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DES-9131 Specialist - Systems Administrator, Infrastructure Security

Exam Title :
Dell EMC Certified Specialist - Infrastructure Security

Exam ID :
DES-9131

Exam Duration :
90 mins

Questions in test :
60

Passing Score :
63%

Official Training :
Introduction to IT Frameworks and NIST (pre-requisite) - (ES101DSY00354/, ES131DSY00354)

Implementing the NIST Cybersecurity Framework (ES102DSY00786/, ES132DSY00786)

Exam Center :
Pearson VUE

Real Questions :
Dell EMC Infrastructure Security Specialist Real Questions

VCE VCE test :
Dell EMC DES-9131 Certification VCE Practice Test






NIST Framework Overview 10%



- Describe the NIST Framework architecture and purpose including the Core, Tiers, and Profiles

- Describe the Topics associated with the Category layer and explain how they align to the NIST Framework functions


NIST Framework: Identify Function 18%


- Describe what constitutes an asset and which assets need to be protected

- Describe the "who/what/why" of a continuously updated inventory

- Describe how discovery and inventory facilitates the planning effortsassociated with Disaster Recovery, Incident Response, Communications, and Business Impact Analysis

- Describe the controls for the inventory classification and explain the KPIs developed around these controls


NIST Framework: Protect Function 23%


- Describe the need for creating and documenting a baseline configuration

- Explain how the Business Impact Analysis is integral to the protect function

- Describe the role of the Business Continuity Plan and Business Impact Analysis

- Describe the maintenance and access control subcategory controls for the protect function

- Describe the awareness training, data security and protective technology subcategory controls of the protect function


NIST Framework: Detect Function 17%


- Describe the anatomy of a breach, including what constitutes a breach, why and how it happens, and the steps to avoid a breach

- Identify the methods of detection and how detection can be implemented

- Describe the concept and benefits of continuous monitoring

- Identify and explain the subcategories associated with detection and analysis


NIST Framework: Respond Function 17%


- Describe how to quantify the extent of a security breach

- Describe how to contain a security breach

- Understand and construct an effective Incident Response Plan

- Describe the purpose and details of an effective Communications Plan

- Describe the after action plan and review


NIST Framework: Recover Function 15%


- Determine and describe the considerations when implementing a Disaster Recovery Plan (DRP)

- Describe how the BCP (Business Continuity Plan) supports “timely recovery to normal operations to reduce the impact from a cybersecurity incident.”

- Assess and describe the requirements and processes to return to "business as usual"

- Describe the process of understanding the impact to the business, including reputation and revenue
Specialist - Systems Administrator, Infrastructure Security
DELL-EMC Administrator, information search

