Modifications to Original Sales Template

Transcript Modifications to Original Sales Template

HP 3PAR StoreServ 7000

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

What are customers looking for from their storage Seamless delivery of IT Services

Primary storage

to support all applications and data types across physical, virtual, and cloud.

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

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 4

Information retention and analytics

for archival and search within massive ‘big data’ content repositories 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 SSD Virt

VMAX

Scale-out file

VNX VNXe

Archive

XtremIO VPLEX

Object

Isilon

Target backup

Centera Atmos

Source backup

Primary Storage Information Retention & Analytics Information Protection Data Domain Avamar 5 © 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?

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.

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 9 •

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 © 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

Automatically create replicated volumes when initial volume created 10 © 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

Performance during controller/cache failure   Online SW upgrades w/out host path dependencies   3-site replication   Mixed workload support Multi-tenant security Non-disruptive data migration Single management UI Multi-protocol support Manual, physical separation req’d x x x x      11 Midrange affordability x  © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.

Mid-tier platforms

Integrity issues x x x    x x

New: Eliminating class distinctions between midrange and tier 1… storage without boundaries

• • •

Only HP One architecture

Common tier 1 data services From midrange to high end HP 3PAR StoreServ 7400 HP 3PAR StoreServ 10400 HP 3PAR StoreServ 10800 HP 3PAR StoreServ 7200 NEW

Tier 1 storage at less than $40K!

NEW

Redefining the midrange from $25K!

HP 3PAR StoreServ 7000

Effortless tier1 storage with midrange affordability HP 3PAR StoreServ 7200 HP 3PAR StoreServ 7400 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) Gen 4 ASIC 2 144 24 GB 12 = 4 (built-in) + 8 (optional) 4 (optional) 2 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 13 ** FCoE available in future release © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.

2 / 4 240/480 32/64 GB 2/4 Gen 4 ASIC 24 = 4/8 (built-in) + 8/16 (optional) 4/8 (optional)

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

3PAR 7400

Node Pairs

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

• •

EVA DNA

Smart Start Online Import from EVA to 3PAR directly from EVA Command View 16 © 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

No need for additional hardware Online Import license included (6 months) 17 © 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

Persistent Ports: Online upgrades with zero dependency Peer Persistence: Transparent server failover between sites 18 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.

Engaging the customer

HP 3PAR StoreServ 7000

• • • •

Who to sell to Installed base : EVA, 3PAR F-Class

•

New Mid market customers

Expecting Lower price points •

New customers to HP storage

Target EMC VNX customers •

Other competitors midrange arrays

NetApp, IBM v7000, Hitachi AMS

Opportunities to look for

• • • • •

Virtualization Infrastructure refresh (including Tech Refresh)

• •

Consolidation – application, data center

In the midrange From direct attached storage • • •

Applications

• ERP SAP, Oracle, SQL Database applications Exchange on shared storage •

Converged storage with file and block

Use cases

HP 3PAR StoreServ 7000 target use cases

Database optimization Microsoft Exchange ERP solutions ROBO Virtualized private cloud Server virtualization Host service providers Industry solutions

Industry applications

Top Healthcare EMR/EHR vertical applications for HP 3PAR StoreServ 7000

Applications supported at launch Applications supported as soon as possible after launch

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

Simplify

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 24 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.

Save

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 Applications supported as soon as possible after launch

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

Competition

Your competition!

3PAR key differentiators - why we win

 One architecture and a single stack from midrange to high-end  Data migration through Federated software  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  Industry-leading thin technologies cut capacity requirements in half  Automated sub-volume tiering increases consolidation and reduces costs  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

Pulling away from the competition

What are the key StoreServ 7000 differentiators and why we win

Effortless and future-proofed Efficient Bulletproof

• • • • • • • Effortless management Autonomic Groups Autonomic Replication Groups Smart Start Future-proofed storage Peer Motion Online Import for EVA data Persistent Ports Peer Persistence Leading Thin technologies • • Start Thin, Get Thin, Stay Thin • • HW enabled zero bit detection Federated Thin Provisioning Thin Conversion for Online Import EVA Adaptive Optimization Dynamic Optimization

efficiency 30

The only storage architecture you will ever need

ONLY clustered quad-node architecture Persistent Cache Fast RAID Rebuild Virtual Domains • •

performance mixed workload 2x VM density

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

”

• • • • •

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 31 © 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

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 32 © 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

Easy Steps to configure an HP 3PAR StoreServ 7000

1 2 3 4 Required

Select Base Controller Configuration (includes 24 SFF drive slots per controller pair; comes with rack mount kits for 19’’ rack)

1a 1b 1c Optional

Add HP rack and PDUs Add additional host adapters and cables (FC or iSCSI/FCoE) Add physical Service Processor (SP) Select Drives (Min per node pair and type: 8 for 10K/15K RPM, SSD drives / 12 for 7.2K RPM drives)

2a 2b

Add additional Drive Enclosures (SFF/LFF) (Max 5 for 7200/ 9 for 7400 2-node / 18 for 7400 4-node) Add additional Drives (SFF/LFF) Add HP 3PAR StoreServ 7000 OS Software Suite

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 Optional

Select Support and Hardware Deployment services

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 • 7400 2N priced at parity with EMC VNX 5500 • 7400 4N priced at parity with EMC VNX 5700

Versus HP EVA P6000 New

• 7200 priced at parity EVA P6350 • 7400 priced 15% [2 node] to 30% [4 node] above EVA P6550

New

HP 3PAR 7000 Pricing with software pricing caps

7400 Cap at 168 Drives 7200 Cap at 48 Drives EMC VNX 5700 EMC VNX 5500 EMC VNX 5300 • • • • • 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 Benefit of simplified spindle pricing At max configurations, SW caps kick in to drive pricing down At sweet spots, min or max configurations, EOS bases are covered 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)

Product + Support 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.

