HP MSA Storage
Sales Training
June 2013
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
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Sales Training – Internal/Partner
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Where to target and why to sell MSA (1 of 3)
MSA Storage
SMB Companies
ROBO Business Models
The Target: MSA owns 30+% of
FC market for Entry SANs.
Consolidation and virtualization
are primary drivers for SAN
refresh. The market is booming.
Work from massive MSA installed
base to find new opportunities
The Target: Some companies
have no choice - ROBO is their
life. There are big
regional/global ROBOs and
small local ROBOs. They all
need rock solid shared storage
at a price they can multiply by
# stores/sites cost effectively
What it means to the customer:
It’s simple, it’s easy to deploy and
manage, it’s affordable…and it
comes from the leader in the
market!
What it means to the
customer: Lowest cost shared
storage without risk. Features
and tools to make it work
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Customers needing an
archive/backup repository
The Target: Many companies have a
need for affordable online shared
storage for D2D images, copies or
older datasets. Moving this data off
larger more expensive arrays makes
good sense
What it means to the customer:
Add inexpensive shared storage to
free up resources and capacity on
other arrays. Saves money
Not for customer viewing
Where to target and why to sell MSA (2 of 3)
Into Larger Companies with
Department Storage needs
Along with Storage Consolidation or
Refresh Opportunities
The Target: Often times larger
companies have an immediate need for
cost-effective shared storage for a
departmental requirement
The Target: Server refresh is typically
driven by consolidation and/or virtualization
initiatives. Smaller environments will often
be moving from DAS to an entry SAN. SAN
features are required for availability
What it means to the customer: MSA
provides a solid HP solution to meet
that immediate need. Departmental
solutions must fit into the rest of the
company’s IT
What it means to the customer: Lowest
cost shared storage with the SAN HA/DR
features to make it work. Scalable enough
to grow with you.
HP Gen8 servers and MSA – Better Together
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Not for customer viewing
MSA Storage
Where to target and why to sell MSA (3 of 3)
Hot New Market! Sell Once – Deliver Lots
MSA Storage
Sell MSA as a Building Block for Shared Storage Behind “Scale Out” Applications
The Target: Modern “Scale-Out” applications need building-block, modular storage with solid
predictable performance. These customers are building a “scale-out” application or possibly
leveraging on of the many scale-out content management or file systems – Hadoop, Luster,
GPFS, etc. Sometimes the underlying application or OS is not clear. These companies are often
in start-up phase but with the potential to need to grow at “the next YouTube company “speeds
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What it means to the customer:
Modern “Scale-Out” applications need building-block, modular storage with solid predictable
performance. Looking for Best Cost/Performance metrics - $/IOPS $/GBs $/TB
Application Architect thinks in: IOPS/user $/VM
They can’t buy all of their storage up front
They can’t risk delays when growth takes off
They need cost-effective, modular building blocks!
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Not for customer viewing
MSA 2000 Use Cases - Entry-Level Consolidation
Scenario/Customer Pain Points
Customers are typically looking to make the transition from a number of
point storage pools to a shared, centralized storage solution
Customers are not always storage experts –
often looking for guidance/education
Typical Solution Attributes:
Some will be leveraging virtualization technologies as a
part of the transition
Backup, Disaster Recovery and Business Continuance infrastructure is often evolving to take
advantage of D2D and/or Snapshot technologies
MSA 2000 and Entry-Level Consolidation Value Proposition
Excellent Price/Performance and Price/Capacity metrics
Consolidating and Virtualization is a natural refresh stage –
Get the best! HP Gen8 servers and MSA SAN
Often a SAN refresh is in order to take full advantage of full bandwidth
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
With MSA, Consolation has never been easier easy
MSA Product Features for Consolidation
MSA Storage
• High Availability and Disaster Recovery features are standard – 64 Snapshots, Local Copy
• Integration with SAN Starter Kits make the transition to modern SAN a breeze
− Simple graphical SAN setup with integrated tools for day-to-day array management
• MSA 2000 Family offers unmatched configuration flexibility and support for the latest technologies
− Your needs/preferences drive your configuration vs. being limited by your vendor offerings
• Mix Match SFF and/or LFF hard drives, choose from latest host interfaces, futureproof now
The Proof
• Do the math – Compare HP’s MSA 2000 initial purchase price – You will be surprised
− Get HP’s trusted brand with MSA. Upgradability and extended ROI are bonuses
• 4 Generations of MSA Upgradability – Unmatched in the Entry SAN industry
− No forklifts, No dead-end purchases, Extend your ROI
• IT admins report box to live SAN volumes in under 30 minutes utilizing SAN Starter Kits
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Entry Virtualization
Scenario/Customer Pain Points
Often coupled with Consolidation initiatives, customers are looking to
drive utilization of Servers and Storage to a new level.