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Question: 52
The network security team in your company has discovered a threat that leaked partial
data on a compromised file server that handles sensitive information. Containment must
be initiated and addresses by the CSIRT. Service disruption is not a concern because this
server is used only to store files and does not hold any critical workload. Your company
security policy required that all forensic information must be preserved. Which actions
should you take to stop data leakage and comply with requirements of the company
security policy?
A. Disconnect the file server from the network to stop data leakage and keep it powered
on for further analysis.
B. Shut down the server to stop the data leakage and power it up only for further
forensic analysis.
C. Restart the server to purge all malicious connections and keep it powered on for
further analysis.
D. Create a firewall rule to block all external connections for this file server and keep it
powered on for further analysis.
Answer: C
Question: 53
You need to review your current security baseline policy for your company and
determine which security controls need to be applied to the baseline and what changes
have occurred since the last update. Which category addresses this need?
A. ID.AM
B. PR.IP
C. PR.MA
D. ID.SC
Answer: B
Reference:
https://www.google.com/url?
sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=2ahUKEwjjw_fHytHgAhWvyqYKH
XaVAWcQFjAAegQ ICRAC
&url=https%3A%2F%2Fwww.nist.gov%2Fdocument%2Fdraft-cybersecurity-
framework-v11- corexlsx&usg=AOvVaw2wFipKqwxx2QnhlcVB2A7g
Question: 54
A CISO is looking for a solution to lower costs, enhance overall efficiency, and improve
the reliability of monitoring security related information. Which ISCM feature is
recommended?
A. Reporting
B. Provisioning
C. Automation
D. Collection
Answer: C
Reference:
https://nvlpubs.nist.gov/nistpubs/legacy/sp/nistspecialpublication800-137.pdf ( 19)
Question: 55
What is the primary objective of establishing governance and risk management
processes for an organization?
A. Manage assets effectively in accordance with local laws
B. Minimize cybersecurity risks in conjunction with compliance processes
C. Determine compliance controls in accordance with national laws
D. Establish recovery time objectives for critical infrastructure
Answer: B
Question: 56
During what activity does an organization identify and prioritize technical,
organizational, procedural, administrative, and physical security weaknesses?
A. Table top exercise
B. Penetration testing
C. Vulnerability assessment
D. White box testing
Answer: C
Question: 57
Refer to the exhibit.
Your organization’s security team has been working with various business units to
understand their business requirements, risk tolerance, and resources used to create a
Framework Profile. Based on the Profile provided, what entries correspond to labels A,
B, and C?
A. Option A
B. Option B
C. Option C
Answer: A
Question: 58
Which document is designed to limit damage, reduce recovery time, and reduce costs
where possible to the organization?
A. Business Impact Analysis
B. Business Continuity Plan
C. Risk Assessment Strategy
D. Incident Response Plan
Answer: B
Question: 59
A security audit of the systems on a network must be performed to determine their
compliance with security policies. Which control should be used for the audit?
A. PR.DS
B. DE.CM
C. RS.MI
D. ID.AM
Answer: A
Question: 60
In accordance with PR.MA, an organization has just truncated all log files that are more
than 12 months old. This has freed up 25 TB per logging server. What must be updated
once the truncation is verified?
A. SDLC
B. IRP
C. Baseline
D. ISCM
Answer: C
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Melissa King began writing in 2001. She spent three years writing for her local newspaper, "The Colt," writing editorials, news stories, product reviews and entertainment pieces. She is also the owner and operator of Howbert Freelance Writing. King holds an Associate of Arts in communications from Tarrant County College.

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Sources: CEO Gelsinger To Step Down After Dell-EMC Deal Closes, VMware Issues Denial

VMware CEO Pat Gelsinger is planning to leave the company once Dell closes its acquisition of EMC, multiple sources with knowledge of the executive's plans told CRN on Tuesday.

Tony Bates, the former Microsoft executive who joined VMware's board in February, and is currently president of videocamera vendor GoPro, is one candidate being considered to replace Gelsinger, said one source familiar with the CEO search.

Several senior software executives from Dell and EMC are also in the mix for the VMware CEO job, the source added.

[Related: Michael Dell On Dell-EMC's Storage Overlap, Future Acquisitions And The Blockbuster Deal's Channel Impact]

Spokesmen from VMware and EMC denied that Gelsinger is planning to leave the company. "That is categorically untrue," said the EMC spokesman. A Dell spokesman declined to comment.

One high-level EMC source said Gelsinger was directly responsible for the lackluster market performance of the vCloud Air hybrid cloud service, which has struggled to attract customers since launching three years ago. Bill Fathers, the executive in charge of running vCloud Air, left VMware last month.

"There have been a number of missteps at VMware, including vCloud Air," said the EMC source, who didn't want to be named.

The EMC source also suggested that Gelsinger hasn't played a cooperative role in EMC's Federation of subsidiary companies, which includes VMware, RSA, Pivotal, VCE and Virtustream.

"Our success is predicated on people working together -- not apart from one another. Whether it is Virtustream or Pivotal, we need to work together. Pat is not an easy guy to work with. Pat likes to do what Pat likes," said the EMC source.

The feeling inside Dell Technologies and EMC is that Gelsinger is not collaborating with the rest of the technology team, said the EMC source. "The goal of Dell Technologies is to work closer as a team," said the source. "I don't know if Pat is completely on board with that model."

Some of CRN's sources said VMware plans to announce Gelsinger's departure at its annual VMworld conference, which is being held from Aug. 28 to Sept. 1 in Las Vegas.

Shortly after Dell announced its $67 billion bid to acquire EMC last October -- the largest deal in technology industry history -- EMC and VMware agreed to combine vCloud Air and EMC's Virtustream into a cloud joint venture.

But VMware shares plummeted in the wake of the announcement, as shareholders weren't happy that VMware would be taking on $200 million to $300 million in costs associated with the formation of the new cloud company. VMware pulled out of the joint venture in December.

Sources told CRN at the time that the vCloud Air-Virtustream joint venture idea came not from Gelsinger, but from EMC's top leadership.

