Storwize in IT Environments Market Overview

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1 Storwize in IT Environments Market Overview Topic Challenges in Tradi,onal IT Environment Types of informa,on Storage systems required Storage for private clouds where tradi,onal IT is involved Storwize Opportunity Explana,on The Tradi8onal IT market has two ongoing challenges: op8mize the exis8ng opera8ons to meet increasing capacity demands and deploying new applica8ons in cloud environments with a focus on private clouds. The exis8ng IT opera8ons must deal with more data to be stored where much of the cri8cal data requires block storage while the higher volume of data needs file storage. The enterprise customer has a long- held preference to segregate block and file data that is not as evident in small business environments. The market requires consistent, high- func8onality storage systems with flash to meet demands. Block storage systems have greater performance and func8onality demands than NAS systems suppor8ng only file storage. A few vendors have convinced customers of the need to have the flexibility to deploy storage that supports both block and file at the same 8me, whether it will be used that way or not. The op8on may be required by some percentage of customers. Storage for private cloud opera8ons is generally perceived to be low- func8onality, large scale capacity through server- cap8ve storage or just enclosures with devices and the storage func8on added as an independent somware layer. The Storwize opportunity will be with tradi8onal IT in exis8ng opera8ons that need to op8mize their environment and meet capacity and performance demands. Updated 4/10/17 1

2 Storwize Current Technology / Purchasing Trends Topic Four major trends occurring in IT Purchasing Trends Storage systems required Storwize Purchasing Explana,on 1. Op8miza8on of current IT opera8ons increased capacity and performance demands for storage with no addi8ons for IT staff budgets. 2. Customers are implemen8ng strategies to deploy flash storage systems for business- cri8cal primary storage and consolida8ng other storage demands to high- capacity tradi8onal storage systems with flash storage, 3. Massive growth of unstructured data is causing IT to address file storage and data protec8on strategies, 4. Crea8on of new infrastructures for IT for private cloud/itaas is being undertaken by staff in tradi8onal IT as a separate pilot project. Purchasing trends for storage systems include evalua8ng high func8onality all flash storage systems for primary storage and more tradi8onal systems with 8ered SSDs and HDDs that can scale to store the majority of exis8ng and newly created data. Tradi8onal storage systems require large capacity scaling as a consolida8on of mul8ple exis8ng systems. Increasing capacity requires mul8ple controllers in a scale out configura8on or mul8ple systems to not impact performance. The majority of Storwize sales come through resellers but there are direct sales as well. Storwize has the opportunity to be the high capacity, high func8on tradi8onal storage system to consolidate exis8ng storage. Updated 4/10/17 2

3 Storwize Business Challenges and Workloads Topic Delivering addi,onal resources / capabili,es Non- disrup,ve workload changes Op,miza,on of storage system investments Consolida,on of workloads Explana,on An overwhelming majority of high- end enterprises are challenged to deliver without adding administra8ve resources. The ability to transparently move data for workload changes and as storage assets need to be re8red with Storwize is a major answer to one of the problems faced by IT. Intelligent, high func8onality systems such as Storwize enable greater u8liza8on and op8mize performance for the greatly varied workloads that result from consolida8ng to fewer storage systems. The data reduc8on of Storwize with Real Time Compression aids in addressing the greater capacity u8liza8on problem. All flash Storwize offerings for op8mizing performance. In tradi8onal IT, the consolida8on opportunity means very diverse workloads will be used on storage systems that are capable of handling them and mee8ng service levels. Workloads include performance demanding database applica8ons, server virtualiza8on storage with highly randomized I/O, virtual desktop infrastructures with redundant, compressible data, and file system storage for a]ached servers. For customers that require a solu8on with combined block and file, the Storwize V7000U can be deployed. Updated 4/10/17 3

4 IBM Storwize versus PureStorage FlashArray //m and //x Comparison Storwize IBM Spectrum Virtualize sonware v7.8 Restricted distribution. For use by IBM and IBM business partners, education only. Not intended for distribution to third parties Updated 4/10/17 4

