Contents HPE Entry Storage 4 HPE Data centre Networking 14 ...€¦ · iLO Advanced software – to control health and monitoring with full remote access. How to come back from an

Contents

HPE ProLiant Servers 2

HPE Entry Storage 4

HPE Synergy 6

HPE All-Flash 10

HPE Mobility 12

HPE Data centre Networking 14

HPE Hyperconvergence 16

HPE Solutions for Cloud 18

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Understanding the HPE range of data centre solutions is no small feat. So to help our partners sell to prospects and existing customers, we've picked our engineers' brains to come up with a sales guide to help those who are new to the IT sales landscape or those who simply want to brush up on their basic knowledge of HPE technologies.

If you are a business looking to build out your HPE practice, this guide will help your sales people quickly map out the right solution and seize any additional opportunities.

We have included trigger phrases for you to listen out for, alternative options for up-selling, cross-selling, and down-selling, key product facts to help you pitch, and ways to approach tough subjects such as questions about competitor products.

Why hpe?

At Arrow, we are all about preparing our partners for the future. We do this by partnering with advanced technology providers such as HPE who, like us, are on an accelerated transformation journey.

Whether your focus is on traditional IT, cloud, hybrid, Internet of Things (IoT), storage, networking, mobility or composable – HPE can provide the technology and solutions to match your customers' environment.

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HPE ProLiant servers include: » Up to 27% increase in number of Intel® Xeon® Platinum Cores in

2P and 4P servers vs previous generation

» Gen10 server introduces for the first time HPE Scalable Persistent Memory and Intelligent System Tuning.

A new compute approach

Trends in mobility, cloud, big data and security are opening up new opportunities for businesses of all sizes. As a result, new IT demands are driving a major shift away from the traditional server-based approach to a new compute approach that accelerates IT service delivery, lowers costs and fuels business growth.

With a platform suitable for almost any requirement, HPE ProLiant servers give users the freedom to reimagine the server and start thinking in terms of compute.

» Give your customers the ability to focus on key areas of IT transformation

» Help them increase agility and flexibility, reduce costs, grow revenue and profits and manage risk.

making the sale

Identifying a need

Trigger words or phrases will help you respond quickly and appropriately. If you are looking to sell a HPE ProLiant server, listen out for this statement:

Customer challenge: “We want to reduce our data centre footprint.”

Appropriate response: “By upgrading to Gen10 from legacy servers, you can reduce your data centre/server footprint.”

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Key product

facts

How to position and sell

When positioning a HPE solution, make sure to call out its key features and how it sits within the market. Knowing what other technologies the solution partners with will also help to ensure you are pitching the right product for your customers' environment.

» HPE ProLiant is the worlds' number 1 selling server

» Over 63 unique servers to cover every environment.

Partners with…OneView – in multi-server/storage deployments to monitor and enhance automation from a single tool

iLO Advanced software – to control health and monitoring with full remote access.

How to come back from an objection

If your customer signals the HPE ProLiant server isn’t for them, don’t let the conversation end there. Use this table as a guide to help you identify other opportunities that might be more suited to their needs.

HPE Blade Enclosure“We are looking for higher workload performance.”

HyperConvergence“We have limited management resources and want to simplify IT post deployment.”

HPE Tower Servers“We have minimal requirements/our hardware location is regional/ branch oriented."

HPE Apollo Servers“We have high performance compute challenges such as big data analytics.”

SELL UP, SELL SIDEWAYS

Need assistance positioning or building the right compute solution? Contact Arrow’s HPE certified solution architects on 1300 673 506

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» No.1 entry SAN storage

» Available for under $10K

» 400,000+ HPE MSA arrays sold.

Simple, affordable solutions for all businesses

HPE is bringing the power of flash and other enterprise storage capabilities down to the price and simplicity levels suitable for small sites and remote offices.

