OceanStor T Series V200R002 Sales Guide

Transcription

1 OceanStor T Series V200R002 Sales Guide

2 Contents What Introduction to T series V200R002 Where Positioning of T series V200R002 How Sales strategies of T series V200R002 1

3 Global/China ECB market shares Other Vendors, 12.0% Oracle, 1.0% Huawei, 1.2% NetApp, 12.6% Source: Gartner Global market shares in 2013H1 IBM, 12.2% HP, 9.1% Dell, 7.2% HDS, 8.7% EMC, 33.6% Fujitsu, 2.4% In the first half of 2013, total revenues of the global External Controller-Based (ECB) market were about $10 billion. Market shares of EMC, NetApp, IBM, and Huawei are 33.6%, 12.6%, 12.2%, and 1.2% respectively. Huawei ranked No.8. 2 Dell EMC Fujitsu HDS HP Huawei IBM NetApp Oracle Other Vendors Oracle, 0.6% NetApp, 4.2% IBM, 19.1% China market shares in 2013H1 Other Vendors, 19.6% Dell, 5.0% Huawei, 11.9% EMC, 24.2% HP, 7.4% Fujitsu, 2.2% HDS, 5.8% In the first half of 2013, total revenues of the China ECB market were about $650 million. Market shares of EMC, IBM, HP, and Huawei are 24.2%, 19.1%, 7.4%, and 11.9% respectively. Huawei ranked No.3. Dell EMC Fujitsu HDS HP Huawei IBM NetApp Oracle Other Vendors

4 Percentages of ports of delivered ECB storage devices Port ratios of delivered ECB storage devices in 2012 Others, 14.5% NAS, 23.8% CAS, 0.8% iscsi SAN, 13.2% FC SAN, 47.7% CAS FC SAN iscsi SAN NAS other In the first half of 2013, the percentage of NAS ports increased to 23.8%, whereas that of FC and iscsi SAN ports was 60.9%. It is predicted that the percentage of NAS ports will increase slightly but FC SAN and iscsi SAN ports will still dominate the market in Others include DAS ports, mainframe server ports, and SAS host ports. CAS: content addressable storage Source: Gartner 3

5 Introduction to T series V2 Mid-range storage systems Unified storage (blocks + files) S6800T S5800T S2600T S5500T S5600T 2 U controller with disks 2 U controller with disks 4 U controller 4 U controller 4 U controller 8/16 GB 16/32/64 GB 24/48/96 GB 96/192/384 GB 192/384/768 GB 276 disks 528 disks 1152 disks 1440 disks 1440 disks 4

6 Specifications of T series V2 Product Name S2600T S5500T S5600T S5800T S6800T Hardware Specifications Supported number of disks Max. number of controllers 2 2/4 2/4 2/4 2/4 Cache capacity (dualcontroller) 16 GB 16 GB/32 GB 24 GB/48 GB 96 GB/192 GB 192 GB/384 GB Software Specifications Control system software package: Basic software Storage resource management, RAID protection, dynamic LUN expansion, dynamic RAID expansion, online upgrade, performance statistics, alarm management, remote power-off, and online LUN relocation (available on August 30, 2014) Virtual snapshot (license-controlled) HyperSnap LUN copy (license-controlled) Remote replication (license-controlled) LUN copy (license-controlled) Thin provisioning (license-controlled) Tiered storage (license-controlled) Intelligent data relocation (licensecontrolled) QoS (license-controlled) Cache partitioning (license-controlled) Heterogeneous storage consolidation (license-controlled) 5 HyperCopy HyperReplication HyperClone SmartThin SmartTier SmartMotion SmartQoS SmartPartition SmartVirtualization (available on August 30, 2014)

7 Major differences between T series V2R2 and V1R5 From to , use T series V2 for bidding and shipment. (T series V2 provides RAID 2.0+, tiered storage, QoS, and scale-out, but does not contain S2200T, SmartCache, and link encryption and compression. S2600T and S5500T do not have the 8 GB cache model.) V1R5 V2R2 Software platform UTOP (based on traditional RAID) XVE (based on RAID 2.0+) Product model 6 S2200T to S6800T S2600T to S6800T (S2600T and S5500T with 8 GB cache per controller are no longer available.) Unified storage Hyper series software SmartCache X SmartPartition X SmartMotion X Software features SmartTier X SmartQoS X Scaled out to four controllers X * Second-level RPO X Data reduction X *S5500T (16 GB cache per controller), S5600T, S5800T, and S6800T can be scaled out from two to four controllers.

