Thinksystem Storage Guidebook

THINKSYSTEM STORAGE SOLUTIONS DM SERIES DE SERIES RESOURCES Version: 040519
WWW.LENOVO.COM
LENOVO THINKSYSTEM
DM SERIES AND DE SERIES
STORAGE SOLUTIONS
GUIDE BOOK
DM SERIES
DE SERIES
2019 Lenovo
Internal & Partners
All Rights Reserved.
THINKSYSTEM STORAGE SOLUTIONS DM SERIES DE SERIES RESOURCES
THINKSYSTEM THINKSYSTEM STORAGE SOLUTIONS

STORAGE
SOLUTIONS
USING THIS GUIDE
USING THIS GUIDE
OVERVIEW This guide is intended to provide you with information and resources
AREAS OF FOCUS needed to support successful selling of DM Series and DE Series storage.
Accelerate
Optimize
SOLUTION SALES TOOLS
Protect OPPORTUNITY BUSINESS HOW TO SELL
OVERVIEW AND
BUSINESS OVERVIEW CHALLENGES AND WIN
CHALLENGES AND BENEFITS RESOURCES
CUSTOMER Understand the Learn about the Understand the Close more Enable your
TARGET
WORKLOADS business business full value of DM deals with teams with
opportunity the challenges your and DE Series targeted easy-to-access
PORTFOLIO
DM and DE customers face features and opportunities sales
Series presents and the key how to position highlighting the enablement
and how focus areas that the benefits to key value tools and web-
Lenovo is the DM and DE your customers propositions based training.
committed to Series deliver to and prospects
enabling your address these
success challenges.
2019 Lenovo
Internal & Partners

STORAGE
SOLUTIONS
USING THIS GUIDE
OVERVIEW
OVERVIEW
AREAS OF FOCUS TRANSFORM YOUR IT TO GAIN VALUE IN A

Accelerate DATA DRIVE WORLD
Optimize
Protect
• Every customer needs to get value out of their data
BUSINESS • Properly managing your data will allow value to be
CHALLENGES maximized
CUSTOMER
TARGET
WORKLOADS THE STORAGE INDUSTRY IS CHANGING IN
PORTFOLIO WAYS THAT CAN IMPROVE YOUR BUSINESS &
CREATE NEW OPPORTUNITIES
• Move to Flash: Flash prices are dropping and all Tier
1 storage will move to Flash
• Cloud: Ability to tier data to the cloud to increase
capacity & address data flexibility
2019 Lenovo
Internal & Partners

STORAGE
SOLUTIONS
USING THIS GUIDE
AREAS OF FOCUS
TO TRANSFORM YOUR IT, LENOVO IS FOCUSED ON 3 AREAS
OVERVIEW
AREAS OF FOCUS
Accelerate
Optimize
Protect
BUSINESS
CHALLENGES
CUSTOMER
TARGET
WORKLOADS
PORTFOLIO
ACCELERATE OPTIMIZE PROTECT
Accelerate your Optimize as data Protect your
data performance grows you have to data as a vital
to accelerate your simplify to address resource
operational costs
2019 Lenovo business
Internal & Partners

STORAGE
SOLUTIONS
ACCELERATE: MOVE TO ALL
FLASH
USING THIS GUIDE
OVERVIEW
AREAS OF FOCUS
Accelerate
Optimize
Protect FLASH PRICES ARE FALLING AND WILL BE
BUSINESS
CHALLENGES
CAN HELP MAKE THAT MOVE EASY
CUSTOMER
TARGET
WORKLOADS
• Outstanding Performance
PORTFOLIO • Simplified Management
• Higher Reliability
ACCELERATE
2019 Lenovo
Internal & Partners

STORAGE
SOLUTIONS
OPTIMIZE: CONSOLIDATE YOUR
STORAGE TO LOWER COSTS
USING THIS GUIDE
OVERVIEW
AREAS OF FOCUS
Accelerate
Optimize
Protect DISAGGREGATED SAN / NAS HAVE
BUSINESS COMPLEXITY WITH MULTIPLE STORAGE
CHALLENGES
ARRAYS
CUSTOMER
TARGET • Consolidate block and file data on one system
WORKLOADS
to simplify management and reduce cost
PORTFOLIO
• Move to All-Flash to eliminate the time and
expense of managing performance
OPTIMIZE • Data Efficiencies of Flash allow AFAs to meet
HDD cost points
2019 Lenovo
Internal & Partners

STORAGE
SOLUTIONS
PROTECT: ON PREMISE OR
IN THE CLOUD
USING THIS GUIDE
OVERVIEW
AREAS OF FOCUS
Accelerate
Optimize
Protect
As Data grows and regulations increase, protecting
BUSINESS
your data becomes an even more critical part of your
CHALLENGES business strategy
CUSTOMER
TARGET
• Tier your data on-prem or off-prem to the Cloud
WORKLOADS providing multiple levels of data protection
PORTFOLIO
• Software-based Data Encryption protects data at rest
• Integration with leading backup & recovery Software PROTECT
ISVs (like Veeam) to provide market leading backup
solutions for key workloads
2019 Lenovo
Internal & Partners

