D-Link Certified Specialist Storage...
Transcript of D-Link Certified Specialist Storage...
This self-paced course is designed to teach you how to properly position, prospect for and sell D-Link storage solutions.
• Module 1: D-Link's Market Strategy and Value Proposition
• Company history and global focus
• Technology innovations
• Meeting business needs
• Module 2: Growth Opportunities with D-Link Storage Solutions
• NAS market growth
• iSCSI market growth
• Customer pain points
• Customer business applications
• Module 3: Introduction to Storage Area Networks • Storage Architectures
• SAN IP Protocols and associated benefits
• iSCSI SAN Components
• TCP/IP Offload Engine
• Disk Storage Technologies
• Networking Technologies
Storage Solutions Course Outline
• Module 4: D-Link Storage Solutions • D-Link Unified Storage solutions • D-Link IP-SAN solutions • D-Link Assist
• Module 5: DSN-6000 Installation • iSCSI SAN configurations • DSN-6000 Management Interfaces • DSN-6000 configuration and Management overview
• Module 6: Advantages and Up-Sell Opportunities • D-Link Key advantages and selling points • D-Link Upsell Opportunities • D-Links compelling TCO story
• Module 7: Understanding Your Customer • Target markets • Know your customer • Prospecting Questions • Overcoming objections
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Module 1: D-Link's Market Strategy and Value Proposition
Switch 26%
WLAN 39%
Broadband 20%
NIC & Others 4%
Sales by Region
Emerging Markets &
Asia Pacific 48%
North America
23%
Europe 2%
• Module 1 Outline
• D-Link company history and global focus
• D-Link innovations in technology and green design
• D-Link’s responses to today’s business network challenges
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Our Business
Founded 1986 in Hsinchu, Taiwan, D-Link is publicly traded on the TSEC (Taiwan) and the NSE (India) stock exchanges
D-Link is a global market leader: o Wireless LAN with 30% market
share ** o Ethernet Switching with 27%
market share ***
190 sales offices in 67 countries, over 2,700 employees worldwide, regional warehouses in 15 countries; over 300 R&D personnel and 38 RMA centres globally
D-Link featured in Gartner’s Magic Quadrant for Wireless LAN Infrastructure, positioning the company amongst the industry’s elite vendors of Wireless LAN solutions
* Figure refers to D-Link Brand Revenue ** Source: Gartner, “Market Share: Enterprise WLAN Equipment, Worldwide, 2011,” March 2012, Christian Canales *** Source: Gartner, “Market Share: Enterprise Ethernet Switches, Worldwide, 2011,” March 2012, by Severine Real and Katsuo Horl
FY2011 Revenue USD $1,103 million*
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Revenue & Earnings (Consolidated)
1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011
103 77
159 133
273
208
445 394
584 510
745
584
918
810
1047
1012
1069
980
1103 Revenue
Earnings
Spin off OEM business to focus on brand
Global financial crisis
6
China factory opens
OEM business Taiwan
IPO in Taiwan Introduced broadband and wireless products
Reached global revenue of $1 billion
D-Link: Leader in Ethernet Switches
Source: Gartner, “Market Share: Enterprise Ethernet Switches, Worldwide, 2011,” March 2012, By Severine Real and Katsuo Horl Graph created by D-Link based on Gartner data
Ethernet Switches: Port Shipments, Worldwide, 2011
Ethernet Switches: 100Mbps, Port Shipments, Worldwide, 2011
3rd
D-Link 27.3%
Cisco 36%
Allied Telesis 2.2%
D-Link 17%
Netgear 7.2%
HP 18.0%
HP 19%
Netgear 8%
Source: Gartner, “Market Share: Enterprise Ethernet Switches, Worldwide, 2011,” March 2012, By Severine Real and Katsuo Horl Graph created by D-Link based on Gartner data
Cisco 26.9%
Huawei 2.3%
Linksys 1.0%
Others 15.2%
Dell 2%
Allied Telesis 2%
Juniper Networks
1%
Huawei 1%
Avaya 1%
Alcatel-Lucent 1%
Others 11%
1st
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D-Link: leader in Wireless LAN Stand-Alone Access Points
Source: Gartner, “Market Share: Enterprise WLAN Equipment, Worldwide, 2011,” March 2012, Christian Canales Graph created by D-Link based on Gartner data 1Linksys is a wholly owned Cisco company
in WLAN Stand-Alone Access Points, Enterprise Market, Unit Shipments, Worldwide 2011
1st
Others 18%
D-Link 30%
Cisco 17%
HP 16%
Linksys1
7%
Netgear 12%
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Completeness of Vision
Ab
ilit
y t
o E
xecu
te
Challengers Leaders
Niche Players Visionaries
Juniper
Xirrus
HP Networking
Motorola
Cisco
Aruba
Meru
Enterasys/Siemens
Ruckus
Aerohive
Bluesocket
Meraki
D-Link
Enterprise WLAN MQ, Source: Gartner Mar., 2011
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D-Link Features in Gartner’s WLAN Magic Quadrant
Product Portfolio
Consumer & Digital
Home Solutions Business Solutions
Mobile & Service
Provider Solutions
Connectivity
•Wireless routers
•xDSL routers
•Bridge client/access point
•Wireless adapters
•Desktop switches
•Powerline PLC adapters/routers
Home Monitoring
•IP cameras
•Network Video Recorders
Digital Home
•Media players
•Network Attached Storage
•KVM/USB Hubs
Switching
•Chassis switches
•Managed switches
•Smart switches
•Unmanaged switches
•Network management systems
Security
•Unified Services Routers
•VPN router
Wireless
•Unified wireless
•Access Points
IP Surveillance
•Business IP camears
•Video encoders
•Video Management Software
Storage
•Network Video Recorders
•Unified & Network Attached
Storage
•iSCSI SAN
Mobile Solutions
•Modems / routers / IADs
•LTE smart gateways
•LTE enterprise
•LTE OTT Boxes
•Home monitoring
•LTE/3G offload
FMC
•Mobile hotspots
•All in one IADs
Mobile Broadband
•WCDMA, HSPA+
•LTE, TDD/FDD LTE Fix-Mobile Convergence
XDSL
•xDSL modems / routers / IADs
FTTH
•GPON ONT
•GPON mini ONT
Cable (DOCSIS 3.0)
•Cable modems / routers
•Cable EMTA
ETTH
•Access/aggregation switches
•Carrier Ethernet wwitches (MEF)
Mobile Data Offload
•Wi-Fi Hot Spots / access controller
Multimedia Applications
•Media gateways
•Wireless network
•HomePlug
•G.hn
•OTT TV
•IP Surveillance
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• Global vision with local know-how • By drawing on our global resources we can customise our technology and support
individual, local needs
• Intuitive technology • Our cutting-edge technology and extensive feature sets, ensure our products meet our
customer needs
• Ease of installation, use and maintenance come as standard with our products
• Clear business sense • Our price/performance ratio is unrivalled, delivering advanced technology at
competitive prices
• D-Link Green • We were first to market with “green” products in the networking space without adding
any price premium and strive to improve this position
• Our D-Link Green technology offers tangible value, with heat, power and space savings thereby helping the environment & thereby reducing running costs
Business Market
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Business Range
Unmanaged
Switches Smart Switches
Unified Switches
Managed Switches
Fixed Network Camera
(wireless)
Chassis Switches
Network Video Recorders
Service Routers
iSCSI SAN Solutions
Unified & Network Attached Storage
Access Points
Video Encoders
Fixed Network Camera (wired)
Fixed dome camera
Pan/Tilt/Zoom Camera
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Business Solutions
Internet
Data/Video/Audio Triple Play Application Solution
- Policy-Based Traffic Prioritisation - Optimise the Quality of Multi-services
Network Management System D-View 6.0
AP Manager II
Server Farm
Unified IP Surveillance Solution (IP Camera, VMS, Switch, Storage)
- Megapixel Solution - Standalone NVR/VMS
- PoE Switch - IP SAN
Unified Services Router
- Remote management - 3G support
- Virtual Private Network (VPN)
Wired/Wireless Connectivity
Solution
- Ease of Use - Ease of Deployment
- Flexible Expandability Virtual LAN
- Endpoint Security - Single IP Management
- High Performance - Routing Redundancy - Reliable and Resilient
L3 Core Ethernet Switches DES-7200 Series DGS-3620 Series
Storage DSN-6000 Series
L2/L3 Aggregated Ethernet Switches DGS-6600 Series DGS-3420 Series DGS-3400 Series
Unified Wireless Solutions DWS-3000 Series DWS-4000 Series
L2 Access Ethernet Switches DGS-3120 Series
Smart Switches DGS/DES-1210 Series
EasySmart Switches DGS/DES-1100 Series
Storage NAS
DNS-1100-04
Wireless Access Unmanaged DAP-2553 Managed
DWL-8600AP
IP Surveillance Cameras
DCS-3716 DCS-6815 DCS-3430
NVR DNR-322L
Fault –Free Connection
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Our Core Values
Innovation:
Designing award-winning, first-to-market products that are based on industry standards and that connect you to more.
