Dell Technologies Finance Solutions Playbook

CONNECTED
FINANCE
UKI Enterprise
@DellTech
—
September 2018

September 2018 | 02
CHANGING
LANDSCAPE

September 2018 | 03
Market Forces
Customer Intelligence,
Personalisation & Scale
Open
Banking
Digital
Payments
Digitisation &
the Ecosystem
Business Model
Innovation
Macro
Environment

September 2018 | 04
Customer Intelligence,
Personalisation & Scale
Customer intelligence will be the most important factor for revenue
growth and profitability. Financial institutions are increasingly using
artificial intelligence to deliver highly personalised services. Over
the next decade, we expect artificial intelligence, machine learning,
and behavioural analytics to become the driver of customer
engagements. Financial institutions that invest in big data and
advanced analytics capabilities will be more likely scale quickly
and grasp a competitive edge.
Open
Banking
Changes in data regulations mean that financial institutions are
now required to more openly share their customers’ data with other
providers. Open banking is revolutionising how consumers transact,
save, borrow, lend and invest their money. Open data initiatives
will create more competition within the industry and financial
institutions will have to compete with non-traditional players.
This will fundamentally change the payments value chain, disrupt
traditional business models and increase customer expectations.
Market Forces

September 2018 | 05
Market Forces
Digitisation &
the Ecosystem
Financial institutions cannot afford to wait any longer to extract the
potential of digital to industrialise their value chain. They must explore
the new tools at their disposal and build the skills in digital marketing
and analytics necessary to compete effectively. Fintech emergence will
have positive returns for traditional players who embrace disruption
through strategic collaboration. By creating a customer-centric, unified
value proposition that extends beyond what users could previously
obtain, digital leaders are bridging the value chains of various industries
to create “ecosystems” that reduce customers’ costs, increase
convenience and provide them with new experiences.
Digital
Payments
Consumers today are experiencing an explosion of choice when it
comes to paying for their shopping and general purchases. Digital
payment systems have changed the way we manage and pay for
goods and services. Businesses and consumers alike are wanting
faster, safer and more convenient payment methods. Mobile and social
payments, digital currencies and eWallets are becoming widely adopted
as the norm - forcing traditional players to react strategically. The
intersection of new payment technology will require banks to reassess
the way they participate in the payment ecosystem.

September 2018 | 06
Business Model Innovation
New profit pools such as customer acquisition, customer advice
and technology services will grow faster than the traditional banking
book and yield higher margins than holding loans and deposits on the
balance sheet. Forward-looking financial institutions recognise that
alternative business models present an opportunity to break into new
markets, acquire new customers while retaining existing customer
relationships. Models likely to prevail include:
1. Aggregation: Aggregate customer interactions across multiple
financial institutions in one place, to enable ease of doing business
and increase convenience.
2. Embedded Component Experiences: Set up a branded
experience embedded in other companies’ online platforms.
3. Digital Pure Play: The economics of a digital pure play look like a
traditional financial institution, offering a lower cost base thanks to little
or no physical distribution, and collects fees from the providers who fill
out the growing ecosystem of services.
Macro Environment
Banks will likely have to accelerate partnerships with fintechs, retailers
or large technology firms. Investment in emerging technologies such
as artificial intelligence, application programming interfaces (APIs), and
blockchain will underpin and drive innovation and competitiveness.
Alongside the technology aspects, an ever-changing and uncertain
regulatory climate will remain a challenge. Financial institutions
should be scenario planning for Brexit and be prepared for a lengthy
disentanglement of the UK from the EU. Ethical consciousness will
continue to play a huge role in strategy planning as customers continue
to demand brands to be more ethical, more sustainable, and more
diverse and inclusive.
Market Forces

September 2018 | 07
Digital Solutions
New Business
Models
APIs & Platform
Integration
Mobile
Workforce
Big Data,
Advanced Analytics
& Automation
Security
Regulatory
Compliance
Internet of
Things (IoT)
Virtual Reality Blockchain
Cloud
Solutions

September 2018 | 08
Your Partner for
Connected Finance
Getting your Digital Transformation strategy right is key to succeeding in
the new economy – Choose Dell Technologies as a trusted partner that
can support you along the entire journey.
Today's financial institutions require the right technology solutions partner, who can support their vision and
strategy into the future. While there are many technology partners with niche offerings in specific areas like
cloud, security or analytics, most cannot deliver on your complete integrated vision. Dell Technologies is
different. We bring together seven leading enterprise technology businesses in one trusted partner. This
enables us to provide and deliver end-to-end solutions.
September 2018 | 08

September 2018 | 09
Connected Finance
DIGITAL SOLUTIONS BUSINESS OUTCOMES
Financial
Landscape
RETAIL
CORPORATE
COMMERCIAL
CHALLENGER
BANKS
FINTECHS
CAPITAL
MARKETS
WEALTH
MANAGEMENT
New
Business
Models
Big Data,
Advanced
Analytics &
Automation
Security
Open Banking:
APIs & Platform
Integration
Internet of
Things
Regulation &
Compliance
Mobile
Workforce
Cloud
Solutions
Virtual
Reality
Blockchain
Revenue Growth
Customer Centricity
Cost Reduction
Workforce Productivity
Security & Risk Management
DELIVER
September 2018 | 09

September 2018 | 10
Contents
Our Clients 11
Business Outcomes 15
Revenue Growth 16
Cost Reduction 20
Customer Centricity 25
Workforce Productivity 29
Security & Risk Management 32
Our Digital Solutions 37
New Business Models 38
APIs & Platform Integration 50
Mobile Workforce 54
Big Data, Advanced Analytics & Automation 63
Internet of Things (IoT) 71
Cloud Solutions 78
Security 84
Regulatory Compliance 93
Virtual Reality 100
Blockchain 104
Why Dell? 108

September 2018 | 11
OUR
CLIENTS

September 2018 | 12
Supporting The World’s
Leading Financial Institutions
Dell Technologies is a trusted partner to many of the
most successful and innovative financial institutions.

September 2018 | 13
What Our
Clients Say
Financial services are one of the first movers in embracing
technology to better serve our customers. As one of the world’s
biggest users of Dell EMC, we spend approximately $9 billion
a year on technology, including infrastructure as well as cloud
computing, big data analytics and cybersecurity. We make sure
we spend wisely and select our partners very carefully.
Jamie Dimon,
Chairman and CEO,
JPMorgan Chase
Dell EMC played a significant role as our digital
transformation partner, helping shape our vision and
turn that vision into a reality. We made a substantial
investment in understanding and delivering what the
business, consumers, brokers and our partners wanted
– and that has paid huge rewards.
Jonathan Workman,
Programme Director, UK Mortgages,
Bank of Ireland

September 2018 | 14
Dell Technologies help financial
institutions achieve the following
key business outcomes with our
digital solutions

September 2018 | 15
Revenue
Growth1 Customer
Centricity3Cost
Reduction2 Workforce
Productivity4 Security & Risk
Management5
BUSINESS
OUTCOMES

September 2018 | 16
Revenue Growth
These solutions enable these business outcomes:
New Business
Model
Mobile
Workforce
Internet of
Things
Cloud
Solutions
Big Data, Adv.Analytics
& Automation
To survive in an industry where new, non-financial, entrants are fast
gaining market share from traditional players, growing revenue is an
imperative for today’s financial institutions.
There is an immense amount of opportunity that lies ahead for
those organisations who recognise the impact new technologies
can have on growing their business and avoiding customer churn.
By simplifying their operations and embracing agile development,
1
modern financial institutions can directly benefit from changing
market circumstances. Digital initiatives and an omnichannel
approach allow today’s modern financial institution to explore
new opportunities and outpace their competition. New financing
methods and the disappearance of borders provide financial
institutions with a broader reach and an expanded portfolio to
achieve their goals.

September 2018 | 17
Improve Customer Intelligence with Big Data
The other solutions were up to many times
more expensive than Pivotal Greenplum and
did not meet our requirements in terms of
storage capacity and computing power for
high-speed loading. Pivotal Greenplum was
the right data warehouse solution to meet
our existing and future needs.
Ming Zhang,
Vice President,
China CITIC Bank Credit Card Center
Challenge
China CITIC Bank identified the need for a centralised, highly-scalable
data warehouse solution that could integrate with the bank’s existing
CRM and BI solutions.
China CITIC Bank was running disparate systems and a physical
hardware platform designed for supporting single applications, which
significantly delayed access to customer data. Adding to the challenge,
the bank was using a tape storage solution to meet regulatory
requirements – but data extraction was slow and difficult to scale.
Solution
Our team developed an enterprise data warehouse solution for the
bank that provides architecture for data loading and parallel query
processing to support operational, tactical and strategic business
intelligence (BI) activities across the company. The solution design
seamlessly integrated with the bank’s existing solutions and systems.
The bank was able streamline its minimum delivery time – reducing it
from 2 weeks to 2-3 days. Our solution also enabled the bank to gain
up to 40 times Return on Investment (ROI).
For more information:
Case study: https://bit.ly/2DqrFHu
Results
→ Reduced its average configuration time
for marketing campaigns by 86%
→ Reduced delivery timeline from
2 weeks to 2-3 days
→ Analytics users spending 40% more
time on data analysis
Reduced its average
configuration time for marketing
campaigns by 86%
86%
Revenue Growth
Big Data, Adv. Analytics Automation