STORAGE
SOLUTIONS
USING THIS GUIDE
BUSINESS CHALLENGES
OVERVIEW IT departments are struggling to support their ever-changing customer
AREAS OF FOCUS business needs using traditional storage.
Accelerate
Optimize • Inability to move data from public to
Protect private cloud while maintaining
BUSINESS control
CHALLENGES
• Unable to respond quickly to
CUSTOMER
TARGET business changes and data growth
WORKLOADS
PORTFOLIO
• Scaling can be disruptive, limited and
not uniform, creating silos and
disruptions
• Reduced IT budgets and staff, but
need to implement more projects to
support the businesses
2019 Lenovo
Internal & Partners

STORAGE
SOLUTIONS
USING THIS GUIDE
CUSTOMER TARGET WORKLOADS
Applications DM Series DM Series DE Series DE Series
OVERVIEW
AFA Hybrid AFA Hybrid
AREAS OF FOCUS
Database
Accelerate Virtual Desktop (VDI)
Optimize
ERP / CRM
Protect
Virtualization VMWare &
BUSINESS
CHALLENGES Hyper-V
CUSTOMER
Analytics
TARGET E-mail
WORKLOADS
HPC
PORTFOLIO
Video Streaming
Digital Video Production
Web
Backup
Archive
2019 Lenovo
NAS / File Services
Internal & Partners
All Rights Reserved. Lead with offerings Ideal for some use cases Unique requirements

STORAGE
SOLUTIONS
USING THIS GUIDE
THINKSYSTEM STORAGE PORTFOLIO
OVERVIEW
AREAS OF FOCUS THINKSYSTEM DM SERIES THINKSYSTEM DE SERIES

Accelerate
Optimize
Protect
BUSINESS
CHALLENGES
ADVANCED DATA MANAGEMENT PERFORMANCE BLOCK STORAGE
CUSTOMER
TARGET
WORKLOADS
Mid-range to High Performance Entry to High Performance
PORTFOLIO AFA & Hybrid Block & File AFA & Hybrid Block
Lenovo XClarity support
Manufactured and supported by Lenovo
DELIVER COMPLETE END TO END STORAGE PORFOLIO

DIFFERENTAED TECHNOLOGY AND DATA MANAGEMENT
2019 Lenovo
Internal & Partners
THINKSYSTEM
DM SERIES
ALL-FLASH AND
HYBRID FLASH
ARRAYS
• Product Profile
• Solution Overview
• How to Sell and Win
2019 Lenovo
Internal & Partners
DM SERIES DM SERIES: PRODUCT PROFILE

HYBRID FLASH
PRODUCT PROFILE
Hybrid Flash
All Flash
SOLUTION
OVERVIEW
HOW TO SELL AND

WIN
DM3000H DM5000H DM7000H
Entry Unified Storage Mid-Range Unified Storage High Performance Unified Storage
Up to 100K IOPS ~100K IOPS ~275 IOPS
2TB Onboard NVMe FLASH Cache 2TB Onboard NVMe FLASH Cache 4TB Onboard NVMe FLASH Cache
Up to 144 HDDs Up to 144 HDDs Up to 480 HDDs / SDDs
2019 Lenovo
Internal & Partners
DM SERIES DM SERIES: PRODUCT PROFILE

ALL-FLASH
PRODUCT PROFILE
Hybrid Flash
All Flash
SOLUTION
OVERVIEW
HOW TO SELL AND

WIN
DM5000F DM7000F
Mid-Range Unified Storage High Performance Unified Storage
~180K IOPS ~352K IOPS
Up to 144 SSDs Up to 384 SSDs
2019 Lenovo
Internal & Partners
DM SERIES DM SERIES: SOLUTION OVERVIEW

OVERVIEW
PRODUCT PROFILE
SOLUTION
OVERVIEW
Overview
Accelerate DRIVE INNOVATION AND RESPONSIVENESS WITH THINKSYSTEM DM SERIES
Optimize
Protect With the DM Series, running ONTAP® data management software, customers
HOW TO SELL AND can integrate next-generation data storage technologies such as flash & cloud
WIN
KEY BENEFITS CAPABILTIES

• Accelerate your data with All Flash • Scale and move workloads across
efficiencies & NVMe over Fabric cloud deployments in minutes
• Optimize Data Management across • Increase performance with flash
flash, disk & cloud optimization
• Protect your Data with highly • Integrated data protection
reliable systems and Snapshots and • Application integration with VMWare
other replication technologies and other popular workloads
• Global management of data from
2019 Lenovo
flash to disk to cloud for lifecycle
Internal & Partners management

ACCELERATE
PRODUCT PROFILE
SOLUTION
OVERVIEW
Overview The DM Series enables customers to deploy All-Flash SAN environments which
Accelerate
minimizes latency and increases overall performance, resulting in faster running,
Optimize
performance optimized applications
Protect
HOW TO SELL AND • All-Flash + Gen6 Fibre Channel Connectivity

WIN
yields faster application response times
• Using an NVMe over Fibre Channel provides
up to 2X the IOPs and 50% lower latency*
• Deploy key workloads in under 10 minutes with
2019 Lenovo
* Measured on DM7000F 4K Random R/W (70% Reads / 30% Writes). Testing done with SAS
Internal & Partners Flash media on Host and Server using Vdbench in Lenovo / Brocade defined test scenario

