2010 Oracle Corporation Confidential: Internal and Authorized Partner Use Only

2010 Oracle Corporation Confidential: Internal and Authorized Partner Use Only
<Insert Picture Here>
An Introduction to the StorageTek
SL150 Modular Tape Library


4 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
Agenda

SL150 Modular Tape Library Overview
Market trends
Portfolio Positioning
Value Propositions
Product Overview
Competitive Information
Partner Specific Details
Resell
Certification
Service
Sales Tools
Sales Opportunities
Summary and Q & A

5 | 2012 Oracle Corporation Proprietary and Confidential

Storage Challenges

CAPEX and OPEX
Up, Including
Energy
Regulations
Increasing
Data Volumes High
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Resource
Constraints
IT Staff Required to
Wear Many Hats
Unpredictable
Data Growth
Small and Medium Business Challenges
7
Current StorageTek Tape Library Portfolio
Entry
SL8500
SL3000
SL500
SL24/48
Best scalability
Industry-leading reliability and availability
Best TCO and investment protection


8
"For the first half of calendar year 2011, Oracle StorageTek
is #1 in total worldwide factory-out automation shipments
for tape libraries over 1,000 cartridge slots. Oracle has the
#1 market position on the strength of its SL3000 and
SL8500 midrange and enterprise automation."
Source: 'IDC Worldwide Tape QView Q2 CY11
Enterprise Market Leadership
9
Copyright 2012, Oracle and/or its affiliates. All rights reserved.
9
Entry
SL8500
SL3000
SL150
Introducing the StorageTek SL150
Redefining Entry Tape Automation
10 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
Savings Simplicity Scalability
SL150 Modular Tape Library: Value Propositions
2010 Oracle Corporation Confidential: Internal and Authorized Partner Use Only
Modular Architecture
Flexibility for Unpredictable Growth
Base Module
3U
30 slots
Supports up to 2 half height LTO
drives (base ships with one drive)
7 Color touch screen op panel
Mail slot- 4 slots
Expansion Modules
Supports up to 9 expansion modules
(2U modules)
Adds performance and/or and capacity
Supports up to 2 half height LTO
drives per module highest drive
density!
30 cartridge slots for capacity (45 TB
per module with LTO5)
No activation keys needed

2010 Oracle Corporation Confidential: Internal and Authorized Partner Use Only
Simplicity Software and Management
2010 Oracle Corporation Confidential: Internal and Authorized Partner Use Only
Scalability: Seamless and Simple
10X
Growth
Up to 450 TB in 21U
Nearly 1PB with 2:1 compression
No rip and replace


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Savings and Investment Protection
The SL150 Modular architecture
provides flexibility to help you scale in
line with your needs
Half height drives allow for high density
and lower cost
Partitioning allows for consolidation of
multiple libraries to one scalable solution
Library architecture reduces power
requirements
Support for OKM encryption

Protect Investment and Lower Overall Total Cost of Operations
15 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
SL150 Technology Differentiators
40 years of STK experience and
innovation brought to the
entry/midrange market
Innovations using our hardware and
software make this product unique to
the market
16
Tape is an Eco friendly
technology and we have
designed it to require even less
power!
Modules connect via USB
ONLY Oracle makes it this
simple!
Connect to any of the 9 ports in
the base unit
Modules without drives get their
power from USB connection
Hardware Innovations
Expansion Modules
9 USB ports on base module
USB port on expansion module
17
Base unit redundant power
option
Most competitive products dont
offer power redundancy in the entry
space
Expansion module design
No power supply required if no
drives in module (default for
expansion module has no power
supply included
If drive is used, power is
required, Options:
Single
Redundant power
Hardware Innovations
Power Options
Power supplies
18
Simplicity of Design
The Product is Simple to Order, Upgrade and Service
Ordering and Upgrades
Few parts to keep ordering simple
No license keys for capacity or features
Serviced with Customer Replaceable
Units (Spares)
CRUs are customer orderable
Only 6 parts
Library helps identify which one you need
Keep inventory of spares at your site
Or order as needed





