Modifications to Original Sales Template

Report
HP 3PAR StoreServ 7000
March 2013
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Objectives
• Describe how HP 3PAR StoreServ Storage addresses
customer problems
• Describe new midrange storage Systems – HP 3PAR
StoreServ 7000 and business value around this new 3PAR
offering including 3PAR Operating System v.3.1.2.
• Understand pricing, positioning, use cases and competition
• Get ramped, get confident and go sell 3PAR Storage like you
never sold storage before
2
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Customer challenges
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
What are customers looking
for from their storage
Seamless delivery of IT Services
Faster time to market, avoid delays to
rollout new programs, maximize use of all
resources, reduce IT cost
Ensure all primary IT resources and data
with minimal overhead and maximum
readiness in the event of failure
Primary storage to support all applications and data
types across physical, virtual, and cloud.
Reduction in business risk exposure
Information protection via disk with deduplication for
efficient and high speed backup/recovery
Delivered as:
More value from information
Physical Device or
Virtual Storage Appliance
Information retention and analytics for archival and
search within massive ‘big data’ content repositories
4
Drive residual revenue through
predictability while providing readiness for
legal and regulatory compliance
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Fragmented storage complexity is unsustainable
Tier 1
Midrange
Entry
Virt
SSD
Primary
Storage
VMAX
VNX
Scale-out file
Isilon
Target backup
VNXe
Archive
Centera
XtremIO
VPLEX
Object
Atmos
Information
Retention &
Analytics
Source backup
Information
Protection
Data Domain
5
Avamar
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
10+
Architectures
• Massive complexity
• Extreme inefficiency
• Rigid infrastructure
Why should our OEMs/ODP’s
Design In the 3PAR
StoreServ 7000?
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
HP 3PAR StoreServ 7000
Why should our OEM’s and ODP’s Design In the New HP StoreServ portfolio?
Reach more customers
• Industry’s first tier 1 storage architecture to span SMB to Enterprise – expanded Total Available Market
Win more deals
Competitively priced enterprise class features enable you to position more aggressively and win in
midmarket accounts
•
Make more money
Single, scalable architecture has significant cost savings advantages
New Higher Discounts increase profit margins for our OEMs/ODP’s
Design In Once, lower training and support costs, leverage significant HP R&D investment
From sell through margins to complete delivery to data migration with HP Peer Motion/Online Import;
maximize your capabilities and increase profitable revenue
Increase deal size with feature rich simple software suites, FC Infrastructure, StoreEasy Converged
Storage, StoreOnce …
•
•
•
•
•
7
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Significantly Improved HP 3PAR StoreServ 7000 Discounts
Greater profit opportunity for our OEM and ODP’s
8
•
Discounts above are For U.S. Only effective February 1, 2013
•
Discounts are being updated for other Regions and Countries.
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
New: HP 3PAR StoreServ 7000
Now Effortless tier1 storage with midrange affordability
Effortless: Reduce time spent managing storage up to 90%
•
Self-configuring, provisioning, and optimizing via autonomic management
Efficient: Reduce capacity requirements 50% - Guaranteed*
•
Hardware enabled thin technologies, advanced tiering, and thin persistence for both file and
block data
Bulletproof: Tier 1 features now in economy size
•
Quad controller resiliency, multi-tenant design, SSD models with QoS, and mixed workload
optimization
Future-proof: Grow with freedom in any direction
•
Scale-out hardware and federate with HP Peer Motion to for virtually limitless scale from
SMB to Enterprise
Tier 1 storage at less than $40K!
•As compared to your legacy storage array. See HP’s Get Thin Guarantee http://www.hp.com/storage/getthin program for more details
9
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Effortless: Reduce time spent managing storage up to 90%
New 3PAR 7000 Software Suites
•
Simplified ordering, reduced bundle prices
Out of Box installation and configuration
•
3PAR Smart Start
Online Fat-Thin for existing volumes
•
Convert volumes inline non disruptively without additional capacity
Web Services API
•
Simplified, RESTful access to 3PAR array
Autonomic Replication Groups
•
10
Automatically create replicated volumes when initial volume created
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Bulletproof: Midrange storage that
refuses to compromise Tier 1 features
Enterprise
platforms
HP 3PAR
StoreServ 7400
Mid-tier
platforms
Performance during controller/cache failure