"VMware didn't want anything to do with the joint venture, and the Virtustream people didn't want anything to do with it, either," one source close to VMware and EMC told CRN in January. "The old guard at EMC was trying to force the entire thing."

Re/code reported in February that EMC CEO Joe Tucci was "said to have been annoyed" by VMware's decision to pull out of the joint venture.

Speculation about Gelsinger's future at Dell Technologies spiked last week after he didn't make his customary appearance at parent company's EMC World event. Gelsinger's traditional keynote slot was filled by Dell CEO Michael Dell.

Gelsinger joined VMware in August 2012 from EMC, where he was president and COO of the storage giant's Information Infrastructure Products division. Gelsinger started his career at Intel and spent 30 years at the chipmaker, serving as its first CTO and leading development of the original 486 processor.

Gelsinger immediately won favor with VMware partners and customers by ending vRAM, the controversial vSphere server virtualization licensing scheme that Maritz had introduced. Gelsinger also unwound Maritz's strategy of building a portolio of apps free from any ties to Windows, selling Zimbra and Socialcast in 2013.

Under Gelsinger's leadership, VMware's annual revenue has grown from $4.6 billion to around $6.5 billion. Although sales of the vSphere server virtualization cash cow are declining, Gelsinger has steered VMware's focus toward NSX software-defined networking and VSAN software-defined storage businesses, which are both seeing promising revenue and customer growth.

Gelsinger also pulled the trigger on VMware's largest acquisition ever -- its $1.54 billion purchase of AirWatch in 2014 -- giving the virtualization vendor much-needed credibility in a mobile device management market in which it had long sought traction. AirWatch had total bookings of $370 million in VMware's fiscal 2015.

Meanwhile, Gelsinger has seen several of his top executives depart over the past nine months, including CTO Ben Fathi, COO Carl Eschenbach, CFO Jonathan Chadwick, and Martin Casado, the former CTO of Nicira and head of VMware's security and networking business.

During VMware's first quarter earnings call last month, a Wall Street analyst asked Gelsinger if these departures would impact VMware's business. He responded by noting that VMware is still having no problem attracting top talent.

"I want to just say overall, we've managed through these transitions highly effectively, and I'm quite proud of my leadership team in getting that done," Gelsinger said.

Tue, 10 May 2016 12:28:00 -0500 text/html https://www.crn.com/news/virtualization/300080656/sources-ceo-gelsinger-to-step-down-after-dell-emc-deal-closes-vmware-issues-denial
Administrator Information

Preparing for the Evaluation Period

Please be aware that classes need to meet minimum enrollment, have at least one instructor listed, and not be on an exceptions list (more information available in the CTEC Guidelines section) in order to be evaluated. Individuals listed as Course Coordinator in CAESAR are not considered instructors and also not evaluated.

All instructors and TAs who should be evaluated need to be listed in CAESAR. If they are not listed in CAESAR on the primary scheduled component (i.e. lecture rather than discussions), they will not be included on the evaluation form.

Please make sure to review all instructor/TA assignments for your department's classes to ensure the correct individuals are evaluated, and to prevent issues with missing instructors/TAs.

Accessing Reports as an Administrator

To access available individual admin reports for instructors and TAs in your department (security access required), select from the following options:

  1. Sign in to CAESAR as an administrator and navigate to "Search CTECs for Admin" Instructions: https://www.northwestern.edu/ses/staff/ctecs/running-ctec-instructor-reports-in-ses-caesar.html
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To access available individual reports published to students for instructors outside of your department, sign in to CAESAR as an administrator and navigate to "Search CTECs" or "Search CTECs FLUID".

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Aggregate reports (the data can be queried across terms, courses, instructors, etc.) for instructors and TAs are available through Cognos BI. The data available in BI include numerical response averages to core standard questions, and do not include department specific or qualitative questions. Those with Administrative access to CAESAR should have access to pull BI reports. Full instructor reports can currently only be pulled individually through CAESAR or Blue.

Spring 2020 Reports

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Best IT Certifications for 2024

Earning specialized certifications is a surefire way to advance your career in the IT field, regardless of industry or current career level. The right certification validates your skills and knowledge, which makes you more desirable to future employers who want to attract and retain the best employees. Below, we’ll explore the top IT certifications and share how to examine your goals to choose the right path forward. 

