Deliver unified storage
and virtualization
on one platform?
Now I can.
Hitachi Unified Storage VM, “Now I Can” Campaign – Telemarketing Script
This telemarketing script may be used to help qualify existing Hitachi customers, or prospects, to
upgrade their existing storage systems to the new Hitachi Unified Storage VM. Think of this
telemarketing script as a “3-in-1” guide — there are 3 tracks from which to choose, with 3 respective
scripts. Each script stands on its own, and is meant to be used with a specific campaign track, as
follows:
Tracks: Upgrade, Competitive and VMware customers
There are many reasons why customers or prospects can feel confident about Hitachi Unified Storage
VM. Most importantly, it is the first platform to combine enterprise virtualization with unified storage
for all data — block, file and object.
Only Hitachi Unified Storage VM is built to help our customers:



Provide common management for block, file and object data
Reclaim up to 40% of their capacity
Reduce their storage CAPEX by 50% and OPEX by 25%
Built with legendary Hitachi reliability, Hitachi Unified Storage VM delivers the functionality to manage
data growth while improving efficiency and minimizing complexity. With Hitachi Unified Storage VM,
customers can lower IT costs and reclaim their entire investment in less than a year as they build a
consolidated, virtualized platform for the future. And they can do it all while supporting more
applications and higher service levels with less risk.
How are customers benefiting? Here are a few examples:


Fidelity National Financial reclaimed its entire investment in less than a year with
an ROI of 188%.
India’s HDFC Bank saves more than 2,000 hours of labor per year using our
virtualization solutions.
For Use By Hitachi Data Systems, Hitachi Authorized Agents & Partners
Hitachi Data Systems© March 2012

EDB, a Norwegian outsourcing company, improved operational efficiency and reduced
operational headcount expense by more than 50% with Hitachi virtualization solutions.
Although the top objective is to set as many appointments as possible, we see 3 potential outcomes to
this process:
1.
YES, agree to a meeting ► SET MEETING
2.
NO, not interested right now (timing is not right) ► NURTURE – ADD TO DB
3.
NO, not at all interested in Hitachi
► NO FOLLOW-UP, SKIP
For Use By Hitachi Data Systems, Hitachi Authorized Agents & Partners
Hitachi Data Systems© March 2012
TRACK 1: Upgrade to Hitachi Unified Storage VM
INT RO D UC T ION
Establish the reason for your call upfront:
“Hello, my name is _____________. I’m calling from Hitachi Data Systems OR <Insert Partner Company
Name>. I understand you are the decision maker regarding storage purchases for ___________.
If NO, Identify correct Decision Maker
If YES, Proceed — go to Warm Call Intro
WARM Call Intro (Use as a follow-up from a marketing mailing)
“I’m following up on an email we recently sent to you regarding Hitachi storage solutions,
specifically regarding the first unified storage platform with enterprise virtualization, which
gives you higher value with higher functionality, and results in greater capacity efficiency and
extensive cost savings.
Do you recall seeing it?”
YES or NO
“My notes indicate that you are already using other Hitachi systems, including: <Name one:
NSC 55 or USP VM? Or perhaps you may have our AMS series – an AMS2500, AMS2500-2,
AMS2500-2DC, AMS2x00, AMS500? or competitive technologies you will soon refresh?
Is that still the case?”
YES or NO
If YES,
“Great! With the economic slowdown, our customers tell us the pressure they are under to do more
with less, including being expected to optimize and future-proof their storage environments for their
growth. The Hitachi Unified Storage VM platform can help you do that. For instance, Hitachi Unified
Storage VM advances the business value of enterprise storage by:



Reducing storage costs up to 50% by consolidating your existing storage into a centrally
managed pool of shared capacity
Helping you reclaim up to 65% of unused capacity in your existing storage and delay purchases
of unnecessary new equipment
Refreshing your technology from old to new systems for better performance or cost
optimization with up to 80% less effort than alternatives
For Use By Hitachi Data Systems, Hitachi Authorized Agents & Partners
Hitachi Data Systems© March 2012
If NO,
“Not a problem. Hitachi is a market leader for storage. Our AMS and VSP solutions are best in class.
And, now with Hitachi Unified Storage VM, you can:



Improve your customer experience with higher-quality services and 100% data availability
Reduce your time to provision new resources for new services by up to 50% with simplified,
automated and integrated storage management tools
Reduce your carbon footprint while maintaining higher performance with 40% lower power
and cooling costs
“Are you planning to upgrade your storage environment in the next 6–8 months?”
YES or NO
If YES, proceed to “Main Pitch” and “Close.”
If NO, “May I ask you a couple more questions about your storage environment?”
Proceed to “Other Qualifying Questions” and “Close.”
M A IN PI TC H , S P EC IF IC F E AT UR E S & Q U AL IF Y ING QU E S TI ON S
Hitachi Unified Storage VM is the first platform to combine enterprise virtualization with unified storage
for all data — block, file and object.
Only Hitachi Unified Storage VM is built to help you:



Provide common management for block, file and object data
Reclaim up to 40% of your capacity
Reduce your storage CAPEX by 50% and OPEX by 25%
Built with legendary Hitachi reliability, Hitachi Unified Storage VM delivers the functionality to manage
data growth while improving efficiency and minimizing complexity. With Hitachi Unified Storage VM,
you can lower IT costs and reclaim your entire investment in less than a year as you build a consolidated,
virtualized platform for the future. And you can do it all while supporting more applications and higher
service levels with less risk.
In short, it lets you stop compromising, and start doing a whole lot more. For example… (Pick a couple
of features from the chart below to discuss. Also note the other table — Why is Hitachi Unified Storage
VM a better choice?)
For Use By Hitachi Data Systems, Hitachi Authorized Agents & Partners
Hitachi Data Systems© March 2012
Features
Advantages – what this means
Benefits – what you can expect
Unified
architecture
Consolidate block, file and object data
natively on a single system.
HDS offers a lower capital investment and lower
operation cost. A unified platform allows buyers to
share resources for different applications.
Storage
virtualization
Virtualize external storage for easier,
better data mobility and storage
migration.
HDS buyers choose virtualization because it allows
them to:
 Consolidate and simplify storage
 Reduce storage costs
 Leverage their existing infrastructure
Capacity efficiency
Thin provision storage to eliminate
capital cost of allocated unused space
and reclaim unused capacity with zero
page reclaim.
It’s cheaper to reclaim capacity than purchase new.
More than 50% of buyers improved their utilization
by over 25%.
Ease of
management
Unlike other solutions, HDS provides
one set of platforms and software
products to manage storage for all
data — block, file and object..
Reduce the time required to:
 Administer storage
 Deliver storage service levels when, where and
how you need them
Why is Hitachi Unified Storage VM a better choice?
Compared with the key competition, Unified Storage VM offers:
Feature
HDS Advantage
Evidence
Migration
80% easier than EMC VNX7500
GSS Data Migration paper 2/12
Cost of operation
40% less than EMC VMAXe
Monthly power and space cost for EMC VMAX10K
is $21,000
Hitachi Unified Storage VM is $13,000 at 40 TB,
using published specifications
Capacity efficiency
2x NetApp FAS6280
NetApp Technical Report TR-3786
Performance
2x unified (NetApp, EMC, IBM)
Hitachi Data Systems mixed SPC-1 IOPS
estimate = 150,000
IBM XIV Gen3 56,000 SPC-1 IOPS
IBM V7000 53,014 SPC-1 IOPS
NetApp has not published SPC benchmarks
