Martin Medhurst VTL Channel Business Development EMEA [email protected] NearStore ® VTL EMEA Partner Program August 2007 © 2007Network Appliance,

Martin MedhurstMartin MedhurstVTL Channel Business DevelopmentVTL Channel Business [email protected]@netapp.com

NearStore® VTLEMEA Partner Program August 2007

© 2007Network Appliance, Inc. All rights reserved. NetApp and NearStore are registered trademarks of Network Appliance Inc. and Decru DataFort is a trademark of Decru Inc., a Network Appliance company . Unix is a registered trademark of the Open Group. All other trademarks belong to their respective owners and should be treated as such.

Confidential. Restricted to NetApp employees and Channel Partners under NDA. © Copyright 2006 Network Appliance Inc. All rights reserved.2

18-Sep06

Agenda

NearStore VTL Status and SWOT Analysis

VTL market opportunity

NearStore VTL product overview

Marketing Plans

Contact information

EMEA VTL Market Opportunity

© 2007Network Appliance, Inc. All rights reserved. NetApp and NearStore are registered trademarks of Network Appliance Inc. and Decru DataFort is a trademark of Decru Inc., a Network Appliance company . Unix is a registered trademark of the Open Group. All other trademarks belong to their respective owners and should be treated as such.


18-Sep06

Typical Backup & Recovery Environment

Challenges

Backups are slow, infrequent and often fail

Restores take too long and frequently fail

Increasing tape media and management costs

Sharing of tape libraries is inefficient and complicated

Resource constrained by the number of tape drives

Heterogeneous storage environment with one or more backup applications

Central backup to shared tape library

EnvironmentData Center

UNIX Servers

Windows Servers

HeterogeneousStorage

Backup Server

NetAppStorage

Tape Library


18-Sep06

The VTL Opportunity

$ Backup challenges: Escalating

– Data growth, not enough trained staff

Disk-to-Disk backup growing faster than tape is declining

Tape market declining– LTO4 is not the answer

Confusion reigns– Many different offerings from HW & SW vendors and

also VARs


18-Sep06

The VTL Opportunity

$ Customers want faster more reliable backups

– 90% of end users claim that at least 1 backup job per week fails– Average 25% of info on tapes is unrecoverable when carrying

out restores– Tape is slow!

• Restores are slow from tape compared to disk– Reduce risk involved in legal discovery requirements

• Businesses worried about the need to defend themselves or requested by court to find related

Customers are asking for disk based backup solutions – Backup infrastructure is generally well funded – NearStore VTL provides an easy transition

• reducing objections around changing management processes, operational procedures and environment

– Many companies can not go completely D2D• They also need tape


18-Sep06

The VTL Opportunity

$ An opportunity to get into new accounts

– NearStore VTL allows partners to sell disk-to-disk backup into any backup

environment

– All accounts are opportunities even dedicated EMC, IBM, and HP storage

accounts.

– Replace any vendor tape library

– No new training required to use – acts just like the tape library

Provides a platform to deliver future disk-to-disk backup solutions– Grab a footprint in accounts to add additional disk-to-disk backup solutions in

the future

Opportunities to re-visit current tape customers and demonstrate value of

disk based system– Tape is a very aggressive market

– Customers usually purchase tape drives once every three years

– Tape support costs are very high.


18-Sep06

Enterprise-class backup systems– Look for environments with STK, IBM or ADIC libraries– Look for environments NetBackup, TSM or NetWorker backup software

Multi-vendor primary storage > 10TB– Backs up EMC, HDS, IBM, HP, Sun, etc.

Multiple backup servers/smart clients

Fibre Channel SAN

NearStore VTL Customer Profile

ENTERPRISE Data Centers with FC SANs LARGE Tape Libraries


18-Sep06

The IT environment for enterprise VTLs

WW Backup & Archive Softwareby Vendor

WW Tape Library Revenueby Vendor

> 65% Market Share

1. Symantec

2. Tivoli Storage Manager (TSM)

3. Legato

Source: IDC

> 65% Market Share

1. Sun/STK

2. IBM

3. ADIC (now Quantum)


18-Sep06

The IT Customers For A VTL Solution

Key Influencers

1. Backup Administrator (Technical Buyer)

2. Storage Admin/Architect

3. Application Managers

Decision Makers

1. IT Manager/Director (Decision Maker)

2. CxO (Strategic Buyer)


18-Sep06

Simple qualifying questions

How much data do you have to backup?– How much 4 years ago? 4 years from now?

How much time do you have to complete backups?– How much 4 years ago? 4 years from now?

How many changes have you made to the tape system in the last 4 years?

What are your plans for the next 4 years?


18-Sep06

Know the environment first!!!

