Selling Compellent Hardware: Controllers, Drives, Switches and HBAs Chad Thibodeau

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1 Selling Compellent Hardware: Controllers, Drives, Switches and HBAs Chad Thibodeau

2 Agenda Session Objectives Feature Overview Technology Overview Compellent Differentiators Competition Case Study Available Resources Questions to Ask Compellent Confidential, 2

3 Three Things to Remember 1. Compellent offers customers a complete end-toend storage solution 2. One stop shop for support of the entire storage solution 3. Interoperability testing and qualification for all major HBA and Switch manufacturers Compellent Confidential, 3

4 Customer Challenges Customers do not want to manage multiple vendors for their storage environment Knowing who to call for support for each product within their storage fabric Compatibility between server-side host bus adaptors and storage controllers Ensuring that the complete storage solution has been tested for interoperability Compellent Confidential, 4

5 Hardware Ordering Options Compellent Other Controllers Yes No IO Cards Yes No Disk Enclosures Yes No Disk Drives Yes No Storage Switches Yes 1 Yes 2 Host Bus Adapters Yes 1 Yes 2 External UPS No Yes 1. Compellent tested and supported will take first call and warm transfer to manufacturer if necessary 2. May not have been tested and qualified to work with Compellent - rely on distributor s support Compellent Confidential, 5

6 Q: Did you know that Compellent offers both QLogic and Emulex HBAs? 1. Yes 2. No Audience Response Requested 50% 50% Yes No Compellent Confidential, 6

7 Compellent s End-to-End Solution Controllers built on standardsbased servers Stay in lock-step with technology trends Server and disk connections via PCI cards Controller clustering for high availability Shared nothing approach High-speed mirrored, write-back cache Disk enclosures based on standard enclosures Expand storage online Ability to mix different drive speeds (10K vs. 15K) and capacities (146/300GB) HBAs and Switches tested and qualified for interoperability Enclosures & Disk Drives Servers Switches Controllers Compellent Confidential, 7

8 Controller Comparison CT-SC010 CT-SC020 CT-SC030 Processor 2.8 GHz 3.2 GHz 3.0 GHz Dual-Core BUS Speed 533 MHz 800 MHz 1333 MHz Cache 2.25 GB 2.25 GB 3.5 GB Expansion Slots 5 x PCI-X 4 x PCI-X 1 x PCI-E 1 x PCI-X 4 X PCI-E Form Factor 2U 3U 3U Fans 4 Front 2 Rear 4 Front 2 Rear 3 Front 2 Rear Power Supplies Maximum Ports 14 (14 FC or 8 iscsi) 20 (20 FC or 8 iscsi) 20 (20 FC or 8 iscsi) Compellent Confidential, 8

9 Complete Investment Protection Investment protection Previous CT-SC020 controller is not end-of-life Can be intermixed in a dual controller cluster Can replicate between mixed controller series Series 10 Series 20 Series 30 Series 10 Yes Yes Yes Series 20 Yes Yes Yes Series 30 Yes Yes Yes Controller evolution Field upgradeable hardware Series 10 10/ /2006 Series 20 12/2005 TBD Series 30 2/ TBD Compellent Confidential, 9

10 Controller Configurations Designed for Flexibility 4gb FC 2gb FC iscsi Cache PCI-E PCI-X iscsi Performance (10 ports: 8 x iscsi + 2 x FC) Reserved Max FC Performance (18 ports: 18 x 4Gb FC) Max Density (20 ports: 16 x 4Gb FC + 4 x 2gb FC) Compellent Confidential, 10

11 Switch Strategy Complete Support Cisco primary Selected highest growth vendor Provides scalable fabric product Director opportunities Unique relationship allows reselling to BPs Leverage Cisco-owned spares Maintain interoperability QLogic: Addresses lower end customers Brocade: Market share leader McData: Existing install base Compellent Confidential, 11