OPTIMIZE
PRODUCT PROFILE
SOLUTION
OVERVIEW
Overview ONTAP gives you a common set of features across deployment architectures,
Accelerate
which simplifies complex tasks so your IT staff can be more productive and focus
Optimize
on addressing business priorities.
Protect
HOW TO SELL AND • Optimize data management across

WIN
architectures, deployment models and
applications
• Improve data center economics with DM All-
Flash arrays + ONTAP by delivering higher
density and faster performance with lower
power consumption
• Boost efficiency with inline deduplication,
compression and compaction
• Automate tiering of cold data to a lower
cost storage
2019 Lenovo
Internal & Partners

PROTECT
PRODUCT PROFILE
SOLUTION
OVERVIEW
Overview both from the
Accelerate
perspective of ensuring that data is not stole, as well as the ability to quickly
Optimize
recover data if a disruption occurs.
Protect
HOW TO SELL AND • Encrypt any volume, any disk with the DM
WIN
Series. Data encryption is preserved into the
Cloud to sure protection.
• Asynchronous & Synchronous Snapshots
provide control over data replication
• Integration with leading backup & recovery
software solutions such as Veeam, to augment
recovery solutions.
2019 Lenovo
Internal & Partners
DM SERIES DM SERIES: HOW TO SELL AND WIN

COMPETITIVE LANDSCAPE
PRODUCT PROFILE
SOLUTION
OVERVIEW
HOW TO SELL AND
WIN Unified Block only
Competitive Dell / EMC Unity HPE 3Par HPE Nimble Pure M-Series
Landscape
Target Customers
Prospecting
Qualifying
Questions Competitive Weaknesses
Objection Handling No support for 40GE and 32G FC Legacy complexity Only async replication Lack native backup
Solutions Storage & AFA Limited investment Limited clustering Scale up only
Consolidation DR Impacts performance No triple-parity protection Active/Standby controller model Limited app integration
Solutions Next- No scale out Dedupe on flash only Scale-up limited to AF80 Drives not sold separately
Gen Storage
Lacks integrated data protection Limited file capability Block only Block only
Competitive Strengths
Simple install & management Up to 6- Up to 6- Industry leading dedupe
Native unified solution Hybrid or All-Flash array Strong dedupe Models can be upgraded to higher
level models
CloudIQ for predictive analytics Limited Unified support weak File Multi-cloud support for tiering to All data services included
Persona AVS & Azure
2019 Lenovo For detailed competitive analysis, refer to additional resources at: https://lenovopub.jiveon.com/docs/DOC-10580
Internal & Partners

TARGET CUSTOMERS
PRODUCT PROFILE
SOLUTION
OVERVIEW
HOW TO SELL AND
WIN
Customers in the Mid to High-end Enterprise segment of the following
Competitive industries are key targets for DM Series.
Landscape
Target Customers
Prospecting
Qualifying
TARGET INDUSTRIES
Questions
Objection Handling • Industrial / Manufacturing
Solutions Storage
Consolidation • Healthcare
Solutions Next-
Gen Storage • Higher Ed
• Government
• Engineering & Design
2019 Lenovo
Internal & Partners

PROSPECTING
PRODUCT PROFILE
SOLUTION
OVERVIEW
HOW TO SELL AND TARGETING AND QUALIFYING TARGET CUSTOMER
WIN
Competitive
OPPORTUNITIES OPPPORTUNTIES
Landscape
UNDERSTANDING YOUR BUYER • All-flash workloads that require high
Target Customers
• VP of IT, Director of Storage performance, consistent low latency;
Prospecting
Microsoft Exchange, SharePoint, and SQL
Qualifying • IT Manager, Storage Administrator / Architect Server, Oracle and SAP on NFS and SAN
Questions
Objection Handling
IDENTIFY BUSINESS ISSUES • Aligned with other IT infrastructure
Solutions Storage • Meet stringent SLAs for performance and/or initiatives, such as flash, software-defined,
Consolidation availability or cloud initiatives
Solutions Next-
Gen Storage • Deliver applications and data without service • Server virtualization (VMWare, Microsoft
disruption Hyper-V, Citrix, KVM), desktop
• Operate at scale in business-critical virtualization for Citrix and VMWare
environment • Tech apps, unstructured data, R&D apps,
• Extract and move data on demand within a NDS and CIFS home directories
data center and across many different
locations
2019 Lenovo • Easily leverage cloud resources as an
Internal & Partners extension of on premise storage

