Fastrack outcomes: Partnering for Success

00:00:02:07 - 00:00:31:11
Speaker 1
Welcome back to the Dell Technologies Forum podcast series. I'm your host, Courtney Hughes, and this is where we transform ideas into innovation faster. Today, we're diving deep into the partner ecosystem and exploring the collaborations and partnerships that are shaping the future of technology, helping customers navigate complexity and accelerate AI adoption. I'm so thrilled to be joined by Eric Arcese Vice President of Global Partner Marketing at Dell Technologies.

00:00:31:11 - 00:00:33:07
Speaker 1
Eric, welcome to the show.

00:00:33:09 - 00:00:41:09
Speaker 2
Courtney. Thank you for having me. I've been looking forward to our conversation now for weeks. And me too. I'm thrilled to talk AI. Let's do it.

00:00:41:11 - 00:00:51:23
Speaker 1
Now. Eric, first I want to start with like, the big picture. When we talk about the partner ecosystem accelerating AI adoption, what exactly does that look like for our customers?

00:00:52:00 - 00:01:18:11
Speaker 2
It is exciting times indeed, right. With AI and you know, Courtney, what we're seeing really and truly is fascinating. It's hard not to get excited about it if you're in tech, right? Customers aren't just buying technology anymore. They're actually buying outcomes. And our partner ecosystem is incredibly well positioned to deliver those outcomes each and every day. Because they bring specialized expertise, they bring knowledge of the industries they serve.

00:01:18:13 - 00:01:42:15
Speaker 2
They have those relationships with customers, all of which really complement our incredibly rich portfolio at Dell Technologies. So, it's a great place to start with our partner ecosystem, no doubt. So whether it's a systems integrator helping deploy the Dell AI factory, Courtney. Or or it's just maybe it's an advisor partner guiding AI strategy, making sure that they're going in the right direction and starting off in the right way.

00:01:42:18 - 00:02:01:17
Speaker 2
These partnerships are shortening time to value incredibly fast, and they're having a dramatic impacts, no doubt, in the marketplace for our customers. So we love to see our partners, Courtney, really all in with Dell and whole and with this transformative chapter, which is AI that we're all embarking on globally.

00:02:01:19 - 00:02:18:13
Speaker 1
Now, we know, like, I mean, that's such a great point about outcomes over technology. Now, when most people think partners and I'm using air quotes when I say partners, right, right. They might think resellers, but you're talking about a much richer ecosystem, aren't you?

00:02:18:15 - 00:02:48:24
Speaker 2
Yeah. You know, just the word reseller, sort of passive. It sounds really transactional, right. The channel. Right. The partner ecosystem is so rich and it's incredibly diverse. Yes, we have resellers who are fantastic, but that motion is just part of what they do. They reach customers. They deliver solutions. They bring transformative outcomes to market. But we also have systems integrators, right, who are architects and implement complex AI infrastructures, advisory partners who help with strategy and governance, and tech partners who complement our offerings as well.

00:02:48:24 - 00:03:06:06
Speaker 2
So each of these partner types play a crucial role in accelerating customer success. And that's really what we're here to do, right? It's not about the products. It's about the outcomes that we're delivering at Dell Technologies with our partners, for our collective customers that we all serve.

00:03:06:06 - 00:03:15:21
Speaker 1
Right now, Eric, I mean, you know, I have to ask about technology partners because I think this is where things get really exciting. How are these partnerships enhancing what customers can achieve?

00:03:16:01 - 00:03:39:16
Speaker 2
It's a wild landscape. It's dynamic. It's ever changing. Many times our partners helped navigate that landscape, but we have a lot of different partnerships, right. Tech partnerships to your earlier point. Some of these tech partnerships, if you think about it, companies like Nvidia, Intel, Microsoft, they're creating really, really robust, powerful combined solutions that customers simply couldn't get anywhere else.

