How to Effectively Sell 3PAR

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Copyright 2010 Barry Rhein & Associates

www.barryrhein.com (866) 966-2233

WebEx Troubleshooting

WEBEX INSTRUCTIONS
Computer Freezing
For whatever reason, sometimes a persons computer might freeze up. Please follow the below
steps, in their exact order, to fix this issue. Please let us know once you have successfully logged
back in to the main session.

Hang up your phone.

Close out of the WebEx session and close your internet browser.

Please wait at least one minute to let the system reset.

Re-log back into WebEx.

Follow the audio call-in instructions that appear on your WebEx screen as soon as you
log back in.

If you do not see your call-in numbers, and you are logged back in to the session, follow
the instructions on page 3.

WebEx Troubleshooting

WEBEX INSTRUCTIONS
Audio Challenges
For some reason your audio and computer did not sync when you logged in. Please follow the
instructions below to correct this:
1. Do not log out of WebEx.
2. Hang up your phone line and wait 30 seconds (for the system to process).
3. Go to the blue toolbar at the top of your screen and select Audio and then Join
Teleconference (it might also read Join Breakout Audio), as shown in the picture.

4. Dial back into the teleconference using the information that is on your screen; you must
enter the new Attendee ID it gives you.

Copyright 2009 Barry Rhein & Associates

www.barryrhein.com (866) 966-2233

Orientation

WEBEX INSTRUCTIONS
To Join a Breakout Session
1. Click the Breakout tab on the top

left toolbar on your screen.

2. Scroll over the Join Breakout Session.

3. Click on the Breakout session assigned to you by

the operator of the session.

Copyright 2009 Barry Rhein & Associates

www.barryrhein.com (866) 966-2233

Team Breakout Exercise 1 - THIN

TEAM EXERCISE 1 - HOW THIN AWARE ARE YOU?

A-THIN PROVISIONING B-THIN CONVERSION C-THIN RECLAMATION
1. Work as a group.
2. Read each of the items below and mark it with an A if it is part of Thin Provisioning, a
B if it is part of Thin Conversion, or a C if it is part of Thin Reclamation. You CAN
have multiple answers for some of the items.
3. Work as a team and everyone take notes for themselves.
4. Use page 6 for help if you need to. PLEASE stay in your breakout groups until I come
get you.

___Stay thin

___Unique to 3PAR with time to market

advantage

___Get thin
___Start thin

___Ensures automation with Symantec,

Oracle, VMware, and Microsoft products

___Fixes low storage utilization rates and

allows you to buy up to 75% less storage

___When converting from 5 arrays to 1,

service levels preserved

___Reservationless

___Convert 5 arrays to 1 with any storage

products

___Allows customers to purchase only the

disk capacity they actually need

___Reclaiming capacity from aged and

deleted space

___Keeps thin volumes thin

___Continue to save money as you grow
___Fully automated
___Was the original Thin
___Reduces power, cooling, and data center
space

___Eliminates 70-80% of legacy storage

capacity

___Consolidate 5, 6, 7, 8 arrays into 1

___Green technology leadershiponly
carbon-neutral storage program

___Professional Services not required

___3PAR ASIC zero detect, which strips out
0s
Copyright 2009 Barry Rhein & Associates

www.barryrhein.com (866) 966-2233

Team Breakout Exercise 1 - THIN

Team Breakout Exercise 2 - Part One

HOW WOULD YOU POSITION 3PAR?

You are calling on the CIO of a manufacturer of medical devices that has two data centers. There
is one data center in NY and one in Phoenix. They have aging EMC storage coming up for
support renewal. They have five arrays in the main data center in NY and two arrays at the
Phoenix site. They have been affected by the economy and have just had a reduction in
workforce, as well as losing some key IT resources. They have six engineering teams with dataintensive projects that are working on a breakthrough technology that, if successful, will turn the
company around. Three of these projects are for the government and are on separate arrays due
to security issues. These three arrays have only used about 30% of their disk space, while the
other two are running out of space. These teams and their projects are very demanding. When
they need storage, they need it now. They believe that their storage growth will be 30% or more
per year. Everyone is fighting for resources.
The customer has stated:
1. NY data center space is very expensive and has limited space.
2. The Phoenix data center is more cost-effective, but has lost one of two storage
administrators, and management is concerned about the remaining administrators ability
to keep up with an ever-increasing demand. They cannot rehire the other position.
3. The EMC devices are four years old, are running out of capacity, and have a history of
low utilization.
4. ROI is important to them.
5. Some of their new projects will require higher-tier storage at certain times.
6. Their desire is to co-locate their primary storage and use the other data center as a DR
site. They have quotes from DR consulting services, and the preliminary costs are of
concern.
7. They have considered consolidating, but would have a problem with mixed workloads.
8. If this project is successful, they will have budget later in the year.

Please turn to next page for team exercise.

