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Test Number : TB0-120
Test Name : TIBCO Enterprise Message Service 6(R) Certification
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Q&A : 112 Dumps Questions
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Peering out over the IT horizon, Scott Winslow is aware of he’s hitched his wagon to the right horse. That’s because of what he calls the Dell technologies “expertise” in a time when consumers are opening their wallets and clamoring for conclusion-to-end digital transformation options.
“The story of Dell technologies makes endless sense in today’s world. valued clientele further and further are searching for integrated options from a single supplier with single support. They’re making an attempt to simplify their operations, and on the identical time, it really is precisely Dell’s strategy,” pointed out Winslow, president of Winslow technology community, a Waltham, Mass.-primarily based Dell Titanium accomplice and 2018 CRN Triple Crown Award winner.
Winslow expertise group turned into capable of extend its complete Dell applied sciences salary by way of greater than 40 percent in 2018 year over year because of the expertise and channel synergies the supplier has created around Dell, Dell EMC and VMware.
“They’re establishing a full stack of solutions that work for the customer, which is allowing us as a partner to compete really, basically without problems out there,” pointed out Winslow. “We’re seeing synergies of those teams working together between Dell EMC, Dell and VMware, and we get the benefits from it.”
Winslow know-how community’s Dell EMC storage business has doubled, hyper-converged infrastructure income are up 40 p.c, and Winslow observed the company is now selling VMware commercial enterprise License Agreements (ELAs), which has skyrocketed its VMware company. however like any red-scorching solution company, the plan for 2019 is to force income even larger, which is why Winslow is doubling down on the Dell technologies household of agencies. “My hope in 2019 is we’ll be capable of extend our a hit method to Pivotal, Virtustream and Secureworks, and do even more to leverage the products and functions of Dell’s groups.”
That desire to build end-to-conclusion solutions for shoppers is the same one which’s been driving Michael Dell’s vision for his namesake business for years.
truly, the Dell technologies founder, chairman and CEO has meticulously pulled together his approach to solve the trillion-dollar puzzle of digital transformation by building a one-stop-shop know-how issuer from the side to the core to the cloud. First, Dell took his enterprise private in 2013 in a single of the biggest IT inner most equity buyouts in background. Then he shocked the realm by using buying EMC (and, by means of extension, VMware) in 2016 via a $sixty seven billion deal that always changed the know-how landscape. Now the time has come to launch a online game-altering channel program so as to radically change the way companions buy, promote and interact with Dell applied sciences and its different know-how portfolio.
Enter the Dell applied sciences advantage framework, which the company sees because the answer to the channel’s quest to sell end-to-conclusion digital transformation in an easier, simplified manner—while at the equal time making a number of cash by way of selling larger offers in a program chock-full of go-promoting incentives.
An executive Trio up to The task
To craft the floor-breaking channel and go-to-market approach for the Dell technologies competencies framework, Michael Dell has grew to become to a venerable trio of properly executives with a mixed 60 years of Dell EMC experience to comprehensive the audacious assignment of driving a coordinated channel income and go-to-market approach that crosses over Dell’s seven business manufacturers. The trio includes Marius Haas, a seven-yr Dell veteran who performed a critical role in the business’s enormous storage enterprise turnaround in 2018; invoice Scannell, a 33-year Dell EMC veteran who started as an EMC income rep in 1986 and now drives business income; and Joyce Mullen, a 20-year Dell veteran who changed into handpicked in 2017 with the aid of Michael Dell to guide his company’s channel can charge.
Dell himself noted Mullen deserves “loads of credit score” for Dell’s channel success. “we're blessed to have a phenomenal channel chief here at Dell technologies,” he mentioned. “Joyce has achieved a terrific job main the business. and that i’ll inform you, the enthusiasm and exhilaration that we have not simplest from the partners but from the team inside the company has been enormous.”
under Mullen’s leadership, more than 50 % of the enterprise’s common revenue now come by way of the channel with companions producing $forty nine billion in orders during the last four quarters, up from $forty three billion within the previous 4 quarters.