19
Leveraging the Oracle Software for Tape Innovation
Engineering Efficiency and Savings
20
Simplicity of Installation
Installation Wizard on the
Operator Panel
4 easy steps on touch
screen panel
Library will then
initialize and you are up
and running

21
Simplicity of Management

Power Locate
Library state
Left Tab
Navigation
Library actions
Onboard help
Module
Expand/
Collapse
Magazine
actions
Bridged drive
Remote Browser
Interface
New library GUI
Perform library
operations
Manage
settings
22
Proactively Monitor Library Health
Click on Health button at top of screen to get more details on system health
Individual components and their health status and details are displayed
Indicator can show if CRU should be ordered/replaced
23
Copyright 2012, Oracle and/or its affiliates. All rights reserved.
23
StorageTek SL150 vs. Competitive Products

The SL150 modular tape library offers many
advantages over other libraries in its class.
These advantages are centered around its:

Simplicity of Architectural Design
Simplicity of Management
Simplicity of Upgrades/Service

24
Oracle
A New Standard in Entry Tape Automation:
10 x Scalability in One Product
Competitors
Expand
from
30 to 300
slots
25
Config
Libraries
SL150
Legacy
Oracle
IBM Dell HP Quantum

Sm Config
SL150
SL24
24 slots
TS3100
24 slots
TL2000
24 slots
MSL2024
24 slots
i40
25 slots
Med Config
SL48
48 slots
TS3200
48 slots
TL4000
48 slots
MSL4048
48 slots
i80
50 slots
SL500
50 slots
Entry
TS3310
Entry
ML6010
N/A
Entry
i500

Lg Config
SL500 TS3310 ML6010 MSL8096 i500
Gray = non scalable product
Note: Dell, HP, IBM, & Overland all sell the same BDT 24 and 48 slot libraries
In the scalable space: QTM, IBM and Dell all sell the QTM i500
Multiple Libraries vs. ONE product
All Competitors Sell at Least Three Separate Products
26
Focus on Ease of Use


Competitors lack software to make
management ,upgrades, and service
this simple


27
Agenda

SL150 Modular Tape Library Overview
Market trends
Portfolio Positioning
Value Propositions
Product Overview
Competitive Information
Partner Specific Details
Resell
Certification
Service
Sales Tools
Sales Opportunities
Summary and Q & A

28
Copyright 2012, Oracle and/or its affiliates. All rights reserved.
28 28
Selling the SL150 Modular Tape Library
Tape Resell rights
Current tape resellers:
All resellers who currently are authorized to sell tape, can sell this
product.
New resellers:
Have a valid Full Use Distribution Agreement (FUDA) v041610 with
Oracle, or be in the process of applying for one, or have a valid
addendum to your existing Full Use Distribution Agreement with
current hardware terms
Currently, partners must join the StorageTek Tape Knowledge Zone
Meet the resale competency criteria
29
Copyright 2012, Oracle and/or its affiliates. All rights reserved.
29
SL150 Modular Tape Library Certification in OPN


There are 2 Certifications for the SL150 on OPN: 1) Product and 2) Installation/Servicing
Each has its own GLP (courses and assessment)
Partners who complete the Sales and Pre-sales assessments will have SL150 Specialist
Certification
2 sales and 1 presales must pass competency assessments

