Title

Name

Virtualisation Seminar 28th

November 2007 Allister Richardson

Agenda

1. Welcome Allister Richardson

2. TecDem offering and partnership Cam Merrett

3. Demonstration overview? Cam Merrett/Rob Radford

4. Other components of the solution Peter Mayo

5. Coffee

6. Gluing everything together Stuart Hogg - IBM

7. “Jump Start” Rob Radford

8. Case study Peter Raybaud

9. What happens next? Allister Richardson/Peter Raybaud

10. Q&A

11. Close & Lunch

TecDem Offering and partnership

Cam Merrett

Demonstration overview Cameron

Merrett / Rob Radford

The Enabling Technologies

Peter Mayo

The ‘Real’ Drivers for Consolidation

• Over 4 million Remote Offices Worldwide (growing 1/4million each year)

• The average branch has between four and six servers (Source: Nemertes Research)

• Current annual spend - $6 billion a year on branch servers, storage, back-up and management

It is estimated that each remote branch costs between $20,000 and $100,000

• Unsurprisingly the single most powerful driver for data consolidation (Storage and Server) is cost reduction. (Source: IDC, Gartner, Cisco Analysis)

Results – Massive Savings !!!!

• no servers, application licences at branch office - Lower Capex

• less IT admin staff, no remote backups - Lower Opex

• Improved data control – single instance of data to backup & permit real time collaboration of information

• Over 75% of Fortune 500 CIO's surveyed listed consolidation as a top project

(Forrester Research)

The ‘Acronyms’ ?

• WAFs- TACIT – Brocade Tapestry (Packeteer)

• WADs- Riverbed

• WAAS- CISCO

• Finally FANs ????????????

The Technical Problem (with Remote Office performance)

• Applications were designed and built on a LAN!

• LAN’s usually do not have bandwidth or latency issues!

• Same issues for RODC and VDI

• Problem addressed in different ways since the app’s/protocols differ!

 

Techniques that deliver improve performance…

• LATENCY

• ‘DATA is only sent ONCE’

• CACHING FOR LOCAL DELIVERY

• PREPOPULATION

• AGGREGATION

• VIRTUAL WINDOW EXPANSION

LATENCY..............

Lets examine how latency can affect performance......

 Remote Consolidation? Performance is the issue!

• Bandwidth ………………No it is not the issue 

• Due to the chatty nature of the application it is the latency that KILLS performance!

Therefore, by eliminating all unnecessary round-trips the application performance is dramatically improved.

GARTNER-re WAFs Technology:The benefits are measurable and sometimes even dramatic, with WAN access for some applications reduced by as much as 90%

1Mb doc. file creates on average 1300 RPC’s (each involving a round trip)

Latency

LAN Speed 1 –2msec………………..1.3 to 2.6sec

10msec………………………………13sec

25msec………………………………32.5sec50msec………………………………1min 5sec100msec……………………………..2 mins +

RODC - Application Support

VDI - Enabling the RDP Performance

Native Data

Appliance Optimised

RDP Compressed

The DNS Independent Approach!

• What is the ‘best-fit’ technology?

•  Each Vendor has good WAFs performance improvement but what other applications is the customer running?

•  So what differentiates them?

The Differentiators ?

• Branch Services

• SMS Distribution

• Security

• Multi-Data Centre File Access

• Other Appliance optimisation

• QoS – VOIP

‘Collapsed’ Services into the Remote Appliance!

• Print Server

• DHCP

• DNS

• DC

SMS Distribution?

• Elegant Management?

or

Optimisation?

Other Application Support?

• Citrix/RDP

• Http/Https

• VOIP

• QoS

Which Technology?

• Understanding the requirements

• Profiling the infrastructure!

• Providing an unbiased recommendation as to the Vendor of choice!

Profiling Document

KEY PROFILING QUESTIONS

END-USER  

CONTACT NAME  

TELEPHONE NUMBER  

BUSINESS PARTNER  

CONTACT NAME  

 

DATE  

*JUMP-START EVAL info' below

PROFILING

Consolidation?   Y/N COMMENTS (PRIORITY APPLICATIONS, ETC)

       M/S File Systems (CIFS/NFS)    

       Citrix/RDP/Term Services    

Data Centre (or more than one?)  

       Single    

       Regional Data Centres    

Branch Services (Collapsed into the Appliance?)  

       Print Services    

       DHCP    

       DNS    

       DC    

Security    

       Implementing SMB Signing    

SMS Distribution      

       Management    

       Optimisation    

Email Platform?    

       Exchange 2003    

       Lotus Notes    

       MS SQL    

Other    

       QoS Implemented?    

       VOIP (Now/Planned?)    

       HTTP (What type of Appls?)    

       HTTPs    

Remote Sites    

       Number of sites    

       Number of users per site    

JUMP-START/ EVAL info……….      

Remote Site  

       Location    

       # of Users    

       Bandwidth    

       HTTPs or SSL implemented?      

Profiling the requirements!