QUALIFYING QUESTIONS
PRODUCT PROFILE
SOLUTION
OVERVIEW
HOW TO SELL AND
WIN
Competitive
Landscape
QUESTION ANSWER
Target Customers
Does your organization have DM Series delivers a data management solution that
Prospecting
the ability to meet changing provides the agility, scale, protection and operating
Qualifying
Questions
business requirements? efficiency to speed response to business challenges.
Objection Handling Can you respond quickly to DM Series provides a foundation that seamlessly
Solutions Storage business changes on premises connects different data management environments
Consolidation
or in the cloud? across disparate clouds into a cohesive, integrated whole
Solutions Next-
Gen Storage
Is any of your environment DM Series data efficiency technologies for de-duplication,
virtualized? If so, how much compression & Snapshots are perfect complements to
virtualized workloads, reducing the amount of physical
storage required to store VMs and VDI instances
What cloud provides do you DM Series allows tiering to the Cloud with multiple
use now, or plan to use in the popular Cloud vendors such as Amazon & Microsoft, as
future? well as tiering to private clouds and facilities easy move
2019 Lenovo in between.
Internal & Partners

OBJECTION HANDLING
PRODUCT PROFILE
SOLUTION
OVERVIEW
HOW TO SELL AND
WIN
The following objection-handling information will help guide your sales
Competitive conversations and further position the way Lenovo can solve customer IT
Landscape
challenges.
Target Customers
Prospecting
Qualifying
Questions Have you considered what the cost of managing and maintaining two different arrays is to your business?
Objection Handling How much space, cooling and other physical costs could you save by consolidating these arrays onto
Solutions Storage a single unified array such as the DM Series offers?
Consolidation
Solutions Next- -
Gen Storage
When one factors in the data efficiencies provided by the DM Series arrays in-line compression &
deduplication, and other technologies, All-Flash should be lower cost than traditional 10K & 15K HDDs
purchased over the last 36 months.
We realize that for some customers, the Cloud does not align with their business requirements. The DM
Series does not require storage in the Cloud, but is ready when your requirements change and you desire to
2019 Lenovo tier data into a private or public cloud.
Internal & Partners
DM SERIES DM SERIES: HOW TO SELL AND WIN - SOLUTIONS

STORAGE CONSOLIDATION
PRODUCT PROFILE
SOLUTION
OVERVIEW
HOW TO SELL AND
WIN
Moving to DM All-Flash Arrays enables consolidation of Block & File
Competitive storage arrays, lowering operational costs & management complexity
Landscape
Target Customers
Prospecting With Data Efficiencies, effective $/GB for Flash is already lower than 15K
Qualifying drives and has reached parity for 10K drives
Questions
Objection Handling
Solutions Storage
Consolidation
Solutions Next- 1PB reduced from 88U
Gen Storage
to 2U of Rack Space
2019 Lenovo
Internal & Partners
DM SERIES DM SERIES: HOW TO SELL AND WIN - SOLUTIONS

NEXT-GEN STORAGE
PRODUCT PROFILE
SOLUTION
OVERVIEW
HOW TO SELL AND
WIN
In addition to storage, Lenovo offers a range of SAN Switches to enable an
Competitive end-to-end, performance optimized offering.
Landscape
Target Customers All-Flash + Gen6 Fibre Channel = Faster Application Response Times
Prospecting
Qualifying
One Vendor = Single Point of Support & Services = Faster Problem Resolution
Questions
Gen6 Fiber Channel is ready for Next-Generation of NVMe-based Storage
Objection Handling
Solutions Storage
Consolidation
Solutions Next-
Gen Storage
2019 Lenovo
Internal & Partners
DE SERIES
THINKSYSTEM
DE SERIES
ALL-FLASH AND
HYBRID FLASH
ARRAYS
• Product Profile
• Solution Overview
• How to Sell and Win
2019 Lenovo
Internal & Partners
DE SERIES DE SERIES: PRODUCT PROFILE

HYBRID FLASH
PRODUCT PROFILE
Hybrid Flash
All-Flash
SOLUTION
OVERVIEW
HOW TO SELL AND

WIN
DE2000H DE4000H DE6000H
Entry Storage Mid-Range Storage High Performance Storage
More than 100K IOPs Up to 825K IOPs Up to 1M IOPs

Lowest cost, affordable enterprise Scalable hybrid storage with high
Best price/performance
storage availability for medium to large
2019 Lenovo
Internal & Partners
businesses
DE SERIES DE SERIES: PRODUCT PROFILE

ALL-FLASH
PRODUCT PROFILE
Hybrid Flash
All-Flash
SOLUTION
OVERVIEW
HOW TO SELL AND

WIN
DE4000F DE6000F
Entry Level High Performance
Up to 300K IOPs More than 1M IOPs

Highest price/performance, low
Low cost and high density
latency and high density
2019 Lenovo
Internal & Partners
DE SERIES DE SERIES: SOLUTION OVERVIEW

OVERVIEW
PRODUCT PROFILE
SOLUTION
OVERVIEW
Overview
Accelerate SETS THE STANDARD FOR PRICE FOR PERFORMANCE EFFICIENCY
Optimize
Protect With the DE Series, customers benefit by deploying performance optimized
HOW TO SELL AND block storage for a variety of workloads.
WIN
KEY BENEFITS
• Price / Performance leader delivers affordable performance optimized storage
• Wide range of drives, shelf options & connectivity types provides flexibility
• Ensure data security with encrypted drives as well as data replication, including
to the Cloud
• Simplify management using the DE Series modern, on-box browser-based GUI
2019 Lenovo
Internal & Partners

