Cisco Data Center Network Sales Solutions David Hettrick Cisco Technology Solutions Engineer

1. Cisco Data Center Network Sales SolutionsDavid HettrickCisco Technology Solutions Engineer

2. Agenda • Understanding Data Center Concepts • Data Center Challenges • Understanding and Selling Storage Network Solutions • Understanding and Selling Application Network Solutions • Understanding and Selling Unified Computing System (UCS) • Data Center 3.0

3. Cisco Advanced Data Center Networking Sales • Exam number is 646-985 • Course Name is Selling Cisco Data Center Networking Solutions • You must take the exam at a certified testing center (by yourself and leave your cell phone in the car) • http://www.pearsonvue.com/ • There are approximately 45 - 55 questions with a 60 minute time limit. • Passing score of 790 ( yes you will pass!!) • For online version on Partner Education Center • www.cisco.com/go/pec

4. What is IT and Data Ownership? • Streamlines business processes • Improves productivity and efficiency • Supports changing business solution requirements • Protects business information assets Data : • is owned by the organization, • is managed by the Data Center, • and decisions must include the business unit the data primarily serves.

5. Domains of IT Aligning internal resources and skills to external opportunities and risks Groups that define workgroups, processes, standards, and policies An undertaking with defined starting point and objectives which completion is identified A specific order of work activities or the task of transforming input into output Information Systems are applications that directly or indirectly define business processes Facilities and permanent components, such as hardware, operating systems, and local and network services.

6. Resources and Processes Business processes and information resources are the core of the data center. They drive the technologies, the policies, and the evolution of the data center. Business Process IT “Information is what you want; data is what you get.”

7. The IT-Business Gap Business Needs: • A flexible business model • To respond quickly to change • To be reliable and available IT Today: • Has complex, heterogeneous systems • Has an inflexible technology model • Has poor utilization of IT assets • The Hard Facts on asset utilization • Mainframes: idle ~40% of the time • Unix servers: idle ~90% of the time • Most PCs: idle ~95% of the time • Data growing at 30 to 50% per year • Storage utilization 30 to 50%

8. What is a Data Center? • The data center plays a mission-critical role in the management of the core business • A data center is a protected environment that houses a collection of key IT assets that are critical to the operation of the company • It houses, manages, and facilitates the gathering, processing, and distribution of corporate information

9. Data Center Functions • Supporting enterprise applications • Reducing operational overhead • Providing a politically neutral infrastructure • Defining technology standards

10. Data Center Resources All of these resources revolve around the definition, management, and maintenance of business processes and information resources

11. Cross-functional Relationships

12. Groups in the Data Center

13. World of the Data Center

14. Roles in the Data Center

15. Business Drivers

16. DC Manager Responsibilities • Where everything is and who owns it • How to manage the infrastructure and reduce costs • How to manage and control the many owners across the organization • The effects on the cost of running the business • Funding • Maximizing the utilization of existing resources • How to enforce the rules and limit storage Now you know who to talk to about that 100mb worth of email space!!

17. The Data Center Manager • Business Drivers • Processes • Procedures • Technology • Other influences • Responsibilities • Efficiency • Resilience • Agility • Implementation Planning • Skill sets/Training • User Satisfaction • Speed of change • Pain Points • Risk • Risk Mitigation • Downtime • Resource Shortages • Disruptive upgrades • Failures • Backups • Project Justification • Vendor Pressure • Compelling Events • Acquisition • Contract Expiration • New applications • Corporate Moves • Opening/Closing DCs or offices • Disaster planning • Security failures

18. Compliance Requirements Compliance Requirements • Industry Sector • All – SOX • Financial – Basel II • Healthcare – HIPAA • Jurisdiction • USA • Europe • Australia The Common Regulatory Framework • Data protection and security • Data privacy • Data retention / deletion / audit trails

19. Ex. of Regulatory Mandate At least 200 miles between DCs and on separate power grids The SEC mandates that financial institutions recover operations on the same day a disruption occurs

20. CapEx and OpEx Power and cooling costs are one of the key contributors to OpEx

21. Impact on the Data Center • Power • One of the most overlooked considerations • Considerations should include distributed power grids, multiple outlets of various amperage, battery backup, and generator backup • HVAC (Heating, Ventilation, and Air Conditioning) • BTU and heat dissipation need to be a consideration • Proper spacing of the equipment to allow for adequate airflow • Cooling, heating, filtration, and humidity requirements • Fire suppression • Regulatory compliance • FM200 is the most commonly used waterless agent

