Huawei Backup Solution Sales · PDF fileHuawei Backup Solution Sales Guide ... Core database backup of enterprise; 2. ... Huawei backup solution's main vendors include EMC, IBM and

Huawei Backup Solution Sales Guide Security Level

2013-12-02 HUAWEI Confidential Page1, Total28

Document name Confidential level

Huawei Backup Solution Sales Guide Internal public

Version

V1.0

Huawei Backup Solution Sales Guide

All Rights Reserved

Reading objects： Minister of enterprise business ,account manager, product

manager, channel manager.



1 Backup market analysis

With explosive data is growing, bring unprecedented opportunities of storage area.

Backup market has more than 5 billion dollars. Traditional tape backup systems, backup

and recovery rate unable to meet the needs of the backup. How better from a traditional

tape backup to restore the transition to disk-based backup and recovery is the focus of

attention of enterprises? In many organizations, the tape is the main backup mechanism.

The main reason is that the tape is much cheaper than disk storage。However, the

enterprise doesn’t like to use tape-- Backup speed is slow, poor reliability, and to much

maintenance costs.

Therefore, many companies were looking for a better solution. With the gradually

decline in the price of disk storage，Some companies are already using the D2D backup to

replace the traditional tape backup.

2 Customers needs in backup market

The backup market is in a fast growing trend, customers increase the investment of

equipment in IT infrastructure, especially in storage. Huge amounts of data, especially the

explosive growth of the unstructured data has led to business users increase the demand

for storage system. From the industry trend，The needs of customers mainly have the

following:

1：The traditional tape backup device backup and recovery time is too long to adapt

the needs of business.



2：Backup equipment to meet the needs of increasingly rapid growth of the storage

3：Heterogeneous environment, complex backup management in enterprise business

system

3 Sales stategy

3.1 Products and solutions positioning

Virtual tape library, disk-based storage for the global industry backup market, deploy

the higher market maturity COMMVAULT and SYMANTEC backup software. To provide

the integrated backup solutions. The following is a backup solutions for four typical

scenarios：

3.1.1 Mail archiving solutions

Introduction：A lot of mail client need to be backup, quickly restored and retrieve.

Deploy one backup archiving device(OceanStor VTL/S2600T/S5500T) and backup

archiving software(EV/CV).

No. Available solutions for sale Competitive

advantages

Market

share

1

Applications Exchange,Domino 1：Disk and tape backup form

multi-level backup, effectively

improve the backup/restore

performance

2：Professional post-processing

de-duplication

Predicted

140M

Available for

sale

Symantec Enterprise Vault

OceanStor VTL

2

Applications Exchange,Domino 1：Comprehensive centralized data

protection Available for CommVault Simpana



sale

OceanStor S2600T/S5500T

2：High-performance arrays greatly

shorten backup and recovery

windows

3: Professional pre-processing

de-duplication

Solution 1 topology：




3.1.2 VMware backup solutions

Introduction：Virtual machine environments for client VM applications. Deploy one

virtual machine backup software(NBU/CV)in backup server and disk backup device

(Oceanstor S2600T/S5500T) to complete the backup for virtual machine

No. Available solutions for sale Competitive advantages Market

share

240 Applications VM vSphere 1：Comprehensive centralized data

protection

2：High-performance arrays greatly


windows

3：Optimized backup of virtual

machine enviroments

4：Professional pre-processing

Predicted

240M

Available for

sale

CommVault Simpana




de-duplication

2 Applications VM vSphere 1：High-performance arrays greatly


windows

2: Professional pre-processing

de-duplication

Available for

sale

Symantec Netbackup






3.1.3 Database backup solutions

Introduction: The business application can’t stop. Deploy one professional database

software (NBU/CV) + disk-based backup (OceanStor VTL/S2600T/S5500T).


advantages

Market share

1

Application

Oracle,SQL,DB2, and other

database applications

1. Comprehensive

centralized data

protection

2. More backup

media’s capacity,

reduce the cost.

3. Professional

pre-processing

de-duplication.

Predicted 300 M

Available for

sale

CommVault Simpana


2 Applications Oracle,SQL,DB2, and other 1. Professional



database applications post-processing

de-duplication.

2. Remote replication

feature.

Available for

sale

Symantec Netbackup

OceanStor VTL

Solution 1 topology：：




3.1.4 Backup + archiving solutions

Solution introduction: The customer’s environment there is no backup and archiving

equipments, and the production storage as a single storage device provides data storage

service.


advantages

Market share

1

Application

The production environment,

there is no backup and archiving

equipment.