Value:
Providing consumers, businesses, service providers and channel partners with the best technology solutions. We also ensure customers get superior products, with the richest capabilities and smartest technologies at an affordable price.
Ease:
Developing products with our customers in mind. Products that are easy for consumers to install and use confidently. Products that reduce network complexity for businesses, while offering more capability and interoperability. Products for everyone that deliver quality and reliability.
Flexibility:
An extensive product portfolio and wide range of products that provide our customers with the flexibility to adapt, integrate and grow their technology solutions.
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Module 2: Growth Opportunities with D-Link Storage Solutions
Switch 26%
WLAN 39%
Broadband 20%
NIC & Others 4%
Sales by Region
Emerging Markets &
Asia Pacific 48%
North America
23%
Europe 2%
• Module 2 Outline
• NAS market growth • iSCSI market growth • Customer pain points • SAN Business Applications
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Where IT Managers are Spending Their Budgets
Spending Categories
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• What’s fueling the data storage explosion: • Larger files –database, voice,
multimedia, imaging
• Greater reliance on e-mail communications
• Databases and data warehouses
• Demand for e-learning and online classes
• E-commerce
• Data security
• Regulatory compliance and legal requirements
0
200,000
400,000
600,000
800,000
1,000,000
1,200,000
1,400,000
2012 2013 2014 2015 2016
< $5,000 NAS Unit Shipments
Unit Shipments
Source: Gartner Network Attached Storage/Unified Storage , Worldwide 2011
NAS Market Growth
• NAS deployments are growing for a number of reasons: • Lower TCO
• Easier management
• Familiarity with Ethernet
• Growth of unstructured data
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Source: Gartner (Q1 2012)
iSCSI SAN Storage Market Growth
• iSCSI SAN deployments are growing for a number of reasons: • Lower TCO
• Easier management
• Familiarity with Ethernet
• Maturity of iSCSI protocol
• Higher performance afforded by 10GbE
• Increased flexibility for virtual server deployments
Worldwide iSCSI SAN Market Growth
Rev
enu
e in
Mill
ion
s
0.0
500.0
1,000.0
1,500.0
2,000.0
2,500.0
3,000.0
3,500.0
4,000.0
4,500.0
2012 2013 2014 2015 2016
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Six Key Customer Pain Points
Managing Growth Keeping up with explosive growth is our number one pain point. The sheer volume of things makes it really difficult to get those backups done in a timely fashion.” Canadian University
Protecting Virtual Servers
“We have thousands of virtual machines (VMs). Data protection is a BIG problem. We rapidly deployed VM’s and are now not able to back them up.” Global Financial Services Company
Managing Disaster Recovery
“We struggle with meeting our windows for both backup and disaster recovery. We’re constantly moving data from disk to tape to ship tapes offsite.” Financial Services Company
Protecting Remote Site Data
“The key issues with backups are remote sites and integrity validation; they are a headache for managing data growth and protection.” Computer Manufacturer
Meeting Compliance
“Trying to find something when you need it is challenging at best…we’re looking to have an archive we can actually search.” Healthcare Company
Keeping Data Accessible
“We refer to media for broadcast and pull up stuff from 10 years ago. Data must be available, but resolution is increasing and taking up more space.” Global Entertainment Company
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• Server virtualisation
• Storage consolidation
• Data backup and restore
• Disaster recovery
• Audio and video post-production
• IP surveillance
• Hosted Cloud Services
• Database and Email Support
• Data Archive
SAN Business Applications
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Server Virtualisation
• Eliminates server sprawl to better manage storage growth.
• Makes more efficient use of server resources.
• Improves server availability.
• Speeds disaster recovery, testing and development.
• Centralises server administration.
• Primary driver for iSCSI SAN deployments today.
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D-Link Server Virtualisation Platform Support
D-Link Storage arrays support market-leading virtualisation platforms: • VMware ESX - A server-level virtualisation platform that uses a Linux kernel with VMware’s vmkernel. • Microsoft Hyper-V - Microsoft’s own virtualisation platform, available either as a free standalone product or as a component of Microsoft Windows Server 2008. • Citrix XenServer – An open source virtualisation platform that allows an initial OS to boot and run as a privileged guest. Runs on Linux and UNIX operating systems.
Server virtualisation platforms allow several operating systems to run side-by-side on a single server, creating distinct virtualised environments. The platforms run either directly on the server or as a program within the base OS.
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Storage Consolidation
Benefits
• Eliminates islands of data
• Provides fault tolerance
• Simplifies backups and other management tasks
• Increases capacity utilisation
• Increases performance
• Expands data availability
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Disk Backup & Restore
• Benefits: • Higher speeds faster
backups and recovery
• Better reliability better
content integrity
• Random access ability faster data recovery shorter
downtimes
• Better scalability less IT
administration time and cost
• Easier management less IT
administration time
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Disaster Recovery
Storage virtualisation can simplify disaster recovery strategies. Instead of paying for a remote, one-to-one data centre, for example, application environments can be recreated on fewer off-site servers.
D-Link SAN
D-Link SAN
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Audio & Video Post-Production
• D-Link iSCSI SAN arrays offer customers centralised, high-speed, redundant storage platforms that these applications require
• Multiple workstations can collaborate with no frame drops and minimal latency
• Optimised to work with Pro Tools software
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IP Surveillance
D-Link IP video surveillance solutions allow clients to monitor, store and archive video, audio, and associated application data over the Internet or private intranets.
• Benefits of IP Surveillance
• High scalability
• Use of existing IP infrastructure
• High security encryption & high image quality
• Remote accessibility
• Advanced features—digital zoom, etc.
• D-Link offers an end-to-end surveillance solution, including
• IP cameras • Network switches • iSCSI SAN arrays • Professional services
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Hosted Cloud Services
Desktop Online Backup (Disk-to-Cloud)
Appliance Online Backup (Disk-to-Disk-to-Cloud)
WAN Speed User Experience Requires PC to be online
LAN Speed User Experience Continues backup at off-hours
High-Maintenance OS compatibility and application
conflict issues
Low-Maintenance No desktop software
Backup Only Backup & File Sharing
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• D-Link’s iSCSI SAN arrays provide managed service providers with a cost-effective, high performance, scalable storage platform for cloud storage and backup services.
• Benefits: • Web-based management from anywhere
• Data accessibility from anywhere
• Quicker data restore
• Encryption for stronger data security over
the Internet
Database and E-Mail Support
Mission-critical database and e-mail applications require high availability (HA) and highly secure storage solutions.