22. Cost Management • Costs in a Data Center can come from: • Siloing application resources • Compute, storage and network resources are tied up and unavailable • Poor utilization of existing resources drives up capital costs • Applications are often over-provisioned in an attempt to anticipate growth and postpone the need to add capacity later • Difficulty reallocating resources • De-allocation, which is as complex and costly as allocating new resources • It is often less expensive to purchase new resources when operational costs and delays are factored in

23. Who makes decisions? • CFO • CIO • VP of Sales • VP of Marketing • Facilities • CEO • CTO • CISO • Legal Department • Employees Decisions that affect the data center can involve almost every aspect of the corporation.

24. Know your Decision Makers

25. Today’s Business Processes Are Complex BRANCH / WAN DATACENTER Business Process ProcessOrder CheckCredit ShipOrder BillCustomer UpdateCust Svce Customer Hits “Buy” Confirm Shipment Customer Billing Notification CRM Order Complete Premium Customer? Update Records Notify Sales Rep ERP Remote Users Enter Order Update Contracts WAN Check Inventory Credit Approved Update Inventory Update Call Center SCM Update Call Center Check Availability Initiate Billing TradingPartners Intranet Accts Check Account Balance Logistics ebXML Check Credit Deliver Order Credit Override Required CustMaster Warehouse EDI Extranet Check Customer DB Pack & Ship Order Credit SOAP EXTENDED ENTERPRISE Purchasing Check Credit History Procure Material

26. Information Lifecycle Management – ILM • Keep the data accessible to those that have rights • Determine the availability and accessibility • User requirements • Strategic value vs. local value • High availability, disaster recovery and backup • Regulatory requirements – Basel II, SOX, HIPAA, etc… • Determine the best software, hardware and storage • Address three storage resource management problem • Ineffective storage utilization • High cost of storage management • Complexity of storage growth

27. Challenges with managing information • How to classify data? • Data classification is core to effective data management • There is currently on universal way to classify data • Storage Networking Industry Association (SNIA) andData Management Forum (DMF) are leading the way • How to apply policies? • Processes and technology must work in harmony • How to change policies as requirements evolve? • The DC must be agile enough to adapt to change ILM is not a technology!

28. Identifying the Complexity • Application Silos • Disparate systems being used • Operation costs are higher • Complex, heterogeneous infrastructure • Decreases management efficiency • Increase Operating Expense ( OpEx) • New Developments • New applications being introduced • New Technology that is being looked at to benefit the business • Volume and value of data • Network and server virtualization

29. Other considerations • Location, location, location • Centralized vs. decentralized design • Weather and environmental factors • Physical sizing of the data center • Weight of the equipment in the data center • Security • Is the data center planned as a showcase for the business • Out of sight, out of mind • Only privileged access should be granted

30. Storage Networks • Understanding SAN technologies • Cisco products for the SAN • Selling the SAN

31. Some of the Challenges • Standalone servers • Scalability • Deployment time • Inefficient use of resources • Manageability • Availability • Environmental logistics • Facilities

32. Legacy Storage • Disk • Non-volatile data storage that uses a magnetic surface and has heads read/write data in blocks • Tape • Magnetic tape medium that writes a sequential string of data that is accessed in the same manner – ideal for backup purposes where read time is not important • RAID – Redundant Array of Independent Disks • Method to add high availability by writing information across multiple disks but retain a logical unit as one disk • SCSI – Small Computer System Interface • Commonly used interface to transfer data from a server to a storage device (Fibre Channel, iSCSI over ethernet, SAS • Optical Media • Laser recordings onto removable media like CDs, DVDs, and other types of media

33. SAN Connections • Fibre Channel • Gigabit speed network technology used for storage. Does not necessarily need to run over fiber, can be used with copper cabling • iSCSI (Internet SCSI) • Network protocol standard that allows SCSI over TCP/IP. • Cost effective option to traditional dedicated Fibre Channel SANS • FICON (Fiber Connectivity) • FC4 Fibre Channel storage protocol with speeds capable of 1, 2, and 4Gbps speeds with distances up to 100km • FCIP (Fibre Channel over IP) • IP-based storage protocol that tunnels FC over IP-based networks. • Allows for sharing data over a geographically distributed enterprise • DWDM/CWDM (Wave-division multiplexing) • Using multiple optical signals over single fiber optic cable • DWDM is slightly faster than CWDM that is limited to fewer channels

