HUAWEI OceanStor Enterprise Storage System … clone, copy, remote replication ... The Competitors of HUAWEI OceanStor Enterprise ... Overall Sales Strategy The OceanStor Enterprise

HUAWEI OceanStor Enterprise

Storage System Sales Guide

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Contents

Introduction to HUAWEI OceanStor

Enterprise Storage System

Competitive Analysis

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2

3

4

Product Positioning and Target Customers

Market Positioning and Sales Strategy

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HUAWEI OceanStor Enterprise Storage

• Multi-controller redundancy architecture: no of single points of

failure, and cache load balancing

• RAID2.0+ disk virtualization: 0 hotspot disk, and 20x data recovery

speed

• Powerful DR solution: shortest RPO (0 to 5 seconds), and one-key

DR management

Secure and Trusted

• Highest specifications: 1 million IOPS/16 controllers/3 TB cache/7

PB capacity, meeting the storage requirement in the following

decade

• Fastest response: the only stable microsecond-latency storage,

improving speed by 10 times

• Highest efficiency: maximized the storage efficiency, improving the

resource utilization by 3 times.

Flexible and Efficient

Smart Matrix

architecture

OceanStor 18000 Series

3

Product Specifications

OceanStor 18500 OceanStor 18800 OceanStor 18800F

Max. number of

controllers 8* 16* 16*

Max. number of disks 1584 3216 3216

Max. cache (GB) 768 3072 3072

Max. number of host

ports 96 192 192

Data protection features Snapshot, clone, copy, remote replication, and virtual machine (VM)

disaster recovery (DR)

Data management

features

Dynamic storage tiering (DST), quality of service (QoS), thin

provisioning, intelligent data relocation, and intelligent heterogeneous

virtualization

Management software Storage management console, storage infrastructure management,

and DR management

Host software UltraPath (multipathing)

Huawei's self-developed OceanStor

Enterprise Storage System comes

from 10 years of preparation.

4

OceanStor Enterprise Storage System Optimizing Hunan Provincial Taxation Bureau

•Build a high-performance, highly reliable, scalable platform for centralized

processing integrated business system of Hunan province tax

•Business continuity with smart Matrix architecture and multiple data

protection measure meet the requirement of high standard and quality

•Flexible expansion and upgrade meet the business system development

• Integration critical business system of tax bureaus in whole province

•Online expand capacity and performance

•7×24 hours of critical applications to ensure business continuity

Customer Challenges

•OceanStor 18500 centralized store Natural Person System, Invoice

System, Farmland Occupation Tax and other 30 business system

•Configure SmartTier,SmartQoS to provide SLA service for critical business

•Deploy OceanStor 18500 intra-site of inter-city with multiple data protection

function and adapting Oracle RAC to provide business continuity solution

Huawei Solution

Customer Benefits

5

OceanStor Enterprise Storage System Security the Real Estate Trade Center

• high availability of online trading system and critical business system

• multiple data protection function make system trust

• TCL delivery achieves reliable and efficient deployment

• Remote DR with different storage meet high availability and cost-effective

• Divide storage space by requirement and reduce the initial purchase cost,

to get lower TCO

Customer Challenges

Huawei Solution

Customer Benefits

• carrying online trading system, audit system, and other critical business

• High data availability and business continuity

• Remote data protection with Critical business systems

• Production Center: OceanStor 18500 stores critical business of online

trade system and using HyperSnap local protect these

• DR Center: S5000T is used for DR equipment

• Remote data protection: configure HyperReplication with OceanStor

18500 and S5000T to remote protect critical business

6

OceanStor Enterprise Storage System building cloud datacenter of Municipal Police

Bureau

•adapting towards VMWare ensure high reliability business running

•8 controllers and 1536 disk drivers meet the business development

•Provide a cost-effective towards VMWare cloud data center solution

Customer Challenges

Huawei Solution

Customer Benefits

•Rapid data growth need new cloud data center for critical business

•Need enterprise storage of high stability ,performance and efficient,

to support highly scalable virtual machine business

•OceanStor 18500 centralized stores critical business in cloud data

center

•adapting towards VMWare to improve efficiency of DR and data

management

•Smart serials value-add service improve efficiency and reduce TCO

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Product Positioning

The Competitors of HUAWEI OceanStor Enterprise Storage System are EMC VMAX and HDS VSP.

