HP Presentation: IT Sprawl has Business at the Breaking Point
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HP Presentation: IT Sprawl has Business at the Breaking Point

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When looking closer at the Data Center, the cost of operations has absorbed a huge portion of the IT budget by up to 70% (includes both support & maintenance) – leaving little budget for more......

When looking closer at the Data Center, the cost of operations has absorbed a huge portion of the IT budget by up to 70% (includes both support & maintenance) – leaving little budget for more strategic or innovative needs. Enterprises clearly need to reduce the total amount of resources that are focused on operations and maintenance and free up resources to work on more strategic, innovative tasks. This session will also explore how HP's storage solutions bring together hardware, software and services to create next-generation data centers that operate more efficiently. Attendees will also learn:

* Why tomorrow’s business will be built on a converged infrastructure that includes storage, servers, networking, power/cooling, and software - and why traditional SAN’s don't address today’s availability and disaster recovery needs.
* Way's to rapidly respond to business and customer needs in order to increase customer satisfaction and loyalty.
* How to ensure business continuity and protect your resource and data assets against a growing range of security threats.

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  • markus.berber@hp.com
  • A simplified analogy to add a light hearted note.
  • There are 3 key solution areas in which the P4000 SAN Solution is focusedVirtualized InfrastructureRemote Office (ROBO)Multi Site HAVirtualized InfrastructureThe P4000 SAN solution is a virtualized storage technology that enhances Server Virtualization deployments leveraging VMware , Hyper-V, or CitrixThe ability to deploy one SAN as we will have seen above, and stretch that SAN into two different physical locations, give the P4000 unmatched flexibility and ease of use when used in concert with these hypervisors.VMware, Hyper-V, and Virtual Desktop Infrastructure (VDI) projects are driving the need for intelligently deployed storage solutions such as the P4000.Remote Office (ROBO)Use of the P4000 Virtual SAN Appliance (VSA) SOFTWARE enable companies to deploy data center quality server and storage redundancy at remote and branch office locations, with limited to no IT staff. In combination with hypervisors from Microsoft and VMware, this solution can be created at a remote site simply through the deployment / consolidation of servers. A hypervisor takes care of virtualizing the server infrastructure and making it redundant, and the VSA, deployed as a virtual machine, enables the internal storage to become highly available. All of this is achieved without the need for a physical SAN in every location.Remote sites are then linked back to a physical P4000 SAN at main site through asynchronous replication (technology that is included in the product)Multi Site HAP4000 offers the most redundant and competitively priced high availability storage solution on the marketWhether deployed with a single data center, or stretched across a campus between two different buildings, the ability to provide ONE SAN with this capability is unmatched by our competitionStrong ProLiant and BladeSystem presence, wants alternative to Fibre Channel, Updating Networking
  • To better understand the benefits of the LeftHand SAN we need to look at the five key features include with every system. Storage Clustering for scalable performance and capacityNetwork RAID provides your storage with beyond the box availabilityThin Provisioning to help reduce costs by increasing capacity utilizationSnapshot for advanced data protection and a reduction in tape storageRemote Copy for disaster recoveryWe’ll start on the next slide by explaining the benefits of storage clustering.
  • P4000 Theme and Big Take Away – We really want people to understand that the P4000 SAN technology that was acquired by HP is unique and will offer partners an opportunity to differentiate themselves and their business. P4000 is a strong competitive tool that should be included whenever a Server Virtualization opportunity is present.Get audience excited about the fact that the P4000 is really the “convergence” poster child. Leveraging industry standard ProLiant hardware to create a purpose built appliance for storage.
  • P4000 Theme and Big Take Away – We really want people to understand that the P4000 SAN technology that was acquired by HP is unique and will offer partners an opportunity to differentiate themselves and their business. P4000 is a strong competitive tool that should be included whenever a Server Virtualization opportunity is present.Get audience excited about the fact that the P4000 is really the “convergence” poster child. Leveraging industry standard ProLiant hardware to create a purpose built appliance for storage.
  • These questions are intentionally open ended questions.Only if we ask questions with the keen interest to listen to the answers will we be able to understand the customers true issues and root causes. Only then can we decide if the P4000 SAN portfolio offers a solution for them.Many P4000 deals are closed in server centric rather than storage centric buying cycles.