ACCELERATE
PRODUCT PROFILE
SOLUTION
OVERVIEW
Overview
The DE Series delivers high-performance Block storage which benefits
Accelerate
Optimize
customers needing fast access to their data and rapid response from their
Protect applications.
HOW TO SELL AND
WIN
SSD CACHE / HYBRID DYNAMIC DISK POOLS

STORAGE • 8x faster rebuild times with
• continuous high performance
• Mix & match SSDs & HDDs • Improved storage efficiency for
unused drives in disk pools
• Industry leading SAN price /
performance with SPC-1 v3
benchmark
2019 Lenovo
Internal & Partners

OPTIMIZE
PRODUCT PROFILE
SOLUTION
OVERVIEW
Overview
The DE Series provides a wide range of drive, chassis & connectivity
Accelerate
Optimize
Protect customers to optimize their block storage environments by using the right
HOW TO SELL AND combination of options for their current business requirements
WIN
FLEXIBILITY SIMPLIFIED MANAGEMENT

• Variety of drive types & • Lenovo offers a full suite of
expansion chassis to meet management tools for server,
specific business needs networking & storage
• Multiple connectivity options to • XClarity integration provides a
integration into existing common, single-pane of
environments management
2019 Lenovo
Internal & Partners

PROTECT
PRODUCT PROFILE
SOLUTION
OVERVIEW
Overview
Customers rely on Lenovo to protect their most critical business asset
Accelerate
Optimize
their data. The DE Series provides multiple features to ensure their data is
Protect protected and secure.
HOW TO SELL AND
WIN
MIRRORING ENCRYPTED DRIVE
(SYNC & ASYNC) SUPPORT
Cost-effective enterprise-class Extended security
disaster data recovery with FC enhancements for compliance
and IP replication and regulations
SNAPSHOT AND
VOLUME COPIES
More precise and faster
recovery point objectives
2019 Lenovo
Internal & Partners
DE SERIES DE SERIES: HOW TO SELL AND WIN

COMPETITIVE LANDSCAPE
PRODUCT PROFILE
SOLUTION
OVERVIEW
HOW TO SELL AND
WIN
Competitive
Landscape
HP MSA 2052 Dell-EMC ME4
Target Customers
Target Environments
Prospect and Qualify

Weaknesses
Objection Handling
Max IOPS of around 220K Max IOPS of 320K DE scales to 1M
Solutions Backup & Virtual Disk groups require hot-standby drives unlike DDP Virtual Disk groups require hot-standby drives unlike DDP
Recovery
No Synchronous Replication Limited to 1024 snapshots DE can offer up to 2048
Solutions Big Data Only offers a 2U24 shelf option Different transceivers required to support FC and iSCSI
Analytics No support for encrypted drives Entry-level targeted product DE offers broader range
Solutions - Technical Strengths

Computing SAS support Large capacity
Solutions Video Battery-free cache backup Supports erasure coding

Surveillance Strong brand awareness Strong brand awareness
2019 Lenovo For detailed competitive analysis, refer to additional resources at: https://lenovopub.jiveon.com/docs/DOC-10680
Internal & Partners

TARGET CUSTOMERS
PRODUCT PROFILE
SOLUTION
OVERVIEW
HOW TO SELL AND
WIN Use the following characteristics to help identify a good customer fit for DE Series
Competitive
Landscape
Target Customers NEW ACCOUNTS EXISTING CUSTOMERS
Target Environments • SAN solution for growing business • SAN solution for growing business
environments in which Lenovo DM Series is environments in which Lenovo DM Series is
not a good fit not a good fit
Objection Handling • Price/Performance, low latency, and density • Price/Performance, low latency, and density
Solutions Backup & are paramount are paramount
Recovery • Optimal for backup, big data analytics, • Optimal for backup, big data analytics,
Solutions Big Data technical computing and video surveillance technical computing and video surveillance
Analytics
Solutions - Technical
Computing TECHNOLOGY REFRESH ACCELERATE BUSINESS
Solutions Video • Customers are typically looking to refresh • Sub-100 Microsecond latency enables faster
Surveillance
every 3-5 years and better decision making
• Enterprise-class features are redefining mid- • Maximize efficiency with IT solution build
size arrays with next-generation IT infrastructures in
2019 Lenovo mind
Internal & Partners

TARGET ENVIRONMENTS
PRODUCT PROFILE
SOLUTION
OVERVIEW
HOW TO SELL AND
WIN -volume, high-throughput environments. Ask
Competitive your customers if they are supporting any of the applications listed. If yes to any of
Landscape
these inquires, lead with DE Series.
Target Customers
Target Environments
Prospect and Qualify USE CASES EXISTING CUSTOMERS

Objection Handling
Analytics and object storage Block-based storage for SMB &
Solutions Backup &
Recovery Database & data warehousing Enterprise applications
Solutions Big Data Collaboration Price/performance sensitive
Analytics
High-performance computing storage environments
Computing
Backup & archive Remote/branch offices
Solutions Video
Media & entertainment Disk-to-disk backup or archive target
Surveillance
Digital video surveillance Content repositories