00:03:39:18 - 00:04:09:22
Speaker 2
When we integrate Nvidia AI computing with Dell infrastructure, Intel's optimizations customers get free, validated, enterprise ready solutions such as the Dell AI factory. It really eliminates the complexity and reduces risk by trying to put all of these piece parts together in an AI solution from so many multiple vendors in the marketplace, so sometimes I think our go to market partners help abstracts all of that complexity that customers would otherwise have to navigate on their own.

00:04:09:22 - 00:04:29:12
Speaker 2
So it's a great question about partnerships. And you see that right Courtney. Our portfolio has never been stronger for from PCs to servers to storage to networking. You know we have it all, all in one place from an infrastructure perspective. And those are the foundational building blocks that you create, craft and architect an AI factory on top of.

00:04:29:12 - 00:04:37:13
Speaker 2
So it's really cool to see how well Dell is positioned. It's almost like we planned it all along. Courtney. Right, right. You know, it's it's very cool.

00:04:37:16 - 00:04:43:20
Speaker 1
And speaking of the Dell AI factory, how are partners specifically leveraging this to help customers?

00:04:43:22 - 00:05:06:22
Speaker 2
The first time I saw the Dell AI factory, like in an image was probably two years ago. You were there as well, or Dell Tech World. It was May 2024 when we talked through it. And if you think about it, if you close your eyes Courtney, you think about just boxes. This topology, data, services, open ecosystem, business outcomes.

00:05:06:24 - 00:05:31:24
Speaker 2
And on the bottom it's all built on infrastructure. And that's what we deliver. Now there are a lot of gaps between all of those boxes. If you think about it. And in those gaps in those seams lay opportunity for our partners to stitch it all together. So it is really a great way to think about how you build an AI outcome, starting with all of these parts, but really weaving them together.

00:05:31:24 - 00:05:56:04
Speaker 2
And that's why our partners are systems integrators play such a huge role in architecting that foundation upon which you build an AI outcome, if that makes sense. But when I saw visually Courtney, I was like, I had that. You know, when you see something, you have that aha moment. Yeah. Or that's where the partners play and that's where the promise is like services, the consultative practices around architecting an industry specific outcome.

00:05:56:04 - 00:06:11:22
Speaker 2
It's very cool to see all of that unfold in the AI factory, which we just love. And it's been resonating so well in market. Customers really want to talk to us about it, and they know starting with Dell the first one you call, which we love being the first folks you call on anything, I give us a ring.

00:06:11:24 - 00:06:21:20
Speaker 1
Yeah. And was really exciting. Is hearing about real customer outcomes right. So can you share what kinds of results customers are seeing when they work with partners?

00:06:21:22 - 00:06:43:15
Speaker 2
Yeah, I'd love to. Seeing is believing, right. Not just visually but hearing customer testimonials. So customers working with our partner ecosystem, typically they see faster time to deployment. But beyond just speed, they're achieving better outcomes, better results. Because partners bring industry expertise in best practices, because they're collaborating with partners to deliver those outcomes. Right. So I'll give you a great example.

00:06:43:15 - 00:07:07:13
Speaker 2
Worley. Right. You know, Worley, huge, huge, energy company. Right. There's very specific challenges. And they partnered with the dream team of Dell and Nvidia and WWT an amazing partner of ours as a story partner to implement the cutting edge Dell AI factory, transforming productivity and innovation across the energy, chemicals and all the resource sectors that they lead and manage.

00:07:07:13 - 00:07:21:01
Speaker 2
So very, very profound impact at Worley. That was less about technology and more about reshaping a business in the market that they serve, which is amazing to see and we couldn't have done it without WWT.

00:07:21:03 - 00:07:29:20
Speaker 1
Yeah, and that industry expertise piece is huge. How does this ecosystem approach change the customer's entire AI journey?

00:07:29:22 - 00:07:50:15
Speaker 2
Well, it's a great question. Courtney. It transforms it from just a technology project into a business transformation initiative instead of just customers thinking, hey, we need to buy some AI hardware, let's buy some tech, let's buy storage networking servers. They're saying, hey, we need to become an AI driven organization. Existentially, they need to be an AI driven organization.

