NetApp
Manageability Software Family
Sales Training Presentation
Sales Training Content
Objectives
Why should you care?
Value proposition
Capabilities
Competition
Resources
Summary
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Manageability Software Objectives &
Strategies
 Objectives:
1. Deliver highest productivity and flexibility to
IT workflows for data as well as storage
management.
2. Establish industry recognition for
manageability software.
 Strategies:
1. Innovative and easy-to-use tools that solve
major IT challenges.
2. Integrate with key partner (App. and SRM,
Sys. Mgt.) solutions.
3. Participate in key standards.
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Why Should You Care?
 For Prospective Opportunities:
– NetApp Manageability Software Family
provides a substantial value over the
competition, which leads to:
• A higher winning percentage
• A faster sales cycle
• Less need to discount.
 For Existing Customers:
– NetApp Manageability Software Family enables
customers to realize major benefits, which
leads to:
• Higher retention - users build their
processes around these tools so switching
out NetApp is harder.
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Who to call on? & What to look for?
 Target Audience:
– IT Director Operations / Infrastructure and their teams
(managers and admins)
– Especially dedicated storage teams (buying center where
there is one)
 Customers with:
–
–
–
–
NetApp storage solutions
Productivity challenges in data centers
Need to improve application service levels
Large data centers and mixed storage
 Opportunity:
– Enables new deals. Make this a part of all your deals.
– Uplifts deal size. This is money on the table. $10K to
$150K and higher.
– Win with industry’s best App. integration
• Eg: Only vendor who can manage out of Oracle ASM
• For deals such as Exchange with 50K to 400K seat.
– New approach gives you an edge to overcome EMC FUD.
(NetApp management of large number of systems)
– (Help you make your quota)
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NetApp Manageability Software
Focus:
– To deliver the highest productivity and
flexibility to IT operations
Approach:
– Deliver best in class data and storage
management
– Integrate with partner solutions
– Actively support key standards
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IT Customer’s Manageability Challenges
“I need to reduce IT costs and improve service levels
to users”
“I need to improve efficiency, utilization and data
availability”
“I need to enhance application service levels and
reduce interdependencies with other admins”
“I need to quickly provision storage without the need to
learn storage skills”
“I need to reduce interruptions and be able to focus on
asset utilization, performance and RPO & RTO”
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Traditional Approach –
Ineffective in Solving Challenges
Application Admin
Server Admin
Storage Admin
Centralized Management
Storage Services
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NetApp’s Approach Dramatically Simplify IT Operations
Integrated Data Management
(IDM) significantly improves IT
productivity & flexibility
Application Based Manageability
Integration & Automation
Server Based Manageability
Datasets & Policies
Storage Manageability
Virtualization, Snapshots,
Clones, Remote Mirror, etc.
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Manual mapping of
data to storage?
Recovering
lost files?
Acting as a help desk???
Too many drive
letter mappings?
Trouble
shooting?
STORAGE
BUSINESS
PERFORMANCE
OPTIMIZATION
CONTINUITY
MANAGEMENT
DATA LIFE
CYCLE
MANAGEMENT
 Storage
Consolidation
 DR Planning
 Load balancing
Storage Tiering
 Data Protection
 Performance
Regulatory
 Data Migration
 Availability
Management
 Optimization
Compliance
 Storage
Utilization
Data Archiving
80% of
time spent
on tasks
with 20%
of Value
20 % Of
time spent
on tasks
with 80%
of the value
Competitor’s Storage Manageability
Traditional Storage Mgt. - Focused on what?
Spending more time on high-value activities
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Manual mapping of
data to storage?
Recovering
lost files?
Acting as a help desk???
Too many drive
letter mappings?
Trouble
shooting?
STORAGE
BUSINESS
PERFORMANCE
OPTIMIZATION
CONTINUITY
MANAGEMENT
DATA LIFE
CYCLE
MANAGEMENT
 Storage
Consolidation
 DR Planning
 Load balancing
Storage Tiering
 Data Protection
 Performance
Regulatory
 Data Migration
 Availability
Management
 Optimization
Compliance
 Storage
Utilization
Data Archiving
80% of
time spent
on tasks
with 20%
of Value
20 % Of
time spent
on tasks
with 80%
of the value
Competitor’s Storage Manageability
Traditional Storage Mgt. - Focused on what?