Benefits: • Consolidating database and e-mail
storage servers simplifies management and reduces operational costs.
• Also increases disk utilisation by eliminating islands of unused disk space.
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Data Archive
With D-Link iSCSi SAN arrays, your customers can build a cost-effective data archiving infrastructure that consolidates resources, so workflows run faster and operations costs are much less.
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• Module 3 Outline
• Storage Architectures
• SAN IP Protocols and associated benefits
• iSCSI SAN Components
• TCP/IP Offload Engine
• Disk Storage Technologies
• Networking Technologies
Module 3: Introduction to Storage Area Networks
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Direct Attach Storage (DAS)
Network Attach Storage (NAS)
Storage Area Network (SAN)
Directly connected to a client
Connected to servers and workstations over an IP network
Connected to servers over a private storage network
Lower utilisation level: 30-40 per cent
Higher utilisation level: 60-80 per cent
Higher utilisation level: 60-80 per cent
Direct data transfer File level data transfer Block level data transfer
Data transfer uses SCSI protocol
Data transfer uses NFS, CIFS, or SMB protocols
Data transfer uses SCSI commands over Fibre Channel or Ethernet networks
Storage Architectures
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• SAN traffic is isolated within its own separate network
• SANs provide a central location for data backup and management that makes monitoring, expansion and other changes much easier and faster
• SANs support storage virtualisation, a great solution for business applications such as:
• Server virtualisation
• Storage consolidation
• Audio and video post-production
• IP video surveillance
• Disaster recovery
• Backup & restore
Storage Area Network (SAN) Benefits
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iSCSI Target iSCSI Initiator
D-Link SAN
TCP/IP Protocol
Private LAN
Copper / Optical cabling for iSCSI connection
Ethernet Switch
D-Link SAN
iSCSI Technology
Fibre Channel SAN iSCI SAN
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SAN IP Protocols
• SANs are based on either Fibre Channel or iSCSI network protocols. D-Link Storage SAN arrays support iSCSI for the following reasons: • Low cost
• Ease of implementation and management
• Flexibility
• Error handling
• Security
• iSCSI Host or Initiator • A server attached to the IP
SAN network
• Initiates requests and receives responses from an iSCSI target
• SAN Switch • Delivers block storage over the
IP network
• Provides QoS, giving specific data packets priority handling
• iSCSI Target • A device that receives and
processes the iSCSI commands, for example, a D-Link Storage array
iSCSI Target
iSCSI Initiator
TCP/IP Protocol
Server
D-Link iSCSI SAN Array
SAN Switch
Volumes
Disk Partitions
iSCSI SAN Components
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• An iSCSI initiator enables virtualisation platforms to connect to the iSCSI storage device through standard network adapters
• The iSCSI initiator handles iSCSI processing while communicating with the network adapter through the network stack
• Before you configure datastores to access the iSCSI storage, you must enable network connectivity and then install and configure the software or hardware iSCSI initiator
• Each virtualisation platform—Citrix XenServer, Microsoft HyperV, and VMWare VSphere and ESX—has its own iSCSI initiator requirements and installation procedures
Example VMWare ESX Block Diagram
iSCSI Software and Hardware
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• Reduces TCP/IP processing handled by microprocessor and I/O subsystems
• Eases iSCI SAN bottlenecks
• Benefits applications that require extensive network utilisation:
• Network backups
• Network-attached storage
• File servers
• Media streaming
TCP/IP Offload Engine (TOE)
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• Volume • A contiguous set of blocks of storage
organised and presented for use by the iSCSI initiator
• Built from extents, typically from several drives
• Extent • A block of storage from a single drive
• Enables features such as RAID, online capacity expansion, volume reconfiguration and migration
• LUN • An individually addressable (logical)
SCSI device that is part of a physical SCSI device
• Usually represents a slice of a large RAID disk array, often allocated one per client
iSCSI SAN Array Components
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Striped set without parity
.
Mirrored set without parity
Striped set with distributed parity
Advantages: • Great read/write
performance; no overhead caused by parity controls
• All storage capacity is used, there is no disk overhead
• Easy to implement
Advantages: • Excellent read/write
speed • If disk fails, no data
rebuild needed, just copy to replacement disk
• Simple deployment technology
Disadvantages: Not fault-tolerant. If one disk fails, all data in the array are lost
Disadvantages: Effective storage capacity half of total because data gets written twice
Advantages: • Very fast data reads; data
writes are somewhat slower (due to parity calculations)
• Most common in realistic storage planning due to the value of cost versus data security
Disadvantages: Disk failure does have an effect on throughput
Advantages: • Adds security by
mirroring all data on a secondary set of disks
• Uses striping across each set of disks to speed up data transfers
Disadvantages: Effective storage capacity half of total because data gets written twice
Mirrored with parity
RAID Levels
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RAID Level
Type Min. Drive
Number Definition
Read Performa
nce
Write Performance
Data Redundant
Recommended Applications
RAID 0 Striped
2
Distributes each block of data among several drives to improve access speed.
Superior Superior No
• Video production and editing
• Pre-press applications
• Applications that need higher bandwidth
RAID 1 Mirrored 2 Writes two copies of all data to independent disks.
Very High High
Yes • Accounting • Payroll • Financial • Applications that
require very high availability
RAID 10 (1+0)
Mirrored and
Striped
4 Mirrors data on a secondary set of disks while using striping to speed up data transfers.
Superior
High
Yes
Same as Raid 1
RAID 5 Parity 3 Distributes one copy of the data among several drives, spreading parity blocks throughout the volume to protect against loss of any single drive.
Superior Good Yes
• File and application servers
• Database servers • General purpose
RAID 6
Parity
4
Stripes data on a block level across a set of drives, like RAID 5, a second set of parity is calculated and written across all the drives.
Very High High Yes
Same as Raid 5
RAID Level Comparison
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.
• An array of independent disks – not a RAID level
• Concatenates disks together to appear as a single large disk or logical (virtual) drive
• Performs no data striping, only enlarges the storage capacity
• Typically used in test environments, where RAID 0 is often used
• Also used in applications built on top of an umbrella data protection software mechanism; each array is seen as a single disk drive among a group of arrays
JBOD – Just a Bunch of Disks
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SMART Technology
• SMART (Self-Monitoring, Analysis, and Reporting Technology) system detects and reports on operation indicators
• A feature of the IP SAN Device Manager
• Warns storage administrators in time to take preventive action — such as copying the data to a replacement device
• Specific SMART attributes or diagnostics can be chosen for each drive model
SMART Technology
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• MPIO
• MC/S
• Link Aggregation
• Trunking
• Security and Authentication
Networking Technologies
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MPIO
• Multipath I/O – fault-tolerance and performance enhancement.
• It is a drive in the OS.
• Many OSs support it natively, such as MPIO on WS2008, dm-multipath on Linux, MPxIO on Solaris.
• The MPIO policy can be modified per LUN setting.
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MC/S
• Multiple Connections per Session – a feature of iSCSI protocol.
• Also has advantages of fault-tolerance and performance enhancement.
• Part of the iSCSI protocol.
• The MC/S policy applies to all LUN on the same target.
• Good solution for client OS, such as Win7.
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• Combines multiple links into one logical link to improve throughput and resilience
• Multiple Ethernet ports combine to form one high-speed logical link without forming a loop
• Protocol operates at the connection level; capability must be supported by both the switch and the storage array
• The number of server connections must exceed the number of data ports to the storage
Benefits: • Better performance
• Increased availability
• Better load sharing
Link Aggregation (LAG)
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LACP
• LACP – Link Aggregation Control Protocol
• IEEE 802.3ad
• A network switch supports LACP is needed
• Load balanced by XOR calculation on Mac address of host NIC and iSCSI target ports
• Configuration-aware by end-devices
• Suitable for multiple servers to connect to one iSCSI RAID system through network switch
• Cannot be across two controllers
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Trunking
• Also called static Link Aggregation
• Almost the same as LACP but not configuration-aware
• Less Flexibility
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When to Use MCS, MPIO & LAGs
• MCS, MPIO and LAGs are all protocols used to create connection redundancy. MPIO and MCS can also improve throughput.