  • About First National Bank of DarlingtonFirst National Bank of Darlington has served the southern Wisconsin region for more than 70 years, offering loans, savings and checking services, as well as mobile and online banking.ApproachCreate a highly available banking environment leveraging and virtualize applications and storage service capabilities with:• HP ProLiant DL180 G6 Servers• HP ProCurve 2510G-24 Switches• HP StorageWorks P4000 Virtual SAN Appliance Software• VMware vSphere 4 Essentials Plus• Microsoft® Windows® Server Update Services• Microsoft Windows Server 2008• HP partner, JSO Technology LLC (www.jsotechnology.com)Results• 99% reduction in recovery time objective (RTO)—3 minutes vs. 3 days• 99% reduction in recovery point objective (RPO)—near-zero vs. a business day• 75% faster patch management• Reduced infrastructure complexity—a single solution for servers, storage, and networking• Offering customers uninterrupted 24x7 banking services even in a disaster• Meeting federal audit requirements with confidence• Reclaiming productivity for loan officer/IT manager• Leveraging storage virtualization for the benefits of a traditional SAN without the expensehttp://h20195.www2.hp.com/V2/GetDocument.aspx?docname=4AA1-2956ENW&cc=us&lc=enhttp://reference2win.corp.hp.com/Content.aspx?MaterialId=305826&Mode=View
  • See HP official documents for details and rules!SPIFFs: the Q3 channel playbook will be posted on the Americas Storage Sales Portal: http://intranet.hp.com/tsg/ams-salesportal/storage/Pages/index.aspxand on the Partner Portal $25 AmexCo Card via Partner Rewards: https://hppartnerrewards.yarewards.com/Common/Login.aspx?ReturnUrl=%2fCommon%2fLandingPage.aspxVSA Smart Buy 2 pack: TA688SB US list price of $5,995 represents a $2,785 saving vs. two single VSA licenses TA688AB at $4,390 each; see SmartBuy Hot Sheet @ Americas Storage Sales Portal $500 postcard subsidy and $3,100 Lead Qualification Mgt via Campaign Central on a first-come-first-serve basis till funds are depleted: Partner Portal home >Marketing Toolkit (left nav) > Campaign Central (under featured resources) >Put in your name >Pick ‘view/order campaigns’Education class: review back up slide; contact Rick RidderhoffCustomer Loyalty discount: see ESSN Playbook from Cindy Wolfe for Americas Storage Sales Portal and Partner Portalsee ESSN Playbook from Cindy Wolfe for20% trade-in rebate for Dell/Compellent customers www.hp.com/go/P4000Tradein
  • Terms and Conditions apply
  • Ridderhoff, Rick (HP Education)
  • See HP official documents for details and rules!SPIFFs: the Q3 channel playbook will be posted on the Americas Storage Sales Portal: http://intranet.hp.com/tsg/ams-salesportal/storage/Pages/index.aspxand on the Partner Portal $25 AmexCo Card via Partner Rewards: https://hppartnerrewards.yarewards.com/Common/Login.aspx?ReturnUrl=%2fCommon%2fLandingPage.aspxVSA Smart Buy 2 pack: TA688SB US list price of $5,995 represents a $2,785 saving vs. two single VSA licenses TA688AB at $4,390 each; see SmartBuy Hot Sheet @ Americas Storage Sales Portal $500 postcard subsidy and $3,100 Lead Qualification Mgt via Campaign Central on a first-come-first-serve basis till funds are depleted: Partner Portal home >Marketing Toolkit (left nav) > Campaign Central (under featured resources) >Put in your name >Pick ‘view/order campaigns’Education class: review back up slide; contact Rick RidderhoffCustomer Loyalty discount: see ESSN Playbook from Cindy Wolfe for Americas Storage Sales Portal and Partner Portalsee ESSN Playbook from Cindy Wolfe for20% trade-in rebate for Dell/Compellent customers www.hp.com/go/P4000Tradein
