REDEFINING
ENTRY-LEVEL
STORAGE and
DATA PROTECTION
Sales Enablement
EMC CONFIDENTIAL—INTERNAL USE ONLY
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Objective
• Redefine: Enterprise Functionality At Entry-Level Prices
• Take Share in Growing Markets
– Entry Level Storage Market
– Data Protection Market
• Focus on High Growth Sales Plays
– Private Cloud & Virtualization
– Applications & Databases
– Transactional and Shared Files
• Redefine the EMC Partner Experience
EMC CONFIDENTIAL—INTERNAL USE ONLY
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Meet EMC’s Newest Products
Redefining Entry-Level Storage and Data Protection
SIMPLE
PRIVATE CLOUDS
APPLICATIONS
FILES
Integrates directly into your customers’
application and virtualization environments
EFFICIENT
VNXe3200 UNIFIED HYBRID STORAGE
Stores and protects customer data while
lowering costs in terms of $/IOPS and $/GB
PROTECTED
Delivers industry-leading application
protection and data integrity
DATA DOMAIN DD2200, PROTECTION STORAGE
EMC CONFIDENTIAL—INTERNAL USE ONLY
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VNXe3200 Unified Hybrid Array
Setup NAS or SAN
in under 15 minutes
ENTERPRISE FEATURES
ENTRY-LEVEL PACKAGE
Unified
Fibre Channel (new) iSCSI,
NFS, CIFS, SMB3
FAST
VMware Ready:
VAAI, VASA
vCenter Plug-in
FAST-VP SSD autotiering
and FAST Cache
Unified
Windows Ready:
Unified Snapshots
SMB3, ODX, SMI-S
NPIV, MMC, PowerShell
Built-in: for file/block
SIMPLE. EFFICIENT. PROTECTED.
EMC CONFIDENTIAL—INTERNAL USE ONLY
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Base
Storage Analytics*
Options
VNXe Base Software
Bundles
VNXe Software Choices
OE, Protocols, Unisphere, Unisphere Central, M&R, Unified Snapshots, Integrated Support/Dial-Home Services
File Deduplication & Compression, Thin Provisioning, Event Enabler (common Anti-Virus), File Level Retention
vCenter Operations Manager, EMC Adapter for VNXe
FAST Suite*
FAST VP, FAST Cache
PowerPath*
Data Protection Suite*
VPLEX/VE Standard Edition*
Syncplicity*
Free EMC Storage Integrator for Windows
Free Virtual Storage Integrator (VSI)
Intelligent load balancing and multi-pathing
Create stretched clusters and multi-site VMotion
Provision Microsoft storage 3 times faster.
Powerful EMC Backup and Archive software
Create your own private dropbox
Manage VNXe from vCenter
* Requires separate license
EMC CONFIDENTIAL—INTERNAL USE ONLY
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EMC VNXe3200 Battle Card
Sales and Lead Generation
Objective
• Change Customer
Behavior: Currently, many
customers buy storage on
back end of a server
purchase from competitors.
• Increase Awareness:
Gain greater consideration
in the SMB and Midmarkets.
Ask Qualifying Questions
1. How are you managing growth and
application complexity?
2. Are you planning to deploy server,
storage and/or application virtualization?
3. Do you have budget constraints?
4. What IT skill sets do you have in-house?
Identify Challenges
• Efficiency: Challenged by shrinking budgets,
overextended staff, and the need to do more
with less.
• Complexity: Silos of storage spread across
multiple physical and virtual servers which
demand time and attention for each island of
storage. Also facing increasing complexity in their
Windows, VMware, or server virtualization
environments.
• Cost: Budget constraints require affordable
enterprise class core capabilities at entry level
prices
• Technology Growth: SMBs are not exempt from
continuing rapid data growth nor the efforts of
ever deeper adoption of server virtualization.