12 Cisco MDS 9000 Product Solutions Overview Industry-Leading Investment Protection Across a Comprehensive Product Line Switches Directors MDS 9000 Family Systems MDS9134 MDS9124 MDS9222i MDS9506 MDS9509 MDS9513 MDS 9000 Modules 18/4 Mgmt. Supervisor 2 16, 32- Port 2Gbps FC 12, 24, 48-Port 4Gbps FC 4-Port 10Gbps FC Cisco Fabric Manager FCIP & iscsi options: 14/2, 8-Port IPS SSM (Virtualization) OS Cisco MDS 9000 Family SAN-OS Compellent Confidential, 12

13 Providing Complete Connectivity Edge Switches MDS port Fibre Channel switch MDS port Fibre Channel switch Scalable to 64-ports by stacking Entry-level Director-class MDS9222i 22-port base (18 FC + 4 GbE) Scales to 66 FC ports with additional modules Flexible Blade Architecture MDS 9124 MDS 9134 MDS 9222i Director-class Switches MDS9506/9509/9513 Fully redundant and designed for High Availability MDS 9509 Compellent Confidential, 13

14 Enterprise Director Switches Available through Compellent Copilot supported taking 1 st call Cisco SMARTNet maintenance contacts Cisco Directors not in Quote Center Sold on an exception basis MDS 9506 MDS 9513 MDS 9509 Compellent Confidential, 14

15 Offering Aggressive Pricing Continual price reviews to ensure Compellent remains competitive on HBAs and Switches Leveraging IDC pricing service to compare with other competitors Hard Drives, HBAs, Switches, Software, Maintenance Example: Cisco MDS ports Active Compellent BP Reg List = $ 5,000 CDW List = $ 5,445 With End User markup of 10%, Compellent = $ 5,500 Compellent Confidential, 15

16 Complete Line of Host Bus Adapters Fibre Channel Single Port Dual Port iscsi Single Port Dual Port Emulex HB-11000X HB-11000E HB-11002X HB-11002E No No QLogic HB-2460X HB-2460E HB-2462X HB-2462E HB-4050X HB-4060E HB-4052X HB-4062E Compellent Confidential, 16

17 Example of Additional Revenue with 3rd Party Products ASP of Storage Center = $ 80,000 Additional HBA revenue Assume 5 attached servers ASP of HBAs = $ 1,000/ea = $ 5,000 Additional Switch revenue Assume 2 edge switches (MDS 9124) ASP of Switches = $ 6,000/ea = $12,000 Total End-to-End Solution = $ 97,000 20% Increase in Top Line Revenue Compellent Confidential, 17

18 Questions to Ask Question Response Are you looking for one company to support your entire storage solution? Do you want to be assured that all of the components within your storage environment have been tested to work with one another? Are you looking to consolidate your spend with one storage vendor? Compellent offers an end-to-end storage solution from HBAs for server host attach to Cisco storage switches for scalability and VSAN support. Compellent tests interoperability not only for the 3 rd party products it sells such as QLogic HBAs and Cisco switches, but also for the other industry leading vendors such as Brocade switches. By working with Compellent, you can avoid the hassles of having to manage multiple different storage vendors with different terms and conditions. Compellent Confidential, 18

19 Available Resources Storage Center Datasheet Storage Center Source Book Selling Guides Controllers Hard drives Switches HBA s Cisco Sales and Systems Engineers QLogic John Lynes john.lynes@qlogic.com Emulex Brian Barrieau Brian.Barrieau@emulex.com Compellent Confidential, 19

20 Session Evaluation Please rate this session by responding to the following questions. Your feedback helps us to improve the quality of future sessions. Unlike the previous polling questions, your responses will not be visible on the screen but will be captured and recorded for the presenter to view offline. Should you have additional feedback, please utilize one of the hard copy evaluation forms at the back of the room to provide us with your written comments. Compellent Confidential, 20

21 Session Evaluation: Audience Response Requested Q: This subject is to performing my job? 1. Not Applicable 2. Slightly Useful 3. Important 4. Very Important 5. Critical 20% 13% 10% 7% 50% Not Applicable Slightly Useful Important Very Important Critical Compellent Confidential, 21