For Use By Hitachi Data Systems, Hitachi Authorized Agents & Partners
Hitachi Data Systems© March 2012
Scalability
6x IBM XIV
IBM XIV only scales to 180 drives
Hitachi Unified Storage VM scales to 1,152
Storage virtualization
2x IBM V7000 (HP 3PAR has none!)
IBM supports up to 32 PB
Hitachi Unified Storage VM supports up to 64 PB
Green
20% greener than Dell Compellent
Dell Compellent carbon footprint 45 pounds CO2 per
kWhr
Hitachi Unified Storage VM is 37
OTHER QUALIFYING QUESTIONS
“Are there any other unique data storage issues facing your business?”
“Are you looking at virtualizing your environment?
- If “YES”, and are already virtualized, ask further:
o Are you looking to virtualize the remaining environment?
o How many servers do you currently have on your network?
o What percentage of your servers are virtualized?
o Which applications are running virtualized?
o How many users do you have?
o How many TB of data do you have?
“Some people find their backup processes slow down after virtualizing.
o Is that the case with you?
o Are you looking at improving your back-up environment this year?
“Have you implemented deduplication?”
“Cloud technology is a hot topic right now. Are you considering using cloud technology?
CL OS E
“Great! I have a Hitachi Data Systems expert who will be in your area within the next couple of weeks.
I can set up a meeting with them to discuss your needs further. How does (date and time) sound
to you?
In case you are out of the office or on vacation, who in your IT organization is the best backup person
to contact for the Hitachi Data Systems representative?
What is his/her title?
Direct phone number/extension?
Email address?
For Use By Hitachi Data Systems, Hitachi Authorized Agents & Partners
Hitachi Data Systems© March 2012
What is your direct number and email address?”
Thank them for their time.
RE S OU RC E S TO S U PP OR T T H I S T RA C K
Hitachi Unified Storage VM Frequently Asked Questions
Hitachi Unified Storage VM Quick Brief
Hitachi Unified Storage VM Overview
For Use By Hitachi Data Systems, Hitachi Authorized Agents & Partners
Hitachi Data Systems© March 2012
TRACK 2: Competitive Displacement Track – MOVE TO Hitachi Unified Storage
VM Solutions
INT RO D UC T ION
Establish the reason for your call upfront:
“Hello, my name is _____________. I’m calling from Hitachi Data Systems OR <Insert Partner Company
Name>. I understand that you are the decision maker regarding storage purchases for ___________.
If NO, Identify correct Decision Maker
If YES, Proceed — go to Warm Call Intro
WARM Call Intro (Use as a follow-up from a marketing mailing)
“I’m following up on an email we recently sent to you regarding Hitachi Unified Storage VM
solutions. Do you recall seeing the email that contained a link to our CIO Competitive
Comparison Guide?
YES or NO
“Most customers have a mix of different enterprise and midrange storage systems. Can you
share with me what you have in your storage environment?”
IF WILLING TO SHARE, LISTEN AND CAPTURE MODEL TYPES, THEN ASK:
“Are you planning to upgrade any of these systems in the next 6–8 months?”
IF YES, proceed to “Main Pitch”, “Competitive Differentiators,” “Qualifying
Questions,” and “Close”
IF NO, proceed to “Other Qualifying Questions” and “Close”
IF NOT WILLING TO SHARE, REPLY…
“Not a problem. As I mentioned, we have a CIO Competitive Comparison guide that
offers you a better view of how Hitachi Unified Storage VM compares with our
competitors. Compared with other solutions, Hitachi Unified Storage VM offers:



A 40% reduction in TCO
Double the capacity efficiency, performance, and storage virtualization
80% easier migration
One of our customers has seen storage capacity savings of 50% on some arrays, is now
provisioning storage in 25% of the time, and has increased utilization rates by over 30%.
For Use By Hitachi Data Systems, Hitachi Authorized Agents & Partners
Hitachi Data Systems© March 2012
“May I ask you a few more questions about your storage environment?”
IF NO, - When would be a convenient time to discuss this? We have some important
information we would like to share about how Hitachi storage solutions can help you
simplify infrastructure, reduce risk, and align the right storage tier to the right
application — thereby reducing OPEX and CAPEX.
If the outcome is unsuccessful:
“May I ask you a couple more questions about your storage environment?”
Proceed to “Qualifying Customer Challenges,” “Qualifying Questions”
and “Close.”
M A IN PI TC H , COM P E TI T IV E D IF F ER EN T IA T OR S & QU A LI F YIN G QU E S TI ON S
Hitachi Unified Storage VM is the first platform to combine enterprise virtualization with unified storage
for all data — block, file and object.
Only Hitachi Unified Storage VM is built to help you:



Provide common management for block, file and object data
Reclaim up to 40% of your capacity
Reduce your storage CAPEX by 50% and OPEX by 25%
Built with legendary Hitachi reliability, Hitachi Unified Storage VM delivers the functionality to manage
data growth while improving efficiency and minimizing complexity. With Hitachi Unified Storage VM,
you can lower IT costs and reclaim your entire investment in less than a year as you build a consolidated,
virtualized platform for the future. And you can do it all while supporting more applications and higher
service levels with less risk.
In short, it lets you stop compromising, and start doing a whole lot more. For example… (Pick a couple
of features from the chart below to discuss. Also note the other table — Why is Hitachi Unified Storage
VM a better choice?)
Features
Advantages – what this means
Benefits – what you can expect
Unified
architecture
Consolidate block, file and object data
natively on a single system.
HDS offers a lower capital investment and lower
operation cost. A unified platform allows buyers to
share resources for different applications.
Storage
virtualization
Virtualize external storage for easier,
better data mobility and storage
migration.
HDS buyers choose virtualization because it allows
them to:
 Consolidate and simplify storage
 Reduce storage costs
Leverage their existing infrastructure
For Use By Hitachi Data Systems, Hitachi Authorized Agents & Partners
Hitachi Data Systems© March 2012
Capacity efficiency
Thin provision storage to eliminate
capital cost of allocated unused space
and reclaim unused capacity with zero
page reclaim.
It’s cheaper to reclaim capacity than purchase new.
More than 50% of buyers improved their utilization
by over 25%.
Ease of
management
Unlike other solutions, HDS provides
one set of platforms and software
products to manage storage for all
data — block, file and object..
Reduce the time required to:
 Administer storage
Deliver storage service levels when, where and
how you need them
Hitachi Unified Storage VM Competitive Differentiators
Compared with the key competition, Unified Storage VM offers:
Feature
HDS Advantage
Evidence
Migration
80% easier than EMC VNX7500
GSS Data Migration paper 2/12
Cost of operation
40% less than EMC VMAXe
Monthly power and space cost for EMC VMAX10K
is $21,000
Hitachi Unified Storage VM is $13,000 at 40 TB using
published specifications
Capacity efficiency
2x NetApp FAS6280
NetApp Technical Report TR-3786
Performance
2x unified (NetApp, EMC, IBM)
Hitachi Data Systems mixed SPC-1 IOPS estimate =
150,000
IBM XIV Gen3 56,000 SPC-1 IOPS
IBM V7000 53,014 SPC-1 IOPS
NetApp has not published SPC benchmarks
Scalability
6x IBM XIV
IBM XIV only scales to 180 drives
Hitachi Unified Storage VM scales to 1,152
Storage virtualization
2x IBM V7000 (HP 3PAR has none!)
IBM supports up to 32 PB
Hitachi Unified Storage VM supports up to 64 PB
Green
20% greener than Dell Compellent
Dell Compellent carbon footprint 45 pounds CO2 per
kWhr
Hitachi Unified Storage VM is 37
For Use By Hitachi Data Systems, Hitachi Authorized Agents & Partners
Hitachi Data Systems© March 2012
For a complete breakdown of features and capabilities across each of the competitive offerings,
please refer to the Competitive Information page on HDSnet, here.
Storage Economics is a differentiator
Over 10 years of Hitachi Data Systems Storage Economics research has led to the identification and
categorization of 34 costs that contribute to data storage. Our framework helps demonstrate the costreducing value of storage virtualization. No other competitor has developed such a detailed cost
reduction framework. If you are under pressure to reduce a certain type of cost, we have solutions
to help.
We have applied our Storage Economics methodology in over 900 engagements worldwide and
uncovered several key challenges facing today’s IT professionals:
• Price is 15–20% of the total cost — the remaining costs come from an additional 30+
contributing factors to storage TCO
• Up to 75% of an organization’s current investment in storage is wasted, because just
25% of storage capacity is typically used
• Transferring data to “the next technology” without the right technology platform will
cost you approximately US$76,000 per terabyte
Qualifying Customer Challenges

Do you have older competitive technologies you will soon refresh?
o Propose installed base upgrade for replacement or storage virtualization to extend the life
of assets