5 Storwize Value Flash Focus Op,mized Performance Scale- Out Architecture: add more nodes for capacity and performance All flash storage systems and use of SSDs with Easy Tier automa8c 8ering to op8mize access to ac8ve data Non- disrup8ve migra8on to move data for workload demands Op,mized Capacity U,liza,on Real- 8me Compression to increase effec8ve capacity, inline and with no performance impact Thin provisioning for maximum u8liza8on and reclama8on of capacity from deleted data Virtualize external storage a]ached to Storwize to maximize overall u8liza8on Advanced Enterprise Protec,on Remote replica8on, snapshot Encryp8on internal & external stg Transparent migra,on Non- disrup8ve opera8ons Transparent Cloud Tiering Data protec8on and interchange using clouds SALES BATTLE CARD IBM Storwize versus PureStorage ENTERPRISE CUSTOMER CHALLENGES: ENTERPRISE CUSTOMER CHALLENGES: Accelerate applica8ons and server virtualiza8on to meet increasing demands Increase efficiency of storage environment by improving: Performance Capacity u8liza8on Administra8on including data protec8on Maximize value from economic investment in storage PureStorage Posi,oning Performance Capacity Solid- state performance with mul8ple models for different levels, <1ms response 8me, 370K IOPs 4x performance with NVMe Deduplica8on and compression to increase effec8ve capacity, pa]ern removal, post- storage 2 nd pass Management Resiliency Pure1 Global Insight cloud- based analysis and repor8ng Snapshots Asynchronous periodic remote replica8on Economic Value Solid state performance accelera8on for improved systems efficiency Evergreen Storage guarantee transparent upgrade controllers forever with service contract Updated 4/10/17 5

6 Compe,tor Quick Spec Sheet PureStorage System Characteris,cs PureStorage FlashArray Models //m10, //m20, //m50, //m70, //x70 Number of Controllers 2 Solid State Capacity Max (Raw) 10, 80, 176, 512 TB Warranty Con8nuous with support contract SSD, PCIe Cards, or Flash modules 512 GB, 1, 2, 3.84 TB SSDs with SAS a]achment 2.2, 9.1, 18.3 TB NVMe DirectFlash modules Device Protec,on type / Levels RAID 6 (dual parity RAID 3D) Interfaces Redundant hot swap HA Type Data Cache Max - per node Encryp,on Snapshots Data reduc,on Remote replica,on 16 Gb/s Fibre Channel 10 Gb/s iscsi Yes Ac8ve / Passive for data transfer 256 / 512 / 1,024 / 2,048 GB DRAM, 2 or 4 TB Mirrored NVRAM Yes - Inline Writeable, capacity limited number Inline deduplica8on and compression, pa]ern removal, 2 nd pass post- storage deduplica8on Asynchronous Periodic, No Synchronous Updated 4/10/17 6

7 IBM Storwize versus PureStorage Storwize SVC Compe88ve Areas with High Customer Value or Visibility VPLEX FlashArray Virtualiza,on: External storage virtualiza8on, migrate data to re8re end- of- life system, workload balance with in- place LUNs, apply Storwize features to external systems. Performance: Scale- out system V7000 up to 8 controllers. All flash V7000F and Gen2+ hardware with faster processor and DDR4 for greater thruput. Effec,ve Capacity: Real- 8me Compression - inline, hardware assist, no performance impact customers will use RtC. Compres8mator integrated in IBM Spectrum Virtualize & 15.36TB SSDs and high density enclosure for greater capacity in less space. Data Protec,on Integrated: Snapshot (Flashcopy) remote replica8on (Global Mirror and Metro Mirror) are mature features with Storwize. IBM Storwize V7000F/V5030F Neutralize Neutralize Performance: Limited by one controller able to xfer data. Allows selec8on on both. No scale out But claims of 4x perf with NVMe DirectFlash modules Must counter with cost argument or move to FlashSystem Data Reduc,on: Inline deduplica8on and compression with pa]ern removal and 2 nd pass post- storage deduplica8on. S8ll only 5:1 reduc8on in field. Compare to IBM RtC at 5:1. VDI usage may be difficult to explain. Includes thin provisioning as reduc8on. Data Protec,on: Policy- controlled snapshot is a new implementa8on. Periodic Async remote replica8on. No sync replica8on. PureStorage FlashArray Updated 4/10/17 7 No Virtualiza,on: Cannot use externally a]ached storage.

