Client Solutions Playbook Channel Version Q3 FY16 Commercial Value Proposition Security Dell Data Protection benefits Comprehensive protection Dell’s industry-leading endpoint securi- Dell Data Protection | Encryption solu- • Protect data on any device, ty solutions protect your data wherever tions flexibly scale to fit your needs, external media and in the cloud it goes while seamlessly integrating into including the highest level of protection with flexible options, including your IT processes and enabling end us- (FIPS 140-2, level 3), and Dell offers the highest level of FIPS 140-2. ers to work the way they want, on the the broadest range of fully-integrated • Enable Dell’s broad range of devices they want. advanced authentication solutions, fully-integrated advanced such as FIPS-certified smart card and authentication options, includ- It is the industry’s most comprehensive fingerprint readers, for stronger protec- ing fingerprint, smart card and data protection for securing end user tion against unauthorized users. Finally, contactless smart card readers data on any device, external media, only Dell provides proactive malware and unique hardware credential and in the cloud. Our solutions enable protection on every commercial PC to processing. end users to work with the tools they stop even the most advanced attacks in • Automatically detect and block know and love without interruption or their tracks. all malicious behavior – even compromised performance, and only zero-day attacks. Dell gives IT an easy way to deploy and Learn more at Dell.com/DataProtection centrally manage all their endpoint Simplified management security and compliance needs without • Easily implement encryption, disrupting their existing processes, such authentication, and malware pre- as patch management. vention — right out of the box. • Remotely manage encryption and authentication policies with a single console designed to work seamlessly with existing IT processes. • Save IT countless hours of re- mediation work by proactively preventing malware attacks. Easier compliance • Deploy, enforce and audit compliance policies with pre-set compliance templates. End user productivity • Empower employees to securely work anytime, anywhere, on any device without disruption. • Enable employees to log in once without having to memorize multiple passwords. • Protect employees from targeted attacks without interrupting workflow. Competitive comparison Lenovo lacks many end-point security options and offers lower FIPS certification. Dell’s security expertise is much broader than with Dell Securework leading Man- aged Security Services on Gartner Magic Quadrant, Dell Sonicwall for networking and Dell Quest on identity management. • Network Security Next-Generation • Secure Remote Access • Endpoint Security • Compliance & IT Governance • Security Services • Cloud Security Learn more at Dell.com/DataProtection Manageability Deploy Dell offers the world’s most manage- • 77% fewer steps to import able client devices by building unique drivers versus competition1; systems management capabilities into about 30 min work time. our Latitude, OptiPlex Dell Precision and • 55% fewer steps to import Dell Venue Pro 11 systems combined WinPE drivers1. with Dell Client Command Suite, free automation tools that help automate • 46% fewer steps to task se- 1 remote system management. quences . Dell goes above and beyond with: Dell Configuration and Deploy- ment services for fast and efficient Faster Deployments imaging delivered directly to the Less steps with simple and easy-to-use, end user. free automation tools with Microsoft Systems Center 2012 integration Dell Services integrated with Dell Exclusive Intel vPro capabilities Best integration of monitoring of Partner network offer scalablility Power, Inventory , and Warranty Out-of-band remote manageability with and proximity benefits. Dell Power Manager, inventory track- four unique functions: ing for hardware & software, warranty reporting • Update one time for multiple sys- Monitor tems (our 1-to-many advantage) Most Generations of Updates • Remote BIOS management Easier access to warranty and ser- Full support over the depreciated life- • Remote hard drive wipe vice tag information, on system or time. Ex. Dell Driver CABs are supported • Remotely adjust power settings online with Dell Online tools. for five generations of Dell Latitude – longer than any other hardware provider Discover more about Dell Client Com- mand suite at dell.com/command Exclusive Dell vPro extensions provide more health and status information. The typical amount of Competitive comparison PC downtime experienced by the Lenovo relies on third party solutions. HP offers proprietary solutions or basic user is reduced by 37% with Intel