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NetApp Manageability Software Family
Sales Training Presentation
2NetApp Confidential -- Do Not Distribute
Sales Training Content
Objectives
Why should you care?
Value proposition
Capabilities
Competition
Resources
Summary
3NetApp Confidential -- Do Not Distribute
Manageability Software Objectives & Strategies
Objectives: 1. Deliver highest productivity and flexibility to
IT workflows for data as well as storage management.
2. Establish industry recognition for manageability software.
Strategies:1. Innovative and easy-to-use tools that solve
major IT challenges.2. Integrate with key partner (App. and SRM,
Sys. Mgt.) solutions.3. Participate in key standards.
4NetApp Confidential -- Do Not Distribute
Why Should You Care?
For Prospective Opportunities: – NetApp Manageability Software Family
provides a substantial value over the competition, which leads to:
• A higher winning percentage • A faster sales cycle • Less need to discount.
For Existing Customers: – NetApp Manageability Software Family enables
customers to realize major benefits, which leads to:
• Higher retention - users build their processes around these tools so switching out NetApp is harder.
5NetApp Confidential -- Do Not Distribute
Who to call on? & What to look for?
Target Audience:– IT Director Operations / Infrastructure and their teams
(managers and admins)– Especially dedicated storage teams (buying center where
there is one)
Customers with:– NetApp storage solutions– Productivity challenges in data centers– Need to improve application service levels– Large data centers and mixed storage
Opportunity:– Enables new deals. Make this a part of all your deals. – Uplifts deal size. This is money on the table. $10K to
$150K and higher.– Win with industry’s best App. integration
• Eg: Only vendor who can manage out of Oracle ASM• For deals such as Exchange with 50K to 400K seat.
– New approach gives you an edge to overcome EMC FUD. (NetApp management of large number of systems)
– (Help you make your quota)
6NetApp Confidential -- Do Not Distribute
NetApp Manageability Software
Focus:– To deliver the highest productivity and
flexibility to IT operations
Approach:– Deliver best in class data and storage
management– Integrate with partner solutions– Actively support key standards
7NetApp Confidential -- Do Not Distribute
IT Customer’s Manageability Challenges
CIOCIO
AppsAdminApps
Admin
ServerAdminServerAdmin
StorageAdmin
StorageAdmin
IT ManagerIT Manager
“I need to reduce IT costs and improve service levels to users”
“I need to enhance application service levels and reduce interdependencies with other admins”
“I need to quickly provision storage without the need to learn storage skills”
“I need to reduce interruptions and be able to focus on asset utilization, performance and RPO & RTO”
“I need to improve efficiency, utilization and data availability”
8NetApp Confidential -- Do Not Distribute
Traditional Approach – Ineffective in Solving Challenges
Storage Admin
Application Admin
Server Admin
Storage Services
Centralized Management
9NetApp Confidential -- Do Not Distribute
NetApp’s Approach - Dramatically Simplify IT Operations
Virtualization, Snapshots, Clones, Remote Mirror, etc.
Integration & Automation
Datasets & Policies
Integrated Data Management (IDM) significantly improves IT productivity & flexibility
Server Based ManageabilityServer Based Manageability
Application Based ManageabilityApplication Based Manageability
Storage ManageabilityStorage Manageability
10NetApp Confidential -- Do Not Distribute
Traditional Storage Mgt. - Focused on what?
Too many drive letter mappings?Too many drive letter mappings?
Troubleshooting?Troubleshooting?
Manual mapping of data to storage?
Manual mapping of data to storage?
Recoveringlost files?Recoveringlost files?
Acting as a help desk???Acting as a help desk???
Co
mp
etit
or’
s S
tora
ge
Man
agea
bil
ity
Co
mp
etit
or’
s S
tora
ge
Man
agea
bil
ity
20 % Of time spent on
tasks with
80% of the value
20 % Of time spent on
tasks with
80% of the value
80% of time spent on
tasks with
20% of Value
80% of time spent on
tasks with
20% of Value
Spending more time on high-value activitiesSpending more time on high-value activities
Storage Consolidation
Data Migration
Storage Utilization
STORAGE
OPTIMIZATION
Load balancing
Performance
Optimization
PERFORMANCE
MANAGEMENT
DR Planning
Data Protection
Availability Management
BUSINESS
CONTINUITY
Storage Tiering
Regulatory
Compliance
Data Archiving
DATA LIFE CYCLE
MANAGEMENT
11NetApp Confidential -- Do Not Distribute
Too many drive letter mappings?Too many drive letter mappings?