EMC IBM NetApp HP Dell HDS Fujitsu HW

BAND9 1000K$以上

VMAX40K DS8800

DS8700 P10000

P9500 VSP DX8700 S2

OceanStor

18800 BAND8 500K$~1000K$

VMAX20K S8100

BAND7 300K$~500K$

VMAX10K XIV FAS6200 Compellent S6800T OceanStor

18500

BAND6 200K$~300K$

VNX 7500 V7000U FAS3270 F400

P6000 Compellent

AMS2500 DX440 S2

S5800T

BAND5 100K$~200K$

VNX 5700 DS5300 E7900

FAS3240

F200

P6000 PS6010 S5600T

BAND4 50K$~100K$

VNX 5500 DS5100 E7900

FAS3210 P4000 PS6000 AMS2300 DX410 S2

S5500T BAND3 25K$~50K$

VNX 5300 DS5020 E5400

FAS2240 P4000 PS4000 AMS2100

DX90 S2

DX80 S2

BAND2 5K$~25K$

VNX 5100

VNXe DS3500

E2600

FAS2040 P2000 MD3000 DX60 S2

S2600T

S2200T BAND1 5K$以下

MSA2000 MD3000

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Target Industries

Local and state tax data central storage,

and treasure payment system

Social security and finance backup and DR

systems

OA, email, and portal

Public security system

Government

Office and business hall desktops

OCS, CRM, and BI

Carrier

Core application system

Finance

MIS/ERP and portal systems

OA and email applications

Energy/Manufacturing

10

3DC DR Storage and DR for Virtual Environments

Storage for Diversified Services Storage for Mission-Critical Services

Scenario

VMs

APP

OS

APP

OS

APP

OS

APP

OS

APP

OS

APP

OS

APP

OS

Virtualized Platform

Servers

VMs

APP

OS

APP

OS

APP

OS

APP

OS

APP

OS

APP

OS

APP

OS

Virtualized Platform

Servers

Virtual

machine

DR

LAN/WAN

Production Center Metropolitan DR

Center

OceanStor Enterprise Storage

System

Replication

Replication

SAN

LAN/WAN

LAN/WAN

SAN

SAN

Remote DR Center

S2600T

S5600T

OceanStor Enterprise

Storage System

OceanStor Enterprise

Storage System

Switch Switch

OceanStor Enterprise Storage System

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Market Opportunities

Industry Region Market

Sector

Description and

Requirements Business Model Importance

Government

China Others

Important government data and in

response to China's requirements of

adopting home-made systems

Hardware + software +

service ★★★

China Taxation Local tax system and tax system

restructuring


service ★★★

China Public security Jindun Project Hardware + software ★★★

China Social security Jinbao Project Hardware + software +

service ★★★

Finance China Finance Core business system Hardware + software +

service ★★★

Carrier Not

restricted Carrier

Central procurement of China

Mobile, China Telecom, and China

Unicom


service ★★★

Energy and

manufacturing

Not

restricted

Energy and

manufacturing MES/ERP, portal system, OA, and

email applications


service ★★

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Leading reliability: fully redundant multi-controller architecture

based on Smart Matrix, SmartQoS and SmartPartition for higher-

level assurance for core services, Hyper and Ultra safeguarding

service continuity, VM-based backup and DR, and the lowest RPO

of 0 to 5 seconds preventing service interruption

Peerless performance and specifications: full PCIe 2.0 bus, 1

million IOPS/16 controllers/7 PB capacity/3 TB cache, two times

as average industrial specifications and applicable to any complex

scenario

Excellent efficiency: 4S flexible expansion, Smart series

software, and RAID 2.0+ boosting data storage and management

efficiency, automated deployment, and turnkey delivery

China's only high-end storage: developed, manufactured, and

served by a Chinese company

Super-high availability and full

functions!

Stunning specifications and

performance!

Efficient storage and various

value-added features!

The only trustworthy Chinese

high-end storage product!

What We Sell

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Overall Sales Strategy The OceanStor Enterprise Storage System sales mode: direct sales+channel sales, with direct sales as the

primary mode

Carrier: bundling the OceanStor Enterprise Storage System with carrier products

Sales Tactics Marketing slogan: Secure and Trusted, Flexible and Efficient (refer to the HUAWEI OceanStor Enterprise

Storage System Main Slides)

A good understanding customer requirements; Hardware specifications and software features for bidding

guidance: data recovery speed, RTO/RPO, and other advantageous items

Flexible pricing strategy, profession technical support, and customizable services

International Sales The OceanStor Enterprise Storage System can be sold in international projects.