September 2018 | 18
Drive Revenue While Reducing Risk With
Innovative New Business Models
Challenge
Bank of Ireland worked with Dell EMC as its strategic partner on
an initiative to increase its share of the mortgage market. Dell EMC
worked with the bank and its partners to design an advanced digital
solution to deliver a customisable, omnichannel application interface
for consumers, brokers and partners such as The Post Office, to sell
mortgages backed by Bank of Ireland UK.
Simultaneously, Dell EMC worked with the bank to integrate back-
end systems and processes, as well as to optimise performance
and processes to efficiently handle larger volumes of mortgage
applications.
Results
→ Increased number of new mortgage
applications in first 3 months by
£250 million
→ Reduced time to submit a mortgage
application by 75%
→ Reduced mortgage mailroom volumes
by 50% and mortgage payment calls by
2,000 per month; and increased capability
by 25 full time equivalent
→ New online digital mortgage sales system
developed and launched within 12 months
Revenue Growth
Solution
In the months after the initial release to brokers, the new application
was successfully rolled out to direct customers and the branch
networks of Bank of Ireland UK and the Post Office. Subsequent
releases have delivered new features, including: automated
documentation requirements with an integrated document upload
facility, multiple interfaces (Experian, OpenText, Anti Money
Laundering system), online legal panel look-up and selection,
and integrated regulatory approval for advisors.
Today, close to 94% of the bank’s new business is submitted
through this new applications.
New Business Model
Case study: https://bit.ly/2Do9CS8

September 2018 | 19
Developing the Technology to
Keep up With Evolving Risk Models
We now have a product mindset. Our
insurance software products are never
finished. We just keep learning from our
customers and making the experience better
and better for them.
Johnathan Reardon,
Vice President and Senior Director of IT,
Liberty Mutual
Challenge
For more than a hundred years, Liberty Mutual has been committed
to responding quickly in order to optimally serve individuals and
communities. Challenged with staying ahead of ecosystem changes,
disruptive technology impacts on the industry, and silos across the
organisation, Liberty Mutual recognised the need to transform their
enterprise in order accelerate time-to-market to remain competitive.
Solution
Together, Liberty Mutual and Pivotal are accelerating the insurance
company’s software development processes. The combination of
proven methodologies with in-depth industry experience enables
Liberty Mutual to build the right software and deliver the right
services, at the right time. Liberty Mutual is now disrupting the
market by leading the way in app development to ensure the
company is always there when customers need it most.
Results:
→ Created a customer insight driven
Minimal Viable Product (MVP)
in 4 weeks
→ 6 months time to market
→ Moved from quarterly and monthly
deploys to at least weekly and in many
cases daily
Revenue Growth
New Business Model
Article: https://bit.ly/2z8KonF
Case study: https://bit.ly/2MWunUt
Video: https://bit.ly/2OLNPFi

September 2018 | 20
Financial institutions are challenged with the need to reduce cost
whilst maintaining high quality products and services, thwart
competition and new entrants, and deliver value to stakeholders.
As the industry faces a period of significant change, financial
institutions are looking at how investments in their digital strategy
can help solve the age-old question – how can we reduce cost?
Cost Reduction
APIs Platform
Integration
SecurityBig Data, Adv.
Analytics
Automation
Regulation
Compliance
Internet of
Things
BlockchainVirtual Reality
2
Innovative integrated technology solutions and modernising IT will
help reduce operating costs and improve efficiency in a sustainable
manner, freeing up capital to invest in the new digital capabilities
necessary to remain competitive amongst disruptive rivals.
Cloud
Solutions

September 2018 | 21
Significant Cost Savings with Platform Integration
Boomi AtomSphere allowed Burroughs to
integrate multiple disparate systems and
alleviate multiple manual processes into a
simplistic automated solution that is easy to
maintain and understand.
Terrill Rust,
National Project Manager,
Marlin Investments
Challenge
Burroughs offers its customers access to world class service, industry
leading technology, and overall support for a portfolio of payment
related needs. The payments systems company was undergoing
a massive system reorganisation that involved the reduction of 52
different systems to three distinct platforms. Dell Technologies helped
Burroughs eliminate significant costs in their business by integrating
business-critical applications and consolidating legacy systems.
Solution
The time urgency of completing the systems integrations at Burroughs
was critical in order to eliminate a significant upcoming cost. Our app
integration platform made it possible to efficiently streamline business
processes and targeted service level agreement times, helping reduce
the number of systems. The combination of Boomi’s quick design
infrastructure, multiple connector suite, and robust management
console coupled with certified consultants, allowed Burroughs
to recognise an immediate cost savings of $430,000 in the first
month. Over the upcoming year Burroughs will ultimately save
over $5,160,000 in legacy systems costs.
Results:
→ Reduction of 52 systems to 3
distinct platforms
→ Immediate cost savings of $430,000
within the first month
→ Savings of over $5.1 million in legacy
system costs
Savings of over $5.1 million
in legacy system costs
$5.1m
Cost Reduction
Integration Platform

September 2018 | 22
Self-Service Data Analytics
Challenge
A large multinational Bank and Financial Services provider in the UK
worked closely with Dell Technologies to consolidate data silos and
modernise traditional reporting tools to gain a complete view of their
customers, access to external data and apply modern analytics to
their business.
Solution
Dell Technologies data advisory services helped the bank define a
data strategy roadmap and implemented the Dell Technologies Data
Platform. Within less than a year, the bank was able to on-board all
3,000 data analytics experts across the bank. As part of the results,
the bank was able to realise a cost-avoidance savings of $4.1 million
on incremental compute storage infrastructure investment over
3 years and additional significant OPEX savings in reduced staffing,
facility footprint.
This customer has been anonymised for confidentiality and discretion purposes.
Results:
→ $4.1M cost savings over a period
of 3 years
→ On-boarded all 3,000 data
analytics experts
→ Eliminated data silos and created
a single data view
→ Employee self-service access to
personalised data
→ Enabled automated and accurate
reporting capability
$4.1M cost savings over
a period of 3 years
On-boarded all 3,000
data analytics experts
$4.1M
3,000
Cost Reduction

September 2018 | 23
Reducing Cost whilst Improving Customer Experience
Challenge
Easy Buy is one of Thailand’s leading consumer financial services
companies. Easy Buy needed to enhance its service delivery to
consumers and improve employee experience. The company explored
new technologies that could improve the functioning of its three main
datacentres located in Bangkok and Rayong province. With over 2
million customers nationwide, the focus was on improving customer
experience with seamless anytime, anywhere, any device access.
EASY BUY wanted to fast track its IT deployments by switching to
a software defined IT infrastructure model that could replace its
traditional IT model of manually managing and maintaining each server.
The model was not only cumbersome but highly inefficient with large
costs and downtime that made operations extremely slow, alongside a
large probability of human errors.
Results:
→ Reduced system errors by at least 3 times
→ Enabled employees to be 2 times more
efficient
→ Reduced required physical datacentre
space by 50%
→ Realised 30% energy savings
→ Reduced software requests from
1 day to 2 hours
Cost Reduction
Solution
To improve business agility and flexibility to better support the
‘bring your own device’ (BYOD) environment, EASY BUY needed
solutions that allowed employees to use their personal smart phones
and devices to access work applications anywhere, anytime. EASY
BUY leveraged VMware’s virtualisation expertise to deploy soft
phone applications that allowed employees to access the softphone
anywhere, anytime, by simply logging in on the web browser. The
application was run on the cloud and helped the company significantly
reduce its phone spends.
Virtualisation reduced the system errors by at least three times,
enabling employees to be twice as productive. The virtualised
infrastructure enabled EASY BUY to improve the service speed to
customers and increase customers’ satisfaction. Today, the loan
approval process takes only 30 minutes. Easybuy also require 50% less
space for physical datacentres and 30% energy savings, making the
company far more efficient and effective. Instead of taking whole day,
it takes only 2 hours to provide software to employees as a service.
Cloud Solutions

September 2018 | 24
Protecting Data and Revenue Streams
Challenge
With data assets growing rapidly due to several mergers and
acquisitions, WSFS Bank was struggling to complete backups of
critical banking applications. This often impacted production systems
during business hours, affecting the customer experience. Limited
backup capacity and performance also meant that WSFS archived
backups onto removable media stored offsite, which delayed fulfilling
customer requests. To address the situation, WSFS turned to Dell
Technologies for a comprehensive business continuity and data
protection solution.
Solution
With Dell Technologies, WSFS reduced backup times by 30%,
eliminating performance slowdowns during high-volume production
hours, and gained continuous availability of critical applications.
Ultimately, the Dell Technologies solution helps WSFS deliver
exemplary customer service while protecting its reputation and
revenue streams.
WSFS gained a new level of data protection. Backups now complete
nightly without affecting production hours. With continuous data
protection capabilities, the bank is able to minimise data loss, optimise
recovery time objectives, and ensure rapid recovery of interdependent
business-critical applications.
Results:
→ Reduced backup times by 30%,
→ Reduced time spent on back up
from 12.5 per week to 5 hours
→ Reduced recovery times from
weeks to 15 minutes
Cost Reduction
Security Data Protection
We stand out from the competition by
delivering outstanding service, all the
time. Dell Technologies helps protect our
reputation and revenue streams by avoiding
application downtime.”
Jim Mazarakis,
CIO,
WSFS Bank

September 2018 | 25
In today’s landscape, financial institutions need to compete with new
entrants who have based their entire business models around the
customer experience. Customers expect personalised experiences
that exceed their needs and expect financial institutions to have
personalised approaches for advice coupled with tailored solutions.
According to Gartner, 62% of customers are more likely to remain
loyal to their financial institution if it can successfully advise them in
pivotal life decisions.1
Customer Centricity
New Business
Model
Mobile
Workforce
Big Data, Adv.
Analytics
Automation
Regulation
Compliance
Internet
of Things
Virtual
Reality
3
Digital solutions such as data analytics, innovation and agile
application development methodologies enabling financial
institutions to achieve a 360 degree view of their customers,
and ultimately better serve their customers.
By getting closer to the customer, financial institutions can
regain and retain customer trust.