Integrity issues
Online SW upgrades w/out host path
dependencies


x
3-site replication


x
Manual, physical
separation req’d

x
Multi-tenant security
x

x
Non-disruptive data migration
x
x


Mixed workload support
Single management UI
x


Multi-protocol support
x

Midrange
affordability
x

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
11

New: Eliminating class distinctions between
midrange and tier 1… storage without boundaries
Only HP
HP 3PAR
StoreServ
10800
• One architecture
HP 3PAR
StoreServ
10400
• Common tier 1 data services
• From midrange to high end
HP 3PAR
StoreServ 7400
HP 3PAR
StoreServ 7200
NEW
12
NEW
Tier 1 storage at less than $40K!
Redefining the midrange from $25K!
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
HP 3PAR StoreServ 7000
Effortless tier1 storage with midrange affordability
HP 3PAR StoreServ 7200
HP 3PAR StoreServ 7400
Gen 4
ASIC
Controller Nodes
Max SFF drives
Cache
Max. 8GBit/s FC ports
Max.10Gbit/s iSCSI/FCoE**
Built-in IP remote copy port
(can also use FC ports)
Controller Enclosure
Disk Enclosure
(can be mixed behind one controller pair)
2
2/4
144
240/480
24 GB
32/64 GB
12 = 4 (built-in) + 8 (optional)
24 = 4/8 (built-in) + 8/16 (optional)
4 (optional)
4/8 (optional)
2
2/4
2U with 24 SAS SFF drive slots (2x for a 4node 7400)
SAS SFF drive chassis: 24 slots in 2U
SAS LFF drive chassis: 24 slots in 4U
** FCoE available in future release
13
Gen 4
ASIC
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Industry
unique
HP 3PAR StoreServ 7000 Storage
SFF maximum configurations in 2 meter cabinets
•
480 disks and 300K IOPs in a single rack
3PAR 7200
144 SFF
3PAR 7400
2-node
240 SFF
Node Pair
3PAR 7400
4-node
480 SFF
Node Pairs
Node Pair
Drive
Chassis
14
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Converged File & Block with HP 3PAR StoreServ
StoreServ File Services with the StoreEasy 3830 Gateway
Common Addressable Pool of Storage – competitive advantage!
• File and block services available from the SAME efficient storage
infrastructure to allow most flexibility
• Repurposed on demand to the appropriate services as your business evolves
• Efficient storage utilization with fully integrated 3PAR Thin Reclamation and
Windows 2012 DeDuplication
• Encrypted file data from the client down to drive on the 3PAR array with
Windows 2012 SMB 3.0 and Bit-Locker Encryptions
Converged Management via Windows Server Manager
• Enables you to access, manage and monitor file and block services through a
single dynamic management interface
• No loss of benefits from the HP 3PAR SW Suites
15
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
√
Common Pool for File & Block
√
Thin Provisioning and Reclamation
√
De-Duplication
√
Encryption
√
Integrated Management
Everything you’d want
in a next generation EVA
A pain free and risk free evolution that takes
the best of EVA into the future of storage
16
EVA DNA
• Smart Start
• Online Import from EVA to 3PAR
directly from EVA Command View
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
HP 3PAR Online Import for EVA
Reduce cost and time to migrate your EVA data
Agile
•
•
Migrate your EVA data over to HP 3PAR StoreServ using
the new Online Import feature
HP Services to help with datacenter transition
Simple
•
Start from what you know - All driven from your known
Command View EVA interface
Low cost
•
•
17
No need for additional hardware
Online Import license included (6 months)
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
New: 3PAR OS 3.1.2 tier-1 data services
Raising the bar again on Tier 1 capability for virtual and cloud datacenters
Reclaiming time for your administrators
•
•
Autonomic Replication Groups: Configuration-less disaster protection
Web Services Toolkit: REST API enables sustainable cloud automation