We’ve narrowed IT certifications into specific categories to help IT professionals assess what’s available and pursue the best certifications to show their willingness to learn and develop the in-demand career skills employers want.

Best database certifications 

Database platforms have changed greatly over the years, but database technology remains important for various applications and computing tasks. Available certifications for IT professionals include those for database administrators (DBAs), database developers, data analysts and architects, business intelligence, and data warehousing specialists, and other data professionals.

Obtaining database certifications demonstrates an understanding of database concepts, design, implementation, administration and security. This can boost your credibility in the job market and show potential employers that you have the skills needed to work with databases. The best database certifications include the following:

Best SAS certifications 

SAS is one of the world’s leading firms for business analytics, data warehousing and data mining. Today, the SAS Global Certification Program offers 23 credentials across categories including foundation tools, advanced analytics, business intelligence, data management and administration.

SAS programmers remain in high demand, with a quick search of job boards showing thousands of open positions. Obtaining SAS certification shows employers that you are proficient in the company’s popular suite of tools. Some of SAS’s certification programs include the following: 

Many professionals earn certifications to help navigate their career paths. According to the IT Salary Report, 92 percent of information technology professionals have at least one certification.

Best Cisco certifications 

Cisco Systems is a market leader not only in networking and communications products, but also storage networking and solutions for data centers. Cisco offers a variety of certifications for IT professionals, ranging from entry level credentials to expert-level exams. 

These certifications prepare professionals for Cisco-related careers. A search of job boards reveals thousands of open positions for Cisco experts, underscoring the continued relevance of these skills. Some of Cisco’s certifications include the following:

Best Dell certifications 

Dell Technologies remains one of the world’s leading computing companies. In addition to its well-known hardware lineup, Dell also offers solutions for networks, storage, servers, gateways and embedded computing, as well as a broad range of IT and business services.

Becoming certified in Dell products can help make IT professionals competitive in engineering roles for server, virtualization, networking, systems, integration and data security. Additional roles include consultants, account executives, system administrators, IT managers and deployment managers.

Best mobility certifications 

In the mobile era, it has become increasingly important for network engineers to support local, remote and mobile users, as well as provide proper infrastructure. The focus on application and app development now leans more toward mobile environments, requiring security professionals to thoroughly address mobility from all perspectives.

Due to the fast-changing nature of mobile technology, not many mobility certifications have become widely adopted. However, a few of the top mobility certifications can help IT professionals stand out in this rapidly evolving field. 

If part of your job includes selling and implementing an IT solution, you may want to pursue the best sales certifications. You’ll show your organization that you’re willing to go above and beyond to reach sales targets.

Best computer hardware certifications 

As remote and computer-based work has become more common, it’s more important than ever that businesses and individuals be able to maintain their hardware. While discussions about potential computer-related jobs often revolve around software work and coding, jumping into the IT field by becoming a computer technician is an excellent starting point.

Today, thousands of hardware technician jobs are available across the country. Entering this industry becomes more accessible for those who acquire computer hardware certifications. These certifications can showcase your expertise and proficiency in the upkeep of computers, mobile devices, printers and other hardware components.

Best Google Cloud certifications 

IT pros with solid cloud computing skills continue to be in high demand as more companies adopt cloud technologies. Today, Google Cloud is one of the market leaders in the cloud computing space. 

Regardless of where you are in your IT career, engaging with certification programs can demonstrate your willingness to keep on top of rapidly evolving cloud technologies. To that end, Google has introduced a host of certifications for its cloud platform, including the following: 

Best evergreen IT certifications

In the fast-changing world of technology, it can help to focus on certifications that have stood the test of time. “Evergreen” refers to certifications that remain popular year after year. 

The top evergreen certifications are based on recent pay surveys in IT, reports from IT professionals about certifications they want or pursue the most, and those that appear most frequently in online job postings. Obtaining these credentials is one step toward ensuring that your skills remain relevant for a long time: 

Best IT governance certifications 

IT governance provides structure for aligning a company’s IT with its business strategies. Organizations faced with compliance rigors always need experienced IT pros who can see the big picture and understand technology risks. This means certified IT governance professionals are likely to remain in high demand.

Earning one of the following certifications proves a commitment to understanding the role of IT governance and its position in a company’s current and future success. Getting certified can validate your expert knowledge and lead to advanced career opportunities.

