jason jackson director of channels ~ emea. platespin confidential about platespin headquartered in...

Jason Jackson

Director of Channels ~ EMEA

PlateSpin Confidential

About PlateSpin

2nd


Enterprise Customers

Case Studies


Case Study

• Global F500 Financial Services Company

– Complex mix of servers distributed across many different regions

• Hundreds servers including Dell, HP, IBM, and VMware ESX Servers

• Objective

– Move the entire data center from Japan to Australia

• Business Pain

– Management challenge across wide geographic area

– Poor visibility into server utilization

• Approach

– Inventory, measure, and analyze usage trends with PowerRecon

– Consolidate servers to a VMware ESX virtual environment

– Automate the server migrations with PlateSpin PowerConvert


Case Study

• PowerRecon for visibility into their server landscape– Complete picture of the data center – Discovered servers that they previously didn't know existed– Gathered detailed usage trends that showed exactly which servers were underutilized

and ripe for consolidation.

• PowerConvert automated the consolidation– Remotely controlled the migrations, no physical contact with the source or target servers

was required– Adjusted and right-sized configurations on-the-fly

• Results– Multiple concurrent conversions saved weeks if not months of labor– Remote control saved tens of thousands of dollars compared to any other available

mechanism for migrating the servers – Total servers migrated = 1000+


Case StudyESSENT - Netherlands

Market on ramps• Mandate to shrink 3 datacenters into one• Wanted to standardize IT infrastructure• Focus on minimizing risk

Profile customer• 700 servers and growing 100 per year• A mix of virtual and physical moves• Moving from HP to IBM hardware

Solution• Looked at VMware Converter initially – no P2P,

V2P• PowerRecon to monitor the existing estate for new

hardware planning and consolidation• Used PowerConvert for 260 migrations (P2P and

P2V) across sites

Benefits• Integrated planning and execution• P2P, P2V and V2V in one solution• Long distance migration made easy• Saved 2 million Euros for one project

WAN

Existing SiteNew Site

Workload Relocation Workload Protection Workload Provisioning Workload Optimization

WAN

The Datacentre


• Workloads cannot be easily re-hosted across platform boundaries

Datacenter is full of inflexible platforms


Workloads and Resources operate unbalanced

• Servers with many resources are handling small workloads(under-utilization/wastage)

• Servers with small resources are handling large workloads(over-utilization/risk)


If you could …

• Measure workloads and resources effectively

• Move workloads easily in your datacenter, then

• You could optimize resource supply and workload demand saving money and reducing risk

Large Resource Supply

Small Resource Supply

Small Workload Demand

Large Workload Demand

BALANCE BETWEEN WORKLOAD DEMAND AND RESOURCE SUPPLY


The WORKLOAD is the UNIT OF VALUE

• The data, apps and OS that reside on a physical or virtual host

• The workload profile workload profile captures information about the encapsulated data, applications and operating systems residing on a physical or virtual host.


Profiling the Workload Lifecycle


PlateSpin Workload Portability™(patent pending)

• Workload Portability™ enables server workloads to be migrated within and across different data centre infrastructures


PlateSpin Solution VisionA Three Pronged Approach

A closed loop approach to multi-platform dynamic workload optimization

Migration

Awareness

Optimization

Awareness

OptimizationMigration

Awareness of resources and

workloads

Optimization of workloads and resources

to ensure best fit regardless of infrastructure

Migration of workloads to the most appropriate resources


PLATESPIN POWERRECON - PROFILING

Minimize the Risk by understanding what is happening and creating a planWhat resources are

in the datacenter

What workloads are running on those resources

How effectively are workloads assigned

to resources

Create plans to optimize workload

and resources Workloads Resources


Workload Profiling

Name

Resource Profile

Application Profile

Inventory

Owner

Cost

SLA

..

Workload Profile

Every workload has a profile attached to it throughout its lifecycle


Finding Virtualization Candidates


Building Consolidation Plans – Energy and Space

Scenario 2

Scenario 1


PLATESPIN POWERCONVERT - PORTABILITY

Technology that automates the streaming and replication of workloads between infrastructures

Decouple workloadfrom host

Infrastructure

Live Peer-to-Peer Workload Movement

Deploy or RecoverWorkload from

Archives and Backups

ReconfigureWorkloads Dynamically

Image

Virtual

Blade

Physical

OS + applications are decoupled from Hardware

Synchronize and replicate into

virtual machines


Features and Benefits

• Key Features– Stream workloads between physical,

virtual and image– No physical contact with servers– Discover, drag-and-drop, walk away– Configure target resources on-the-fly– Concurrent and Live conversions– Windows and Linux– .NET API

• Benefits– Huge time savings– Single point of control– Use for multiple data center projects

Partner Program


Channel Strategy

Platinum Partners

Gold Partners

Preferred Resellers


Program Benefits Highlights

– Software Discounts, Preferred Reseller & Gold 15%, Platinum 20%

– Maint Discounts, Preferred & Gold & Platinum 10%

– Marketing activity support

– NFR and eval licenses

– Published on web (after 2 sales)

– Leads!!! For Gold & Platinum

– Deal Registration

– Named Account Managers for Gold & Platinum


4 Step Process to Becoming a Partner

• Go to www.platespin.com complete partner application form

• Agree marketing/sales plan with Platespin focusing on rolling 6 months (Gold & Platinum)

• Technical Training

• Sales Training delivered

• Congratulations!!!!

http://www.platespin.com/


Deal Registration Program

Accepted Deals / Won Business• Deal closes 30 – 120 days from registration• Deal size > $10,000• Good financial standing• Automatically qualify for 8% rebate

Accepted Deals / Fulfilled by other partner• Deal closes 30 – 120 days from registration• Existing documented deal activity• Proof of product presentation and proposal• Submission of claim form within 15 days of PO • Good Financial Standing• Qualify for 8% of deal value


Marketing

• Campaign in a box

– Seminar

– Webinar

– Email

– Direct Mail

• Funding for events

• Account Mapping & Planning

• Qualified Leads

jason jackson director of channels ~ emea. platespin confidential about platespin headquartered in...

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