Elastic Cloud-FusionCube Converged Infrastructure
Sales Guide
Issue 01
Date 2013-04-22
HUAWEI TECHNOLOGIES CO., LTD.
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Elastic Cloud-FusionCube Converged Infrastructure
Sales Guide Contents
Issue 01 (2013-04-22) Huawei Proprietary and Confidential
Copyright © Huawei Technologies Co., Ltd.
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Contents
1 Overview ......................................................................................................................................... 1
2 Sales Strategies for Sub-Division Markets and Customer Service Scenarios .................. 2
2.1 Overall Sales Strategy ................................................................................................................................................... 2
2.1.1 Data Warehouse Scenario .......................................................................................................................................... 2
2.1.2 Enterprise Private Cloud Scenario (Enterprise Data Center Infrastructure) .............................................................. 3
2.2 Configurations for Typical Scenarios ........................................................................................................................... 4
2.3 Sales Restrictions and Precautions................................................................................................................................ 5
3 Highlights and Selling Points .................................................................................................... 7
4 Competitive Analysis ................................................................................................................... 9
4.1 Competitive Analysis .................................................................................................................................................. 10
5 Sales Support ............................................................................................................................... 12
5.1 Documentation ............................................................................................................................................................ 12
5.2 Technical Support ....................................................................................................................................................... 12
Elastic Cloud-FusionCube Converged Infrastructure
Sales Guide 1 Overview
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Copyright © Huawei Technologies Co., Ltd.
1
1 Overview
Huawei FusionCube Converged Infrastructure is a flagship product of Huawei's IT product
line. Designed based on an open architecture, the FusionCube integrates blade servers,
distributed storage devices, and switches into its 12 U subrack and also integrates distributed
storage, virtualization platform, and cloud management software before delivery. Moreover, it
supports on-demand resource allocation and scale-out. The FusionCube helps enterprises to
reduce the service rollout duration from several months to several days. Customers can
optimize configuration based on service requirements to greatly improve operation efficiency.
Elastic Cloud-FusionCube Converged Infrastructure
Sales Guide
2 Sales Strategies for Sub-Division Markets and Customer
Service Scenarios
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Copyright © Huawei Technologies Co., Ltd.
2
2 Sales Strategies for Sub-Division Markets and Customer Service Scenarios
2.1 Overall Sales Strategy For the data warehouse service scenarios, refer to the deployment case for the Huawei
Integrated Financial Services (IFS) project. Meanwhile, you need to seek for other data
warehouse vendors and independent software vendors (ISVs).
For enterprise private cloud service scenarios, refer to the deployment cases for Shanghai
Maritime University, Senegal Government Network, Netherlands Tangla Hotel, Spain
BME(virtualization service) and Oriental English College (VDI service). For IT hosting
and carrier requirement scenarios, refer to the deployment case for British Telecom,
Shanghai branch.
Focus on core distributors in Chinese and European markets, build sales and delivery
capabilities of distributors, and provide them with "high touch" customer relationships
training and technical support for named accounts (NA) and important projects.
2.1.1 Data Warehouse Scenario
1. The FusionCube provides only the OLAP infrastructure(hardware), but not data
warehouse software and services. You can seek for opportunities from services, such as
data warehouse creation, capacity expansion, upgrade, and performance improvement,
business intelligence (BI), and OLAP report system application required by key
industries and NAs. Also, customer can use existing database and their applications
without much modification. Customer needs to have proper DB license either covered by
Oracle ULA or can acquire license with deep discount from partners. (Huawei will NOT
provide DB license)Alternatively, you can find partners, such as service integrators (SIs)
or ISVs. Then filter the obtained opportunities based on the following rules:Projects to
join:
− An Oracle RAC-based data warehouse (Exadata or midrange computer) has already
been deployed and needs to be expanded or improved. Customers agree to migrate
the services in the data warehouse to the x86 platform. In addition, the license of the
data warehouse can be used freely once purchased.