Best system administrator certifications 

An IT system administrator is responsible for managing and maintaining the information technology infrastructure within an organization. The position demands sought-after career skills, ranging from configuring and maintaining servers and clients to managing access controls, network services, and addressing application resource requirements.

If you’re in charge of managing modern servers, there’s a long list of tools and technologies that system administrators must master. Obtaining some of the most prominent system administrator certifications can demonstrate your mastery to potential employers. 

Best ITIL certifications 

ITIL, or Information Technology Infrastructure Library, was developed to establish standardized best practices for IT services within government agencies. Over the ensuing four decades, businesses of all types embraced, modified, and extended ITIL, shaping it into a comprehensive framework for managing IT service delivery. 

The ITIL framework remains the benchmark for best practices in IT service and delivery management, offering certification programs that cater to IT professionals at all levels. These training and certification courses ensure that IT professionals stay well-prepared for the ongoing evolution in IT service delivery management. There are four certifications in the ITIL certification program:

Best enterprise architect certifications 

An IT enterprise architect is responsible for designing and managing the overall structure and framework of an organization’s information technology system. Enterprise architect certifications are among the highest that an IT professional can achieve; fewer than 1 percent ultimately reach this level. 

Enterprise architects are among the highest-paid employees and consultants in the tech industry. These certifications can put IT professionals on a path to many lucrative positions. The average worker earns over six figures annually. Some top enterprise architect certifications are listed below:

To become an enterprise IT architect, you’ll need knowledge of systems deployment, design and architecture, as well as a strong business foundation.

Best CompTIA certifications

CompTIA is a nonprofit trade association made up of more than 2,000 member organizations and 3,000 business partners. The organization’s vendor-neutral certification program is one of the best recognized in the IT industry. Since CompTIA developed its A+ credential in 1993, it has issued more than two million certifications.

CompTIA certifications are grouped by skill set and focus on the real-world skills IT professionals need. Armed with these credentials, you can demonstrate that you know how to manage and support IT infrastructure. 

Best Oracle certifications 

A longtime leader in database software, Oracle also offers cloud solutions, servers, engineered systems, storage, and more. The company has more than 430,000 customers in 175 countries. 

Today, Oracle’s training program offers six certification levels that span 16 product categories with more than 200 individual credentials. Considering the depth and breadth of this program — and the number of Oracle customers — it’s no surprise that Oracle certifications are highly sought after. 

Vendor-specific certifications address a particular vendor’s hardware and software. For example, you can pursue Oracle certifications and Dell certifications to become an expert in those companies’ environments.

Best business continuity and disaster recovery certifications

Business continuity and disaster recovery keep systems running and data available in the event of interruptions or faults. These programs bring systems back to normal operation after a disaster has occurred.

Business continuity and disaster recovery certifications are seeing a healthy uptrend as new cloud-based tools grow in popularity. While business continuity planning and disaster recovery planning have always been essential, they’re becoming more critical than ever — and IT certifications are following suit.

Tue, 02 Jan 2024 09:59:00 -0600 en text/html https://www.businessnewsdaily.com/10953-best-it-certifications.html
Dell Technologies to participate in Fireside Chat in January No result found, try new keyword!ROUND ROCK, Texas, Jan. 3, 2024 /PRNewswire/ -- Dell Technologies (NYSE: DELL) announces that Michael Dell, chairman and chief executive officer, will participate in a virtual fireside chat hosted by ... Wed, 03 Jan 2024 08:39:00 -0600 en-US text/html https://www.tmcnet.com/usubmit/-dell-technologies-participate-fireside-chat-january-/2024/01/03/9940150.htm The Dell-EMC Squeeze

"We purchased the array through Dell for their support of EMC products," said Mark Craft, systems administrator at Dewberry and Davis. "So far, we haven't had any complaints."

>> Reseller and licensing pact for Clariion arrays has solution providers hard-pressed to hold off direct computer giant's aggressive storage push

But such a deal represents a big source of complaints among EMC solution providers. Many say the Hopkinton, Mass., storage vendor's Clariion reseller pact with Dell,now a year old,is squeezing their business because the direct computer seller wields a pricing advantage. Some EMC channel partners, in fact, say that Dell hardware in the data center almost ensures a lost sales opportunity for them, and others are concerned that Dell, Round Rock, Texas, could gobble up other segments of the EMC channel.