EMC CONFIDENTIAL—INTERNAL USE ONLY
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EMC VNXe3200 Battle Card
Key Selling Points
Deliver Pitch
Competitive Positioning
1. Simple
• Integrates directly into application and
virtualization environments
• Set up NAS or SAN in 15 minutes
• Deploy applications faster and manage
them easier than ever with great
VMware and Microsoft integration
2. Efficient
• FAST Suite lowers $/IOPS & $/GB
automatically with minimal SSDs
• Advanced features reduce capacity
requirements by up to 50%
• MCx multicore optimized 2.2 Ghz
processors deliver 3X the performance
and a price/perf ratio with up to 125
VMs and 500 desktops in a 4U footprint
3. Protected
• Industry-leading application protection
& data integrity
• Expanded RAID options, dynamic hot
sparing, drive mobility & Unified
Snapshots
• First array to support VPLEX Virtual
Edition
VNXe3200:
Low End Block:
HP MSA, DELL MD, and IBM V3700
EMC CONFIDENTIAL—INTERNAL USE ONLY
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Easy unified storage
deployment
•
Expanded
Connectivity: iSCSI
and Fibre Channel SAN
at the low end
•
Optimized for
performance and
capacity with FAST VP
and FAST Cache
•
Snapshots for block
and file
•
Compact 2U form
factor enables you to
store more in less
space
• Position Low-End “Price Fighters”
 VNX5100 (Block FC)
 VNXe3150 (iSCSI)
Unified: NetApp FAS2240 and FAS2220
• Primary Position: VNXe3200
 Performs like FAS2240
 Priced under NetApp FAS2220
• Secondary Position: VNX5200
 VNX Family
 Remote replication
Hybrid Block:
DELL EqualLogic and Nimble CS Series
• Primary Position: VNX5200
 Nimble Express Configurations
 Block/File Dedupe
 Remote replication
• Secondary Position: VNXe3200
 Priced 20-30% below Dell, Nimble
 VNXe3200 adds Unified
 Application/Hypervisor Replication
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EMC Data Domain Systems Battle Card
Sales and Lead Generation
Objective
•
Change Customer
Behavior: Currently,
many customers use
traditional backup and
archive methods such as
tape or primary disk,
which results in higher
costs and complexity and
does not ensure reliable
recovery.
Ask Qualifying Questions
1.How much data do you need to protect?
•
Complexity: Traditional backup with tape
requires management overhead. Larger
environments with multiple vendors become
difficult to optimize.
•
Cost: Tape management makes tape expensive
for backup and DR. Disk without deduplication
requires 10 to 30x more storage.
•
Reliability: Traditional tape or disk solutions
are not built as a storage of last resort and can
be unreliable for backup and DR.
•
Scalability: Data growth is driving an increase
in backup and archive storage requirements.
2.Do you use tape or disk to backup and/or
archive your data?
3.How much disk and tape is required to
protect your environment today?
4.What backup and/or archiving software
do you currently use?
5.Are you meeting your backup and
recovery objectives/service level
agreements?
6.Are you satisfied with the cost and
reliability or your current disaster
recovery solution?
EMC CONFIDENTIAL—INTERNAL USE ONLY
Identify Challenges
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EMC Data Domain Systems Battle Card
Key Selling Points
EMC Data Domain systems
1.Reliability – The Data Domain Data
Invulnerability Architecture ensures
recovery and access to data through inline
write and read verification, continuous fault
detection, and self-healing, providing the
industry’s best defense against data
integrity issues.
2.High-Speed Deduplication – Complete
more backups sooner and dramatically
reduce storage requirements through
variable-length deduplication.
3.Seamless Integration – Integrate easily
into existing infrastructures with leading
backup, archiving, and enterprise
applications.
4.Network-Efficient Replication – Replicate
only deduplicated and compressed data
across the network, reducing bandwidth
requirements.
5.Cloud Readiness - Gain data isolation for
private or public cloud deployment with
secure multi-tenancy.
EMC CONFIDENTIAL—INTERNAL USE ONLY
Deliver Pitch
Competitive Positioning
Data Domain:
Symantec, CommVault Backup Software
• Must pay large licensing fees per client on per up
front TB
• Software only solution
• High-speed, scalable and costeffective protection storage for
backup, archive and disaster
recovery. Industry-leading speed
and efficiency through variablelength deduplication enables data to
be stored onsite for immediate
restores and longer-term retention
on disk. The deduplicated data can
also be replicated over the WAN to a
remote site for disaster recovery
operations, eliminating the need for
tape-based backups.