• LAG manages load balancing on a per-
connection basis
• MPIO manages load balancing on a per-LUN basis
• MCS manages load balancing on a per-session basis
• MCS provides marginally better performance than MPIO, but uses more processor resources; MPIO is the better choice for-high demand SAN application environments
• MPIO can be used in conjunction with LAGs; MCS is an alternative to LAGs
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• Challenge Handshake Authentication Protocol (CHAP) Authentication
• Virtual LANs (VLANs)
• IP SAN Device Manager (IDM)
• SMART disk monitoring and configuration
Security and SAN Management
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CHAP Authentication
• A protocol for authenticating peer-to-peer connections
• Used to authenticate a logon from an iSCSI initiator to an iSCSI target
• Based on the sharing of a ‘secret key’ known only to the target and initiator
• Secret key is encrypted using the MD5 algorithm
• CHAP authentication types:
• Unidirectional
• Bidirectional (D-Link Storage arrays support)
• 3-way handshake
• Segregates traffic into isolated zones to strengthen access security and to segment the broadcast domain to improve performance
• All D-Link Storage products support IEEE 802.1Q VLAN tagging
• All physical ports in a LAG belong to same VLAN tag
• Advantages: • Enables secure access • Improves network throughput • Reduces CPU overhead
Virtual LANs (VLANs)
Security & Authentication
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Switch 26%
WLAN 39%
Broadband 20%
NIC & Others 4%
Emerging Markets &
Asia Pacific 48%
North America
23%
Europe 2%
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Module 4: D-Link Storage Solutions
Module 4 Outline
• ShareCenter Pro Unified storage solutions:
• Overview and key features
• DSN-6000 ISCSI solutions:
• Overview and key features
• D-Link Assist
SMB Storage Overview
DNS-1100-04: 4 bay NAS and IP-SAN solution
DNS-1550-04: 4 bay 19” rack mount NAS and IP-SAN Dual redundant power supplies
DNS-1200-05: 5 bay NAS and IP-SAN solution With RAID-6 support (Same usable capacity with data Protection if 2 x drives fail)
All include: QIG for Simple integration and management Back-up software Snapshot capabilities Replication capabilities Windows Active Directory Support Dual 1GbE ports for failover, Load Balancing or Link Aggregation
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DNS-1100-04
Device Interfaces • 2 Gigabit Ethernet port • 1 USB 2.0 port
supports External USB • USB copy button • Print server • UPS Monitoring
Disk management • Four 3.5-inches SATA Standard Drive
with capacity support up to 3 TB • RAID 0/1/5/6/10 5+Spare, Standard
and JBOD • RAID Migration • Disk Diagnostics (S.M.A.R.T) • OLED Status Display
Networking Features • DDNS • FTP, CIFS/SMB, NFS, AFP • NTP • HTTP/ HTTPS • PnP-X, LLTD, Bonjour,
UPnP • Users/Groups Quotas
Additional Features • Remote Backup • Web File Manager • Network Access Management • Log system • Email Alerts • Power Management (Disk spin-
down, Auto Power Recovery, Schedule Power off, Smart Fan, D-Link Green Ethernet)
• Multi-language support • Active Directory Support • Remote Access • Unified Storage Design • Dual Giga LAN • DFS Support • Green Technology • Snapshot • Thin Provisioning • Encryption • Great Performance • Total Backup Solution
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DNS-1200-05
Device Interfaces • 2 Gigabit Ethernet port • 1 USB 2.0 port
supports External USB • USB copy button • Print server • UPS Monitoring
Disk management • Five 3.5-inches SATA Standard Drive
with capacity support up to 3 TB • RAID 0/1/5/6/10 5+Spare, Standard
and JBOD • RAID Migration • Disk Diagnostics (S.M.A.R.T) • OLED Status Display
Networking Features • DDNS • FTP, CIFS/SMB, NFS, AFP • NTP • HTTP/ HTTPS • PnP-X, LLTD, Bonjour,
UPnP • Users/Groups Quotas
Additional Features • Remote Backup • Web File Manager • Network Access Management • Log system • Email Alerts • Power Management (Disk spin-
down, Auto Power Recovery, Schedule Power off, Smart Fan, D-Link Green Ethernet)
• Multi-language support • Active Directory Support • Remote Access • Unified Storage Design • Dual Giga LAN • DFS Support • Green Technology • Snapshot • Thin Provisioning • Encryption • Great Performance • Total Backup Solution
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DNS-1550-04
Device Interfaces • Redundant power
supply • 2 Gigabit Ethernet port • 5 USB 2.0 port
supports External USB • USB copy button • Print server • UPS Monitoring
Disk management • Four 3.5-inches SATA Standard Drive
with capacity support up to 3 TB • RAID 0/1/5/6/10, Standard and JBOD • RAID Migration • Disk Diagnostics (S.M.A.R.T) • OLED Status Display
Networking Features • DDNS • FTP, CIFS/SMB, NFS, AFP • NTP • HTTP/ HTTPS • PnP-X, LLTD, Bonjour,
UPnP • Users/Groups Quotas
Additional Features • Remote Backup • Web File Manager • Network Access Management • Log system • Email Alerts • Power Management (Disk spin-
down, Auto Power Recovery, Schedule Power off, Smart Fan, D-Link Green Ethernet)
• Multi-language support • Active Directory Support • Remote Access • Unified Storage Design • Dual Giga LAN • DFS Support • Green Technology • Snapshot • Encryption • Great Performance • Total Backup Solution • IPV6 • MySQL • DLNA • P2P Downloads
Total Back-up and Disaster Recover • RAID protection in the event of a drive failure. • Acronis Back-up and recovery software included • 5 x Server • Unlimited Clients • Bare-metal restore • NAS-to-NAS replication included • Embedded Amazon S3 agent for simple disaster recovery
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What is Unified Storage?
Unified Storage: Concurrent iSCSI and NAS
Characteristics of iSCSI • Acts as a locally attached hard drive
• Block-level access ideal for applications such as email and databases
Characteristics of NAS • Like a traditional file server except it has been optimised
for efficient file access and stripped of auxiliary utilities.
• D-Link incorporates additional services such as FTP server, print server, remote backup, etc
FTP
High Throughput 40MB/a
NAS
iSCSI
LAN/WAN/Internet (TCP/IP)
File Sharing
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ShareCenter Pro; The Complete Back-up solution D-Link provides the following data backup options with DNS-1550-05, DNS-1200-05 and DNS-1100-04:
1. Disk to Disk Backup
2. Schedule Snapshot
3. Remote NAS Backup
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Microsoft Active Directory Support
Active Directory Service (ADS)
• Microsoft Active Directory is a database service that allows for a single point of administration for all shared resources on a network, including:
• Files
• Peripheral devices
• Databases
• Web sites
• Users, and services.
•D-Links ShareCenter Pro
storage solutions can easily
integrate into any Active
Directory environment.