Research and development Video surveillance
2019 Lenovo
Internal & Partners

PROSPECT AND QUALIFY
PRODUCT PROFILE
SOLUTION
OVERVIEW
HOW TO SELL AND
WIN Use the following qualifying questions to help further position how Lenovo DE
Competitive -critical storage challenges.
Landscape
Target Customers QUESTION ANSWER
Target Environments

Tell me about your workloads The DE Series of arrays offers high performance ideal for
do you have databases which big data, technical computing or OTP databases.
Objection Handling
require high performance?
Solutions Backup &
Recovery You have a HCI based Snapshots on a HCI cluster are not sufficient to protect
Solutions Big Data
environment today how are your data Using DE Series storage arrays for external
Analytics you backing up your clusters? backup & archive provides and extra layer of protection
Solutions - Technical Do you have large data-lakes The range of options within the DE Series can serve Data-
Computing
that contain large amounts of Lake applications well by using the higher-performance &
Solutions Video meta-data? capacity arrays for main data, and a smaller DE system
Surveillance
for meta-data storage.
How are you addressing your Lenovo has partnered with leading software vendors such
general backup & archive as Veeam to deliver optimized solutions using the DE
2019 Lenovo
Internal & Partners environment today? Series of hybrid arrays for reliable, cost-effective backup.

OBJECTION HANDLING
PRODUCT PROFILE
SOLUTION
OVERVIEW
HOW TO SELL AND
WIN The following objection-handling information will help guide your sales
Competitive conversation and further position how Lenovo DE Series can solve customer shared
Landscape
Target Customers
storage challenges
Target Environments

OUR BUDGETS DO NOT ALLOW WHOLESALE CHANGE TO NEW STORAGE
Start by identifying a new workload deployment which needs a robust backup
Objection Handling
solution Use the Lenovo DE Series for cost-effective backup of that new
Solutions Backup &
Recovery
workload, and over time transition to new deployments.
Solutions Big Data
Analytics I HAVE NOT HEARD OF THE DE SERIES?
The Lenovo DE Series of storage arrays is based upon a hardware and software
Computing architecture that has been deployed for many years, and has proven to deliver up
Solutions Video to 99.9999% availability.
Surveillance
2019 Lenovo
Internal & Partners
DE SERIES DE SERIES: HOW TO SELL AND WIN SOLUTIONS

BACKUP AND RECOVERY
PRODUCT PROFILE
SOLUTION
OVERVIEW
HOW TO SELL AND CUSTOMER PAIN POINTS SOLUTION
WIN
Competitive
• Inability to provide reliable and true backup • Sell a simple, fast, scalable DE Series
Landscape copies of data for compliance reasons storage target like the affordable
Target Customers • Recovery taking too long and not reliable DE4000H or dense DE6000H with
Target Environments
• High cost and complexity of managing the for streamlined, enterprise-reliable,
Prospect and Qualify amount of secondary storage or backup data performance-efficient backup
Objection Handling • Loss of productivity to management challenges
Solutions Backup &
Recovery
CUSTOMER BENEFITS
Solutions Big Data
Analytics • Greatly reduced backup windows and recovery
Solutions - Technical times via performance-efficient DE Series
Computing target vs. competitive disk or legacy tape
Solutions Video • Easily scale growing backup environment with
Surveillance
modular DE Series
• Increased security encryption for data at rest
2019 Lenovo • Decreases OPEX (space, power, cooling)
Internal & Partners

BIG DATA ANALYTICS
PRODUCT PROFILE
SOLUTION
OVERVIEW
WIN
Competitive
• Maintain, coordinate and accumulate massive • For new and existing big data
Landscape amounts of machine data opportunities, sell dense DE6000H
Target Customers • Meet business demands for performance and systems for cold/archive data, hybrid
Target Environments capability requirements, without surrendering DE240S or DE600S disk shelves for
Prospect and Qualify performance or efficiency hot/warm data, and all-flash DE6000F
for high-priority hot-data
Objection Handling • CAPEX or OPEX costs of big data repository
escalating out of control • Sell ThinkSystem DE Series Fiber Channel
Solutions Backup &
Recovery
SAN connectivity
Solutions Big Data CUSTOMER BENEFITS

Analytics
• Capability to delivery high IOPS, low latency,
Computing and high bandwidth all in one solution
Solutions Video • Reduced CAPEX and OPEX from best-in-class
Surveillance density and modularity
• Realize better performance than commodity
servers with internal storage during data
2019 Lenovo rebuilds
Internal & Partners

TECHNICAL COMPUTING
PRODUCT PROFILE
SOLUTION
OVERVIEW
WIN
Competitive
• Manage the data capacities and complexities • The DE6000H optimizes storage density
Landscape created by data-intensive applications and offers maximum capacity and
Target Customers • Time-to-market pressure to deliver quick performance
Target Environments results in life sciences, financial services, • For dedicated metadata storage, the
Prospect and Qualify manufacturing, etc DE2000H or DE4000H provides a cost-
Objection Handling
effective solution to maximize
performance demands
Solutions Backup & CUSTOMER BENEFITS
Recovery
• Improve manageability for enterprise
Solutions Big Data applications
Analytics
• DE Series delivers high bandwidth and high
Computing IOPS with leading price/performance
Solutions Video • Reduce CAPEX and OPEX costs with lower
Surveillance power and smaller footprint
2019 Lenovo
Internal & Partners

