Today, the way we work and where we work continues to evolve at a breakneck pace. And while remote work is not a new concept, it is becoming more and more pervasive. People in a wide range of roles and organizations are now operating remotely— by some estimates about 40 percent of them.
Where people work in the future will become even more fluid, as enterprises seek to build on the advantages of enabling remote work, most notably enhanced innovation, increased productivity, and lower costs. In just three years from now some analysts predict that remote work will become even more commonplace, with up to 50 percent of employees working away from the office.
One of the best ways in which enterprises intend on reaping these benefits is to adopt a well-conceived VDI strategy. This is mainly because VDI solutions are designed to support collaboration, maintain security, and provide multiple ways for users to access compute and storage resources. For solution providers this provides an outstanding opportunity to help their customers design and implement a successful VDI strategy.
Dell Technologies is committed to helping partners in assisting their customers in successfully adapting to the new normal, with solutions that deliver high-quality user experiences and simplify how to deliver, protect, and manage VDI.
Adopting or expanding VDI requires a commitment to ongoing digital transformation
Here are three key areas where solution providers can accelerate value:
Enhance customer user, data, application, and endpoint security - Empowering customer remote workforces means placing more devices and data out of direct IT control, increasing their vulnerability to data theft and cyberattacks. Dell Technologies solutions for VDI help them maintain security without sacrificing productivity. By centrally storing data and applications in the data center, users can remain productive while data and applications stay safely behind the corporate firewall.
Deliver high-performance user experiences - Users have high expectations for performance and availability no matter where they’re working. IT is challenged to make sure resources match increasing demands for fast delivery, predictable scale, and high performance. VDI solutions require the ability to scale up and down according to demand. Dell Technologies VDI solutions deliver desktop-like performance in a reliable environment, reducing downtime and enabling anytime, anywhere digital workplaces. Support for NVIDIA® GPUs enables IT to provide beyond workstation-level performance for graphics-intensive workloads for power users wherever they are.
Streamline IT resources and improve productivity - Workforce productivity increases when employees can securely access their desktops and applications from their preferred devices at the times and places they choose to work. Dell Technologies solutions for VDI enable IT to dynamically allocate resources to respond faster to users and business demands so workers can access the resources and tools they need – when they need them. Plus, IT can centrally manage the virtual desktop from the data center and save time and money by troubleshooting personal computers remotely instead of physically visiting each one. Wherever a virtual desktop is deployed, it is up to date and patched while also appropriately configured to secure resources.
Dell partners can complete their VDI solution with Dell thin clients
Purpose-built for VDI environments to provide optimum security and performance, Dell thin clients integrate easily into any virtualized or web-based infrastructure and deliver a high-quality computing experience.
Dell thin and zero clients maximize security and optimize management and efficiency by centralizing data, applications, and resources. Designed to deliver flexible access to virtual desktops and virtualized applications, Dell thin clients provide instant functionality and performance to meet the demands of processing-intensive applications.
Delivering premier desktop security, manageability and reliability, Dell thin and zero clients are tested and validated to work with Citrix, Microsoft and VMware and allow increased productivity with a broad range of highly secure endpoints designed for both stationary and mobile users, from task workers to the most demanding power users.
Dell Technologies has aligned several of its new PC launches to the trends and changes that the company is seeing in the industry, while advancing technology delivery in a way that is not only good for the modern solution provider, but their customers and the planet, too.
Aligned to the workplace of the future
The need for change started with a very simple question: what does the workplace of the future look like? Well, for one thing, there’s no longer a one-size-fits-all approach.
Accelerate hybrid work
· To empower hybrid workstyles, customers should modernize their IT environment with the efficiency, flexibility and resilience needed today.
· With innovative and flexible solutions from the 2022 Dell client launch, solution providers can help their customers transform how they deploy, manage, secure, and proactively support their users.
Protect distributed data and devices
· Dell Technologies delivers modern security solutions and the industry’s most secure commercial PCs1 to safeguard against evolving vulnerabilities unique to hybrid work.
· With the 2022 Dell client launch, solution providers can help customers strengthen their security posture across their environment with the capability to detect, protect, and respond to advanced threats.
Enable intelligent user experiences
· Solution providers can help customers inspire creativity and spark innovation by delivering seamless productivity and collaboration, regardless of device and location.
· Users can fully engage with collaboration solutions and intelligent devices, that work in the background to personalize experiences for meaningful work.
Addressing the growing demand for aaS models
as-a-Service models lend themselves well to circular consumption. It’s for this reason that Dell is supremely committed to transforming its business around this modern method of delivery.
Adopting an as-a-Service business model with Dell solutions will not only give customers more flexibility, improved IT efficiency, and a better employee experience, it will also shorten the refresh cycle and help contribute to the circular economy.
