Presentation Transcript

1. PlateSpin Sales Strategies Mike Robinson Sr. Product Marketing Manager mike.robinson@netiq.com February 27, 2012
2. Agenda The PlateSpin Product Family Workload Migration PlateSpin Recon PlateSpin Migrate Workload Protection PlateSpin Forge PlateSpin Protect Q&A
3. PlateSpin Product Family PlateSpin Migrate PlateSpin Recon Physical and virtual analysis Virtualization planning & modeling Multi-platform monitoring Resource reclamation DR planning Workload Migration Anywhere-to-Anywhere Physical, Virtual, Image PlateSpin Forge PlateSpin Protect DR Appliance Plug & Protect Easy setup, rapid recovery Physical and virtual workloads DR Software Easy setup, rapid recovery Physical and virtual workloads Leverage virtual infrastructure
4. What is Workload Migration? Workload migration means moving or copying a server workload (the contents of a server, including the operating system, applications and data) from one location to another. What it Is What it’s Not Physical to Virtual Physical to Physical Physical to Image Virtual to Physical Virtual to Virtual Virtual to Image Image to Physical Image to Virtual Operating System Upgrades (e.g., Windows XP to Windows 7) Unix to Linux
5. Workload Migration Use Case:Server Consolidation Scenario Customer successes South Africa Department of Trade & Industry Nelite Atos Origin nVidia Need to virtualize multiple physical servers Time and resource constraints Limited downtime Process uncertainty: Which servers to virtualize? How many virtual hosts needed?
6. Workload Migration Use Case:Hardware Migration Scenario Customer successes Essent Moving from one set of physical servers to another Model upgrade (e.g. PowerEdge R310 to M910) Vendor change (e.g. HP to Dell) Time and resource constraints Limited downtime
7. Workload Migration Use Case:Data Center Migration Scenario Customer successes South Africa Department of Trade & Industry Nelite Atos Origin Essent Moving data center(s) from one location to another Consolidating multiple data centers Time and resource constraints Limited downtime
8. PlateSpin ReconPhysical and virtual planning and analysis Monitor data center Collect inventory and utilization data Create scenarios Evaluate scenarios Export to PlateSpin Migrate Collect inventory data and utilization metrics. Create consolidation scenarios to distribute workloads across target servers. Evaluate scenarios based on TCO, space, power, utilization and consolidation. Maximize utilization and adjust resource allocation to meet consolidation goals.
9. PlateSpin MigrateAnywhere-to-Anywhere workload migration Remotely decouples whole workloads (OS, application and middleware) from underlying hardware Moves or copies live workloads Automatically injects correct drivers for target platform Server Sync reduces downtime Platform & hypervisor independent
10. What’s Different About NetIQ?PlateSpin Workload Migration “The PlateSpin solution from Novell saved Essent about €2 million for the data center consolidation project alone. The solution also made it possible to complete our data center consolidation without any costly business disruption, and with considerably reduced risk.” Marco Spoel, Project Manager, IT Infrastructure, Essent Points to Consider Planning and analysis data stays at the customer site Most accurate scenarios Broadest multiplatform support Anywhere-to-anywhere migration Robust WAN relocation Integrated testing Unattended migrations Scalability Staged migrations
11. Ideal Customers Good Opportunity Characteristics Positive Indicators Upgrading server hardware Switching server vendors Acquired new data center(s) Consolidating multiple data centers Moving data center(s) Challenges with previous virtualization or migration initiatives Limited downtime windows Limited human resources Time constraints to complete migrations
12. Maybe it’s Time to Walk Away Poor Opportunity Definition A Poor Opportunity often appears as the golden ring that is just too tempting to pass up. However, these opportunities are often black holes that will consume many man-hours of pursuit, justification, demonstration and negotiating only to end up as a loss. Characteristics Negative Indicators Very few servers (<50) to migrate No set deadlines or time constraints for the project Dedicated migration staff 100% virtual or cloud environment VMware-only environment Primarily UNIX or Mac shop IT man-hours are considered a fixed cost
13. Pricing and Licensing PlateSpin Recon PlateSpin Migrate Licensed per workload Perpetual license allows unlimited moves or copies of specified workload From $245 per workload, including maintenance Licensed per server day 3000 server days allows: Monitoring of 100 servers for 30 days, or 300 servers for 10 days From $1.83 per server day, including maintenance
14. Workload Protection & Disaster Recovery
15. What is Workload Protection? Workload protection means: Backing up entire server workloads (the contents of a server, including the operating system, applications and data), Recovering them to virtual machines during an outage, and Restoring themto their original production locations after the outage. Many competitors cannot do step 3!