VIDEO SURVELLIANCE
PRODUCT PROFILE
SOLUTION
OVERVIEW
HOW TO SELL AND
WIN CUSTOMER PAIN POINTS SOLUTION
Competitive • Need to manage and analyze HD resolution • Sell DE Hybrid solutions for cost-effective
Landscape
video versus just storing storage of video
Target Customers
Target Environments • CAPEX and OPEX cost of video repository • DE AFA based systems may be useful for
escalating out of control video analytics where higher
• 24x7 reliability of video infrastructure now a performance is needed.
Objection Handling
must
Solutions Backup &
Recovery • Greatly increased video data content and
longer retention requirements
Solutions Big Data
Analytics
Solutions - Technical CUSTOMER BENEFITS

Computing
• Physical video security, inventory control,
Solutions Video
Surveillance buying behavior information
• Support video analytics for market research
• 99.999% enterprise uptime for proven, peace-
2019 Lenovo of-mine reliability
Internal & Partners
RESOURCES
THINKSYSTEM
STORAGE SOLUTIONS
• Services
• DM Series
• DE Series
2019 Lenovo
Internal & Partners
RESOURCES RESOURCES Solution Services
SERVICES
Implementation Services
SERVICES
Support Services
DM SERIES
DE SERIES
Customers can choose a preconfigured support level (foundation, essential, advanced) with response times
that match the criticality of a system, and add Premier Support for enhanced support beyond break/fix.
Premier Essential will be pre-selected in DCSC.
Recommended Add-on Services include Premier Support, Storage Workshop, Deployment Services,
YourDrive YourData
KEY FEATURES OF THINKSYSTEM DE & DM KEY FEATURES OF THINKSYSTEM DE & DM DEPLOYMENT

IDENTIFYING PREMIER SUPPORT • Verify physical installation matches customer order
QUESTIONS • Single Point of Support • Verify physical network, SAN and power cabling
• Direct Tech-to-Tech Access • Verify latest firmware and software levels are installed on the
• How important is one • End-to-End Case Management storage system
point of support for all • 3rd Party Collaborative Software Support • Preform initial configuration of the storage system per
products? • Online Support Tools customer requirements
• On-Demand Remote System Analysis • Perform up to four hours of on-site skills transfer
• What are some of your • Response time SLAs
internal skill set gaps? • Foundation 24x7, NBD
• Essential 24x7, 4Hr YDYD
• How aggressive is your • Advanced 24x7, 2Hr (US) 6Hr (EMEA) YDYD
deployment timeline? coverage in other geographies varies
• Do you need assistance KEY FEATURES OF THINKSYSTEM STORAGE KEY FEATURES OF THINKSYSTEM STORAGE WORKSHOP
with Software MIGRATION • Work with customer to understand production network
installation? environment
• Evaluate the data being moved for stability
• Do you need assistance • Determine what data to move, and the quality of • Review all documentation and processes
that data before and after move • Identify scaling and consolidation requirements
2019 Lenovo reviewing your storage
• Move data off existing arrays into more modern • Provide feedback and insights based on findings
Internal & Partners health? ones that enable other systems to access it • Walk through next steps
RESOURCES RESOURCES
DM SERIES
SERVICES
DM SERIES
DE SERIES
COLLATERAL
• Product Guide - https://lenovopress.com/lp0941-lenovo-thinksystem-dm-series-unified-storage-arrays
• All-Flash Data Sheet – https://lenovopress.com/datasheet/ds0047-lenovo-dm-series-all-flash-array
• Hybrid Data sheet - https://lenovopress.com/datasheet/ds0048-lenovo-thinksystem-dm-series-hybrid-array
VIDEOS
• Product Video - https://www.youtube.com/watch?v=yypokrtWJaA&feature=youtu.be
• The Benefits of All-Flash Arrays - https://lenovopub.jiveon.com/docs/DOC-11608
• Accelerate Digital Transformation with ThinkSystem DM & DE Series - https://lenovopub.jiveon.com/docs/DOC-11607
• What are the Benefits of Unified Storage - https://lenovopub.jiveon.com/docs/DOC-11610
• What are the Benefits of Scalable Storage - https://lenovopub.jiveon.com/docs/DOC-11609
PRESENTATIONS
• Customer Presentation - https://lenovopub.jiveon.com/docs/DOC-10838