A portfolio built with sustainability in mind
Dell’s product portfolio was built with sustainability in mind to help solution providers empower their hybrid customers while working to contribute to the circular economy.
Dell’s 2022 commercial launches include more sustainable materials on specific parts. For example, the new Latitude 5000 series are the only mainstream business laptops to use bio-based and recycled materials featuring 39% bio-based bottom bumpers, 50% recycled plastic in the battery frame, and 20%
recycled carbon fiber in the lid and bottom door.2
Additionally, the packaging on all new notebooks and mobile workstations are made from 100% recycled or renewable materials, the first to meet their 2030 Moonshot goal.
Dell has incorporated sustainability into everything the company does, from choosing materials for products and packaging to reusing, remanufacturing, or recycling them at the end of their lifecycle.
How does all of this align with your business goals?
Take, for example, Dell Technologies PC as a Service (PCaaS), which is an all-encompassing offer that includes lifecycle services, software, and hardware – all at a single, predictable monthly price.3 By leveraging PCaaS, solution providers and their customers can use the time and budget savings to focus on truly transformative activities that drive business value. There’s also Asset Recovery & Recycling, which helps solution providers ensure that their customers’ products are recovered and recycled to advance material reuse.
By transitioning PC sales into managed lifecycle sales with Dell Technologies PCaaS, solution providers can build robust, long-term customer relationships and recurring revenue streams.
Once services like PCaaS are established with the customer, it becomes easier to cross-sell and upsell to generate more revenue. For example, customers will be more interested in hearing about workstation and client peripheral options. Naturally, they will also likely want to hear what data center solutions are available, too, as that is becoming an increasingly common hurdle for the modern enterprise.
Having all these solutions available through Dell is an obvious advantage in that it can help the solution provider piece together solutions for their customers across several different areas to deliver a more complete, all-encompassing plan for their customer—and a recurring, scalable revenue stream for the solution provider, too.
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1 Based on internal analysis, October 2021. Claims in this blog are not valid for use in Hong Kong, Malaysia, South Africa, Russia and Ukraine.
2 Based on Dell Internal Analysis, November 2021. Percentage of Bio-based and recycled content by weigh. Statements applies to Latitude 5000 series and future devices, starting April 2022.
3 Payment solutions provided and serviced by Dell Financial Services L.L.C. or its affiliate or designee (“DFS”) for qualified customers. Offers may not be available or may vary in certain countries. Where available offers may be changed without notice and are subject to product availability, applicable law, credit approval, doc
Recently, Enterprise Tech Provider had the opportunity to speak with Sylvia Seybel, Vice President of Client Solutions Group Marketing at Dell Technologies. Sylvia is responsible for overseeing the planning, development, and implementation of product messaging, creative, sales enablement and training for Dell’s PC solution portfolio as well as the development and implementation of customer engagement strategies. In this short interview, we heard thoughts from Sylvia on market trends in the hybrid workplace and the resulting opportunities being created for Partners.
What trends do you see in the commercial PC market?
Hybrid work is here to stay. A recent Forrester report found that 61 percent of employees want a combination of office and remote work (1). IT teams must now think about the type of work an employee does rather than where they do it. With employees calling their homes, coffee shops, corporate offices or even beaches their workspace each day, deployment, security, management, and support are harder than ever for IT teams.
And the challenge is not limited to the PC. Employees have high – and fair – expectations that things “just work” seamlessly across laptop, mobile phone, external monitors, etc.
How can IT teams keep costs low while keeping employees empowered and engaged with such a distributed fleet of technology? With dual monitors increasing productivity by up to 21 percent are multiple workstations the answer (2)?
These are just a few of the trends we’re helping customers navigate alongside our partner community.
The workplace of 2022 looks a lot different than the workplace of 2019 – how can partners work with Dell to help customers address the needs of this new world?
More than a year after the global pandemic started, 86 percent of IT decisions makers in a Vanson Bourne study agreed that all organizations should be adopting a “remote-first” mindset (3).
Then and now, there’s a disconnect between agreeing that’s the way forward and successfully making the shift. IT teams must modernize to support the needs of a distributed workforce – it’s the only way forward.
With deployment, security, management and support needs, IT teams must account for a lot on their modernization journey. Critical for all modernization are commercial grade PCs that are both secure and intelligent – without the right PCs, other modernization efforts will fail. Partners, familiarize yourselves with the Commercial Client section of the Partner Portal. With built-in features like Dell SafeBIOS, SafeScreen and Optimizer, your customers’ teams can enjoy a transformed remote work experience – securely.
Did you know Dell Optimizer uses artificial intelligence (AI) to automatically enhance Dell’s commercial PCs for better app performance, battery optimization and sound quality? These are just a few of Optimizer’s capabilities and there are many more coming this year – stay tuned!