00:07:50:17 - 00:08:15:21
Speaker 2
So our partners are helping them think holistically about not just technology with people, processes and technology they provide. Really think about it as change management, training, development, enablement, ongoing optimization, the full journey that supports and ensures ultimately their long term success. So it's pretty cool when you open up the aperture a little bit and think about it, this isn't really a technology conversation anymore.

00:08:15:21 - 00:08:24:17
Speaker 2
Yeah, and what a sweet spot we're all in right now in the industry when technology is and seen as an afterthought, but really as a place to invest in for your long term success.

00:08:24:23 - 00:08:30:23
Speaker 1
And Eric, as we wrap up, what would you say to a customer who is trying to navigate AI adoption?

00:08:31:04 - 00:08:54:08
Speaker 2
Well, first step call Dell, right? What 800 Dell. But the biggest hurdle we actually see, all kidding aside, is it's where to start, right? The biggest hurdle is simply not knowing where to begin. AI isn't just one thing. It's a huge landscape that we've sort of alluded to in our conversation of technologies, data, strategies. You think, you know, new operational models, customers are asking, do I have the right data?

00:08:54:08 - 00:09:11:23
Speaker 2
It starts with the data, right? Do I have the right infrastructure? Where does that data live? Where's a process? Where is it stored in? Most importantly, do I have the right skills and expertise because ultimately it's the people that make it happen. It can feel like you need to be an expert in everything overnight, which I assure you, Courtney, we don't have to be experts.

00:09:12:00 - 00:09:27:15
Speaker 2
It's a huge barrier. Sometimes the barriers seem so huge you don't even want to get started. So the first thing is just getting started. Our partner ecosystem gives us an incredible network of expertise and is a great place to start. They know your industry. They know you're vertical. If you're a customer, they know some of your pain points.

00:09:27:17 - 00:09:48:17
Speaker 2
They act as trusted advisors for our customers each and every day. Think about it. These partners have already guided hundreds of organizations through similar journeys, so they bring validated designs, best practices, and hands on experience needed to turn a customer's business goal into a tangible AI strategy. They're basically providing the roadmap so customers don't have to create it from scratch.

00:09:48:17 - 00:09:55:02
Speaker 2
They can feel so daunting, right? To start something so big for the first time. But starting is always the trickiest part.

00:09:55:04 - 00:10:04:24
Speaker 1
That's been like a common theme is just where to start, how to get started when? Where do I start? And I think getting started definitely seems like the most common thing is like the biggest hurdle.

00:10:05:00 - 00:10:12:02
Speaker 2
It's that first step, right? It's it's getting out of bed in the morning, right? Some days that's what it's all about, just getting it going.

00:10:12:04 - 00:10:25:20
Speaker 1
Well, Eric, this has been such an insightful conversation. What you've shared today really highlights how Dell's partner ecosystem isn't just supporting AI adoption, it's revolutionizing how customers approach their entire AI journey.

00:10:25:22 - 00:10:48:20
Speaker 2
That's right Courtney. When customers leverage our partner ecosystem and all its glory, they're not just by technology. They're gaining access, access to a collective body of intelligence and expertise that accelerates their path to AI success. It's collaboration at its finest. I love this saying when we work together, we win together. And we do that each and every day with our partners for our joint customer.

00:10:48:20 - 00:10:51:22
Speaker 2
So Courtney, thank you so much for our time together. Really enjoyed it.

00:10:51:22 - 00:11:23:16
Speaker 1
Thanks Eric. And I love that collective intelligence and listeners, this is exactly what we mean when we talk about transforming ideas into innovation faster. Whether you're just beginning your AI journey or looking to accelerate your existing initiatives, Dell's partner ecosystem is ready to help you achieve outcomes faster and more successfully. If you want to learn more about how Dell Technologies and our amazing partner ecosystem can support your AI initiatives, visit Dell.com to connect with one of our partner specialists.

00:11:23:18 - 00:11:33:00
Speaker 1
Thanks for listening to the Dell Technologies Forum podcast series. I'm Courtney Hughes and until next time, keep transforming those ideas into innovation.