revolutionizing the midrange with next generation vnx · vnx storage for the midrange and the...

1 EMC CONFIDENTIAL—INTERNAL AND PARTNER USE ONLY © Copyright 2013 EMC Corporation. All rights reserved.

Revolutionizing the Midrange with Next

Generation VNX Racing to Profitability

Jens Brauer Director Mid-Tier Business

Germany

September 2, 2013

2 © Copyright 2013 EMC Corporation. All rights reserved.

Racing to Profitability EMC delivers The Speed to Lead - helping IT lead the way in accelerating business transformation with industry-leading VNX storage for the midrange and the Fastest Growing Reference Architecture – VSPEX

Best Performance Best Price/Performance Best Efficiency Best Availability

Drives Opportunity.

Drives Profitability.

Drives Customer Value.

Drives Competitiveness.


High Growth Market

Huge Market Opportunity with VNX

39% CAGR for Unified 42% CAGR for File

9% CAGR in $5-$100K Mkt HIGH GROWTH in Apps and Virtualization

Strong Unified/File Growth

Focused Application Plays on Growth MKTS

ORACLE $7.6B 2013 TAM

4.6% 2013-16 CAGR

VMware/ Cloud

$8.3B 2013 TAM

3.9% 2013-16 CAGR

Microsoft $3.9B 2013 TAM

7.6% 2013-16 CAGR

FILE $6.6B 2013 TAM

7.4% 2013-16 CAGR

Source: EMC Mkt research - IDC SUDS /workloads ‘12

Source: IDC, WW Enterprise Storage Systems Forecast (06/13)

5% CAGR IDC Price Bands 2-10

($5k->$500k) 2013-2017

9% CAGR IDC Bands 2-6 ($5K-$100K) 2013-2017

Source: IDC, WW Enterprise Storage Systems Forecast (06/13)


VNX: Best-in-Class ROI and TCO FLASH Optimized at Scale • More FIREPOWER

– Faster cores - Intel Sandy Bridge

– Faster file response/latency times

– Multi-core Optimization with MCx

• Greater EFFICIENCY – Reduce Capex with Block Deduplication

– Lower $/GB with MLC Flash / 256MB Granularity for FAST VP

• Better PROTECTION – Increased application availability with Active / Active

– VDM for online file migrations

• All with EASE – Lower TCO with virtualization deployments over NAS

– Increased productivity with new Unisphere Management Suite

UP TO 4x MORE VMs

MORE TRANSACTIONS

FASTER FILES


Next Generation VNX Drives Opportunity

All About the Application • Align with the midrange unified application performance leader • Engage in multiple application opportunities in File, MS Apps,

Oracle, SAP, and more

Sell the Portfolio • Sell & implement best of breed solutions to expand share of wallet • Deliver the performance of Flash with the cost advantage of tiering

Deliver Virtualization Optimization Position VSPEX and new VNX to: • Fortify & execute your customers’ private cloud & EUC projects • Deliver industry-leading integrations for Microsoft, VMware, Citrix

More FIREPOWER. Greater EFFICIENCY. Better PROTECTION. – All with EASE!

http://www.google.com/url?sa=i&rct=j&q=Formula+One+cars+passing&source=images&cd=&cad=rja&docid=54maAKcDXZSGHM&tbnid=kN89RxG9E5SusM:&ved=0CAUQjRw&url=http://www.formula1.com/inside_f1/understanding_the_sport/5293.html&ei=m5jJUdPLCcPf0gHyqYHYDQ&bvm=bv.48293060,d.dmg&psig=AFQjCNEf83R9qJlzYb83QM_MDt12iw08Tw&ust=1372252684502402


VNX Application Market Opportunity in 2013

Deliver flexible file/block deployment options - VSPEX/Vblock Reduce risk, increase revenue, lower operational costs

Generate high-value services opportunities

Sources: IDC SUDS, December 2012, IDC Storage Workloads 2012 Model, September 2012, MI Extrapolations

• Deliver optimized performance & capacity

• Implement FLASH for performance & best price/performance

• Leverage’ virtualization & Windows admin skills

Virtualization/Cloud

• Simplification through orchestration

• Deliver integrations removing vendor lock-in

• Provide growth with scalable solutions for traditional & transactional file

FILE

• Deliver a more scalable Oracle architecture

• Increase business performance (transactions & bandwidth)

