HCLS Win - St Luke’s Episcopal Hospital
Competitive:
Customer Background:


St Luke’s Health System
(http://www.stlukestexas.com/index.cfm) (SLEH) is a
collection of 6 Hospitals, 3 Emergency Care Facilities, 2
Medical Clinics and 2 Diagnostics and Treatment
Centers headquartered in Houston, TX. SLEH also
functions as a community teaching hospital and a
tertiary referral center, that serves both the greater
Houston area and the global community. In 2012-2013,
St. Luke’s received the US News and World ’Best
Hospitals’ (ranked in 10 Specialty Areas).
http://www.stlukeshouston.com/NewsAndEvents/us_ne
ws.cfm
SLEH currently has 200-400 VDI seats deployed and is
growing to 800-1000 seats by end of year; and is
looking to grow to 5000 over the next 2-3 years
Why Violin?

SLEH sought a solution that enables cost-effective,
modular scalability, which can handle the random
workload that VDI creates. They currently use EMC
VMAX and anticipate performance degradation with
random IO.
Violin Memory Inc. Proprietary

We were able to successfully position against SSD array vendors with
reliability, resiliency, fault-tolerance and sustained IO arguments. (Primarily
Nimble)

TMS had been eliminated from being seriously considered prior to the IBM
acquisition for being too small and coming off as unprofessional, too pushy.
SLEH typically prefers HP, so, the IBM acquisition wasn’t a positive move;
there were also concerns around uncertainty for product direction.

Liked the modularity of Nutanix, we convinced that all flash was a less risky
proposition for scalable performance, sustained IO than a tiered appliance
solution.

Keith Harrell worked closely with key technical decision maker to engender
trust and confidence. He really did an exceptional job!
Initial Revenue – 2 x 6212 (7TB Useable Each)
Future Revenue – After proving ourselves, grow the VDI environment and pursue
Database, Epic, Electronic Medical Record, Billing and SQL cluster workloads….
And next year, Data warehouse (compete against Oracle Exadata).
Sales Cycle:

Sept 2012 – Qualified Lead from Devin Coffey

Mar 2013 – Decision to move forward with Violin

Apr 2013 – PO
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HCLS WIN – Shannon Medical (San Angelo, TX)
Customer Background:
Why Now?

Financial
Shannon Medical Center is a regional hospital based in
San Angelo, Texas that has served the community for
80 years. The hospital has 400 beds and provides a
variety of clinical services, and has 6 clinics in the
region.

Shannon is pursuing Federal funds associated with “Meaningful Use”
(http://www.healthit.gov/policy-researchers-implementers/meaningful-use). Meaningful use is
the set of standards defined by the Centers for Medicare & Medicaid Services (CMS)
Incentive Programs that governs the use of electronic health records and allows eligible
providers and hospitals to earn incentive payments by meeting specific criteria. There are
milestones and deadlines that must be met to qualify.

Shannon’s 401k contributions to employees are tied to meeting these milestones.
─
Install numbers collected:
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Cost-reduction – hope to reduce the number of SQL Licenses needed
Performance – Seeking to improve responsiveness of applications for end users (primarily Doctors
and Nurses) on a variety of applications.

20X faster (perf_test) than IBM DS4800

Shannon has implemented VDI, and the IBM storage (DS4800 & DS3500) is suffering. Need
to expand from 100 (current) up to 2300 seats long term.

10X faster (perf_test) than IBM DS3500

Additionally, Shannon is moving to Cisco UCS and recognizes the need to balance Compute,
Network and IO…

Customer using HDD Tune Performance Test - 30X
improvement over DS4800 with randomized I/O profile

Primary applications intended to move to Violin

─
64 second test reduced to 2 seconds
─
─
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VM boot time 3X faster than DSS4800
VM medical application with SQL back-end

Before Violin - 2 hours

After Violin - 11 minute
─
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Paragon EMR Customer says McKesson is phasing out other EMR applications and is driving
existing customer to Paragon EMR. Customer has been told that they are one of the largest
deployments of Paragon EMR.
Horizon Patient Folder (SQL)
Med3000 ICChart
Scaling VDI from 100 seats to include an additional 600 short term; up to 2300

Growth – The region has had a significant population influx due to recent development of
Shale formations (Cline, Wolfcamp, Wolfberry/Spraberry), requiring the ability to service more
patients. They need a storage solution that can scale.

