Introducing PlateSpin Forge Sales Training

Jason Jackson

EMEA Channel Director

Agenda

• 9:30 Registration and Coffee

• 10:00 Introducing PlateSpin Forge

• 10.40 Partner Program

• 11.00 Coffee

• 11:15 PowerRecon & PowerConvert Update

• 11.45 Demonstration of PlateSpin Forge and Recon

• 13:00 Lunch and close

Some interesting facts + numbers…..

• PlateSpin® win “Best of VMworld 2007 - Gold Award for Best Migration Solution”

• Over half of the Fortune 500 are PlateSpin customers

• PlateSpin PowerConvert software has been used to perform 700,000+ conversions

– meaning nearly 25% of all VM’s in the world were created by PlateSpin

• Using PlateSpin software solutions:-

– AXA Group moved an entire data centre from Japan to Australia

– Essent consolidated 3 data centres into 1 moving over 250 Physical servers to new physical and virtual machines saving over 2 Million Euros

Product Architecture

ComputerResources

StorageResources

NetworkResources

Hypervisor

PlateSpinManagement

VM

Replication Repository

RecoveryWorkload

1

RecoveryWorkload

2

RecoveryWorkload

…

RecoveryWorkload

25

Forge EMEA Pricing

• Protect 10 servers £22k (upgrade path available)

• Protect 25 servers £39k

• NFR’s $10k inc tech training

Product Key Benefits

CONSOLIDATED RECOVERY SIMPLIFY TEST

FAILOVER AND FAILBACK GAIN VISIBILITY

Consolidate Recovery

Simplify Testing

Rapid Failover and Flexible Failback

Gain Visibility

Key Points During Sales Cycle

• Highlight PlateSpin’s Workload Lifecycle Management story– Whole workload protection (beyond data replication)– Protection without hardware dependence

• RPO (Recovery Point Objectives) & RTO (Recovery Time Objectives)– Forge can accomplish minutes rather than hours and days

• Spend time discussing customer’s current disaster recovery plan– Emphasize on ability to conduct effective testing

• Out-of-the-box, purpose-built, disaster recovery solution– During our EAP, the message of “simplicity” really resonated

• Effective DR replication across WAN via block-level transfer

Why PlateSpin Forge for Resellers?

• Great gain on margin

• Huge DR market that is under-served

• Able to bundle your services with your clients

• Managed services ~ Hosted DR offering

• Simple and easy – out of the box deployment

• Great for both SMEs as well as Enterprise accounts that have branch and remote office needs

• Single point of support for the complete solution

Customer Case Study

Greenhill & Co.

About Greenhill & Co.

• Listed on the NYSE: GHL

• Independent global investment banking firm

• Offices in New York, London, Frankfurt, Toronto, and Dallas

• Greenhill challenge:• Meet RTO & RPO for

critical production workloads

Greenhill’s DR Solution Criteria

• Achieve RPO and RTO down to minutes• Protection of data AND system volumes• Simple and Easy-to-use• Short implementation cycle• Options to restore to same or new hardware• Ability to conduct “fire drills” without production impact• Full reporting of recovery environment – to provide to

senior management

Greenhill IT Challenges

• Protect critical financial applications and transactions as well as operational infrastructures

• Provide business continuity and disaster recovery plans that will achieve RPO and RTO objectives

• Accomplish this in addition to inherent IT challenges:– Accelerated data center growth– Increasing operational complexity– Application to infrastructure dependency– Lengthy provisioning times

Greenhill Forge Implementation

File Servers

Sharepoint

Financial Apps

Exchange

Print Servers

Custom Apps

Forge Recovery Site

• Implemented at the NY data center

• Protecting 12 workloads today with plans for more

• Conducts regular testing of recovery plans

• Remote management console with Blackberry actionable alerts

Why Greenhill Chose PlateSpin Forge?

“PlateSpin Forge requires near-zero configuration and ships with everything you need to begin protecting workloads including recovery hardware, replication software and storage – for considerably less than if we’d purchased and configured these components separately.”

John Shaffer, Director of Technology, Greenhill & Co.

Comparing to Alternatives

Where Does Forge Fit?

Forge provides affordable protection for your lower & middle tier workloads

FaultTolerant

HighAvailability

DisasterRecoveryTier 1

DisasterRecoveryTier 2

Where Consolidated Recovery Fits?

Solution Cost RPO RTO TTO Notes

Server Clustering / HA Data Replication

$$$$$$Near Zero

Near Zero

Near zero(Impacts production data, adds risk)

Duplicate hardware

Complicated setup

Consolidated Recovery

$$$$ Minutes MinutesMinutes(No impact on production data)

Rapid and flexible restore

Easy setup and testing

Image Capture $$$ 24 Hr HoursHours (Requires additional hardware)

Limited restore flexibility

Tape/Manual Rebuild

$ 24 Hr+ DaysDays (Impractical)

Difficult to administer and test

Slow, prone to errors

How does it compare with alternatives?

Build Your Own – Symantec Backup Exec System Recovery *no failover

Build Your Own – Double-Take*redundant infrastructure

PlateSpin Forge*Warm Standby, Test Failover, Appliance

Replication Software (x25) $33,650 $86,000 included

OS License $2000 $50,000 included

Hypervisor $0 $0 included

Hardware $8,000 $125,000 included

$43,650 $261,000 $74,995

$1746 per workload $10,440 per workload $3,000 per workload

Future Roadmap

What’s Coming up in Forge 2.0?

• Multiple recovery points

• SAN (iSCSI & FC) integration

• Workload Import – Import whole workloads into Forge and only replicate the delta to minimize WAN bandwidth constraints

• Management Server for orchestration of multiple Forge appliances

• Linux support

Forge Support Levels

• For all support calls related to Forge, the initial point of contact will be the PlateSpin Support– If the support is hardware related, depending on the severity,

PlateSpin Support will involve Dell Support as required

• With Premium Support, Dell will provide 4-hour on-site support (see maps in following slides)

• With Standard Support, Dell will provide next business day support

• Standard hw warranty is for 3yrs – can purchase extended warranty

• DOA (Dead on Arrival) process

Questions?