8 T series unified storage Product planning T series unified storage GA Developing Planning Type Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 S6800T (Block Storage) S2600T/S5500T/5600T/5800T S2200T (Block Storage) Entry level OceanStor S2200T RAID 2.0+ SmartThin SmartTier SmartMotion SmartQoS FCoE ToE Dual controllers 4 GB/8 GB cache 6/12 x 1 Gbit/s iscsi 84/132 disks Mid-range and low-end OceanStor S2600T/S5500T/S5600T/S5800T T series V2 (XVE-based) T series V1 (UTOP-based) GA: Remote replication (highend, mid-range, and lowend) Cache partitioning Asynchronous remote replication (RPO: 5 seconds) Data reduction S5500T and above supports scale-out. Block OceanStor S6800T GA: Heterogeneous storage virtualization Online LUN relocation Multi-tenant 3DC 16 Gbit/s FC ports File engines supported by S6800T GA: Low-end T series supports 2.5-inch disks. BOSISEC devices are integrated. Video surveillance has dedicated storage devices Q1 Integrated unified storage Next-generation hardware 1. XVE-based T series V200R200 passed TR5 on December 30, On March 28, 2014, the configurator for market outside of China will be available. On May 9, 2014, the configurator for China market will be available. 2. T series V2R2 is available for sales now. To ensure delivery quality before GA, all versions for sales must be reported to the R&D as in beta tests. Critical application scenarios must also be reported after GA. 3. Both T series V1 and V2 are marketable before the end of T series V1 is recommended for critical application scenarios. 7

9 Critical features of T series V2 hardware Multi-controller architecture 16 Gbit/s FC interface module Fully compatible hardware architecture, eliminating storage silos On-demand expansion of performance and capacity Simplified system management Equipped by mid-range storage systems Doubled performance and bandwidth Reduced investment costs and energy consumption 8

10 Highlights of T series V2 RAID 2.0+ Traditional Huawei Data reconstruction greatly accelerated Underlying resource virtualization: RAID 2.0+, speeding up reconstruction by 20 times Upper-layer virtualization: storage pools, improving utilization by more than 90%, speeding up development by 60%, and reducing management costs by 90% 9

11 Critical features of T series V2 Smart series software SmartTier Vertical data flowing Optimum storage resource utilization SmartThin Thin provisioning On-demand space allocation, improving space utilization SmartMotion Horizontal data flowing Load balancing, eliminating hotspots SmartQoS Intelligent service quality control Reserving Best resources for the most important applications SmartVirtualization Data flowing across systems Resource consolidation Unified management Full use of legacy facilities Data relocation HW EMC HDS IBM SmartPartition Intelligent cache partitioning Ensuring cache resources for mission-critical services Partition 2 Partition 4 Partition 1 Partition 5 Partition 3 Partition N 10

12 $ TCO Highlights of T series V2 SmartTier System procurement costs reduced by 20% XVE SmartTier XVE Power consumption and management and maintenance costs reduced by over 50% SSD SAS Dual-controller 100 TB of raw capacity Dual-controller 100 TB of raw capacity Power consumption NL SAS SAS disks only 334 x 300 GB 15K 3.5'' SAS disk Storage tiering 10 x 100 GB SSDs 100 x 300 GB 15K 35 x 2 TB NL SAS disks Management Maintenance Power consumption Management Maintenance System procurement costs No tiered storage System procurement costs SmartTier+SSD +SAS+NLSAS Three-year O&M costs Three-year O&M costs No tiered storage SmartTier+SSD +SAS+NLSAS The SmartTier supports SSD, SAS, and NL-SAS storage tiers. Each tier stores data of different access frequencies. The SmartTier stores right data onto right media at right time. 11

13 Availability Highlights of T series V2 SmartQoS Mediumpriority application Highpriority application Low-priority application QoS control: The SmartQoS helps critical services reach their expected performance by providing them with needed storage resources in time. SLA-based management of storage resources Monitors application performance and achieves performance goals. Policy-based performance optimization Setting performance goals for critical applications Setting performance limits for applications of lower priorities, preventing them from occupying excessive storage resources. Application program Creating plans to specify intervals at which policies are implemented 12