− Customers have deployed an Oracle RAC-based data warehouse but have not
deployed the FusionCube. Customers have accepted and want to try the new
architecture. They acknowledge the performance of the Exadata but are vanquished
by its high price.
Elastic Cloud-FusionCube Converged Infrastructure
Sales Guide
2 Sales Strategies for Sub-Division Markets and Customer
Service Scenarios
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− Customers have already deployed the Sysbase IQ data warehouse and expect to
reconstruct or upgrade it for improved performance.
− Customers have OLTP+OLAP and want to separate OLAP to independent system
− Customer already has Unix server/PC server + SAN based data warehouse (Oracle,
Sybase) and looking for replacement (higher capacity, performance, lower cost).
− Customers want to deploy a data warehouse provided by a Chinese vendor.
− Independent hardware and software bids are offered for new construction projects,
two vendors are allowed to tender the bid collaboratively, or SIs are allowed to tender
the bid.
− ISVs who are looking for better infrastructure that improves their application’s
performance such that they can stay to be competitive. Typical ISVs include data
analytics vendors, BI vendors, etc. We also see request from vendors from media
industry, oil industry etc.
2. Projects to avoid:
− Customers offer a bid for integrated hardware and software and disallow
collaborative tender or SI tender.
− Customers select only one supplier, and Oracle tenders the bid using the Exadata.
2.1.2 Enterprise Private Cloud Scenario (Enterprise Data Center Infrastructure)
You can promote the FusionCube in such projects as enterprise private cloud construction and
enterprise data center infrastructure creation or construction. The following describes the sales
strategies for server virtualization and virtual VDI scenarios.
Server Virtualization
If the customer needs to purchase four or more physical servers for server virtualization and
does not require using the virtualization software and hardware platform from different
vendors, you can promote the FusionCube DataCenter Virtualization solution. This solution
integrates computing, storage, network, and virtualization software. Therefore, you can
emphasize the simplification and optimization that this solution offers to customers.
Pay special attention to the following customers:
Although the customers accept the appliance concept, such as the VBlock, they have not
settled down for model selection.
Although the customers are using the VBlock, they are not convinced of its prospect and
are vanquished by its high price.
Although the customers are not familiarized with the appliance, they have necessities for
using an appliance, for example, their small equipment room, complex management, and
use of virtualization.
The following product portfolios are recommended:
1. Preferred portfolio: E9000+FusionStorage+FusionSphere
2. Secondary portfolio: E9000+IP SAN+FusionSphere (if the customers do not want to use
the FusionStorage)
3. Secondary portfolio: E9000+FusionStorage+third-party virtualization software (if the
customers do not want to use the FusionSphere)
Elastic Cloud-FusionCube Converged Infrastructure
Sales Guide
2 Sales Strategies for Sub-Division Markets and Customer
Service Scenarios
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VDI
The FusionCube Desktop Cloud solution preferentially applies to the scenario in which about
300 to 800 VDIs are deployed.
You can promote the FusionCube Desktop Cloud solution for server virtualization+VDI if the
customers do not require cross-platform construction. The following product portfolios are
recommended:
1. Preferred portfolio: E9000+FusionStorage+FusionSphere
2. Secondary portfolio: E9000+IP SAN+FusionSphere (if the customers do not want to use
the FusionStorage)
2.2 Configurations for Typical Scenarios
Data Warehouse
FusionCube Configuration General Configuration
A 12 U FusionCube subrack for the data
warehouse comprises:
Three half-width two-CPU computing
nodes: E5-2680/256 GB RAM
One half-width two-CPU management
node: E5-2609/64 GB RAM
Six full-width two-CPU storage nodes:
E5-2609/64 GB RAM
28.8 TB SDD
Built-in InfiniBand switch modules in
active/standby mode
Built-in 10GE switch modules in
active/standby mode
FusionStorage
FusionSphere 3.x cloud computing
virtualization or management platform
Server: two to four midrange computers
or high-end x86 servers
Data network: two 10GE core switches
Internal switching: two InfiniBand
switches
Storage network: two 8 Gbit/s FC
storage switches
Switch: one fiber channel storage area
network (FC SAN) storage with 72 600
GB hard disk drives (HDDs)
SSD cache: 6 TB SDD cache
Virtualization: VMware vSphere v5
(optional)
Cloud management: VMware vCenter
(optional)
Peer vendors also provide counterparts for this scenario, for example, the Exadata X3 with 1/4 or 1/2
subrack configuration.
