Dell OEM Storage Overview

Transcription

1 Dell OEM Storage Overview Ray Stahl OEM Storage Marketing Nashua, NH

2 Flow Dell Value Proposition Refresh Introductions Why Sell Storage? Dell s Investment in Storage Dell s View on Storage OEM Selling of Storage Dell Storage Portfolio Question & Answers 2

3 Dell OEM Value Proposition Dedicated resources and capacity Dedicated OEM engineers 250 custom projects annually 250+ sales/support team Deep, broad experience 40+ industry verticals 12-year track record 2,000 OEM customers Global reach Owned support in 180 countries Worldwide fulfillment model Country-specific regulatory expertise OEM-capable products Standards-based products Access to full Dell portfolio Leverage Dell s buying power 3 Flexible services In-factory customization Online parts dispatch Mission-critical support

4 Dell + Partners Dedicated OEM resources and capacity Deep, broad experience Global reach OEM-capable products Flexible services Global footprint: field presence, logistics & inventory management Single point of purchase Flexible, agile customization, configuration and re-branding services Finance Options 4

5 Why Sell Storage? FACTS Storage in CY2011 is a $31.5B market Demand for storage capacity is growing at 50-60% yearly Over 30% of all storage is direct attach External storage in CY2011 = $22B SAN market = $14B in CY2011 NAS = $5B market is the fastest growing storage segment Storage cost range from 18% to over 50% of IT system costs (OEM) Labor = 60% of the cost of storage (End User cost ) 15% of backups and 40% of restores fail Average of 68% of data has not been accessed for over 90 days 5

6 Exabytes The Data Deluge Unabated, exponential data consumption: 60% y/y Tipping Point Structured Unstructured Catalyst: Unstructured content 75% 25% Storage costs are not just disks Infrastructure (hw, sw, facilities) People (IT admins, outside services) Processes (policies, regulations) Concerns beyond adding capacity Data access and SLAs Protection and availability Tiering and retention 6

7 Dell is serious about storage Nov 2007 Announced acquisition of EqualLogic May 2010 Announced acquisition of Exanet July 2010 Announced acquisition of Ocarina February 2011 Completed acquisition of Compellent November 2009 Launched EqualLogic 10GbE June 2010 Launched Dell DX Object Storage Platform for archiving Launched EqualLogic XVS hybrid arrays August 2010 Launched medical record archive solutions 7

8 Strategic acquisitions are the foundation Peer-Scale SAN Highly-Scalable NAS Content-Aware Compression and Dedupe Multi-protocol tiered SAN EqualLogic Acquired: Jan 2008 Exanet Acquired: Feb 2010 Ocarina Networks Acquired: Jul 2010 Compellent Acquired: Feb 2011 #1 Virtualization 97% customer Satisfaction rating InfoWorld 2011 Technology Of The Year Unlimited, on-thefly bandwidth and capacity scalability in a clustered, multi-platform NAS Scales to 64X the nearest NetApp filer Up to 57x better data reduction than NetApp Up to 90% lossless reduction in file size Store 5-10 times more data on your storage Never a folk-lift upgrade Slash storage costs but up to 80% 100% of customers would buy again Zero-touch management Available Today Available 1 st Half 2011* Available 2nd Half 2011* Available Today *Integration underway today 8

9 and it shows in analyst and market share numbers Gartner Leaders Quadrant* #1 iscsi Vendor Vendor Market Share** Dell 35.5% EMC 13.8% HP 13.7% NetApp 11.6% IBM 3.6% *Gartner Magic Quadrant for Mid-Range and High-End Disk Modular Arrays **As of Q from IDC; 9

10 Dell s intelligent data management strategy Gain storage efficiency and agility through innovation Automate data management Optimize storage footprint Scale seamlessly IP network Reduce complexity Decrease cost Manage growth Protect simply and affordably Integrate across infrastructure Primary internal tiering Nearline archive, preservation, compliance tier Backup Offpremise public or private cloud Mitigate risk Liberate resources 10

11 Create Retire Intelligent Data Management Place the content on the right data tier according to value and time Access frequency Data lifecycle 3 wks Time Purpose built Mission critical High performance High availability Modular scalable Virtual system Business critical Flexible configurations Automation Archive/retention Content addressable storage Deduplication/compression Compliance/retention Future ediscovery 11