IT Generalists often need help/guidance to take this step
Typical Solution Attributes:
Virtualization technologies need SAN storage to derive benefits
and insure availability
Tight Hypervisor integration is needed to unlock many virtualization features
Backup, DR and Business Continuance need to be addressed in new “VM” context
MSA 2000 and Entry-Level Virtualization Value Proposition
Excellent Price/Performance and Price/Capacity metrics – Customers optimize around their key driver
HP’s MSA family has been supporting advanced virtualization features for years
VAAI, VASA, SRM, Insight Control Storage Module for VMware, SMI-S 1.5 integration
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Virtualization is now affordable for SMB customers
MSA Product Features for Entry Virtualization
MSA Storage
• Core Hypervisor Integration is key
− VMware and Microsoft suites cover bulk of market
• Leverage more advanced hypervisor features – MSA’s integration investments are strong
− VMware Integration Points:
• Insight Control Storage Module for VMware, VAAI, VASA, SRM
− Microsoft suite:
• SMI-S v1.5 support enables: Windows Server 2012 manageability, Hyper-V, SCOM, SCVMM
• New MSA 2040 delivers a whole new level of IOPS to the hypervisor and VMs it is serving!
− 2x to 4x more performance than P2000 G3 and the competition
The Proof
• 70+% of MSA P2000 customers are using virtualization today
• SMB is the fastest growing segment in virtualization industry
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
MSA 2000 Use Cases – Remote Office/Branch Office
Scenario/Customer Pain Points
Remote/Branch solution is, by nature, duplicated X Branch Offices
• Storage solution must be cost effective – Savings here are multiplied by X sites
• ROBO Solutions encompass Compute, Network, Storage – Multiplied by X sites
Centralizing control, facilitating simple day-to-day remote office interactions
Repeatability is Critical at deployment stage and beyond
Typical Solution Attributes:
Most ROBOs leverage virtualization for management/configuration simplicity
Solution defined by HQ team, deployed, managed locally (w/oversight from HQ)
MSA and ROBO Deployment Value Proposition
Excellent Price/Performance and Price/Capacity metrics
Strong management toolset
Virtualization integration
Proven ROBO track record – HP has dominated on server and storage solutions for ROBO
HP solution purchasing and support infrastructure
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
MSA’s Proven Track Record in ROBO Deployments
Why MSA for Remote Office/Branch Office?
• Entry price points yet solid feature set and proven reliability
− Affordability is crucial in ROBO – Every $ is multiplied by # offices
− Flexibility and choice: host interfaces, HDD types
all allow choice and standardization – Your Way
− Standard features, like snapshots/local copy, don’t require addition cost/maintenance headaches
• HP’s ability to provide a complete solution end to end
− The power of HP’s Converged Infrastructure extends from the data-center to the remote office
• Full integration, common support infrastructure, testing, compatibility – One Brand – ONE HP
The Proof
• MSA has hundreds of ROBO success stories
− From world-wide retail organizations with >1000 sites to small local pizza shops operating across
a single city or state
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
MSA 2000 Use Cases – Building Block Storage for
Scale-out Applications
Scenario/Customer Pain Points
Modern “Scale-Out” applications must take into account financial dynamics driven by
hyper-growth seen in new connected environments
Can’t buy it all up front
Can’t risk delays when growth takes off
HW under these new Apps needs to be deployed using JIT (just in time) –
a modern manufacturing/supply chain trick applied to storage
Typical Solution Attributes:
Best Cost/Performance metrics - $/IOPS $/GBs $/TB
Users demand solid, predictable performance and quality at a cost which
can be scaled. App Architects think in: IOPS/user $/VM
MSA and Scale-Out Building Block Storage Value Proposition
Excellent Price/ Big Performance – translates the 4x IOPS to $ quickly
Proven field tested reliability, HP brand coupled with HP Servers
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
MSA’s Proven Track Record as Building Block for
Modern “Scale Out” Applications
Why MSA for Modern “Scale-Out” Applications?
