1EMC CONFIDENTIAL—INTERNAL USE ONLY REDEFINING ENTRY-LEVEL STORAGE and DATA PROTECTION Sales...
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Transcript of 1EMC CONFIDENTIAL—INTERNAL USE ONLY REDEFINING ENTRY-LEVEL STORAGE and DATA PROTECTION Sales...
1EMC CONFIDENTIAL—INTERNAL USE ONLYEMC CONFIDENTIAL—INTERNAL USE ONLY
REDEFININGENTRY-LEVEL
STORAGE and DATA PROTECTION
Sales Enablement
2EMC CONFIDENTIAL—INTERNAL USE ONLYEMC CONFIDENTIAL—INTERNAL USE ONLY
Objective• Redefine: Enterprise Functionality At Entry-Level Prices
• Take Share in Growing Markets– Entry Level Storage Market – Data Protection Market
• Focus on High Growth Sales Plays– Private Cloud & Virtualization– Applications & Databases– Transactional and Shared Files
• Redefine the EMC Partner Experience
3EMC CONFIDENTIAL—INTERNAL USE ONLYEMC CONFIDENTIAL—INTERNAL USE ONLY
Meet EMC’s Newest ProductsRedefining Entry-Level Storage and Data Protection
PRIVATE CLOUDS APPLICATIONS FILES
SIMPLE
EFFICIENT
PROTECTED
Integrates directly into your customers’ application and virtualization environments
Stores and protects customer data while lowering costs in terms of $/IOPS and $/GB
Delivers industry-leading application protection and data integrity
VNXe3200 UNIFIED HYBRID STORAGE
DATA DOMAIN DD2200, PROTECTION STORAGE
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VNXe3200 Unified Hybrid Array
Setup NAS or SAN
in under 15 minutes
VMware Ready:VAAI, VASA
vCenter Plug-in
Windows Ready: SMB3, ODX, SMI-S
NPIV, MMC, PowerShell
UnifiedFibre Channel (new) iSCSI,
NFS, CIFS, SMB3
FAST
FAST-VP SSD autotiering and FAST Cache
Unified Snapshots Built-in: for file/block
Unified
SIMPLE. EFFICIENT. PROTECTED.
ENTERPRISE FEATURESENTRY-LEVEL PACKAGE
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Opti
ons
Bundle
s Storage Analytics*vCenter Operations Manager, EMC Adapter for VNXe
VNXe Software Choices
FAST Suite*FAST VP, FAST Cache
Base VNXe Base Software
OE, Protocols, Unisphere, Unisphere Central, M&R, Unified Snapshots, Integrated Support/Dial-Home ServicesFile Deduplication & Compression, Thin Provisioning, Event Enabler (common Anti-Virus), File Level Retention
PowerPath*Intelligent load balancing and multi-pathing
Free EMC Storage Integrator for WindowsProvision Microsoft storage 3 times faster.
Free Virtual Storage Integrator (VSI)Manage VNXe from vCenter
VPLEX/VE Standard Edition*Create stretched clusters and multi-site VMotion
Syncplicity*Create your own private dropbox
Data Protection Suite*Powerful EMC Backup and Archive software
* Requires separate license
6EMC CONFIDENTIAL—INTERNAL USE ONLYEMC CONFIDENTIAL—INTERNAL USE ONLY
EMC VNXe3200 Battle Card
• Change Customer Behavior: Currently, many customers buy storage on back end of a server purchase from competitors.
• Increase Awareness: Gain greater consideration in the SMB and Mid- markets.
Objective
1. How are you managing growth and application complexity?
2. Are you planning to deploy server, storage and/or application virtualization?
3. Do you have budget constraints?
4. What IT skill sets do you have in-house?
Ask Qualifying Questions
• Efficiency: Challenged by shrinking budgets, overextended staff, and the need to do more with less.
• Complexity: Silos of storage spread across multiple physical and virtual servers which demand time and attention for each island of storage. Also facing increasing complexity in their Windows, VMware, or server virtualization environments.
