1 EMC CONFIDENTIAL—INTERNAL AND PARTNER USE ONLY © Copyright 2013 EMC Corporation. All rights reserved.
Revolutionizing the Midrange with Next
Generation VNX Racing to Profitability
Jens Brauer Director Mid-Tier Business
Germany
September 2, 2013
2 © Copyright 2013 EMC Corporation. All rights reserved.
Racing to Profitability EMC delivers The Speed to Lead - helping IT lead the way in accelerating business transformation with industry-leading VNX storage for the midrange and the Fastest Growing Reference Architecture – VSPEX
Best Performance Best Price/Performance Best Efficiency Best Availability
Drives Opportunity.
Drives Profitability.
Drives Customer Value.
Drives Competitiveness.
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High Growth Market
Huge Market Opportunity with VNX
39% CAGR for Unified 42% CAGR for File
9% CAGR in $5-$100K Mkt HIGH GROWTH in Apps and Virtualization
Strong Unified/File Growth
Focused Application Plays on Growth MKTS
ORACLE $7.6B 2013 TAM
4.6% 2013-16 CAGR
VMware/ Cloud
$8.3B 2013 TAM
3.9% 2013-16 CAGR
Microsoft $3.9B 2013 TAM
7.6% 2013-16 CAGR
FILE $6.6B 2013 TAM
7.4% 2013-16 CAGR
Source: EMC Mkt research - IDC SUDS /workloads ‘12
Source: IDC, WW Enterprise Storage Systems Forecast (06/13)
5% CAGR IDC Price Bands 2-10
($5k->$500k) 2013-2017
9% CAGR IDC Bands 2-6 ($5K-$100K) 2013-2017
Source: IDC, WW Enterprise Storage Systems Forecast (06/13)
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VNX: Best-in-Class ROI and TCO FLASH Optimized at Scale • More FIREPOWER
– Faster cores - Intel Sandy Bridge
– Faster file response/latency times
– Multi-core Optimization with MCx
• Greater EFFICIENCY – Reduce Capex with Block Deduplication
– Lower $/GB with MLC Flash / 256MB Granularity for FAST VP
• Better PROTECTION – Increased application availability with Active / Active
– VDM for online file migrations
• All with EASE – Lower TCO with virtualization deployments over NAS
– Increased productivity with new Unisphere Management Suite
UP TO 4x MORE VMs
MORE TRANSACTIONS
FASTER FILES
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Next Generation VNX Drives Opportunity
All About the Application • Align with the midrange unified application performance leader • Engage in multiple application opportunities in File, MS Apps,
Oracle, SAP, and more
Sell the Portfolio • Sell & implement best of breed solutions to expand share of wallet • Deliver the performance of Flash with the cost advantage of tiering
Deliver Virtualization Optimization Position VSPEX and new VNX to: • Fortify & execute your customers’ private cloud & EUC projects • Deliver industry-leading integrations for Microsoft, VMware, Citrix
More FIREPOWER. Greater EFFICIENCY. Better PROTECTION. – All with EASE!
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VNX Application Market Opportunity in 2013
Deliver flexible file/block deployment options - VSPEX/Vblock Reduce risk, increase revenue, lower operational costs
Generate high-value services opportunities
Sources: IDC SUDS, December 2012, IDC Storage Workloads 2012 Model, September 2012, MI Extrapolations
• Deliver optimized performance & capacity
• Implement FLASH for performance & best price/performance
• Leverage’ virtualization & Windows admin skills
Virtualization/Cloud
• Simplification through orchestration
• Deliver integrations removing vendor lock-in
• Provide growth with scalable solutions for traditional & transactional file
FILE
• Deliver a more scalable Oracle architecture
• Increase business performance (transactions & bandwidth)
• Lower Capex/Opex costs
ORACLE
• Deliver best performance for MSFT Private Cloud
• Provide highest performing & efficient SQL platform
• Consolidate MSFT Productivity Suite on VNX powered Private Cloud
Microsoft Applications OLTP/DW/Apps Traditional/Transactional
Increasing value with customers
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Confidently Position Award-Winning VNX for NAS
Virtual Servers
Transactional Applications
Home Directories
Collaboration
• Sell file in virtualized environments, databases and other use cases that require high small block random IOPS at the lowest response time
• Provide expert migration services from EMC or jointly deliver to drive customer loyalty
VMware on NFS Hyper-V on CIFS
Oracle on dNFS/NFS Custom Apps
Windows AD Unix/Linux
File Consolidation
SharePoint VMware Horizon View
Citrix XenDesktop
Virtual Desktops
Ample opportunities to sell flexible, cost-effective VNX file-based solutions
TRADITIONAL TRANSACTIONAL
Software, EDA/Eng MS Office
File-Based Apps
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Next Generation VNX Drives Profitability
Speed Your Mid-Tier Growth • Accelerate your sales performance and growth with private cloud, EUC,
application, and continuous availability solutions • Reach new customers with flexible, use case-driven VSPEX and vBlock
infrastructure & traditional deployment solutions
Drive Revenue Faster • Deliver higher-value with a comprehensive midrange unified solutions
portfolio • Increase your revenue/margins and improve account loyalty
Sell Your Expertise • Provide migration services and develop new application opportunities • Establish yourself as a trusted advisor and expand your bottom line • Apply the comprehensive VSPEX Proven Infrastructure model to enhance
credibility
More FIREPOWER. Greater EFFICIENCY. Better PROTECTION. – All with EASE!