September 2018 | 26
Deliver Value to Customers and Increase
Revenue with New Business Models
Challenge
With more than 3,000 people in over 34 locations, Merrill Corporation
securely connects and manages the full lifecycle of complex, regulated
information for the world’s leading companies. While every industry
is busy adapting to the software-led present, companies that offer
financial services have faced a unique challenge: innovate and stay
secure. Pivotal helped Merrill Corporation transform their
technology organisation.
Solution
Now, when Merrill helps a company through an MA or an IPO,
the company knows they have the reliability of Pivotal Cloud Foundry
(PCF), a cloud platform that lets them focus on building apps
and delivering services for their customers. PCF is a cloud-native
approach that doesn’t compromise on security and enables a
business to be more agile and move confidently into the future.
Video: https://bit.ly/2xAq3Wi
Results:
→ Improved run-time to be 20 times faster
than it was 8 months prior to solution
implementation
→ Increased business agility through digital
native application development approach
With Pivotal’s transformational technology,
in one year Merrill has been able to envision
and deliver a completely new product
platform designed to deliver more value
to our customers and grow our revenue.
Pivotal’s platform is a lynchpin in the creation
of a fast moving, agile and innovative
product culture at Merrill, delivering results
with unprecedented speed and precision.
Thomas L. Fredell,
Chief Product Officer,
Merrill Corporation
Customer Centricity
New Business Model

September 2018 | 27
Seamless Omnichannel Experience
with Platform Integration
Boomi connects everything together really
easily so every time we look at a project
we don’t look at how we will build a link
to something, we talk about how we plug
Boomi in so it is automated secure and fast.
It is changing the conversation.
Dave Chapman,
CIO,
Teachers Mutual
Challenge
As part of their wider digital strategy, Teachers Mutual recognised
the need to provide an omnichannel, mobile-first experience
platform for their customers. To help achieve its goal they used
Dell Technologies integration platform to provide their customer
service operators with a complete integrated view of all information
relating to a single customer. Customers now have the ability to
mid-way, through an online loan application, call customer services
and the operator will know immediately who they are talking to,
and client’s stage of the application.
Solution
This newly gained capability allowed the organisation to
leverage customer data to deliver consistent and seamless
customer experiences across all contact channels and
digital touch points.
By providing this omnichannel customer experience, Teachers Mutual
was able to grow its membership, increase product usage from existing
members to support the bank’s aggressive acquisition strategy.
Results:
→ Automatically execute data flows
between systems
→ Saved time, reduced errors,
and freed up human resources
Integration Platform
Customer Centricity
Video: https://bit.ly/2QXc5WD
Article: https://dell.to/2ONnOWb

September 2018 | 28
Remain Competitive with Cloud Solutions
Now more than ever, customers – especially
the millennials – aren’t willing to accept the
age-old banking experience. They expect a
radically different kind of banking.”
Lilach Bar David,
CEO,
Pepper (Deloitte)2
Challenge
Some of the world’s most disruptive, innovative and technologically
advanced businesses are born in Israel. Bank Leumi is one of Israel’s
oldest banking corporations, and they recognised the need to move
faster to deliver innovative banking in competitive markets. The bank
wanted people not just to use its services, but to love their bank.
Solution
In order to best serve their clients, the bank needed to transform
legacy IT infrastructure and slow processes which were ultimately
holding the business back. Bank Leumi had a vision to create a fully
transparent account management, money transfer and investment
experience that could be managed all from a mobile device. The bank
created a new digital banking platform, Pepper, based on a hybrid
cloud, and a software-defined data centre. Bank Leumi is now able
to offer clients high performing, high quality products and remain a
market leader in of the most competitive startup environments in the
world.
Dell Technologies worked with the bank to develop a vision of the
digital bank strategy to meet objectives. The bank chose a hybrid
cloud model powered by Dell EMC and was able to move existing
core banking applications to the new cloud platform. This enabled
Results:
→ Customers can onboard from home
in 8 minutes
→ New datacentre comes online in 3 months
instead of 2 years
→ Code goes into production in hours, not
weeks - accelerating time-to-market for
new and better banking services
Customer Centricity
Cloud Solutions
the bank to deliver high performance applications to employees
and customers alike. Bank Leumi’s ability to recognise and rapidly
respond to disruption meant that Israel’s oldest banking corporation
was able to remain relevant, competitive and the trusted go-to for
consumer banking.
Website: https://bit.ly/2zqKczq
Video: https://bit.ly/2xyqyzY

September 2018 | 29
New Business
Model
Mobile
Workforce
Big Data, Adv.
Analytics
Automation
Improving workforce productivity is imperative for financial
institutions to attract and retain the best talent. Keeping employee
burn-outs at bay results in higher employee satisfaction levels.
This enables employees to provide higher rates of productivity
which ultimately improves customer interaction and satisfaction.
Recognising this need for change, financial institutions have
started to listen to their digital-native team members and take
note of what’s needed in order to equip the future workforce.
Virtual
Reality
4
Collaboration and communication tools enable remote working,
giving employees access to information in any place, at any
time, and with any device.
Emerging technologies such as artificial intelligence, machine
learning, augmented reality and virtual reality are driving
automation in the modern workplace, and allow workers to
focus on the domains where they excel so they can devote
a maximum amount of time to customer-facing activities.
BlockchainCloud
Solutions

September 2018 | 30
Upgrade Communications to Respond
to Faster Changing Financial Markets
We’re in the business of delivering great
customer experience. There’s two ways
to do that. One through our people and
the other through technology – but the
intersection of those two is really where the
gold is. That’s where the transformation
is happening, and we’re seeing enormous
benefits.
Claire Rogers,
Head of Digital Banking,
ANZ BanK
Challenge
ANZ Bank is committed to extending customer service beyond the
desks, landline phones and even the physical walls of traditional
banking. Mobile banking is an important part of this commitment.
Customer expectations are changing and clients increasingly expect to
be able to complete complex transactions with financial professionals
using digital solutions. They also expect to be able to exert more and
more influence and control over their interactions with their financial
institution. Likewise, employees expect mobility to be a part of their
working lives. That is why ANZ chose to collaborate with VMware
AirWatch to make tools and apps available on mobile devices and to
fully participate in the digital banking revolution.
Solution
ANZ’s bankers now are enabled to virtually ‘travel’ to meet their
customers wherever they are – on the Internet, on their smartphones,
at their homes and businesses or at digitally–enabled spaces within a
bank. ANZ can now meet customers anywhere, from their businesses
to the internet.
Results:
→ Helped manage 18,000 devices
across 34 countries
→ Developed more than 20 custom mobile
apps using the AirWatch Software
Development Kit
→ Branches are being redesigned so bankers
can use mobile devices in the building to
communicate better with customers
Helped manage 18,000 devices
across 34 countries
18,000
Mobile Workforce

September 2018 | 31
Reduce Costs and Improve Productivity
With Communications Tools
By using Skype for Business, we expect to
reduce travel expenses by at least $700,000
annually and improve employee productivity
by eliminating the wasted time that travel
entails. Plus meeting and training attendance
is much better when we hold sessions with
Skype for Business.
Ali Serhan Cetin,
Systems Engineer,
Yapi Kredi
Challenge
The rise of Internet banking has also changed the financial landscape.
A bank’s competition is no longer just the bank down the street;
it’s banks all over the world. Yapi Kredi, one of the largest banks in
Turkey, recognised this emerging threat and began to evaluate their
communication and collaboration tools. Upon review of their Lync
services, Yapi Kredi found that there were limits as to the number of
people who could be on a Lync call. Yapı Kredi management wanted
to have all-company meetings with 19,260 employees on the audio
conference. Additionally, many employees felt that video conferencing
in Lync Server 2010 was not easy to use. Employees who needed to
communicate with individuals or partners who were not on Lync had
to use third-party conferencing and instant messaging services that
were not authorised by the corporate IT department.
Solution
Yapi Kredi now uses Skype for Business to enhance communication
and collaboration amongst employees. The bank’s management team
can now address 19,260 employees at once using this solution, and
teams can have virtual meetings that are enriched with real-time
video, instant messaging, and screen-sharing. The bank safeguards
sensitive data across all communications channels and has a lower-
cost infrastructure.
Results:
→ Increased efficiency and connect
thousands of people in seconds
→ Improved user experience with integration
with productivity tools like Outlook,
SharePoint other Office programmes
→ Meet regulatory requirements by
quickly capturing instant messaging
conversations
→ Connect thousands of people in seconds
Mobile Workforce
Article: https://bit.ly/2xCTSp3

September 2018 | 32
Financial institutions host some of the world’s most valuable
data and assets – this makes them a key target from cybercrime.
In an increasingly open ecosystem, financial institutions must find
a balance between embracing collaboration whilst maintaining high
vigilance on security.
Security Risk Management
Big Data, Adv.
Analytics
Automation
Regulation
Compliance
Security
5
New digital access points to current accounts, portfolios,
and transaction platforms mean financial institutions must be
more prepared than ever to protect clients’ personal information
and assets.
BlockchainCloud
Solutions

September 2018 | 33
Protect Your Assets
Challenge
Dell Technologies worked closely with a large Retail Bank in Latin
America who suffered a sophisticated attack on its ATM network.
More than 2,000 machines were attacked in one weekend, resulting in
a loss of more than $7 million dollars.
Solution
Dell Technologies worked with the customer to help create an
analytics environment that would enable them to protect their
geographically dispersed network of nearly 50,000 machines from
future attacks.
Dell Technologies consultants integrated non-structured data from
over 700 sensors on each ATM and overlaid it with structured data,
created statistical models, and advanced analytics to embed predictive
alerts into the bank’s existing monitoring systems. The Retail Bank
used Dell Technologies Data Platform to incrementally scale it’s data
capability for new use cases, data sources and data growth.
Results:
→ Annual cost avoidance of
$10-$20M lost to fraud
→ Protects over 50,000
global ATM machines
Our team made recommendations for process improvements to
collect sensitive data to comply with industry regulations. The solution
generated intelligence to prevent future ATM attacks and other types
of fraud.
The new integrated analytics platform can serve as a ‘Data Lake’,
where data and analytics can be added for new use cases. For
example, to analyse video from branch surveillance cameras, optimise
cash distribution optimisation, or strengthen security. The potential
cost avoidance of implementing the big data strategy and platform
resulted in $10-$20 million lost to fraud per year.
Annual cost avoidance of
$10-$20M lost to fraud
$10-$20M
Due to the nature of this security solution, this customer has been anonymised for confidentiality and discretion purposes.