1. Integrated backup &

archiving solution.

2. High performance

storage media;

3. Comprehensive data

protection;

4. Professional

pre-processing

deduplication

Predicted 160M

Available for

sale

CommVault Simpana backup

software





Note: Now only the Symantec Netbackup can be quoted. Because

related to supporting backup software, the other backup solutions are

expected to the end of Q2 can be supporting. Now in the market

developing project, can promote our backup solutions.



3.2 Market development strategies

Industry Business scenario Recommended product

solution Values to customer Key region Mark

Government & public 1.Electronic government

2.Park data center backup

3.Office OA

1.Backup & archiving integrated

solution

2.Email archiving solution

1.Backup + archiving integrated

centralized management

2. Use tiered storage to improve

available of the data.

3.High performance storage media

reduce the backup windows

West Africa, South Africa

and East Africa, North

Africa, Middle Asia, south

of South America, north

of Latin American.

For the large data center

projects in Africa, can use

backup + archiving integrated

solution and high

performance DORADO

storage as backup &

archiving storage media to

expand the share of storage.

Finance, energy,

electricity

1. Bank’s non-core notes

image business

backup.

2. Power grid,

1. Backup & archiving

integrated solution;

2. Database backup solution

1. Support centralized data

backup, on-line backup don’t

effect business system.

2. High performance storage

South of South America,

north of Latin American,

Middle Asia.

Use non-core business as

breakthrough, through putting

up model point; gradually get

into the post-expansion and



transmission and

distribution SCADA core

business system backup.

3. The oil exploration

business system backup.

media, greatly reducing the

backup window.

3. Professional post-processing

deduplication effectively

improves the storage utilization.

4. Support database backup in

heterogeneous environment.

new creation projects’ core

backup system.

Large enterprises 1. Core database backup

of enterprise;

2. The front-end Virtual

machine application

backup

1. VM virtual machine backup

solution;

2. Database backup solution

1. Professional virtual

environment backup, automatic

aware and provide protection.

2. Centralized data backup,

reduce the maintenance cost;

3. Professional client terminal

deduplication, reduce storage

cost, and totally TCO;

4. Support database backup in

Europe, North American,

Middle East, Russia,

India, south of South

America, north of Latin

American.

Mature market, mainly

promote cost-effective

solution, and use low TCO

and high performance as

breakthrough.



heterogeneous environment.

SMB 1. Business email backup 1. Backup & archiving

integrated solution;

2. Email archiving solution

1. Simple and convenient

management, reduce

management complexity;

2. Disk-based backup effectively

reduce total cost;

3. Industry-leading backup

software, cost-effective.

Europe, North American,

middle east, Russia,

India, south of South

America, North of Latin

American.

Limited budget, business

model is simple; mainly

promote low-cost backup

solution.



Focus on the complete solution’s advantages, guide the customer to the

following:

1. Industry-leading backup software COMMVAULT and SYMANTEC backup

archiving management software;

2. High performance, high reliable backup media VTL/SAN array (including

high performance SSD);

3. Huawei’s complete solution’s advantages (from VDI, backup software to

storage media), effectively reduce TCO.

4 Vendor Solution Analyse

4.1 Competitive landscape

Huawei backup solution's main vendors include EMC, IBM and HP, The landscape of

backup solutions as follows:

1) Industry leader: CommVault, EMC, IBM, Symantec. These manufacturers have a

complete product line, while the integration of emerging technologies as part of the

traditional backup solutions, the industry that is mainstream, the preferred supplier.

Huawei's backup solution, backup software-based Symantec and CV in a leadership

position.

2) Industry challenger: CA Technologies, HP. In the challenger quadrant suppliers,

can provide a complete backup solution, but limited the ability of market expansion, in



response to the data center virtualization backup, branch office backup, data

de-duplication needs, have not been able to provide more the products of the challenges

and leadership

Backup market Magic Quadrant:

3) Visionaries quadrant, including FalconStor and Netapp. The manufacturers of this

quadrant has a unique product and technology innovation and customer development, but

did not form a full range of solutions and the formation of large-scale market share. With

the application of innovative technology in products, these vendors will enter a specific

quadrant

4) Niche quadrant (segments) in the quadrant of the manufacturers include: Acronis,