Clearly identify the backup pain

Determine their willingness to change

Identify the best NetApp solution

Identify your competitors

What works


18-Sep06

Tape Library Sales

$0

$200

$400

$600

$800

$1,000

$1,200

2005 2006 2007 2008 2009 2010 2011

21-30 Slots 31-100 Slots 101-500 Slots

Source:- IDC Open Systems Tape market forecast, 2006

Mil

lio

ns


18-Sep06

Question: If tape sales are going down, what are companies doing instead ?

Customers can use older disk arrays and SATA drives

– Initial costs make this option seem attractive

– Backup application software can write to disk as target

– Stored in a file system– Sounds easy

Involves many steps to implement– Configuring disks– Changing scripts– Retraining staff

Many backup applications were designed to write to tape

– not optimized for disk

Not easily shared between backup

servers

Continuously monitor and manage disk utilization

– Fragmentation occurs– What happens when you run out of

space?

Poor Relative Performance– Throttled by file system– Inefficient for streaming backup data

Poor physical media management for off site

– How is media managed and tracked when moved to tape?

– Off site copying becomes a second backup pass

Susceptible to viruses, user error and corruption

Answer 1 - Disk-based backups using standard disk arrays


18-Sep06

Answer 2 - NetApp D2D Backup Solutions

SnapVault FamilyNearStore® VTL

Virtual Tape backup solutions for:

Any Storage

Any Backup Software

NetApp Storage

Optimizes existing tape environments

Reduce or eliminate reliance on tape

Remote Offices

Snapshot and replication backup solutions for:

Non-NetApp Storage

NetBackup 6.0

Backup Security

Classification and Discovery

Backup Software Partners


18-Sep06

What is a VTL ?

Reduces reliance on tape– Virtual Tape Library

Behaves like tape– Presents Library and Tape Drives to OS

Disk based– D2D, VTL as final destination for backup– D2D2T, VTL can offload to physical tape

Transparent to backup applications

Optimized for large streaming I/O– Very large block size

NearStore VTL


18-Sep06

Question: If tape sales are going down, what are companies doing instead ?

A VTL solution should:– Act exactly like a physical tape

library with a few key exceptions…

• Tape media should not fail• Tape drives should not fail• Tape library robots should

not fail– Enable backups to complete

significantly faster– Provide dramatic improvement

in restore times– Reduce or eliminate the need for

more physical tape drives– Reduce operational complexity

It should not:– Require major process changes

or retraining– Increase the workload on the

backup server– Introduce proprietary tape

formats or software dependencies

– Increase the physical media required for off-site storage

Answer 2 - Disk-based backup solution using a VTL


18-Sep06

Benefits of VTLs

Easy to share VTLs across multiple servers– Share a VTL among numerous backup servers running the

same software• Most backup products support library sharing

– If running different applications• Partition the VTL into smaller VTLs• Assign a small VTL to each server

– Much easier than sharing native disk Performance

– Disk space can get fragmented when writing to a filesystem• degrades performance

– Nearstore VTL writes to contiguous sections of disk• Eliminates fragmentation

– Disk drives do not “shoeshine”– Restore times improve

• Eliminate mount and search times with disk restores• Multiplexing does not hurt performance on disk restores


18-Sep06

Optimizing the backup infrastructureWhat customer’s would like to have

Each client would be backed up to a single tape

Tape drives would optimize to client performance

No contention for physical tape drives

Backups scheduled by business needs, not limited by resources

Immediate access to weeks of backups for operational restores

Variety of clients

Similar Speed~30 MB/s each

SimilarBusiness Function


18-Sep06

NearStore VTL is D2D backup for themulti-vendor enterprise datacenter

Total Open Systems Networked Storage Market

NearStore VTL Opportunity

= Heterogeneous Primary Storage

91%

NetApp Primary Storage

9%


18-Sep06

Tape Library Sales

$0

$200

$400

$600

$800

$1,000

$1,200

2005 2006 2007 2008 2009 2010 2011

21-30 Slots 31-100 Slots 101-500 Slots

Source:- IDC Open Systems Tape market forecast, 2006

Mil

lio

ns


18-Sep06

WW VTL Market Opportunity

$0

$200

$400

$600

$800

$1,000

$1,200

2005 2006 2007 2008 2009 2010 2011

VTL Solutions >$50K VTL Solutions <$50K

Competition:EMC, Sun-STK, IBM

Competition:Data Domain, Quantum, HP

Source:- IDC Open Systems VTL market forecast, 2006

Mil

lio

ns


18-Sep06

2 Distinct VTL Markets

Enterprise Customer Profile

– Larger, process driven

companies

– Dependency on tape for

archive

– Need to improve backup

process

– Speed and reliability is

important

– De-dupe a nice to have

SMB Customer Profile

– Smaller, flexible organisations

– Less dependency on tape

– Want to move completely to

disk based solutions

– De-dupe is critical, cost of

keeping as much data as

possible on line

– Performance is not as much of

an issue


18-Sep06

Introducing the NearStore VTL

Data Center

UNIX Servers

Windows Servers

HeterogeneousStorage

Backup Server

NetAppStorage

Tape Library

NearStore VTL looks like a tape library to systems and applications

Easily deployed in existing backup environments

Existing tape infrastructure satisfies off-site requirements

The Solution

Benefits vs. Tape

Performance

Reliability

Simplified management

NearStore VTL


18-Sep06

NearStore VTL product family

NearStore VTL300 NearStore VTL700

• Hardware compression

• More than 8 TB/hour(2,400 MB/s)