22 Session Evaluation: Audience Response Requested Q: I would like in the material presented. 1. A Lot Less Detail 2. Less Detail 3. The Same Amount of Detail 4. More Detail 5. A Lot More Detail 7% 30% 20% 17% 27% A Lot Less Detail Less Detail The Same Amount... More Detail A Lot More Detail Compellent Confidential, 22

23 Session Evaluation: Audience Response Requested Q: I would rate the presenter as. 1. Poor 27% 2. Below Average 23% 23% 3. Average 4. Good 13% 13% 5. Exceptional Poor Below Average Average Good Exceptional Compellent Confidential, 23

24 Compellent Confidential, 24

25 Cisco Data Center West / Central Sales Channel Map Liz McKoin CSE - ANS elbrown@cisco.com Joe Brand CAM jobrand@cisco.com OR WA ID MT Jim Oxborough SE - SAN & UIO joxborou@cisco.com WY ND SD MN Bob Porter CSE - ANS boporter@cisco.com WI MI Jim Hug CAM jhug@cisco.com Joe Sulistyo SE - ANS jsulisty@cisco.com Don Johnson CAM donjo@cisco.com CA NV AZ UT NM CO NE KS IA MO Kim Nichols SEM - ANS aldacos@cisco.com IL IN KY OH Dennis Ruff SEM - SAN & UIO deruff@cisco.com Raj Chacko SE - SAN & UIO rajchack@cisco.com Jack Milik CAM jmilik@cisco.com Gordon Connelly CAM Disty/DMR goconnel@cisco.com Keith Barto CSE - SAN & UIO HP kebarto@cisco.com Mike Austin MCO West /Central miaustin@cisco.com Compellent Confidential, 25

26 Cisco Data Center East / South Sales Channel Map Kim Nichols SEM - ANS aldacos@cisco.com Bill Grenko MCO East / South bgrenko@cisco.com Dennis Ruff SEM - SAN & UIO deruff@cisco.com Stuart Bing CAM stbing@cisco.com Hector Salas CSE - ANS hesalas@cisco.com Steve Gard CAM jaugust@cisco.com TX OK AR LA John Sherman CAM josherm@cisco.com Jerry Hurka CSE - SAN & UIO jhurka@cisco.com MS TN AL Joe August CSE - ANS jaugust@cisco.com Rob Pethick SE - ANS ropethic@cisco.co m GA WV SC FL PA VA NC NY VT ME NH MA NJ CTRI DE MD DC Frank Goppel CAM fgoppel@cisco.com Drew Langin CSE - ANS dlangin@cisco.com Christopher King CSE - SAN & UIO chriskin@cisco.com Paul Michniak CSE - SAN & UIO pmichnia@cisco.com Catherine Taylor CAM cattaylo@cisco.com Compellent Confidential, 26

27 Data Center Channels Organization West / Central Kim Nichols SEM Application Networking WAAS/ACE SE s Mike Austin MCO Data Center Sales Dennis Ruff SEM DC Infrastructure / Storage SE s West Team Liz McKoin CSE - CA Don Johnson DC CAM - CA Joe Brand DC CAM - CA Keith Barto CSE - CO SE OSM Lead Central Team Joe Sulistyo SE - IL Jim Hug DC CAM MI Jim Oxborough SE - MN Bob Porter CSE - MN Jack Milik DC CAM IL Raj Chacko SE - IL Distribution Team Gordon Connelly DC CAM AZ Steve Gard DC CAM GA Distribution/DMR Leverages SE in Territory Compellent Confidential, 27

28 Data Center Channels Organization East / South Kim Nichols SEM Application Networking WAAS/ACE SE s Bill Grenko MCO Data Center Sales Dennis Ruff SEM DC Infrastructure / Storage SE s East Team SE OSM Lead Drew Langin CSE - MA Frank Goppel DC CAM - MA Chris King CSE - MA Rob Pethick SE - NY John Sherman DC CAM - VA Jerry Hurka CSE - PA South Team Joe August CSE - FL Hector Salas CSE - TX Catherine Tayler DC CAM - GA Stuart Bing DC CAM - TX Paul Michniak CSE - NC Service Provider Stowe Perry DC CAM VA (SP) Service Provider Leverages SE s in Territory Compellent Confidential, 28

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