Post on 03-Jun-2018
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2010 Oracle CorporationConfidential: Internal and Authorized Partner Use Only
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2010 Oracle CorporationConfidential: Internal and Authorized Partner Use Only
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An Introduction to the StorageTek
SL150 Modular Tape Library
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4 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
Agenda
SL150 Modular Tape Library Overview
Market trends
Portfolio Positioning
Value Propositions
Product Overview
Competitive Information Partner Specific Details
Resell
Certification
Service
Sales Tools
Sales Opportunities
Summary and Q & A
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5 | 2012 Oracle CorporationProprietary and Confidential
Storage Challenges
CAPEX and OPEXUp, Including
Energy
RegulationsIncreasing
Data Volumes High
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6 Copyright 2012, Oracle and/or its affiliates. All rights reserved. ConfidentialOracle Highly Restricted
ResourceConstraints IT Staff Required toWear Many Hats UnpredictableData Growth
Small and Medium Business Challenges
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Current StorageTek Tape Library Portfolio
Entry SL8500
SL3000
SL500
SL24/48
Best scalability Industry-leading reliability and availability
Best TCO and investment protection
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"For the first half of calendar year 2011, Oracle StorageTek
is #1 in total worldwide factory-out automation shipments
for tape libraries over 1,000 cartridge slots. Oracle has the#1 market position on the strength of its SL3000 and
SL8500 midrange and enterprise automation."Source: 'IDC Worldwide Tape QView Q2 CY11
Enterprise Market Leadership
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Entry
SL8500
SL3000
SL150
Introducing the StorageTek SL150Redefining Entry Tape Automation
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10 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
SavingsSimplicity Scalability
SL150 Modular Tape Library: Value Propositions
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2010 Oracle CorporationConfidential: Internal and Authorized Partner Use Only
Modular ArchitectureFlexibility for Unpredictable Growth
Base Module 3U
30 slots
Supports up to 2 half height LTO
drives (base ships with one drive)
7 Color touch screen op panel
Mail slot- 4 slots
Expansion Modules Supports up to 9 expansion modules
(2U modules)
Adds performance and/or and capacity
Supports up to 2 half height LTO
drives per modulehighest drive
density!
30 cartridge slots for capacity (45 TB
per module with LTO5)
No activation keys needed
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2010 Oracle CorporationConfidential: Internal and Authorized Partner Use Only
SimplicitySoftware and Management
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2010 Oracle CorporationConfidential: Internal and Authorized Partner Use Only
Scalability: Seamless and Simple
10XGrowth
Up to 450 TB in 21U
Nearly 1PB with 2:1 compression
No rip and replace
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14 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
Savings and Investment Protection
The SL150 Modular architecture
provides flexibility to help you scale in
line with your needs
Half height drives allow for high density
and lower cost
Partitioning allows for consolidation of
multiple libraries to one scalable solution
Library architecture reduces power
requirements
Support for OKM encryption
Protect Investment and Lower Overall Total Cost of Operations
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15 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
SL150 Technology Differentiators
40 years of STK experience and
innovationbrought to the
entry/midrange market
Innovations using our hardware andsoftware make this product unique to
the market
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Tape is an Eco friendly
technologyand we have
designed it to require even less
power!
Modules connect via USB
ONLY Oracle makes it this
simple!