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Technology Focus
VMWARE/ Cloud
Infrastructure -VNX-
Protection –Avamar-
Technology Focus
File Server Backup -Avamar & Networker-
Archiving -Isilon/Data Domain-
FILE ORACLE
Technology Focus
Mid-tier OLTP -VNX-
Oracle Backup –Data Domain–
Complete Protection –RecoverPoint-
Oracle HA –VPLEX-
Continuous Operations –VPLEX-
Converged –Vblock-
Home Directory -VNX-
Scale Out File -Isilon-
Cross Business Unit Sales Plays
Technology Focus
Infrastructure -VNX-
Protection & Archiving -Avamar, NetWorker
& SourceOne-
HyperV SQL
Exchange SharePoint
MSFT
VNX
Converged –Vblock & VSPEX-
Converged Infrastructure –Vblock–
Private Cloud –VSPEX-
Transactional NAS -VNX-
WIP
WIP
Leverage Application Play Books to Drive Sales/Profitability
Value of Sales Plays for Channel Partners: 1. Established content targeted at your customers’ most common business challenges 2. Play resources help identify, qualify, and execute your sales campaign 3. Highlight your capabilities to directly deliver specific customer applications
Identify the Opportunity Message & Position
Position Why You and EMC Capability Discussion
Choose the Sales Play Play entry-points
Access Cross Business Unit Sales Plays
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Next Generation VNX Drives Competitiveness
Meet Immediate Business Needs Translate technology into solutions with VSPEX to: • Strengthen your business partnership with end users • Deliver better business and economic value • Simplify private cloud, EUC, application, and continuous
availability deployments
Comprehensive Application Selling • Align application-focused selling with services capabilities • Easily deploy applications on VSPEX Reference Architectures & VCE
Converged Infrastructures
Industry-Leading Proven Infrastructures • Deliver same performance at 1/3 price of competitive systems • Use VSPEX solutions to drive high customer satisfaction with
straightforward deployments • Ensure repeatable business & industry leadership
V S P E X FASTEST GROWING REFERENCE ARCHITECTURE
More FIREPOWER. Greater EFFICIENCY. Better PROTECTION. – All with EASE!
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4X MORE TRANSACTIONS
Industry-Leading OLTP Price/Performance
Single Array
VNX8000 735K IOPS*
VNX7500 185K IOPS
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VNX 7500
124,500 NFS OPS
Single Array
4X FASTER FILES
Industry-Leading File Price/Performance
580,000 NFS OPS
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MORE VMs 4X
Industry-Leading VM Price/Performance
VNX7500 1,100 VMs
VNX8000 6,600 VMs
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3,600+ Solutions in 40+ Countries
Gartner & IDC name EMC #1 in market share
Gartner names VCE the #1 provider of converged infrastructure
S Y S T E M 300
Three Paths to Cloud Infrastructure
Component-based
Best Of Breed Infrastructure
VSPEX
Proven Infrastructure
Vblock
Gain competitive advantages with EMC deployment options
S Y S T E M 200
S Y S T E M 100
Converged Infrastructure
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Next-Generation VNX Drives Customer Value
Deliver More For Less • Transform your customers’ ROI with the clear price/performance leader • Deliver up to 4x more VMs, more transactions, and faster files for
virtualized applications
Technology & Efficiency Leadership • Differentiate with Flash 1st (FAST Suite) for file and block, de-dupe • Introduce the power of MCx (multi-core optimization) to lower customer
TCO ($/IOP and $/GB)
Accelerate Transformation to Cloud Use VSPEX & new VNX to speed your customers “time to business” with up to: • 4x the performance and 3x faster transactional NAS • 3x bandwidth and Lower latency • Complete portfolio of protection for VNX
NEW VSPEX SOLUTIONS
More FIREPOWER. Greater EFFICIENCY. Better PROTECTION. – All with EASE!