With rich features including support for solid-state drives, you can deliver your customer a solution that is easy to manage and provides the flexibility to start small and grow.

making the sale

Identifying a needWhen chatting with your customer or prospect, listen carefully to their requirements.

Below we have presented some key words to listen out for and the solutions to match:

Customer challenge: “We need value and capacity for mixed workloads.” Offer them: HPE Nimbe CS100H

Customer challenge: “We need high performance and features.”Offer them: MSA 2042

“I’d like flash but can’t afford it.”

“We are running out of disk space.”

“Our apps are running slow.”

Additional qualifiers:

4

Key product

facts

How to position and sellWhen positioning a HPE solution, make sure to call out its key features and how it

sits within the market. Knowing what other technologies the solution works with will help to ensure you are pitching the right product for your customers' environment.

» MSA scales to 768TB and supports FC, iSCI and SAS to grow with your business. Ideal for performance hungry apps.

» Nimble provides a start point for mainstream mixed workloads. Nimble scales, protects with encryption and provides InfoSite predictive analytics.

» StoreVirtual provides a software-defined starting point for virtual environments.

Partners with…

Veeam backupDL Server FamilyStoreEver – LTO 7 long-term data retention


If your customer signals the HPE Entry Level Storage isn’t for them, don’t let the conversation end there. Use this table as a guide to help you identify other opportunities that might be more suited to their needs.

Call 1300 673 506 to speak with an Arrow storage expert to profile your prospects' requirements and build the right solution the first time.

HPE Nimble AF-Series Array“We are looking for higher workload performance.”

HPE StoreOnce“We want long-term protection and retention of data.”

HPE MSAMarket-leading entry-level SAN storage with affordable performance and flexible SAS, iSCSI or fibre channel connectivity.

HPE StoreEasyOptimised highly available network-attached storage that addresses your file and application challenges.

Nimble hybrid flashSimple clud ready storage with the power of predictive analytics.

HPE StoreOnceA single, efficient and secure data backup and recovery solution that reduces costs and keeps pace with rapid data growth.


HPE Entry Level Storage range includes:

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The world’s first composable infrastructure

HPE Synergy is the world’s first platform architected for composable infrastructure. Its innovative composable Application Programme Interface (API) works with a single line of code that can fully describe the infrastructure required for various applications. By looking at the entire picture and not just one area, Synergy allows IT administrators to deploy virtual workloads, and physical and containerised workloads all on the same platform.

making the sale

Who to sell to?HPE Synergy is a complex enterprise solution built for demanding data centre

environments. If you are looking to identify a new opportunity you should approach:

» Technology infrastructure leaders, specifically the VP of Infrastructure

» C1/C2 enterprises, large existing data centres and planned data centres. E.g. in planning mode for IT expenditures

» HPE-installed base BladeSystem customers.

Identifying a needWhen talking with your customer or prospect, listen carefully to their challenges in

order to match a solution to their requirements. You can identify when a customer might be a good match for Synergy by listening out for any of the following statements:

» Synergy composer uses software-defined intelligence to precisely compose and recompose logical infrastructure at near-instant speed

» 10RU frame housing compute, storage and fabric

» Synergy is not a replacement for the current C class blade family that is positioned to be run until at least 2024.

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Key product

facts

“We need to upgrade/refresh our current blade infrastructure.”

“We’re looking for ways to get more automation into the IT environment in order to reduce mundane tasks our limited IT resources have to complete.”

“We need the ability to deploy bare-metal and virtual workloads.”

“We’ve got a big dev-ops requirement and need something that can support both production and dev-ops.”

“We manage a dynamic environment with constantly variable workloads that requires rapid deployment.”



» Synergy is the infrastructure of the future. It is photonic-ready and capable of exceeding bandwidth requirements for the next decade

» When dynamic workloads are needed Synergy is capable of building or terminating virtual infrastructures in an instant to completely eliminate stranded resources and over/under utilisation issues

» Integration with tools such as Chef, Puppet, Ansible and Docker means developers can provision and control bare-metal resources from their applications, giving them true infrastructure-as-code capabilities.

Partners with…

HPE FlexCapacity – a pay-per-use financing model for on-premise infrastructure, providing the necessary capacity for the data centre with a buffer of additional capacity to use when needed

3PAR – deploy additional storage with 3PAR to extend the Synergy enclosure for storage intensive environments

Azure/AWS – public cloud to create public/hybrid cloud deployments.

Continued...

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3PARSTORAGE

SYNERGY

SIMPLE MANAGEMENTTOOLS VIA MOBILE

CLOUD

IoT

LEADING PARTNERSHIPS

AWS

Call Arrow on 1300 673 506 to book a OneView readiness assessment and provide your customers with an actionable set of

steps to move from traditional to composable with Synergy.

High cost: Synergy’s overall cost needs to be calculated with operational savings and facility savings as well as the capital investment. The Synergy enclosure is about future-proofing the environment to avoid expensive upgrades down the path.

If cost is a serious concern, look to creating a TCO/ROI model based on customer requirements. To strengthen that ROI story, pair Synergy with HPE’s Flexible Capacity service to create a deferred payment scheme.

Let’s talk about the Elephant in the room


If your customer signals they don’t have a need for HPE Synergy, don’t let the conversation end there. Use this table to help you identify other opportunities that might be more suited to their needs.

HPE C Class Blade Enclosure“We don’t want to move away from established blade class technology.”

Hyperconvergence“We could benefit a lot from Synergy, but we just can’t justify the spend.”

SELL SIDEWAYS

8

3PARSTORAGE

SYNERGY

SIMPLE MANAGEMENTTOOLS VIA MOBILE

CLOUD

IoT

LEADING PARTNERSHIPS

AWS

9

Building an all-flash DATA CENTRE

All-flash is disrupting the traditional data storage industry with high performance, consolidated space and affordability turning the all-flash data centre into a reality.

Choose from HPE’s 3PAR or Nimble AF arrays of all-flash for a data centre that can handle any demand with the reliability and QoS needed to meet mission-critical service levels.

making the sale


order to match a solution to their requirements. You can identify when a customer might be a good match for all-flash by listening out for any of the following statements:

“Performance has been an issue for us in recent times.”

“We have difficulty managing storage tiers across multiple apps.”



» If you’re wasting time troubleshooting problems or interpreting complex logs to find answers, InfoSight can assist. The analytics software learns from the wider HPE installed base to predict problematic behavior so you have fewer problems to deal with.

» If cost is a concern, let them know that all-flash storage is available for as low as $1.20USD per GB useable. Less than half a rack of flash array can replace four racks of traditional high-end storage.

» With InfoSight 86% of issues automatically predicted and resolved before they impact your apps

» With InfoSight analytics 54% of problems resolved are outside of storage due to an ability to see across infrastructure.

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Key product

facts

Partners with… HPE Synergy – combine the storage of all-flash 3PAR with the world’s first

composable infrastructure to create the ultimate data centre solution for flexibility and performance

HPE OneView – manage and control storage, server, composable and hyperconverged infrastructure with a single tool capable of enhancing visibility and automating processes

HPE StoreOnce – with Recovery Manager Central for low cost storage of backup and legacy data.

Matching the right solution

Use this table as a guide to help you identify HPE all-flash opportunities.

3PAR HPE StoreServ 20000 Storage“We are looking for multiple petabytes of data storage.”

Hybrid HPE StoreServ storage array“We require large amounts of storage.”

HPE Nimble AF-Series Array“Storage performance and required data volumes are lower.”

HPE 2 node 8200 3PAR “We want feature-rich storage that’s performance-driven but won’t cost an arm and a leg.”


Call Arrow on 1300 673 506 to book a storage efficiency assessment with Arrow’s HPE certified solution architects to get a true ‘under the hood’ look at your prospects storage environment.