How We Sell (1)

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Newly developed with

fewer application cases

and inferior brand

recognition

Targeting HDS in

price, 20% cheaper

than HDS VSP

Similar software to

peers with slight

advantages in storage

virtualization and data

motion

Superior in hardware

specifications and

performance

(controller/switching

bandwidth/cache/disk/port)

Focus on Open System. Beat IBM and HP in technology, and

undercut EMC and HDS.

Seek customers with previous cooperation for sales breakthrough, gradually

improving brand perception.

General

Competition

Strategy

How We Sell (2)

0

2

4

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10

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Brand Hardware Software Price

EMC VMAX

HDS VSP

IBM DS8000

HP P10000

Huawei OceanStor 18000 Series

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How We Sell (3)

High-end market Rapidly extend market and aggressively take the entry-level high-end storage market.

Beat HP and IBM in technology, and undercut EMC and HDS.

Mid-range market

Use the OceanStor Enterprise Storage System to help occupy the mid-range storage

market and boost revenue through after-sales system expansion.

Combine the advantages of mid-range and high-end products to beat Chinese vendors.

Highlight the top-shelf features to beat international mid-range storage vendors.

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Introduction to EMC VMAX

EMC VMAX

EMC VMAX: independent dual-controller engine, Rapid IO

dual-star switching architecture for data exchange, Ethernet

cascaded management plane, and independent controller

bay+disk bay networking

Hardware specifications

Maximum configuration: 1 system bay+10 disk bays

System bay in maximum configuration: 8 engines each

having 2 controllers

Disk bay in maximum configuration: 16 disk enclosures

Fibre Channel optical ports

Features

Adopts internal resource virtualization as the system basis

to deliver smooth expansion and data migration.

Offers multiple perfect data protection solutions including

mirroring, snapshot, and clone.

Provides SRDF-based data transfer and I/O level DR that

supports one-to-many replication mode.

Uses abundant software and tools to manage and optimize

services, delivering solid support for sales services.

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Introduction to HDS VSP

HDS VSP: PCIe-based global cache switching architecture, 4

controllers/controller enclosure, global sharing of front-end and

rear-end ports, two PCIe links connecting two controller bays, and

front and rear disk enclosures forming a high-density disk bay

Features

Compatibility with heterogeneous arrays: Universal Volume

Manager automatically consolidates third-party arrays to

become a part of VSP storage space. This fully utilizes storage

resources, resolves data migration difficulties, implements truly

data lifecycle management, and provides DR among

heterogeneous platforms.

Multi-tenant: The whole disk array can be divided into 32

independent sections based on application demands. Each

section has its own tgt port, cache, disks, and accounts without

affecting another section's performance.

Remote replication: Journal Copy provides I/O level

asynchronous remote replication, minimizing RPO to 5

seconds. HDS's proprietary time-stamp and Consistency

Group technologies ensure data consistency during data

transfer, implementing truly long-distance asynchronous DR.

1-controller chassis 2-controller chassis

HDD (2.5") 0 to 1024 0 to 2,048

HDD (3.5") 0 to 640 0 to 1,280

Ports 16 to 96* 16 to 192*

Cache Up to 512 GB** Up to 1024 GB**

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Introduction to IBM DS8000 IBM DS8000: midrange computer–based dual-controller architecture, front-end

and back-end ports connecting expansion bays using external cables, easy-to-use

software, abundant devices, complex cable routing, and inferior scalability

Hardware configuration

Basic configuration: 1 controller bay+2 expansion bays (All bays are non-

standard.)

Controller bay: 2 controller enclosures, Ethernet switches, management

console, four I/O modules, disk enclosures. Other modules include PPS power

modules and BBU modules.

The first expansion bay: I/O modules, PPS power modules, disk enclosures,

and BBU modules; the second expansion bay: PPS power modules and disk

enclosures

Features

IBM DS8000 is the only high-end storage product that uses a dual-controller

architecture. It has fewer features and software than peers.

The volume virtualization architecture is built by adding external pools based

on traditional RAID groups.