Support comparisons

Support Plus 24 (reactive)

Global Solution Center

Proactive Care (proactive – for business critical customers)

Advanced Solution Center with pooled Tech Solution Specialist (TSS)

Critical Service (proactive – for mission critical customers)

Mission Critical Support Center with account assigned RSAA Centralized call centers, may use call hand-offs, product focus Local language, TSS owns call end-to-end, solution focus, rapid access to CoEs Local language, RSAA owns call end-to-end, environment focus, highest priority access to CoEs and L3/lab High volume, fixed offer No proactive reports 24x7 HW and SW support Tools based, high volume, fixed offer Proactive Scan, Platform Revision Analysis, and Incident Reports help manage risks Choice of 24x7, 6hr CTR with ISV Collaborative Support High touch, flexible offer In depth System Health Check, storage and network assessments, and incident reports prevent most problems 6hr CTR, ISV collaboration as needed IRS Recommended Phone Home required, installation assistance Phone Home required, installation assistance No account relationship Proactive Select credits may be purchased 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 60 credits bundled, additional credits may be purchased 38 © 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

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

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 •

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 40 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.

Summary

Key take away

Your sales opportunity

√

The Right products

HP 3PAR StoreServ 7000 – Effortless Tier 1 Storage

√

At the Right price

3PAR technology at a competitive midrange price Aggressive discount structure to maximize OEM/ODP profit

√

For the Right customers

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 Attack

the market Call every customer (EVA/E-F Class IB, new mid range targeted customer) 43 © 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

Regional product marketing contacts

Sales Issues

• Product availability • Special pricing • Qualifying customers • Order entry, configuration, or status issues • HP Care Pack Services queries

Region

Americas EMEA Asia Pacific, Japan

Contact

Tim Stelzner Till Stimberg Sadasiva Ranganath

Presales Support Issues

• Technology or supported configuration questions • Planning and deployment scenarios • Infrastructure requirements

Email

[email protected]

Location

Fort Collins, Colorado Duebendorf, Switzerland Bangalore, India 45 © 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

HP StoreServ 7000 Storage collateral plan

New Models :

7200, 7400

New Software

– HP 3PAR OS 3.1.2

• 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

Announcement and Launch November 5th-

Blind CPL

December 3 December 4 rd th –

Announcement at HP Discover in Frankfurt – Live CPL and hp.com

December 14 th

-- Product Availability

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 • 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 In process In process In process In process In process In process On track Complete In process Complete Complete Complete In process In process In process In process In process

Messaging Training and Tek Talk sessions

47 New Value Props –

Effortless, Efficient, Bullet Proof, Future Proof

Message map - Complete • • • TOI – 100+ SA’s, others trained Sales Webinar with live Q&A TekTalk sessions Complete Nov 6 Oct 22 th nd January thru

Videos, Photography

Customer Endorsement video Announcement video Product Experience tour (Somnio) Product Photography Environmental Photography In process In process In process Complete In process

Back-up

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

50% less capacity - guaranteed

• • • • Silicon-level Integration with VMware VAAI APIs for Thinning, Reclaim • Adaptive Optimization and Fast RAID Technologies

Effortless provisioning

Autonomic Groups and VMware Management Integration Remote Copy Integration with VMware Site Recovery Manager Peer Persistence Integration with VMware MetroCluster

Buy 50% fewer physical servers Cut storage capacity requirements by 50% 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

More than 480 drives needed

Performance

More than 96,000 random read IOPS*

Flexibility

More than 24 host FC ports

Massive consolidation

Up to 8 controllers, 1,920 drives, and 450,212 IOPS * 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.

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

HP Peer Motion for easy refresh and data services management across multiple arrays 51 © 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

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.

Meet performance SLA's, automatically k

• Lower storage costs by up to 75% • Simplify database and storage management • Protect database applications more effectively • Meet stringent SLAs in a mixed workload database environment.

Reduce storage space for exponentially growing SAP database instances

• Autonomic Groups simplify SAP database provisioning • Wide striping ensures SAP databases are better balanced and response times more predictable 1 Texas Christian University Case Study: http://www.microsoft.com/casestudies/Case_Study_Detail.aspx?casestudyid=4000004659 2 HP 3PAR ESRP Result Analysis by Silverton Consulting: http://h20195.www2.hp.com/V2/GetDocument.aspx?docname=4AA3-8969ENW&cc=us&lc=en 53 © 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

Simplify

provisioning and management • • • • Autonomic Groups Simple Storage Management through SMI-S HP 3PAR Recovery Manager for Hyper-V Non-disruptive Online Firmware Upgrades 54 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.

save

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 StoreVirtual 4000

Established Platform

Top choice for the midrange Pure iSCSI environment Client virtualization* Migrate from VSA to Rack or BladeSystem

EVA P6000

Existing customers not currently in a position to move to 3PAR StoreServ 57 *Please see HPSD Client Virtualization Green Zone for additional information.

Where to target and why to sell

Mid market/ROBO growth Data center tech refresh The target:

Businesses with mini-islands of low end 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?

What it means to the customer:

Faster access to data, fewer disruptions to business, and improved utilization of capacity and people resources

What it means to the customer:

Lower CapEx from increased consolidation and utilized capacity; lower OpEx from space and power savings and administration efficiencies

Data center consolidation 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 58 © 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»

assessment and migration offering for EVA to 3PAR including • 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 It is a dedicated client virtualization environment It is primarily an iSCSI play All inclusive software model is required Software based (VSA) or BladeSystem storage is required EVA HP StoreVirtual 61 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted.