2Kashya – “The Ultimate in Cost Effective Data Protection for DR/Business Continuance”
Selling Kashya Solutions
Bringing DR/Business Continuance into SME
The Solution
The “Alternatives”
The Perfect Prospect
Sales Success Stories
3Kashya – “The Ultimate in Cost Effective Data Protection for DR/Business Continuance”
The Solution - Kashya KBX5000
Key: FCIP Storage Array Storage Array
Oracle dB Exchange SQL
Local Site
Local CDP Journal
KBX5000 KBX5000
Storage Array
Remote Site
Remote CDP Journal
Oracle dB Exchange SQL
Storage Array
Continuous Data Protection with instant application recovery Cost-effective data protection across any disk array Local array failover, application integration and instant recovery
Integrated Disaster Recovery Best-in-class remote replication, IP WAN compression/optimization Policy-based SLAs with remote data processing and instant application recovery
4Kashya – “The Ultimate in Cost Effective Data Protection for DR/Business Continuance”
Kashya Solution Value
Kashya Partner Value GREAT MARGINS - Appliance Based Solution FITS ALL SAN ENVIRONMENTS - Heterogeneous Storage LOW RISK INSTALLATIONS - Out-of-Band Appliance EASE OF USE, EXCELLENT P/S OPPS - Powerful Management GUI GREAT UPSELL POTENTIAL - Modular software models
Kashya End-User Value Software Cost Savings – NO PROPRIETARY SRDF LICENSES Hardware Cost Savings – USE LOW COST STORAGE IP WAN Savings – UP TO 15X REDUCTION OF WAN BW! Operational Cost Savings – EASY TO IMPLEMENT AND USE
5Kashya – “The Ultimate in Cost Effective Data Protection for DR/Business Continuance”
Local Bookmarking (Snapshots)
Every write is bookmarked Written to local journal Gives infinite recovery capabilities Stored with Time/Date & annotation Stored with Application transactions id’s
e.g. Oracle RBA, SCN
Instant recovery to any point in time Full R/W access to any image at any time Automate recovery for logical failures On-demand recovery as needed
Space-efficient protection NOT a BCV-like solution Journal is highly compressed (up to 10x) Minimizes additional storage requirements
over alternative solutions
6Kashya – “The Ultimate in Cost Effective Data Protection for DR/Business Continuance”
Long Distance Replication
Long distance replication with full consistencyWAN Bandwidth savings alone can pay for Kashya solutionSignificant bandwidth savings over “alternative” solutionsPolicy based design = users prioritize based on business needsJournal provides instant access to R/W image(s)One button fail-over and fail-back
7Kashya – “The Ultimate in Cost Effective Data Protection for DR/Business Continuance”
Cisco SANTap Support
Primary Site Secondary Site
Secondary CopiesPrimary Copies
Cisco MDS9000w/SSM & SSE
(SANTap)
CISCO 9216 or other switch
Kashya KBX5000 integrated with Cisco SSM w/SANTap
Out-of-band architecture
SANTap Redirects I/O
No Host Agent Required
Multiple customer references
8Kashya – “The Ultimate in Cost Effective Data Protection for DR/Business Continuance”
Selling Kashya Solutions
Bookmark Journal
Servers: AIX, Linux, Solaris, Wintel
Storage: Any SAN based storage array
Breaks Storage Vendor Lock-in Enables penetration into existing EMC accounts
Kashya Drives Additional Revenue Pull DR & CDP solutions establishes competitive beachheads
Kashya Solution is Critical Data Protection Component Will drive additional partner SAN sales
9Kashya – “The Ultimate in Cost Effective Data Protection for DR/Business Continuance”
Selling Kashya Solutions
Value Summary Cost Effective data Replication
Local Over Distance “Eliminate Sticker Shock”
Maximum Data, Minimum Bandwidth Dramatic transmission cost savings
DataBase Recovery in Seconds Application aware bookmarks Integration with Oracle, SQL, Exchange backup API’s Instant access to recovery image
10Kashya – “The Ultimate in Cost Effective Data Protection for DR/Business Continuance”
Alternative Comparison – EMC
Solution Value Kashya SRDF Time Finder
Mirrorview SnapView
Heterogeneous Storage Support
Provides supports for any SAN disk array, lower cost
Yes No (DMX only)
No (DMX only)
No (CX only)
No (CX only)
Sync and Async Support
Provides integrated sync and Async support
Yes No (separate license)
N/A N/A N/A
Hot Failover Provides automatic failover to replicated volume
Yes No No No No
Bandwidth Reduction
Minimizes WAN bandwidth to reduce cost
Yes No N/A N/A N/A
Integrated IP WAN transport
Ability to leverage IP network for DR
Yes No (separate license)
N/A No (Separate License)
N/A
Long Distance Support
Provide optimization for any distance WAN connection
Yes Limited Distance
N/A Limited Distance
N/A
History Volume Compression
Reduces footprint of storage device for recovery
Yes N/A No N/A No
CDP Recovery Bookmarks
Provides time-stamped application recovery points
Yes N/A No N/A No
Integrated CDP & Remote Replication
Provides protection from a number of different failures
Yes No No No No
Kashya Comparison vs. EMC
11Kashya – “The Ultimate in Cost Effective Data Protection for DR/Business Continuance”
Alternative Comparison - IBM
Solution Value Kashya PPRC Flashcopy SVC
Heterogeneous Storage Support
Provides supports for any SAN disk array, lower cost
Yes DS6000 DS8000
DS6000 DS8000
Yes
Sync and Async Support
Provides integrated sync and Async support
Yes PPRC Sync N/A PPRC only
Hot Failover Provides automatic failover to replicated volume
Yes Yes N/A Yes
Bandwidth Reduction
Minimizes WAN bandwidth to reduce cost
Yes No No No
Integrated IP WAN transport
Ability to leverage IP network for DR
Yes N/A N/A Yes
Long Distance Support
Provide optimization for any distance WAN connection
Yes Limited Distance
N/A Limited Distance
History Volume Compression
Reduces footprint of storage device for recovery
Yes N/A No N/A
CDP Recovery Bookmarks
Provides time-stamped application recovery points
Yes No No No
Integrated CDP & Remote Replication
Provides protection from a number of different failures
Yes No No No
Kashya Comparison vs. IBM
12Kashya – “The Ultimate in Cost Effective Data Protection for DR/Business Continuance”
Alternative Comparison - HDS
Solution Value Kashya TagmaStor UDR
Shadowcopy
Copy-on-write
Heterogeneous Storage Support
Provides supports for any SAN disk array, lower cost
Yes Yes No (Lightning only)
No (Lightning only)
Sync and Async Support
Provides integrated sync and Async support
Yes No (separate license)
No N/A
Hot Failover Provides automatic failover to replicated volume
Yes Yes No No
Bandwidth Reduction
Minimizes WAN bandwidth to reduce cost
Yes No No No
Integrated IP WAN transport
Ability to leverage IP network for DR
Yes No (separate license)
No (Separate License)
No
Long Distance Support
Provide optimization for any distance WAN connection
Yes Limited Distance
Limited Distance
No
History Volume Compression
Reduces footprint of storage device for recovery
Yes No No No
CDP Recovery Bookmarks
Provides time-stamped application recovery points
Yes No No No
Integrated CDP & Remote Replication
Provides protection from a number of different failures
Yes No No No
Kashya Comparison vs. HDS
13Kashya – “The Ultimate in Cost Effective Data Protection for DR/Business Continuance”
Targeting Prospects
How to target a prospect for Kashya: Heterogeneous Storage Infrastructure (SAN):
EMC, IBM, HDS, HP disk arrays
Mission Critical Applications: Oracle, DB2, SQL, Exchange SAN environments
High Availability Requirements: Disaster Recovery, Business Continuity, HA Failover,
Corruption Protection, Data Migration, Disk-Disk Backup
Vertical Markets: Financial Services, Healthcare, Manufacturing, Technology,
Broadcast/Media. Insurance, Service Providers,
14Kashya – “The Ultimate in Cost Effective Data Protection for DR/Business Continuance”
The “Perfect” Prospect
“The perfect prospect” Budgeted for DR/Business Continuance Plan for DR/Business Continuance Need for DR/Business Continuance
AND “Loves” Cisco (SANTap) Has “brands” of Storage Long Distance Replication needs IGS a factor
AND The more TB’s the Merrier!!
Bandwidth, bandwidth, bandwidth …. Consistency Groups Bookmarking
15Kashya – “The Ultimate in Cost Effective Data Protection for DR/Business Continuance”
Kashya Wins – Government (ND)
Environment: IBM ESS Shark & DS4000, HP EVA at remote site McData and Brocade Fabric with SVC deployed within SAN Oracle and Exchange
Competition: FalconStor
Winning Tactics: Complimentary solution to SVC WAN Compression, policy SLAs for Exchange and Oracle
KBX5000 KBX5000
ESS Shark
SVC SVC
HP EVADS4000
16Kashya – “The Ultimate in Cost Effective Data Protection for DR/Business Continuance”
Kashya Wins – Financial Services (UK)
Environment: 300TB EMC DMX & Clariion Cisco Fabric (SANTap) Currently using SRDF
Competition: EMC SRDF & MirrorView (replacing SRDF)
Winning Tactics: Clean integration with Cisco SANTap Supported both DMX and Clariion storage platforms
KBX5000 KBX5000
DMX CX500
17Kashya – “The Ultimate in Cost Effective Data Protection for DR/Business Continuance”
Kashya Wins – Supply Chain Automation (NYC)
Environment: EMC CX500 (local) EMC CX300 (remote) Oracle Database and Exchange
Competition: Veritas VVR / EMC Mirrorview
Winning Tactics: Superior Performance and Ease of Use Non-disruptive DR drills (no log shipping)
KBX5000 KBX5000
CX500CX300
18Kashya – “The Ultimate in Cost Effective Data Protection for DR/Business Continuance”
Kashya Wins – Large Realty Company (NJ)
Environment: Xiotech 3D Storage, Brocade Fabric MS Windows Clusters, File Systems, Exchange and SQL
Competition: EMC
Winning Tactics: Cost of implementation, Ease of Use Significantly lower RPO SLAs Seamless failovers to remote site
KBX5000 KBX5000 Xiotech Xiotech
19Kashya – “The Ultimate in Cost Effective Data Protection for DR/Business Continuance”
Kashya Wins – Healthcare (NYC)
Environment: 100+TB EMC DMX at Local and Remote Site, ESS also at remote site Cisco fabric (SANTap) with IBM SVC (through IGS)
Competition: EMC (Incumbent)
Winning Tactics: Stronger value proposition for replication and recovery Seamless integration with Cisco and SVC Customer can separate disk purchase vs. data protection
KBX5000 KBX5000
DMX DMX
SVC SVC
ESS Shark
20Kashya – “The Ultimate in Cost Effective Data Protection for DR/Business Continuance”
Selling Kashya Solutions - Summary
Strong Partner Value Proposition Critical solutions with excellent partner margins
Strong IGS and Cisco Alliances Kashya adding additional strategic SAN partners
Cost effective solutions, easy to use Significant TCO reduction with demonstrable ROI
Beats EMC in the field Superior technical and business justifications