Are you finding it increasingly difficult to manage multiple storage systems from differing vendors?
o Propose consolidation of workloads onto Hitachi Unified Storage VM, or propose storage
virtualization to ease the management of existing storage systems

Is data migration costing more because it is consuming more time and effort?
o Propose migration services or Hitachi Unified Storage VM virtualization as a method to
reduce the effort involved in data migration

Is the cost of floor space and electricity a concern?
o Propose consolidation by comparing the operating cost of current equipment with Hitachi
Unified Storage VM
The chart below articulates additional key customer challenges associated with deploying enterprise
storage, as well as the qualifying questions to ask to understand customer pain points.
For Use By Hitachi Data Systems, Hitachi Authorized Agents & Partners
Hitachi Data Systems© March 2012
Pick a couple of the features from below to discuss:
Challenge
Description
Qualifying Questions
1. Tier 1 Storage
Issues
‐
‐
‐
‐
‐
2. Data Mobility
Issues
Global 1000 IT organizations have
thousands of hosts and tens of
thousands of volumes to manage
95% of application deployment
requirements are limited to HA and
capacity needs
Performance characterization is based
on application vendor rules of thumb
or internal IT best guess
IT is under pressure to deliver at a
lower cost while maintaining Quality
of Service (QoS)
Storage administrators:
‐
‐
‐
‐
3. Multiple
VMware
Servers
‐
‐
‐
4. Increasing
Storage
Management
Complexity and
Management
‐
‐
Are expected to provide capacity
within a few days’ lead time
Have daily workloads that require
capacity provisioning be done
in minutes
Do not have the time to read through
reports or proactively monitor
application demand trends
Have no visibility per VM capacity
consumption and workload demand
Storage administrators have no
visibility per VM capacity
consumption and workload demand
vSphere cluster scaling is limited by
host initiated SCSI reserve on VM data
store volume
IO workload spikes are more
intense, owing to higher levels of
consolidation and apps connected to
the outside world
Managing data throughout its life cycle is
complex and a challenging task
Each storage subsystem has a different
user interface with a different set
of software
‐
‐
‐
‐
‐
‐
‐
‐
‐
‐
‐
What is the size of your
data store?
What storage do you
use today?
What is the growth rate
you are experiencing?
How are you using storage
virtualization today?
Are you spending a lot of time
moving storage volumes to
different storage tiers to meet
business needs?
Are complex replication tools
and procedures placing
protection of data and
business continuity at risk?
Are uptime requirements
driving a need to reduce
backup windows and speed
recovery times?
How many servers have
you virtualized?
Do you have plans for
more consolidation?
Have you considered storage
virtualization?
Do you have multiple software
management frameworks and
software tools to manage your
storage environment?
How are you planning on
For Use By Hitachi Data Systems, Hitachi Authorized Agents & Partners
Hitachi Data Systems© March 2012
Tools That
Maximize
Virtual IT
Investments
‐
‐
‐
5. Increasing
Capital and
Operational
Costs
‐
‐
‐
‐
6. Policies,
Processes and
People are
Harder to
Change than
Technology
‐
‐
‐
‐
‐
7. Metrics
‐
‐
Technology refresh is a fact of life,
requiring data migration across
storage subsystems
Managing SLAs is very difficult from
a storage perspective
Physical and virtual resource
management becomes critical
Capacity planning practices will change
Capital expenditure on storage is out
of control
Operational cost of managing storage
is skyrocketing
Amount of data to be managed is
growing exponentially, while budgets
are flat
Increased service level requirements
from the business
Shared services model results in a change
in culture and process
Process and frameworks best practices
(ITIL, ITSM)
Data migration is prone to human error
and typically needs to be done within a
small window of opportunity
Underutilized storage capacity with
stranded storage
Standards for technology measurement
IT value measurement based on
business KPIs
‐
‐
‐
‐
‐
‐
reducing the number of tools
to manage your environment?
What is your strategy to
improve capacity planning and
management of service levels?
What are your cost reduction
objectives?
Can you describe your plan
to reduce operating costs?
How do you change your
processes to take advantage
of new technologies?
How do you train your staff
on new technologies and
new processes?
What are your metrics for
identifying how well you
are managing your
storage environment?
CL OS E
If the outcome is successful:
Great! I have a Hitachi Data Systems expert who will be in your area within the next couple of weeks.
I can set up a meeting with them to discuss your needs further. How does (date and time) sound
to you?
In case you are out of the office or on vacation, who in your IT organization is the best backup person
to contact for the Hitachi Data Systems representative?
What is his/her title?
Direct phone number/extension?
Email address?
What is your direct number and email address?
For Use By Hitachi Data Systems, Hitachi Authorized Agents & Partners
Hitachi Data Systems© March 2012
Thank them for their time.
If the outcome is unsuccessful:
Can we contact you in the future to see where you are at that point? (Confirm a time frame —
1 month, 3 months, 6 months, etc.)
CONTACT VERIFICATION: (Ask to validate information that we already have, adding information that
is missing)
Contact name:
Contact title:
Company name:
Address:
City:
State or province:
ZIP or postal code:
Phone number:
Email:
Date and time of meeting:
FINAL READ
Thank you very much for your time today. It was a pleasure talking with you. If you would like to learn
more about Hitachi Unified Storage VM solutions, please visit www.hds.com/go/now
RE S OU RC E S TO S U PP OR T T H I S T RA C K

