Post on 20-Dec-2015
Martin MedhurstMartin MedhurstVTL Channel Business DevelopmentVTL Channel Business DevelopmentEMEAEMEAmartin.medhurst@netapp.commartin.medhurst@netapp.com
NearStore® VTLEMEA Partner Program August 2007
© 2007Network Appliance, Inc. All rights reserved. NetApp and NearStore are registered trademarks of Network Appliance Inc. and Decru DataFort is a trademark of Decru Inc., a Network Appliance company . Unix is a registered trademark of the Open Group. All other trademarks belong to their respective owners and should be treated as such.
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18-Sep06
Agenda
NearStore VTL Status and SWOT Analysis
VTL market opportunity
NearStore VTL product overview
Marketing Plans
Contact information
EMEA VTL Market Opportunity
© 2007Network Appliance, Inc. All rights reserved. NetApp and NearStore are registered trademarks of Network Appliance Inc. and Decru DataFort is a trademark of Decru Inc., a Network Appliance company . Unix is a registered trademark of the Open Group. All other trademarks belong to their respective owners and should be treated as such.
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18-Sep06
Typical Backup & Recovery Environment
Challenges
Backups are slow, infrequent and often fail
Restores take too long and frequently fail
Increasing tape media and management costs
Sharing of tape libraries is inefficient and complicated
Resource constrained by the number of tape drives
Heterogeneous storage environment with one or more backup applications
Central backup to shared tape library
EnvironmentData Center
UNIX Servers
Windows Servers
HeterogeneousStorage
Backup Server
NetAppStorage
Tape Library
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18-Sep06
The VTL Opportunity
$ Backup challenges: Escalating
– Data growth, not enough trained staff
Disk-to-Disk backup growing faster than tape is declining
Tape market declining– LTO4 is not the answer
Confusion reigns– Many different offerings from HW & SW vendors and
also VARs
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18-Sep06
The VTL Opportunity
$ Customers want faster more reliable backups
– 90% of end users claim that at least 1 backup job per week fails– Average 25% of info on tapes is unrecoverable when carrying
out restores– Tape is slow!
• Restores are slow from tape compared to disk– Reduce risk involved in legal discovery requirements
• Businesses worried about the need to defend themselves or requested by court to find related
Customers are asking for disk based backup solutions – Backup infrastructure is generally well funded – NearStore VTL provides an easy transition
• reducing objections around changing management processes, operational procedures and environment
– Many companies can not go completely D2D• They also need tape
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18-Sep06
The VTL Opportunity
$ An opportunity to get into new accounts
– NearStore VTL allows partners to sell disk-to-disk backup into any backup
environment
– All accounts are opportunities even dedicated EMC, IBM, and HP storage
accounts.
– Replace any vendor tape library
– No new training required to use – acts just like the tape library
Provides a platform to deliver future disk-to-disk backup solutions– Grab a footprint in accounts to add additional disk-to-disk backup solutions in
the future
Opportunities to re-visit current tape customers and demonstrate value of
disk based system– Tape is a very aggressive market
– Customers usually purchase tape drives once every three years
– Tape support costs are very high.
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18-Sep06
Enterprise-class backup systems– Look for environments with STK, IBM or ADIC libraries– Look for environments NetBackup, TSM or NetWorker backup software
Multi-vendor primary storage > 10TB– Backs up EMC, HDS, IBM, HP, Sun, etc.
Multiple backup servers/smart clients
Fibre Channel SAN
NearStore VTL Customer Profile
ENTERPRISE Data Centers with FC SANs LARGE Tape Libraries
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18-Sep06
The IT environment for enterprise VTLs
WW Backup & Archive Softwareby Vendor
WW Tape Library Revenueby Vendor
> 65% Market Share
1. Symantec
2. Tivoli Storage Manager (TSM)
3. Legato
Source: IDC
> 65% Market Share
1. Sun/STK
2. IBM
3. ADIC (now Quantum)
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18-Sep06
The IT Customers For A VTL Solution
Key Influencers
1. Backup Administrator (Technical Buyer)
2. Storage Admin/Architect
3. Application Managers
Decision Makers
1. IT Manager/Director (Decision Maker)
2. CxO (Strategic Buyer)
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18-Sep06
Simple qualifying questions
How much data do you have to backup?– How much 4 years ago? 4 years from now?
How much time do you have to complete backups?– How much 4 years ago? 4 years from now?
How many changes have you made to the tape system in the last 4 years?
What are your plans for the next 4 years?
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18-Sep06
Know the environment first!!!
Clearly identify the backup pain
Determine their willingness to change
Identify the best NetApp solution
Identify your competitors
What works
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18-Sep06
Tape Library Sales
$0
$200
$400
$600
$800
$1,000
$1,200
2005 2006 2007 2008 2009 2010 2011
21-30 Slots 31-100 Slots 101-500 Slots
Source:- IDC Open Systems Tape market forecast, 2006
Mil
lio
ns
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18-Sep06
Question: If tape sales are going down, what are companies doing instead ?