Asigra, Atempo, BakBone, i365, Iron Mountain and yncsort. This quadrant of the main

manufacturers in the market segment has a unique market space, do not have the market

size of the industry leader, while there is no vision quadrant vendors as a unique



innovation capabilities, may be in a specific market or emerging markets occupy a certain

share, can not provide a complete solution



4.2 Specification Analysis

Subclass Function SYM NBU IBM TSM EMC Networker

BakBone CommVault

World-class brand products, non-OEM products YES YES YES YES YES

Product market share for the top three YES YES YES NO NO

To provide local technical support, and local R &

D support YES YES YES YES YES

Backup server

platform support

Backup server support for WINDOWS Support Support Support Support Support

Backup server supports UNIX platforms

(REDHAT / SUSEAIX / HPUX / SOLARIS) Support Support Support

No support

AIX/HP No support

The backup client

platform support

Backup client support

WINDOWS/REDHAT/SUSE/AIX/HPUX/SOLARI

S

Support Support Support Support Support

Client cluster

software support

Client CLUSTER software support Microsoft

MSCS Support Support Support Support Support



Client CLUSTER software support Symantec

VCS,EMC Autostar ，IBM HACMP/HP

ServiceGuard/SUN cluster/HP Trucluster

Support No support

Trucluster Support

No support

VCS,Autostar

No support IBM

HACMP/HP

ServiceGuard/HP

Trucluster

No support

VCS,Autostar

No support

HACMP/Trucluster

Database online

backup support

Support

ORACLE/DB2/SQL/SYBASE/INFORMIX Online

Backup and EXCHANGE/DOMINO/SHAREPOIT

Online Backup

Support

Through

third-party

support

SYBASE

Support Support Support

Snapshot backup

management

platform to

support

Support Microsoft VSS platform Support Not support Support No support Support

Support EMC CX/HDS AMS/NETAPP FAS/HP

EVA/IBM DS4000&DS5000/SUN STOREDGE

Midrange platforms, the snapshot feature

integration

Support Only support

IBM No support HP/HDS

Only support

NETAPP

No support

IBM/NETAPP/SU

N

Backup device

support

Support Quantum, Sun, IBM, HP Various

mainstream manufacturers such as tape library

equipment and EMC，IBM，HP，Quantum

Mainstream manufacturers such as VTL

appliance




Support multi-device to the concurrent operation

while receiving the backup data to ensure that

the backup task quickly

Support Support Support No support Support

Backup mode

LAN backup and SAN backup (LAN-FREE),

backup data can be connected via TCPIP and

SCSI or FC connectivity support for transmission;

support NDMP backup, LAN, SAN, Serverless

Backup of NAS system


Support Serverless backup, data backup do not

through the production of host Support Support Support No support Support

Data

de-duplication

Support based on the source side of the

duplicate data delete, Provide files and

databases backup

Support No support Support（Avamar） No support Support

Support based on the target side of the duplicate

data delete, Provide files and databases backup Support Support No support No support Support

CDP Continuous

data protection

Support continuous data protection (CDP), can

provide unlimited any point in time rollback, to

achieve the fastest data recovery; support

file-level CDP and block-level CDP

Support

Separate

software

implementation

of file-level CDP

Separate hardware

implementation of

file-level CDP

No support

No Support

Approximate CDP

products ,only to

capture multiple



snapshots based

on byte-level

changes

Snapshot backup

management

Support database snapshot backup, online

backup and database tools and snapshot tool

integration, to complete the Serverless backup

Support Support Support No support Support

Virtual machine

backup

Support HPER-V and VMWARE backup; GUEST

the OS the way, the VCB and VSTORAGE APIs

backup to improve backup efficiency


Backup strategy

management

Consolidated Backup supports full and

incremental backups, reducing full backup impact

on production


Support for automatic recovery of backup data,

and can automatically take advantage of the

recovery media, and improve the efficiency of

using media


Support for media lifecycle management, set a

separate retention period in the different layers of

storage media




Backup task is finished, automatic backup

incremental index, and can be set to be saved to

the same media and data tape

No support No support Support No support Support

Bare metal

recovery

Support WINDOWS, REDHAT / SUSE Linux, AIX

/ HPUX / SOLARIS, bare metal recovery Support

No support

HP/SOLARIS Support No support No support HPUX

IMAGE backup of

files

Fast backup to support high-density file systems,

Block-level Image backup, and can support a

file-lever recovery Support Support Support No Support Support

Performance of

Backup and

restore

Multi-task concurrent writes to the same backup

device Support No Support Support No Support Support

Achieve a single data stream to write data

simultaneously to two backup devices Support Support No Support No Support No Support