Cost: once upon a time, the cost of flash was prohibitive to all but the largest organisations. Today however, HPE sells flash for as low as $1.20USD, and when you look at the total cost associated with running the storage over the life of the disks, the comparison between traditional spinning media and flash evens out even further.


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Enhancing user experience with modern mobility

Today’s environment demands mobility; it is how we interact and work in the connected world. But the quality and efficiency of those interactions are not created equal. Businesses that wish to transform and innovate need reliable, purposeful and secure solutions.

The HPE Aruba 310 series access points and ClearPass provide the perfect workplace solution with the fastest gigabit data speeds and superb user experience for mobile devices, IoT devices and applications in dense office environments.

making the sale


order to match a solution to their requirements. You can identify when a customer might be a good match for the HPE Aruba IAP 315 and ClearPass range by listening out for any of the following statements:


sits within the market. Knowing what other technologies the solution works with will help to ensure you are pitching the right product your customers' environment.

» When extensive access control is required, offer HPE Aruba Clearpass access control software

» Instant wireless – IAP 315 – is the best value for money option and the most efficient way to get into AC2

» World-first 10GB-enabled AP – AP335 – maximised throughput

» Built in bluetooth – guide personnel through complex environments such as exhibitions, shopping complexes or institutions to improve outcomes.

“We’ve been seeing performance degradation, which could be due to congested network or some sort of constraint/congestion.”

“We’ve got dead spots in our wireless that’s effecting a user’s ability to stay connected.”

“We’re planning a BYOT initiative this year so know we’ll need to address wireless and security.”

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Key product

facts

» The controller software manages/load balances user and AP improved user experience

» Disrupt competitive vendor environments

» When additional security is needed due to high density/ large user environments, introduce Aruba Mobility Controllers.

Partners with… MobileIron – world leader in MDM and enterprise mobility services that meet both

user demands and IT needs

Palo Alto Networks – next-generation security vendor leading a new era in cybersecurity by safely enabling applications and preventing cyber breaches.


Use the table below as a guide to help you identify any up-sell or cross-sell opportunities.

Aruba Mobility Controller For large deployments and high density environments.

SELL UP

Competitor products

» If your prospects bring up Cisco Meraki, don’t avoid the question. Answer it by talking about cloud and its potential issues in the user environment, such as the fact cloud management is tied to product licenses and renewal is mandatory.

» Also, with solutions that are cloud-only the vendor can change, delete and add functionality and features as they like. For example: Meraki MDM licensing scheme was changed and previously included features that were sold as a separately licensed piece of software.


Contact [email protected] to discuss your needs and how we can build a bespoke support set that’s right for you.

Aruba ClearPassFor those with existing infrastructure needing to bolster network security.

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Networking solutions for the entire Data Centre

Transition your customer to a cloud-first data centre with solutions for end-to-end automation for application policies that seamlessly integrate with existing infrastructure.

making the sale


order to match a solution to their requirements. You can identify when a customer might be a good match for HPE’s data centre solutions by listening out for any of the following statements:



» If you are in front of a customer that has a small-medium campus environment – lead with 5400R core switches

» If you are in front of a customer that has a medium to large campus environment – lead with HPE 5940 Flex Fabric switches

» Go modular with Arista switching for high-performance hybrid networking environments

» 5940 series switch has a modular platform for flexible deployment

» Full software stack at no additional cost.

“We are struggling to support a large number of devices.”

“We need to manage throughput to support next gen compute and storage.”

“We need to reduce IT management overheads.”

“We need native fibre channel support.”

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Key product

facts

» If your customer is looking for a flexible cost model for DC switching based on functionality needs – lead with HPE/Arista.

Partners with… Arista – improved management technology to strengthen HPE portfolio

BigSwitch Networks – create SDN environments with Altoline HPE switches.


If your customer signals the HPE solutions you have presented aren’t right, don’t let the conversation end there. Use this table as a guide to help you identify other opportunities that might be more suited to their needs.

