliance in each

country. By piggybacking on the

acceptance dell products already

have, you can save time and can

get low-cost regulatory approval.

• Customersupport—Choose the

dell support model that best fits

your needs. many oems handle the

initial customer call and then initiate

a soft handoff to dell for additional

levels of support. with a customised

queue, our involvement will be

transparent to your customers.

• Sparepartsandfieldservice—

we offer a variety of field service

plans including four-hour on-site1

response in 150 countries2 around

the world. dell has thousands of

technicians at your disposal to

perform services and replace

parts at short notice.

• DedicatedOEMengineeringsupport—our oem system

consultants provide long-range

component-level road maps,

vertical specialisation, and access

to dell engineering and technical

escalations to help you easily and

cost-effectively manage change.

• Logisticalsupport—A dedicated

logistical team is ready to provide

you with complete support,

including programme governance,

order management and reporting.

we can tailor a custom logistics

support programme to meet your

specific needs.

“ when we hAnD A proDuCt off to the Dell teAm, we hAve the ConfiDenCe thAt we will be Able to Deliver A quAlitY proDuCt to our CuStomerS on time.”

—RickFitz, Vice President, Product Management, Network General

�www.dell.eu/oem

DeSiGneD to proviDe Superior hArDwAre performAnCe AnD vAlue• Leadingprice/performance—As of June 2007, dell servers have held

the leading position in uSA industry-standard TPC-C price/performance

benchmark tests for 30 of the 32 months since december 2004.† largely

due to our direct, build-to-order model, our servers and related services

have been consistently 30 to 40 per cent less expensive on average than

those from the other two leading brands.‡

• Leadingcustomersatisfaction—In the uSA, dell has received the no. 1

ranking on the weighted satisfaction index of the Technology Business

Research (TBR) x86 Based Server Customer Satisfaction survey 30 times

in the 42-reporting-period history of the study.§

† Source: TPC-C by Price/Performance Version 5 Results as of 18 June 2007. See www.tpc.org for current results.

‡ Source: According to dell internal data, from January 2006 to may 2007, comparable HP and IBm servers and related services prices averaged between 28 percent and 41 per cent more expensive than dell.

§ Source: Technology Business Research, x86 Based Server Customer Satisfaction Study, Q3’07, November 2007 from Technology Business Research, Inc., available at www.tbri.com/products/css.cfm.

1 may be provided by third party. Technician dispatched, if necessary, following phone-based troubleshooting. Availability varies. See dell.Com/servicecontracts for details.

2 Service may be provided by third party. Availability limited. other conditions apply. See dell.Com/intlsvc for current list of eligible systems and selected countries. external devices excluded; availability of specific parts varies in each country.

©2008 dell Products, dell CoRPoRATIoN lImITed, milbanke House, western Road, Bracknell, Berkshire, RG12 1Rd.

december 2007

dell cannot be responsible for errors in typography or photography. Trademarks and trade names may be used in this document to refer to either the entities claiming the marks and names or their products. dell disclaims any proprietary interest in the marks and names of others. Reproduction in any manner whatsoever without the written permission of dell is strictly forbidden.

Form Blankor Model Sockets Factor CustomBezel

Poweredge 860# server 1 1u rack Yes

Poweredge 1950# server 2 1u rack Yes

Poweredge 2950# server 2 (Intel®) 2u rack Yes

Poweredge 2970# server 2 (Amd™) 2u rack Yes

PowerVault md1000 disk expansion 3u rack Yes enclosure# This device has not been approved by the Federal Communications Commission in the USA for use in

a residential environment. This device is not, and may not be, offered for sale or lease, or sold or leased for use in a residential environment until the approval of the FCC has been obtained.

DellTM oem AppliAnCe SolutionSDell engineered. Your specs inside. Your brand outside.

off-the-Shelf AppliAnCe brAnDinG DellBranded

• Blank bezel and build-your-own bezel kits (install your own logos!)

• Generic packaging/documentation• Installation of third-party cards and proprietary software • Generic splash screen (BIoS) • Regulatory assistance and third-party thermal testing

• Customise standard dell bezel with your logo/text/colour• Integrate your own bezel design • Branded splash screen and BIoS settings • Regulatory approvals

oem CuStom AppliAnCe ServiCeS** OEMCustomBranding

OEMReadyBranding

** Non-recurring setup fees (NRE) and volume commitments may apply

• oS certification and ad-hoc testing• mechanical, engineering and regulatory consulting• Partner identification for specialty projects• Add custom electronics and components

OEMCustomConsulting

SimplifY Your AppliAnCe Solution toDAYFind out more about the dell oem Appliance Programme at www.dell.eu/oem. or e-mail us at emeA_oem@dell.com