  • Gretchen Murray
  • Marketing Activities Include: Live Event – most utilized Demo Day – popularity growing Webinar – lightly utilized Appointment Setting – lightly utilized
  • See HP official documents for details and rules.SPIFFs: see ESSN Playbook from Cindy Wolfe for Q2: Customer Loyalty discount: see Partner Rewards: https://hppartnerrewards.yarewards.com/Common/Login.aspx?ReturnUrl=%2fCommon%2fLandingPage.aspxP4300 Starter SAN Smart Buy web page:http://h71016.www7.hp.com/dstore/ctoBases.asp?ProductLineId=450&FamilyId=3315&LowBaseId=32960&LowPrice=$3,203.00&oi=E9CED&BEID=19701&SBLIDVSA Smart Buy 2 pack: see SmartBuy Hot Sheet from Terri LineBerryCampaign Central: Partner Portal home >Marketing Toolkit (left nav) > Campaign Central (under featured resources) >Put in your name >Pick ‘view/order campaigns’SPIFFs: see ESSN Playbook from Cindy Wolfe for Americas Storage Sales Portal and Partner Portal$50 AmexCo Card via Partner Rewards: https://hppartnerrewards.yarewards.com/Common/Login.aspx?ReturnUrl=%2fCommon%2fLandingPage.aspxVSA Smart Buy 2 pack: TA688SB ; see SmartBuy Hot Sheet @ Americas Storage Sales Portal $500 postcard subsidy and $3,100 Lead Qualification Mgt via Campaign Central on a first-come-first-serve basis till funds are depleted: Partner Portal home >Marketing Toolkit (left nav) > Campaign Central (under featured resources) >Put in your name >Pick ‘view/order campaigns’Education class: review back up slide; contact Rick RidderhoffCustomer Loyalty discount: see ESSN Playbook from Cindy Wolfe for Americas Storage Sales Portal and Partner Portal

Transcript

  • 1. HP P4000 Partner Webinar 06/24/11
  • 2. HP P4000 Partner Webinar 06/24/11http://www2.ibtalk.net/index.php?cmp=mtx_pre_registration&PHPSESSID=dad0bd018a4d032fb7563832cfdfabb2
    Additional margin $s before 7/31/11 Markus Berber
    How to compete vs. Dell, NetApp, EMC?Markus Berber
    HP deal registration process addition see download files
    P4000 May-July promotions / incentives see back-up
    Outer Edge provides private cloud services with HP P4000 SAN and BladeSystem:
    http://www.youtube.com/user/HewlettPackardVideos?feature=mhum#p/u/0/hmj0G3tI0k8
  • 3. Q3 FY11 HP P4000 Promotions and plans
    This presentation may be updated during Q3.
    The up-to-date version is posted here:http://storage.corp.hp.com/Document_Storage/Announcements/HP_P4000_Partner_webinar_06_24_MBerber.pptx
    Last update: 6/25/11
  • 4. HP StorageWorks P4000 Q3 FY11 Plan and Promotions
    5/1 – 7/31/11
    Markus Berber– HP Product Marketing Manager
    05/20/11
  • 5. Q3 FY11 HP P4000 Promotions and plansSummary
    HP P4000 SAN summary
    3 use cases; 5 features; 9 qualifying questions;
    ESG WP “Operational and Business Benefits of HP P4000 SANs”
    P4000 reference materials: US price guide, Sales Tools Library, Sizing/Config/Startup, Sample Blueprints
    Q3 Customer Incentives
    20% Trade-in for Dell/Compellent customers
    Education 2for1 promotion
    Q3 Partner Promotions/Programs
    VEP extension + 7.5% for Band 1 – till 7/31/11
    10% installed base promotion
    SPIFFs $600-$2,000
    Partner webinars, training podcasts, $25 AmexCo card
    Data Protector initiative
    HP customer events in July, demand gen tools from HP
  • 6. HP P4000 SANs
    HP P4000 SANs are clustered iSCSI SANs that support virtualized and non-virtualized environments.