• 14TB – 512TB• Up to 48 disk shelves

• ACSLS option

• Hardware compression• Up to 1.8 TB/hour

(500 MB/s)• 7TB – 53TB• Up to 5 disk shelves• Upgradeable to VTL700

• Hardware compression

• More than 4 TB/hour(1,200 MB/s)

• 7TB – 256TB• Up to 24 disk shelves

• Upgradeable to VTL1400

• ACSLS option

Performance and Scalability

NearStore VTL1400


18-Sep06

Scalability and performance

Feature VTL300 VTL700 VTL1400

Max. Raw Capacity 35 TB 168 TB 336 TB

Max. Usable Capacity at 2:1 53 TB 256 TB 512 TB

Max. Usable Capacity at 3:1 80 TB 384 TB 768 TB

Max. Sustained Write Throughput (no compr.)

1.1 TB/hour

(300 MB/s)

4.1 TB/hour (1,200 MB/s)

8.2 TB/hour (2,400 MB/s)

Max Sustained Write Throughput (2:1 compr.)

1.8 TB/hour

(500 MB/s)

3.3 TB/hour (950 MB/s)

6.6 TB/hour (1,900 MB/s)

Max Virtual Libraries 256 256 512

Max Virtual Drives 1,500 1,500 3,000

Max Virtual Cartridges 10,000 10,000 20,000

NearStore VTL700

Fifth generation VTL O/S Proven NetApp hardware platform


18-Sep06

Intuitive appliance interface designed for tape backup workflows


18-Sep06

NearStore VTL interoperabilityCertified with leading backup software & tape systems

Backup Application Software Atempo, BakBone, CA, CommVault, EMC NetWorker, HP Data

Protector, Tivoli Storage Manager, Symantec Backup Exec, Symantec NetBackup

Tape Libraries ADIC, HP, IBM, Overland, Quantum, Spectralogic, STK

Tape Drives AIT-1, AIT-2, AIT-3, AIT-4 DLT7000, DLT8000, SDLT HP LTO-1, LTO-2, LTO-3 IBM 3590, LTO-1, LTO-2, LTO-3 STK 9840, 9940


18-Sep06

Available now on PartnerCenter

Sales Tools

NearStore VTL Customer Presentation

Sales and SE training material

Guide to NearStore Savings

ROI Calculator*

Quick sizing tool

Glasshouse Whitepaper

Taneja Group on NSVTL

Competitive positioning

Much more…


18-Sep06

VTL Services Opportunities

VTL sales have very high professional services attach rates

Nearly every sale will include PS

Partners that choose not to develop internal VTL PS capabilities can leverage NGS long-term


18-Sep06

VTL Design and Implementation Service

Deliverables

• Design plan

• Implementation plan

• Integration, verification and testing

• User training

• Documentation of architecture and procedures

Benefits• Reduces time to production

• Reduces deployment risk

• Minimizes impact to operations

NetApp Professional Services experts will integrate NearStore VTL systems with existing enterprise backup software, physical tape libraries and SAN


18-Sep06

VTL300 Bundle

Aggressively priced to compete in the mid-market

Includes dedupe upgrade Market leading scalability &

performance Highly attractive to channel

partners

NOTE: The dedupe upgrade offer is for the VTL300 Bundle ONLY

The offer is not available for VTL700 or VTL 1400

up to 30% savings


18-Sep06

Improves speed of backups

Improves reliability of backups

Improves operational efficiency for backup tasks

Improves recovery point objectives

Reduces spending on tape drives & libraries

Provides better utilization of existing tape assets

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√

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Business benefits of NetApp VTL Solutions

NearStore VTL dramatically improves backup and recovery

service levels with minimal risk and disruption


18-Sep06

Martin Medhurst VTL Channel Business Development EMEA +44 7824 343 570

Zion Gabai VTL Business Development EMEA +972 523 120 550

Arnt de Gier VTL Global Systems Engineer EMEA +31 654 315 465

Reseller Partner Resources Partner Center

– Solution Perspective -> Products -> NearStore VTL

– Email VTL Business Unit Experts:[email protected]

Contact Information

Documents

Martin Medhurst VTL Channel Business Development EMEA [email protected] NearStore ® VTL EMEA Partner Program August 2007 © 2007Network Appliance,