Copyright 2009 Barry Rhein & Associates

www.barryrhein.com (866) 966-2233

Team Breakout Exercise 2- Part Two

INSTRUCTIONS
1. Answer the questions below.
2. Once in your groups, start immediately. You will only have 10 minutes to answer the
questions.
3. Everyone take notes for themselves.
4. Whoever has the ball by their name is the facilitator. Please keep the processes moving
forward.
5. DO NOT come back from your breakout session even if done with the exercise.

1. How would you position 3PAR to this customer?

2. Name at least five different ways that 3PAR might possibly be able to add value to this
customer, with specifics of how it will help them.
3. If needed, there are copies of slides on pages 9-15.

Copyright 2009 Barry Rhein & Associates

www.barryrhein.com (866) 966-2233

Partial Deck
Slide 1

___________________________________

What Is 3PAR?
Efficient

Autonomic

Multi-Tenant

Reduce acquisition
& operational costs by
50%

Increase storage
management
efficiency 10x

The New Tier-1

Storage for Cloud
Computing

___________________________________
___________________________________
___________________________________
___________________________________

___________________________________

2010 HP Confidential

___________________________________

Slide 2

___________________________________

3PAR Leadership: Efficient

Thin

Optimized

___________________________________

Green

___________________________________
Reduce capacity
requirements by at
least 50%

___________________________________
Tiering balances
$/GB and $/IOP

Reduce power &

cooling costs at
least 50%

___________________________________

Reduce acquisition & operational costs by 50%

___________________________________

2010 HP Confidential

___________________________________

Slide 3

___________________________________

HP 3PAR Thin Technologies

Start Thin

Get Thin

Stay Thin

___________________________________
___________________________________

Thin Provisioning

Thin Conversion

Thin Reclamation

___________________________________

Continue To Save
Money As You Grow

___________________________________

Buy up to 75% less

storage capacity

Reduce Tech Refresh

Costs by up to 60%

2010 HP Confidential

___________________________________
___________________________________

Copyright 2009 Barry Rhein & Associates

www.barryrhein.com (866) 966-2233

Slide 4

___________________________________

3PAR Thin Provisioning Leadership

3PAR Thin Provisioning
- dedicate on write -

Fully automated

Capacity dedicated just in time

No need for consulting or configuration

services

Set it and forget it

Volume

Efficiency

No upfront reservations

Provisions in seconds not days

Volume
Volume

Written
Data

Written
Data

W ritten
Data

Free
Storage
Pool

Scalability

Implemented within a highly scalable

platform

All replication and copy technologies

are thin provision aware

Easy to initiate new projects

Initial setup in minutes

___________________________________
___________________________________
___________________________________
___________________________________

Purchased Physical Capacity

4

___________________________________

2010 HP Confidential

___________________________________

Slide 5

___________________________________

Get Thin: 3PAR Thin Conversion

___________________________________

Technology Refresh
Eliminate 70-80% of legacy capacity
Gen3 ASIC

Third Generation 3PAR ASIC with

zero detect technology

Service levels preserved during

online conversion

___________________________________

Fast

0000

Open - any storage products

0000 0000

Before

After

___________________________________

Easy - no professional services

___________________________________

___________________________________

2010 HP Confidential

___________________________________

Slide 6

___________________________________

Stay Thin: 3PAR Thin Reclamation

Automatic ongoing re-thinning

___________________________________
Gen3 ASIC

___________________________________

Simple No special host software

required.
Service levels preserved
Automated reclamation for 3PAR offered
by:

0000 0000

Before

After

___________________________________
___________________________________

2010 HP Confidential

___________________________________
___________________________________

Copyright 2009 Barry Rhein & Associates

www.barryrhein.com (866) 966-2233

10

Slide 7

Optimized For Your Customers Application

___________________________________
___________________________________

Configure tiers of storage that meets

your customers performance and
financial requirements

___________________________________

Completely load balanced

Start small scale huge without
interruptions

___________________________________

Scalability with performance

___________________________________
7

___________________________________

2010 HP Confidential

___________________________________

Slide 8

___________________________________

Green Technology Leadership

___________________________________
___________________________________
Reduce power
&
cooling costs at least 50%

___________________________________
___________________________________

The industrys only Carbon Neutral Storage Program

8

2010 HP Confidential

___________________________________
___________________________________

Slide 9

___________________________________

What Is 3PAR?
Efficient

Autonomic

Multi-Tenant

Reduce acquisition
& operational costs by
50%

Increase storage
management
efficiency 10x

The New Tier-1

Storage for Cloud
Computing

___________________________________
___________________________________
___________________________________
___________________________________

2010 HP Confidential

___________________________________
___________________________________

Copyright 2009 Barry Rhein & Associates

www.barryrhein.com (866) 966-2233

11

Slide 10

___________________________________

3PAR Leadership: Autonomic

Up Fast

Maintain Service
Levels

Respond to Change
Quickly

___________________________________
___________________________________

15 Seconds to
provision a LUN

Deliver high
performance to all
applications

___________________________________

Quickly adapt to the

unpredictable

___________________________________

Reduce storage management burden by 90%

10

___________________________________

2010 HP Confidential

___________________________________

Slide 11

Up Fast 3PARs Autonomic Provisioning

Technology

___________________________________

Competitive
Application Volumes
(w/ Host Vol. Mgmt)