September 2018 | 34
Strengthen Compliance Capabilities
Challenge
DZ Bank chose Dell Technologies to strengthen its compliance
capabilities. The bank was looking to protect employees’ values
and information from potential threats to ensure the integrity and
reputation of the business. Previously, security was not centrally
organised, creating silos and inconsistencies across the bank.
Solution
The Dell Technologies RSA Archer solution provided a unified view
of all security-related work for management and compliance. Dell
Technologies equipped DZ Bank with an efficient, collaborative
enterprise governance, risk and compliance (eGRC) programme across
business units, including: policy, risk, compliance, enterprise, incident,
vendor, threat, business continuity and audit management.
The solution enabled the bank to act in a timely manner and quickly
report to the board and incident response teams, and minimise
disruption for staff and customers. The bank is now able to directly
report key metrics to the board of directors, including the status
of tests, and open measures or major incidents. This information
is also used for quarterly and yearly security reports for selected
stakeholders, ensuring a compliant bank.
Results:
→ Reduced the time to create a business
continuity plan from 3 months to a few
minutes
→ Able to designate time-critical processes
with just a few clicks.
→ Reduce audit
Implementing RSA Archer was our first step
to ISO 22301 certification. This certification
enabled us to meet compliance standards
and significantly reduce our audit activities
each year. At the moment DZ BANK is the
only bank in Germany that is ISO 22301
certified. Without RSA Archer it would
have required more expenditure to reach
the certification.”
Thorsten Scheibel,
Global Head Of Business Continuity
Crisis Management,
DZ Bank
Regulation Compliance

September 2018 | 35
Protecting Customer Data With Advanced Data Analytics
Challenge
Global payments leader Mastercard wanted to use predictive analytics
to study customer purchase patterns and behaviour in order to derive
valuable new insights. It needed an analytics environment with the
scale to deal 2.2 billion hours worth of data. At the same time, it
required the highest levels of security to protect this sensitive personal
and financial data.
Solution
Mastercard worked with Dell Technologies companies to build a secure
PCI-certified Hadoop cluster to enable data analytics. The solution
has increased security and fraud protection, via analysing customer
purchasing patterns, affinities and rhythms using machine learning. It
has also helped drive business value from anonymised data on share
of wallet compared to competition, average spend, and purchase
frequency. This helps Mastercard to identify marketing opportunities
and measure return on investment – while protecting its sensitive data.
Data privacy and protection is a top priority
for Mastercard. As we maximise the most
advanced technologies from partners and
vendors, they must meet the rigorous
security standards we’ve set.
Gary VonderHaae,
Chief Technology Officer, Architecture,
Mastercard

September 2018 | 36
Solutions to Business Outcomes Matrix
Cloud
Solutions
1. Revenue Growth
2. Cost Reduction
3. Customer Centricity
4. Workforce Productivity
5. Security Risk
Managment
APIs Platform
Integration

September 2018 | 37
OUR DIGITAL
SOLUTIONS

September 2018 | 38
New Business
Models

September 2018 | 39
The financial services industry is being disrupted like no other and
the days of traditional banking are over. With brand giants like Apple,
Amazon, Google and Facebook all making moves in the finance
industry, incumbents are having to rethink their business models in
order to compete with huge consumer bases, highly agile and scalable
platforms and strong brand loyalty. If traditional players remain pure-
play commodity, they are at risk of losing the customer relationship to
tech giants who have the capability to provide banking-as-a-service.
Financial institutions are now leveraging digital and emerging
technologies to create new business models, exploring how they
can get closer to the client and own the relationship. In many cases,
this may mean entering strategic partnerships, or even creating their
own fintech.
The emergence of fintech, open banking, and digital payments is forcing financial
institutions to rethink their business in order to thrive in a disruptive economy
New Business Models
Dell Technologies company, Pivotal, works with financial institutions
to assist across the customer journey – from idea concept to creation.
Pivotal support clients in streamlining the entire journey of an idea
– ensuring the best ideas get to market in the most efficient and
effective manner. Pivotal focus on helping financial institutions become
software companies that create the world’s leading consumer-led
products.
The Pivotal methodology includes the following steps:
1. Concept to Creation Labs
- User-centric Design
- Iterative Development
- Continuous Improvement
2. Accelerate speed-to-market
New Business Models

September 2018 | 40
1. Concept to Creation - Pivotal Labs
Pivotal Labs is the concept of creating balanced teams across product
design, development and management. Focusing on user-centric
design, iterative development and continuous improvement, Pivotal’s
knowledge sharing culture enables financial institutions to create
world-class software-drive products.
- User-Centric Design
Allocating time to creative thinking encourages new ideas and
innovation. These sessions focus on customer journey mapping to
explore the many different ways customers may interact with a clients’
brand. This is then built in to the design process to ensure products
and services are relevant to customers. Pivotal work with clients to
identify the business outcomes and business
case up front.
- Iterative Development
Pivotal help financial institutions transform their business by cultivating
new ways of working to drive and support continuous innovation.
Pivotal encourages knowledge transfer and creative collaboration
which increases productivity, driving results and ultimately a better
customer experience.
- Continuous improvement
Reduce the risk of building the wrong thing while comfortably
changing direction. Create a Minimal Viable Product (MVP) to entice
and test on early adopters. Data gathered on initial user experience
will provide valuable insights to feed into the development process for
continuous innovation to ensure clients get the best experience.
2. Accelerate Speed-to-Market
Pivotal Cloud Foundry (PCF) is an open source cloud application
platform. PCF enables large enterprises to innovate at start-up speeds
by providing developer frameworks, application services and cloud
mobility. PCF allows financial institutions to rapidly create and deliver
highly functional software, giving them a competitive advantage.
Reducing developer time spent on admin tasks allows developers to
work on what’s most important – great code.
The following sections outline the above methodologies, services and
products in more detail.
New Business
Models
New Business Models

September 2018 | 41
88%of financial institutions believe
business is at risk to innovators
(PwC, 2017)3
82%expect to increase fintech
partnerships in the next three
to five years
(PwC, 2017)3
64%instances when customers would switch from
one brand to another due to lack of relevance
(Accenture, 2018)4
89%of high performers believe that their business needs a
much more iterative, dynamic, agile approach to doing
business compared to three years ago.
(Accenture, 2018)5
New Business
Models

September 2018 | 42
New Business
Models
1. User-Centric Design
User-centric design ensures software solves a real problem
by creating a desirable and usable product. User interviews,
ethnographic studies, persona definition and prototype
creation leads to industry-leading products.
2. Iterative Development
Building working software at a consistent speed
and quality in the face of changing requirements.
The practice of short iterations encourages a
‘fail-fast’ culture great for innovation.
3. Continuous Improvement
Reduce the risk of building the wrong
thing while comfortably changing direction.
Make data-driven decisions by creating
Minimum Viable Products, lean experiments
and identifying and testing assumptions.
The Pivotal approach unifies development, design, and product
management to create high-value products. In addition to strategic
business advice and planning, Pivotal Labs practitioners work
alongside financial institutions to enable them with expertise in
these three key areas:
New Business Models

September 2018 | 43
Pivotal
1. Stand-up
Each workday begins with a
brief team stand-up meeting to
discuss what you did yesterday,
and what you plan to do today.
2. Plan
Team members
collaborate to clarify items
and ensure consistency.
3. Iteration
The product manager
oversees prioritisation, while
prototypes are managed by
the designer. Throughout,
user research eliminates
unnecessary features.
4. Retrospective
The team meets weekly
to decompress, identify
issues, and discuss areas
for improvement, leading
to iterative improvement.
6. Pairing
Pair two developers to work
together at the same computer
to complete each task. As pairs
rotate, knowledge is spread
rapidly through the team,
avoiding silos of knowledge
and allowing for team growth.
5. Test-driven
Write tests that assert the
application can do what we
want it to do. A piece of code
or functionality isn’t done until
it passes the test.
Practice test-driven development, pair programming,
short development cycles, and continuous verification
and integration of code. How Pivotal Labs works:
Webpage: https://bit.ly/2QUeOQg
New Business Models

September 2018 | 44
2. Accelerate Speed-to-Market
Dell Technologies company, Pivotal, enable financial institutions to move fast and innovate
quickly to deploy new services and create new business models. By focusing on the below
four key areas, Pivotal provide digital transformation solutions to financial institutions to drive
innovation and growth.
The financial services industry is moving faster toward a software-
driven future. To differentiate their business, financial institutions are
having to write more software than ever before. In most cases, this is
very new to traditional players, who historically haven’t been software
developers. In addition, tolerance for downtime is plummeting, and
security has never been more important. Under this backdrop, financial
institutions are evaluating ways to stay competitive and grow their
digital business in order to stay relevant. Pivotal Cloud Foundry (PCF)
is a cloud platform engineered to deliver a single software platform to
run an enterprise capable of scaling to support hundreds of IT teams
and thousands of applications. PCF allows financial institutions to
continuously deliver any app to every major private and public cloud
with a single platform. By focusing on four key areas of Developer
Productivity, Operator Efficiency, Comprehensive Security and
High Availability, PCF enables financial institutions to streamline
their software development processes, increase time-to-market,
secure the business and enhance customer experience.
New Business Models

September 2018 | 45
Focusing on those four key areas delivers
the following business outcomes:
1. Improved speed
Faster cycle time, more frequent deployments.
2. Improved scale
More requests per second to apps and services.
3. Improved stability
Greater uptime of customer-facing service.
4. Improved security
Achieving 100% patch coverage.
5. Improved savings
Lower cost per unit of deployed compute.
Video: https://bit.ly/2odq79o
Video: https://bit.ly/2xzceHp
Developer
Productivity
Accelerate feature delivery
Use PCF’s portfolio of
modern runtimes to
deliver features faster.
Operator
Efficiency
Enjoy a 200:1 developer to
operator ratio
Designed for zero-downtime
deployments. Run on every major
private and public cloud.
Comprehensive
Security
Reduce risk in your app
portfolio
Protect systems from attackers
using Pivotal’s Rs of security:
repair, repave and rotate.
High
Availability
Deliver enterprise
SLAs at scale
Rely on built-in high availability to
keep customer-facing systems
online under even the most
challenging circumstances.
Pivotal focuses on the below four key areas
to deliver business outcomes:
New Business Models