Troubleshooting?Troubleshooting?
Manual mapping of data to storage?
Manual mapping of data to storage?
Recoveringlost files?Recoveringlost files?
Acting as a help desk???Acting as a help desk???
Traditional Storage Mgt. - Focused on what?
Co
mp
etit
or’
s S
tora
ge
Man
agea
bil
ity
Co
mp
etit
or’
s S
tora
ge
Man
agea
bil
ity
20 % Of time spent on
tasks with
80% of the value
20 % Of time spent on
tasks with
80% of the value
80% of time spent on
tasks with
20% of Value
80% of time spent on
tasks with
20% of Value
Spending more time on high-value activitiesSpending more time on high-value activities
Storage Consolidation
Data Migration
Storage Utilization
STORAGE
OPTIMIZATION
Load balancing
Performance
Optimization
PERFORMANCE
MANAGEMENT
DR Planning
Data Protection
Availability Management
BUSINESS
CONTINUITY
Storage Tiering
Regulatory
Compliance
Data Archiving
DATA LIFE CYCLE
MANAGEMENT
12NetApp Confidential -- Do Not Distribute
NetApp’s Storage Mgt – Focused on High-Value
Spending more time on high-value activitiesSpending more time on high-value activities
Storage Consolidation
Data Migration
Storage Utilization
STORAGE
OPTIMIZATION
Load balancing
Performance
Optimization
PERFORMANCE
MANAGEMENT
DR Planning
Data Protection
Availability Management
BUSINESS
CONTINUITY
Storage Tiering
Regulatory
Compliance
Data Archiving
DATA LIFE CYCLE
MANAGEMENT
Too many drive letter mappings?Too many drive letter mappings?
Troubleshooting?Troubleshooting?
Manual mapping of data to storage?
Manual mapping of data to storage?
Recoveringlost files?Recoveringlost files?
Acting as a help desk???Acting as a help desk???
Ne
tAp
p S
tora
ge
Ma
na
ge
abili
tyN
etA
pp
Sto
rag
e M
an
ag
eab
ility
80 % Of time spent on
tasks with
80% of the value
80 % Of time spent on
tasks with
80% of the value
20% of time spent on
tasks with
20% of Value
20% of time spent on
tasks with
20% of Value
13NetApp Confidential -- Do Not Distribute
Provisioning The Easy Way
1. Need More table space2. Check for more space on the File System3. Contact Sys admin4. Create a new data file 5. Expand the table space
1. Need More table space2. Check for more space on the File System3. Contact Sys admin4. Create a new data file 5. Expand the table space
6. Check for more space on the server7. Contact storage admin8. Inform the server that new storage is available9. Expand the volume group10. Expand the file system11. Contact App admin
6. Check for more space on the server7. Contact storage admin8. Inform the server that new storage is available9. Expand the volume group10. Expand the file system11. Contact App admin
12. Provision New RAID group13. Provision new LUN(s) for application14. Assign the LUN(s) to the application server HBA(s)15. Adjust LUN security16. Find available target for point-in-time17. Find available target for remote copy18. Match source / target pairs 19. Contact sys admin
12. Provision New RAID group13. Provision new LUN(s) for application14. Assign the LUN(s) to the application server HBA(s)15. Adjust LUN security16. Find available target for point-in-time17. Find available target for remote copy18. Match source / target pairs 19. Contact sys admin
Storage
Admin
App
Admin
Server
Admin
2. Check for more space on the File System3. Provision more space based on pre-set
policies using a wizard
2. Check for more space on the File System3. Provision more space based on pre-set
policies using a wizard
1. Need More table space1. Need More table space
Total time in a year to provision 10 servers each weekTotal time in a year to provision 10 servers each week
17 hours17 hours260 hours260 hours
Traditional Way NetApp Way
14NetApp Confidential -- Do Not Distribute
Cloning for Test & Development
1. Prepare target system volumes for the database files and database file system
2. Shutdown source database or put database into online backup mode
3. Copy Data file to the target system volumes
4. Repeat step 2 for each data file5. Restart the source database6. Copy the database file system to the
target system7. Configure the target system database
server8. Restart the new target database
server9. Roll forward redo logs if required