Enterprise Private Cloud/Data Center Infrastructure (Server Virtualization+VDI)
1. The minimum configuration of the FusionCube supports 100 to 300 VMs.
Elastic Cloud-FusionCube Converged Infrastructure
Sales Guide
2 Sales Strategies for Sub-Division Markets and Customer
Service Scenarios
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FusionCube Configuration General Configuration
A 12 U FusionCube subrack comprises:
Four full-width two-CPU computing
nodes: E5-2640/128 GB RAM
10.8 TB available storage space: four
blades, each providing nine 600 GB SASs
Built-in 10GE switch modules in
active/standby mode
FusionStorage
FusionSphere 3.x cloud computing
virtualization or management platform
Server: four 2 U two-CPU rack servers
Data network: two 10GE core switches
Storage network: two 8 Gbit/s FC
storage switches
Switch: one FC SAN storage with 12
600 GB HDDs
Virtualization: VMware vSphere
Enterprise Plus v5.1
Cloud management: VMware vCloud
v5.1
Peer vendors also provide counterparts for this scenario, for example, the VBlock SYSTEM 100
BX/DX.
2. The typical configuration of the FusionCube supports 350 to 800 VMs.
FusionCube Configuration General Configuration
A 12 U FusionCube subrack comprises:
Eight full-width two-CPU computing
nodes: E5-2640/128 GB RAM
21.6 TB available storage space: eight
blades, each providing nine 600 GB SASs
Built-in 10GE switch modules in
active/standby mode
FusionStorage
FusionSphere 3.x cloud computing
virtualization or management platform
Server: eight 2 U two-CPU rack
servers
Data network: two 10GE core switches
Storage network: two 8 Gbit/s FC
storage switches
Switch: one FC SAN storage with 24
600 GB HDDs
Virtualization: VMware vSphere
Enterprise Plus v5.1
Cloud management: VMware vCloud
v5.1
Peer vendors also provide counterparts for this scenario, for example, the VBlock SYSTEM 200
BASE/MAX.
2.3 Sales Restrictions and Precautions
Power Supply in the Equipment Room
The E9000 server requires four 16 A power supply ports or two 32 A power supply ports to
ensure reliability. The power of a single subrack ranges from 1405 W to 5414 W based on the
configuration. However, the power supply in the equipment room may affect the product
configuration and portfolio for sales.
Elastic Cloud-FusionCube Converged Infrastructure
Sales Guide
2 Sales Strategies for Sub-Division Markets and Customer
Service Scenarios
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Transportation
If the ordered specifications contain a cabinet, a large airplane and an automobile with a
lifting tail gate are required for shipment. When the product is shipped with a package, the
elevator must be more than 1400 mm wide and more than 2400 mm high.
The transportation restrictions may affect the delivery time. Therefore, exercise caution on
this point before signing the contract. For the delivery restrictions of other projects, see the
FusionCube 2.0 Engineering Information Sheet.
Elastic Cloud-FusionCube Converged Infrastructure
Sales Guide 3 Highlights and Selling Points
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3 Highlights and Selling Points
Customer Requirement Product Feature Benefit
Integration
Issues to be resolved for
customers:
Rapid growth of data
Complex IT environment
Agile requirement
A 12 U subrack
integrating computing,
storage, and network
capabilities
Linear and on-demand
expansion and upgrade
without changing the
device type
Unified configuration,
management, and
monitoring of physical
and virtual resources
No additional switch or
storage device required,
thereby significantly
simplifying the
procurement, reducing
20% initial investment,
saving 75% equipment
room space, and
reducing 67.5% energy
consumption.