September 2018 | 46
Digital Transformation Use
Cases in Financial Services
Pivotal provide digital transformation solutions to financial institutions to drive innovation and growth
The following outline a number of primary use cases:
1: Mobile banking
Extend payment solutions and interactivity to mobile to improve
customer experiences and employee workflows. Keep financial system
infrastructure competitive by delivering an agile environment for rapid,
cloud-native application development. Enable digital connectivity with
user-centric design.
2: Trading and transactions
Gain greater visibility into market risk. Enable same-day trade
processing and transaction data ingestion with advanced
analytics. Govern the lifecycle of trading applications with a cloud-
native platform that accelerates software development without
compromising operations.
3: Compliance and process automation
Revise compliance and governance infrastructure faster to meet
regulatory standards. Re-architect compliance workflows and
provide greater advantage with an innovative, agile and real-time
computational platform. Automate and digitise repetitive, low-value
processes. Enable straight-through processing to boost productivity.
4: Personalised sales and marketing
Enhance user experiences by improving your team’s development
processes with paired programming and agile software development.
Use a cloud-native platform to deliver more target mobile
advertisements based on location, generating new
revenue streams.
5: Risk, fraud and security management
Rely on advanced analytics to enable credit risk stress testing, conduct
market risk and exposure analysis, as well as aggregate risk position
reporting across departments and timezones. Detect anomalies faster
with real-time data analysis.
New Business Models

September 2018 | 47
Transforming a 200+ year-old Bank into a Fintech
Results:
→ Created a fintech within a large
historically traditional bank
→ End-to-end ownership of projects
→ Agile development culture
→ Highly productive developer teams
With financial startups cropping up in every corner of the world, no
big bank can afford not to innovate. Citi recognised a need to change
the way they do business. In order to thrive in a disruptive economy,
Citi decided to join the disruption. To truly scale the new skills, tools
and mindsets, needed to act like a startup Citi needed a radical new
team, Citi FinTech, to lead the way and mould Citi into the bank of
the future. Citi enlisted Pivotal to foster a knowledge sharing culture,
create an agile development team and ultimately enable Citi to react
to consumer demands and remain competitive against new
disruptive entrants.
Brad Miller, Head of Global Digital Cloud Technology at Citi, leads
the team pioneering the next phase of Citi’s consumer banking mobile,
tablet, and internet products and the underlying platforms. He is
responsible for executing Citi’s next-generation platform and cloud
vision through the delivery of digital products and services supporting
Citi’s FinTech, credit card and retail bank units. Miller recognised you
can’t move fast at a company with a big, interdependent platform;
business agility is achieved by teams that are empowered to plan,
build, ship, and run their applications or services all by themselves. But
you don’t get there overnight, this takes time and dedication to ensure
the right cultural shift.
Our charter isn’t just to make ourselves
successful but to build the templates that
enable other teams inside Citi, to be able to
pick up the learnings and accelerate their
growth so that we can help everybody be
successful and provide our customers the
best experiences, as fast as possible.
Brad Miller,
Head of Global Digital and Cloud Technology,
Citi
Putting engineers in close proximity to other members of the
organisation emboldened Miller and his team, which he describes as
“super excited to be able to unleash their own potential on building
software the way in which they’ve dreamed”. A big part of beginning
to innovate requires trust and cooperation, which Miller says Citi is
achieving by merging the planning and development processes: “The
development team is working with the business, as one cohesive unit
that is incentivised on a week-by-week, sprint-by-sprint, release-by-
release cadence to own everything end-to-end internally and drive
that autonomy to that team.
New Business Models

September 2018 | 48
Solution:
Scotiabank leveraged Pivotal’s cloud platform, Pivotal Cloud
Foundry, to run applications and their banking-as-a-service layer.
1. Allows developers to reuse code, providing the stability
to change services and deploy those changes in near real-time
2. Gives access to instant infrastructure
3. Provides a standardised way for loggings and metrics
4. Provides highly available applications
5. Allows for blue/green deployments during business
Results after just 10
months on the platform:
→ 29 different teams
on the platform
→ 21 are in production in
four different countries
→ 3000 deploys in a month
Scotiabank is a 185 year old bank offering personal and commercial
banking, wealth management, private banking, corporate and investment
banking and capital markets through a global team of 90,000 bankers.
When it came to competing in an ever-more-disruptive industry,
Scotiabank recognised the need to transform their business.
The bank was challenged with a number of obstacles that was slowing
down their time-to-market. Developers were unable to reuse code,
release processes could take from days to weeks, and too many people
were involved. Teams were optimised for organisational hierarchy.
Infrastructure had lengthily provisioning times and this all equated to
time, complexity, and increased cost.
To overcome these obstacles and mitigate risk of losing out to
competition due to delayed time-to-market, Scotiabank set up a product
software company within the business. They focused on hiring a new
team of 60 to deliver their vision of being an API driven bank. In order
to create this vision of an API-driven bank, Scotiabank needed a
platform that developers loved, that was simple, secure, reliable
and compliant for a bank.
Scotiabank had five requirements:
1. Go to production in 4 months
2. Enable daily code releases
3. Be secure and compliant for a bank
4. Scale to 100s of developers in multiple geographies
5. Run on cloud and integrate with legacy systems
Mitigate Risk of Losing Out to Competition
with New Business Models
New Business Models

September 2018 | 49
Digital Transformation
of a Large Global Bank
Focused on digital investment and productivity improvements,
automation and operations, simplifying software development and IT
Infrastructure, and reshaping global function, this Bank engaged Pivotal
to help execute a number of programmes to help them achieve their
strategic priorities.
Leveraging both public and private cloud environments, they needed
a cloud platform that would enable a common developer experience
and across multiple clouds and true cloud mobility. The Bank's digital
transformation activities included mobile and global Internet banking
live, digital assistants, trade transaction trackers, e-FX platforms, and
payments apps all running on Pivotal Cloud Foundry.
Results:
→ Faster time-to-value. Hours instead
of months.
→ Thousands of builds per week. From
9000 to 11000 builds a week, making
sure applications are being tested and
delivered to production more often.
→ Delivering value quickly and more often
Around 50 deployments to production
a week.
→ Resilient and scalable platform. Scale
applications in seconds instead of months.
→ Getting applications to customers faster
including investment apps, global Internet
banking apps, and mobile banking apps
with over 1 million downloads.
→ Zero downtime. Upgrades to the platform
and to applications without disruption to
the users.
→ No infrastructure provisioning. Developers
can focus on writing good software, not
on infrastructure.
→ Modernisation to reduce costs over
$500k reduction in overall operating
server costs for one app team.
New Business Models

September 2018 | 50
APIs Platform
Integration

September 2018 | 51
APIs Platform Integration
Today’s best financial institutions are distinguished by data-driven
business and personalised customer engagement. The gap is
widening between those that can quickly capitalise on their data for
digital transformation and laggards that struggle with disconnected
application silos. Leading institutions use agile integration to solve key
challenges, from growing share of wallet and keeping pace with fintech
startups, to orchestrating seamless MA transitions.
With the introduction of Payments Service Directive 2 (PSD2),
financial institutions are being mandated to open Application
Programming Interfaces (APIs) in payment systems. This has spurred
a new wave of innovation and competition in financial markets.
Consumers might continue to deposit their funds with their long-
trusted financial institution, but we are already seeing consumers rely
on, trust and pay service fees to fintech startups
that leverage data integration to gain visibility into and control
over those funds.
This regulation brings about plenty of opportunity for industry players,
old and new. Financial institutions are developing and implementing
new marketing strategies, launching new products and services, and
re-defining and re-invigorating their brands. In order to do this, they
cannot afford to have their IT teams get bogged down in laborious
custom-coding initiatives. Incumbent banks cannot outrun start-ups
while tangled up in code. They need fast, low-code or even no-code
platforms for data integration, so that their data integration can move
in lock-step with their strategic insights and market manoeuvres.
Trusted by more than 5,800 organisations, the Boomi platform
provides financial services companies with a market-leading
set of integration and data management capabilities including
across these key offerings:
1. API Management
Centrally create, publish and manage APIs and web services,
extending access across a growing number of applications.
2. Electronic Data Interchange (EDI) Management
Easily exchange and process data from your business partners
through networks and systems of any size.
Open Banking:

September 2018 | 52
Platform Integration
Boomi’s integration platform enables banks and financial institutions
to synchronise governed data across an ecosystem enabling them to
connect to their customers, vendors and partners. Boomi provides a
key integration mechanism to enable financial institutions to achieve
business agility by automating business processes and workflows
inside and outside of their organisation which enables them to manage
APIs across an open banking ecosystem.
By enabling the efficient moving, managing and orchestration of data
and application with Boomi, banks and financial service providers
are able to achieve rapid time-to-value and substantial cost savings
allowing them to drive value for their business.
The following outline how Boomi's integration platform
supports financial institutions:
1: Deliver a superior customer experience
Gain a 360-degree customer view across
multiple product lines to power personalised
marketing, cross-product sales, and
exceptional customer service. Grow your
share of wallet with innovative engagement
across online,
3: Keep ahead of rapid change
Use integration to react quickly
to changes, from the open banking
movement such as PSD2 to blockchain and
artificial intelligence. Quickly integrate assets
in mergers and acquisitions to maintain
customer satisfaction and minimise churn.
5: Adapt to industry change
European-led initiatives such as the Payment
Services Directive (PSD) and Open Banking
Standard demand robust API governance to
securely share data. As open banking gains
global momentum, Boomi integration and API
management provide the tools you
need to adapt.
2: Modernise legacy systems
Modernise while preserving
mission-critical investments by quickly
connecting legacy systems with modern
cloud and fintech applications. Improve speed
and compliance with Boomi-driven workflows
and master records of all your data.
4:Protect and govern your data
Clean, trustworthy data is essential to
for financial services. Boomi delivers a
data quality and governance framework
that supports your governance, risk and
compliance initiatives.
6: Accelerate MA value
Reduce the time, cost and complexity of
onboarding a new entity after an acquisition.
Gain future-proof flexibility to accommodate
MA or other business challenges, including
the emergence of technology-first
fintech startups.

