HPE STORAGE TO FLASH

GOING HEAD TO HEAD WITH DELL EMC

There’s never been a better time to choose and sell a clear storage frontrunner. It’s a rapidly evolving market, but some, like Dell EMC are struggling.

Vulnerabilities like an unclear road map, archaic platforms and aging products versus HPE’s incredibly strong end-to-end storage portfolio will create value opportunities for the end user that can’t be ignored.

HPE’s predictive, cloud-ready and timeless storage portfolio means you can offer your customers distinct performance benefits with few, if any tradeoffs. The best part? Their products work together to create simple unified solutions that work better.

As partnerships go, Westcoast and HPE are a match made in storage heaven. Discover how selling with us means confidently offering a simple, flexible end-to-end solution.

TimelessFuture-proofing. It sounds like a tall

order but HPE ensures your customers’ investments have the longevity they

need. They offer all-inclusive licensing, guaranteed availability, the flexibility

to go anywhere and much more.

HPE’s portfolio strength lies in three key areas. Their products are Predictive, Cloud-ready and Timeless, making it easier to future-proof against business failure.

PredictiveArtificial Intelligence (AI) helps your customers’ data-centres predict and prevent issues. They’ll be shaking off those

support frustrations and simply getting on with the business at hand.

Cloud-readyHPE makes getting your head in the cloud, easier. You can future proof the IT environment to move

smoothly between on-premises solutions and the cloud.

Customer conversations around storage are happening every day. Help share HPE’s expertise, underpinned by their big 3 strengths, to transform their business now.

Dell EMC Compete is just one of HPE’s key sales plays. We’ll help you understand why Dell EMC is in a much weaker proposition than HPE, with its clear storage strategy.

Each business has its strengths though. Dell has a strong established presence. It’s an excellent customer relationship builder and skilled marketer.

However, the shortfalls are pointing to a tide of change where HPE rises and surpasses.

Dell’s technology refreshes are slowing.

VNX is at end-of-life.

Its Hyperconverged infrastructure (HCI) has overlaps and inconsistencies.

Help materials are still very complex.

The list goes on….

It’s all about data gaps and how to fill them. Ask your customers about ‘app-data gap’ and you’ll undoubtedly hear slowdown and disruption stories that have them tearing their hair out.

Time lost means business damage. HPE’s three core strengths means they can offer a storage foundation that doesn’t damage, but strengthens.

No business can escape the data protection conversation.

Offer peace of mind by telling customers about integrated data protection. HPE has the most complete and

robust flash storage portfolio – including HPE 3PAR, HPE Nimble

Storage and HPE SimpliVity.

Build trust with customers as HPE’s portfolio is poised to sweep up Dell EMC’s

declining market share. How?

Let’s address the key customer needs.

Now’s the time to capitalise on Dell EMC’s weaknesses. It’s the perfect opportunity to be part of our collaborative journey and showcase the strength of the HPE storage portfolio.

Who wouldn’t want HPE 3PAR’s revolutionary design instead of Dell’s EMC archaic array designs? All the Oracle license concerns? SAP HANA migration? The proof is in the greater performance and capacity efficiency.

Simplicity

Move away from traditional storage. Offer customers a fully integrated solution that’s simple and flexible enough for I.T generalists. Make it easier on IT budgets and staff. Talk to them about HPE Nimble Storage.

Hyperconverged

Give customers a consolidated platform with built-in deduplication, compression and data protection. Given that it’s easy to use, there’s no compromise on performance and reliability. Discuss HPE SimpliVity.

Flexibility

Ask about their growth plans. Talk HPE 3PAR. Upsell or sell against Dell EMC. Your customers can stay ahead of unpredictability with Tier 1 software and services with start-up simplicity.

HPE 3 PAR offers greater configurability, performance and multi-tenant scale. They’ll also be impressed by limitless data reduction. It’s the ideal solution for any customer looking to consolidate infrastructure in a new and fresh way.

Once you identify the best fit for your customer, you can use the appropriate sales play for upselling or selling against Dell EMC.

What Else Can They Add?

Customers can add built-in backup, StoreOnce and Cloud Bank Storage.

HPE XP offers extreme availability or mainframe connectivity. The beauty of selling HPE is that your customers will

avoid Dell’s conflicting offerings and steer clear of an errant roadmap that could

lead to storage struggles.

HPE understands the challenges and opportunities around the processing speed and storage of vast amounts of data. Superior performance, quick processes and accessibility will lead to an improved customer experience that can transform a business.

Why choose a solution that’s bigger, heavier and weaker with less customer take-up? Take the HPE Nimble Storage vs Dell EMC XtremIO X2. The advantages make it an easier sell for you.

• Analytics are weak compared to InfoSight’s offerings

• HPE Nimble has better space utilisation. It reduces customer costs at 1/3 the weight displacement and rack U’s of XtremIO

• XtremIO is costly and limited to scale, incurring performance degradation

• Nimble delivers significantly lower customer TCO

• Nimble customers get superior data protection with Triple+ Parity RAID, not double

• Nimble outperforms with more capabilities – consistent performance in multiple mixed-workload environments

• Expect an unnecessary Dell increase in infrastructure vs succinct build solutions from the HPE range

What else can you share? HPE Nimble has four times the number of customers. It has an NPS score of 85 v Dell’s 24. That means more customer loyalty – and more return purchases or recommendations for you.