Beyond familiarizing yourselves with our commercial PC lineup, I encourage all partners to also learn more about a rapidly growing market segment called Device as-a-Service (DaaS). In a survey conducted by IDC, 60 percent of organizations said they accelerated their DaaS efforts in 2020 (4). The cost structure of DaaS is a draw since it’s one predictable recurring payment with no upfront cash required.
With offers like Dell’s PC as-a-Service, the benefits of having deployment and support services wrapped in is also appealing to overstretched IT teams. Our PC as-a-Service offer includes hardware, software and services for one predictable monthly fee. Organizations who shift to PC as-a-Service can see up to a 20 percent reduction in device lifecycle service costs and employees enjoy devices that are on an average two years newer (5). The result is fewer device breakdowns and better device experiences for employees according a study by Forrester (6). Beyond decreased cost and improved employee experience, implementing PC as-a-Service for customers frees up partners and their customers to focus on strategic IT needs while Dell handles day-to-day maintenance.
What key opportunities should partners know about in 2022?
For partners with a focus on client solutions, get familiar with our commercial PC lineup and also our PC as-a-Service offer. There’s a lot of room in the offer for partners to provide value-added services. Also keep driving the mid-range portfolio. In today’s hybrid work world, there’s a lot of opportunity for volume conversations that cover both customers’ client and infrastructure needs.
Get all the latest information on the Commercial Client section of the Partner Portal.
(1) Forrester recently published a report focused on the employee experience and anywhere work. They emphasized that “Employees desire a hybrid workplace. A majority of employees — 61% [bfi.uchicago.edu] — favor some kind of hybrid workplace post-pandemic, with half of them preferring two or three days a week in the office.” Source: “Hot Desks Or Ice-Cold Employee Experiences”, Forrester, May 26, 2021
(2) Source: Based on Principled Technologies Report commissioned by Dell. Actual results will vary. Full report: https://www.principledtechnologies.com/Dell/P2419H_monitor_productivity_1118.pdf
(3) Based on a recent study commissioned by Intel, VMware and Dell, "VB Hybrid Work Global eBook: Empowering the future of work ", May 2021. Results based on survey of 2000 ITDMs from organizations across public and private sectors with specific focus on financial and educational organizations, conducted by Vanson Bourne, between May and June of 2021. Actual Results will vary. Full Report: https://www.delltechnologies.com/asset/en-us/solutions/business-solutions/briefs-summaries/dell-empowering-the-future-of-work.pdf
(4) IDC, 2021 Device as a Service MCS, August 2021. Results based on a global survey of 2,700 IT decision makers. Consult study owner for more information.
(5) Based on a Forrester Total Economic Impact™ Study commissioned by Dell “The Total Economic Impact™ Of Dell’s PC As A Service” November 2020. Results derived from customer interviews and survey data. Estimated savings in U.S. Dollars, calculated over 3 years for 4,000 users. Actual results will vary. Full report: https://www.delltechnologies.com/resources/en-us/asset/analyst-reports/solutions/forrester-the-total-economic-impact-of-dells-pc-as-a-service.pdf.
(6) Based on a Forrester Total Economic Impact™ Study commissioned by Dell “The Total Economic Impact™ Of Dell’s PC As A Service” November 2020. Results derived from customer interviews and survey data. Estimated savings in U.S. Dollars, calculated over 3 years for 4,000 users. Actual results will vary. Full report: https://www.delltechnologies.com/resources/en-us/asset/analyst-reports/solutions/forrester-the-total-economic-impact-of-dells-pc-as-a-service.pdf.
The recent, increased adoption of ‘work from anywhere’ culture has led to a need for companies to adapt and support their employees in new ways that help them stay product and work collaboratively, even when working a world apart.
This has proven to be a tremendous opportunity for today’s solution providers, who can help these modern enterprises discover and utilize productivity equipment and tools that help them best adapt to this new work culture. However, it’s no small task. In today’s world of data breaches, cybersecurity failures, and more, it’s essential for companies to rely on technology systems that adequately protect their business and your consumers.
To this end, solution providers who equip their customers with commercial PC solutions from Dell Technologies have realized tremendous customer satisfaction, especially in the last year as the company has launched many updates to its lineup to help make it possible for enterprises to work smarter and collaborate easier.
The following are just a few of the more noteworthy announcements Dell Technologies has made in the last year.
Managing day-to-day PC lifecycle technologies often leaves IT departments little time to discover and engage with opportunities that could drive business transformation. This has led to an idea...
Dell’s Commercial PC solutions are designed with remote workers and IT departments in mind. The company’s latest models offer a range of options to suit the needs of all team members, with add-ons including Chrome OS, Artificial Intelligence capabilities, 10th Gen Intel vPro processors, Unified workspace, and more.
