Presales Center of Excellence
Technical Case Study
Hiring- Intern
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Case Study – Overview
Case study basically consists of 3 section
1. Glossary
2. Assessment Scenario
3. Presentation Task
Glossary :This section helps you to understand different sales definitions used in the assessment scenario
section. Before getting into the assessment scenario section, it is recommended to go through & understand each
definition used in the glossary section.
Assessment Scenario :This is a mock scenario about a customer. You are expected to go through the scenario
thoroughly, understand what is given and based upon your understanding, attempt the task listed in the final
section.
Presentation Task :You need to work on all the tasks given in this section and prepare your final presentation.
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Glossary :
This section help you to understand the different sales definitions used in the assessment scenario section. Before
getting into the assessment scenario section, it is recommended to go through & understand each definition used in
the glossary section
Sales Opportunity- Glossary Page 1
Sales Opportunity:
Are sales deals in progress, where we record and track details about the deal, customer information, key stakeholders and the deal value of the
sale.
There is a real potential that a sales opportunity will translate into a sale because of the below important criteria:
• It’s a potential customer that you have already met or contacted;
• You have established that there is a challenge that customer must solve
• The customer shows interest in solving that challenge
• You have confirmed a technical solution that will solve the challenge that the customer is facing
Explore-Assess-Solution-Secure is a systematic approach to qualify and enable a sales opportunity in order to drive a sale. You move from left to
right in order to qualify an opportunity and convert it to sale.
Following is a schematic representation of how the customer requirement or an opportunity flows through the process
Explore Assess Solution Secure
In this phase you will proactively In this phase, you will use the In this phase you will use the details In this phase you will defend the
identify the sales opportunity with information gathered in Explore gathered in assess phase, review solution identified in solution phase
our customers by asking the right Phase to understand the business them with the customer and identify and convince the customer that the
questions requirements the product that best fits the solution meets their overall
customer requirements objectives
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Storage System Classification – Glossary Page 2
Storage architecture
Scale up architecture
An architecture that is fixed on the storage system capabilities and will not allow for exponential growth to the increasing demand of application
requirements. Once the system hits the maximum performance, customer will have to procure the next largest available system. In a nutshell, the
scalability of the system will be constrained.
Scale out architecture
An architecture that allows you to exponentially grow to the increasing demand of the applications.
Additional components (compute, network & capacity) can be added on the go which prevents the customer from procuring a brand-new system
and allows them to grow with their current system. In a nutshell, scale-out means scalability.
Types of Sales Opportunity
Net New opportunity:
Net New opportunity is carried out with new customers who do not have Dell's infrastructure in their environment. It is a process of assessing the
customer requirement and providing the best fit solution.
Refresh opportunity:
The customer already has Dell Assets. We evaluate the nature, quality or ability of the existing assets to replace them with a new Modern Dell
Assets.
Upgrade opportunity:
It is a process of evaluating the health of the current Modern storage system and look to expand it to next model of the same system
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Selling Resources – Glossary Page 3
Dell storage product specification sheet: It is a document that outlines the product highlights, specifications and capabilities.
This sheet will be used to discover, design and position the product based on customer requirements
Networking: An interconnection of multiple devices, that are connected using multiple paths for the purpose of sending/receiving data or media. Computer networks
can also include multiple devices/mediums which help in the communication between two different devices; these are known as Network devices and include things such
as routers, switches, hubs, and bridges.
Compression: Compression attempts to reduce the size of a file by removing redundant data within the file. By making files smaller, less disk space is consumed, and
more files can be stored on disk.
For example : 500TB of data will get reduced to 250TB on a compression ratio of 2:1
Dedupe: Data deduplication is a technique for eliminating duplicate copies of repeating data.
For example : 100TB of data will get reduced to 20TB on a dedupe ratio of 5:1
RAID: RAID (redundant array of independent disks) is a way of storing the same data in different places on multiple hard disks or solid-state drives to protect data in the
case of a drive failure. There are different RAID levels, however, and not all have the goal of providing redundancy.
Hard Disk Drive (HDD): HDD is a traditional storage device that stores and retrieves data using rapidly rotating disks (platters) coated with magnetic material.
Solid State Drive (SSD): SSD is a newer, faster type of device that stores data on instantly-accessible memory chips. Storage devices that contain non-volatile flash
memory.
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Data Center View Glossary Page 4
Data centers are an integral part of the enterprise, designed to support business applications and they include components such as servers, network,
storage and backup.
Storage
Servers Backup
Networking
Networking
• Computing resources (Servers): Applications are the engines of a data center. These servers provide the processing, memory, local storage, and network connectivity
that drive applications.