“We want to make it less demanding to transact, engage and in reality promote more of the options,” stated Mullen, Dell’s president of global Channel, OEM and IoT. “The companions who are selling distinctive lines of business are turning out to be 20 instances quicker than companions who are promoting one line of company with us—that’s massive. … The aim is for companions to head broader and deeper into our portfolio, and broader and deeper into their shoppers.”
presently in pilot mode, the Dell technologies advantage framework goals to strategically and operationally align the family of companies inside the circular Rock, Texas-based mostly business. On good of its PCs and industry-main server, storage and hyper-converged infrastructure businesses, Dell technologies consists of protection companies RSA and Secureworks; cloud-native platform and utility player Pivotal application; integration platform and workflow automation issuer Boomi; commercial enterprise cloud service company Virtustream; in addition to virtualization and multi-cloud superstar VMware.
The most advantageous intention is to make it easier for companions to participate across the entire substantial product classes interior Dell applied sciences and supply the channel with a one-stop shop for all of their clients’ digital transformation needs, talked about Mullen.
“partners and purchasers don't seem to be sitting round thinking, ‘Boy, I hope I may do more business with more companies.’ They’re making an attempt to determine if they basically wish to adopt these new applied sciences, in the event that they basically wish to lean into synthetic intelligence, construct their personal groups around technology, and do their own digital transformation,” pointed out Mullen. “It makes sense to do it with someone who can do it soup to nuts, and that appears to be working.”
Dell is investing heavily into constructing a program that goals to make it less difficult and greater profitable to promote the complete breadth of its massive portfolio, which many answer suppliers consider is at the moment unmatched within the business. to be able to obtain this, the application includes a simplified certification technique and tiering components, move-company market building dollars (MDF), solution Badging, and practicing on how companions can construct options and services around Dell’s whole technology stack. The company is presently crafting interior teaming agreements throughout the Dell technologies family, in addition to constructing operational and transactional synergies between the corporations.
anticipated to turn into totally operational in 2020, a huge advantage of the Dell technologies capabilities framework might be around certification, simplification and joint software tiering to be certain solution issuer investments are maximized across the portfolio. as an example, if a Pivotal associate is licensed on Pivotal ready structure or Kubernetes, it doesn't should spend the time and funds to get recertified around the technology inner the VMware program. The intention is to reduce out useless repetitiveness and allow companions extra time within the earnings box in preference to the training room.
helping partners obtain cross-tiering benefits is another Dell method to drive channel profitability for those who are promoting diverse product traces, Mullen pointed out.
“if you have true-tier reputation in VMware, it will provide you with access to some of the capabilities, capabilities and opportunities as a higher-level partner within the Dell EMC application. We’re making an attempt to work out the way to share those designations to help our partners shortcut one of the vital tactics,” pointed out Mullen. “as an instance, we’re working on combining those credentials and certifications so that the investment they make one time can count dissimilar instances.”
partners are pumped for the brand new Dell applied sciences potential framework, telling CRN that an conclusion-to-conclusion cohesive story and channel beginning mechanism will obviously trade the client dialog.
“It truly helps to bring up the conversation into one that’s more about the commercial enterprise stack and the usual enterprise precedence,” noted Dan McCormick, govt vice chairman at St. Paul, Minn.-based mostly Davenport group, a Dell technologies associate. “It offers us the latitude, grounding and a pathway in those conversations that might have in any other case been product-concentrated. So it permits us to be a part of the vision and road map with these consumers instead of just having to center of attention on a selected product or assignment.”