Extending the lead in thin storage efficiency
•
•
Thin Persistence with Windows 2012: Effortless capacity reclamation
Dynamic Fat 2 Thin Optimization: One-click, non-disruptive thinning
Prevent losing a single second of application availability
•
•
18
Persistent Ports: Online upgrades with zero dependency
Peer Persistence: Transparent server failover between sites
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Engaging the customer
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HP 3PAR StoreServ 7000
Who to sell to
•
Installed base : EVA, 3PAR F-Class
•
New Mid market customers
• Expecting Lower price points
•
•
•
•
Other competitors midrange arrays
Virtualization
Infrastructure refresh (including Tech Refresh)
Consolidation – application, data center
• In the midrange
• From direct attached storage
New customers to HP storage
• Target EMC VNX customers
•
Opportunities to look for
•
Applications
• ERP
• NetApp, IBM v7000, Hitachi AMS
• SAP, Oracle, SQL
• Database applications
• Exchange on shared storage
•
Converged storage with file and block
• General file and home directory consolidation
20
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Use cases
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HP 3PAR StoreServ 7000 target use cases
Database optimization
Virtualized
private cloud
22
Microsoft Exchange
Server
virtualization
ERP solutions
ROBO
Host
service providers
Industry
solutions
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Industry applications
Top Healthcare EMR/EHR vertical applications for HP 3PAR StoreServ 7000
Applications supported at launch
23
Applications supported as soon as
possible after launch
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Best in Class vSphere integration
HP 3PAR StoreServ 7000 Storage
Optimize
VM Densities
Wide striping
Mixed workload support
VMware VAAI support
Adaptive Queue Depth
Storage I/O Control
integration
• SRM support
• Application consistent
snapshots
•
•
•
•
•
24
Simplify
Save
provisioning and
management
• Autonomic Groups
• vCenter Management
plug-in
• vCenter Recovery
Manager plug-in
• VMware VASA support
• Insight Control Storage
Module support
• VM fast clone
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
on storage costs
•
•
•
•
•
•
•
•
Double VM density
Thin provisioning
Thin conversion
Thin persistence
Zero detection
Adaptive optimization
Get Virtual Guarantee
Get Thin Guarantee
Industry applications
Top Healthcare EMR/EHR vertical applications for HP 3PAR StoreServ 7000
Applications supported at launch
25
Applications supported as soon as
possible after launch
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
HP ecosystem opportunities
Opportunities to add more value to the deal
HP ProLiant and BladeSystem
Protect
• StoreOnce and StoreEver
Connect
• StoreFabric
Converged
• StoreEasy
HP Storage Technology Services
26
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Competition
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Your competition!
VNX 5XXX
28
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
3PAR key differentiators - why we win
One architecture and a single stack from
midrange to high-end
Industry-leading thin technologies cut capacity
requirements in half
Data migration through Federated software
Automated sub-volume tiering increases
consolidation and reduces costs
Non-disruptive scalability to four nodes
Delivers enterprise features and resiliency at an
affordable and competitive price point.
Automated DR configuration means you’re
protected from the start
Mixed workload support increases consolidation
and cloud opportunities
Persistent technologies deliver high availability
and Tier 1 resiliency
29
Simple to install, own, and upgrade