• Network infrastructure : This connects servers (physical and virtualized), data center services, storage, and external connectivity to end-user locations.
• Storage infrastructure: Data is the fuel of the modern data center. Storage systems are used to hold this valuable commodity.
• Backup Infrastructure: Backup storage systems provide an additional copy of production data, which is created and retained for the sole purpose of recovering lost
or corrupted data.
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Dell Storage Product Specification Sheet – Glossary Page 5
Multi-Scale
Scale-UP Scale-OUT
Multi-Scale = Scale-UP + Scale-OUT
Models U180 U280 U480 Models J500 J600 J200 Models T100 T200 T400
Max. Max. Max.
240 TB 500 TB 800 TB 200TB 400TB 600TB 500TB 2000TB 4000TB
Capacity Capacity Capacity
Drive Type HDD/SSD SSD SSD Drive Type HDD/SSD SSD SSD Drive Type SSD SSD SSD
End Of Life 21/5/2021 21/5/2023 20/12/2025 End Of Life 6/11/2021 31/3/2025 TBA End Of Life 30/1/2023 TBA TBA
Ethernet/ Ethernet/ Ethernet/
Network Ethernet Network Optical Ethernet Network Ethernet Optical Optical
Optical Optical Optical
Backup Storage
Networking
Models DP6200 DP9200 DP9400
Models N100 N200 N300
Max.
135TB 200TB 400TB
Capacity
Ports 8 16 64
Drive Type HDD HDD HDD/SSD
Speed 10G 25G 100G
End Of Life 7/27/2021 7/27/2025 TBA*
Ethernet/ Ethernet/ Ethernet/
Network Ethernet Network Optical Ethernet
Optical Optical Optical
End Of Life – Date after which the product will no longer be actively produced or sold by Dell
TBA: To be announced
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Assessment Scenario :
This is a scenario about a customer who is looking for Dell Solutions. You are expected to go through the scenario
thoroughly, understand what is given and based upon your understanding, complete the tasks listed in the next
slide.
Assessment Scenario
Red-Ink Bank is a privately owned multinational banking company based in New York. It is among one of the top 10 profitable banking
institutions in United states. Red-Ink provides banking, investment, and payment services to individuals, businesses, and other financial
institutions.
Red-Ink had a ROBO branch deployed as standby in Norway which they want to run as production. The COVID-19 pandemic has put even more pressure on
banks, which now must deal with increased non-performing loans and the closure of their branches across the world. Red-Ink Bank is looking for a storage
solution to store and manage its data. They would require optimum networking for faster transactions. Because of the criticality of the data, Red-Ink needs
to back up their data and are looking for a backup solution as well. Dell Technologies , being a market leader in Storage, Backup and Networking is going to
help Red Ink in over coming this challenge.
Storage Requirement :
• RI Bank has 450TB of data and is expecting to grow 10% more in the next one year. It should also be compressed by a factor of 2:1.
• The Modern Storage solution that is positioned according to the above requirement should be compatible with their existing optical network and
provide performance better than traditional (hard disk drive) HDD.
Backup Requirement :
• RI Bank would like to see another copy of this data to prevent any sort of data loss/ failure/ downtime.
• RI Bank data is extremely transactional and changes very profusely and constantly. Hence assume a dedupe ratio of about 3.5:1
Network Requirement :
• RI Bank is looking for a networking speed that is neither extremely fast nor too slow as they will be transferring the data across the network throughout
the day.
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Presentation Task :
You will need to work on all the tasks given in this section and come up with your final presentation
Technical Case Study Presentation Assessment
Task 1: Technical Pitch on Cloud Computing
• Using ONE SLIDE, explain how Red-Ink bank can leverage the cloud to ensure excellent customer satisfaction.
• You can refer to any publicly available material over internet, make assumptions and come up with an innovative cloud solution.
• This presentation should not take more than 3 minutes. So, prepare accordingly.
Task 2: Design a data center
• In the Assessment Scenario, you were given specific requirements that the customer had regarding Primary Storage, Backup
Storage and Networking.
• From Glossary Page 5, choose the right products to arrive at the solution that you will propose to the customer.
• Represent this solution in ONE SLIDE and Include the specifications of a product that is being proposed.
This Task will require you to
A) Propose A Solution : Propose appropriate storage, network and backup device such that customer’s requirement are
met. (Choose the products from Glossary Page 5).
B) Defend Your Solution: You will be required to defend why you chose a particular product to the Technical Panel. Please
be prepared with your reasoning based on the customer requirements.
You will be representing Dell Technologies to the panel, who will act as customers.
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