14 Highlights of T series V2 SmartPartition Cach e part1 part2 Manages cache resources based on policies. Sets cache partitioning targets for critical services. Dynamically shares cache partitions, providing flexible cache availability. Isolates caches of different services, preventing malicious cache contention. Ensures adequate cache resources for critical services to meet their performance targets. l u n l u n l u n l u n l u n l u n 13

15 Critical features of T series V2 security protection Data security Remote replication (interworking of high-end, mid-range, and low end devices) 3DC (two sites and three centers) Second-level RPO Dedicated protection technologies Quick data recovery technologies Shockproof and anticorrosion technologies Offering flexible DR solutions for customers Promoting the T series sales by following the guideline of mixed use all levels of storage systems Synchronous Asynchronous A B C Synchronous Asynchronous A B C Asynchronous A A B C B C Industry-leading second-level RPO Minimum data loss in the event of disasters 14

16 Critical features of T series V2 management Centralized management Centralized management of multiple brands Extended to the management of servers, switches, and UC&C devices esdk Integrated in devices (free of charge), providing SIM-S, SNMP, VMware/Hyper-V Plug-In, and VASA provider APIs Integrated by third-party NMS, integrated with vcenter 15

17 Critical features of T series V2 others ESX LUN Relocation LUN Unified storage All supporting the FileStor file engine S2600T/S5500T/S5600T/S5800T S6800T Online LUN relocation Relocating data on peer vendors' products by working with the SmartVirtualization. Interchangeable between thin LUNs and thick LUNs RAID-level relocation Data reduction All-zero detection (reclaiming space when all 0s are detected) Data deduplication and compression 16

18 Contents What Introduction to T series V200R002 Where Positioning of T series V200R002 How Sales strategies of T series V200R002 17

19 Product positioning target market dimensions Type Model Feature Application Scenario Large enterprise Medium enterprise High-end Function first Mid-range Function and price balanced Highend storage Midrange storage S6800T S5800T S5600T S5500T Highest performance Largest scale Max. connection capability Max. capacity optimization Capability Highest efficiency Flash memory optimization Unified storage Stable performance Scalable to large Capacities Capability of optimizing large capacities Efficient service Flash memory optimization (SSDs for tiered storage) Large-scale consolidation Virtualized first-layer Applications Mixed work loads Multiple applications High-performance applications Enterprise applications (Oracle, s, and SAP) Storage consolidation Server virtualization Advanced storage tiering Data protection File sharing Small enterprise Entry-level Price first Entrylevel storage S2600T S2200T Ideal performance and capacity Ease-of-use Highly cost-effective Basic consolidation Microsoft applications Entry-level server virtualization iscsi SAN Video surveillance 18

20 Target application scenarios data centers Application /Server Data centers (production/dr) NBU/BE Server OA Billing SAP ERP Data Center Layer Primary storage Application Scenario Centralized storage and DR Network Primary storage T series Secondary storage Secondary storage Storage tiering and secondary storage Back media and D2D Secondary storage T series Primary application scenario Applicable to specific scenarios 19

21 Target application scenarios IT applications T series Critical IT applications (database, ERP, and )/data consolidation Exchange, SQL, Oracle, SAP, SharePoint, DB2 Server virtualization/cloud computing VDI VMware, Hyper-V, Citrix VMware, Hyper-V, Citrix Video surveillance/video on demand (VoD) File sharing/file server consolidation Backup-to-disk (B2D) Archive Big Data (life science and oil exploration) Applicable to specific scenarios Applicable to specific scenarios Not applicable Not applicable 20 Primary application scenario Applicable to specific scenarios Mainly applicable to the storage of structured data and specific file sharing scenarios