• MSA 2040’s balance between - Entry SAN Price Point and amazing IOPS and Gb/s redefine the metrics
− Entry price points is interesting but not if it jeopardizes reliability, supply or support
− Since it is a “Building Block” – every dollar saved is multiplied through time
− Performance in IOPS and/or Gb/sec Throughput skew the metrics - more than price
• HP’s ability to provide a complete solution end-to-end
− The power of HP’s Converged Infrastructure builds the best end-to-end building blocks
The Proof
• HP’s understanding of and experience with “scale-out” architectures is unmatched
− Customers can integrate “scale-out” where they feel appropriate in the stack
− From Converged Storage to raw HW Building Blocks like MSA
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
MSA 2000 Use Cases – DR Repository/Archive
Scenario/Customer Pain Points
Users want reliable/inexpensive shared storage to store snapshots, copies or archives
Need solid sequential throughput speed, shared storage capabilities, flexible on host interconnects
Storing this data on expensive mid-range arrays is cost prohibitive/limiting
Typical Solution Attributes:
Support for latest high capacity/low cost SAS Mid-line hard drives
Ability to scale HDD count as achieve grows
Still on spinning media, reasonable retrievable speeds
MSA and Repository/Archive Use Cases
Solid Price/Performance and excellent Price/Capacity metrics
Flexibility with Host Interface connections
DR functionality bundled in
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
MSA 2000 Use Cases – Departmental Storage
Scenario/Customer Pain Points
Users typically have solid understanding of Mid-Range and/or Enterprise Storage but need a solid
block-level storage array to meet a smaller, immediate departmental requirement
Customer’s departmental solutions must “align” with the datacenter infrastructure – Need to “Fit In”
Typical Solution Attributes:
Virtualization is almost standard and fairly “evolved” utilizing advanced Virtualization features
Backup, Disaster Recovery and Business Continuance infrastructure usually exists
MSA and Departmental Storage Value Proposition
Excellent Price/Performance and Price/Capacity
Flexibility with Host Interface connections
DR functionality bundled in
Advanced virtualization integration
Often value in extending HP brand from
data center to departmental solution
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP ProLiant Servers & MSA Storage:
Better Together for 15 years…and counting
MSA Storage
+
Gen8 Server innovations drive numerous refresh opportunities –
for Servers AND Storage!
•
•
•
•
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MSA 2000 designed for and integrates well with ProLiant server ecosystem
DAS to SAN transitions – MSA is next step to support consolidation and virtualization
SAN refresh – to support newer server host protocols and SAN infrastructure
Server/Storage Trends - Improved HDD densities, performance, reliability,
transition from LFF to SFF, SATA to SAS, new SAS-Midline for archives
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP BladeSystem & MSA Storage:
Leading the Blade Industry
MSA Storage
6Gb SAS Interconnect
+
Gen8 Blades drive numerous refresh opportunities
• The industry’s leading Switched SAS Server/Storage Solutions
• Switched SAS facilitates higher levels of integration and virtualization efficiencies
• 6Gb SAS Switch for BladeSystem creates a zoned, HA shared storage subsystem
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
MSA Storage – Engage and be successful
• MSA is relevant in large growing target markets –
Huge numbers of customers in our sights
Our target markets are growing quickly
– There is a LOT of value to be added for
customers working through these issues
–
• Don’t forget – MSA has been successful in growing markets for 15+ years
–
–
–
–
–
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Leverage the Installed Base – Take advantage of IB Programs
Use new MSA products to open the door
Re-engage with MSA-friendly accounts
Listen, Learn before you propose a solution (MSA or otherwise)
Don’t forget to look at SAN infrastructure during the sales process
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein
is subject
to change without
notice.