• Lower Capex/Opex costs

ORACLE

• Deliver best performance for MSFT Private Cloud

• Provide highest performing & efficient SQL platform

• Consolidate MSFT Productivity Suite on VNX powered Private Cloud

Microsoft Applications OLTP/DW/Apps Traditional/Transactional

Increasing value with customers


Confidently Position Award-Winning VNX for NAS

Virtual Servers

Transactional Applications

Home Directories

Collaboration

• Sell file in virtualized environments, databases and other use cases that require high small block random IOPS at the lowest response time

• Provide expert migration services from EMC or jointly deliver to drive customer loyalty

VMware on NFS Hyper-V on CIFS

Oracle on dNFS/NFS Custom Apps

Windows AD Unix/Linux

File Consolidation

SharePoint VMware Horizon View

Citrix XenDesktop

Virtual Desktops

Ample opportunities to sell flexible, cost-effective VNX file-based solutions

TRADITIONAL TRANSACTIONAL

Software, EDA/Eng MS Office

File-Based Apps


Next Generation VNX Drives Profitability

Speed Your Mid-Tier Growth • Accelerate your sales performance and growth with private cloud, EUC,

application, and continuous availability solutions • Reach new customers with flexible, use case-driven VSPEX and vBlock

infrastructure & traditional deployment solutions

Drive Revenue Faster • Deliver higher-value with a comprehensive midrange unified solutions

portfolio • Increase your revenue/margins and improve account loyalty

Sell Your Expertise • Provide migration services and develop new application opportunities • Establish yourself as a trusted advisor and expand your bottom line • Apply the comprehensive VSPEX Proven Infrastructure model to enhance

credibility


http://www.google.com/url?sa=i&rct=j&q=Formula+One+profitability&source=images&cd=&cad=rja&docid=xDqB9-UYa0jKnM&tbnid=5V89IC3cdHqA2M:&ved=0CAUQjRw&url=http://formula1forbusiness.eventbrite.com/&ei=upHIUZeCLumm4gSlzYGIAw&bvm=bv.48293060,d.bGE&psig=AFQjCNE-mGhEMsUG6iHqyfrvdX0eiJ-DUg&ust=1372185242749976

http://www.google.com/url?sa=i&rct=j&q=&source=images&cd=&cad=rja&docid=gAfGNVWrXIdOHM&tbnid=TaQbpkDw7sX5NM:&ved=0CAUQjRw&url=http://www.cascadeall.com/?page_id=673&ei=K2_IUarjOMaz4ASI-oCADg&bvm=bv.48293060,d.bGE&psig=AFQjCNFIrZEVcmVn15VwL9GyJxoaT3WEAA&ust=1372176404680145


Technology Focus

VMWARE/ Cloud

Infrastructure -VNX-

Protection –Avamar-

Technology Focus

File Server Backup -Avamar & Networker-

Archiving -Isilon/Data Domain-

FILE ORACLE

Technology Focus

Mid-tier OLTP -VNX-

Oracle Backup –Data Domain–

Complete Protection –RecoverPoint-

Oracle HA –VPLEX-

Continuous Operations –VPLEX-

Converged –Vblock-

Home Directory -VNX-

Scale Out File -Isilon-

Cross Business Unit Sales Plays

Technology Focus

Infrastructure -VNX-

Protection & Archiving -Avamar, NetWorker

& SourceOne-

HyperV SQL

Exchange SharePoint

MSFT

VNX

Converged –Vblock & VSPEX-

Converged Infrastructure –Vblock–

Private Cloud –VSPEX-

Transactional NAS -VNX-

WIP

WIP

Leverage Application Play Books to Drive Sales/Profitability

Value of Sales Plays for Channel Partners: 1. Established content targeted at your customers’ most common business challenges 2. Play resources help identify, qualify, and execute your sales campaign 3. Highlight your capabilities to directly deliver specific customer applications

Identify the Opportunity Message & Position

Position Why You and EMC Capability Discussion

Choose the Sales Play Play entry-points

Access Cross Business Unit Sales Plays

https://education.emc.com/sem/playbook/default.aspx



Next Generation VNX Drives Competitiveness

Meet Immediate Business Needs Translate technology into solutions with VSPEX to: • Strengthen your business partnership with end users • Deliver better business and economic value • Simplify private cloud, EUC, application, and continuous

availability deployments

Comprehensive Application Selling • Align application-focused selling with services capabilities • Easily deploy applications on VSPEX Reference Architectures & VCE