12 How Dell is differentiating itself Dell Dell Information Fabric Point Products Do it Yourself Internally integrate & manage various applications and platforms Custom Solutions Vendor-Led & Lock Outside consulting resources & expertise to implement new capabilities Competition is stuck here Best Value Products Integrated, Proven Components Pre-integrated offerings that allow OEM-izing for Efficiency Ease of deployment Seamless integration Scale-out as needed Investment protection Delivering higher efficiency, value, flexibility and agility 12

13 Dell s point of view on storage Next gen storage is driving profound increases in storage efficiency Innovation through storage virtualization/automation Seamless scalability of storage creates long-term investment protection Eliminate fork-lift upgrades & software license renewals The storage fabric is no longer what differentiates products 10GbE/iSCSI is the enabler Storage optimization will deliver measureable results Tiered storage gives back up to 50% of your costs Intelligent Data Management will turn data into a strategic asset Dell Fluid Data TM Architecture is making it happen 13

14 OEM Storage Product Stack Applications /Solutions Providers App. OEMs Storage Management Storage System Software Top OEMs & Base OEMs Storage Hardware Components Base OEMs 14

15 OEM Storage Customer Types Where on the storage sales continuum is your customer? No Storage Sales Sells Appliance Only Application does not require much storage Or is not storage performance sensitive Very price sensitive product i.e. $/GB Starts w/storage Starts sale selling storage Application is not sensitive to storage performance Typically sells to IT who have preferred storage vendors Will given-in on storage part of sale to win The Deal Sells Storage Sells the total solution Storage performance is important Storage cost small percentage of total Quality and user experience of their customers are important or.. More after sale $ opportunities. 15

16 Top 5 OEM storage vertical markets in FY 11 Dell Storage Products by Sales 1. PowerVault MD series 2. EqualLogic PS Series 3. EMC moving to Compellent 16

17 Uncovering storage opportunities Questions to ask OEMs What are your storage related pain points? What technologies are you evaluating to address these? What are your top storage initiatives for this year? What their customers are saying 1. Managing storage growth 2. Capacity forecasting and reporting 3. Managing costs 4. Backup administration and management 5. Managing complexity 1. Backup Data Reduction / Deduplication 2. Solid State Disks 3. 10Gbps Ethernet storage (up from #16!) 4. Storage for virtualization solutions 5. Remote replication 1. Deploying deduplication solutions 2. Technology refresh 3. Tiered storage build out 4. Archiving 5. Consolidation What is driving your storage growth? 1. Business expansion 2. Server consolidation 3. Poor archiving 4. Disaster recovery 5. Regulatory compliance 1. Database / DW growth 2. Application data growth 3. New applications 4. File & multimedia

18 Talking opportunities to OEM Overriding themes Dealing with Complexity Managing growth Controlling costs Storage for Virtualization Data protection Technology refresh Keeping up with application needs Leading to Data Management / Storage projects that need intelligent and efficient 18

19 Dell has five storage solution areas to deliver efficient IDM (storage) Storage virtualization & consolidation Application integration & optimization Advanced data protection & recovery Data tiering, archiving & compliance Enabling the distributed enterprise Scale storage while maximizing availability, minimizing complexity through automation & keeping capital & operating costs low Size & scale storage infrastructure to meet performance, availability & protection requirements of missioncritical applications Create data copies that can be simply created, costeffectively stored & quickly recovered to guard against data loss & disaster Optimize data placement across storage tiers based on performance, retention & regulatory requirements Enable secure access & comprehensive protection of data resources distributed across the enterprise IDM provides OEMs ways to deliver storage efficiently 19

20 Why Dell OEM for storage? Products The most complete product lines for your storage needs Award winning 21th century network storage designs Designed and integrated with Dell servers and networks to handle a wide range of storage requirements Delivers Dell s quality Services World-wide field service & support organization World-wide complex logistic capabilities Configuration center can integrate, test, and ship your systems Product management Change management Customer unique product integration management Design & Development Build what you need based on Dell standard storage platforms or Let us develop what you need through our design and professional services* Dell OEM Solution s can fine tune or build your product s infrastructure and take the guess work out of your storage installations* Using Dell products make your business leaner and more profitable by creating value where you make more margins 20 * Use Dell storage marketing to aggregate unique customer requirements into viable market opportunities

21 OEM Sales ask about storage Are you using storage? Even if their storage needs are meet by server s storage What about a JBOD for those special requirements? MD 12X0 which is OEM ready What about virtualizations? Best practice is to share storage, not silo it. What about backup & archiving needs? Will their customer want to need records at some point? Who s storage are you using? Which models? - Scope out the competition Keep asking this question regularly things change Have you taken a look at Dell storage lately? PowerVault now has FC and new NAS/SAN features EqualLogic s successful iscsi SAN now has NAS capabilities Compellent, award winning, virtual SAN/NAS and it support for multi-protocols (FC, FCOE, & iscsi) And more products coming 21