September 2018 | 53
Using Automation to Drive Down
Costs in Mergers Acquisitions
Results:
→ 75% shortening of integration
time-to-value
→ 100% of manual data entry
processes eliminated
→ 30% reduction in solution total
cost of ownership
We had data moving between SaaS
instances in just four days, instead of
the four weeks it could have taken using
traditional integration method.
Ed Macosky,
Senior Manager of Integration Services,
Dell Boomi
At the time of the acquisition, the Boomi sales group and the
Dell sales group each ran its own instance of the Salesforce
customer relationship management (CRM) application.
Both groups used Salesforce for vital sales functions
such as generating leads, assigning teams to follow up on
opportunities, and tracking results. With the acquisition, the
sales groups saw an opportunity to share sales information.
The Dell IT group used the Boomi integration platform
to unify the Salesforce instances, enabling fully
integrated and synchronised customer information
across sales groups and businesses processes.

September 2018 | 54
Mobile
Workforce

September 2018 | 55
Mobile Workforce
The workforce demographic is changing. An ageing workforce coupled
with younger team members having more spending power than
ever before and a gig economy that challenges the need to be ‘loyal’
to a company are causing financial institutions to respond to these
workforce demands in order to attract and retain the best talent.
The financial services industry has long conformed to traditional and
outdated practices, etiquettes and standards. The ‘presenteeism’
culture, long working hours and work-over-the-weekend expectations
have long driven a lack of work-life balance in the industry. Changing
workforce demographics and labour demands are forcing companies
to adapt and change this behaviour. As technology has advanced,
there is no longer a need to be in the office 24/7 but if anything,
technology has only encouraged the need to be ‘always-on’. 53% said
they would rather have flexible working opportunities over a 5% pay
rise.6
Happy employees drives productivity. Higher productivity drives
revenue. Agile productivity tools enable financial institutions to equip
their workforce with the necessary tools and devices to do their jobs
anywhere, anytime, from any device. Evolving the workforce around
digital and automation is now more important than ever. The nature of
work is changing and financial institutions are shifting towards a more
diverse workforce, to include the use of robots, ‘gig economy’
models and crowd-sourcing of labour activities.
An agile talent pool may include automation and partner organisations.
Even customers can become a valuable workforce resource, in
scenarios like peer-to-peer advice and reviews, crowd-sourcing of
concepts, or social promotion.
Having the right workforce model will enable financial institutions to
be more productive and competitive with collaboration and social
platforms becoming a workplace tool. Dell Technologies, uses persona
matching to provide the right device, to the right person, at the
right time. Whether it is online, mobile or instant messaging, having
actionable insights at the fingertips of your workforce allows financial
institutions to service the workforce of tomorrow.
Mobile Workforce
Attract and retain the best talent by empowering your people
with the right technology and insights, at the right time and place

September 2018 | 56
Dell Technologies can bring together an integrated business consulting
and technology team to assess the opportunities and challenges
for the workforce. The benefits for an agile workforce go beyond
productivity and can drive greater levels of collaboration and employee
engagement across the value chain.
This provides financial institutions an opportunity to:
Enable Collaboration
Enable team collaboration for voice, video, and content. Onboard new
team members rapidly through: Bring your own device (BYOD).
Drive Greater Productivity
Reduce time-to-decision using modern collaboration for product
reviews, returns, quality issues, and customer care. Maximise
distributed team collaboration with tools increase engagement,
help ease distribution of ideas, facilitate initiatives. Embrace and
connect remote teams and use a remote contingent workforce, as an
advantage for extended customer contact hours, specialist knowledge,
and product advocates.
Mobile Workforce Mobile Workforce
Reduce Costs
Minimise errors with superior data management and integration
of back-end processes. Rapidly integrate acquisitions and remove
divestitures for optimum value Ensure accuracy and consistency for
omnichannel interaction, across apps, contact centre, video, voice and
email.

September 2018 | 57
When employees feel enabled
with the right technologies and
programmes, up to 78% of them
are engaged and engaged top
performers are at least 127%
and as much as 47 times more
productive than their peers.
60%Work after business hours
(Dell, 2016)8
Say technology influences
the job they take
(Dell, 2016)8
42%Would quit a job with poor technology
(Dell, 2016)8
2/3Do some business from home
(Dell, 2016)8
82%
Mobile Workforce
(Forrester)7

September 2018 | 58
Communication, Collaboration
Productivity Tools
Equip your workforce with the necessary tools to efficiently and effective
communicate and collaborate anywhere, any time, from any device.
Connect your workforce
We work with financial
institutions to quickly design,
deploy and integrate a unified
communication solution
delivering Microsoft Skype for
Business / Lync®. This cost-
effective solution addresses
both business and IT needs
and can complement or
replace your current voice and/
or video platforms. Combine
email, voicemail, telephony,
audio and video conferencing,
making it accessible via a single
unified interface to dramatically
boost workforce efficiency
and enable new processes.
Benefits:
- Strong focus on business-
wide results
- Efficient short engagements
for a rapid transformation
- High business value
across the organisation
- Broad partner eco-system
- Flexible, modular approach
Enable more effective
teamwork
Dell Technologies is one of
Microsoft’s largest Office 365
resellers, allowing financial
institutions to purchase and
manage their subscriptions
through Dell EMC. Ongoing
support and managed services
can be delivered directly by
us or through our network of
partners. Our experts help
financial institutions identify
which apps within Office
365 are a good fit for their
organisation’s needs, which
deployment options will best
meet their requirements, and
whether there are infrastructure
issues that require resolution
before they can move forward.
Integrated digital
workspace platform
The rapid adoption of new
modern applications, coupled
with the proliferation of powerful
yet affordable mobile devices
have introduced new challenges
in the work environment
demands a need to be able
to simply and securely deliver
and manage any app on any
device. VMware Workspace
ONE, an intelligence-driven
digital workspace platform
powered by AirWatch integrates
access control, application
management and multi-platform
endpoint management.
Benefits:
- Onboard a new employee
with all apps and devices
in under an hour without
tickets and help desk calls
- Set and enforce access
and data policies across
all apps, devices and
locations in one place
- Complete business processes
from a mobile device, similar
to consumer experiences
- Provision a new corporate
laptop out of the box,
anywhere in the world, from
the cloud within minutes
- Get insights and automation
capabilities across your entire
digital workspace environment
Benefits:
- Enable team collaboration
anywhere, anytime
on any device
- Improve end-user
communication and
collaboration experiences
- Free-up resources to
focus on innovation
- Drive cost-savings through
discovery, migration and
retirement of apps
- Move from CAPEX model
to agile OPEX model for
better economics
Mobile Workforce

September 2018 | 59
Dell EMC Merger Workforce Transformation
As with any merger, along with great opportunity, the Dell and EMC
merger posed many challenges to the business - bringing together
two companies with distinct networks, legacy infrastructure, different
applications and services resulting in two distinct IT experiences that
needed to be unified. Connecting across the network gap created
significant challenges with collaboration and multiple applications and
application versions meant that there was confusion around what to
use and when. All of these challenges were reflected in the significant
gaps between the Dell and EMC IT Survey responses.
Understanding the need to not only merge two large enterprises for
seamless integration and collaboration between workforces, but also
to enable modern and digital ways of working, the newly formed Dell
EMC began the journey to become a connected workplace to drive
an increase to productivity and staff satisfaction. The objective of this
programme is to empower team members with flexible work options
that lead to productivity gains and greater employee retention levels.
The programme is focussed in three areas to transition the business
from using fragmented tools to becoming a connected workplace:
1. Workplace
Innovation
(Facilities)
3. Digital
Experience
(IT)
2. Flexible
Work
(HR)
In 2016, Dell and EMC merged in the largest tech merger in history
and embarked on a journey to create One Dell, One Experience and
enable seamless working for all team members
Mobile Workforce

September 2018 | 60
One Dell, One Experience
1. Working Styles - Persona Mapping
2. Integration to enable frictionless working
3. Modernise and Simplify
1. Understanding different working styles - Persona Mapping
Dell EMC analysed its diverse and global workforce and developed
a common set of workplace personas across Dell and EMC staff.
These personas mapped the different workforce workstyles which
align to: office, mobile and home. The analysis covered an initial
set of 300 interviews across all business units and was followed by
thousands of surveys to validate findings. By effectively mapping
technology solutions to people based on their needs and work styles,
Dell identified how they could enhance the employee experience and
improve productivity. Additionally, every quarter Dell EMC send a
survey to up to 15,000 team members across the globe to assess their
satisfaction with key services along with workstyle information.
2. Integration to enable frictionless working
Bridging the infrastructure and culture gaps between Dell and EMC
was a major factor. Collaboration across legacy companies was
particularly difficult with different tools and different networks. The
strategy developed to ensure that the combined company would
benefit from the better of the legacy technologies in each category
and this was determined through employee satisfaction surveys aimed
at identifying the ease of use and user-friendly aspects of tasks such
as scheduling meetings, sending emails, connecting remotely, internal
network performance, requesting IT resources, among others. An
example of this integration is the merging of Skype instances. Dell and
EMC previously ran two separate Skype platforms. This programme
implemented the integration and consolidation onto a single Skype
platform with the same audio number set across the combined
company. This allowed for ease of access to meetings for all team
members.
As part of this initiative there were three main workstreams to drive synergies and greater
levels of integration between Dell and EMC and ultimately create a best-in-class digital
workplace experience:
Mobile Workforce
3. Digital workplace programmes In order to simplify and
modernise, Dell EMC defined six workplace focus areas, that included
the following:
1. Seamless Everything allows team members to automatically connect
to apps and services on or off the network without needing the RSA
Secure ID.
2. Cloud Productivity moves Dell’s productivity tools for the cloud
where they could be accessed on any device at any time with
consistent experience.
3. Unified Conferencing delivers one tool for any device for
conferencing with a one click group joining experience.
4. Dell wants to provide the best hardware (desktops or laptops) for
team members combined with powerful software Windows 10.
5. Mobility Redefined is a custom app that allows mobile records to
carry out the most frequent day to day tasks on their smart phones.
6. Contemporary Support- premium quality work up support
experiences in the office as well as remotely over video.