22 Target application scenarios industries Category Major Customer Main Opportunities Government Finance Large enterprise Power Oil gas Media asset Transportation Commerce Public security, security, customs, tax, human resources and social security, health, e- Government Big four banks, commercial banks, CITIC, insurance, securities Electronics manufacturing, tobacco, metallurgy State Grid Corporation of China, China Southern Power Grid, Eskom, CFE, MEA, OEDAS PetroChina, Sinopec, CNOOC, Saudi Aramco, PDVSA, PEMEX, Abu Oil National, provincial, and municipal TV stations, film and TV companies Subway, light rail, Ministry of Railways, railway and road bureaus, provincial transportation departments, highway Government agencies, SMBs, hospitals, education Public security: macroscopic intelligence, police services integrated platform, population information library, safe city, network surveillance, and technical investigation Security: Communications Bureau, Measurement and Control Bureau, Jiangnan Institute, 84X Institute; 12 Golden Projects including Golden Tax, Golden Insurance, and Golden Auditing; regional health platform construction; data center DR construction of information committees Check image and e-archive; DR construction of city commercial banks Data center backup of small- and medium-sized banks outside China, centralized storage of non-financial systems Storage construction of mail, ERP, and EDM systems; backup and DR system construction Centralized procurement of traditional dispatching system, smart metering and intelligent dispatching system D5000, SG-ERP short list of power corporations Pipeline video surveillance, shortlisted in centralized procurement NLE system, packaging system, and media asset library of TV stations; NLE and animation of film and TV companies Video surveillance storage for rail transit, data center storage for railway and road bureaus, high-availability virtualized consolidation for ticketing systems Centralized storage and DR for various business systems 21

23 Positioning of T series and other HUAWEI storage products Performance Transactional application Big Data Backup, archive, and cloud storage All-flash Dorado High-end OceanStor T series Clustered NAS N8000 Big data storage N9000 Massive storage UDS 40 TB 1 PB 40 PB 100 PB Capacity 22

24 Contents What Introduction to T series V200R002 Where Positioning of T series V200R002 How Sales strategies of T series V200R002 23

25 Sales strategies of T series V2 High specification Quick Good Economical Large cache Mass disks High performance Excellent architecture and interoperability Reduced cost and effort Compared with counterparts of peer vendors, T series V2 provides higher hardware specifications. The numbers of nodes, caches, and disks are 1.5 times to twice those of peer vendors' counterparts. In the SPC-1 performance test, OceanStor T series is in an absolutely leading position. For example, S6800T takes the lead among all mid-range storage products with its striking 250,000 IOPS. Excellent architecture: 1. OceanStor T series uses the RAID 2.0+ disk virtualization to provide the fastest disk data repair service. The repair speed of the architecture used by the OceanStor T series is 20 times that of traditional architectures in the industry. For example, OceanStor T series recovers 1 TB of data within 30 minutes. As for competitive products, the recovery of 1 TB data takes 10 hours. 2. Mid-range OceanStor T series supports scale-out. Customers can purchase storage devices on demand and flexibly expand storage devices to meet service requirements. Currently, the products from EMC, Fujitsu, HDS, Inspur, Sugon, UIT, and TOYOU do not support this technology. Excellent interoperability: OceanStor T series mid-range storage systems can communicate with software platforms of Huawei high-end storage systems. Unified management and DR interconnection are achievable. Most peer vendors do not support interworking of high-end and mid-range storage systems. The overall DR solution cost of other vendors is higher than that of Huawei. Reduced cost: Adhering to the principle of one-time charge, OceanStor T series does not charge customers additional license fees for capacity expansion. Reduced effort: Huawei has fast service response capabilities, provides engineer support, and sets up provincial branches in China (China market has the advantage.) 24

26 Sales strategies of unified storage products (1) OceanStor T series unified storage products are sold on the global market. In China market, use low-end products to compete with peer vendors' high-end products. Highlight IDC reports and compatibility certification to cheapen products of peer vendors such as Inspur, Lenovo, and TOYOU. Highlight high specifications of T series to prevent malicious price competition with HP and DELL. Besides, highlight specifications such as the number of disks, caches, and front-end and back-end interfaces of T series to force EMC and IBM to resort to high-end products with high prices in their bidding. Since T series V2 can be scaled out up to four controllers, it can be used to cheapen dual-controller products of HDS and Chinese peer vendors. (The specification of four controllers is used to cheapen peer vendors' products. Dual-controller products are recommended in actual sales.) Meanwhile, we can employ our efficiency improvement software to technically cheapen products of Chinese peer vendors such as Inspur, Sugon, and TOYOU. In fields such as governments, public security, and power, we can highlight our independent intellectual property rights to win the bidding. In market outside of China, construct sample projects for critical named accounts (NAs) and build HUAWEI brand image to drive regional storage product sales. In 2014, T series V1 and V2 are available on the market. T series V2 is the hero product featuring advanced technologies and rich software functions. Highlight the scale-out capability of mid-range HUAWEI storage products to cheapen the products of EMC. (The specification of four controllers is used to cheapen peer vendors' products. Dual-controller products are recommended in actual sales.) State that HUAWEI storage products have good interoperability and ensure data reliability and reconstruction efficiency. Besides, midrange and low-end HUAWEI storage products support SmartPartition. Launch differentiated competition in the midrange market. 25