IBM, HP, Symantec Backup Appliances
• No advanced application integration (slower, less
efficient backup)
• Minimal data integrity protection built-in to
ensure reliable recovery
• Complex (IBM) or limited (Symantec) scalability
reduces deduplication benefit
• Maximum marketed performance requires
multiple systems (HP)
Standard Disk/Tape
• Does not deliver storage reduction benefits of
deduplication (reduce data protection storage
required by 10 to 30x)
• No built-in data integrity to ensure that data can
be recovered reliably
• Slow, expensive and unreliable disaster recovery
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Sales Opportunities
1. STORAGE/PROTECTION
WITHOUT SERVERS/NETWORKING
2. CONVERGED ARCHITECTURE
INCLUDING STORAGE, SERVERS, NETWORK
Applications | Virtualization
Express
Solutions
Express Solutions
VSPEX Proven Infrastructures
3. STORAGE/PROTECTION SERVICES
DELIVER ADDITIONAL CUSTOMER VALUE, MAKE MORE $
GURU Live
EMC CONFIDENTIAL—INTERNAL USE ONLY
Deployment
Migration
Cross Product
Solutions
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7 VNXe3200 Express Solution Bundles
Meet Your Needs: Capacity, Consolidation, Performance
1
2
3
CONFIGURE AND QUOTE
IN CHANNEL EXPRESS
ENTRY LEVEL
$11,500 LIST
3.6 TB
10K SAS
BASE
CAPACITY
36 TB
NL-SAS
ENHANCED
CAPACITY
48 TB
NL-SAS
General Purpose Storage
All-purpose file/block consolidation
4
BASE
CONSOLIDATION
5
ENHANCED
CONSOLIDATION
28 TB
53 TB
SAS/NL-SAS
3 TIER FAST*
Mixed, Virtualized
VMware or Hyper-V environments
6
7
BASE
PERFORMANCE
11 TB
2 TIER FAST*
FLASH
CONFIGURATION
7 TB
SAS/SSD
Highest IOPS
VDI or demanding databases
* Includes FAST Suite
EMC CONFIDENTIAL—INTERNAL USE ONLY
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5 Data Domain Express Solution Bundles
Meet Your Data Protection Needs
PICK YOUR
CAPACITY
1
2
DATA PROTECTION
FOR 500 GB
1.6 TB
DD REPL.
DATA PROTECTION
FOR 1 – 2 TB
3.98 TB
DD REPL.
DD160
Starting Price: $10K
EMC CONFIDENTIAL—INTERNAL USE ONLY
CONFIGURE AND QUOTE
IN CHANNEL EXPRESS
3
4
DATA PROTECTION
FOR 3 – 4 TB
7.5 TB
SW OPT.
DATA PROTECTION
FOR 5 – 10 TB
17.2 TB
SW OPT.
DD2200
Increased Performance and Scale
5
DATA PROTECTION
FOR 11 – 12 TB
25.8 TB
SW OPT.
DD2500
Scalability for High Growth
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VSPEX Proven Infrastructures
THE
SIZER
See VSPEX sizer for
detailed configuration
guidance
Private Cloud
Applications
Databases
125 VMs
Virtual
Desktops
500 Desktops
PRIMARY STORAGE
PROTECTION STORAGE AND SOFTWARE
EMC CONFIDENTIAL—INTERNAL USE ONLY
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Redefining Services For The Entry-Level
EMC GURU LIVE
Expert Deployment
Assistance
DEPLOYMENT
SERVICES
Fixed Price, Fixed
Scope Simplicity
MIGRATION
SERVICES
Joint Delivery of File
& Block Migrations
CROSS PRODUCT
INTEGRATION
Proven Scalable
Offerings
EMC Data Protection
Family
EMC CONFIDENTIAL—INTERNAL USE ONLY
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