If your customer or prospect asks about the difference in operating speeds of HPE networking lines, don’t shy away from talking honestly about the difficulty this may present when running mixed switch environments. Answer with the following:

» HPE supports mixed environments by providing education materials and training to users in order to enable fast learning.

» HPE also provides best practice interoperation guides to create 100% compatible HPE/Cisco environments.

» HPE MVS is an offer from HPE to manage multiple vendors in mixed environments via the one service.


FlexNetworks 7900/12900 Series Network performance criteria needs to be limitless.

HPE Altoline Series SwitchesProspects want to implement SDN in the immediacy.

Aruba Series Switches Smaller data centres are requiring flexible, mixed role switching with lowest TCO.


15

Collapse the hardware layer for a simpler DATA CENTRE

Hyperconverged systems are being increasingly adopted by IT departments that want to build private clouds or that simply wish to gain more efficiencies from their existing virtualisation technology.

HPE Hyperconverge systems offer simple and innovative, all-in-one virtualisation solutions that integrate compute, software-defined storage and software-defined intelligence for cloud-speed deployment, simplified IT operations and reduced costs.

making the sale


order to match a solution to their requirements. You can identify when a customer might be a good match for HPE’s Hyperconverged systems by listening out for any of the following statements:

How to position and sell » HPE SimpliVity enables IT operations at a fraction of the cost of traditional and

public cloud solutions by combining your infrastructure and data services into a integrated solution

» As your customer grows, they can simply order identically configured nodes and expansion will occur automatically at power up

» Use the latest HPE Management UI to add full lifecycle management, VM provisioning and updates in a single pane of glass. This provides a unified, global experience.

» Restore 1TB VM in under 60 seconds.

» 2 node entry scaling to 16 nodes

» Built with DL 380 and VMware vSphere

» All-flash storage blocks.

“I need to simplify my IT and reduce IT management requirement.”

“I need to create an environment that is scalable and repeatable across locations.”

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Key product

facts

» Eliminate the need for third-party data protection. HPE SimpliVity delivers the resilience, built-in backup and bandwidth-efficient replication.

Partners with… hpe switching – For data centre deployments HPE FlexFabric 5940 swtiches

provide performance capacity and redundancy.

aruba switching – For edge deployments Aruba's 2930f switch offers flexibility and redundancy.


If your customer signals the HPE solutions you have presented aren’t right, don’t let the conversation end there. Use this table as a guide to help you identify other opportunities that might be more suited to their needs.

SynergyProspects are looking at large deployments in the first instance and/or require dynamic resource pools for changing workloads.

Individual components: DL 380, Storage, Networking, OneViewWhen prospects need to reduce up front expenditure, position DL 380, storage and networking as individual SKUs.


Competitor products

If your customer or prospect mentions Nutanix, don’t shy away from the question. Here are some key facts about Nutanix that might help persuade your customer otherwise:

» The Nutanix prism management strategy is a highly siloed, Nutanix-only solution. HPE HC solutions can be managed the same as storage, networks and compute across the data centre.

» Nutanix employs server hardware from multiple vendors creating complexity for lifecycle management and servicing.

» Nutanix does not have a VMware OEM agreement which means they cannot factory install vSphere. This can lead to expensive, labour-intensive onsite installations.


Run a hyperconvergence demo in under an hour for your prospects and customers with an Arrow BPSA to reduce sales cycles and

ensure a fault-free demonstration. Contact [email protected] to book yours now.

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How MSPs can build a competitive cloud

In today’s idea economy, organisations need to be able to turn ideas into new products or services quickly and efficiently. As an enabler, new technology allows IT to evolve in line with the business’ needs, with cloud as a catalyst for transformation.