• Seller Presentation - https://lenovopub.jiveon.com/docs/DOC-10839
• ONTAP Fundamentals - https://lenovopub.jiveon.com/docs/DOC-12063
2019 Lenovo For more resources, refer to the DM Landing Page on The Pub at:
Internal & Partners https://lenovopub.jiveon.com/docs/DOC-10580
RESOURCES RESOURCES
DE SERIES
SERVICES
DM SERIES
DE SERIES
COLLATERAL
• Product Guide - https://lenovopub.jiveon.com/docs/DOC-11438
• All-Flash Data Sheet - https://lenovopress.com/datasheet/ds0051-lenovo-thinksystem-de-series-all-flash-array
• Hybrid Flash Data Sheet - https://lenovopress.com/datasheet/ds0049-lenovo-thinksystem-de-series-hybrid-array
VIDEOS
• Product Video - https://www.youtube.com/watch?v=yypokrtWJaA&feature=youtu.be
• The Benefits of All-Flash Arrays - https://lenovopub.jiveon.com/docs/DOC-11608
• Accelerate Digital Transformation with ThinkSystem DM & DE Series - https://lenovopub.jiveon.com/docs/DOC-11607
• What are the Benefits of Scalable Storage - https://lenovopub.jiveon.com/docs/DOC-11609
PRESENTATIONS
• Customer Presentation - https://lenovopub.jiveon.com/docs/DOC-10838
• Seller Presentation - https://lenovopub.jiveon.com/docs/DOC-10839
• Intro to ThinkSystem DE - https://lenovopub.jiveon.com/docs/DOC-12535
2019 Lenovo For more resources, refer to the DE Landing Page on The Pub at:
Internal & Partners https://lenovopub.jiveon.com/docs/DOC-10680

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THINKSYSTEM STORAGE SOLUTIONS DM SERIES DE SERIES RESOURCES Version: 040519

THINKSYSTEM THINKSYSTEM STORAGE SOLUTIONS

THINKSYSTEM THINKSYSTEM STORAGE SOLUTIONS

AREAS OF FOCUS TRANSFORM YOUR IT TO GAIN VALUE IN A

THINKSYSTEM THINKSYSTEM STORAGE SOLUTIONS

THINKSYSTEM THINKSYSTEM STORAGE SOLUTIONS

THINKSYSTEM THINKSYSTEM STORAGE SOLUTIONS

THINKSYSTEM THINKSYSTEM STORAGE SOLUTIONS

THINKSYSTEM THINKSYSTEM STORAGE SOLUTIONS

THINKSYSTEM THINKSYSTEM STORAGE SOLUTIONS

THINKSYSTEM THINKSYSTEM STORAGE SOLUTIONS

AREAS OF FOCUS THINKSYSTEM DM SERIES THINKSYSTEM DE SERIES

DELIVER COMPLETE END TO END STORAGE PORFOLIO

DM SERIES DM SERIES: PRODUCT PROFILE

HOW TO SELL AND

DM3000H DM5000H DM7000H

Up to 100K IOPS ~100K IOPS ~275 IOPS

Up to 144 HDDs Up to 144 HDDs Up to 480 HDDs / SDDs

DM SERIES DM SERIES: PRODUCT PROFILE

HOW TO SELL AND

Mid-Range Unified Storage High Performance Unified Storage

~180K IOPS ~352K IOPS

Up to 144 SSDs Up to 384 SSDs

DM SERIES DM SERIES: SOLUTION OVERVIEW

KEY BENEFITS CAPABILTIES

DM SERIES DM SERIES: SOLUTION OVERVIEW

HOW TO SELL AND • All-Flash + Gen6 Fibre Channel Connectivity

DM SERIES DM SERIES: SOLUTION OVERVIEW

HOW TO SELL AND • Optimize data management across

DM SERIES DM SERIES: SOLUTION OVERVIEW

DM SERIES DM SERIES: HOW TO SELL AND WIN

DM SERIES DM SERIES: HOW TO SELL AND WIN

DM SERIES DM SERIES: HOW TO SELL AND WIN

DM SERIES DM SERIES: HOW TO SELL AND WIN

DM SERIES DM SERIES: HOW TO SELL AND WIN

DM SERIES DM SERIES: HOW TO SELL AND WIN - SOLUTIONS

DM SERIES DM SERIES: HOW TO SELL AND WIN - SOLUTIONS

DE SERIES DE SERIES: PRODUCT PROFILE

HOW TO SELL AND

DE2000H DE4000H DE6000H

Entry Storage Mid-Range Storage High Performance Storage

More than 100K IOPs Up to 825K IOPs Up to 1M IOPs

DE SERIES DE SERIES: PRODUCT PROFILE

HOW TO SELL AND

Entry Level High Performance

Up to 300K IOPs More than 1M IOPs

DE SERIES DE SERIES: SOLUTION OVERVIEW

DE SERIES DE SERIES: SOLUTION OVERVIEW

SSD CACHE / HYBRID DYNAMIC DISK POOLS

DE SERIES DE SERIES: SOLUTION OVERVIEW

FLEXIBILITY SIMPLIFIED MANAGEMENT

DE SERIES DE SERIES: SOLUTION OVERVIEW

DE SERIES DE SERIES: HOW TO SELL AND WIN

Prospect and Qualify

Solutions - Technical Strengths

Solutions Video Battery-free cache backup Supports erasure coding

DE SERIES DE SERIES: HOW TO SELL AND WIN

DE SERIES DE SERIES: HOW TO SELL AND WIN

Prospect and Qualify USE CASES EXISTING CUSTOMERS

Digital video surveillance Content repositories

DE SERIES DE SERIES: HOW TO SELL AND WIN

Prospect and Qualify

DE SERIES DE SERIES: HOW TO SELL AND WIN

Prospect and Qualify