Thin provisioning and Easy Tier use 1 GB granularity, which is incompetent.

Remote replication uses traditional snapshot technology, yet perfect in working

mechanism. It causes few effects on host I/Os and controls RPO between 3 to

5 seconds, close to the performance in I/O-level replication.

The system is compatible with extensive hosts and IBM's own mainframes and

AIX.

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Introduction to HP P10000

1. Fully interconnected backplane design: HP P10000's backplane has

fully interconnected high-speed bus interfaces and can interconnect four

controller nodes. Besides, the product provides low-speed bus interfaces

for management information transfer and exchange. The design's

advantage is that simplistic external connection saves external space and

internal bus connection requires no cables.

2. ASIC chip: The product adopts 3PAR's four-generation ASIC chip that

enables RAID 5 and RAID 6, reducing loan on the CPU.

3. Highly dense interfaces: Within 14 U space, each controller node has 9

expansion modules (host interface modules and disk interface modules)

and supports 4-port FC modules. Up to 24 ports can be used for host

connection and the others for disk enclosure connection. In 8-controller

configuration, the product supports 192 host FC ports and 96 disk

enclosure FC ports.

4. High-density disk enclosure: A 4 U disk enclosure houses 40 3.5-inch

disks. Therefore, four and a half bays can support 1920 disks.

5. Dedicated fans and BBUs for controller nodes: Each controller node

has its own fans and BBUs for heat dissipation and power backup. This

enables each node to have independent power supply, reducing the

requirement on rated power output and minimizing mutual effects

between nodes.

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High-end Storage Array Comparison HUAWEI OceanStor

18000 Series EMC VMAX HDS VSP

System

architecture

16 controllers, PCIe lossless

switching

16 controllers,

RapidIO

lossless

switching

8 controllers,

PCIe lossless

switching

Distributed

layout

Supported by

all bays

Supported by 2

bays Not supported

Recovery time

per TB data 30 minutes 720 minutes 720 minutes

Synchronous

RPO 0s 0s 0s

Asynchronous

RPO 5s 60s 30s

Random IOPS 1 million - 260,000

Automatic data

migration unit 0.5 MB 7.6 MB 42 MB

Cache

partitioning

speed

Instantly effective, up to 64

partitions

Instantly

effective, up to

8 partitions

5 min/GB,

interruption not

allowed

Data relocation Supported Supported Supported

HUAWEI OceanStor 18000 Series

vs. EMC VAMX/HDS VSP

HUAWEI OceanStor 18000 Series

vs. IBM DS8000/HP P10000

• 16 lossless switching, shorter latency than EMC, and higher concurrency than

HDS

• 90% faster data recovery than EMC and HDS

• 80% shorter RPO in asynchronous remote replication than EMC and HDS

• 2 times higher random performance than HDS

• 90% and 95% better automatic migration than EMC and HDS respectively,

higher hotspot data access performance, and higher SSD utilization

• 7 times better cache partitioning capability than EMC, instantly effective,

while HDS cache partitioning taking a few hours

• IBM dual-controller architecture: limited scalability, no heterogeneous

storage virtualization, no cache partitioning or data relocation, unable to use

legacy resources, unable to ensure key services' performance, and unable to

balance global disk load

• HP: unable to use legacy resources and ensure key services' performance

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EMC VMAX vs. HUAWEI OceanStor 18000 Series

Virtual matrix switching architecture,

RapidIO bus interconnection, 160 GB/s

bandwidth, and scalable to 16 controllers

Virtual matrix switching architecture,

PCIe 2.0 bus interconnection, 198 GB/s

bandwidth, and online scalable to 16

controllers

VMAX OceanStor 18000 Series

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HDS VSP vs. HUAWEI OceanStor 18000 Series

VSP

Cross bar switching architecture: resource sharing,

up to 8 controllers, 1024 GB cache, and 2048 disks

External converter required to support iSCSI and

GE

PCIe 2.0-based Smart Matrix architecture ensuring

high performance

Distributed scale-out for better scalability, up to 16

controllers, 3072 GB cache, and 3216 disks

iSCSI, Fibre Channel, and FCoE supported


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IBM DS8000 vs. HUAWEI OceanStor 18000 Series