• Cost: Budget constraints require affordable enterprise class core capabilities at entry level prices
• Technology Growth: SMBs are not exempt from continuing rapid data growth nor the efforts of ever deeper adoption of server virtualization.
Identify ChallengesSales and Lead Generation
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Deliver PitchKey Selling Points
1. Simple • Integrates directly into application and
virtualization environments• Set up NAS or SAN in 15 minutes• Deploy applications faster and manage
them easier than ever with great VMware and Microsoft integration
2. Efficient• FAST Suite lowers $/IOPS & $/GB
automatically with minimal SSDs• Advanced features reduce capacity
requirements by up to 50%• MCx multicore optimized 2.2 Ghz
processors deliver 3X the performance and a price/perf ratio with up to 125 VMs and 500 desktops in a 4U footprint
3. Protected• Industry-leading application protection
& data integrity• Expanded RAID options, dynamic hot
sparing, drive mobility & Unified Snapshots
• First array to support VPLEX Virtual Edition
VNXe3200:
• Easy unified storage deployment
• Expanded Connectivity: iSCSI and Fibre Channel SAN at the low end
• Optimized for performance and capacity with FAST VP and FAST Cache
• Snapshots for block and file
• Compact 2U form factor enables you to store more in less space
Low End Block: HP MSA, DELL MD, and IBM V3700• Position Low-End “Price Fighters”
VNX5100 (Block FC) VNXe3150 (iSCSI)
Unified: NetApp FAS2240 and FAS2220• Primary Position: VNXe3200
Performs like FAS2240 Priced under NetApp FAS2220
• Secondary Position: VNX5200 VNX Family Remote replication
Hybrid Block: DELL EqualLogic and Nimble CS Series• Primary Position: VNX5200
Nimble Express Configurations Block/File Dedupe Remote replication
• Secondary Position: VNXe3200 Priced 20-30% below Dell, Nimble VNXe3200 adds Unified Application/Hypervisor Replication
Competitive PositioningEMC VNXe3200 Battle Card
8EMC CONFIDENTIAL—INTERNAL USE ONLYEMC CONFIDENTIAL—INTERNAL USE ONLY
EMC Data Domain Systems Battle CardSales and Lead Generation
• Change Customer Behavior: Currently, many customers use traditional backup and archive methods such as tape or primary disk, which results in higher costs and complexity and does not ensure reliable recovery.
Objective
1.How much data do you need to protect?
2.Do you use tape or disk to backup and/or archive your data?
3.How much disk and tape is required to protect your environment today?
4.What backup and/or archiving software do you currently use?
5.Are you meeting your backup and recovery objectives/service level agreements?
6.Are you satisfied with the cost and reliability or your current disaster recovery solution?
Ask Qualifying Questions
• Complexity: Traditional backup with tape requires management overhead. Larger environments with multiple vendors become difficult to optimize.
• Cost: Tape management makes tape expensive for backup and DR. Disk without deduplication requires 10 to 30x more storage.
• Reliability: Traditional tape or disk solutions are not built as a storage of last resort and can be unreliable for backup and DR.
• Scalability: Data growth is driving an increase in backup and archive storage requirements.
Identify Challenges
9EMC CONFIDENTIAL—INTERNAL USE ONLYEMC CONFIDENTIAL—INTERNAL USE ONLY
EMC Data Domain Systems Battle CardDeliver PitchKey Selling Points
EMC Data Domain systems 1.Reliability – The Data Domain Data
Invulnerability Architecture ensures recovery and access to data through inline write and read verification, continuous fault detection, and self-healing, providing the industry’s best defense against data integrity issues.
2.High-Speed Deduplication – Complete more backups sooner and dramatically reduce storage requirements through variable-length deduplication.
3.Seamless Integration – Integrate easily into existing infrastructures with leading backup, archiving, and enterprise applications.
4.Network-Efficient Replication – Replicate only deduplicated and compressed data across the network, reducing bandwidth requirements.
5.Cloud Readiness - Gain data isolation for private or public cloud deployment with secure multi-tenancy.