Customers can use older disk arrays and SATA drives
– Initial costs make this option seem attractive
– Backup application software can write to disk as target
– Stored in a file system– Sounds easy
Involves many steps to implement– Configuring disks– Changing scripts– Retraining staff
Many backup applications were designed to write to tape
– not optimized for disk
Not easily shared between backup
servers
Continuously monitor and manage disk utilization
– Fragmentation occurs– What happens when you run out of
space?
Poor Relative Performance– Throttled by file system– Inefficient for streaming backup data
Poor physical media management for off site
– How is media managed and tracked when moved to tape?
– Off site copying becomes a second backup pass
Susceptible to viruses, user error and corruption
Answer 1 - Disk-based backups using standard disk arrays
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18-Sep06
Answer 2 - NetApp D2D Backup Solutions
SnapVault FamilyNearStore® VTL
Virtual Tape backup solutions for:
Any Storage
Any Backup Software
NetApp Storage
Optimizes existing tape environments
Reduce or eliminate reliance on tape
Remote Offices
Snapshot and replication backup solutions for:
Non-NetApp Storage
NetBackup 6.0
Backup Security
Classification and Discovery
Backup Software Partners
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18-Sep06
What is a VTL ?
Reduces reliance on tape– Virtual Tape Library
Behaves like tape– Presents Library and Tape Drives to OS
Disk based– D2D, VTL as final destination for backup– D2D2T, VTL can offload to physical tape
Transparent to backup applications
Optimized for large streaming I/O– Very large block size
NearStore VTL
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18-Sep06
Question: If tape sales are going down, what are companies doing instead ?
A VTL solution should:– Act exactly like a physical tape
library with a few key exceptions…
• Tape media should not fail• Tape drives should not fail• Tape library robots should
not fail– Enable backups to complete
significantly faster– Provide dramatic improvement
in restore times– Reduce or eliminate the need for
more physical tape drives– Reduce operational complexity
It should not:– Require major process changes
or retraining– Increase the workload on the
backup server– Introduce proprietary tape
formats or software dependencies
– Increase the physical media required for off-site storage
Answer 2 - Disk-based backup solution using a VTL
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18-Sep06
Benefits of VTLs
Easy to share VTLs across multiple servers– Share a VTL among numerous backup servers running the
same software• Most backup products support library sharing
– If running different applications• Partition the VTL into smaller VTLs• Assign a small VTL to each server
– Much easier than sharing native disk Performance
– Disk space can get fragmented when writing to a filesystem• degrades performance
– Nearstore VTL writes to contiguous sections of disk• Eliminates fragmentation
– Disk drives do not “shoeshine”– Restore times improve
• Eliminate mount and search times with disk restores• Multiplexing does not hurt performance on disk restores
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18-Sep06
Optimizing the backup infrastructureWhat customer’s would like to have
Each client would be backed up to a single tape
Tape drives would optimize to client performance
No contention for physical tape drives
Backups scheduled by business needs, not limited by resources
Immediate access to weeks of backups for operational restores
Variety of clients
Similar Speed~30 MB/s each
SimilarBusiness Function
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18-Sep06
NearStore VTL is D2D backup for themulti-vendor enterprise datacenter
Total Open Systems Networked Storage Market
NearStore VTL Opportunity
= Heterogeneous Primary Storage
91%
NetApp Primary Storage
9%
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18-Sep06
Tape Library Sales
$0
$200
$400
$600
$800
$1,000
$1,200
2005 2006 2007 2008 2009 2010 2011
21-30 Slots 31-100 Slots 101-500 Slots
Source:- IDC Open Systems Tape market forecast, 2006
Mil
lio
ns
Confidential. Restricted to NetApp employees and Channel Partners under NDA. © Copyright 2006 Network Appliance Inc. All rights reserved.22
18-Sep06
WW VTL Market Opportunity
$0
$200
$400
$600
$800
$1,000
$1,200
2005 2006 2007 2008 2009 2010 2011
VTL Solutions >$50K VTL Solutions <$50K
Competition:EMC, Sun-STK, IBM
Competition:Data Domain, Quantum, HP
Source:- IDC Open Systems VTL market forecast, 2006
Mil
lio
ns
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18-Sep06
2 Distinct VTL Markets
Enterprise Customer Profile
– Larger, process driven
companies
– Dependency on tape for
archive
– Need to improve backup
process
– Speed and reliability is
important
– De-dupe a nice to have