Converged Infrastructures

Industry-Leading Proven Infrastructures • Deliver same performance at 1/3 price of competitive systems • Use VSPEX solutions to drive high customer satisfaction with

straightforward deployments • Ensure repeatable business & industry leadership

V S P E X FASTEST GROWING REFERENCE ARCHITECTURE


http://www.google.com/url?sa=i&rct=j&q=formula+racing&source=images&cd=&cad=rja&docid=1uoAP_bZGXw4cM&tbnid=sZ7qFgeRBAVZHM:&ved=0CAUQjRw&url=http://coalitionofclubs.com/formula-1-racing/&ei=JovIUZOuH-fk4QTP2YGQCQ&bvm=bv.48293060,d.bGE&psig=AFQjCNEy3aO81SYtekhVxQDmrU0-wi-QwA&ust=1372183677500440


4X MORE TRANSACTIONS

Industry-Leading OLTP Price/Performance

Single Array

VNX8000 735K IOPS*

VNX7500 185K IOPS


VNX 7500

124,500 NFS OPS

Single Array

4X FASTER FILES

Industry-Leading File Price/Performance

580,000 NFS OPS


MORE VMs 4X

Industry-Leading VM Price/Performance

VNX7500 1,100 VMs

VNX8000 6,600 VMs


3,600+ Solutions in 40+ Countries

Gartner & IDC name EMC #1 in market share

Gartner names VCE the #1 provider of converged infrastructure

S Y S T E M 300

Three Paths to Cloud Infrastructure

Component-based

Best Of Breed Infrastructure

VSPEX

Proven Infrastructure

Vblock

Gain competitive advantages with EMC deployment options

S Y S T E M 200

S Y S T E M 100

Converged Infrastructure


Next-Generation VNX Drives Customer Value

Deliver More For Less • Transform your customers’ ROI with the clear price/performance leader • Deliver up to 4x more VMs, more transactions, and faster files for

virtualized applications

Technology & Efficiency Leadership • Differentiate with Flash 1st (FAST Suite) for file and block, de-dupe • Introduce the power of MCx (multi-core optimization) to lower customer

TCO ($/IOP and $/GB)

Accelerate Transformation to Cloud Use VSPEX & new VNX to speed your customers “time to business” with up to: • 4x the performance and 3x faster transactional NAS • 3x bandwidth and Lower latency • Complete portfolio of protection for VNX

NEW VSPEX SOLUTIONS



Deliver cost optimizing performance and capacity

Accelerate Value With The FLASH 1st Strategy

PERFORMANCE CAPACITY

INACTIVE DATA

ACTIVE DATA

FAST Dynamically And Automatically

Optimizes Storage Pools Based On Actual Data Activity

~5% FLASH ~95% DISK


CONTINUOUS OPERATIONS

VNX with VPLEX

EMC DATA PROTECTION SOFTWARE

RecoverPoint 4.0 AppSync 1.5

EMC BACKUP AND RECOVERY SOLUTIONS

Complete Portfolio of Protection for VNX

4 New Data Domain Avamar 7

Networker 8.1

EMC AppSync

~50% VNX


Uncover More Opportunities in Your Accounts

Line of Business Owners

– Lower TCO (CapEx/OpEx)

– Lower risk with continuous availability

– Drive business agility

Application Owners

– Improve application performance at scale

– Eliminate application downtime

– Self-service IT for virtualized applications

Infrastructure Owners

– Reducing costs ($/GB and $/IOPS)

– Improve management productivity

– Increase utilization, performance, and protection (SLA)

VNX delivers value to multiple audiences - not just the storage admin

http://www.google.com/url?sa=i&rct=j&q=business+owner+icon&source=images&cd=&cad=rja&docid=KaNJ5-djgxYFMM&tbnid=0RoL_ncE_W1RjM:&ved=0CAUQjRw&url=http://dracosolutionsinc.com/&ei=IH_IUen5GNDn4QSZiIHQAQ&bvm=bv.48293060,d.bGE&psig=AFQjCNEiS--iDjvhz27euvJM_QT3Uc8ZoA&ust=1372179949724604


And Wait, There’s More…

Flash-only Configuration

Continuous Operations

VNX5400 Promotion


VNX7600-F FLASH-ONLY CONFIGURATION

UP TO 500,000 8K IOPS

SCALES TO 400TBs


Powerful Combination: VNX + VPLEX

Flexible business operations Modular scalable deployment options

Improved availability Zero downtime for planned and unplanned outages

and non-disruptive migrations forever

Increased asset utilization Active-active data access, load balance and extend local

functionality (VMware, Oracle RAC) over distance

+


Customers seeking a VNX5200 system now will receive a special limited-time offer to purchase a VNX5400 system!