    www.hp.com/go/P4000
  • 7. Virtual Storage for a Converged Infrastructure
    HP StorageWorks P4000 G2 SAN
    Virtualized Pool of Storage
    Modular
    Scalable online
    Highly available
    Efficient capacity utilization
    Standards based
    All inclusive feature set






    HP StorageWorks P4000 G2 SAN
  • 8. Scale-up & Scale-out Storage Architectures
    A scale-uparchitecture isakintoa freight train
    • Array controllers: 1-2 locomotives for performance & redundancy
    • 9. Disk shelves: Wagons for capacity
    • 10. For a short train, locomotive has lots of horsepower
    • 11. It‘s very cost effective to add wagons
    • 12. Adding wagons may exceed power limits
    Scale up
    A scale-out architecture is akin to a metro train
    • Each wagon holds capacity and performance
    • 13. If engine in one wagon dies, other wagons take over
    • 14. Adding wagons scales performance in parallel
    • 15. The combination functions like a single train
    Scale out
  • 16. HP P4000 Use cases
    Remote site storage high availability or disaster recovery (DR)
    Remote Office(ROBO) or DR
    High Availability e.g. Multi-Site
    Virtualized Infrastructure
    Low-cost high availability (HA)
    Hyper–V
    VMware
    Citrix
    Storage infrastructure for server virtualization and virtual desktop infrastructure (VDI)
    SMB, Midmarket, G1K
  • 17. 5 Key Features With Every HP P4000 SAN
  • 18. Mnemonic aide - 5 features of HP P4000
    SNTSR:
    Storage Clustering
    Network RAID
    Thin Provisioning
    Snapshots
    Remote Copy
  • 19. Mnemonic aide - 5 features of P4000
    SNTSR
    Storage Nerds Think Storage Rocks.
    “Sales Need Tools” Says Riley.
    Some Nerds Threaten Sales Reps.
    Storage Never Taken Seriously is Regretful.
    Storage Networking Takes Strong Reminders.
    SamstagNachmittagTanzt Stephanie Rumba.
  • 20. 9 Qualifying Questions for P4000 SANs
    HP Restricted – for HP and HP Channel Partner Internal Use Only
  • 21. Business and Operational Benefits Achieved with P4000 SANs
    In slide show mode: click on icon to link to the document.
    FTE = full time equivalent
  • 22. HP StorageWorks P4000 G2 SAN Solutions
    Site 1
    Site 2
    Replication for Remote Offices is optional via VSA for all P4000 models. It is included with10 license (10TB each) with P4500 Multi-site and with Virtualization SAN.
  • 23. P4000 Reference Materials
    US price guide
    Sizing/Config/Startup Tools
    Sales Tools Library
    Sample Blueprints
    In slide show mode: click on links to access materials/webinar replays.
  • 24. HP P4000 Customer incentives
    Q3 FY11: 5/1 – 7/31/11
  • 25. HP P4000 Incentives: Q3 FY11
    Complete listing of all Q3 SWD marketing programs and promotions:
    • In the Partner portal: on the HP StorageWorks Expressway: ww.hp.com/partners/us/Storage- under “Quick Links” on the right.
    • 26. HP internal: http://intranet.hp.com/tsg/ams-salesportal/promotions/Pages/storage_promotions.aspx
  • 2-days of Professional Training from HP to improve customer success
    HP Education Services P4000 Training Promo
    HP StorageWorks P4000 SAN Configuration and Administration
    This 2-day course begins with the information required to understand, manage, and configure your HP StorageWorks P4000 SAN. This training covers topics such as HP SAN/iQ® 9.0 Software features and functionality, configuration, iSCSI protocol, as well as HP SAN/iQ 9Software in several popular application environments such as Microsoft SQL, Microsoft Exchange, and Oracle. It also covers best practices for HP P4000 SAN - based on field experiences and applied industry knowledge, such as installation and configuration of HP SAN/iQ® Software, use and verification of iSCSI Initiators, and MPIO.
    List Price: $1,800
    Sell: HP Education Services Care Packs attached to product orders
    HF383E/A1: 2-units of storage training SKU valued at $1800 ($900/unit)
    Promotion:Feb. 1, 2011 to July. 31, 2011
    Customers purchase the above care pack (minimum) attached to a
    product order and redeem for P4000 training from HP Education will
    receive one additional course at no additional charge
    (specific terms and conditions apply)
    HP & Partner internal use only
  • 27. Promotion Terms and Conditions
    To qualify for promotion, the customer must purchase a new Education Services Care Pack between February 1 and July 31, 2011.