DS8000

Dual-controller midrange computer architecture,

inferior scalability and performance, and time-

consuming failover in the event of a cluster fault

Multi-controller scale-out architecture, on-demand

expansion, and higher performance and better

scalability


26

HP P10000 vs. HUAWEI OceanStor 18000 Series


P10000

PCIe switching plane interconnecting

controllers for load balancing and fully

redundant components preventing single

points of failure

A maximum of 8 controllers, fully

interconnected backplanes connecting

controllers, inflexible and lower scalability, and

possible backplane single points of failure

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Tactic Product Critical Control Point Disadvantage

Technical

advantage

IBM DS8000

Adopts a dual-controller architecture, inferior to

multi-controller scale-out architecture of the

OceanStor 18000 series

Provides no cache partitions.

Needs an external SVC to implement

heterogeneous virtualization.

DS8000 uses dual controllers and does not

support linear performance increase, which is

supported by the OceanStor 18000 series

scale-out architecture.

A lack of cache partitioning and QoS functions

fails to ensure SLA in a shared storage

environment.

The early versions work with IBM mainframes,

complicating management.

HP P10000

Supports only 8 controllers and lacks behind

the OceanStor 18000 series in maximum

controllers, bud bandwidth, cache, FCoE, SAS

disks, turkey delivery and hex-core CPUs.

Does not support heterogeneous virtualization.

Lacks cache partitioning and QoS functions.

The hardware specifications and scalability

are inferior to the OceanStor 18000 series .

A lack of cache partitioning and QoS functions

fails to ensure SLA in a shared storage

environment.

How to Beat 1 — Technical Advantages over IBM and HP

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Tactic Product Critical Control Point Technical Advantage

Price

advantage

HDS

VSP

To provide the same-level hardware

specifications, HDS has to use its VSP

series to compete the OceanStor 18000

series. However, HDS VSP sells much

more expensively than the OceanStor

18000 series does.

HDS VSP's motion function

automatically strikes a balance between

performance and capacity.

HDS claims to provide 192 ports, which actually include both host ports

and disks ports. In contrast, the hosts ports of the OceanStor 18000

series alone are 192.

HDS VSP is costly to expand. The price for 4 controllers in initial

purchase is acceptable. However, if customers need to expand it to 8

controllers, the price rises exponentially.

The granularity of storage tiering statistics and migration is 42 MB,

much less precise than 4 MB granularity of the OceanStor 18000

series .

Thin provisioning uses a granularity of 42 MB, resulting in storage space

waste. The granularity of the OceanStor 18000 series is 64 KB by

default.

Management is more complicated than the OceanStor 18000 series .

For example, HDS VSP does not have port groups and single host

mapping process requires over 150 clicks. The same process can be

finished with 10 clicks on the OceanStor 18000 series .

How to Beat 2 — Stressing the High Costs of EMC and HDS

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Tactic Product Critical Control Point Technical Advantage

Price

advantage

EMC

VMAX

The OceanStor 18000 series outstrips

VMAX10K in maximum controllers,

maximum cache, host ports, number of

CPUs, and maximum disks. The

VMAX20 or later versions, though better

in specifications than VMAX10, costs

more than the OceanStor 18000 series .

VMAX has to work with VPLEX in order

to support heterogeneous storage

virtualization, which is naturally

supported by the OceanStor 18000

series .

EMC VMAX uses two RapidIO switches with a bandwidth of 160 GB/s,

whereas the OceanStor 18000 series adopts standard PCIe switches

delivering a higher bandwidth of 192 GB/s.

The granularity of storage tiering statistics and migration is 7.6 MB, less

precise than 4 MB granularity of OceanStor 18000 series .

How to Beat 2 — Stressing the High Costs of EMC and HDS

Copyright©2013 Huawei Technologies Co., Ltd. All Rights Reserved.

The information in this document may contain predictive statements including, without limitation, statements regarding the future financial and operating results, future product

portfolio, new technology, etc. There are a number of factors that could cause actual results and developments to differ materially from those expressed or implied in the predictive

statements. Therefore, such information is provided for reference purpose only and constitutes neither an offer nor an acceptance. Huawei may change the information at any time

without notice.

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HUAWEI OceanStor Enterprise Storage System … clone, copy, remote replication ... The Competitors of HUAWEI OceanStor Enterprise ... Overall Sales Strategy The OceanStor Enterprise