– Q3 2013 only

▪ August 12, 2013 until midnight on September 26, 2013

– Receive an automatic 19% additional discount**

▪ On any valid VNX5400 configurations

▪ Up to and including 65 drives

▪ All usual opportunity registration discounts apply

– New VNX Systems are orderable NOW

* May not be available in all countries. Excluded in China. ** All promotions based on additional discount points (calculated from list price) applied to your standard transfer price from EMC.

Q3 2013 VNX5400 Global Channel Promotion*

VNX5200

VNX5400

Get a Head Start on New VNX Business: Special Offer for VNX5200 Customers

You’ll find complete details in the frequently asked questions document on PowerLink (Home > Tools/Resources > EMC Partner Programs > Promotions > Channel Promotions).

Q3 Special Offer

http://powerlink.emc.com/km/appmanager/km/secureDesktop?_nfpb=true&_pageLabel=homePgSecureContentBk

http://powerlink.emc.com/km/appmanager/km/secureDesktop?_nfpb=true&_pageLabel=--NULL--&internalId=0b014066800224b1



http://powerlink.emc.com/km/appmanager/km/secureDesktop?_nfpb=true&_pageLabel=--NULL--&internalId=0b01406680677fb5


Course of Action

1.Get Educated & Understand Your Opportunity Focus on Application-specific Sales Plays/Use Cases Understand how the EMC portfolio supports those Sales Plays/Use Cases

2.Identify Near-Term Opportunities Focus on upgrading customers to new VNX platforms

– CLARiiON, Celerra, 3rd Party, VNX (with migration services)

Target incremental NAS opportunities Leverage selling tools to close business

– vLab customer demos, new customer-facing content, workload profile assessment tool, more…

3. Build-Out Your Pipeline Implement VSPEX Proven Infrastructure for virtualization and applications Extend selling campaigns to LOB and Application owners Leverage new marketing assets/tools to build demand generation

Sign Up for Taking It To The Streets II

EMC experts coming to a town near you!

Streets Registration Page

https://emcinformation.com/131604/MTP/.ashx?reg_src=ChannelNL

https://emcinformation.com/131604/MTP/.ashx?reg_src=ChannelNL


VNX Resources

Technical Sales Marketing

Workload Assessments [ link ]

Power Calculator [ link ]

VNX Sizer [ link ]

vLab Demos [ link ]

Application Solutions[ link ]

VNX Support [ link ]

VNX: My Documents [ link ]

Flash 1st Lead Gen Calculator[ link ]

TCO Tools [ link ]

VNX Sales Tools [ link ]

Customer Collateral [ link ]

EMC.com/EasyStreet [ link ]

VNX Customer Reference [ link ]

VNX Awards Deck [ link ]

VNX on Powerlink [ link ]

VNX on EMC.com [ link ]

Customer Presentations [ link ]

Cross BU Sales Plays [ link ]

Mid-tier Sales Plays [ link ]

VNX on Facebook [ link ]

VNX on EMC Community [ link ]

Services VNX Partner Services Overview / VNX Partner Services Portfolio / EMC Cooperative Services /

VNX Knowledge Maintenance / EMC Services Catalog

https://emc.mitrend.com/portal/displayLoginPage.do

http://powercalculator.emc.com/Main.aspx

http://powerlink.emc.com/km/live1/en_US/Sales_Support/Tool/VNXSizer.zip

https://portal.demoemc.com/reg-login/login.html

http://powerlink.emc.com/km/appmanager/km/secureDesktop?_nfpb=true&_pageLabel=freeform&internalId=0b014066806cd4bc&_irrt=true

https://support.emc.com/products/12781_VNX-Series

https://mydocs.emc.com/VNX/requestMyDoc.jsp

http://www.emc.com/microsites/flash-1st-calculator/index.htm

http://powerlink.emc.com/km/appmanager/km/secureDesktop?_nfpb=true&_pageLabel=freeform&internalId=0b01406680586fb9&_irrt=true

http://powerlink.emc.com/km/appmanager/km/secureDesktop?_nfpb=true&_pageLabel=default&internalId=0b0140668055e9af&_irrt=true&rnavid=search

http://powerlink.emc.com/km/appmanager/km/secureDesktop?_nfpb=true&_pageLabel=default&internalId=0b014066805cf328&_irrt=true