McCormick referred to some synergies already in place between Dell EMC and VMware have led Davenport neighborhood to double its hyper-converged earnings over the last 12 months. “The means for joint items to have the merits of being tested, hardened, able when it’s plugged in to bring time to value—in addition to with the most fresh improvements from each companies—that’s interesting to Dell EMC and VMware. It’s an important improvement for us and consumers,” he said. “so that you can see why this software makes feel. I don’t see any individual out there that has the breadth that Dell applied sciences has. It’s that same breadth that’s going to gas their boom going ahead.”
an additional cross-selling advantage is that channel companions can be capable of leverage MDF throughout the Dell technologies household of organizations, according to Cheryl cook, senior vice president of world associate advertising. “We’ve already enabled MDF for use across the strategically aligned organizations, which means a associate could take moneys that they earned in Dell EMC and leverage that across to VMware demand era,” she talked about.
there's additionally solution Badging available for partners that counts towards competency working towards requirements in both the VMware and Dell EMC associate courses. The Dell technologies competencies framework at the beginning is focused on driving synergies between Dell, Dell EMC, VMware and Pivotal, as these agencies already have a herbal technology and engineering connection. as an example, the currently purchasable Pivotal ready architecture is a goal-constructed appliance for operating Pivotal Cloud Foundry that contains VMware virtualization and Dell EMC hyper-converged VxRail infrastructure.
independent Channel classes
with a purpose to not disrupt Dell’s massive channel group, Mullen desires to make it crystal clear that every individual business will keep its own channel software. “VMware should have its own partner application. Pivotal must have its own accomplice software. Secureworks is building a partner program,” she pointed out.
“All of these should have an unbiased companion application, but we’re putting them collectively in a form of ‘one-world’ type alliance and allowing our associates to work together.”
there's presently a handful of answer suppliers and alliance partners already taking part within the Dell applied sciences skills pilot with expectations to add more companions right through 2019.
extra Routes To partner Profitability
In Dell’s fiscal 2018, an awesome 97 p.c of the company’s appropriate 500 purchasers purchased products and functions from as a minimum two of the business’s three largest manufacturers: Dell, Dell EMC and VMware. On the channel entrance, Dell saw 11 % 12 months-over-year growth within the number of companions selling distinctive strains of business in third-quarter 2018. total channel earnings grew 21 percent yr over 12 months within the third quarter of 2018.
It could appear to be a tough feat to proceed one of these channel sales onslaught in 2019, however the enterprise has two other courses up its sleeve to drive partner profitability.
In a ancient stream to open the floodgates for partners to faucet into hundreds of industrial and business Dell accounts, the business ultimate year launched the enterprise accomplice favored program and industrial partner favorite application.
For about 2,000 business and 20,000 industrial customers Dell has distinctive as underpenetrated, the enterprise is developing joint account plans which have its interior earnings and channel groups now turning towards answer providers to lead the way.
the load of greatly increasing 2,000 Dell commercial enterprise bills via the channel is falling on the shoulders of Dell EMC veteran bill Scannell, who has a clear message to companions. “We’ll win or lose with our partners,” said Scannell, president of international enterprise revenue and consumer Operations.
Scannell, who led EMC’s international income charge for years previous to its merger with Dell, knows the market-moving have an impact on the channel can have. His plan is to unforgivingly attack opponents in these money owed by means of working hand in hand with partners through the whole process, offering up any necessary resources to support partners penetrate deeper into the bills and push opponents out.
“if you take the materials of our channel companions and the elements we now have, it’s the one-plus-one equals some thing more than three. [The Enterprise Partner Preferred Program] is the quickest-growing to be a part of my company at the moment,” spoke of Scannell. “We carve out the accounts, we meet with our companions by using vicinity and say, ‘These are the money owed in the enterprise companion favourite software. right here is our approach to go after them. You’re in that account. Do you are looking to associate with us?’ Most partners say ... ‘Let’s accomplice.’ Or others will say, ‘No, I’m not in that account, but I wish to get in there. So I’ll make investments some time and cycles, and you make investments a while and cycles—let’s go get it collectively.’”
partners who participate in either of the two programs are granted front-end and returned-conclusion rebates on items, deal registration insurance policy, in addition to incentives for competitive swap-outs and technology refreshes. as an instance, Dell EMC is granting companions 20-plus facets of entrance-end margin when they register a storage probability throughout the commercial enterprise partner favored software.