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Snapshot
D-Links ShareCenter Pro storage solutions include Volume Snapshot capabilities to record multiple points in time for the data, so that should an emergency occur, the data can be rolled back to the earlier state without having to restore from backups
Benefits:
1. Snapshots shorten the time of data backup
2. Snapshots allow users to instantly restore the data to a designated time
3. Snapshots provide easy backup management
64
DSN-6000 Front View
• Front bezel with lock
• 2U/12-bay
Drive slot numbering
Slot 1 Slot 4 Slot 7 Slot 10
Slot 2 Slot 5 Slot 8 Slot 11
Slot 3 Slot 6 Slot 9 Slot 12
66
DSN-6000: Key Components
• CPU: Intel Xscale IOP 81342
• Memory: 4GB DDRII 533 DIMM per controller board
• Hardware iSCSI off-load engine
• 2 x UARTs: serial console management and UPS
• Fast Ethernet port for web-based management use
• Backend: 12 x SAS or SATA II drive connections
• Front-end:
• DSN-6120 and DSN-6120: 4x iSCSI 1GbE ports per controller board
• DSN-6410 and DSN-6420: 2x iSCSI 10GbE ports per controller board
• Hot pluggable BBM support
• SAS JBOD expansion port for expansion
• Multiplexer board support for SATA drives (optional, on Dual controller mode)
• Two power supplies, redundant design
• Redundant fans 67
DSN-6000: RAID and Volumes
• RAID level: 0,1,0+1,3,5,6,10,30,50, 60, JBOD, and N-way mirror
• Up to 1024 logical volumes in the system
• Up to 32 PDs can be included in one volume group
• Global and dedicated hot spare disks
• Write-through or write-back cache policy for different application usage
• Multiple RAID volumes support
• Configurable RAID stripe size
• Online volume expansion
• Instant RAID volume availability
• Auto volume rebuilding
• On-line volume migration with no system down-time
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DSN-6000: Advanced Data Protection
• D-Link writeable snapshot • Built-in snapshot with rollback enabled
• Snapshot enabled up to 16 volumes, each logical volume
• Supports up to 32 snapshot volumes, total 512 snapshot volumes per system
• Microsoft Windows Volume Shadow Copy Services (VSS)
• Configurable N-way mirror for high data protection
• Online disk roaming
• Instant volume configuration restoration
• Hot pluggable battery backup module support
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DSN-6000: Enclosure Monitoring
• S.E.S. inband enclosure management
• UPS management via dedicated serial port
• Fan speed monitors
• Redundant power supply monitors
• Voltage monitors
• Thermal sensors for both RAID controller and enclosure
• Status monitors for SAS JBODs
70
DSN-6000: iSCSI Features
• iSCSI jumbo frame support
• Header/Data digest support
• CHAP authentication enabled
• Load-balancing and failover through MPIO, MC/S, Trunking, and LACP
• Up to 32 multiple nodes support
• Up to 128 sessions support
• VLAN support
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DSN-6000: Drive Support
• SAS
• SATA II (optional, need SATA Bridge board on DSN-6120)
• SCSI-3 compliant
• Multiple IO transaction processing
• Tagged command queuing
• Disk auto spin-down support
• S.M.A.R.T. for SATA II drives
• SAS JBODs expansion
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• Single Controller Solutions
• Performance: • DSN-6110: 500 MB/Sec
120,000 IOPS
• DSN-6410: 650 MB/Sec
130,000 IOPS
• Host connectivity • 4 x 1GbE ports (DSN-6110)
• 2 x 10GbE ports (DSN-6410)
• Cache Memory • 4GB as standard
• Battery backup – 72 hours
• Disk connectivity • 12 hot-swap drive bays supporting SAS and SATA II drives
• Dual Redundant hot swappable 500W power supplies
DSN-6110 & DSN-6410
DSN-6110
DSN-6410
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• Dual Redundant Controller Solutions
• Performance: • DSN-6120: 900 MB/Sec
200,000 IOPS
• DSN-6420: 1300 MB/Sec
220,000 IOPS
• Host connectivity • 8 x 1GbE ports (DSN-6120)
• 4 x 10GbE ports (DSN-6420)
• Cache Memory • 4GB as standard
• Battery backup – 72 hours
• Disk connectivity • 12 hot-swap drive bays supporting SAS and SATA II drives
• Dual Redundant hot swappable 500W power supplies
DSN-6120 & DSN-6420
DSN-6120
DSN-6420
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The Rear View – DSN-6000
Number Description
1 Controller 1 (CTRL 1).
2 Controller 2 (CTRL 2).
3 Power Switch |: ON. O: OFF
4 Fan Module (FAN1 / FAN2).
5 Fan Module (FAN3 / FAN4).
6 Power Supply Unit (PSU1).
7 Power Supply Unit (PSU2).
8 Battery Backup Module (BBM).
1 2
3 4 5 6 7
8 8
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RAID Controller – DSN-6110/6120
RAID controller on DSN-6110/6120
1
6 5 3
2 4
7
8
Number Description 1 GbE iSCSI ports (x4).
2 LED (from right to left) Controller health LED: Green: Controller status normal. Red: System booting or controller failure. Master slave LED (only for DSN-6120): Green: Master controller. Off: Slave controller. Dirty cache LED: Orange: Data on the cache waiting for flush to disks. Off: No data on the cache. BBM LED (when status button pressed): Green: BBM installed and powered. Off: No BBM installed.
3 BBM status button : When the system power is off, press the BBM status
button, if the BBM LED is Green, then the BBM still has power to keep data on the cache. If not, the BBM power is ran out and cannot keep the cache any more.
4 Management port. 5 Console port. 6 RS 232 port for UPS. 7 SAS JBOD expansion port.
8 BBM slot.
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RAID Controller – DSN-6410/6420
RAID controller – DSN-6410/6420 SFP+
1
6 5 3
2 4
7
8
Number Description 1 10GbE iSCSI ports (x2).
Link LED: • Amber: 1Gb link is established and maintained. • Blue: 10Gb link is established and maintained. Access LED: • Solid green: A stable link is created • Blinking green: Network packets are being transmitted or
received. 2 LED (from right to left)
Controller health LED: Green: Controller status normal. Red: System booting or controller failure. Master slave LED (only for DSN-6420): Green: Master controller. Off: Slave controller. Dirty cache LED: Orange: Data on the cache waiting for flush to disks. Off: No data on the cache. BBM LED (when status button pressed): Green: BBM installed and powered. Off: No BBM installed.
3 BBM status button : When the system power is off, press the BBM status
button, if the BBM LED is Green, then the BBM still has power to keep data on the cache. If not, the BBM power is ran out and cannot keep the cache any more.
4 Management port. 5 Console port. 6 RS 232 port for UPS. 7 SAS JBOD expansion port. 8 BBM slot.
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• Dual Redundant I/O Controllers
• Connectivity • 2 x 6GB/s SAS Host connection
• 2 x 6GB/s SAS Expansion connection
• Disk connectivity • 12 hot-swap drive bays supporting SAS and SATA II drives
• Dual Redundant hot swappable 500W power supplies
DSN-6020 – Expansion enclosure
DSN-6020
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DSN-6000 Scalability
Scalable to 60 drives With Single or Dual redundant controllers
DSN-6020 Expansion
79
Direct Attached storage with DSN-6020
Scale capacity as required.
DSN-6020 can be used as a Direct Attached Storage solution to provide simple, cost effective expansion for VMS servers equipped with a SAS RAID controller or Host Bus Adaptor.