Tell your customers – “Accept no tradeoffs”. By offering HPE 3PAR’s Flash Now initiative you can offer all-flash technology at a fraction of the cost of public cloud, but with on-premises control.

The HPE 3PAR architecture and SSD optimisation provides all the benefits customers have come to expect from an HPE 3PAR StoreServ solution. Their StoreServ arrays use the same architecture and operating system.

That means your customers will enjoy consistent features and a fantastic user experience. Unlike Dell, it covers beyond mid-range as their business grows. And there’ll be no need to migrate to another architecture.

Enable industry leading system efficiency while whilst delivering higher performance than the Dell EMC SC Series.

We’ve already touched upon it, but the importance of scalability can’t be underestimated. Customers’ growth ability will depend on their careful system choices and deployment. When choosing best-in-class data services, they’ll need data mobility unrestricted by connected node configurations.

What are the differences between Dell and HPE?

• 3PAR can scale from 2 nodes to 4, 6 or 8 direct connected node configurations

• Dell EMC SC Series is limited to only 2 directly connected nodes – limiting performance

• Scale-out? Federation v full-mesh interconnect. HPE provides a direct connection for low latency

• Standalone compatibility – Dell only works with other SC and PS Series or MD3 arrays

• 3PAR Online Import can non-disruptively migrate data to competing storage systems

• Choosing Dell means ongoing additional supports – 3PAR offers native, block, file and object support

Customers will want a wide range of price and performance points. It’s easy to tell them HPE is an easy to use, performance proven, reliable solution. They also deliver great uptime and resiliency thanks to Smart SAN.

HPE’s storage to flash portfolio is strong enough, but factor in HPE Cloud Bank Storage and it makes it almost impossible not to choose HPE.

What is it? HPE Cloud Bank Storage extends the existing data protection features to an external cloud storage that can be deployed on the cloud or on premise.

At a glance, here’s the reasons why your customer should choose HPE Cloud Bank Storage rather than Dell EMC Cloud Tier.

HPE Cloud Bank Storage• Low cost thanks to reduced backup storage

costs and optimised bandwidth utilisation

• Cloud based data recovery

• Long term archiving with lower cost tier and multi-reader functionality

• Scalability up to 3x the capacity of the associated StoreOnce system

• Multiple cloud storage support

• Faster copying to cloud thanks to deduplication and multi-thread upload

• Faster recovery

• SSMC integration with RMC

Dell EMC Cloud Tier• Single point of failure (data from the cloud

can’t be retrieved if data domain system fails)

• No multi-reading capability

• Data archive and movement limitations

• Data restoration limitations

• A maximum of two cloud service providers are supported from a single Data Domain System

IDC recently identified the five most important areas in the future of storage. The headline is that Dell EMC aren’t even close to meeting next-gen requirements. HPE? With your help, they’re well-positioned to take over. Both the HPE 3PAR and Nimble Storage tick practically all five boxes:

You can offer customers a data storage system built with architecture that packs enough horsepower to meet CPU and memory overhead.

HPE’s all-flash array doesn’t rely on outmoded ‘store and forward’ methods. Dell doesn’t handle deduplication well, an absolute essential for any flash array.

Both HPE Nimble Storage and HPE 3PAR are designed and engineered to avoid the common tradeoffs of generic hardware solutions.

Highlight our portfolio innovation – HPE SimpliVity is truly hyperconverged. HPE 3PAR and Nimble Storage solutions are all-flash. Help your customers understand that transformingto HPE storage brings vast benefits.

1. NVMe-ready

2. Cloud Integration

3. Hardware-accelerated, mixed workload performance

4. Robust data services

5. Full inline data reduction

There are clear financial advantages to selling the HPE Storage to Flash portfolio, but there’s another way you can support customer costs.

Help existing Dell EMC customers to reduce their Oracle license. And help them avoid additional Oracle CPU licenses and service fees.

Customers can reduce their database footprint, modernise their infrastructure and save enough to self-fund the HPE products.

With 50% of Oracle databases running EMC storage, there’s an opportunity for HPE

to capture share in this space.

Now’s the time to disrupt. Make superior Storage to Flash a reality for your customers by extoling the benefits of joining the Westcoast and HPE partnership. We can share a mountain of expertise to help customers scale up and for you to get to the sale faster.

We can give your sales team the knowledge to understand the relevant sales hooks and how to develop them, with the aim of them becoming self-sufficient in the long run.

Our HPE software experts can help you navigate the best options for your customers. You’ll get the insights to ask customers the right questions, narrow down their requirements and provide bespoke technical details.

We were the first distributor to work with HPE, and engage with them at all levels of the business. We’ll always be at your side, ready to help you:

• Identify potential customers

• Use the HPE partner programme

• Provide bespoke technical details

• Consult with end-customers

• Shorten the sales cycle

Call us now to discuss – 0118 912 6000 or email supersix@westcoast.co.uk

WHY WESTCOAST?