22 Best practices Uncover projects early (own the RFP/RFQ) Take a trusted advisor conversation approach Get footprint or establish a beachhead (Seed units, evaluation units, small projects, non-production uses like QA, etc.) Use existing customer references Leverage the halo effect (server opportunity pulls storage OR storage opportunity pulls servers ) Use your Storage Specialist Utilize the Dell Resources Engage your and Dell services 22

23 OEM Sales - Remember The Dell OEM value proposition is just as true for storage Once pass the design/qualification steps of storage sales process the rest of steps are like servers i.e. product roadmaps, change mgmt., ordering, & etc. Storage needs (sales) are continuous whether by project or run-rate consumption Storage sales can drag services sales OEM designs (consulting) Attached services Best opportunity to win storage business are at key inflection points. 23 Technology inflection Supplier technology release (servers-12g, storage-ssds) OEM technology release (OEM launch new product) Price inflection points Contract based price negotiations Market price changes Competitive needs New market requirements requires new features

24 Dell Storage Portfolio EqualLogic Virtualization & consolidation Modular, scale-out needs Business applications Exchange, SQL, SharePoint, Oracle Mid-size solutions Project or Application specific Multi-SAN deployment options Migrating off proprietary solutions Compellent Virtualization & Consolidation Multi-Protocol Requirements (iscsi, FC, FCoE) Enterprise applications Large content stores, BI / DW / DSS Larger scale Business Applications (Exchange, SQL, Sharepoint, Oracle) Larger scale enterprise solutions Core data storage Serving many applications, high SLAs DX Object Storage Moving static content off primary Archive solutions Retention, compliance and discovery Business and/or regulatory requirements Fixed, unstructured content Multi-media, video, audio, images PowerVault Entry-level iscsi SANs (sub $10K) PE/DCS direct-attached storage Disk-based backup w/ deduplication Powered by Symantec and CommVault Tape storage for long-term, off-site backup requirements 24

25 Dell Storage & Network Product Families Access and Protect Connect Store Protect and Archive Connect Compellent Storage Center SAN & NAS Dell DX Object Store PowerConnect J-series switches EqualLogic PS SAN Family PowerConnect B-series switches PowerVault DL Disk Libraries PowerVault MD Shared Storage Family PowerConnect Ethernet Switches PowerVault NX Network Attached Storage Family PowerVault Tape Drives PowerVault Tape Automation PowerConnect W-series Switches 25

26 PowerVault Primary Storage 26

27 MD12x0 Family Highlights - JBOD Low cost, high capacity energy efficient expansion arrays for PowerEdge Servers and MD32x0 / MD36x0 SAS and iscsi arrays Seamless storage expansion for PowerEdge servers Utilizes PERC H800 Host-RAID adapter Common systems management with PowerEdge server (Open Manage) Investment protection with PowerEdge servers (spares) OEM Ready today Easily keeping up with performance, reliability and power demands End-to-end 6Gb/s SAS infrastructure Redundant path with I/O balancing for better performance Improving energy efficiency (80PLUS Silver Certified power supplies) Improved density of the 3.5 inch array Flexible and adaptable to meet future business demands Mix 2.5 and 3.5 enclosures behind a PERC H800 controller Mix 2.5 drives in a 3.5 enclosure & Use of Hard Drives or Solid State Drives 27

28 PowerVault MD1200 Versatility and high capacity storage for mainstream applications with optimal performance. Benefits Easy to expand server capacity and meet business needs with mix drive options Key Features 2U 12 drive 3.5 enclosure Supports 2.5 and 3.5 drives Supports Nearline, 10K and 15K RPM SAS HDD and SSDs Support for Self-Encrypting Drives Expands to support 8 enclosures (96 drives) Utilizes PERC H800 OEM Ready Performance and security for applications that focus on sequential I/O Affinity with PowerEdge Servers Keep up with environmental demands with 80PLUS Silver Certified power supplies and improved density. Great For Mainstream and Capacity-Intensive Applications (backup to disk, , streaming media) Low cost way to expand the capacity of a single PowerEdge server or MD array 28