27 Sales strategies of unified storage products (2) Peer Vendor Analysis How to Beat EMC NetApp HDS EMC consolidates its product lines by purchasing, offering the most diversified storage solutions in the industry. The mid-range and high-end products account for 80% of EMC's total sales. NetApp offers unique file system features. NeApp is the first storage vendor that provides unified storage products and is a leader in NAS products. Moreover, NetApp products have rich software functions. NetApp's sales modes are Value Advantage Plus (VAP) and OEM out. Hitachi focuses on high-end storage arrays and its products are well accepted by customers. It has a long-term OEM cooperation relationship with HP. Hitachi's mid-range and low-end products are sold in distribution mode. Highlight our performance in SPC-1 tests. EMC products have rich software features but ordinary hardware performance. Since the performance of the Windows kernel adopted by EMC products is not high, EMC rarely participate in third-party performance tests. Promote specification-leading T series whose performance is at least 30% higher than that of EMC VNX counterparts. Employ four-controller T series V2 to cheapen dual-controller EMC products. Focus on the competition in mid-range products and avoid competition in software features. Inform independent software vendors (ISVs) of the fact that EMC has inadequate capabilities in performance tuning and secondary development in China market. Emphasize SAN advantages. The performance of Huawei's SAN products is at least 40% higher than that of NetApp products. (NetApp s SAN products do not offer ideal performance.) Focus on the competition in mid-range products and avoid competition in software and specifications. Focus on the competition in mid-range products since HDS has advanced disk array technologies and HDS products deliver high reliability. Highlight the specifications and prices of T series. The specifications of T series are two times higher than those the HDS counterparts and the T series has price advantages. Highlight the cache specifications of the T series to force HDS to resort to high-end products in the competition in midrange products. Employ four-controller T series V2 to cheapen dual-controller HDS products. IBM HP Chinese peer vendors MicroSAN IBM has a profound understanding of customers' requirements. It sells products through comprehensive industry solutions and powerful IT channel systems. HP consolidates its storage product lines by purchasing 3PAR and re-launching LeftHand. However, HP's storage marketing strategy is not clear. The market share of high-end 3PAR products increases whereas the competitiveness of HP's mid-range products declines. HP's low-end products are sold through its powerful IT channel system. Products are mainly OEMed from different vendors. Those products do not have sufficient capabilities in interoperability or unified management and they do not have rich software functions. MicroSAN originated from H3C. H3C products deliver high specifications and rich software functions. Focus on selling products instead of selling product suites (servers plus storage devices) like IBM. Highlight the cache specifications of the T series to force IBM to resort to high-end products in the competition in midrange products. Highlight high specifications, rich ports, and diversified protocols of HUAWEI storage. The hardware specifications of midrange HP products are lower than counterparts. Highlight specifications to cheapen HP products and avoid price competition. Employ four-controller T series V2 (S5500T to S6800T) to cheapen HP EVA. Highlight IDC reports and CAAI certification to cheapen products of other Chinese vendors and avoid direct competition with them. Set thresholds in terms of performance, certification, and software features when competing with other Chinese vendors. Focus on unified management and interoperability of storage products to cheapen products of Chinese vendors. Employ four-controller T series V2 (S5500T to S6800T) to cheapen products of Chinese vendors. Highlight SPC-1 performance test reports, IDC reports, VASA, SRM, and 9-earthquake resistance certificate. Promote bundling sales of servers and storage devices. 26