third party support. vPro. Slower CAB files deployment, fewer BIOS settings and template options, While HP offers more than Lenovo, the Track and dispatch warranty parts basic support of out-of-band system choice between expensive consult- directly and save time with Dell management or lack of DASH certifica- ing based solutions or basic third party ProSupport options. tion are just a few gaps between Dell support limits TCO saving opportunities. and Lenovo on the manageability side. Dell offers also both benefits, but invests into Microsoft SCCM extensions and Lenovo gaps visual comparison. LanDesk support. Update Update BIOS in 13 seconds with 75% less time versus Lenovo. The only 1 to many out-of-band management capability in the industry. DASH certified systems: Dell now up to 89 systems; HP has 49; Lenovo doesn’t have any. Dell provides updates for up to 5 generations of commercial PCs, HP and Lenovo do not. Dell is the first OEM to offer a PowerShell Provider for BIOS management Sources: 1) Principled Technologies report: Dell client management tools 2) Based on IDC costs measurements per IT maturity and Gartner IT accounting model, we have an 85% confidence level that market average cost is $40+ par client per month. Reliability Dell offers outstanding reliability, with products that are designed, tested and engineered to deliver a flawless experi- ence every time. Dell is the only Tier 1 vendor offering end-point devices from the boardroom to the battlefield and everything in between. Dell’s rugged learnings bolster the rest of our business client portfolio. Materials and components Dell selects premium materials and components and puts them trough the test to help ensure highest PC reliability. Dell is the only vendor using massively Corning Gorilla Glass across commer- Competitive testing Engineering durability cial laptops and workstations. It has 10x Since August 2011 and Dell Latitude Dell is one of the few manufacturer the scratch resistance, it is further tested tests performed by Principled Technolo- creating fully-rugged and Department against bending and has the brightest gies, Dell Latitude have outperformed of Defense ready laptops. Years of en- viewing experience. their competitive counterpart on dura- gineering experience in order to survive bility and other specifications. the thoughest field conditions have not While marketing carbon fiber is com- only strenghen our rugged portfolio. mon amongst PC vendor, Dell does not Dell Latitude 5000 series have been simply blend a few percent of carbon tested early this year and once more Dell leverages expertise with materials fiber dust into plastic. Dell uses woven- demonstrated better durability and more and manufacturing processes in order carbon fiber with resin reinforcement battery life; full results being availablie to improve other lines of business. For in order to strengthen our laptops in all on www.principledtechnologies.com. instance cooling systems that survive directions. deserts heat or simply hinges and hard MIL-STD-810G testing is done with drive protection. All components and systems go under- more rigor than most of our competi- go rigorous reliability testing, also know tors. Dell is doing more tests, using 3rd as highly accelerated life tests. Party testing facilities and publishing the testing results with detailled procedure and pass criteria’s. Being transparent about the MIL-STD- 810G testing comes from our rugged product development heritage. Law enforcement, military and construction customers are very knowledgable about durability testing and require details. Lenovo on reliability Lenovo is telling their customers that Dell has fresh data from 2015 to share “Product reliability and performance they have better reliability and durability on the matter. are the two biggest drivers of customer using a 2011 TBR study as a proof point. loyalty to a product. According to TBR’s Dell commissioned TBR 2013 study CSAT study, Dell maintained a leading shows a different story. “Dell notebooks are the most position among enterprise notebook reliable according to Customer vendors and achieved a higher satisfac- Lenovo misleads audience: Satisfaction Research” tion score than the average of the en- terprise notebook market. Similarly, Dell 1) Lenovo uses data from markets where TBR, January 2015 outperformed other notebook vendors they primarily sell high-end systems in in performance. Dell maintained a lead- comparison to Dell’s mix of high and Dell outscored the competition for the ing position in ongoing hardware quality low-end systems. 3rd consecutive quarter, finishing 1st in and performance for the first three all 22 satisfaction attributes. quarters of 2014. 2) Lenovo is using an unaccredited TBR report from 2011 and attempt to