“We’re going to offer you extra funds on the entrance conclusion and more rebates on the back conclusion. We’re going to provide you with extra cash for aggressive takeout. funds for doing technology refreshes. We need to allow partners to win and win larger than you are these days,” mentioned Scannell.
To make sure these commercial and business accounts are basically partner-led, Dell is also keeping its own earnings team commissions on these debts, that means the sales reps can be incented to work more carefully with the channel.
Andy Sontag, sales supervisor at IPM, a brand new York-based Dell applied sciences associate, changed into one of the first solution providers to join the business associate favorite application. IPM labored with Dell on a worldwide customer account to consolidate 5 records centers all the way down to two.
“We took the enterprise faraway from NetApp and moved it to a VxRail answer that become replicated between manhattan and the West Coast. It resulted in well over $1 million in income within the ultimate twelve months from a company that hadn’t purchased Dell EMC right here in the U.S. in advance of that,” mentioned Sontag. “[Dell] helped us order and stage the equipment, ship it in racks for convenient deployment. They also supplied support around Dell networking and top-of-rack switches to support grow the deal.”
IPM increased its ordinary annual Dell technologies sales, which contains servers, storage and endpoint earnings, by means of 10 p.c in 2018. Thanks partially to channel initiatives just like the favourite courses, IPM is projecting its Dell technologies annual earnings to raise a whopping 50 p.c in 2019.
on account that Dell unveiled the business partner preferred program in August, answer suppliers collaborating within the application have generated greater than 685 wins in its first four months. “in case you appear at the 2,000 money owed, we already have 685 new wins that weren’t purchasing our storage, our servers, and now they are. That came about in in reality under two quarters,” Scannell pointed out. “We’re seeing a huge uptick in business, and that i don’t see it slowing down.”
Winslow technology group is yet another companion taking competencies of the program. The answer company teamed up with Dell EMC to go after a large manufacturer and efficiently develop the account while on the equal time swapping out a competitor’s product.
“We’ve been capable of group up very intently with the Dell EMC group to grow that account enormously in terms of storage, servers, networking, VMware—and the software has given us the knowledge of extended line of business registration, aggressive pricing and elevated focal point in terms of the substances we get,” said Winslow. “we have swapped out the competition. We’ve taken out competitive product. They’re helping us grow an account for some of the greatest producers in the world.”
A business Success
leading the industrial partner favorite software is Haas, who has universal accountability for Dell’s world go-to-market firm for 500,000 commercial accounts.
Haas, who spent a decade in top executive roles at Hewlett Packard enterprise from 2001 to 2011 before joining Dell in 2012 the place he's now president and chief commercial officer, referred to opponents easily can’t keep up with Dell technologies’ end-to-conclusion innovation tempo and digital transformation story.
“The consumer goes to make the choice of, ‘Who am I going to bet on for the next three, 5, 10 years?’” spoke of Haas. “ Dell technologies and the capabilities we've, [customers] say, ‘I’m now not simply purchasing a single silo of architecture, I’m buying the longer term,’” he noted. “I’m purchasing the enterprise I’m partnering with who has the people which are going to get me to where I should get to with a purpose to be competitive. Our products, even all the method all the way down to the part level in the server portfolio—the [Dell EMC PowerEdge] 14th technology, as an example—it’s all miraculous products. That’s the change.”
Haas, who helped put in area the approach that allowed Dell in 2018 to take the No. 1 share place in the global storage and server markets, stated the numbers demonstrate Dell’s ingenious storage portfolio is resonating with purchasers.