30 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
SL150 Modular Tape Librarys design was
optimized for customer ease of use and
SERVICEABILITY
31 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
YOU Can Service the SL150!
With the SL150, there is an option for resellers in terms of service!
Oracle can service the product for your customer at the standard 12%
Or a reseller can install, upgrade, service the product themselves
Yes, thats correct no mandatory 12% for Oracle service!
You are free to set your own levels of service offerings for this product
Buy spares from Oracle
You will still receive strategic rebate if other necessary criteria are met (the
Sl150 has an exemption to the service requirement for the rebate)
But, you MUST meet certain criteria to participate in this option
32 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
How Does a Reseller Qualify?
1. Be a member of Oracle Partner Network
(OPN) with an active FUDA
2. Meet requirements for Certification on
OPN
GLP for Product
GLP for Installation/Service
3. Submit required paperwork to Oracle
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33 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
How Do We Order the SL150
Without Oracle Service Added?
1. Order SL150 though your VAD or
direct from OPS as you usually do
2. Choose the no service option in
the OPS ordering tool
3. Once you choose this option- a
reason must be chosen:
1. SL150 Certified partners will be given an
approved code for the no service
option
2. Oracle will use this code for audit
purposes

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34 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
Ordering/Stocking Spares for Service Needs
If you would like to stock spares for
your service needs 6 spare parts are
available for the SL150 on the Oracle
pricelist (Cat V)
You may want to stock parts to meet SLA
of your service offerings rather than
waiting for Oracle to ship them when you
need them
SL150 Certified partners are eligible
for an additional discount in addition
to the standard VAD/VAR discount.
35 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
Other Frequently Asked Questions
1. Does the SL150 have a warranty?
Yes, the product has a 1 year
warranty through Oracle. The
reseller is able to add service
offerings to this warranty
2. Do I still qualify for the 5% strategic
product rebate without Oracle
service attach? Yes. The
requirement of service attach has
been exempted for this product.
3. Does this apply to products other
than the SL150? No- this is the
ONLY product with this service
option


36
Channel Sales Tools
Active Programs: In EMEA, there is an
iPad incentive running until the end of
November.
Demo equipment: this product will be
added to the list of products (i.e. ODA,
ZFS, T4) that are available to partners at
reduced price for demo purposes
Trade-ins: there are trade-in discounts of
up to 15% through the UAP program for
Oracle libraries as well as competitive
trade-ins.
OPN Collateral: SL150 campaign kit,
battle card, white papers, presentations
are posted on OPN


37
Agenda

SL150 Modular Tape Library Overview
Market trends
Portfolio Positioning
Value Propositions
Product Overview
Competitive Information
Partner Specific Details
Resell
Certification
Service
Sales Tools
Sales Opportunities
Summary and Q & A

38
Copyright 2012, Oracle and/or its affiliates. All rights reserved.
38 38
Key Opportunities for the SL150
1. Data protection with simplicity and scalability
Oracle on Oracle:
Tiered storage (DDT)
Engineered systems backup (Exadata, ODA, SuperCluster)
2. Small Archives
Archive is a growing market!
Have the backup vs Archive discussion with your customers
Stress the products scalability and cost benefit for tape in long-
term archival
3. Installed base or competitive replacement
Existing customers with libraries over 3 years old
SL24/48/500/700
Existing customers with competitive libraries needing scalability
New deals for tape vs. competitive libraries
SL150 wins in simplicity, scalability and savings
39
Agenda

SL150 Modular Tape Library Overview
Market trends
Portfolio Positioning
Value Propositions
Product Overview
Competitive Information
Partner Specific Details
Resell
Certification
Service
Sales Tools
Sales Opportunities
Summary and Q & A

40 Copyright 2012, Oracle and/or its affiliates. All rights reserved.
StorageTek SL150 Modular Tape Library
Providing Customers Value Through Simplicity and Scalability

Opportunities:
Backup and Archive
Installed base and competitive take out
Simplicity of Design
STK development and Oracle software
are best-in-class
Simple product installation,
management, and upgrades
Scales from 30-300 slots
The ONLY scalable library in its class

41 Copyright 2012, Oracle and/or its affiliates. All rights reserved. Confidential Oracle Highly Restricted
StorageTek SL150
Modular Tape Library
Q&A
2010 Oracle Corporation Confidential: Internal and Authorized Partner Use Only
2010 Oracle Corporation Confidential: Internal and Authorized Partner Use Only