It’s a question every modern enterprise is facing these days: How can we extend our IT support to resolve all the issues we’re faced with – and do so in less time – without exhausting our IT team?
While the answer might seem complicated, especially with the amount of data and opportunities at the edge increasing by the day, Dell Technologies has addressed this issue with the many updates it has introduced to its ProSupport Suite for PCs, empowering partners with the ability to more easily help their customers customize and automate how they manage their employee devices.
Delivering modern, world-class support
It can be difficult maintaining pace with all the many technological advancements being made of late. Here, Dell ProSupport Suite for PCs allows partners to instantly improve upon the level of support they’re able to provide customers by delivering modern, intelligent PC management.
Taking a closer look, ProSupport Suite for PCs empowers partners to:
•Gauge the health of multiple customers’ fleets and remotely resolve issues.
•Root cause issues and remotely apply solutions to individual PCs or across an entire Dell fleet.
•Optimize devices based on AI-driven performance trends.
•Improve their customers’ employee experience by identifying / resolving issues before they develop.
•Automate the way IT is delivered with customized rules.
Your customers will expect this level of support
Reports suggest that over the next few years, more than two-thirds of companies plan to increase their investment in a remote workforce. That means there is a tremendous opportunity right now to put into place the modern, high-quality services and solutions they will need in the coming years to not only make this transition, but also support this new workforce.
Potential customers include companies that…
-need more than the average hardware warranty, including coverage for accidents;
-already have a remote workforce and rely upon AI-driven support to remain productive; and
-are searching for a more efficient process to resolve issues remotely.
Begin growing your business with ProSupport Suite for PCs
While ProSupport Suite for PCs is designed to support companies with their day-to-day IT operations, partners can grow their business by a good deal through engaging with Dell Technologies:
-Earn rebates and tier attainment
ProSupport Suite for PCs offers partners services rebates, contributes to tier attainment, and affords partners the opportunity to qualify for the labor reimbursement program.
-Anticipate resale opportunities
Partners are empowered with the ability to easily track warranty expirations information that can then be used to anticipate PC resell opportunities in their customized dashboard
-Take their help desk to the next level
Partners can leverage TechDirect to view and manage health, application experience and security scores. This platform allows partners to take action across multiple customer fleets, all from a single portal. To benefit from all the rich features in ProSupport, partners must deploy SupportAssist and manage the customer’s fleet in TechDirect. SupportAssist is the connectivity technology that allows the partner to view all the data in TechDirect.
ProSupport Suite for PCs is built on an adaptive, AI-driven, constantly-on foundation, one that takes today's realities and future customer needs into consideration and empowers partners to meet – and exceed – their customers’ expectations.
Managing day-to-day PC lifecycle technologies often leaves IT departments little time to discover and engage with opportunities that could drive business transformation. This has led to an idea referred to as “Device as a Service” (DaaS) which, in short, was created to help improve material cost savings, IT efficiencies, and overall device refresh turnaround time. Companies that engage with DaaS solutions are enjoying more flexibility, they can drive business outcomes by better allocating IT resources which, among other things, improves the employee experience.
It’s a fast-growing trend and one that you can certainly take advantage of today with Dell Technologies and its PC as a Service (PCaaS) solution.
Why should you move away from transactional PC sales and instead focus on Dell PCaaS?
Dell PCaaS serves as a total solution for your customer, as it includes hardware, software, and lifecycle services at a single, predictable monthly price. When you and your customers utilize Dell PCaaS, the time and budget savings mean they can focus on transformative activities that drive true business value.
Understanding the business outcomes of PCaaS
Among some of the key benefits your customers will enjoy with Dell PCaaS:
•OS management, including the transition to the new Windows 11.
•Dell ProDeploy Client Suite, including Modern Provisioning, for efficient, quick, and expert deployment.
•Stay ahead of issues with proactive 24x7 support from Dell ProSupport Suite for PCs.
•Asset Recovery and Recycling for full lifecycle management that maximize material value and usage.
By engaging with Dell PCaaS, you are afforded many more upsell and cross-sell opportunities. Your customers will enjoy full, seamless ecosystems that enable their employees to work anywhere, anytime, and perhaps most importantly, securely.
This will, in turn, help you build robust, long-term customer relationships and recurring revenue streams.
Help your customers make the move to PCaaS
Interested in learning more? Join Dell and IDC for an informative webinar that will review Dell PC as a Service.
During the session, you will learn about:
· PCaaS market opportunity
· Why you and your customers should adopt a PCaaS strategy
· Uncovering opportunities and closing the sale
· Supporting adopters and converting resistors
· Working together to deliver PCaaS
The webinar takes place Wednesday, October 20 at 10am EST. Register now.