    Student must be register for one HK364s US RAIL course on the existing published schedule and will receive a second registration for no additional charge for the same course. Registration must be completed by July 31, 2011. Course attendance must be completed by Oct 31, 2011 to qualify for this promotion.
    Second customer name must be provided at the time of the initial registration. Customer must pay with an HP Education Care Pack that is purchased between February 1, 2011 and July 31, 2011. Only one additional registration per Care Pack, per customer.
    This promotion applies to US-based open-enrollment sessions delivered by HP Education Services during the period of Feb 1, and Oct 31, 2011.
    Customer must register, provide promotion code P4000TRAIN, provide a valid method of payment prior to the class start date and complete the course before Oct 31, 2011 in order to receive the promotion.
    This offer may not be combined with other HP Education volume purchase programs (e.g. HP Care Pack, Integrated Learning Pak, Training Pass, Corporate Training Plan or Education Reseller Agreement) or any other HP education discount offer.
    This offer may not be combined with corporate discounts, Corporate Training Agreements, GSA discounts, or Software Assurance
    HP employees are not eligible to participate in this offer.
    HP reserves the right to change the terms of this offer, or terminate it, at any time and without notice.
    HP reserves the right to exclude any specific course from this offer .
    Payment options include:
    HP Care Pack - the HP Care Pack discount rate will not be applied; the amount deducted from the HP Care Pack will be
    adjusted so that the effective discount will be consistent with the discounts shown above. Customer Care Pack value must be at
    least $1800 USD to be qualified.
    Please note that under this promotion Software Assurance Training Vouchers are not a valid method of payment
    All other HP Education standard Terms & Conditions apply.
    This offer does not cover courses offered by other HP organizations (including HP Software) or other HP ATC’s and is
    Restricted to those courses offered by HP Education Services. Offer restricted to US customers only.
    Ineligible products:
    * Any HP Education Service or course other than the P4000 course specified for this promotion
    * This offer does not cover courses offered by other HP organizations
    Promotional Code : P4000TRAIN
    HP & Partner internal use only
  • 28. 2. Dell/Compellent 20% rebate to customers
    How it works: *
    • Buy any HP P4000 SAN
    • 29. Trade-in aging Dell EqualLogic SAN or Compellent SAN
    • 30. 20% of the  HP Net Purchase price paid back to customer
    In slide show mode: click on icon to link to the document.
    * For HP and Channel Partner Internal Use. For complete details, go to www.hp.com/go/P4000Tradein .The purchase invoice must be dated 4/1/11 – 7/31/11. Eligible equipment: Compellent (SC30, SC40), Dell EqualLogic (PS4xxx, PS5xxx, PS6xxx series). Trade-in equipment must be shipped to HP by 8/31/11. The Program is valid in the US only. HP reserves the right to alter, amend or cancel this Program at any time without notice. HP reserves the right to interpret the rules of this Program, and all decisions made by HP are final.
  • 31. HP P4000 Partner incentives
    Q3 FY11: 5/1 – 7/31/11
  • 32. HP P4000 Incentives: Q3 FY11
    Q3 channel playbook and promotions:
    • Partner portal: http://www.hp.com/partners/us/Storage > “Partner quick Links” on the right > “Storage Playbook”
  • P4000 extra discount on top of VEPCalculate your margin
    7.5% extra discount in VEP band 1
    2% extra discount in VEP band 4,5
    HP Confidential – HP and Partner internal use only
  • 33. 2. HP P4000 Q3 SPIFF 5/1 – 7/31/11for Partner Solution Architects SPIF Central #1580; SPIF Depot #5394
    HP ESSN Q3 Playbook on the StorageWorks Expressway (under Quick Links on the right): pg37-38
  • 34. 3. Q3 2011 SWD eLearning
    Training PODs
    Q3 2011 SWD Training Rewards Promotions!