Automatic

Automatic

Export to Host

Export to Host

Precise, Application
Tailored Volumes

Array LUNs

___________________________________

Manual

___________________________________

Manual

Logical
Disks

Logical Devices

Chunklets

Array Groups

Physical Disks

Physical Disks

Manual

Automatic

Manual

___________________________________
___________________________________

Manual
Layout Planning

11

11

2010 HP Confidential

___________________________________
___________________________________

Slide 12

Autonomic- Maintain Service Levels

Dynamic
Optimization

Adaptive
Optimization
(3 tiers)

Adaptive
Optimization
(SSD/SATA)

Tier 2
Fibre
Channel

___________________________________

Tier 3
Enterprise
SATA

Region

___________________________________
___________________________________

Tier 1
SSD

12

___________________________________

___________________________________
Autonomic
Data
Movement

Autonomic
Tiering and
Data Movement

2010 HP Confidential

Save ~30% on
$/IOPS and $/GB
vs. Fibre Channel

___________________________________
___________________________________

Copyright 2009 Barry Rhein & Associates

www.barryrhein.com (866) 966-2233

12

Slide 13

HP 3PAR Respond To Change Quickly

___________________________________
___________________________________

One Console does it all

___________________________________

Provision
Manage
Optimize

___________________________________

Protect
Reporting

___________________________________
Incredibly Simple Storage
13

2010 HP Confidential

___________________________________
___________________________________

Slide 14

___________________________________

What Is 3PAR?
Efficient

Autonomic

Multi-Tenant

Reduce acquisition
& operational costs by
50%

Increase storage
management
efficiency 10x

The New Tier-1

Storage for Cloud
Computing

___________________________________
___________________________________
___________________________________
___________________________________

14

___________________________________

2010 HP Confidential

___________________________________

Slide 15

___________________________________

3PAR Leadership: Multi-Tenant

Shared

Secure

Resilient

___________________________________
___________________________________

Massive
Consolidation
Storage can be used
across many different
applications and lines
of business

15

Virtual Private Array

Secure segregation of
storage while
preserving the
benefits of massive
parallelism

Adaptable
Sustain and
consolidate diverse or
changing service
levels without
compromise

2010 HP Confidential

___________________________________
___________________________________
___________________________________
___________________________________

Copyright 2009 Barry Rhein & Associates

www.barryrhein.com (866) 966-2233

13

Slide 16

Cloud Computing Drives New Requirements

___________________________________
___________________________________
___________________________________
___________________________________

Problem
Support comprehensive multi-tenancy
effectively and with the lowest TCO

Requirements

16

Agility
&
Efficiency

Handle diverse and unpredictable workloads

Provision rapidly
Support appropriate, dynamic service levels
Deliver high resource utilization
Offer low operational overhead

___________________________________
___________________________________

2010 HP Confidential

___________________________________

Slide 17

___________________________________

3PAR The Ideal for Hosted Service

Providers

___________________________________

Internal IT
Hosting standard

___________________________________

Hosting standard
Hosting standard
Hosting standard
Hosting standard

___________________________________

Hosting standard

Hosting standard

___________________________________
17

___________________________________

2010 HP Confidential

___________________________________

Slide 18

___________________________________

Choosing 3PAR for Utility Computing

Internet/Web2.0

___________________________________

Internal Service Providers

External Service Providers

Hosting/SaaS

Financial
Services

Enterprise

Government

___________________________________
___________________________________
___________________________________
18

2010 HP Confidential

18

___________________________________
___________________________________

Copyright 2009 Barry Rhein & Associates

www.barryrhein.com (866) 966-2233

14

Slide 19

Shared - Scale Performance for Mixed

Workloads

3PAR InSpire
Architectures
massively parallel
utilization of system
resources.

Assures service levels

automatically all the
time for all applications.

Especially powerful for

virtual server
environment.

___________________________________
___________________________________
___________________________________
___________________________________
___________________________________

Tested by:

19

___________________________________

2010 HP Confidential

___________________________________

Slide 20

Secure - HP 3PAR Virtual Domains

Virtual Private Arrays are SECURE!

___________________________________
___________________________________
___________________________________
___________________________________
___________________________________

20

___________________________________

2010 HP Confidential

___________________________________

Slide 21

Resilience: Maintaining service levels

under failure
Traditional Storage

___________________________________
___________________________________

With 3PAR
5-9s / highly available
Remote Copy
Virtual Copy

___________________________________
___________________________________

Persistence Cache
Controller failure can degrade array
performance by 60-70% (or more!)

21

Drive rebuild times extremely

fast

2010 HP Confidential

___________________________________
___________________________________
___________________________________

Copyright 2009 Barry Rhein & Associates

www.barryrhein.com (866) 966-2233

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