Reliability – this is a hospital… they cannot afford unplanned outages. Violin was able to
demonstrate our technical capability and to convincingly articulate our HA story.
Why Violin?

Violin Memory Inc. Proprietary
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Performance, reliability, scalability, stability, proven and global, local
understanding/connection
HCLS Wins – Bayer (Germany)
Customer Background:
Key learning:

Bayer is a global enterprise with core competencies in
the fields of health care, agriculture and high-tech
materials, HQ is in Leverkusen, Germany. In fiscal
2011, the Group employed about 112,000 people and
had sales of €36.5 billion. Capital & R&D expenditures
amounted to €1.7 & €2.9 billion respectively.

Trust and integrity are the major points to win this deal. Further
more flexibility with the customer distinguished us from the big
like IBM, EMC and ORACLE. We showed them Violin is the
benchmark. Understand the requirements of the application guys.
This is the second win with Bayer after winning against Exadata
and Teradata, we now won against TMS.

Bayer Business Services is the Bayer Group’s
international competence center (& service provider) for
IT-based services, with more than 6.500 employees.

Campaign Approach:

Ongoing partnership with Bayer and good contacts to all vertical
and horizontal relevant people
Why Now?

Good and trustful partnership to SVA (mainly IBM partner)


Find and develop a champion in the database team
Bayer Material Science with 9TB and also Bayer Crop
Science 7,5TB are growing with their SAP environment
and got new performance issues with ORACLE.
Why Violin?

2 x 3220 performs nearly the same like high end TMS
720. But Violin shows more flexibility with testing, TMS
will give only 20 days for a POC. A well-organized
support, even in the POC phase, when for example a
VIMM struggles.
Violin Memory Inc. Proprietary
Strategic Value:

Coach in the application unit and storage unit.

Revenue - $ 1Mio.
Technical Background:

HP Proliant DL580-G7, Oracle Version: 11.2.0.2, SAP 12.201,
Filesystem (Non-ASM), VMware 5.0, Sync Replication over IBM
SVC,

Violin order Solution: 4x Violin 3220 Memory Array FC attached
3
HCLS Wins – McKesson UK
Customer Background:

McKesson has operated in the UK since 1990 and has a
dedicated workforce in excess of 450 employees delivering to
virtually every NHS organisation as well as to a number of
other public and private sector organisations. As operators of
the NHS Electronic Staff Record (ESR), world’s largest
integrated HR and Payroll system; McKesson pays 7% of the
working population in England and Wales, a workforce of
more than 1.4 million NHS employees. FORTUNE 500.
Why Now?

McKesson has won a new contract with the UK National
Health Service for a major analytics solution. This analytics
solution will be working with major datasets including the
payroll services for 1.4m NHS staff.
Key learning:

Position Violin innovation and flash market credibility with both the applications and
infrastructure resources early in the campaign. This helped us knock TMS out of the
discussion. TMS were not seen as innovators leading the future of flash technology.
Partner (Logicalis) leverage is key to very quick wins. Elapsed time for the win was 5
weeks from first meeting to Purchase Order.
Campaign Approach:





Violin Overview Introduction with key McKesson Architect at Logicalis symposium
Technical workshop covering Violin integration with SVC
Technical planning workshop covering intense rollout timelines
3 reference calls. Violin business value, HA/Performance and SVC/AIX support.
No POC required. We focused on the reference sell and external validation such as
SVC certification to address technical objections.
Commercial negotiation through Logicalis – Approved McKesson supplier and Tier 1
Violin EMEA partner

Strategic Value:
Why Violin?