Connect to any of the 9 ports in
the base unit
Modules without drives get their
power from USB connection
Hardware InnovationsExpansion Modules
9 USB ports on base module
USB port on expansion module
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Base unit redundant poweroption
Most competitive products dont
offer power redundancy in the entry
space
Expansion module design
No power supply required if nodrives in module (default for
expansion module has no power
supply included
If drive is used, power is
required, Options: Single
Redundant power
Hardware InnovationsPower Options
Power supplies
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Simplicity of DesignThe Product is Simple to Order, Upgrade and Service
Ordering and Upgrades Few parts to keep ordering simple
No license keys for capacity or features
Serviced with Customer ReplaceableUnits (Spares)
CRUs are customer orderable Only 6 parts
Library helps identify which one you need
Keep inventory of spares at your site
Ororder as needed
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Leveraging the Oracle Software for Tape InnovationEngineering Efficiency and Savings
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Simplicity of Installation
Installation Wizard on theOperator Panel
4 easy steps on touch
screen panel
Library will then
initialize and you are up
and running
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Simplicity of Management
Power LocateLibrary state
Left TabNavigation
Library actions
Onboard help
Module
Expand/
Collapse
Magazine
actions
Bridged drive
Remote Browser
Interface
New library GUI
Perform library
operations Manage
settings
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Proactively Monitor Library Health
Click on Health button at top of screen to get more details on system health
Individual components and their health status and details are displayed
Indicator can show if CRU should be ordered/replaced
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23Copyright 2012, Oracle and/or its affiliates. All rights reserved.
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StorageTek SL150 vs. Competitive Products
The SL150 modular tape library offers many
advantages over other libraries in its class.
These advantages are centered around its:
Simplicity of Architectural Design
Simplicity of Management
Simplicity of Upgrades/Service
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Oracle
A New Standard in Entry Tape Automation:
10 x Scalability in One Product
Competitors
Expand
from30 to 300
slots
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Config
Libraries
SL150Legacy
OracleIBM Dell HP Quantum
Sm Config
SL150
SL2424 slots TS310024 slots TL200024 slots MSL202424 slots i4025 slots
Med Config
SL48
48 slots
TS3200
48 slots
TL4000
48 slots
MSL4048
48 slots
i80
50 slots
SL500
50 slots
Entry
TS3310
Entry
ML6010N/A
Entry
i500
Lg ConfigSL500 TS3310 ML6010 MSL8096 i500
Gray = non scalable product
Note: Dell, HP, IBM, & Overland all sell the same BDT 24 and 48 slot libraries
In the scalable space: QTM, IBM and Dell all sell the QTM i500
Multiple Libraries vs. ONE productAll Competitors Sell at Least Three Separate Products
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Focus on Ease of Use
Competitors lack software to make
management ,upgrades, and service
this simple
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Agenda
SL150 Modular Tape Library Overview
Market trends
Portfolio Positioning
Value Propositions
Product Overview
Competitive Information
Partner Specific Details
Resell
Certification
Service
Sales Tools Sales Opportunities
Summary and Q & A
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28Copyright 2012, Oracle and/or its affiliates. All rights reserved.
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Selling the SL150 Modular Tape Library
Tape Resell rights
Current tape resellers:
All resellers who currently are authorized to sell tape, can sell this
product.
New resellers:
Have a valid Full Use Distribution Agreement (FUDA) v041610 with
Oracle, or be in the process of applyingfor one, or have a validaddendum to your existing Full Use Distribution Agreement with
current hardware terms
Currently, partners must join the StorageTek Tape Knowledge Zone
Meet the resale competency criteria
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SL150 Modular Tape Library Certification in OPN
There are 2 Certifications for the SL150 on OPN: 1) Product and 2) Installation/Servicing
Each has its own GLP (courses and assessment)
Partners who complete the Sales and Pre-sales assessments will have SL150 Specialist
Certification
2 sales and 1 presales must pass competency assessments
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30 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
SL150 Modular Tape Librarys design was
optimized for customer ease of use and
SERVICEABILITY
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31 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
YOUCan Service the SL150!
With the SL150, there is an option for resellers in terms of service!
Oracle can service the product for your customer at the standard 12% Ora reseller can install, upgrade, service the product themselves
Yes, thats correctno mandatory 12% for Oracle service!
You are free to set your own levels of service offerings for this product
Buy spares from Oracle
You will still receive strategic rebate if other necessary criteria are met (theSl150 has an exemption to the service requirement for the rebate)
But, you MUST meet certain criteria to participate in this option
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32 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
How Does a Reseller Qualify?
