Client Solutions Playbook Q4 FY16 Updated 11.09.15 1 Commercial Value Proposition 2 Security Dell Data Protection benefits Dell’s industry-leading endpoint securi- Comprehensive protection Dell Data Protection | Encryption • Protect data on any device, ty solutions protect your data wherever solutions flexibly scale to fit your needs, it goes while seamlessly integrating into external media and in the cloud including the highest level of protection with flexible options, including your IT processes and enabling end (FIPS 140-2, level 3), and Dell offers users to work the way they want, on the the highest level of FIPS 140-2. 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, It is the industry’s most comprehensive fingerprint readers, for stronger including fingerprint, smart data protection for securing end user protection against unauthorized users. card and contactless smart data on any device, external media, Finally, only Dell provides proactive card readers and unique and in the cloud. Our solutions enable malware protection on every hardware credential end users to work with the tools they commercial PC to stop even the most processing. know and love without interruption or advanced attacks in their tracks. • Automatically detect and block compromised performance, and only all malicious behavior – even Dell gives IT an easy way to deploy and Learn more at Dell.com/DataProtection zero-day attacks. centrally manage all their endpoint Simplified management security and compliance needs without • Easily implement encryption, disrupting their existing processes, such authentication, and malware as patch management. prevention — 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 remediation 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 with Dell Securework leading Managed Security Services, 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 Dell - Internal Use - Confidential 3 Manageability Deploy Dell offers the world’s most manageable client devices by building unique • 77% fewer steps to import systems management capabilities into drivers versus competition1; our Latitude, OptiPlex Dell Precision, about 30 min work time. Dell Venue Pro 11 and XPS notebook • 55% fewer steps to import systems combined with Dell Client WinPE drivers1. Command Suite, free automation tools • 46% fewer steps to task that help automate remote system sequences1. management. Dell goes above and beyond with: Dell Configuration and Deploy- ment services for fast and efficient Faster Deployments Less steps with simple and easy-to-use, imaging delivered directly to the free automation tools with Microsoft end user. System Center 2012 integration Dell Services integrated with Dell Exclusive Intel vPro capabilities Partner network offer scalablility Best integration of monitoring of Power, Inventory , and Warranty Dell Out-of-band remote manageability with and proximity benefits. Power Manager, inventory tracking four unique functions: for hardware & software, warranty reporting • Update one time for multiple Monitor systems (our 1-to-many advantage) Most Generations of Updates • Remote BIOS management Easier access to warranty and Full support over the depreciated • Remote hard drive wipe service tag information, on lifetime. Ex. Dell Driver CABs are • Remotely adjust power settings system or online with Dell Online supported for five generations of Dell tools. Latitude – longer than any other Discover more about Dell Client Com- hardware provider mand suite at dell.com/command Dell offers over 2000 data points for inventory or heath status Competitive comparison HP offers proprietary solutions or basic monitoring of Dell business class Lenovo relies on third party solutions. third party support. systems. Out of band monitoring Slower CAB files deployment, fewer is also available through our vPro While HP offers more than Lenovo, the BIOS settings and template options, extensions. basic support of out-of-band system choice between expensive consulting management or lack of DASH based solutions or basic third party Track and dispatch warranty parts support limits TCO saving opportunities. certification are just a few gaps directly and save time with Dell Dell offers also both benefits, but invests between Dell and Lenovo on the ProSupport options. manageability side. into Microsoft SCCM extensions, LanDesk support and develops similar Lenovo gaps visual comparison. functionality right into KACE appliances. 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. Dell - Internal Use - Confidential 4 Reliability Dell offers outstanding reliability, with products that are designed, tested and engineered to deliver a flawless experience 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. Customer-led design Dell has a team dedicated to improving product design and functionality by leveraging formal analysis of customer experience and user feedback. • Competitor spec-to-spec database of more than 447 Dell and competitive System Testing beyond normal limits Traceability enables consistent quality products Dell is the only Tier 1 vendor offering end- Dell has unique system traceability, and we • 43 physical analysis workshops, tearing point devices from the boardroom to the can even take it down to the component down 193 Dell and competitor systems battlefield with our Latitude portfolio level, enabling us to surgically analyze the this year including Ruggedized systems. quality of individual parts. • Design insights and data used to validate Dell has state-of-the-art reliability test This is due to Dell requiring a PPID label findings and to integrate into customer- equipment so we can test beyond typical (Piece Part ID) for global hardware driven development usage models and design robust products. identification. Highly Accelerated Life Testing (H.A.L.T) Dell tracks daily reliability performance for Stringent component qualification subjects our PC’s to severe temperature, over 65,000,000 systems in the field. Dell ensures operating margins by testing to the humidity, and shock & vibe conditions to validate our designs and margins. Our direct model gives us confidence that we system level and individual component level. have access to more product quality data than Commercial client products invest in the best anyone – enabling us to consistently deliver internal components through tight quality products and to address issues faster specifications and sourcing requirements. than our competitors. Feedback from Dell suppliers: Dell’s test methodology and component specifications are Top reasons to believe among the most stringent they’ve seen. Example: up to 1/3 of the industry’s standard • We have a dedicated team of electrolytic capacitor suppliers do not meet Reliability and Quality Dell’s high quality requirements. engineers and experts Lenovo on reliability • In the past two years, Dell Lenovo is telling their customers that has pulled key quality testing they have better reliability and durability in-house to avoid any quality using a 2011 TBR study as a proof point. Dell outscored the competition for the 3rd compromises and enable A Dell commissioned TBR 2013 study consecutive quarter, finishing 1st in all 22 better reliability shows a different story. satisfaction attributes. Lenovo’s document is misleading: “Product reliability and performance • Resolving hard drive issues are the two biggest drivers of customer loyalty with ProSupport Plus requires 1) It uses data from markets where to a product. According to TBR’s CSAT study, 58% fewer user steps than HP Lenovo sells high-end systems in Dell maintained a leading position among & Lenovo comparison to a Dell mix of high and enterprise notebook vendors and achieved a low-end systems. higher satisfaction score than the average of • 97% of business client the en- terprise notebook market.