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DSN-6110 DSN-6120 DSN-6410 DSN-6420
High Availability
Cache mirroring through high bandwidth channels
Flexible RAID group ownership management
Management port seamless takeover
Online firmware upgrade – no system downtime
Multi-path and load balancing support (Microsoft NPIO, MC/S, Trunking, LACP)
Battery backed cache
Redundant RAID
controllers No Yes No Yes
Host Ports 4 x 1GbE 8 x 1GbE 2 x 10 GbE iSCSI Ports 4 x 10 GbE iSCSI Ports
Drive Bays 12 SAS or SATA I & II 12 SAS or SATA I & II 12 SAS or SATA I & II 12 SAS or SATA I & II
Redundant Power Yes Yes Yes Yes
I/O Performance 120,000 IOPS 200,000 IOPS 130,000 IOPS 220,000 IOPS
Controller Memory 4GB
Bandwidth 500 MB/s 900 MB/s 650 MB/s 1300 MB/s
Expansion 4 expansion arrays, 60 drives total (180 TB with 3TB drives) *
*Larger drives will be supported as they become available
HA-Capable D-Link Storage Arrays
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DSN-6000 family
Model Rear view Controllers Gigabit iSCSI
ports 10GbE iSCSI
ports Power and
cooling
DSN-6110 1 x RAID 4 2 x
Redundant
DSN-6410 1 x RAID 2 2 x
Redundant
DSN-6120 2 x RAID 8 2 x
Redundant
DSN-6420 2 x RAID 4 2 x
Redundant
DSN-6020 2 x I/O N/A N/A 2 x
Redundant
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DSN-654
• What is DSN-654? (SATA bridge board) • The SAS to SATA bridge board is designed to enable single-ported SATA
drives to connect seamlessly like native dual-ported SAS drives for use in enterprise storage systems (DSN-6000 series) using SAS expanders.
• What kind of configurations need DSN-654? • Dual controller configuration (DSN-6120/ DSN-6420) with SATA HDD
• Single or Dual controller configuration with SATA HDD >3TB
Without DSN-654 With DSN-654
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SAS and SATA Drives
SAS drives have 2 ports ie data can be transferred from 2 sources
SAS backplane will accept SATA drives but a SATA backplane will not accept SAS drives
84
D-Link Assist
• Paid Services for D-Link Business Solutions Products • Small number of SKUs
• Simplified pricing
• Onsite break fix and professional services • 3 different service levels – 24x7, Same Business Day and Next
Business Day
• Based on response time and hours of coverage
• Offered in 1 and 3 year options
• Meeting different customer needs
• 3 Year Warranty Extension to cover products for up to 5 years
• All services offerings include telephone support
• Extra revenue and Margin for you plus you can sell the product and forget about it – D-Link will provide support
86
D-Link Assist Service & Support
Next Day Response;
5days/9 hours
Same Day Response;
5 days/9 hours
Same Day Response;
7 days/24 hours
X
X
X
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• D-Link provide a range of storage solutions for all types of applications: • Easy to install NAS solutions for
Consumers/SoHo users.
• Unified (NAS and iSCSI) storage
Solutions for SMB customers
• High Perfomance, Scalable
IP-SAN (iSCSI) solutions for
SME customers.
• All D-Link storage solutions are provided with all functionality out-of-the-box • No need for expensive and complicated additional licenses
to activate storage features.
• All D-Link Business Solutions Storage Products can be covered by D-Links service and support program: D-Link Assist
Why D-Link Storage Solutions?
88
Module 5: DSN-6000 Installation & Management
• Module 5 Outline
• iSCSI SAN Configurations
• DSN-6000 Management Interfaces
• DSN-6000 Configuration and Management Overview
89
D-Link xStack SAN Switch
Servers
Clients
Corporate LAN
D-Link xStack LAN Switch
Storage Area Network (SAN)
With installed LAN and SAN NICs and latest version of OS and iSCSI initiator software
Dual RAID controllers for high availability
iSCSI SAN Configuration#1 Dedicated SAN Switch
90
Servers
Clients
Corporate LAN
D-Link xStack LAN Switch
Storage Area Network (SAN)
With installed LAN and SAN NICs and latest version of OS and iSCSI initiator software
PC with installed NIC to connect to the web-based D-Link Storage Management Centre
D-Link xStack SAN Switches
Dual RAID controller connections to both switches for HA
Secondary
Primary
iSCSI SAN Configuration#2 Redundant SAN Switch
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Servers
Clients
Corporate LAN
D-Link xStack LAN Switch
Storage Area Network (SAN)
With installed LAN and SAN NICs and latest version of OS and iSCSI initiator software
PC with installed NIC to connect to the web-based D-Link Storage Management Centre
VLAN
Dual RAID controllers for high availability
ISCI SAN Configuration#3 LAN Switch with VLAN
92
DSN-6000: Serial Console
• Use console cable (Null modem cable) which connects from serial port (RS-232) on a host to the console port (phone jack) on the controller.
94
DSN-6000: Secure Shell Remote Access
• Secure Shell client software is required.
• Text-based menu.
• Connect to the IP of management port on the master controller.
96
• Web-based GUI, to configure the system with a Web browser.
• Connect to the management port on the master controller.
• Both Http and Https are supported.
DSN-6000: Web GUI
97
DSN-6000: Indicators
Icon Description RAID indicator: Green: All RAID groups are functioning. Red: A RAID group is degraded or has failed. Temperature indicator: Green: Temperature is normal. Red: Temperature is too high. Voltage indicator: Green: Voltage values are normal. Red: Voltage vlues are out of range. UPS indicator: Green: UPS is functioning or no UPS is connected. Red: UPS connection has failed. Fan indicator: Green: Fan is working well. Red: Fan failed. Power indicator: Green: Power supplies are connected and working well. Red: A power supply has failed or is no longer connected. Dual controller indicator: Green: Dual controllers are active and working well. Orange: One of the dual controllers has failed. Return to home page. Logout of the management web UI. Mute alarm beeper.
99
• DSN-6000 Quick Installation
• RAID design on DSN-6000
• Snapshots
• Replication
• Event Logs and problem solving
DSN-6000: Configuration and Management overview
100
• The wizard creates one VD in one RG with all free drives available on the array.
DSN-6000: Quick Installation (3)
103
DSN-6000: Volume Creation Wizard
• There must be free disk(s) in the array.
• Creates VD in size-oriented way.
• The disk number can be modified.
104
DSN-6000: Disk Roaming
• Off-line roaming – The disks can be moved between different models/chassis when system power down.
• Online roaming – The offline RG can be moved between different models/chassis without shutting down the system.
• The LUN mapping has to be reconfigured after disk roaming.
106
DSN-6000: Snapshot Features
• User defined snapshot space
• Snapshots scheduled by hours, days, weeks, months
• Maximum 32 snapshots per VD
• VD number limit (1024) includes snapshots
• Older snapshot will be deleted when the snapshot space runs out
• The snapshots will fail when snapshot space has been exceeded
• Not suitable as long term backup
• If the VD fails, the snapshot on it also fails
107
• Pre-set snapshot space
• Copy-on-write
DSN-6000: Snapshot – Initial data
Virtual disk
Snapshot
A B C D
108
• Pre-set snapshot space
• Copy-on-write
DSN-6000: Change Bit A
Virtual disk
Snapshot
A B C D
A’ Write
109
• Pre-set snapshot space
• Copy-on-write
DSN-6000: Snapshots Change
Virtual disk
Snapshot A
B C D A’
110
• Pre-set snapshot space
• Copy-on-write
DSN-6000: Change Bit C
Virtual disk
Snapshot A
B C D A’
Write
C’
111
• Pre-set snapshot space
• Copy-on-write
DSN-6000: Snapshots Change
Virtual disk
Snapshot A
B
C
D C’ A’
112
• Pre-set snapshot space
• Copy-on-write
DSN-6000: Rollback
Virtual disk
Snapshot A
B
C
D C’ A’
Rollback
113
• Pre-set snapshot space
• Copy-on-write
DSN-6000: Rollback to Original data
Virtual disk
Snapshot
A B C D
114
Volume Clone
VG1 VG1’
RG1 RG2 RG3 RG4
Physical Disk
Volume Group
RAID Group
Virtual Servers - Exchange - SQL - Web Server - ERP
VG1 VG1’ VG1 VG1’ VG1 VG1’
Clone Clone Clone Clone
116
DSN-6000: VD Clone Highlights
• Asynchronous data copy between two VDs
• The source VD and target VD can be in different RGs
• Full copy in the first execution of clone job and incremental copy afterwards
• A snapshot will be taken on the source VD each time the clone job is executed
• The incremental copy is achieved by comparing the difference between two snapshots
• If the snapshot fails, the clone job will run a full copy again
• The clone job can be scheduled
117
DSN-6000 Replication Features
• Asynchronous data copy between two VDs in different units
• The replication uses iSCSI protocol to copy the data from source unit to target unit
• The last iSCSI data on the source unit has to be configured as replication port
• The replication port will not accept the iSCSI connection from the host
• The replication job is run by the RG owner in dual-controller models
• Path redundant is available
• Relies on the snapshot to support the incremental copy just like the VD Clone
118
Replication with snapshots
• Mirroring - async - over IP or IP SAN
• Based on VD clones one full copy of the file system is done.
