Introducing PlateSpin Forge Sales Training Jason Jackson EMEA Channel Director Agenda • 9:30 • • • • • • 10:00 10.40 11.00 11:15 11.45 13:00 Registration and Coffee Introducing PlateSpin Forge Partner Program Coffee PowerRecon & PowerConvert Update Demonstration of PlateSpin Forge and Recon Lunch and close Some interesting facts + numbers….. • • PlateSpin® win “Best of VMworld 2007 - Gold Award for Best Migration Solution” Over half of the Fortune 500 are PlateSpin customers • PlateSpin PowerConvert software has been used to perform 700,000+ conversions – meaning nearly 25% of all VM’s in the world were created by PlateSpin • Using PlateSpin software solutions:– AXA Group moved an entire data centre from Japan to Australia – Essent consolidated 3 data centres into 1 moving over 250 Physical servers to new physical and virtual machines saving over 2 Million Euros Product Architecture Computer Resources Hypervisor Replication Repository Storage Resources Network Resources PlateSpin Management VM Recovery Workload 1 Recovery Workload 2 Recovery Workload … Recovery Workload 25 Forge EMEA Pricing • Protect 10 servers £22k (upgrade path available) • Protect 25 servers £39k • NFR’s $10k inc tech training Product Key Benefits CONSOLIDATED RECOVERY SIMPLIFY TEST FAILOVER AND FAILBACK GAIN VISIBILITY Consolidate Recovery 25-1 Recovery Environment Whole Workload Replication One-click Workload Failover No Redundant Infrastructure Costs Simplify Testing Rapidly test recovery workloads Testing logged for reporting and compliance Isolated testing of recovery workload Rapid Failover and Flexible Failback Recovery workload runs on Forge appliance Failback to dissimilar hardware Recovery preparation accelerates failover Gain Visibility Avoid Unnecessary Replication to Save $$ Demonstrate policy compliance Actionable Alerts Failure notification Key Points During Sales Cycle • Highlight PlateSpin’s Workload Lifecycle Management story – Whole workload protection (beyond data replication) – Protection without hardware dependence • RPO (Recovery Point Objectives) & RTO (Recovery Time Objectives) – Forge can accomplish minutes rather than hours and days • Spend time discussing customer’s current disaster recovery plan – Emphasize on ability to conduct effective testing • Out-of-the-box, purpose-built, disaster recovery solution – During our EAP, the message of “simplicity” really resonated • Effective DR replication across WAN via block-level transfer Why PlateSpin Forge for Resellers? • Great gain on margin • Huge DR market that is under-served • Able to bundle your services with your clients • Managed services ~ Hosted DR offering • Simple and easy – out of the box deployment • Great for both SMEs as well as Enterprise accounts that have branch and remote office needs • Single point of support for the complete solution Customer Case Study Greenhill & Co. About Greenhill & Co. • Listed on the NYSE: GHL • Independent global investment banking firm • Offices in New York, London, Frankfurt, Toronto, and Dallas • Greenhill challenge: • Meet RTO & RPO for critical production workloads Greenhill’s DR Solution Criteria • • • • • • • Achieve RPO and RTO down to minutes Protection of data AND system volumes Simple and Easy-to-use Short implementation cycle Options to restore to same or new hardware Ability to conduct “fire drills” without production impact Full reporting of recovery environment – to provide to senior management Greenhill IT Challenges • Protect critical financial applications and transactions as well as operational infrastructures • Provide business continuity and disaster recovery plans that will achieve RPO and RTO objectives • Accomplish this in addition to inherent IT challenges: – – – – Accelerated data center growth Increasing operational complexity Application to infrastructure dependency Lengthy provisioning times Greenhill Forge Implementation • Implemented at the NY data center File Servers • Protecting 12 workloads today with plans for more Sharepoint • Conducts regular testing of recovery plans Financial Apps Exchange Forge Recovery Site Print Servers Custom Apps • Remote management console with Blackberry actionable alerts Why Greenhill Chose PlateSpin Forge? “PlateSpin Forge requires near-zero configuration and ships with everything you need to begin protecting workloads including recovery hardware, replication software and storage – for considerably less than if we’d purchased and configured these components separately.” John Shaffer, Director of Technology, Greenhill & Co. Comparing to Alternatives Where Does Forge Fit? Forge provides affordable protection for your lower & middle tier workloads Fault Tolerant High Availability Disaster Recovery Tier 1 Disaster Recovery Tier 2 Where Consolidated Recovery Fits? Solution Cost Server Clustering / HA Data Replication $$$$$$ RPO Near Zero RTO Near Zero TTO Near zero (Impacts production data, adds risk) Consolidated Recovery $$$$ Image Capture $$$ 24 Hr Hours Hours (Requires additional hardware) $ 24 Hr+ Days Days (Impractical) Tape/Manual Rebuild Minutes Minutes Minutes (No impact on production data) Notes Duplicate hardware Complicated setup Rapid and flexible restore Easy setup and testing Limited restore flexibility Difficult to administer and test Slow, prone to errors How does it compare with alternatives? Build Your Own – Symantec Backup Exec System Recovery Build Your Own – Double-Take PlateSpin Forge *redundant infrastructure *Warm Standby, Test Failover, Appliance *no failover Replication Software (x25) $33,650 $86,000 included OS License $2000 $50,000 included Hypervisor $0 $0 included Hardware $8,000 $125,000 included $43,650 $261,000 $74,995 $1746 per workload $10,440 per workload $3,000 per workload Future Roadmap What’s Coming up in Forge 2.0? • Multiple recovery points • SAN (iSCSI & FC) integration • Workload Import – Import whole workloads into Forge and only replicate the delta to minimize WAN bandwidth constraints • Management Server for orchestration of multiple Forge appliances • Linux support Forge Support Levels • For all support calls related to Forge, the initial point of contact will be the PlateSpin Support – If the support is hardware related, depending on the severity, PlateSpin Support will involve Dell Support as required • With Premium Support, Dell will provide 4-hour on-site support (see maps in following slides) • With Standard Support, Dell will provide next business day support • Standard hw warranty is for 3yrs – can purchase extended warranty • DOA (Dead on Arrival) process Questions?