29 PowerVault MD1200 Provides the performance required for demanding applications in an energy efficient array Benefits Delivering the best performance for applications that focus on random IOPs. Key Features 2U 24 Drive Small Form Factor Array (2.5 drives) Supports Nearline (7.2K), 10K and 15K RPM SAS HDD and SSDs Expands to support 8 enclosures (192 drives) Utilizes PERC H800 Take advantage of the improved performance with high performance drives like SSDs. Most energy efficient array with 2.5 drives and 80PLUS Silver Certification. Affinity with PowerEdge Servers Great For I/O Performance-Intensive Applications (large databases, web serving, ) Customers with power consumption concerns 29

30 Dell DAS Portfolio MD1200 MD1220 MD3200 Series High capacity server & storage expansion High performance server & storage expansion Storage array for low cost clustering and virtualization Enclosure Type JBOD JBOD RBOD 30

31 MD Family Positioning - RBOD DAS Network Storage NEW! MD32X0 MD32X0i MD36X0i 6Gb SAS 1Gb iscsi 10Gb iscsi MD36X0f 8Gb FC Ultimate virtual SAN simple shared DAS Integrated rack solutions Single room data centers / Small server consolidation High processing power with no tolerance for latency Low cost IP SAN Smaller departmental SAN use Tier 2 server consolidation with limited IO requirements Centralized backup of remote locations with host-based replication High performance IP SAN Helps to simplify infrastructures Existing iscsi implementations New server deployments High performance FC SAN Helps to simplify infrastructures Existing FC implementations New server deployments Remote data backup implementations with host-based replication Virtualization, Cloud Computing, and Clustering 31

32 Dell SAN Portfolio MD 32/36 Series PS Series Dell/ Compellent Complement your PowerEdge server environment with multiprotocol affordable storage that will keep pace with ever increasing performance demands Enterprise-class, scale-out storage optimized for virtual servers and data consolidation Enterprise-class Multiprotocol, massive capacity for the core of your business 32

33 Storage Array Capabilities Capability MD32x0i MD36x0i MD36x0f PS4000 PS6000 Dell/ Compellent Product Architecture Traditional Traditional Traditional Scale-Out Scale-Out Scale-Out Number of servers s OS Support WinLux Solaris Other Y N N Y N N Y N N Y Y Y Y Y Y Y Y Y Drive Count Snapshots/Clones Y Y Y Y Y Y Remote Mirroring/DR N N Y Y Y Y Host Connectivity iscsi 1G iscsi 10G FC 8G iscsi 1G iscsi 10G Multi- Protocol Thin Provisioning N N N Y Y Y Application Aware Schedulers N N N Y Y Y 33

34 Questions? 34

35 Thank You!

36 Backup Slides

37 Dell PowerVault Disk Storage PowerVault MD1200 Direct-attached storage array that offers versatility and high-capacity storage for mainstream applications. PowerVault NX300 an entry-level NAS that is purposebuilt for improved file access performance PowerVault MD1220 Energy-efficient storageexpansion array that provides the performance to satisfy demanding single- server applications. PowerVault NX3100 A capacity-dense, dedicated network attached storage (NAS) solution that s integrated with enhanced file-sharing software PowerVault MD3200/MD3220 A dedicated, high-availability, nextgeneration shared-storage array for storage consolidation and server virtualization. (SAS) PowerVault NX200 An entry level, tower form factor NAS PowerVault MD3200i/MD3220i Next-generation Ethernet-based array designed for exceptional performance and flexibility (iscsi SAN) 37

38 MD SAN Generational Differences Feature MD3000i MD32x0i MD36x0i MD36x0f Number of controllers Single or Dual Single or Dual Single or Dual Single or Dual Host ports/controller 2 RJ45 4 RJ45 2 RJ45 4 SFP Maximum hosts support Cache/controller 512MB 2GB 2GB 2GB Drives/enclosure 15, 3.5 in 3U 12, 3.5 in 2U 24, 2.5 in 2U 12, 3.5 in 2U 24, 2.5 in 2U 12, 3.5 in 2U 24, 2.5 in 2U Maximum HDD count Expansion enclosures MD1000 MD1200 and MD1220 MD1200 and MD1220 MD1200 and MD1220 Enclosure mixing N/A Yes Yes Yes HDD supported SAS & SATA SSD, SAS, NL-SAS SSD, SAS, NL-SAS SSD, SAS, NL-SAS HDD mixing in enclosures Yes Yes Yes Yes HDD carriers 9G/10G server design 11G server design 11G server design 11G server design SAS cables 8047 SAS 8088 mini SAS 8088 mini SAS 8088 mini SAS High Performance Tier N/A Premium Feature Premium Feature Premium Feature 38