• Only incremental blocks are copied over IP as a backup of snapshots done by the host system.
• Data is available on the secondary site after incremental copy of snapshots
1. Initial copy of virtual disk
2. Update of block changes through snapshot copy
IP Network
Primary site Secondary site
119
DSN-6000: Event Log
• Three event level, Info, Warning, Error.
• The Error level event will trigger the buzzer.
• The event log is saved in the disks in slot1 to slot4.
• The maximum size of event log is 16MB.
• The event log can be exported from the Web GUI.
120
Useful Information for problem solving
• Hardware information • Model number
• Firmware version on the DSN-6000 chassis
• The disk model and the firmware version
• The information of any specific hardware, such as the NIC, on the host
• Detailed information of environment • The OS version
• The SAN/Network topology
• The applications run on it
• Event logs from the storage solution
• Take screenshots of the problem • The System information page on the Web GUI of the DSN-6000
• Any other page where you see the problem
• Any problems you see at the host side
121
DSN-6000: Exporting Event Log & Configuration information
• Export event log from Web UI
• /Maintenance/Event log
• Export configuration from Web UI
• - /Maintenance/Import and export
122
Module 6: Advantages and Up-Sell opportunities
Switch 26%
WLAN 39%
Broadband 20%
NIC & Others 4%
Sales by Region
Emerging Markets &
Asia Pacific 48%
North America
23%
Europe 2%
• Module 6 Outline
• D-Link key advantages and selling points
• D-Link up-sell opportunities
• D-Links compelling TCO Story
123
Customer Considerations
How do your customers rank the importance of these considerations?
• Total Cost of Ownership (TCO)
• Extending the product lifecycle
• Reliability
• Redundancy and fault tolerance
• Data availability
• Uptime & productivity
• Scalability • Grow capacity & performance over time
• Performance • Bandwidth vs. transactional
• Support multiple applications with less hardware investment
• Flexibility • Repurpose resources as needed
• Eliminate pre-planning shortfalls
• Ease of Management • Familiarity of Ethernet
• Intuitive wizard driven web-based GUI 124
Key Advantages & Selling Points - TCO • D-Link provides complete storage solutions:
• All D-Link NAS devices are supplied with back-up and recovery software and replication features that enable customers to create secure data infrastructures
• In addition all D-Link Business Class Storage solutions are supplied with licenses for advanced data protection features including snapshot and off-site replication.
• Customers save on additional licenses because D-Link provide everything “out-of-the box”.
• Customers are not forced to pay for upgrades: D-Link provides firmware updates at no additional cost, without requiring a maintenance or support contract.
•Customers can extend the operating life of their D-Link equipment investment through optional onsite service contracts or an extended warranty package which covers the product for 5 years beyond the EOL date.
125
Key Advantages & Selling Points - Reliability
• Benefits:
• Prevents a single component failure from bringing down the entire system.
• Reduces downtime due to hardware or software failures.
• Speeds recovery time in case of disaster.
• Improves resource utilisation.
D-Link iSCSI SANs provide comprehensive HA and security features to keep mission-critical applications available and data flowing to employees wherever they are located.
• D-Link reliability features include:
• Failback and failover
• Support for RAID 0,1,0+1,3,5,6,10,30,50, 60, JBOD
• Link Aggregation (LAG), Multipath I/O (MPIO) and Multiple Connections per Session (MCS)
• Redundant power supplies (with rack-mount models)
• Redundant controller option (with the DSN-6000 series)
• Battery-backed controller cache
126
Key Advantages & Selling Points - Scalability • D-Link’s iSCSI SAN solutions support SSD, SAS and SATA disk drives; these drive types can be mixed in a single enclosure, enabling users to create specific drive pools for specific tasks:
• SSDs for ultra-high performance applications such as virtual Desktop environments
• SAS HDDs for transactional data • SATA HDDs for high capacity, low cost data
archives.
• D-Links online volume expansion feature flexibly resizes a logical drive without having to create a new one.
• DSN-6000 Series models are specifically designed for demanding, mission-critical environments with large growth potential.
• They offer exceptional capacity growth, expanding up to 84 drives (168TB with 2TB drives).
127
SAN performance depends on three factors:
Throughput or bandwidth
D-Link offers roughly four times the bandwidth at less than half the purchase price of competitors, critical for demanding applications such as:
• Disk backup
• Data archival
• IP video surveillance
• Video post-production
Transactional (I/O) processing power
D-Link’s powerful design handles over 80,000 I/Os per second, critical for transaction-driven applications such as:
• Server virtualisation
• Database and E-mail
• Online transaction processing (OLTP)
Drive performance Capacity, rotation speed (RPM) and multi-path communication all affect drive performance.
• D-Link customers can choose the latest SATA or SAS drives from top disk drive manufacturers to maximise performance.
• Its built-in LAG and MCS capabilities enhance performance through load-balancing and faster data rates.
Key Advantages & Selling Points - Performance
128
Key Advantages & Selling Points – Ease of Management D-Link management features:
• All D-Link storage arrays can be managed from a single screen, using the same GUI.
• Web-based program lets IT managers access the SAN array management console from anywhere.
• Wizards for volume creation,
expansion and reconfiguration get the system up and running quickly.
Benefits:
• No need for storage specialists – IT generalists can manage storage resources.
• Lower TCO – fewer IT resources spent in
training or managing arrays. 129
D-Link Product Up-Sell Opportunities
D-Link’s extensive product portfolio gives resellers ample opportunity to up-sell within their own account base.
Primary Sale Up-Sell Opportunity Reasons
Stand-alone iSCSI SAN array Replication software • Disaster recovery
Stand-alone iSCSI SAN array
HA-capable DSN-6000 Series SAN array
• Better redundancy • Scalability • Higher performance
HA-capable DSN-6000 Series SAN array
• Secondary controller • Expansion array(s)
• High availability • Seamless scalability to accommodate data
growth • Better performance striping volumes
across larger disk pools
Any D-Link iSCSI SAN array • D-Link GbE and 10GbE switches
• D-Link digital cameras and wireless products
• SAN traffic separation for better performance and security
• IP video surveillance applications
And D-Link Business Solutions Storage Product
• D-Link Assist • Providing additional peace of mind that if the worst should happen a trained D-Link expert will be available to ensure the storage solution is up and running.
130
Other SAN Vendors D-Link
Require customers to buy disk drives from them directly at inflated price points, and add capacity in sets of exactly matched proprietary drives.
Lets customers mix, match, and leverage the latest SATA or SAS drive technologies to maximise performance and reduce costs.
Charge additional licensing fees to take advantage of the full set of available features or additional host connections.
Doesn’t charge additional fees to support more host connections or features. D-Link’s price includes the full range of storage array capabilities.
Force customers into expensive service contracts to access firmware updates.
Provides firmware updates from www.dlink.com at no additional cost, without requiring a maintenance or support contract.
Inflate service costs at year three to push their latest platform or upgrade. Customers find themselves with higher costs or get trapped in a vendor’s three-year product upgrade cycle.