Their dismay comes with good reason, since Dell has become EMC's biggest storage reseller. EMC CEO Joe Tucci said at a recent conference that one-third of the vendor's Clariion revenue comes via Dell, with solution provider and direct sales also each accounting for one-third of the product line's revenue. The Dell business, however, is the fastest growing segment of the three, Tucci said.

The Dell-EMC alliance particularly has become a thorn in the side of storage solution providers in the enterprise Windows space. For example, Pat Edwards, vice president of sales at Alliance Technology Group, a Hanover, Md.-based solution provider, bristles when people call Dell a reseller of EMC products.

"We're not in the same category with Dell," Edwards said. "EMC gets away with [selling around solution providers by saying that they don't sell direct. They sell to a direct manufacturer like Dell and wash their hands of it."

\

Pat Edwards, vice president of sales at Alliance Technology Group, says it's tough to sell EMC storage to clients with Dell servers.

For storage-only solution providers, selling to a customer that has Dell servers in place is tough, Edwards noted. "If I want to compete there, I have to sell Hewlett-Packard, IBM or Sun servers. But I don't lead with servers," he said. "I will provide servers as a bundle with storage if customers need it. But it's not our business."

If a solution provider enters a customer site and sees Dell products on the floor, it's assumed that the customer shops only for the best price, Edwards added. "Our salesperson will ask if the customer is talking to other vendors. If they say no, we know they're lying," he said.

The Dell relationship is one of the few black marks on EMC's otherwise channel-friendly record, the storage vendor's partners say. Yet Gregg Ambulos, vice president of global channels at EMC, said there's no reason for solution providers to compete with Dell head-to-head on Clariion arrays.

Most of EMC's Dell business should come from the low-cost Windows NT market with EMC's new CX200 entry-level array, while solution providers can serve customers with the midrange CX400 and enterprise-class CX600 arrays, Ambulos said. What's more, solution providers' ability to offer customers complete solutions separates them from low-cost providers like Dell, he said.

"If a solution provider wants to compete head-on with Dell on hardware price, nine times out of 10 Dell will win," Ambulos said. "But if they target solutions, nine of 10 times the VAR will win."

While Dell receives better pricing from EMC than solution providers do, the arrangement is no different than the volume pricing EMC offers its largest partners, Ambulos said, adding that he can't recall a single solution provider that has left EMC because of its Dell relationship.

"If this was having a dramatic impact on the market, we would have a lot of partners question the relationship," he said. "Dell is a key partner of ours, but so are other channel partners."

\

'If a solution provider wants to compete head-on with Dell on hardware price, nine times out of 10 Dell will win. But if they target solutions, nine of 10 times the VAR will win.' -- Gregg Ambulos, EMC

J. Edward McCann, regional manager at Continental Resources, a Bedford, Mass.-based solution provider, said his company isn't very thinking about competition from Dell right now. "Dell has done a real good job with its pricing. Once a customer has Dell servers, storage sales are tough. But if we are talking about a large solution, we can beat Dell," he said.

However, as Dell grows the market share for its EMC arrays in the Windows space, there's nothing to prevent it from entering the Unix space, said McCann, whose company is a Sun Microsystems partner.

"If Dell comes in from the NT side to my Unix side and offers service contracts that cost a third of mine, it will hurt the channel. If there is a large enough price delta, common sense says it will hurt us," he said.

And that scenario stands as a real possibility, if things go according to Dell's plans. When EMC introduced its CX600 array in August, Dell said it would use the array to enter the heterogeneous Unix/NT enterprise space and target Unix-only shops for the first time with its commodity-based pricing model.

But since then, Dell has relied on services and its ability to target key markets to ensure that it doesn't compete on price alone, said Terry Klein, vice president of the Advanced Systems Group for Dell Americas. Dell, which sells the Clariion arrays under the Dell-EMC name, is rarely the low-cost leader, Klein said. About 80 percent of the installation and product-readiness services related to Dell servers and Dell-EMC arrays are done by Dell staff, with help from EMC personnel when needed, he said.

\

EMC expects most of its Dell business to come from its new Clariion CX200 entry-level array (l.), with solution providers serving customers using the midrange CX400 (center) and enterprise-class CX600 (r.) arrays.

"Because we mandate these services, we find that [with the actual end-user sales price for the entire bundled configuration, we are rarely the low-cost Clariion provider to an end user," Klein said.