Quarter after quarter in 2018, Dell EMC always won storage market share on a 12 months-over-yr groundwork. In first-quarter 2018, Dell become the world storage leader with 21.6 p.c share, up from 20.3 p.c 12 months over year, in response to market analysis firm IDC. salary for the quarter skyrocketed 43 percent yr over yr to $2.82 billion. The 2nd quarter noticed the enterprise’s storage share soar to 19.1 p.c, up from 18.three p.c within the identical quarter three hundred and sixty five days in the past; while Dell’s third-quarter share expanded from 18.eight p.c in 2017 to 19.2 p.c share in 2018.
no longer best did Dell dominate the world storage market throughout 2018, however the server industry as neatly.
in the first quarter of 2018, Dell took manage of the worldwide server management place by way of capturing 19.1 % share, up from 17.6 percent yr over yr, due to a fifty one p.c spike in server sales. Dell’s server share within the 2d quarter jumped to 18.eight p.c in 2018, up from 17.7 percent twelve months in the past. in the third quarter of 2018, Dell’s market management position remained intact, however share a little bit dropped from 18.1 percent to 17.5 percent yr over year, due partially to a huge spending boost in the usual design brand (ODM) space all the way through the quarter. youngsters, Dell server sales in the third quarter ballooned to $4.1 billion, up 33 % year over yr.
On the pc entrance, Dell has increased its world market share on a 12 months-over-year groundwork for a fantastic 23 consecutive quarters. within the fourth quarter of 2018, Dell shipped 11,259 PCs to catch 16.5 % market share, up from 15.7 percent share one year in the past, in line with IDC. For the complete year 2018, Dell’s laptop share climbed to 17.1 percent by way of transport forty four,one hundred seventy gadgets this year, up from 16.1 p.c share in 2017.
whereas Haas says there’s nevertheless work to do in his server and storage enterprise, the purpose in 2019 is to enhanced enable partners to sell greater traces of business to widen the market-share gap even additional.
One tremendous Dell applied sciences potential, Haas observed, is its large $four.5 billion R&D funds. That annual R&D budget goes to be critical to driving extra know-how breakthroughs throughout the Dell technologies portfolio from hybrid cloud and hyper-converged infrastructure to PCs and workstations.
“That’s a huge quantity,” said Haas of Dell technologies’ investment in R&D. “obviously, that is a core driver and engine for growing net-new innovation throughout the board. On proper of that, we’ve invested greatly in more crew contributors out in the box to cowl greater territory, cowl extra companions, cowl extra money owed and create greater demand. It’s no longer an earthshattering idea that in case you demonstrate up, you could win. We’re showing up, and with this portfolio, we’re winning. With this companion ecosystem, we’re profitable. That’s exciting. We need to be sure that every dollar we spend is as efficient and beneficial as viable.”
Haas noted Dell technologies has no plans to reduce the R&D price range—which he sees as a transparent differentiator for the enterprise. Dell is projecting profits for fiscal 2019, which ends Feb. 1, of about $91 billion, up from $eighty billion in fiscal 2018.
partners talked about that $11 billion salary enhance indicates that consumers are reaping the advantages of what Michael Dell calls the “standard infrastructure business.”
The experience to turn into such a company was no handy feat, and many trade pundits puzzled the wisdom of Dell’s stream to buy EMC. but Michael Dell had no such qualms.
“all of it feels like a good looking picture,” he referred to. “if you go returned to October 2015, when we announced this little idea [of acquiring EMC], americans have been like, ‘What are you doing? How’s that going to work?’ well, it’s labored out somewhat neatly,” pointed out Dell.
“in case you examine our facts center company, we're the largest and we’re bigger than Cisco. greater than IBM. larger than HPE. … So if you step back and think about it in hindsight, what we’ve achieved is we mixed the leading storage company with the leading server company, which created the leading hardware infrastructure enterprise, and we mixed that with the main utility infrastructure enterprise. So now you’ve received the simple infrastructure enterprise,” he stated.