Unified management
helps to improve
resource utilization. The
O&M costs are reduced
by over 30%. .
Simplification
Issues to be resolved for
customers:
Requirements for service
continuity
Increasing of
management costs
Pre-installation of
hardware, cable
connection, and shipment
in a cabinet
Pre-integration of cloud
computing virtualization
and the management
platforms
Automatic discovery of
physical devices and
automatic parameter
setting
Unified platform for
managing physical and
virtual resources
The FusionCube enables
one-stop delivery,
pre-installation, and
rapid service
provisioning.
The FusionCube
supports one-click
service deployment.
The FusionCube
provides easy O&M.
Optimization
Elastic Cloud-FusionCube Converged Infrastructure
Sales Guide 3 Highlights and Selling Points
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Customer Requirement Product Feature Benefit
Issues to be resolved for
customers:
Rapid service growth
IT capability bottlenecks
Low application
performance
Distributed storage
engine improving the I/O
performance by three to
five times
PCIe SSDs improving
storage performance
Intelligent Network
Interface Cards (iNICs)
improving network
performance by three
times
InfiniBand high-speed
switch module providing
56 Gbit/s switching
bandwidth
Data warehouse: The
throughput is improved
by over 30%, and the
query speed is increased
by three to nine times.
Data center
virtualization: The
FusionCube supports
linear capacity
expansion without
deteriorating storage
performance. 1 TB data
reconstruction takes less
than 30 minutes.
Elastic Cloud-FusionCube Converged Infrastructure
Sales Guide 4 Competitive Analysis
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4 Competitive Analysis
Function Huawei FusionCube
Cisco VBlock IBM PureSystems HP CloudSystem
Dell Active System 800
Maximum
computing
capability in a
subrack
32 CPUs
12.3 TB
RAM
16 CPUs
6.2 TB
RAM
56 CPUs
3.6 TB RAM
64 CPUs
8.2 TB RAM
32 CPUs
2 TB
RAM
Maximum
storage
capacity in a
subrack
120 TB 150 TB 48 TB 280 TB 96 TB
Network 10GE/40
GE
FCoE
InfiniBand
8/16G FC
10GE
FCoE
10GE/40 GE
FCoE
InfiniBand
8/16 G FC
10GE 10GE
Integrated
architecture
Integration of
computing,
storage, and
network
Network
convergence+c
ombination
Combination Combination Combination
Virtualization FusionSphere
/VMware
VMware PowerVM/KVM/V
Mware
Hyper
V/VMware
VMware
Energy
saving/
Environment
protection
Dynamic
hibernation/
-5C to +55C
Energy
saving/5C to
35C
Energy saving/5C
to 35C
Energy
saving/5C to
35C
Energy
saving/5C to
35C
Elastic/Linear
expansion
Linear
expansion with
flexible
configuration
Non-linear
expansion
Non-linear
expansion
Non-linear
expansion
Non-linear
expansion
Pre-sales/
After-sales
services
Services
provided by
one vendor
Services
provided by
three vendors
Services provided by
one vendor
Services provided
by two vendors
Services
provided by
two vendors
Elastic Cloud-FusionCube Converged Infrastructure
Sales Guide 4 Competitive Analysis
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4.1 Competitive Analysis
Enterprise private cloud (virtualization) scenario
Vendor Advantage Disadvantage Competitive Edge
VCE 1. Ranks the first in the
market share.
2. Provides series of
products and various
solutions.
1. High investment risks
because of its high price and
unclear prospect.
2. Complex architecture,
massive components,
complex networking and
connection, and low
reliability.
3. Services provided by three
vendors, resulting in low
efficiency.
1. The FusionCube provides
integrated architecture. No
external storage device or
switch is required. The system
architecture is more simple
and reliable.