"We may have really aggressive hardware rates, but we find that very few other [EMC channel partners are mandating three years [of warranty or their own installation and/or minimal set of product readiness," he said. "Most of them have one year of service-type of warranty agreements. It's something that we battle with our sales organization about because that's not a typical Dell proposition. We're used to being low-cost, and we end up having to sell more on the value of understanding how this space works."

Because of such services, Dell ends up with a higher price than its competitors,including solution providers,in about eight out of 10 cases, according to Klein. However, about 95 percent of storage sales have gone into Dell server environments, he added.

"There are very few cases where we're going to sell the EMC product where we don't already have the servers," Klein said. "[These customers value our knowledge of Windows. They value our knowledge of the Linux environment. And they value us doing complete sets of server-storage consolidation. If we don't have that element with the customer, it doesn't matter if we're the low-cost provider or the high-cost provider. They won't buy it from us."

The frequency with which Dell competes against solution providers depends on the customer type, according to Klein. For instance, in the Fortune 2000 space, it's rare for Dell to go up against EMC channel partners, but in the government space,where Dell's server market share tops 50 percent,competition depends on which integrator owns a particular government contract, he said.

Similarly, while Dell pretty much owns the state and local government market and the education space either directly or via its relationship with EDS, it has trouble against EMC partners in the health-care arena, Klein said.

Indeed, if EMC solution providers leverage the Dell-EMC relationship, it can mean more business for them, said Bill Taylor, director of EMC's global channel development group.

"I can ensure you that a lot of our partners are doing well with the Clariion business because of all the Dell hype," Taylor said. "It's a brand-name recognition game."

Some solution providers say they're finding that Dell's sales of Clariion arrays can even benefit their business. "We can get some services from Dell because of customer needs," said Chris Swahn, national president of sales at Amherst Corporate Computer Sales and Solutions, Merrimack, N.H. "Our technology, integration and delivery capabilities offer value to our customers. We do a lot of imaging, ghosting and loads on Dell servers."

For Amherst, the Dell-EMC alliance is a minimal factor in the midrange and enterprise spaces, but that could change, said Swahn. "Even in the midrange shops that have Dell relationships, we're not seeing a lot of action with Dell storage. Of course, maybe the other shoe will fall, and [Dell will come in later," he said.

A former EMC partner, Amherst is mulling the possibility of reuniting with the vendor now that its channel-unfriendly past is fading away, according to Swahn.

"EMC wants to get into the SMB market. [Now they're looking at how to do it," he said. "They already have the best technology. So we're evaluating them again, based not on technology but on their channel capabilities."

Alliance Technology Group also had previously dropped EMC's Clariion line, but the solution provider recently decided to restart its Clariion relationship with the vendor, Edwards said.

And those solution providers likely will see more competition. Looking ahead, Dell and EMC executives expect their relationship to expand.

In late October, the vendors announced that EMC had licensed Dell to manufacture the entry-level CX200, slated to ship early this month. EMC's Tucci also said he isn't ruling out the possibility that Dell could eventually make Clariion storage arrays for the rest of EMC's channel,a move that some industry observers say would put EMC partners in the difficult position of purchasing EMC products from its strongest competitor.

"We are not closing any doors," Tucci said. "We continually [review it, like any relationship. In any relationship, you plant the seeds, grow and learn from each other. Right now, far and away, the volume seller by Dell will be the CX200. And they are manufacturing it to control their own destiny."

The fact that future EMC arrays could be manufactured in conjunction with Dell doesn't concern Kevin Reith, manager of strategic technology at Info Systems, a Wilmington, Del.-based solution provider.

"Who makes it is not important," Reith said. "I believe in the virtual organization: Do what you do best, and let others do the rest. So it doesn't bother me. What's more important is how they support and market the products."

STEVEN BURKE contributed to this story.

Mon, 18 Dec 2023 04:18:00 -0600 text/html https://www.crn.com/features/storage/18820703/the-dell-emc-squeeze
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A fun activity that supports Dippy on Tour, Dippy and Fern the fox lead kids through a series of exploratory games that encourage them to venture outdoors and interact with the nature in their area while learning about science.

Through their generous support of Dippy on Tour and Dippy's Naturenauts, Dell EMC helped the Museum to help the next generation of scientists engage with the natural world through a leading a digital experience, guiding and engage them in scientific thinking. 

Fri, 21 Jul 2023 17:40:00 -0500 en text/html https://www.nhm.ac.uk/support-us/our-supporters/dell-emc.html
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