Spending more time on high-value activities
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Manual mapping of
data to storage?
Recovering
lost files?
20% of
time spent
on tasks
with 20%
of Value
Acting as a help desk???
Too many drive
letter mappings?
STORAGE
BUSINESS
OPTIMIZATION
CONTINUITY
Trouble
shooting?
PERFORMANCE DATA LIFE CYCLE
MANAGEMENT
MANAGEMENT
 Storage
Consolidation
 DR Planning
 Load balancing
Storage Tiering
 Data Protection
 Performance
Regulatory
 Data Migration
 Availability
Management
 Optimization
Compliance
 Storage Utilization
Data Archiving
80 % Of
time spent
on tasks
with 80%
of the value
NetApp Storage Manageability
NetApp’s Storage Mgt – Focused on High-Value
Spending more time on high-value activities
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Provisioning The Easy Way
Traditional Way
1.
2.
3.
4.
5.
Need More table space
Check for more space on the File System
Contact Sys admin
Create a new data file
Expand the table space
6. Check for more space on the server
7. Contact storage admin
8. Inform the server that new storage is available
9. Expand the volume group
10. Expand the file system
11. Contact App admin
12. Provision New RAID group
13. Provision new LUN(s) for application
14. Assign the LUN(s) to the application server HBA(s)
15. Adjust LUN security
16. Find available target for point-in-time
17. Find available target for remote copy
18. Match source / target pairs
19. Contact sys admin
NetApp Way
App
Admin
1. Need More table space
Server
Admin
2. Check for more space on the File System
3. Provision more space based on pre-set
policies using a wizard
Storage
Admin
Total time in a year to provision 10 servers each week
260 hours
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17 hours
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Cloning for Test & Development
Traditional Approach
1. Prepare target system volumes for the
database files and database file
system
2. Shutdown source database or put
database into online backup mode
3. Copy Data file to the target system
volumes
4. Repeat step 2 for each data file
5. Restart the source database
6. Copy the database file system to the
target system
7. Configure the target system database
server
8. Restart the new target database
server
9. Roll forward redo logs if required
NetApp Approach
DBA
1. Select the source clone
2. Select target system
3. Few clicks to submission
Server
Admin
Storage
Admin
Total time every year for cloning 10 production systems
728 hours
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9 hours
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Introducing –
NetApp Manageability Software Family
Integrated Data Management and Holistic Solution
Application-consistent data
management
Simplified Windows and UNIX
data management
Task execution with logical views
of data management
Policy-based controls and
comprehensive storage
management
Delivering the Highest Productivity and Flexibility
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Introducing – Application Suite
 SnapManager products provide Integrated Data Management
for SQL Server and Oracle databases and for Microsoft
Exchange
 Provides application admins and DBAs the ability to manage
their own data in order to achieve:
– Application consistent snapshots
– Recovery of data in case of errors or disaster
– Clone for Test and Dev
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Introducing – Server Suite
 SnapDrive products provide Integrated Data Management for
Windows and UNIX environments
 System Admins can provision storage faster and manage all
of the server volume manager and file system dependencies
 ApplianceWatch products simplify Manageability of NetApp
systems within 3rd party ‘system management’ consoles like
Tivoli, Openview, and MOM
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Introducing – Data Suite
 Business Continuance Option provides complete data
protection management of Snapshots, SnapVault, SnapMirror,
and OSSV
 Data Migration Manager provides simple to use data
migration between Windows and NetApp Storage systems.
 Virtual File Manager enables an IT admin to setup and protect
his file data. It enables data protection at the virtual
namespace level with no need to worry about how the data is
spread out.