The Violin Effect. 2 x 6000 SLC Arrays – An Ultra High
Performance and Availability solution capable of supporting
the very intense performance needs of McKessons’ new
Oracle Business Analytics platform.
Violin Memory Inc. Proprietary


Initial Revenue - $350k Solution
Future Revenue – McKesson will now use Violin as the platform for all Business
Analytics applications across EMEA. VDI usecase is also in discussion.
Technical Background:



•Dual Site configuration (Newcastle and Warwick)
•Oracle Business Analytics
•Oracle 11g r2 - 1.4m record database
•AIX, SVC
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HCLS Win - Guys and St Thomas Trust
Customer Background:
Use Case


Guys and St Thomas Trust (GSTT) is one of the
largest NHS trusts in the UK, with around 12,500 staff,
handling more than 1 million patient contacts a year. As
well as providing a full range of hospital and community
services for local residents, they also provide health
research, high quality teaching and education.
Opportunity Driver and Customer Pain Points

Microsoft best practice indicates 2-3K IOPS per million
documents scanned from within the SharePoint
repository, which will generate a peak workload in
excess of 407,200 IOPS. Architecting a solution based
on traditional disk-based storage for this performance
profile is prohibitively expensive, cumbersome and
fundamentally, can’t achieve the required system
operating speeds (Fast Search Indexing of the
underlying MSFT SQL cluster) at-scale, rendering the
system slow and not responsive.
Violin Memory Inc. Proprietary
5
GSTT has been tasked with implementing an innovative
web-based electronic data records management system
(EDRMS) to boost productivity, improve quality-of-care and
enhance clinical excellence. ‘E-Noting’ is a SharePoint
based collaboration portal, designed to enable real-time
communication of patient data across the hospital,
delivering enterprise-wide access to vital patient
information for clinicians and doctors working throughout
the trust. ‘E-Noting’ will deliver Paper-lite working within
clinical departments, reducing the delay and administration
associated with paper records and with the added benefit
of delivering patient information directly at the point-of-care
(wherever clinical care is needed). By its nature, the ENoting environment will be highly transactional (fast
indexing of the underlying data and logic tiers in the
repository) and will involve large volumes of data (up to
65TB’s of information in different format) being frequently
accessed by a core user-base of 20,000 on a daily basis.
HCLS Win - Guys and St Thomas Trust (cont)
Win criteria/key metrics

• Deliver optimal operational performance at the lowest
TCO

• Dramatically accelerate database search performance
(sub-millisecond target response times)

• Predictable low-latency with a large number of
concurrent connections (20K user future production
state)
Competition

GSTT architects looked at using NetApp (the incumbent
disk vendor) but quickly realized that spinning media was
unable to meet their IO benchmark without incurring
massive cost and having to provision far more
spindles/capacity than required. GSTT recognized that
traditional disk storage would fall short of a number of
measured metrics tests (document return latency/SQL
transaction & form load times) against the required
organizational scenarios and service level agreements.

GSTT decided that a new, modern storage and compute
platform was vital to success, not only for their immediate
needs, but also as a benchmark for future success
requirements. GSTT originally considered using Gridiron,
acting as a low-latency caching tier to mitigate performance
issues with

the NetApp SAN, but this was subsequently dismissed in
favor of the improved economics, scalability and resilience
that Violin offers.
Proposed solution and POC results

• 2 X 6232 arrays with 3 years gold support (initial order
for $610K)

• Sustained latency at 1 millisecond

• 10,000 SQL server inserts-per-second at 500
concurrent users

• 400 million records (table scans) scanned in less than
a minute (GSTT have never seen this complete in less
than an hour previously)

• Less than 3 minutes to create and start a VM
Violin Memory Inc. Proprietary
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