You can set the number of concurrent tasks for

each backup device, and performance

optimization

Support Support Support No Support Support

Breakpoint

continued to

prepare backup

Continued support breakpoint prepared to

support backup, backup interruption due to

various reasons, backup execution to continue

from the point of interruption to save the backup

time

Support No Support No Support No Support Support



Bandwidth control Support the backup LAN structure can control the

backup occupied network bandwidth Support No Support No Support No Support Support

Media server load

balancing

Support for the media server(or storage

nodes)failover and load balancing; in order to

alleviate the pressure of a single media server

and avoid the single point of failure of the backup

server can be configured a number of media

servers to share storage media to achieve

failover between the server and loadbalanced,

improve reliability and performance of the backup

system

Support No Support No Support No Support No Support

Backup server to

protect

themselves

Support saved to the backup on the backup

server to improve the availability of the backup

server by way of replication or cluster index

library

Support Support Support No Support No Support

Provide network connectivity to SSL protocol

encryption mechanisms to ensure safety Support Support Support

No Support

No Support

Can do the backup data encryption, capable of

supporting 128-bit data encryption, you need to

enter the protection password when users need

to restore




User authentication systems can be integrated

with AD or LDAP No Support No Support Support No Support Support

Support for user audit management, for all login

and exit record of action which came from users

who access to the backup software, it can save

all configuration updates and operating

information.

No Support Support Support Support No Support

Provide cross-platform support for the unity of

style management interface through a single

management interface to manage multiple

simultaneous backup of the backup server

environment; Chinese localization management

interface, as well as the localization of the log

message


The file system offers a variety of platforms and

database backup policy configuration wizard,

rapid deployment of a backup strategy

Support Support Support No Support Support



Monitoring system can monitor real-time backup

server、backup device status, including the

operating state、the backup rate


Can generate the report of the “inactive file” for

the file system backup process, the report

provide the basis for data archiving

No Support No Support Support No Support No Support

Customized reports can be exported as PDF,

plain text format, excel spreadsheet document Support

Partially

supported Support

Partially

supported Partially supported



4.3 Product Document

For the details, please obtain the related document in 3MS, the address is as follows:

http://3ms.huawei.com/mm/docMaintain/mmMaintain.do?method=showMMDetail&f_i

d=STR12050837170125

Document name: OceanStor VTL3500 Competition Analysis V3.1 _201205


d=STR12050757360168

Document name：OceanStor VTL6000 Competition Analysis V4.2_201205

Backup medium Competition Analysis –S Series storage

For the details, please obtain the related document in 3MS, the address is as follows:


d=STR12061342110243


d=STR12061313510060


d=STR12050809310207

Document name：OceanStor S2600T V100R002 Competition Analysis V1.0

201205

OceanStor T Series V100R005 Competition Analysis V2.0

OceanStor Dorado2100 Competition Analysis V1.0 _201205

http://3ms.huawei.com/mm/docMaintain/mmMaintain.do?method=showMMDetail&f_id=STR12050837170125












5 Cases & Templets

5.1 Cases

Brazil International Education Development Fund project

Needs and Challenges Solution

1:Complex database applications;

2:The backup performance requirements greater than

3.2T/hr；

3:Configure the De-dup, to meet the backup needs of

customers for three years;

4:Backup to extend the life cycle, leading to backup

data increased significantly;

1:Use the NetBackup+VTL backup solutions topology;

2:Use VTL HA+SIR node model, support deduplication

3:All production data backup to VTL6000;



Storage and backup solutions in Harbin Railway Bureau

Needs and Challenges Solution

1:The data is scattered, difficult to manage;

2:No backup equipment, poor security;

3:The extended life cycle of the data lead backup

data increased significantly;

1: BE+ storage array backup solution topology;

2: a set of S2600 as an array of production, another set of

S2600 as a backup array;

3: All production data backup to the backup array S2600;

5.2 Templets

Shanghai Local Taxation Bureau

Hunan Provincial Public Security Bureau



Sichuan Provincial Public Security Bureau

6 Backup solutions interface list Sales principal Wangjianguo（60353） Wangmaolin（00162908） Wangzhi（90002439）

Interface Liuxi（90005188）

Documents

Huawei Backup Solution Sales · PDF fileHuawei Backup Solution Sales Guide ... Core database backup of enterprise; 2. ... Huawei backup solution's main vendors include EMC, IBM and