34. Business Continuity Plans • Disaster Recovery Plan • Recover mission-critical technology and applications at an alternate site • Business Resumption Plan • Continue mission-critical functions at the production site using workarounds until functionality is fully restored • Business Recovery Plan • Recover mission-critical business processes at an alternate site • Contingency Plan • Manage an external event that has far-reaching impact on the business

35. BC/DR Options • Offsite tape backup • Send tapes offsite by truck daily • Electronic vaulting • Use WAN instead of a truck to send information • Remote disk replication • Continuously update information at remote site, no data loss • Cold site • Tapes stored at standby data center for re-creating a DC environment . Organizations can opt to cut costs by sharing space • Duplicated hot site • Ready instantly to take over from primary site Most business will opt for a combination of these depending on the applications level of importance for business function

36. What about Remote Sites? • Remote sites still need access to data and applications • E-mail, Databases, Files, Storage, etc… • Need fast access to corporate applications • Most applications were not designed for the WAN • All of these sites will still have bandwidth needs • A traditional solution would be to provide local servers • These add to maintenance time and costs • Require servers to be synchronized to be effective • Remote backups must be performed • What if connectivity is lost to main data center?

37. 9124 Fabric Switch from Cisco Rear View • Total 24 FC ports – offered in 8, 16, and 24 port configurations • 8-port incremental licensing • 24-ports of 4/2/1 Gb FC • SW / MR (4Km) / LW (10Km) SFPs available • Affordable - No hidden charges for software licensing • Ease of use • Quick Start Guide • Quick Configuration Wizard • 2 hot-swappable power supplies with integrated fans (one power supply in base unit with option to buy the 2nd) • 3 Fans + 1 Fan per Power Supply • Complete SAN-OS 3.x feature set, with few exceptions • Non-disruptive software upgrade • Support for 16 VSANs • 1 SPAN session • Full MIB and SMI-S support • Rack kit included

38. 9134 Fabric Switch from Cisco Rear View • Total 32 FC ports – offered in as a 24-port base unit • 8-port incremental licensing • 10Gb ports a separate license • 32-ports of 4/2/1 Gb FC • SW / MR (4Km) / LW (10Km) SFPs available • 2-ports of 10Gb FC (for stacking) • CX4 X2 copper (15m or 1m cables) • SW / LW X2 fibre transceivers • Ease of use • Quick Start Guide • Quick Configuration Wizard • 2 hot-swappable power supplies with integrated fans • 2 hot swappable fan trays with 2 fans each • Complete SAN-OS 3.x feature set, with few exceptions • Non-disruptive software upgrade • Support for 16 VSANs • FICON support • 1 SPAN session • Full MIB and SMI-S support • Rack kit included

39. MDS 95XX 8Gb FC Ready!! • MDS 9506, 9509, 9513 • Six, nine, or thirteen expansion slots • Two Supervisor Modules (requires 2 slots) • Up to 528 FC ports • Redundant Crossbars

40. MDS lines cards

41. Original Source Manufacturer (OSM)

42. Cisco MDS FC Blade Switches • 16 internal copper 1/2/4-Gbps Fibre Channel connecting to blade servers through blade chassis backplane • Up to 8 SFP uplinks • Offered in 4+8 and 8+16 configurations via port licensing • 14 internal copper 1/2/4-Gbps Fibre Channel connecting to blade servers through blade chassis backplane • Up to 6 SFP uplinks • Offered in 3+7 and 6+14 configurations via port licensing

43. Interoperability Mode

44. Storage Services Module With the SSM, the storage team can move data on-the-fly from Tier-1 storage to Tier-2 and then to Just a Bunch of Disks (JBOD), without ever having the data movement touch a host.

45. SANTap • SANTap is a protocol used to pass data between an MDS and a storage appliance. • SANTap enables storage application appliances without impacting primary I/O • No disruption of the primary I/O from server to storage array • Storage applications enabled by SANTap include: • Heterogeneous storage replication • Continuous log-based data protection • Online Data migration • Storage performance/ SLA monitoring

46. Continuous Data Protection

47. CDP with SANTap

48. Data Mobility Manager • The DMM is a fabric-based data migration solution that transfers data non-disruptively across storage volumes–even from different manufacturers. • Data Mobility Manager (DMM) is a function delivered by the SSM • DMM can deliver this functionality even across distances, regardless of whether the host server is online or offline.

49. Catalyst 6500 Series

50. 6500 VSS technology