1. Prepare target system volumes for the database files and database file system
2. Shutdown source database or put database into online backup mode
3. Copy Data file to the target system volumes
4. Repeat step 2 for each data file5. Restart the source database6. Copy the database file system to the
target system7. Configure the target system database
server8. Restart the new target database
server9. Roll forward redo logs if required
1. Select the source clone2. Select target system3. Few clicks to submission
1. Select the source clone2. Select target system3. Few clicks to submission
Storage
Admin
DBA
Server
Admin
Traditional Approach NetApp Approach
Total time every year for cloning 10 production systemsTotal time every year for cloning 10 production systems
9 hours9 hours728 hours728 hours
15NetApp Confidential -- Do Not Distribute
Introducing – NetApp Manageability Software Family
Integrated Data Management and Holistic Solution
Application-consistent data management
Simplified Windows and UNIX data management
Task execution with logical views of data management
Policy-based controls and comprehensive storage management
Delivering the Highest Productivity and FlexibilityDelivering the Highest Productivity and Flexibility
16NetApp Confidential -- Do Not Distribute
Introducing – Application Suite
SnapManager products provide Integrated Data Management for SQL Server and Oracle databases and for Microsoft Exchange
Provides application admins and DBAs the ability to manage their own data in order to achieve:
– Application consistent snapshots
– Recovery of data in case of errors or disaster
– Clone for Test and Dev
17NetApp Confidential -- Do Not Distribute
Introducing – Server Suite
SnapDrive products provide Integrated Data Management for Windows and UNIX environments
System Admins can provision storage faster and manage all of the server volume manager and file system dependencies
ApplianceWatch products simplify Manageability of NetApp systems within 3rd party ‘system management’ consoles like Tivoli, Openview, and MOM
18NetApp Confidential -- Do Not Distribute
Introducing – Data Suite
Business Continuance Option provides complete data protection management of Snapshots, SnapVault, SnapMirror, and OSSV
Data Migration Manager provides simple to use data migration between Windows and NetApp Storage systems.
Virtual File Manager enables an IT admin to setup and protect his file data. It enables data protection at the virtual namespace level with no need to worry about how the data is spread out.
19NetApp Confidential -- Do Not Distribute
Introducing – Storage Suite
Operations Manager (previously known as DFM) provides policy-based controls and comprehensive storage and infrastructure manageability for storage admins
File Storage Resource Manager provides file-based storage utilization reporting and analysis
SAN Manager enables visualization, efficient monitoring and manageability of fibre channel storage networks
20NetApp Confidential -- Do Not Distribute
Tier 1 Application Integration
Oracle– Enterprise Manager Integration– Collaboration Suite Integration
SAP AG 2004, Adaptive Computing, 01-Dec-2004 / slide 13
SystemLandscapeDirectory
SystemLandscapeDirectory
Partner Solutions(e.g. FSC Triole, HP Adaptive Enterprise, IBM On Demand, SUN N1…)
Partner Solutions(e.g. FSC Triole, HP Adaptive Enterprise, IBM On Demand, SUN N1…)
Solution Manager /
CCMS
Solution Manager /
CCMS
Adaptive Computing Virtualization Layer(Controller Command Interface, Agents, etc.)
Adaptive Computing Virtualization Layer(Controller Command Interface, Agents, etc.)
application layer
computinginfrastructure layer
SAP
Partner
ComputingComputing StorageStorage NetworkNetwork
AdaptiveComputingController
AdaptiveComputingController
Adaptive Computing and the partner solutions
SAP AG 2004, Adaptive Computing, 01-Dec-2004 / slide 13
SystemLandscapeDirectory
SystemLandscapeDirectory
Partner Solutions(e.g. FSC Triole, HP Adaptive Enterprise, IBM On Demand, SUN N1…)
Partner Solutions(e.g. FSC Triole, HP Adaptive Enterprise, IBM On Demand, SUN N1…)
Solution Manager /
CCMS
Solution Manager /
CCMS
Adaptive Computing Virtualization Layer(Controller Command Interface, Agents, etc.)