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Introducing – Storage Suite
 Operations Manager (previously known as DFM) provides
policy-based controls and comprehensive storage and
infrastructure manageability for storage admins
 File Storage Resource Manager provides file-based storage
utilization reporting and analysis
 SAN Manager enables visualization, efficient monitoring and
manageability of fibre channel storage networks
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Tier 1 Application Integration
Adaptive Computing and the partner solutions
Adaptive
Adaptive
Computing
Computing
Controller
Controller
System
System
Landscape
Landscape
Directory
Directory
Solution
Solution
Manager
Manager/ /
CCMS
CCMS
Adaptive
AdaptiveComputing
ComputingVirtualization
VirtualizationLayer
Layer
(Controller
Command
Interface,
(Controller Command Interface,Agents,
Agents,etc.)
etc.)
application layer
computing
infrastructure layer
SAP
Partner
Partner
PartnerSolutions
Solutions
(e.g.
(e.g.FSC
FSCTriole,
Triole,HP
HPAdaptive
AdaptiveEnterprise,
Enterprise,IBM
IBMOn
OnDemand,
Demand,SUN
SUNN1…)
N1…)
Computing
Computing
Storage
Storage
Network
Network
 SAP AG 2004, Adaptive Computing, 01-Dec-2004 / slide 13
 Oracle
– Enterprise Manager Integration
– Collaboration Suite Integration
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 SAP
– Adaptive Computing Integration
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SRM Product Integration
 Symantec CCStor
 IBM TPC
 HP AppIQ
 CA BrightStor
 EMC ECC
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Open API’s & Standards Support
 ManageONTAP Program
– Open access to partners since June, 2003
– More than 100 participating vendors
– Covers access to entire NetApp core infrastructure
 SMI-S
– Part of SNIA
– Working on common interface for interoperable storage
networking
 Aperi
– An open source community focused on open-standardsbased storage infrastructure software
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Data Center Proven at Telstra
Environment:
18 mission critical applications
Nearly 6000 servers
Australia’s largest full-service
telecommunications company
Over 3 PB of NetApp storage
Several new projects activated every week
Results:
Consolidation reduced admin load from 50 to 3
38% lower cost than alternative
Storage utilization up 75%
Email and Database recovery in minutes
Project deployment & activation times
reduced by up to 90%
“NetApp has helped us deliver full enterprise solutions to our customers.
The technology is not wait-and-see — it’s delivered, stable, and supported.” - Telstra
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Case Study: ARUP
Background:
Global engineering consultancy
with 7000 employees working on
projects in 160 countries
– 32 Exchange servers
– Rapid collaboration across geographic
boundaries via email
– Deadline driven – late designs incur
penalties
Challenges:
– Improve data availability - Server outage
takes 18-24 hours to recover
Solution:
– Consolidate 32 separate e-mail and data
servers on NetApp storage
– manageability tools delivered high data
availability as well as productivity
“We count on the NetApp solution for around-the-clock mail service. We recently completed an
Exchange recovery in just 25 minutes—that’s compared to the 24 hours that it would have
previously taken.”
Martin Cooper, CTO, ARUP
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Tools, Resources and Contacts
 Management software sales tools
– Data Sheets, Customer & Sales training presentations, White Paper, Flash
Demos
 Integrated Data Management whitepaper
 DFM sizing guide, customer evaluation and demo:
– http://mktgweb.corp.netapp.com/products/software/storagemgmt/prod/dfmeval.html
 Management Software Info via SalesEdge
– http://mktg-web.corp.netapp.com/products/...........
 People to Contact:
–
–
–
–
–
Field Technology Lead:
Mike Shea, Flannery
Product Managers:
Steve Hindman, Cindy Cui, Subbiah Sundaram
Technical Marketing Engineers:
James Lanson, Brent Underwood
Product Marketing Managers: Dipesh Patel, VS Joshi
Professional Services:
Juergen Urbanski, Rick DeTurk
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Summary
 Integrated Data Management (IDM)
approach delivers substantial benefits
across IT
 Holistic solution to managing data not
just storage
 Delivers highest productivity and
increased flexibility
 Tight integration with key Tier 1 apps
and SRM partners
 Active support for industry standards
 NetApp manageability software is
proven in data centers
Deliver the promise “Simplifying Data Management”
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Thank You