2. The pre-sales and after-sales
services of the FusionCube
are provided by one vendor.
3. The FusionCube is
cost-effective.
HP 1. Takes a high market
share using the
C7000 server.
2. Provides all
solutions.
1. A variety of external storage
devices for different
scenarios.
2. Lack of the built-in NAS
and FCoE.
3. Massive management ports
and complex management.
1. The FusionCube provides
integrated architecture. No
external storage device or
switch is required. The system
architecture is more simple
and reliable.
2. The FusionCube provides
unified hardware and software
management.
IBM 1. Integrates experts'
capabilities, enables
automatic O&M,
and rapidly responds
to service changes.
2. Uses the built-in
V7000 storage to
provide storage
virtualization and
supports third-party
storage devices.
1. Simple x86 virtualization
without in-depth integration
and optimization.
2. Dedicated built-in storage
without in-depth integration.
3. Low cost-effectiveness.
4. Poor system I/O expansion
capability.
1. The FusionCube provides
integrated architecture. No
external storage device or
switch is required. The system
architecture is more simple
and reliable.
2. The backplane supports later
upgrades and evolution.
Data warehouse scenario
Elastic Cloud-FusionCube Converged Infrastructure
Sales Guide 4 Competitive Analysis
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Vendor Advantage Disadvantage Competitive Edge
ExaData 1. Monopolizes the
online transaction
processing (OLTP)
market.
2. Reduces the I/O load
using intelligent scan.
1. Bottleneck in complex
queries.
2. High prices.
3. Shared storage, resulting
in poor scalability.
1. The FusionCube can
serve the customers who
are attracted by the
Exadata performance
but vanquished by its
price.
Teradata 1. Ranks the first among
data warehouse
products.
2. Provides parallel
processing and high
performance.
1. Failure in interworking
with OLAP or OLTP.
2. Low integration: A
single subrack provides
only 1/3 performance
that of the FusionCube.
3. Dedicated hardware
with inflexible
configuration.
1. The FusionCube uses
the standard x86
architecture and
provides high
integration.
2. The FusionCube is
compatible with
traditional OLTP
database software.
IBM Netezaa 1. Uses the SMP+MPP
architecture.
2. Uses field
programmable gate
array (FPGA) to
compress storage
hardware.
1. Supports for only the
data warehouse
applications.
2. Fixed configuration and
nonsupport for SSDs.
3. Expansion bottleneck
with the SMP host.
1. The FusionCube is
compatible with
traditional OLTP
database software.
2. The FusionCube
supports smooth
capacity expansion.
3. The FusionCube
supports SSD and
InfiniBand hardware
acceleration.
EMC Greenplum 1. Uses the general
server.
2. Provides a unified
platform for SQL and
Hadoop.
1. Breakdown caused by
hardware capacity
expansion.
2. Supports for only
Greenplum and Hadoop.
3. Lack of hardware
acceleration: The
performance is only 1/3
that of the FusionCube.
1. The FusionCube is
compatible with the
databases or data
warehouses from
multiple vendors.
2. The FusionCube
supports SSD and
InfiniBand hardware
acceleration.
Elastic Cloud-FusionCube Converged Infrastructure
Sales Guide 5 Sales Support
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5 Sales Support
5.1 Documentation
http://enterprise.huawei.com/en/index.htm
http://enterprise.huawei.com/en/products/itapp/converged/converged/hw-200432.htm
5.2 Technical Support
Field Name Employee ID Email Mobile Phone Number
Contact person
for Chinese
markets
Gong
Jiannong
60079 [email protected] +86- 18611157826
Contact person
for international
markets
Wang
Dingjun
00194923 [email protected] +86-13923742650
Contact person
for Cloud Sailing
500
Wang
Dingjun
00194923 [email protected] +86-13923742650
Contact person
for global SA
Gu Qiang 00175014 [email protected] +86-18665805370
Contact person
for the
FusionCube
Sun Wanqi 00176499 [email protected] +86-18665320984