16. Workload Protection Use Case:Leveraging virtual infrastructure Scenario Customer successes Shenzhen Telecom Euler Hermes China Development Industrial Bank Atos Origin Available capacity in virtual infrastructure Need to protect multiple physical & virtual servers Zero-downtime not critical Mirroring most workloads is cost-prohibitive Tape backup provides unacceptable RPO & RTO
17. Workload Protection Use Case:Hardware appliance Scenario Customer successes South Hutton Sanetronic CASH Financial Services Molmed Visufarma Greenhill Small / remote / branch office, up to 25 workloads No virtualization expertise required Zero-downtime not critical Mirroring most workloads is cost-prohibitive Tape backup provides unacceptable RPO & RTO
18. PlateSpin ProtectSoftware mirroring without the hardware redundancy High-performance disaster recovery software Protects whole workloads: physical and virtual Creates recovery workloads as virtual machines: backup media is the recovery environment No 1:1 hardware or license redundancy necessary Fast recovery (failover) and restore (failback) Easy sandbox testing
19. PlateSpin ForgeAll-in-one disaster recovery appliance Protects whole workloads: physical and virtual Protect up to 25 workloads with a single appliance Creates recovery workloads as virtual machines: backup media is the recovery environment Fast recovery (failover) and restore (failback) Easy sandbox testing
20. What’s Different About NetIQ?PlateSpin Disaster Recovery “The great advantage of PlateSpin Forge is that you just plug it in and it works; it’s so easy to use that the training requirements for IT staff are minimal.” Steve Frost, Infrastructure Manager, HPS Pharmacies Points to Consider Affordable disaster recovery Protects the entire workload Protect more vital workloads for less Recovers fast: just power on to recover Restore back to any hardware or VM Meet audit requirements Centralized management
21. Ideal Customers Good Opportunity Characteristics Positive Indicators Small-to-mid-size businesses with many workloads (dozens) to protect Mix of physical and virtual workloads Organizations using tape backup Organizations that have experienced downtime losses Organizations with limited IT resources Organizations with limited virtualization expertise
22. Maybe it’s Time to Walk Away Poor Opportunity Definition A Poor Opportunity often appears as the golden ring that is just too tempting to pass up. However, these opportunities are often black holes that will consume many man-hours of pursuit, justification, demonstration and negotiating only to end up as a loss. Characteristics Negative Indicators Several hundred workloads to protect Desired workloads are already well-protected Completely virtual environment Primarily UNIX or Mac shop Workloads that require zero (or near zero) recovery time Organization is OK with tape backup RPO/RTO
23. Pricing and Licensing PlateSpin Protect PlateSpin Forge Sold per appliance 300 series without internal storage, 10 and 25 workload models 500 series includes 4.5 TB, 10 and 25 workload models From $39,395 for 300 series with 10 workload licenses, including maintenance Licensed per protected workload From $1250 per workload, including maintenance
24. Additional Sales Enablement
25. Getting You to Sale Readiness CNS 2012 – April 1 55 min Data Center Specialist Training for Sales Professionals Sales Essentials Training 15 min Recon, Migrate, Protect/Forge (New) Novell Sales Guides 45 min Virtualization & Workload Management Conversation Cards 10 min PlateSpin Recon PlateSpin Migrate PlateSpin Disaster Recovery Protect/Forge ChalkTalks5+ min Multiple Topics SalesTalkPodcasts 20+ min Multiple Topics Sales Training Technical Training Certified Workload Management Administration (CWMA) Novell Technical TrainingPlateSpin Workload Management AdministrationCourse 8008 Available OnDemand and Instructor-Led Classroom
26. Novell in Hand Available in the iTunes App Store for your iPhone and iPad, or the Android Market for your Android device
27. Questions?