http://www.emc.com/campaign/easy-street/index.htm

http://one.emc.com/clearspace/docs/DOC-44444

http://one.emc.com/clearspace/docs/DOC-45744

http://powerlink.emc.com/km/appmanager/km/secureDesktop?_nfpb=true&_pageLabel=image7b&internalId=0b0140668055e27e&_irrt=true

http://www.emc.com/storage/vnx/vnx-series.htm

https://edutube.emc.com/


http://one.emc.com/clearspace/community/active/mid_tier_systems_and_solutions-_usd_and_isilon

https://www.facebook.com/VNXandVNXe

https://community.emc.com/community/connect/unified

http://powerlink.emc.com/km/live1/en_US/Offering_Basics/Presentation/VNX2_Services_Slides.pptx

http://powerlink.emc.com/km/live1/en_US/Sales_Support/Presentation/Velocity_Services_Partner_Portfolio.pptx?mtcs=ZXZlbnRUeXBlPUttQ2xpY2tDb250ZW50RXZlbnQsZG9jdW1lbnRJZD0wOTAxNDA2NjgwNzRjZmI5LGRvY3VtZW50VHlwZT1wcHR4LG5hdmVOb2RlPTBiMDE0MDY2ODA2ZDkyODhfR3JpZA_

http://powerlink.emc.com/km/live1/en_US/Sales_Support/Presentation/EMC_Cooperative_Services.pptx?mtcs=ZXZlbnRUeXBlPUttQ2xpY2tDb250ZW50RXZlbnQsZG9jdW1lbnRJZD0wOTAxNDA2NjgwNzE4Njk1LGRvY3VtZW50VHlwZT1wcHR4LG5hdmVOb2RlPTBiMDE0MDY2ODA2NmY4NWVfR3JpZA__

https://education.emc.com/default_part.aspx

http://powerlink.emc.com/km/live1/en_US/Communications/Corporate_Marketing/H7400-global-partner-cat.pdf?mtcs=ZXZlbnRUeXBlPUttQ2xpY2tDb250ZW50RXZlbnQsZG9jdW1lbnRJZD0wOTAxNDA2NjgwNmNjMjFmLGRvY3VtZW50VHlwZT1wZGYsbmF2ZU5vZGU9MGIwMTQwNjY4MDU1MDAyOF9Hcmlk


VSPEX Resources

Technical Sales Marketing VSPEX Sizing Tool [ link ]

Application Solutions [ link ]

VSPEX on Powerlink [ link ]

VSPEX on EMC.com [ link ]

Collaborate on EMC ECN [ link ]


VSPEX Sales Proposals [ link ]

VSPEX Enablement Center [ link ]

Company Store [ link ]

VSPEX Solution Finder [ link ]

Lead with VSPEX Video [ link ]


VPMG [ link ]

VCC [ link ]

VSPEX on EMC.com [ link ]

VSPEX calculator [ link ]

Services VSPEX Partner Services Portfolio / EMC Cooperative Services / EMC Services Catalog

https://express.salire.com/signin.aspx?t=EMC

http://powerlink.emc.com/km/appmanager/km/secureDesktop?_nfpb=true&_pageLabel=freeform&internalId=0b014066806cd4bc&_irrt=true

http://powerlink.emc.com/km/appmanager/km/secureDesktop?_nfpb=true&_pageLabel=image4a&internalId=0b0140668064875d&_irrt=true

http://www.emc.com/platform/vspex-proven-infrastructure/index.htm

https://community.emc.com/community/partner/vspex


https://community.emc.com/docs/DOC-23493

https://education.emc.com/VSPEX_Enablement_Center/

http://www.supplyclosets.biz/emcstore/default.aspx?p=viewcat&showpage=11

http://www.emc.com/vspexsolutionfinder

http://bit.ly/XoMve7


http://www.emc.com/velocitymarketingguide

https://www.emc.com/velocitycampaigncenter

http://www.emc.com/platform/vspex-proven-infrastructure/index.htm

http://www.emc.com/campaign/vspex/index.htm

http://powerlink.emc.com/km/live1/en_US/Offering_Basics/Offering_Collateral/VSPEX_Services_Overview.pdf?mtcs=ZXZlbnRUeXBlPUttQ2xpY2tDb250ZW50RXZlbnQsZG9jdW1lbnRJZD0wOTAxNDA2NjgwNzI5NWJmLGRvY3VtZW50VHlwZT1wZGYsbmF2ZU5vZGU9MGIwMTQwNjY4MDZkOTI4YV9Hcmlk






Revolutionizing the Midrange with Next

Generation VNX Racing to Profitability