•Understanding the needs

•Matching the most appropriate Vendor

•Engaging via evaluation of solution – Remember the customer very rarely buys ‘performance enhancing technology’ without experiencing a ‘live’ evaluation

•Short circuiting the sales cycle

Coffee

•15 mins

Gluing Everything Together

Stuart Hogg

Virtualisation SW companies Vmware, XenSource– Market View Aug 07

• VMware(EMC) Aug 14 IPO 10% of shares increase 76% largest opening day gain on 07, trading @ $55 the offer $29 per share

– VMware 1Q sales 95% growth on track for $1bn +07– VMware Market Cap $19bn (Ford MC $17bn) – EMC paid $635m in 04– VMware sold stakes – 2.5% - $219m Intel– 1.6% - $150m Cisco

• Aug 15 Citrix buys Xensource $500m, private company – (opinion is they have sales of less than $5m (some say less than $1m) the

hypervisor is open source so where the IP for $500m ?

• Aug 11 Global Stock Markets plunged due to the sub prime mortgages– Example FTSE 100 shed 10% from June high

• The others

• Microsoft Virtual Server (Connectix) new Hypervisor Longhorn 08/09

• Virtual Iron open source Hypervisor do they get brought ?

Compelling Reason to Act

•Green Strategy

•Compliance - Legislation and Regulation

•Consolidation Workloads – Global DC TCO, Cost, Business Continuity

•Business Growth Objectives sales/profit

•Real Time Data for global market competitiveness – losing sales/profit

•No more available electricity from that local sub station

Case Study Illustration Investment Bank in Canary Wharf

• Green Strategy

• Legislation and Regulation

• Consolidation – no more DC space, £40m+ new DC

• Business Growth – Exotics (Hedge)

• Real Time Data for market competitive advantage – monte carlo prices

• No more available electricity from that sub station – 2000 + blades no more electricity

• Solution - lateral thinking move the paradigm - VDI

• Physical to Virtual of Desktop

• VMware on brick systems 4 socket best/earliest ROI

• Power Saving £hundreds pa per seat

• 280 watts from desktop to datacentre

• Follow the sun from same back end infrastructure 3 Geos

• Blades purchased for Business Growth/Comp Adv – Bank makes rev/profit – funds VDI project

IBM USP ‘Greenest’ x86 computers• What is the ‘Greenest server’ – the three Ps, Price, Performance, Power

– Large brick with many VMs

• IBM Heritage in Virtualisation in Brick Systems – stop rot default to HP 4 socket rack/blade– The xChipset (x4) from outset engineered for Virtualisation - Engineering from Large Systems x86

PricePoint Time to Market

– Benchmarks for Perf VMs (coming/beta)– VMware VMmark (beta)– Intel/IBM vConsolidate (beta) – IBM using data for x86 workloads database, mail, web and Java e.g.

Exchange, SQL – SPEC (committee sat March 07 target 2H 08 for benchmark)

– Scalable memory architecture of x4 (vm 3.5 128g limit when will it be 256g per host ?)

– DDR2 memory power advantage - X3850 m2 v DL585 requires 67% more power

– Tools– VMware Capacity Planner and IBM CDAT Tool – sizing– Zodiac Methodology proven Island of SCON / Green version ROI statements

• IBM heat/power efficiency in Blade 20% - Engineered right from the start for power efficiency, Blade.org open standards (analogy web 2.0 effect in SW development)

Why TecDem

• Proven expertise/engagements/deployments – Sales PS complimentary to Resellers (IBM value prop)– Jumpstarts initiative – Speaker at IBM events– Competitive initiative winback

• IBM UKISA and WW VP Product and WW Marketing engagement– Subject matter expertise including sub to GTS– HW investment for proof points, stress testing, whitepaper

• GTM with IBM resellers for fast start for 2008 – Value prop to clients High End = possible more margin

Jump Start

Rob Radford

Case Study

Peter Raybaud

£250,000 in 9 weeks

• Local council requiring consolidation of 170 servers– Pain points

– too many servers– lack of control of data– high management costs– green issues

• New servers and VMWare from Dell

• Passed to reseller quoting ”this may be a lost cause, but there could be some services”

• Council agreed services content ( )

• Discuss competitive consolidation ratios – sounds technical but can be very compelling

• Sizing report – showing ROI and TCO for IBM solution

• Hardware cheaper than Dell

• Order placed - £170,000 of System X, total order value £235,000

• Overall margin – 25%!!

• Total timescale from start to finish = 9 weeks

What Happens Next Allister

Richardson / Peter Raybaud

What happens next?

•How do you participate?– Complete business plan– Identify one/two salespeople who will be “dedicated to the

programme”– Accept “qualified” leads– Partner with TecDem/DNS to work to close– Ask for another lead!!– Take full advantage of the incentives (win prizes!!)

What are our expectations?

•Focused resource

•Good lead management

•Identification and recognition of resource needs– Do you need VM Ware support?– Do you need product support?

•Good communication

•Accurate and timely forecasting

What’s in it for you?

•Development of existing customer base

•Introduction to new end users

•Solution selling

•Margin enhancement

•Expansion of product portfolio

•Rewards and awards

•Increased visibility

Call to action

•Identify one existing customer for Vdi

•Complete business plan

•Update lead status on a weekly basis

Q&A

Close

Thank you