HPE solutions for cloud improve efficiency and accelerate the delivery of apps and services, while giving users the flexibility to combine preferred clouds and existing on-premise infrastructure.

making the sale

Identifying a needWhen talking with your customer or prospect, listen carefully to their challenges

in order to match a solution to their requirements. You can identify when a customer might be a good match for HPE’s cloud solutions by listening out for any of the following statements:

» HPE ConvergedSystem 700 reduces total cost of ownership by 40% and generates staff savings of up to 217% more than alternative integrated systems1

» Using HPE ConvergedSystem 700 with HPE Helion CloudSystem, you can reduce deployment time by up to 22%.

“We need be able to behave like the Amazons and Microsofts of the world when hosting clients' environments.”

“Our clients need increasing flexibility and my current hosting equipment can’t keep up.”

“We need reliability.”

“My current hosting kit is difficult to manage as it’s a mix of vendors and technologies.”

“I’m deploying traditional apps to the cloud like SAP, Oracle and Microsoft applications.”

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Key product

facts

How to position and sell » HPE is a leader in the 'The Forrester Wave™: Private Cloud Software Suites,

Q1 2016'

» HPE uses Opensource and partners with a number of leading cloud players such as Chef, Puppet and Docker to facilitate an open-cloud universe to build, run and host clients' environments

» HPE combines infrastructure with OneView software to enable control and monitoring in a single application. This means you can simplify config/management of server/storage and networking

» Has Open API for easy integration with MSPs' wider environments

» The HPE Hyperconverged 380 is delivered as a fully integrated system that includes storage, server, graphics and virtualization

» As your customer grows, they can simply order identically configured nodes and expansion will occur automatically at power up

» Use the latest HPE Management UI to add full lifecycle management, VM provisioning and updates in a single pane of glass. This provides a unified, global experience

Partners with… Microsoft Azure/AWS – public cloud agnostics give freedom to MSPs to avoid

vendor lock-in due to on-premise technology

Riverbed – can be sold/leased to sit within user’s offices to further optimise traffic back to the data centre.


Use the table below as a guide to help you identify new opportunities.

SynergyWhen partners value enhanced automation and software intelligence/ require fluid resources to spin up or power down workloads instantly and/or need to eliminate stranded resources.

FlexCapacityThis can be added to any HPE opportunity. FlexCapacity allows MSPs to grow the environment as their business grows.


Continued...

19

High cost and competitors

If your customer or prospect talks about the cost verses leading competitors AWS and Azure, don’t shy away from talking about this. HPE might be more expensive, however:

» There is business value in having management of a cloud environment tailored to a business’s needs. Not every business or application is suited to the public cloud environment for their data. By building a data centre specifically for the cloud and hosting you can leverage public cloud providers when suitable and retain custom data in the multi-tenanted environment you’ve created where you can add additional services and customisation to enhance profit

» Look at the SLAs when signing on to public cloud and check the real costs of agreements. Does your environment really save you money in public cloud? How much data is streaming back and forth?


Build your next BOM with Arrow’s HPE-certified business partner solution architects. Contact them now at [email protected]

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Find out how you can grow with HPE and Arrow ECS ANZ. Speak to a member of our team on 1300 673 506 or email

us at [email protected]

Arrow ECS ANZ is Australia’s leading value-add distributor for advanced and emerging technologies.

With many years of experience in the channel, Arrow ECS ANZ provides partners and end users with solutions that solve modern business challenges. Whether you are selling cloud, hyperconvergence, mobility solutions, flash storage or HPE Synergy, we have a range of services to help you win, manage and upsell on every opportunity. Speak to one of our friendly experts to see how we can offer you:

» Pre-sales technical support – scoping and configuration

» Post-sales delivery and implementation

» Pre-staging facilities

» Site installation

» Free data centre assessment services

» Free post-sales health check

» Arrow finance options.

Ready to scale your business?

21

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Documents

Contents HPE Entry Storage 4 HPE Data centre Networking 14 ...€¦ · iLO Advanced software – to control health and monitoring with full remote access. How to come back from an