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Deliver cost optimizing performance and capacity
Accelerate Value With The FLASH 1st Strategy
PERFORMANCE CAPACITY
INACTIVE DATA
ACTIVE DATA
FAST Dynamically And Automatically
Optimizes Storage Pools Based On Actual Data Activity
~5% FLASH ~95% DISK
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CONTINUOUS OPERATIONS
VNX with VPLEX
EMC DATA PROTECTION SOFTWARE
RecoverPoint 4.0 AppSync 1.5
EMC BACKUP AND RECOVERY SOLUTIONS
Complete Portfolio of Protection for VNX
4 New Data Domain Avamar 7
Networker 8.1
EMC AppSync
~50% VNX
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Uncover More Opportunities in Your Accounts
Line of Business Owners
– Lower TCO (CapEx/OpEx)
– Lower risk with continuous availability
– Drive business agility
Application Owners
– Improve application performance at scale
– Eliminate application downtime
– Self-service IT for virtualized applications
Infrastructure Owners
– Reducing costs ($/GB and $/IOPS)
– Improve management productivity
– Increase utilization, performance, and protection (SLA)
VNX delivers value to multiple audiences - not just the storage admin
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And Wait, There’s More…
Flash-only Configuration
Continuous Operations
VNX5400 Promotion
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VNX7600-F FLASH-ONLY CONFIGURATION
UP TO 500,000 8K IOPS
SCALES TO 400TBs
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Powerful Combination: VNX + VPLEX
Flexible business operations Modular scalable deployment options
Improved availability Zero downtime for planned and unplanned outages
and non-disruptive migrations forever
Increased asset utilization Active-active data access, load balance and extend local
functionality (VMware, Oracle RAC) over distance
+
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Customers seeking a VNX5200 system now will receive a special limited-time offer to purchase a VNX5400 system!
– Q3 2013 only
▪ August 12, 2013 until midnight on September 26, 2013
– Receive an automatic 19% additional discount**
▪ On any valid VNX5400 configurations
▪ Up to and including 65 drives
▪ All usual opportunity registration discounts apply
– New VNX Systems are orderable NOW
* May not be available in all countries. Excluded in China. ** All promotions based on additional discount points (calculated from list price) applied to your standard transfer price from EMC.
Q3 2013 VNX5400 Global Channel Promotion*
VNX5200
VNX5400
Get a Head Start on New VNX Business: Special Offer for VNX5200 Customers
You’ll find complete details in the frequently asked questions document on PowerLink (Home > Tools/Resources > EMC Partner Programs > Promotions > Channel Promotions).
Q3 Special Offer
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Course of Action
1.Get Educated & Understand Your Opportunity Focus on Application-specific Sales Plays/Use Cases Understand how the EMC portfolio supports those Sales Plays/Use Cases
2.Identify Near-Term Opportunities Focus on upgrading customers to new VNX platforms
– CLARiiON, Celerra, 3rd Party, VNX (with migration services)
Target incremental NAS opportunities Leverage selling tools to close business
– vLab customer demos, new customer-facing content, workload profile assessment tool, more…
3. Build-Out Your Pipeline Implement VSPEX Proven Infrastructure for virtualization and applications Extend selling campaigns to LOB and Application owners Leverage new marketing assets/tools to build demand generation
Sign Up for Taking It To The Streets II
EMC experts coming to a town near you!
Streets Registration Page
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VNX Resources
Technical Sales Marketing
Workload Assessments [ link ]
Power Calculator [ link ]
VNX Sizer [ link ]
vLab Demos [ link ]
Application Solutions[ link ]
VNX Support [ link ]
VNX: My Documents [ link ]
Flash 1st Lead Gen Calculator[ link ]
TCO Tools [ link ]
VNX Sales Tools [ link ]
Customer Collateral [ link ]
EMC.com/EasyStreet [ link ]
VNX Customer Reference [ link ]
VNX Awards Deck [ link ]
VNX on Powerlink [ link ]
VNX on EMC.com [ link ]
Customer Presentations [ link ]
Cross BU Sales Plays [ link ]
Mid-tier Sales Plays [ link ]
VNX on Facebook [ link ]
VNX on EMC Community [ link ]
Services VNX Partner Services Overview / VNX Partner Services Portfolio / EMC Cooperative Services /
VNX Knowledge Maintenance / EMC Services Catalog
25 © Copyright 2013 EMC Corporation. All rights reserved.
VSPEX Resources
Technical Sales Marketing VSPEX Sizing Tool [ link ]
Application Solutions [ link ]
VSPEX on Powerlink [ link ]
VSPEX on EMC.com [ link ]
Collaborate on EMC ECN [ link ]
EMC.com/EasyStreet [ link ]
VSPEX Sales Proposals [ link ]
VSPEX Enablement Center [ link ]
Company Store [ link ]
VSPEX Solution Finder [ link ]
Lead with VSPEX Video [ link ]
EMC.com/EasyStreet [ link ]
VPMG [ link ]
VCC [ link ]
VSPEX on EMC.com [ link ]
VSPEX calculator [ link ]
Services VSPEX Partner Services Portfolio / EMC Cooperative Services / EMC Services Catalog
26 © Copyright 2013 EMC Corporation. All rights reserved.
Revolutionizing the Midrange with Next
Generation VNX Racing to Profitability