Smart Start and Rapid Provisioning get you up
and running in minutes

Self-diagnostic and phone home capabilities
automate support

New software suites simplify purchasing and
lower costs

Shares a single, simple management console
with all 3PAR arrays

Online import makes upgrading from EVA
effortless
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Pulling away from the competition
What are the key StoreServ 7000 differentiators and why we win
Effortless and
future-proofed
Effortless management
Leading Thin technologies
• Autonomic Groups
• Autonomic Replication Groups
• Smart Start
•
•
•
•
Future-proofed storage
•
•
•
•
Peer Motion
Online Import for EVA data
Persistent Ports
Peer Persistence
Bulletproof
Efficient
Start Thin, Get Thin, Stay Thin
HW enabled zero bit detection
Federated Thin Provisioning
Thin Conversion for Online Import EVA
Adaptive Optimization
Dynamic Optimization
2X efficiency
ONLY clustered quad-node architecture
Persistent Cache
Fast RAID Rebuild
Virtual Domains
3X performance
• mixed workload
• 2x VM density
The only storage architecture you will ever need
30
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
HP 3PAR StoreServ – Expected FUD
Here comes the FUD
• “Everybody has thin provisioning now”
• “3PAR is not Unified”
• “3PAR has no primary volume dedupe or no
compression”
• “Remote mirroring periodic Async RPO is
worst in industry”
• “Two years late with SAS – HP again under
invests in R&D”
31
How to respond
• All competitors’ THP has performance caveats and
zero reclaim that hurts performance. HP is thin, fast,
and safe.
• HP offers a common addressable storage pool–
management is converged via W2012 Server
Manager.
• In most environments 3PAR THP will save more
space overall, be easier to manage, and has no
performance caveats. Plus Windows 2012
deduplication for files.
• Use sync if you can’t lose any IOs. HP 3PAR async
saves bandwidth enabling DR for less money!
• Ridiculous. 3PAR has always beaten competitors in
COO. Now with SAS the gap is even larger. 3PARs SW
benefits are best in the industry
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
HP 3PAR StoreServ 7000
Summary of weaknesses by competitor
EMC VNX
•
•
•
Siloed architecture wastes space: siloed RAID Groups, siloed file:block
Thin provisioning wastes space, lowers performance, post processing zero reclaim wastes capacity and
performance
Complex array management planning required prior to using their Wizards!
NetApp FAS
•
•
•
Very complex and risky space reservation policies for block plus performance issues at hi cap
Risky MetroCluster DR solution – one side down then they are manual in SPOF mode
Generally no load balancing between siloed controllers –and too complex
Dell Compellent
•
•
Poor RAID-5 and RAID-6 performance
Online firmware upgrades only for OS, not PCI cards, IO modules, or HBAs
IBM V7000
•
•
32
Weak thin provisioning. Warns thin provisioning reduces performance. Weak zero reclaim.
SSDs are a must for tiering functionality, 2 level tiering only, low performing MLC based SSDs used
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Simple configuration and
afforable pricing
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Easy Steps to configure an HP 3PAR StoreServ 7000
Required
Services
Software
Hardware
1
34
2
3
Optional
Select Base Controller Configuration
1a
Add HP rack and PDUs
(includes 24 SFF drive slots per controller pair;
comes with rack mount kits for 19’’ rack)
1b
Add additional host adapters and cables
1c
Add physical Service Processor (SP)
Select Drives
(FC or iSCSI/FCoE)
(Min per node pair and type: 8 for 10K/15K RPM, SSD drives / 12
for 7.2K RPM drives)
2a
Add additional Drive Enclosures (SFF/LFF)
2b
Add additional Drives (SFF/LFF)
Add HP 3PAR StoreServ 7000 OS Software Suite
3a
(Max 5 for 7200/ 9 for 7400 2-node / 18 for 7400 4-node)
Add additional software
For drive-based software title select: 1 Base license + 1 license per drive up to cap (48 for 7200, 168 for 7400)
For system-based software title select: 1 Base license only
Recommended
4
Select Support and Hardware Deployment
services
Optional
4a
Add advanced services, consulting or training
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
HP 3PAR StoreServ 7000
Product pricing strategy
Price positioning – parity at raw capacity
At typical array sweet spots
Before considering any utilized capacity gains
Versus EMC VNX 5000
• 7200 priced at parity with EMC VNX 5300
New
• 7400 2N priced at parity with EMC VNX 5500
• 7400 4N priced at parity with EMC VNX 5700