September 2018 | 61
Mobile Workforce
Dell Technologies continue on the journey to create One Dell,
One Experience. Exploring a number of areas to modernise the
workplace and continually reinvigorate our workforce, we are
focusing on driving greater levels of productivity and employee
satisfaction with the following initiatives:
→ The use of automation and artificial intelligence
for simple tasks
→ Upgrades and introduction of certain workplace tools
→ Improvements to collaboration initiatives
All of the above initiatives and programmes are being driven
by a central programme team and strategically aligned to Dell
Technologies growth strategy and purpose statement – The
Legacy of Good. Dell EMC continues to evolve its workplace
programme as the Dell EMC business becomes more integrated.
Results:
→ Productivity saving of $52 million realised by enabling quicker
response times, savings on travel for meetings, reduction in
employee downtime and other factors.
→ 60% reduction and eliminating 1.5m hours associated with mean
time to restore end user incident.
→ Incident response significantly improved from 15 hours to 4 hours.
→ Significant reduction in downtime for hyper mobile employees
(e.g. Field Sales, Execs).
→ Removes fragmentation in our productivity tools, and enhances
collaboration.
→ Reduced number of conferencing tools to remove confusion.
→ Access to face-to-face IT support was a major theme in our
research, and using Tech Centrals we can deliver that enhanced
service without increasing headcount.
→ 28 languages supported across 180 countries with 19 datacentres
globally and 2,600 applications.
One Dell, One Experience

September 2018 | 62
Remote Support
→ Office Based
→ Customer Supporting
→ Highly-Technical
Office Home Mobile
Engineering
→ Office Based
→ Collaborative
Business Pro
→ Flexible Work Style
→ Collaborative
→ Non-Technical
Pre-Sales
→ Flexible Work Style
→ Customer Facing
→ Technical
Field Support
→ Hyper Mobile
→ Customer Facing
Field Sales
→ Hyper Mobile
→ Customer Facing
→ Non-Technical
Dell EMC Workforce Personas
Sean Priyanka Matthew David Jenifer Corey
Mobile Workforce

September 2018 | 63
Big Data, Advanced
Analytics Automation

September 2018 | 64
Big Data, Advanced
Big Data, Advanced
Dell Technologies provides significant big data, advanced
analytics and automation capabilities across every part of the
value chain, to create insights and deliver value – helping financial
institutions implement resilient end-to-end architecture and
transformational services to support the business’ end goals.
Big data, advanced analytics and automation can provide
cost savings for financial institutions by driving optimised
decision-making, more effective operations that support top-
line growth, with increased level of accuracy and control.
Financial institutions are using big data and advanced
analytics to improve their business in the following ways:
→ Enhance their understanding of the their business and improve
‘Know Your Customer’ (KYC) abilities to adhere to regulatory
and security requirements while driving down operating costs
→ Proactively identify and predict trends and evaluate capital
flows using predictive and prescriptive analytics, and model
the financial impacts of potential business decisions
→ Provide personalised services, increase repeat
business, and increased margins
Big Data is the concept of gathering, hosting and processing high-
volume and wide variety of data, at high-speed with the purpose to
analyse and derive insight to inform decisions.
Advanced analytics encompasses a range of data-driven
technology concepts including artificial intelligence (AI), machine
learning (ML), deep learning (DL), and natural language processing
(NLP) (among others). Autonomous or semi-autonomous
examination of data can be used discover deeper insights and
influence financial institutions key strategic initiatives.
Automation is the autonomous or semi-
autonomous completion of complex tasks.
The following sections will provide an overview
of the Dell Technologies solutions in:

September 2018 | 65
$512bn
64%
to the global revenues of
financial services firms by 2020
(Capgemini)9
of organisations have improved
customer satisfaction through
intelligent automation
(Capgemini)9
Intelligent Automation Can Add:
September 2018 | 65

September 2018 | 66
1. Big Data Solutions
Dell Technologies consulting services
and big data platforms:
Big Data Advanced Analytics Advisory
Create a business case and roadmap for big data and advanced
analytics. Evaluate the most cost-effective solution for the business.
Platform Implementation
Dell Technologies Data Platforms are a powerful and flexible approach
to help financial institutions get the most out of their new and existing
big data investments. Using container technology; along with other
analytics and data science tools, financial institutions can ‘spin up’
environments within minutes realising faster time-to-value, improve
service delivery and quality.
Master Data Management (MDM)
MDM provides a centralised hub among applications to ensure data
is synchronised, accurate and up-to-date. The solution ensures data
accuracy and consistency, accelerates time-to-insight with improved
analytics, and supports comprehensive data governance controls.
White paper: https://bit.ly/2xKnboN
Dell Technologies big data solutions help financial institutions
understand their customers and organisation to drive higher
accuracy in decision-making and process efficiency. Our flexible,
customer-centric approach to big data lets financial institutions
start anyway they want, from small test projects to large,
transformational initiatives. Our solutions help support financial
institutions map the current and desired future state of an
enterprise data strategy help your business transform and achieve
1.8 times better predictions to understand customer behaviour,
optimise operations, manage risk, and enable innovation.
By developing a proof of concept around a use case, financial
institutions can validate the value of a new customer proposition
before investing in a full solution. Validating the use case prior
to putting it into production helps inform the solution specific
to the end-user, and identifies a process and skills roadmap for
implementation. Financial institutions can then choose to implement
the full analytics solution, to support continuous development of
valuable propositions for consumers and strengthen their marketing
strategy. Data analytics enables a true actionable understanding of
the organisation and customer behaviour, delivering real benefits.
Big Data, Advanced

September 2018 | 67
Artificial Intelligence (AI), Machine Learning (ML) and Deep
Learning (DL) allow financial institutions to automate data analysis
to understand their data at scale. The ultimate goal of these
capabilities is to drive revenue growth in a more efficient way
through predictive and prescriptive analytics to help financial
institutions deliver smarter insights, from price optimisation to margin
analysis, to new product forecasting - all at a fraction of the cost.
In particular, financial institutions are using advanced
analytics to explore opportunities in fraud prevention, risk
management, investment predictions, customer service,
and network security. The use of digital assistant, image
recognition, and predictive decision making are just some
of the use cases that are revolutionising the industry.
Dell Technologies have skilled machine learning specialists who
can deliver services to support financial institutions develop
ML strategies at an executive level, down to the operational
level of delivering and running a ML environment.
Our professional services focus on ensuring any business-
led machine learning initiatives deliver business value.
Dell EMC machine and deep learning solutions empower you to
identify patterns, analyse vast amounts of data and automate
tasks so you can get insights faster, better and deeper.
2. Advanced Analytics Solutions
Big Data, Advanced
Deep Learning
Domain of discovering and modelling
complex data (e.g. video images)
using Neural Networks. Domain
of perception cognition.
Machine Learning
Training with large amounts
of data with algorithms that
gives the machine ability to
learn how to perform a task.
Artificial Intelligence
Broad category of
machine intelligence.

September 2018 | 68
1. Ready Bundles
Validated, hardware and software stacks optimised to
accelerate AI initiatives, shortening the time to architect
a new solution by 6-12 months
2. Software
Ready to go data management and data science tools
3. Libraries and Frameworks
Optimised for fast application development,
easy to use for modelling data
4. Dell EMC Services
Bridge the gap between the data science,
IT, and lines of business
2. Advanced Analytics Solutions
Big Data, Advanced
Benefits:
→ Increase business agility through the modernisation
of legacy infrastructure and software tooling
→ Eliminating data silos in a bid to adhere to regulatory
and compliance acts such as GDPR
→ Maintain security and control in a multi-tenant
environment when adapting to change such as
PSDII where data is shared with 3rd parties
→ Accelerate time to business value and reduce
TCO for big data infrastructure
→ Simplify deployments with an elastic and scalable
solution for Big-Data-as-a-Service

September 2018 | 69
Automation is revolutionising the financial services industry.
Benefits such as faster time-to-market, improved cross-selling
efforts, improved targeting of new customers, and competitive
advantage over peers are proving high returns for financial
institutions who have already started to invest in automation
technology. Machine learning, Robotic Process Automation (RPA)
and Natural Language Processing (NLP) capabilities pose great
opportunities for financial institutions to capitalise on automation
whether it is for cost savings initiatives or to drive revenue growth.
Financial institutions around the world are at the beginning of
a workforce revolution. With intelligent automation capabilities
cropping up every day, the industry must equip their existing
workforce with the necessary tools and skills to integrate
with machine intelligence, prepare hiring managers to recruit
the next generation of talent, and ultimately modernise their
IT landscape to deal with new high-power technologies.
In order to succeed, financial institutions must strike a fine balance
between the efficient interactions of their people, processes
and technology – whether handling back-office operations,
working with business partners, or serving customers. Financial
institutions must transform processes and improve ability to
meet the needs of increasingly more demanding customers.
This is enabled by removing manual complexity from business
processes, whilst still involving people wherever they are needed.
Enabling integration and workflow automation can speed up multi-
step approval processes for loans, mortgages, credit cards and
insurance. Financial institutions can build in robust controls and
visibility across all stakeholders to reduce costs and mitigate risk.
Dell Technologies Boomi Flow provides a low-code development
platform to create customer journeys and automate simple and
sophisticated workflows to efficiently drive your business.
The advantages of an automated
business process:
→ Error-free transactions and
streamlined processes
→ Process scalability and fail-over
→ Share integration processes and
components with team members
→ Ensure non-stop operations by
configuring automatic retries
→ Stay informed through
alerts and notifications
→ Manage integration and workflows
from any mobile device
3. Automation Solutions
Big Data, Advanced