Adaptive Computing Virtualization Layer(Controller Command Interface, Agents, etc.)
application layer
computinginfrastructure layer
SAP
Partner
ComputingComputing StorageStorage NetworkNetwork
AdaptiveComputingController
AdaptiveComputingController
Adaptive Computing and the partner solutions
SAP– Adaptive Computing Integration
21NetApp Confidential -- Do Not Distribute
SRM Product Integration
Symantec CCStor
IBM TPC
HP AppIQ
CA BrightStor
EMC ECC
22NetApp Confidential -- Do Not Distribute
Open API’s & Standards Support
ManageONTAP Program– Open access to partners since June, 2003– More than 100 participating vendors– Covers access to entire NetApp core infrastructure
SMI-S– Part of SNIA– Working on common interface for interoperable storage
networking
Aperi– An open source community focused on open-standards-
based storage infrastructure software
23NetApp Confidential -- Do Not Distribute
“NetApp has helped us deliver full enterprise solutions to our customers. The technology is not wait-and-see — it’s delivered, stable, and supported.” - Telstra
“NetApp has helped us deliver full enterprise solutions to our customers. The technology is not wait-and-see — it’s delivered, stable, and supported.” - Telstra
Data Center Proven at Telstra
Environment: 18 mission critical applications
Nearly 6000 servers
Over 3 PB of NetApp storage
Several new projects activated every week
Australia’s largest full-service telecommunications company
Results: Consolidation reduced admin load from 50 to 3
38% lower cost than alternative
Storage utilization up 75%
Email and Database recovery in minutes
Project deployment & activation times reduced by up to 90%
24NetApp Confidential -- Do Not Distribute
Case Study: ARUP
Global engineering consultancy with 7000 employees working on
projects in 160 countries
Background:– 32 Exchange servers– Rapid collaboration across geographic
boundaries via email – Deadline driven – late designs incur
penaltiesChallenges:
– Improve data availability - Server outage takes 18-24 hours to recover
Solution: – Consolidate 32 separate e-mail and data
servers on NetApp storage– manageability tools delivered high data
availability as well as productivity
“We count on the NetApp solution for around-the-clock mail service. We recently completed an Exchange recovery in just 25 minutes—that’s compared to the 24 hours that it would have previously taken.” Martin Cooper, CTO, ARUP
“We count on the NetApp solution for around-the-clock mail service. We recently completed an Exchange recovery in just 25 minutes—that’s compared to the 24 hours that it would have previously taken.” Martin Cooper, CTO, ARUP
25NetApp Confidential -- Do Not Distribute
Tools, Resources and Contacts
Management software sales tools– Data Sheets, Customer & Sales training presentations, White Paper, Flash
Demos
Integrated Data Management whitepaper
DFM sizing guide, customer evaluation and demo:– http://mktg-web.corp.netapp.com/products/software/storagemgmt/prod/dfmeval.
html
Management Software Info via SalesEdge– http://mktg-web.corp.netapp.com/products/...........
People to Contact:
– Field Technology Lead: Mike Shea, Flannery– Product Managers: Steve Hindman, Cindy Cui, Subbiah
Sundaram– Technical Marketing Engineers: James Lanson, Brent Underwood– Product Marketing Managers: Dipesh Patel, VS Joshi– Professional Services: Juergen Urbanski, Rick DeTurk
26NetApp Confidential -- Do Not Distribute
Summary
Integrated Data Management (IDM) approach delivers substantial benefits across IT
Holistic solution to managing data not just storage
Delivers highest productivity and increased flexibility
Tight integration with key Tier 1 apps and SRM partners
Active support for industry standards
NetApp manageability software is proven in data centers
Deliver the promise “Simplifying Data Management”Deliver the promise “Simplifying Data Management”
Thank You