Versus HP EVA P6000
• 7200 priced at parity EVA P6350
• 7400 priced 15% [2 node] to 30% [4 node] above EVA P6550
35
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
New
HP 3PAR StoreServ 7400
HP 3PAR StoreServ 7200
HP 3PAR 7000 Pricing with software pricing caps
• At the sweet spots – 24 drives (7200), 80
drives (7400 2N), 112 drives (7400 4N),
pricing at parity to VNX – HW, SW and
support
• Small configurations below sweet spots
are lower than EMC
EMC VNX 5700
7400 Cap at
168 Drives
• Benefit of simplified spindle pricing
7200 Cap at 48
Drives
• At max configurations, SW caps kick in to
drive pricing down
• At sweet spots, min or max configurations,
EOS bases are covered
EMC VNX 5500
EMC VNX 5300
Max
Range
• 7200 cap at 48 drives, 7400 cap at 168 drives
= Estimated sweet spots for the 7200, 7400 2N, 7400 4N
• Config with 900GB 10K SAS. SW includes include 100% AO, 100% VC,100% RC, 100% SR
36
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
7200 Net TCO Comparison (16TB w/ 900GB 10K SAS)
37
• Product Discount Assumptions: 45% for 7000, 70% for F-Class, 45% for EMC VNX 5300, 45% for NetApp FAS 2240, 60% for all other.
• Install Discount Assumptions: 43% for EVA, 43% for 3PAR. Same as product for rest.
• Support Discount Assumptions: 48% for EVA, 66% for F-Class, 45% for 7000. Same as product for the rest.
• 900GB SFF SAS. Avg. SW : 10% AO, 50% VC, 25% RC, 80% SR
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Product +
Support
Support comparisons
Support Plus 24
Proactive Care
Critical Service
(reactive)
(proactive – for business critical customers)
(proactive – for mission critical customers)
Global Solution Center
Advanced Solution Center with pooled Tech Solution Specialist
(TSS)
Centralized call centers, may use call
hand-offs, product focus
Local language, TSS owns call end-to-end, solution focus, rapid Local language, RSAA owns call end-to-end,
access to CoEs
environment focus, highest priority access to CoEs and
L3/lab
High volume, fixed offer
Tools based, high volume, fixed offer
High touch, flexible offer
No proactive reports
Proactive Scan, Platform Revision Analysis, and Incident
Reports help manage risks
In depth System Health Check, storage and network
assessments, and incident reports prevent most
problems
24x7 HW and SW support
Choice of 24x7, 6hr CTR with ISV Collaborative Support
6hr CTR, ISV collaboration as needed
IRS Recommended
Phone Home required, installation assistance
Phone Home required, installation assistance
No account relationship
Account relationship, four days of technical assistance, two
support reviews (when Personalized Support option is ordered)
Account relationship, more technical advice, quarterly
support reviews
Proactive Select credits may be purchased
Proactive Select credits may be purchased
60 credits bundled, additional credits may be purchased
38
Mission Critical Support Center with account assigned
RSAA
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Choose from 3 levels of Proactive Support Services
Operation Support Services for HP 3PAR 7000
Value proposition
•
Warranty protects against product defects, Services protects the
business—avoid downtime and improve performance, with the
right support level and access to firmware and patch updates/
upgrades
Business benefit
•
•
•
•
39
Protect your business from unplanned outages
Support needs to be considered holistically not product by
product, choose the support level that is right for your business
needs
Proactively protect all your data center needs including 3PAR
StoreServ, Servers, connecting devices and applications
Proactively plan, add, modify and change your 3PAR StoreServ
storage environment
Optimized Care: HP Critical Service
• For mission critical environments demanding the
best performance and stability
Standard Care: HP Proactive Care + 20
HP Proactive Select Credits
• For business critical environments who need
to maintain the highest levels of uptime
Basic Care: HP Proactive Care + 10 HP
Proactive Select Credits
• The minimum recommended support
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
HP Services risk free deployment
Deployment services for HP 3PAR StoreServ 7000
Deployment Services
HP 3PAR StoreServ and Software
Installation and Startup Services
HP 3PAR 7000 Replication Software
Suite Installation and Startup Service
HP 3PAR Adaptive Optimization
Policy Implementation Service
HP Enhanced Implementation
Service for SANs
HP Data Replication Solution Service
HP Storage Virtual Volume Design
and Implementation Service