September 2018 | 70
Big Data, Advanced
10-25%
35%
increase in cost savings for
financial institutions.
(Capgemini)9
of financial services players have seen
a 2%–5% increase in topline growth
thanks to intelligent automation.
(Capgemini)9
Automation Expected to Drive
September 2018 | 70

September 2018 | 71
Internet of Things (IoT)

September 2018 | 72
Internet of things
Internet of Things (IOT)
Connecting the physical world with the digital world, The Internet of Things (IoT)
provides an immense amount of opportunity for financial institutions. Traditionally
challenged by the intangibility of services, the financial services industry now has
a way to make things more ‘real’.
Financial institutions can leverage IoT not only with the realm of the
financial services ecosystem but also within the market which they
do business. Deploying sensors on to the tangible aspects where
financial services impact will enable financial institutions to gather
information about those companies, processes and products to
yield insight and inform decisions. In fact, in some cases, where IoT
is particularly mature, financial institutions could tap into existing
IoT networks – for example, retail, manufacturing and agriculture.
In terms of consumer-based financial services, there are now
billions of connected devices where, the majority of us, now
access our bank accounts. This, coupled with the introduction
of open banking, enables financial institution and non-
financial new entrants to have a real-time view of consumer
finances and offer more personalised services to clients.
Support
Deploy sensors to premises/products to monitor activity. Data
gathered here can demonstrate the productivity ratio of a
company and enable more informed decisions for investors
and lenders interested in a particular business. This could
be applied to investment in retail or agricultural businesses
or even appraisals of homes for mortgage approval.
Introduction
Open banking has allowed consumers to relinquish their data to new
companies offering highly personalised services. Particularly with the
younger demographic, this has allowed new, user-friendly investment
options like, Cleo10
, a wealth management assistant or Moneybox11
.
Moneybox is a mobile savings and investment app that rounds up
digital ‘spare change’ and puts it into a Stocks Shares ISA.
Biometrics
The use of biometrics will move beyond the ‘basics’ of facial and
voice recognition. Connected devices will be leveraged to use
intelligent, highly personalised access and identification protocols
like typing dynamics, keystroke biometrics, how a user moves
their mouse or scrolls a touch screen. This will improve security,
mitigate risk of fraud and heighten trust among consumers.
Dell Technologies IoT Demo Lab
Dell Technologies provides an interactive demo to retailers to illustrate
how IoT solutions can deliver value. We work alongside financial
institutions to test on a trial site, with a view to widening the rollout
once efficiencies have been demonstrated in certain parts of the bank.

September 2018 | 73
De-Risk Investment
Decisions with IoT
Mitigating risk is at the top of every financial institution’s agenda,
particularly when it comes to making investment or loan decisions.
IoT provides new capabilities for financial institutions to approach
these decisions by tapping into the tangible aspects of an
investment opportunity.
The retail, agriculture, automotive, manufacturing, logistics and
property industries are all using IoT to make significant advancements
in how they do business. With devices, sensor technology and
analytics capabilities, these business are able to monitor activity
and in turn use those insights to enhance productivity, improve
efficiencies and ultimately reduce cost.
The below two case studies outline how Dell Technologies’ clients
Aerofarms and Chitale Dairy are leveraging IoT to enhance their
business and as a result are able to demonstrate their value and
progress to investors:
Internet of things

September 2018 | 74
IoT Enable Transparency Insights to
Support Smart Investment Decisions
Internet of things
Harvesting insights
Sustainable agriculture business AeroFarms is bringing
new levels of precision and productivity to farming in its an
attempt to curve some of the macro challenges facing the
planet and our population (loss of water and arable land,
population growth), AeroFarms engaged Dell Technologies to
develop IoT architecture and technology recommendations,
define use cases, and build implementation roadmaps.
In the company’s innovative indoor vertical farm, sensors and
cameras in the aeroponic growing systems gather data on
everything from moisture and nutrients to light and oxygen. The
sensors capture data about the operating and growing environment
and send it to the Dell platform. Information is then relayed over
the farm network, making it available for monitoring and analysis.
AeroFarms is growing its machine learning capabilities with Dell
Technologies. The goal is to automate the analytics processes
that help the company’s scientists identify patterns in the images
and data generated by the growing system. This will enable a
higher order of intelligence and more complex decision-making.
An example is real-time quality control that takes into account
even more diverse types of data, including machine data,
historical growing data, environmental data and quality data.
One project focused on improving real-time quality control
through multi-spectral imaging of grow trays. Special cameras
with integrated structured light scanners send data to the Dell
platform, which creates 3D topological images of each grow
tray. When an anomaly is detected, the system sends an alert
to operators on the farm floor. Ultimately, this project gives
AeroFarms the potential to increase yields and further improve
its ability to optimise the nutritional content of its produce.
Video: https://bit.ly/2xLNn2z
Results:
→ 390 times greater productivity annually
than a commercial field farm
→ Uses 95% less water
→ Short supply chain enables reduced spoilage
→ Easily track produce from farm to fork
→ Low-impact supply chain on the environment
We are excited to partner with Dell
Technologies. They have a unique approach
leveraging all seven of their divisions to
develop turnkey solution that meet our
needs today and as we scale further in
the future.”
David Rosenberg,
Co-Founder and CEO,
AeroFarms

September 2018 | 75
Smart productivity drives
economic opportunities
Dell Technologies works with Chitale Dairy, India’s largest dairy
business, using analytics, cloud, IoT and virtualisation technology to
help farmers keep their cows healthier and more productive. Chitale
has a network of 50,000 farmers. Whose 200,000 cows produce
around 60 million litres of milk annually for the retail market.
From monitoring dairy cow habits and health using IoT sensors,
to automating and improving milk production through a high-
speed, high-availability network, our solutions help Chitale
maximise new economic opportunities that transform communities
and have helped to drive 10x higher yield as a result.
Video: https://bit.ly/2Qa3RsR
Internet of things
Dell Technologies has really helped us,
because without that scalability I don’t think
that we could do what we have done today”
Vishwas Chitale,
CEO/CTO,
Chitale Dairies

September 2018 | 76
IoT Solutions
As more data continues to pour in from ever-multiplying sensors
and devices, many companies are struggling with sluggish networks
or smart systems as they attempt to send every bit of data to the
cloud or data centre for analysis. These difficulties are exacerbated
by legacy equipment that doesn’t share information, as well as
the risks of cyberattack and data loss. Network latency is also a
challenge, especially for situations requiring real-time response.
In response to these challenges, Dell Technologies have developed
IoT solutions that bridge the gap between information technology
(IT) and operations technology (OT) with optimised gateways –
devices at the edge of the network that aggregate, help qualify
and relay data. Dell Technologies offer end-to-end IoT expertise to
develop the flexible, affordable and network-friendly solutions for
IoT. In addition to unprecedented security features, the Dell solution
is customisable, and interoperable, so financial institutions have
the freedom to architect an IoT ecosystem that meets specific
industry needs – and maximises the value of existing equipment.
Dell has partnered with dozens of other innovative
technology companies in creating the IoT Solutions Partner
Programme to help financial institutions be at the forefront
of the opportunities posed by The Internet of Things. Dell
Technologies have developed the following IoT solutions:
Internet of things
1. Dell Edge Gateways
Powered by Intel processors connect
varied wired and wireless devices and
systems, aggregate and analyse the input,
and sends information on. The Gateway
sits close to your devices and sensors
and only sends meaningful data to the
cloud or control centre, saving financial
institutions expensive bandwidth.
2. Dell Edge Device Manager (EDM)
Is a powerful, simple and secure remote
management system for Dell IoT Edge
Gateways and Embedded PCs. The
solution enables administrators to organise
devices into multi-level groups and delegate
administration of selected groups through
role-based access control. Enabling
automation of upgrades and scheduled tasks
and real-time monitoring and configuration
– all to maximise uptime, security and
compliance for actionable insights.
3. VMware Pulse
Is an end-to-end solution that helps
Operational Technology and Information
Technology onboard, manage, monitor and
secure all ‘things’ throughout their lifecycle.
The solution on-boards edge systems (i.e.
gateways) and their connected devices
(i.e. sensors), collect telemetry from them,
analyse the data stream to determine
the operational health and status of the
system or device, and maintain these with
timely software updates. It also detects
operational anomalies, takes action on
them in real time, enables pushing content,
applications, and configuration to the devices
and systems, and controls their lifecycle.

September 2018 | 77
Biometrics
Protect customer data, enhance authenticity, and increase
productivity with biometric signature operations
Branches to optimise
processes and save physical
space and energy
An accelerated sales
cycle with better
customer experience
The creation of electronic documents
that prioritise authenticity, acceptability
and real time authentication
Reduced cost associated
with storing, searching and
managing paper records
Biometric Signature Technology Enables
01
02
03
04
Internet of things
The Internet of Things and Biometrics go hand in hand. The concept
of connecting physical devices to the Internet to gather, share, process
and analyse data requires a certain level of security which biometrics
can provide.
Financial markets are facing immense pressure to optimise their
processes. Customers generate large amounts of paper in the form of
quotations, authorisations, contracts, bills, documentation associated
with new account openings, and so on. Intel powered, biometric
solution ensures less paper usage across the board. With this solution,
documentation is quickly created, signed and stored digitally.

September 2018 | 78
Cloud
Solutions

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Dell Technologies Finance Solutions Playbook