Hitachi Unified Storage VM Claims and Evidence Document

Hitachi Data Systems Competitive Differentiators
For a complete breakdown of features and capabilities across each of the competitive offerings,
please refer to the Competitive Information page on HDSnet here.
For Use By Hitachi Data Systems, Hitachi Authorized Agents & Partners
Hitachi Data Systems© March 2012
TRACK 3: VMWARE SOLUTION
Hitachi Solutions for VMware environments
Call Guide
Hello, my name is _____________. I’m calling from Hitachi Data Systems OR <Insert Partner
Company Name>
WARM Call Intro (Use as a follow-up from a marketing mailing)
You recently registered for more information about Hitachi storage infrastructure solutions
for VMware environments.
COLD Call Intro (Use when there is no registration information or request for follow-up)
We have identified your company as one that could benefit greatly from our storage
infrastructure solutions for VMware environments. Hitachi Data Systems solutions are
engineered for VMware and enable customers to build a highly integrated, predictable,
adaptable, and cost-effective virtualized data center and cloud infrastructure. We can provide
high availability, improved performance, unparalleled scalability and simplified management
for your virtual environment.
Are you the correct person to speak with regarding the management of company data and
your storage strategy?
If NO, Identify correct Decision Maker
If YES, Proceed
Do you have a moment to discuss this further?
If NO,
When would be a convenient time to discuss this? We have some important information we would
like to share about how you can improve your storage performance and management for your
VMware environment.
If YES, Proceed
KEY QUALIFYING QUESTIONS
 Are you having issues with storage performance and/or management of your
VMware environment?
 Are you beginning to virtualize mission-critical/Tier 1 applications?
 Do you want to use the newest VMware features with your existing storage assets?
For Use By Hitachi Data Systems, Hitachi Authorized Agents & Partners
Hitachi Data Systems© March 2012
MAIN PITCH
Hitachi Unified Storage VM is the first platform to offer enterprise storage virtualization in a unified
storage solution for your VMware environment.
Only Hitachi Unified Storage VM is built to help you:



Provide common management for block, file and object data
Reclaim up to 40% of your capacity
Reduce your storage CAPEX by 50% and OPEX by 25%
It enables you to manage your data growth. Improve efficiency. Build a highly integrated, predictable,
adaptable and cost-effective virtualized infrastructure. And do a whole lot more:



Reduce network traffic by up to 90% with embedded deduplication
Increase utilization by up to 50%
Gain high-availability, resilient data protection and disaster recovery
Our solutions are engineered for VMware and offer unparalleled availability, exceptional performance,
maximum scalability and streamlined management. This enables you to save money, lower risk and
grow with confidence.
I am happy to arrange for you to meet with one of our consultants to learn more about your specific
needs and share some potential solution ideas.
If the outcome is successful:
 Send follow-up email communication
 Schedule and confirm face-to-face meeting or telephone call
Proceed to final verification paragraph
If the outcome is unsuccessful:
Are you virtualizing your mission-critical, Tier 1 applications?
Hitachi storage solutions are comprehensively tested and certified for interoperability with all versions
of VMware. Our storage and infrastructure solutions for VMware are catalog-listed as VMware Ready,
and we participate in all VMware vStorage programs for storage vendor partners. Additionally, our
engineers collaborate on creating deeper integrations and new solutions to meet evolving customer
needs such as yours.
Perhaps we could begin by asking one of our consultants to contact you to discuss some of the
challenges you might be facing in managing your VMware environment. They can be really helpful in
conducting an assessment and pointing out some of the hidden efficiencies you might not readily see,
but that you can quickly take advantage of.
Re-close for a Meeting/Discussion
If the outcome is successful:
 Send follow-up email communication
For Use By Hitachi Data Systems, Hitachi Authorized Agents & Partners
Hitachi Data Systems© March 2012
 Schedule and confirm face-to-face meeting or telephone call
Proceed to final verification paragraph
If the outcome is unsuccessful:
Do you have any planned storage or IT investments in the near future?
Can we contact you in the future to see where you are at that point? (Confirm a time frame — 1
month, 3 months, 6 months, etc.)
CONTACT VERIFICATION: (Ask to validate information that we already have, adding information that
is missing)
Contact name:
Contact title:
Company name:
Address:
City:
State or province:
ZIP or postal code:
Phone number:
Email:
Date and time of meeting :
FINAL READ
Thank you very much for your time today. It was a pleasure talking with you. If you would like to learn
more about Hitachi Data Systems VM and VMware, please visit www.hds.com/go/nowIcanV
KEY PAIN POINTS FOR PROBING
 Problems with storage performance and/or management of VMware environments
 Virtualizing mission-critical, Tier 1 applications
 Building or migrating data centers
 Poor server virtualization performance with an inability to consolidate further
 Upgrading or migrating enterprise applications and their data (Oracle, SAP, Microsoft)
KEY FACTS (Use at your discretion)
 41 of the Fortune 50 trust their data to Hitachi Data Systems
 76 of the Fortune 100 trust their data to Hitachi Data Systems
 44 of the Global 50 trust their data to Hitachi Data Systems
 83 of the Global 100 trust their data to Hitachi Data Systems
 79% of users agreed with the following statement: The Hitachi Virtual Storage Platform gives us
the power, scalability and simplicity we need for VMware environments. [Source: TechValidate]
 70% of IT organizations stated that their VMware performance increased by 10% or more after
installing their Hitachi solution [Source: TechValidate]
 83% of IT organizations with VMware rated their overall satisfaction with their Hitachi Adaptable
Modular Storage for cost savings achieved as satisfied or better compared with other midrange
storage systems that they have used [Source: TechValidate]
 54% of IT organizations with VMware reduced their operating expenses (OPEX) by 10% or more
by deploying Hitachi Adaptable Modular Storage compared with previous midrange storage
systems that they have used [Source: TechValidate]
For Use By Hitachi Data Systems, Hitachi Authorized Agents & Partners
Hitachi Data Systems© March 2012
SUPPORTING QUOTES
“Integration with VMware vSphere 5 will have important benefits to customers, helping enterprises
operate with greater efficiency and agility, while simultaneously laying the foundation for cloud
infrastructures. Hitachi Data Systems has been a valued, trusted technology alliance partner, and
together, we will continue to help customers deliver adaptive, high-performing, and reliable IT services.”
Parag Patel
Vice President, Global Strategic Alliances
VMware
“Companies can no longer afford to deploy IT simply for technology’s sake. There has to be a direct
correlation between IT investment and business benefit, and it’s got to be compelling. In creating end-toend VAAI-optimized virtualization, Hitachi and VMware enable ROI-optimized large-scale VMware
environments. Together, significantly lower infrastructure costs, better business productivity and
improved business agility are within easy reach.”
Parag Patel
Vice President, Global Strategic Alliances
VMware
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Hitachi Data Systems© March 2012