文档介绍：Confidential1Dell Precision WorkstationWhy sell workstations?Starting the conversation: Our ISV-led approachWhy a workstation vs. a regular PC?Portfolio reviewKey Software and ResourceVirtualize the workstationAgendaWhy sell workstations?FRS FY15ConfidentialFRS FY15Source: FY14 YTD Worldwide Data Product Revenue/Margin –Price Band Cube Note: Commercial Client = Opti, Lati, Precision, a larger % of our Client business5%22%Of Client Solutions Margin is from Precision12%Of Client Solutions Revenue is from PrecisionEspecially since Precision is only 5% mercial Client units soldWhy sell workstations?$$$$FRS FY15ConfidentialFRS FY15SAN pellent& EqualLogicPrecision creates lots of “drag”Highest ProSupportattach rateSource: Services Team, based on Q2 data. S&P users buy HIGH VALUE work RedesignDell Force 10HPC Render FarmsDell Power EdgeDell Power Edge CHigh attach rate = higher avg. sale = easier to hit quotaWhy sell workstations?Opens the door for other biz client & data center opportunitiesFRS FY15ConfidentialFRS FY15Source: FY14 YTD Worldwide Data Product Revenue/Margin –Price Band Cube Note: Commercial Client = Opti, Lati, Precision, Market Growth = Opportunity8% CAGR1% CAGRPCsDell PrecisionsWhy sell workstations?FRS FY15ConfidentialFRS FY15Stealing share weakens petitionSource: HP Q3 2013 Quarterly Earnings Report4Q11$10B3Q11$$9B2Q12$$$8B4Q12$$ Precision sales meanHP has less profits to attack us$’s Overall PC revenue is on the decline, but their workstation share is flatWhy sell workstations?FRS FY15ConfidentialFRS FY15We’ve got great momentum?Dell kept #1 Rev position in market share in China, but HP keep the Units #1.?Industry WW WS grew % Y/Y ?HP and Lenovo lost share Y/Y and Q/QWhy sell workstations?FRS FY15ConfidentialFRS FY15We enable customers to do great things!Why sell workstations?FRS FY15ConfidentialStarting the conversation: Our ISV-led approach1