Offers customers optional onsite service contracts or an extended warranty package which covers the product for 5 years beyond the EOL date to extend the operating life of its iSCSI SAN arrays.
D-Link’s Compelling TCO Story
131
Switch 26%
WLAN 39%
Broadband 20%
NIC & Others 4%
Sales by Region
Emerging Markets &
Asia Pacific 48%
North America
23%
Europe 2%
132
Module 7: Understanding your customer
• Module 7 Outline
• Target markets
• Know your customer
• Prospecting questions
• Overcoming objections
• Target customer markets:
• Educational institutions • Higher education • Schools
• Government agencies • Federal • State • Local
• SMBs and SMEs
Target Customer Profile
• Construction • Entertainment / Publishing • Financial Services • Healthcare / Medical
Technology • Hospitality • Insurance / Legal • Manufacturing • Real Estate • Retail • High Tech • Telecommunications
133
Know Your Customer
• The business or industry the organisation is involved in — and the clients or customers it serves
• Strategic jobs in the organisation
• Functions or departments within the organisation
• Customer and client satisfaction and retention goals
• The industry, state and federal regulations it must comply with
Learn about the industry trends and acquire some familiarity with industry terminology
134
Know the Issues Your Customers Face
• Outdated storage methods are not keeping up with the explosion of high-bandwidth data, voice, video and multimedia flies.
• Departments must cut costs, yet customers and constituents expect services to continually improve.
• Industry, state and federal regulations mandate data security and public privacy compliance.
• Travel limitations push adoption of video-based online learning, and employee and customer training.
• Globalisation requires unlimited Information access across departments, facilities, and regions.
Tough economic times are forcing customers to seek solutions that yield long-term, cost-effective results.
135
You can start by asking questions, acknowledging the client’s point of view, and stating the value to the customer before proceeding. You might say: “If you have a moment, I’d like to find out a little more about your experience restoring from tape. We’ve worked with many other organisations who have improved their backup & restore strategy by implementing alternative platforms. Would you be open to considering other options?” “Storage environments may change based on your users needs. If I could ask you some brief questions about your Network upgrade plans, we might be able to identify a few ways to lower costs. How does that sound?”
• Probe for new projects:
• Virtualisation • Consolidation from DAS • Disaster recovery • Data backup • IP surveillance • Network upgrades
• Probe for pain points: • Restoring from tape • Unreliability of tape media • Physical security risks • Expensive service contracts • Over-paying to add disk capacity to tier 1 platform
136
Initial Discussion Openers
137
Prospecting Questions for Business Applications
• Do you need a high-performance solution to support any of the following applications? • Transactional database applications • E-mail hosting or archival • Audio or video post-production • IP Video surveillance • Disk backup and restore • Disaster recovery and business continuation
• Do you need to consolidate files throughout the local network or across the Internet?
• What operating systems need to be supported? • Does capacity need to be expandable, how far? Is
fault-tolerant storage needed? • Do your workstations need to boot from the network
and access additional storage? • Do you need to implement a backup strategy that can
support quick and reliable data restores?
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Prospecting Questions for Server Virtualisation
Having a networked storage platform in place is critical to supporting a virtualised server environment.
Ask these questions when interviewing a prospect about their storage needs: • Do you need to consolidate the data currently
distributed across multiple servers?
• Do you run more than one serious business application on separate servers? What applications?
• Does your organisation plan to virtualise server applications?
• Are you considering migrating to a virtual operating environment? Which virtualisation platforms are you considering?
• Are you concerned about the costs of networked storage quoted to you by other SAN vendors to support your virtualised environment?
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Qualifying Questions for SANs
• How important to you are the following features? • Simplified management • Scalability • High data availability • Centralised backup
• Are you familiar with the capabilities and benefits of SAN storage? • Are you familiar with the capabilities and benefits of iSCSI versus
Fibre Channel SANs? • Are you concerned about the complexity of implementing and
managing a SAN? • Who will be responsible for the selection and maintenance of your
storage platform? • Are you expecting your existing IT staff to take on management
of the SAN without contracting costly SAN specialists? • Are you concerned about the cost of storage and the need for
highly skilled storage experts, who can be scarce and expensive?
Determining Storage Needs
Determining the amount and type of storage depends on: • Type of data: documents, database or media files • Frequency of access
Ask your customers these questions when helping them plan an iSCSI SAN backup and restore storage solution:
1. How much data are you backing up? 2. What operating systems are you backing up (Windows, Mac OS,
Linux)? 3. What applications do you need to back up (Exchange,
SharePoint, SQL Server)? 4. How much time in the day do you have to complete your backup? 5. If you had to restore all your data, how long do you want that
restore to take? (This is referred to as your recovery time objective, or RTO.)
6. If you had to restore any of your applications (or all of them), how many hours or days of data are you prepared to lose?
7. Do you have remote offices and sites that also require backup and restore?
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Prospecting Up-Sell Opportunities
Up-selling is one of the most powerful ways to build and improve relationships with your clients – it presents the perfect chance to demonstrate your genuine commitment to helping customers succeed.
If you can help an organisation see how to improve its circumstances in a significant way, then you have truly contributed to that organisation's success.
• Exploring an organisation’s circumstances for opportunities • Determine how those circumstances and opportunities may be improved • Postulate the effects of the organisation leaving things as they are • Ask the customer his or her opinions regarding the consequences, impact, influence, results, or
lack of results caused by the condition or problem the two of you have identified
The effects can be in the present or projected into the future.
“How does the organisation deal with that type of situation?” “How does that affect the organisation’s productivity?” “How serious a problem is that?” “What would be the outcome if things remained the way they are?” “How would that influence your organisation? Your competition?”
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Overcoming Objections with a Solution-Based Approach
Objection: “I don’t want to install a separate LAN for storage.”
Action: Ask what has been their experience installing a separate storage LAN and what are the issues or concern.
Addressing the Concern: • In many cases, a new network isn’t
needed because iSCSI SANs use the existing IP network, unlike Fibre Channel SANs, which require a proprietary network infrastructure.
• D-Link switches can separate network traffic for performance or security reasons by implementing VLANs without requiring a new network infrastructure.
Objection: “Don’t D-Link SANs have a single point of failure?”
Action: Ask about the company’s data availability requirement for their critical applications.
Addressing the Concern: • Describe D-Link’s DSN-6000 Series of
high availability iSCSI SAN arrays. • Note that D-Link DSN-6000 Series
arrays support redundant power supplies.
• Note that all D-Link SAN arrays support RAID protection and battery-backed controller cache.
• Sell a secondary controller for the primary array and alleviate any concerns with a single point of failure.
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Overcoming Objections with a Solution-Based Approach (Continued)
Objection: “We’re concerned that D-Link SANs aren’t certified compatible with as many environments and platforms as other vendors.”
Action: Ask what environments and platforms are important to the organisation to be certified compatible with. Have they had compatibility challenges with other vendors?
Addressing the Concern: • D-Link iSCSI SAN arrays have been
certified with the major virtualisation vendors, which in turn, support most major platforms.
• Refer to the following resources: • D-Link interoperability matrix • VMWare’s hardware compatibility matrix • Citrix‘s hardware compatibility matrix
• Offer to provide a customer testimonial or a D-Link success story that meets the organisation’s needs.
Objection: “Why do higher IOPS on the SAN matter when all SANs exceed the speed of the HDs anyway?”
Action: Explain the importance of I/O performance capability of the SAN array.
Addressing the Concern: • SANs can far exceed the I/O
performance of the drives themselves by striping volumes across multiple spindles to share the read/write workload, and the use of cache.
• The bottleneck for applications that need high I/O performance is the controller, not the drives.
• The I/O performance of D-Link iSCSI SAN arrays enable them to support more applications simultaneously from a single platform without any bottleneck.