40
Value proposition
• The proper configuration and setup of 3PAR StoreServ
storage is crucial to safeguard performance, efficiency,
utilization and protect against data loss
Business benefit
• HP Services installs and tests your 3PAR StoreServ
hardware and software onsite, including configuration
setup and integration into your current IT environment
• Mitigate risk and accelerate implementation from day
one
• 3PAR StoreServ deployment services help you maximize
performance, efficiency and capacity utilization
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Summary
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Key take away
Your sales opportunity
√
The Right products
HP 3PAR StoreServ 7000 – Effortless Tier 1 Storage
√
At the Right price
√
For the Right customers
3PAR technology at a competitive midrange price
Aggressive discount structure to maximize OEM/ODP
profit
Huge IB opportunity; large competitive OEM base to attack
42
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Call to action
Now
Prepare yourself
Learn the sales pitch
Present to
Customers
Build the pipeline for FY13 and Beyond
Follow-up
Calls
43
Attack the market
Call every customer (EVA/E-F Class IB, new
mid range targeted customer)
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Marketing contacts and
locating additional
information
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Regional product marketing contacts
Sales Issues
Presales Support Issues
• Product availability
• Special pricing
• Qualifying customers
• Order entry, configuration, or status issues
• HP Care Pack Services queries
• Technology or supported configuration
questions
• Planning and deployment scenarios
• Infrastructure requirements
Region
45
Americas
Contact
Tim Stelzner
Email
[email protected]
Location
Fort Collins, Colorado
EMEA
Till Stimberg
[email protected]
Duebendorf, Switzerland
Asia Pacific, Japan
Sadasiva Ranganath
[email protected]
Bangalore, India
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Tools and resources
Product home page
• http://www.hp.com/go/storeserv7000 (as of 12/4)
• http://www.hp.com/go/3PAR
Partner portal
• http://h20457.www2.hp.com/partnerportal/gateway_ww.html
• Log onto the partner portal for your region, click on EG (Enterprise Group) in the left hand
navigation bar, storage and sales & technical tools tab
Internal HP 3PAR StoreServ Sales Portal
• http://intranet.hp.com/tsg/ww3/StorageSalesPortal/Pages/3PARstorage.aspx
46
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
HP StoreServ 7000 Storage collateral plan
Effortless
tier1 storage with midrange
affordability
NPI Overview
Materials
New Models : 7200, 7400
New Software – HP 3PAR OS 3.1.2
Announcement and Launch
November 5th- Blind CPL
December 3rd – Announcement at HP
Discover in Frankfurt
December 4th – Live CPL and hp.com
December 14th -- Product Availability
Messaging
New Value Props –
Effortless, Efficient, Bullet Proof, Future
Proof
Message map - Complete
47
• NPI Product Training Presentation
• Sales Training Presentation
• Technical Presentations
• NDA Presentation
• Customer Presentation
• TekTalk Presentations (total of 9)
Complete
Complete
Complete
Complete
On track
On track
Sales Enablement
• Sales Battlecards (5)
• Competitive Sales Guides (5)
• SWD Sizer
• Storage Optimizer
• TCO tool
• NinjaTransformer
In process
In process
In process
In process
In process
In process
White Papers/Brochures/Config Guide/Data Sheets/Analyst Papers
• StoreServ Architecture White Paper
• 3.1.2 Best Practices White Paper
• Performance White Paper
• High Availability White Paper Update
• 3PAR for the EVA Admin White Paper
• Online Import White Paper
• Remote Copy White Paper update
• Adaptive Optimization White Pap update
• Recovery Mgr/Exchange/SQL WP update
• Simplified Configuration Guide
• Best Practice Configurations
• Reference Configurations
In process
In process
Post launch
In process
In process
In process
In process
In process
In process
In process
Training and Tek Talk sessions
• TOI – 100+ SA’s, others trained
• Sales Webinar with live Q&A
• TekTalk sessions
• Data Sheets (10 new, 3 updated)
• StoreServ Brochure
• Peer Persistence Brochure
• 3PAR StoreServ File Services Broch.
• Management Brochure
• Remote Supportability Brochure
• ESG Lab Validation
• ESG Midrange Redefine
• Evaluator: EVA to 3PAR
• Edison: EVA to 3PAR
• Taneja: Product Review
On track
Complete
In process
Complete
Complete
Complete
In process
In process
In process
In process
In process
Videos, Photography
Complete