    Program Details
    • Open to all channel partners and HP Call Center ISRs
    • 35. Individual cash awards earned for each training module
    • 36. Online exam required for eLearning PODs
    • 37. Eligibility based on authorization
    • 38. Limited award quantities
    • 39. Integrate as part of the Partner Rewards Program
    • 40. Q3 PODs will be available starting
    May 9th
    • Additional PODs will launch
    June 1, 2011
    Program Period
    • May 9, 2011 – August 31, 2011
    http://www.hp.com/partners/hppartnerrewards
  • 41. 4. Data Protector Initiative with P40003.793 Promotion elements (May 1- Oct 31, 2011)
    OFFER SUMMARY:
    Available to Canadian and US Partners
    This “Attach Selling Incentive” rewards Partners for attaching Data Protector (DP) Licenses to SWD Enterprise Storage arrays (P4000’s, D2D and 3Par).
    Promo is incremental to Value Express Pricing (VEP) and New Business Opportunity (NBO) and/or VBD (special pricing).
    Partners will register for VEP/NBO/VBD per standard processes and Distribution will check orders for qualify categories of HP product.
    This promotion can be used with the ESSN Portfolio Incentive Promotion.
    Both hardware and software attach orders must be placed through one distributor at the same time.
    Benefits to partners:
    GP, GP, GP… up to three times your normal GP for Data Protector!
    Data Protector Enablement: webinar, cheat sheets & lunch and learns
    Chance to attend an end user SWD/DP closing event the first part
    of August: San Francisco Giants, Chicago Cubs and Boston Red Sox
    Win an HP Touchpad for top attach revenue (top 3 partner sales reps)!
    Contact Walter Heil heil@hp.com for more details
  • 42. 5. HP P4000 SAN webinars for HP partnersFridays 8-9am PST
    In slide show mode: click on icon to link to the document.
  • 43. 5. HP Events and co-marketing initiativesSimplify Virtualization: P4000
    Events can be co-sponsored with VMware or Microsoft and Channel Partner
    Here is the link to order co-branded emails/postcards/telemarketing
    http://hp.marketingbridge.com/action/hp/Default
    Contact Jill McCurdy if you have questions.
    Jill.mccurdy@hp.com
  • 44. Simplify Virtualization HP led Mid-Market Storage Events: HP P4000
    More information contact: jill.mccurdy@hp.com
    Registration URL: TBA
  • 45. Simplify Virtualization HP P4000 Mid Market Law Firm Demand Generation
    31
  • 46. SAN-to-Go CD with Campaign / Reseller Tracking Code
    HP P4000 VSA Free Trial Download
  • 47. HP Lead Generation Center
    What is it?
    • A portal that allows HP to offer its channel partners the opportunity to create their own event or marketing activity using our co-branded marketing materials. They can purchase lists, send emails, customize a registration page – everything needed to generate more leads. You can use your MDF funds on this portal.
    How can you access it?
    • Access the site by contacting Jill McCurdy at jill.mccurdy@hp.comOR check the HP Partner portal under Marketing Toolkit, find Create Demand section – Click on Subsidy Center funds.
  • HP offers channel partners ability to easily access marketing activities.
    Select a campaign to generate demand.
    HP P4000 Solution
    HP P4800 Solution
    HP D2D
    *HP 3PAR –coming soon
  • 48. Partner-led End User Demand GenerationEnablement for P4000, P4800, D2D and HP 3PAR
    • Simplify Storage Virtualization
    • 49. Simplify Client Virtualization
    • 50. Data DeduplicationWorkshop
    • 51. Simplify Utility Storage with HP 3PAR
    • 52. The one stop event-in-the-box in the HP Lead Gen Center includes:
    • 53. e-mail invitation
    • 54. audience acquisition telescript
    • 55. event poster, name tags, survey
    • 56. presentation
    • 57. brochures and white papers
    • 58. Other resources available through the HP Lead Gen Center include:
    • 59. Event implementation Guide (free)
    • 60. Telemarketing Services (fee)
    • 61. List services (fee)
  • 6. $2,785 savings with VSA 2-pack Smart Buy;Lead Qualification Mgt max. $3,150 subsidy
  • 62. Backup
  • 63. Outcomes that matter.