Data Capital: What’s That?


Digital Transformation is creating massive opportunities for technology sellers but customer success is dependent on the data

Your customers, their competitors, even the media all know that digital transformation is here, but how does the modern company succeed with it? The hype behind this term, the underlying buzzwords (AI, Big Data, IoT, and Digital Experiences just to name a few) are looked at as the way to lock in long-term success as we move into the 4th industrial age. Yet without a corresponding focus on data, their implementations will be limited or potentially fail.

Why? Simply put data powers digital transformation. We call this data capital which is the value created from leveraging data to drive services or derive insights. The most advanced use cases are heavily reliant on having substantial amounts of data to make sense of. Take building an autonomous vehicle, these companies will need fleets driving hour upon hours and millions of miles before they achieve their goal. Think about the size of the undertaking, but also realize that just a single vehicle in this fleet can generate up to 100TB of data in a single day of driving. If the auto manufacturer hasn’t invested in a data platform that can support the kind of volume we’re talking about they will be limited in their ability to analyze that data.

Organizations are struggling under the weight of their data

Most of the companies you work with have a sizeable data footprint already, and if it hasn’t been consolidated into a unified data lake then that data will have limited applicability and value across their business.

This is your first opportunity: Have a conversation with your customers about how they can leverage Dell EMC Isilon and ECS to consolidate their workloads onto a massively scalable data platform to save money and enable this data to be put to use.

Keeping up with data growth

Unlike traditional companies, those who have gone digital begin to thrive on valuable data and therefore require more and more of it. Over time as more data is accumulated, it can provide more accurate predictions, access to broad digital services, and be used to automate core functions. That all sounds good, but the corresponding costs of maintaining large data sets with aging infrastructure can weaken the position of the company.

Your second opportunity: Help organizations deal with massive data growth by eliminating much of the operational costs and move organizations to the Isilon platform that can be managed by policies.

Extracting value from data

Assuming an organization has gotten this far they now need to figure out how to use the data. As digital transformation has expanded out of technology-driven companies this means assembling a new skill set for most organizations. If they struggle to get the infrastructure in place they won’t even make it to the point of developing complex business logic or enabling their business with an IoT device.

Your third opportunity: Enable your customers to build on top of Dell EMC Unstructured Data Solutions that work with the leading data analytics solutions, support real-time streaming analytics, simplify workflows, and run cloud-native apps.

Help your customers get the most from their Data Capital

Seize the opportunity to be a trusted advisor and help organizations make their digital transformation quickly and safely. As our own sellers have seen, focus on telling the Data Capital story with customers and break out from the bottom commodity storage conversation and focus on delivering value to the organization.


To find out more about how Data Capital can help you win more deals and support your customers in their journey:

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Security is one of today’s biggest IT issues – for organizations of all sizes, across all sectors.

Mid-market businesses have many of the same security concerns as larger enterprises – but they don’t always have the same budgets or staff resources.1 So how do they secure their organizations while also transforming their businesses? And how do they ensure their IT solutions will continue to meet evolving user demands?2

The answer lies in our powerful new mid-market proposition – it’s specifically designed to meet these needs… And it can also help you grow your business as a Dell Technologies partner.

Build your own business while helping customers to protect theirs

In our first end-to-end partner campaign solution for mid-market businesses, we’ve brought together a ready-made portfolio of Intel®-powered devices and data center solutions. These not only help organizations to transform their businesses but also provide complete protection, with industry-leading answers to security concerns.

With our modular, Intel-based portfolio, solutions can be designed to suit businesses at every size and stage, and on every budget.

Explore our sales and marketing campaign assets and you’ll realize that our powerful and comprehensive mid-market proposition will help you to:

  • Grow your business: Generate leads and gain new customers with our fully packaged, trusted, and secure end-to-end solutions, which h
    ave been carefully selected to meet your customers’ IT needs.
  • Be the end-to-end solutions provider: Broaden deals beyond the sale of any one device, infrastructure, or data element, adding value with bespoke design and consultancy.

Become the go-to technology partner for powerful security

As a Dell Technologies partner, you’re ideally positioned to deliver the trusted – and affordable – solutions that medium-sized businesses ask for.

Mid-market organizations face a myriad of threats to their business assets, corporate, and customer data – through physical theft and loss, Denial-of-Service (DoS/DDoS), phishing/pharming, ransomware, malware, data attacks, SQL injection, and more.

With attacks becoming more sophisticated, frequent, and widespread, these organizations increasingly require enterprise-grade protection – but without the added complexity and cost of larger-business solutions. Now is the perfect time to leverage our new Mid-Market campaign to show how you can help enable your customers’ security transformation.

Our end-to-end solutions help ensure ease of implementation and integration, because our pioneering products are explicitly designed to work together. It means you can offer integrated solutions from a single vendor, for additional peace of mind for your customers.

Trusted devices, trusted infrastructure, trusted data

Bear in mind that each mid-market business has its own challenges and understanding each individual customer’s specific IT landscape is critical. Each customer will require a tailored, all-encompassing, end-to-end solution that addresses and meets their evolving IT and user demands.

You can then introduce them to the concept of complete protection for their IT environment with the unseen power of Dell Technologies – and deliver a solution that spans trusted devices, trusted infrastructure, trusted data:

  • Dependably secure
  • Easy to install and maintain
  • Flexible and scalable
  • All available from a single vendor
  • Powerful and comprehensive

Get started with our Mid-Market campaign

The best way to start unlocking this potential opportunity is to show prospects how you can help them more easily and efficiently manage the security and data integrity issues that most organizations are grappling with today. This is a common and pressing concern for the majority of medium-sized businesses.

You’re then sure to discover plenty of additional ways in which you can upsell and cross-sell – so you can demonstrate your knowledge and expertise by adding value across the entire IT ecosystem.

> Explore our Mid-Market campaign on the Partner Demand Generation Center  

1 Forrester report, commissioned by Dell Technologies, ‘Priorities & Purchase Process of Medium Size ITDMs’, February 2019.

2 Forrester report, Exec Summary: ‘Faster Server Refresh Cycles Boost Innovation and Security for Mid-Market Businesses’, May 2019.

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