Nov 6th
Oct 22nd thru
January
Customer Endorsement video
Announcement video
Product Experience tour (Somnio)
Product Photography
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Environmental
HP Restricted. Photography
In process
In process
In process
Complete
In process
Back-up
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
The midrange storage standard
for virtualization
Double VM density - guaranteed
System Wide Striping, Mixed Workload Support , and Quad Controllers
Silicon-level Integration with VMware VAAI APIs for HW-Assisted Locking
•
•
Buy 50% fewer
physical servers
50% less capacity - guaranteed
Silicon-level Integration with VMware VAAI APIs for Thinning, Reclaim
Adaptive Optimization and Fast RAID Technologies
•
•
Cut storage capacity
requirements by 50%
Effortless provisioning
Autonomic Groups and VMware Management Integration
Remote Copy Integration with VMware Site Recovery Manager
Peer Persistence Integration with VMware MetroCluster
•
•
•
49
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Spend 90% less time
managing storage
HP 3PAR StoreServ 10000 and 7000 positioning
The only storage architecture you’ll ever need
Why HP 3PAR StoreServ 10000 versus HP 3PAR StoreServ 7000…
Scalability
Performance
More than 480 drives
needed
More than 96,000 random
read IOPS*
Flexibility
More than 24 host FC ports
* Assumes only magnetic disk drives are used in the HP 3PAR StoreServ 7400 array
50
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Massive consolidation
Up to 8 controllers, 1,920
drives, and 450,212 IOPS
HP 3PAR StoreServ
The gold standard for tier 1 storage in Virtual/ITaaS
Autonomic: Reduce time spent managing storage by 90%
•
System responds effortlessly and instantly to new workload demands
Efficient: Reduce capacity requirements by 50% - Guaranteed
•
Hardware enabled thin technologies and tiering for high efficiency without
tradeoffs.
Multi-tenant: Double VM density per server – Guaranteed
•
Bulletproof tier-1 resilience for massive consolidation of unpredictable
mixed workloads
Federated: Non-disruptive data mobility between systems
•
51
HP Peer Motion for easy refresh and data services management across
multiple arrays
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
HP Converged Storage is designed for the future
HP Converged Storage system vision:
Polymorphic Simplicity
Adj. Existence in several forms, shapes, & sizes
Primary storage system architecture
Retention & protection architecture
Set of data services low-to-high
Approach to block, object and file
Architecture for both HDD and SSD/flash
High
End
1
Entry
Block | Object | File
HDD  Flash
52
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
HP 3PAR StoreServ for your key business applications
Lower messaging cost and
increase performance
• Reduce storage cost per mailbox
by 80%.1
• Increase mailbox size by fivefold
without purchasing extra storage
capacity.1
• Save up to 75% of physical
storage capacity.1
• Support highest number of users
with highest performance.2
1Texas
Reduce storage space for
exponentially growing SAP
database instances
• Lower storage costs by up to
75%
• Autonomic Groups simplify SAP
database provisioning
• Simplify database and storage
management
• Wide striping ensures SAP databases
are better balanced and response times
• Protect database applications
more predictable
more effectively
• Meet stringent SLAs in a mixed
workload database environment.
Christian University Case Study: http://www.microsoft.com/casestudies/Case_Study_Detail.aspx?casestudyid=4000004659
2HP 3PAR ESRP Result Analysis by
53
Meet performance SLA's,
automatically k
Silverton Consulting: http://h20195.www2.hp.com/V2/GetDocument.aspx?docname=4AA3-8969ENW&cc=us&lc=en
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Best in Class Hyper-V integration
HP 3PAR StoreServ 7000 Storage
Optimize
availability and
performance
• Wide striping
• Mixed workload support
• Offload Data Transfer
(ODX) and UNMAP support
• Adaptive Queue Depth
• Multi-site/CLX support
• Application consistent
snapshots
54
Simplify
save
provisioning and
management
• Autonomic Groups
• Simple Storage
Management through
SMI-S
• HP 3PAR Recovery
Manager for Hyper-V
• Non-disruptive Online
Firmware Upgrades
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
on storage costs
•
•
•
•
•
•
Double VM density
Thin provisioning
Thin conversion
Thin persistence
Zero detection
Adaptive optimization
HP StoreServ 3PAR 7000
Why Channel Partners should sell the New HP StoreServ portfolio
Reach more customers