1. Be a member of Oracle Partner Network
(OPN) with an active FUDA
2. Meet requirements for Certification on
OPN GLP for Product
GLP for Installation/Service3. Submit required paperwork to Oracle
32 Copyright 2012, Oracle and/or its affiliates. All rights reserved. ConfidentialOracle Highly Restricted
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33 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
How Do We Order the SL150
Without Oracle Service Added?
1. Order SL150 though your VAD or
direct from OPS as you usually do
2. Choose the no service option in
the OPS ordering tool
3. Once you choose this option- a
reason must be chosen:1. SL150 Certified partners will be given an
approved code for the no service
option
2. Oracle will use this code for audit
purposes
33 Copyright 2012, Oracle and/or its affiliates. All rights reserved. ConfidentialOracle Highly Restricted
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34 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
Ordering/Stocking Spares for Service Needs
If you would like to stock spares for
your service needs 6 spare parts areavailable for the SL150 on the Oracle
pricelist (Cat V)
You may want to stock parts to meet SLA
of your service offerings rather than
waiting for Oracle to ship them when you
need them
SL150 Certified partners are eligible
for an additional discount in addition
to the standard VAD/VAR discount.
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35 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
Other Frequently Asked Questions
1. Does the SL150 have a warranty?
Yes, the product has a 1 yearwarranty through Oracle. The
reseller is able to add service
offerings to this warranty
2. Do I still qualify for the 5% strategic
product rebate without Oracle
service attach? Yes. The
requirement of service attach has
been exempted for this product.
3. Does this apply to products other
than the SL150? No- this is the
ONLY product with this serviceoption
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Channel Sales Tools
Active Programs: In EMEA, there is an
iPad incentive running until the end ofNovember.
Demo equipment: this product will be
added to the list of products (i.e. ODA,
ZFS, T4) that are available to partners at
reduced price for demo purposes
Trade-ins: there are trade-in discounts of
up to 15% through the UAP program for
Oracle libraries as well as competitive
trade-ins.
OPN Collateral: SL150 campaign kit,
battle card, white papers, presentationsare posted on OPN
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Agenda
SL150 Modular Tape Library Overview
Market trends
Portfolio Positioning
Value Propositions
Product Overview
Competitive Information
Partner Specific Details
Resell
Certification
Service
Sales Tools Sales Opportunities
Summary and Q & A
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38Copyright 2012, Oracle and/or its affiliates. All rights reserved.
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Key Opportunities for the SL150
1. Data protection with simplicity and scalability
Oracle on Oracle: Tiered storage (DDT)
Engineered systems backup (Exadata, ODA, SuperCluster)
2. Small Archives
Archive is a growing market!
Have the backup vs Archive discussion with your customers
Stress the products scalability and cost benefit for tape in long-
term archival
3. Installed base or competitive replacement
Existing customers with libraries over 3 years old
SL24/48/500/700
Existing customers with competitive libraries needing scalability
New deals for tape vs. competitive libraries
SL150 wins in simplicity, scalability and savings
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Agenda
SL150 Modular Tape Library Overview
Market trends
Portfolio Positioning
Value Propositions
Product Overview
Competitive Information
Partner Specific Details
Resell
Certification
Service
Sales Tools Sales Opportunities
Summary and Q & A
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40 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
StorageTek SL150 Modular Tape LibraryProviding Customers Value Through Simplicity and Scalability
Opportunities:
Backup and Archive
Installed base and competitive take out
Simplicity of Design
STK development and Oracle softwareare best-in-class
Simple product installation,
management, and upgrades
Scales from 30-300 slots
The ONLY scalable library in its class
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41 Copyright 2012, Oracle and/or its affiliates. All rights reserved. ConfidentialOracle Highly Restricted
StorageTek SL150Modular Tape Library
Q&A
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2010 Oracle CorporationConfidential: Internal and Authorized Partner Use Only
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