28 Competition map HTB strategies Huawei EMC NetAPP IBM HDS HP DELL Fujitsu MacroSAN TOYOU Inspur Sugon UIT TB GB S6800T 192/384/768 GB VMAX 40K 2 TB VMAX 20K 1 TB VMAX 10K 512 GB Old New Old New VNX GB FAS GB FAS GB DS TB DS GB XIV G3 720 GB VSP 1 TB HUS VM 256 GB 3PAR GB 3PAR GB P GB to 64 GB DX8700 S GB MS7000 6TB MS GB to 768 GB MS5080 MS GB to 288 GB 32 GB to 384 GB isum A GB to 512 GB AS8000 isum A GB to 192 GB 48 GB to 512 GB S5800T 96/192/384 GB VNX /96 GB VNX GB VNX GB FAS GB P GB Compellent SC GB to 128 GB DX600 S3 32 GB to 128 GB DX440 S2 24 MS5040 GB to 96 GB 48 GB to 144 GB DX440 MS GB 24 GB to 72 GB isum A GB to 128 GB AS GB to 36 GB DS900-G20 48 GB to 192 GB DS900-G10 8 GB to 32 GB S5600T 24/48/96 GB S5500T 16/32/64 GB S2600T 16 GB VNX GB VNX GB VNX GB VNX GB VNXe GB VNXe GB VNX GB VNX GB VNX GB FAS GB FAS GB FAS GB FAS GB V GB to 32 GB V7000/V7000U 16 GB to 64 GB V GB HUS GB HUS GB HUS GB EVA P GB to 16 GB EVA P GB to 8 GB LeftHand P GB to 48 GB MSA GB EqualLogic DX500 S3 16 PS GB GB to 64 GB EqualLogic DX200 S3 16 PS GB GB DX410 S2 8 GB to 16 GB DX410 8 GB DX90 S2 8 GB DX80 S2 4 GB DX100 S3 8 GB DX60 S2 2 GB MS GB to 64 GB MS GB to 32 GB MS GB to 16 GB MS GB to 16 GB isum GB to 48 GB isum A GB isum810 8 GB to 16 GB isum A GB to 16 GB isum450d 4 GB to 16 GB isum780 4 GB to 8 GB isum560 2 GB to 4 GB isum450g2 1 GB to 2 GB AS1000G6 24 GB to 48 GB AS1000G 3 4 GB AS500G 16 GB to 96 GB AS500E 8 GB AS500N2 4 GB to 48 GB DS800-G20 24 GB to 48 GB DS800-G10 4 GB DS600-G10 2 GB to 32 GB DS600-F20 1 GB to 8 GB DS200-N10 2 GB SV5000G2- FSD 32 GB SV5000G2/S50 00G2-VT 16 GB to 32 GB SV3600/SV GB to 8 GB T series V200R002 includes S2600T/S5500T/S5600T/S5800T/S6800T. 27

29 Sales support for T series V2 Phase Frontline Marketing Personnel Contact Project analysis: Hold project analysis meetings for projects that do not comply with sales scheme to learn about project requirements and determine solutions and delivery time. Market technology engineers Pre-sales development POC test Project reporting: 1. In principle, the sales of T series V1R5 do not need to be reported. However, the sales of file engines and value-added functions must be reported to regional market technology engineers. 2. The sales of S2600T disks dedicated to video surveillance must be reported to marketing representatives for quotation. 3. The sales of T series V2R1 are under control. Before sales, contact market technology engineers for technical review and quotation. 4. The scale-out feature of T series V2R2 is mainly used to win bidding. In actual sales, dual controllers are recommended. The sales of four-controller T series V2R2 must be reported to the market technology engineers for technical review. 5. The sales of products involving critical financial applications must be reported to the market technology engineers for technical review. Confirm POC test plans with customers and support the tests. In principle, POC tests must be performed for all critical projects to ensure the rationality of application scenarios. Market technology engineers Marketing representative: Wang Siyu/ Ye Zhou/ (global) 28

30 HUAWEI ENTERPRISE ICT SOLUTIONS A BETTER WAY Copyright 2012 Huawei Technologies Co., Ltd. All Rights Reserved. The information in this document may contain predictive statements including, without limitation, statements regarding the future financial and operating results, future product portfolio, new technology, etc. There are a number of factors that could cause actual results and developments to differ materially from those expressed or implied in the predictive statements. Therefore, such information is provided for reference purpose only and constitutes neither an offer nor an acceptance. Huawei may change the information at any time without notice.