• Industry’s first tier 1 storage platform to span SMB to Enterprise
Win more deals
• Competitively priced enterprise class features enable you to
position more aggressively and win in midmarket accounts
Make more money
• From sell through margins to complete delivery to data
migration with HP Peer Motion/Online Import; maximize your
capabilities and increase profitable revenue
• Increase deal size with feature rich simple software suites, FC
Infrastructure, StoreEasy Converged Storage, StoreOnce …
55
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
HP Converged Storage delivers higher
Return on Information:
More value for better decisions
Scale with intelligent integration into HP Autonomy and third-party software
Return on Infrastructure:
Lower costs and greater agility
Improve utilization through massive consolidation and federated data mobility
Return on Individuals:
Save time and reduce complexity
Simplify with common services and management from entry-to-enterprise
56
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
HP Storage midrange storage portfolio
Converged Storage
3PAR StoreServ 7000
Top choice
for the midrange
Established Platform
StoreVirtual 4000
EVA P6000
Pure iSCSI environment
Existing customers not
currently in a position to
move to 3PAR StoreServ
Client virtualization*
Migrate from VSA
to Rack or BladeSystem
*Please see HPSD Client Virtualization Green Zone for additional information.
57
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Where to target and why to sell
Mid market/ROBO growth
Data center tech refresh
Data center consolidation
The target:
Businesses with mini-islands of lowend FC arrays, iSCSI SANs and/or DAS
needing consolidated mgmt, better
performance, and capacity expansion
The target:
ALL EVA and E/F-Class IB
Customers. Competitive array
customers in their third year.
Remember to refresh the old FC
Infrastructure, too! Flat SAN?
The target:
Current siloed mid-range arrays
suffering from limited performance,
poor capacity utilization and
availability
Also combine with HP 3PAR StoreServ
10000 as inexpensive replication
target
What it means to the customer:
Lower CapEx, reduced training costs,
and faster implementation of new
applications and services
What it means to the customer:
Faster access to data, fewer
disruptions to business, and
improved utilization of capacity and
people resources
58
What it means to the customer:
Lower CapEx from increased
consolidation and utilized capacity;
lower OpEx from space and power
savings and administration
efficiencies
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
HP 3PAR StoreServ Storage
Midrange evolution with the lowest risk upgrade
HP EVA
• Trusted - 100,000 Arrays installed WW
• Recognized for simplicity
• Leading hardware efficiency
Shared DNA
•
•
•
•
Virtualization & wide striping
Capacity efficient snapshots
Management simplicity
Leading TCO
HP 3PAR F-Class
•
•
•
•
Tier 1 architecture and features
Clustered scalable controller architecture
Industry leading efficiency technologies
Multi-tenancy for mixed workloads
59
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
HP 3PAR StoreServ 7000
• A uniquely agile tier 1 storage
platform at a mid-range price
• Built from the two leading
storage technologies
HP EVA to 3PAR data migration options
Alternatives to HP 3PAR Online Import
•
If Online Import is not supported in the customer’s environment, you can still use existing
migration technologies, for example:
• MPX200
• VMware Storage vMotion
• Other host based solutions (e.g. volume manager based mirroring on Unix/Linux)
HP Consulting Services to assess and help the transition
• HP Consulting offers flexible «EVA to 3PAR Acceleration Consulting Services» including
assessment and migration offering for EVA to 3PAR
• HP Consulting can utilize HP 3PAR Online Import as well as all of the above technologies as part
of their Service offering
• Most importantly HP Consulting can help on the overall Infrastructure refresh, that often goes
along with a storage migration
60
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
HP Storage midrange storage guidance
3PAR 7000 is likely the best fit unless…
3PAR SPOCK is not
aligned with
opportunity
EVA
61
It is a dedicated
client
virtualization
environment
It is primarily an
iSCSI play
All inclusive
software model is
required
HP StoreVirtual
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.
Software based
(VSA) or
BladeSystem
storage is required

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