Not
for customer
viewing
MSA Storage
Continued Leadership in Entry SAN
HP’s MSA Storage Family
MSA Storage
Simple
Fast
Futureproof
MSA 2040
A One-Two punch which is hard to match
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Simple
Efficient
Affordable
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
MSA P2000
Defining MSA’s One-Two Punch
One - Today’s MSA P2000 G3 Storage
Simple: Flexible architecture. Easy to setup. Easy to manage
Flexible product, your needs drive the configuration
MSA is familiar and easy to manage for ProLiant/BladeSystems server managers
Embedded and Host-based fleet management tools help you manage 1 or 100 MSA’s
Efficient: Leverage the latest Spinning Hard Drives to get unmatched value
Consolidation and entry virtualization drives device utilization up
Help customers take that first step – Consolidate, virtualize – Drive ROI and better infrastructure utilization
Proven quantifiable performance that meets the needs of many environments and workloads
Drive Spin Down feature – policy based feature saves power, creates less heat
Affordable: The MSA P2000 G3 continues to be a market leader in Entry SAN
The cost effective P2000 G3 continues to drive a great balance between lowest entry Price and Capacity
Drive ROI, Drive efficiency …. and stay in your budget
Upgradable to MSA 2040 if needs change in future
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Win with MSA
Defining MSA’s One-Two Punch
Two - HP MSA 2040 Storage
Simple: Flexible architecture. Easy to setup. Easy to manage
Flexible product allows your needs to drive your configuration
MSA is easy to manage for ProLiant/BladeSystems IT managers
Intuitive management tools for a single unit or a fleet of MSA 2000s
Fast: The MSA 2040 sets new standards for $/IOPS in Entry SAN, 3x to 4x today’s competition
Leverage SSDs to optimize performance - MSA 2040 has the performance to insure you get what you pay for!
Amazing throughput in sequential workloads, optimize application performance, stream more videos
Futureproof: 2x the bandwidth on the same number of ports! The first Entry SAN array with 16Gb FC
Architected for next gen host interfaces. Supports 8Gb or 16Gb FC SFPs, Upgrade the SAN when you are ready
Continues MSA’s “data-in-place” upgrades from P20000 G3, no data migrations required
Excellent scalability – Up to 96 LFF, 199 SFF drives, Avoid forklift upgrades, extend your ROI
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Win with MSA
The MSA Portfolio – Spanning the Entry SAN Spectrum
Flexibility, solid predictable performance, proven reliability, unmatched affordability
MSA P2000 G3
MSA 2040
Budget-led Sale
5 Dedicated Controllers
2GB Cache per Controller
Solid Performance – Lowest Entry price point
Upgradeable to MSA 2040
with Data-in-Place Upgrades
Entry SAN Price Leader
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Performance-led Sale
High Performance 4 Port Converged SAN Controller
4GB Cache per Controller
SSD Support with integrated “wear gauge”
Support for Next Gen Host Interfaces
Expanded SFF scalability to 199 drives
Entry SAN Performance Leader
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
MSA vs the Competition
Feature/Function
Architecture:
Flexibility
Investment Protection
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Dell
IBM
MD3200/
3600/MD3
DS3500/
v3700
FAS 2240
VNXe/
VNX

-
-
-
-

-
-
-
-
Paid
Options
Paid
Options
Paid
Options
Paid
Options
-
-
-
-
HP P2000
G3
HP MSA
2040

Performance
Data Services
 - Industry Leading
Bundled (std)


© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
NetApp
EMC
Resources –
Leverage your Local Distribution Partner or
HP Partner Business Manager
MSA Storage
HP.com Resources
www.hp.com/go/P2000
SMB Simply StoreIT Solution Portal – www.hp.com/go/SimplyStoreIT*
Not “live” until May 13 - Link may change
Partner Portal Resources
Resister for “High Noon” Teaser
HP Partner Portal – Link
MSA Transactional Partner Promotion - Link
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© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.