Data Domain:
• High-speed, scalable and cost-effective protection storage for backup, archive and disaster recovery. Industry-leading speed and efficiency through variable-length deduplication enables data to be stored onsite for immediate restores and longer-term retention on disk. The deduplicated data can also be replicated over the WAN to a remote site for disaster recovery operations, eliminating the need for tape-based backups.
Symantec, CommVault Backup Software• Must pay large licensing fees per client on per up
front TB• Software only solution
IBM, HP, Symantec Backup Appliances• No advanced application integration (slower, less
efficient backup)• Minimal data integrity protection built-in to ensure
reliable recovery• Complex (IBM) or limited (Symantec) scalability
reduces deduplication benefit• Maximum marketed performance requires
multiple systems (HP)Standard Disk/Tape• Does not deliver storage reduction benefits of
deduplication (reduce data protection storage required by 10 to 30x)
• No built-in data integrity to ensure that data can be recovered reliably
• Slow, expensive and unreliable disaster recovery
Competitive Positioning
10EMC CONFIDENTIAL—INTERNAL USE ONLYEMC CONFIDENTIAL—INTERNAL USE ONLY
Sales Opportunities1. STORAGE/PROTECTION
WITHOUT SERVERS/NETWORKING
Applications | Virtualization
Express SolutionsVSPEX Proven Infrastructures
2. CONVERGED ARCHITECTUREINCLUDING STORAGE, SERVERS, NETWORK
ExpressSolutions
GURU Live Deployment MigrationCross Product
Solutions
3. STORAGE/PROTECTION SERVICES DELIVER ADDITIONAL CUSTOMER VALUE, MAKE MORE $
11EMC CONFIDENTIAL—INTERNAL USE ONLYEMC CONFIDENTIAL—INTERNAL USE ONLY
Meet Your Needs: Capacity, Consolidation, Performance 7 VNXe3200 Express Solution Bundles
1ENTRY LEVEL
$11,500 LIST
3.6 TB 10K SAS
2BASE
CAPACITY36 TB NL-SAS
3ENHANCED CAPACITY
48 TB NL-SAS
4BASE
CONSOLIDATION28 TB SAS/NL-SAS
5ENHANCED
CONSOLIDATION53 TB 3 TIER FAST*
6BASE
PERFORMANCE11 TB 2 TIER FAST*
7FLASH
CONFIGURATION7 TB SAS/SSD
CONFIGURE AND QUOTEIN CHANNEL EXPRESS
General Purpose Storage Highest IOPSMixed, VirtualizedAll-purpose file/block consolidation VMware or Hyper-V environments VDI or demanding databases
* Includes FAST Suite
12EMC CONFIDENTIAL—INTERNAL USE ONLYEMC CONFIDENTIAL—INTERNAL USE ONLY
Meet Your Data Protection Needs 5 Data Domain Express Solution Bundles
1DATA PROTECTION
FOR 500 GB
1.6 TB DD REPL.
2DATA PROTECTION
FOR 1 – 2 TB
3.98 TB DD REPL.
3DATA PROTECTION
FOR 3 – 4 TB
7.5 TB SW OPT.
4DATA PROTECTION FOR 5 – 10 TB
17.2 TB SW OPT.5
DATA PROTECTION FOR 11 – 12 TB
25.8 TB SW OPT.
CONFIGURE AND QUOTEIN CHANNEL EXPRESS
DD160 DD2500DD2200Starting Price: $10K Increased Performance and Scale Scalability for High Growth
PICK YOUR CAPACITY
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VSPEX Proven Infrastructures
DatabasesVirtual
DesktopsApplicationsPrivate Cloud
PRIMARY STORAGE
PROTECTION STORAGE AND SOFTWARE
THE
SIZER
125 VMs 500 Desktops
See VSPEX sizer for detailed configuration
guidance
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Redefining Services For The Entry-Level
Expert Deployment Assistance
EMC GURU LIVEFixed Price, Fixed Scope Simplicity
DEPLOYMENT SERVICES
MIGRATION SERVICES
CROSS PRODUCT INTEGRATION
Joint Delivery of File & Block Migrations
PARTNER DELIVERED VALUE
EMC Data Protection Family
Proven Scalable Offerings