8 IBM Storwize versus PureStorage Storwize SVC Compe88ve Areas with High Customer Value or Visibility VPLEX FlashArray Opera,onal Analy,cs: Can use Spectrum Control Storage Insights to get equal func8on to Pure1. Neutralize Pure1 Global Insight cloud- based Analy,cs and Repor,ng: Network connected systems con8nuously analyzed with predic8ons, status and reports dynamically available. Cloud Tiering: Tier LUNs to cloud with snapshot full and incrementals. Compressed and encrypted. Can restore to different Spectrum Virtualize system. No cloud,ering offered: Not a current capability. Business Con,nuity: HyperSwap for ac8ve- ac8ve stretched clusters. IP Quorum or 3 rd system with FC for failover control No na,ve business con,nuity: Not addressed with PureStorage ignored as if system is for non- enterprise environments. Family Architecture: Common somware architecture for V9000 across SVC, V7000, V5000, and V3700. Commitment to con8nued advances. IBM Storwize V7000F/V5030F Disjointed products: Original FlashArray focused on commodity components. Custom NVMe DirectFlash and FlashBlade NAS contradict message. PureStorage FlashArray Updated 4/10/17 8

9 IBM Storwize versus PureStorage Storwize SVC Compe88ve Areas with High Customer Value or Visibility VPLEX FlashArray Data Security: Encryp8on for both internal flash modules and externally a]ached storage. SKLM or local key management. Limited Data Security: Internal encryp8on only. Does not support external storage. QoS: Spectrum Virtualize somware has QoS at the LUN/workload level. Much greater control than PureStorage. Always- On QoS: Pure QoS is really a fair share scheduler so one process cannot dominate use of system resources. No controls for workloads/ LUNs. Transparent Technology Update: Storwuze can scale and support different technologies as they become available. Defend Evergreen Storage: PureStorage has a clever approach replacement controllers every 3 years with support contract or new controllers with capacity upgrade. SoNware Licensing: Some somware features are added costs. Only pay for what you need with selec8on of many offerings. IBM Storwize V7000F/V5030F Defend Included SoNware: No addi8onal somware license for features but few features currently. PureStorage FlashArray Updated 4/10/17 9

10 Ques8ons to Ask the Customer # Ques,on to Ask Why 1 What are your greatest demands on This opens the door for a discussion about what issues the customer is facing for storing storing and managing informa8on? data. This may be a long and far ranging discussion about the impacts and challenges that IT is facing. This discussion can serve as a guidepost for the next ques8ons that will help bring out the opportunity for Storwize as part of the solu8on to the customer needs. 2 What considera8ons have you thought of for op8mizing your storage environment? 3 Are there ini8a8ves in IT to consolidate tradi8onal storage and to deploy new cloud- based infrastructures? 4 What types of different 8ers of storage are used in normal opera8ons? 5 What types of new applica8ons need to work in the cloud as well as on premise and what types of data storage is required? The customer may have already made changes or has plans to op8mize their storage environment. They have also been too busy to address it yet. This ques8on is worded to not put them on the defensive but to engage in a posi8ve discussion about ways to op8mize. This is where you can have different ideas for op8miza8on based on Storwize capabili8es. Straight- forward approaches such as increasing the effec8ve capacity with Real- 8me Compression and using the Storwize ability to manage 8ering automa8cally between SSDs and HDDs are a start. The other capabili8es such as virtualiza8on, non- disrup8ve migra8on, and scale- out to increase capacity and performance follow in that discussion. This ques8on may not be necessary because the customer may have volunteered the informa8on in the discussion for the earlier ques8ons. If not, the ques8on is trying to uncover what ini8a8ves are in process and to get their strategy for private cloud deployments. The strategy for private cloud deployments will have impact on the current environment the consolida8on (as well as expansion) opportunity for Storwize. This conversa8on may uncover some addi8onal opportuni8es. This ques8on is a way to determine if the customer has a plan to move to all flash primary storage and use large tradi8onal storage systems for the bulk of data to be stored (less cri8cal applica8ons usually). This may lead to discussion of a complete IBM solu8on including the IBM Spectrum Virtualize based FlashSystem V9000 and the other Storwize systems to replace the en8re environment. If this did not become evident from an earlier ques8on, the types of storage needed beyond what is currently used for exis8ng applica8ons can be discussed here. This may lead to discussion of performance and scale features of Storwize and the added file capability with V7000U. Updated 4/10/17 10

11 Compe,,ve Engagement Links and Contacts Iliana Garcia: WW Porqolio Marke8ng Manager, IBM Storwize family IBM Techline Compete Center: SSI - h]ps://www- 304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/comp_4F68C0CF2311C10D B21B PW - h]ps://www- 304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/comp_4F68C0CF2311C10D B21B IBM Compe88ve Project Office: SSI - h]ps://w3-03.sso.ibm.com/marke8ng/mi/compdlib.nsf/weball/6a40bcf8db627d ff0061f077?opendocument Updated 4/10/17 11

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