SMB Customer Profile
– Smaller, flexible organisations
– Less dependency on tape
– Want to move completely to
disk based solutions
– De-dupe is critical, cost of
keeping as much data as
possible on line
– Performance is not as much of
an issue
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18-Sep06
Introducing the NearStore VTL
Data Center
UNIX Servers
Windows Servers
HeterogeneousStorage
Backup Server
NetAppStorage
Tape Library
NearStore VTL looks like a tape library to systems and applications
Easily deployed in existing backup environments
Existing tape infrastructure satisfies off-site requirements
The Solution
Benefits vs. Tape
Performance
Reliability
Simplified management
NearStore VTL
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18-Sep06
NearStore VTL product family
NearStore VTL300 NearStore VTL700
• Hardware compression
• More than 8 TB/hour(2,400 MB/s)
• 14TB – 512TB• Up to 48 disk shelves
• ACSLS option
• Hardware compression• Up to 1.8 TB/hour
(500 MB/s)• 7TB – 53TB• Up to 5 disk shelves• Upgradeable to VTL700
• Hardware compression
• More than 4 TB/hour(1,200 MB/s)
• 7TB – 256TB• Up to 24 disk shelves
• Upgradeable to VTL1400
• ACSLS option
Performance and Scalability
NearStore VTL1400
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18-Sep06
Scalability and performance
Feature VTL300 VTL700 VTL1400
Max. Raw Capacity 35 TB 168 TB 336 TB
Max. Usable Capacity at 2:1 53 TB 256 TB 512 TB
Max. Usable Capacity at 3:1 80 TB 384 TB 768 TB
Max. Sustained Write Throughput (no compr.)
1.1 TB/hour
(300 MB/s)
4.1 TB/hour (1,200 MB/s)
8.2 TB/hour (2,400 MB/s)
Max Sustained Write Throughput (2:1 compr.)
1.8 TB/hour
(500 MB/s)
3.3 TB/hour (950 MB/s)
6.6 TB/hour (1,900 MB/s)
Max Virtual Libraries 256 256 512
Max Virtual Drives 1,500 1,500 3,000
Max Virtual Cartridges 10,000 10,000 20,000
NearStore VTL700
Fifth generation VTL O/S Proven NetApp hardware platform
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18-Sep06
Intuitive appliance interface designed for tape backup workflows
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18-Sep06
NearStore VTL interoperabilityCertified with leading backup software & tape systems
Backup Application Software Atempo, BakBone, CA, CommVault, EMC NetWorker, HP Data
Protector, Tivoli Storage Manager, Symantec Backup Exec, Symantec NetBackup
Tape Libraries ADIC, HP, IBM, Overland, Quantum, Spectralogic, STK
Tape Drives AIT-1, AIT-2, AIT-3, AIT-4 DLT7000, DLT8000, SDLT HP LTO-1, LTO-2, LTO-3 IBM 3590, LTO-1, LTO-2, LTO-3 STK 9840, 9940
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18-Sep06
Available now on PartnerCenter
Sales Tools
NearStore VTL Customer Presentation
Sales and SE training material
Guide to NearStore Savings
ROI Calculator*
Quick sizing tool
Glasshouse Whitepaper
Taneja Group on NSVTL
Competitive positioning
Much more…
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18-Sep06
VTL Services Opportunities
VTL sales have very high professional services attach rates
Nearly every sale will include PS
Partners that choose not to develop internal VTL PS capabilities can leverage NGS long-term
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18-Sep06
VTL Design and Implementation Service
Deliverables
• Design plan
• Implementation plan
• Integration, verification and testing
• User training
• Documentation of architecture and procedures
Benefits• Reduces time to production
• Reduces deployment risk
• Minimizes impact to operations
NetApp Professional Services experts will integrate NearStore VTL systems with existing enterprise backup software, physical tape libraries and SAN
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18-Sep06
VTL300 Bundle
Aggressively priced to compete in the mid-market
Includes dedupe upgrade Market leading scalability &
performance Highly attractive to channel
partners
NOTE: The dedupe upgrade offer is for the VTL300 Bundle ONLY
The offer is not available for VTL700 or VTL 1400
up to 30% savings
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18-Sep06
Improves speed of backups
Improves reliability of backups
Improves operational efficiency for backup tasks
Improves recovery point objectives
Reduces spending on tape drives & libraries
Provides better utilization of existing tape assets
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Business benefits of NetApp VTL Solutions
NearStore VTL dramatically improves backup and recovery
service levels with minimal risk and disruption
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18-Sep06
Martin Medhurst VTL Channel Business Development EMEA +44 7824 343 570
Zion Gabai VTL Business Development EMEA +972 523 120 550
Arnt de Gier VTL Global Systems Engineer EMEA +31 654 315 465
Reseller Partner Resources Partner Center
– Solution Perspective -> Products -> NearStore VTL
– Email VTL Business Unit Experts:xdl-vtl-partnerhelp@netapp.com
Contact Information