Even some Dell partners who had been promoting technology for decades had their preliminary doubts.
“I’ve no longer seen anything else like what Michael Dell has been able to amass in terms of the general vision, but much more so his capability to execute in opposition t that,” noted Davenport group’s McCormick, who begun promoting IT in 1986. “as the EMC acquisition become evolving over the 18 months main as much as the remaining deal, even for as long as I’ve been during this company, i was challenged to see how he might perhaps pull off some thing of this magnitude. while there are loads of visionaries present in this house with first rate concepts, what we’ve viewed from Michael Dell and the crew he’s constructed is his unique ability to take that imaginative and prescient on the optimum level—but additionally consider the mechanics and execution on the most targeted level—and observe via on it. All of those pieces definitely create a distinctive abilities and the reason why Michael Dell has been in a position to prevail at this level. It’s truly unequalled.”
Now, with the rush to move public once again finished, the business that bears his identify is determined to radically change corporations of all kinds throughout the globe because the end-to-conclusion, digital transformation leader.
That digital transformation market opportunity will add as much as $1.25 trillion this yr, carrying on with to develop to $2 trillion by way of 2022, based on IDC. With the Dell technologies abilities framework being finalized and Dell placing its guess on the channel to steer its digital transformation assault, Michael Dell can’t assist but consider bullish in regards to the future.
“The demand is going to continue to be very effective in 2019. The momentum we now have in the channel is somewhat robust. It’s a really distinctive business than it turned into five or 10 years in the past. we now have an entire diverse set of capabilities with Dell EMC, VMware and Pivotal and the relaxation of the family unit. We’re in a pretty good spot,” mentioned Dell. “we have a number one position that we don’t take as a right. We need to work complicated daily to earn the have confidence of partners and consumers, but momentum is awfully first rate.”
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ARM [1 Certification Exam(s) ]
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ASIS [2 Certification Exam(s) ]
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Autodesk [2 Certification Exam(s) ]
Avaya [106 Certification Exam(s) ]
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Axis [1 Certification Exam(s) ]
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Certification-Board [10 Certification Exam(s) ]
Certiport [3 Certification Exam(s) ]
CheckPoint [44 Certification Exam(s) ]
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CompTIA [79 Certification Exam(s) ]
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Counselor [4 Certification Exam(s) ]
CPP-Institute [4 Certification Exam(s) ]
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ECDL [1 Certification Exam(s) ]
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Filemaker [9 Certification Exam(s) ]
Financial [36 Certification Exam(s) ]
Food [4 Certification Exam(s) ]
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Foundry [6 Certification Exam(s) ]
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HDI [9 Certification Exam(s) ]
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Hitachi [30 Certification Exam(s) ]
Hortonworks [4 Certification Exam(s) ]
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mySQL [4 Certification Exam(s) ]
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NI [1 Certification Exam(s) ]
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Nortel [130 Certification Exam(s) ]
Novell [37 Certification Exam(s) ]
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Oracle [299 Certification Exam(s) ]
P&C [2 Certification Exam(s) ]
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QlikView [1 Certification Exam(s) ]
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Sybase [17 Certification Exam(s) ]
Symantec [136 Certification Exam(s) ]
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Tibco [18 Certification Exam(s) ]
Trainers [3 Certification Exam(s) ]
Trend [1 Certification Exam(s) ]
TruSecure [1 Certification Exam(s) ]
USMLE [1 Certification Exam(s) ]
VCE [7 Certification Exam(s) ]
Veeam [2 Certification Exam(s) ]
Veritas [33 Certification Exam(s) ]
Vmware [63 Certification Exam(s) ]
Wonderlic [2 Certification Exam(s) ]
Worldatwork [2 Certification Exam(s) ]
XML-Master [3 Certification Exam(s) ]
Zend [6 Certification Exam(s) ]
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