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CommandCentral Storage: Smells Like Victory

Learn about CommandCentral Storage, a solution that addresses customer challenges and provides benefits such as reclaiming wasted storage, reducing downtime, and simplifying administration. Discover why this solution is a strategic and high-growth market opportunity.

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CommandCentral Storage: Smells Like Victory

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  1. SSMG SE Interlock 2006 CommandCentral Storage: Smells Like...Victory Yogesh Agrawal, Kevin Coughlin, Jim Booth Product Management, SSMG Chris Steinauer Engineering, SSMG

  2. CCStorage Agenda • Part 1: What is it, why do I care? • Part 2: Why Sell Now? • Part 3: Responding to customer requests • Part 4: Selling, Winning, Implementing • Part 5: Where are we going?

  3. Part 1: What is it again? Why do I care?

  4. CCStorage Addresses Customer Challenges Resource “explosion” => Improve Capacity Utilization • Over-provisioning; limited info on files, applications capacity & planning Many Technologies => Simplify • Storage, SAN’s, Servers Inconsistent practices => Error Reduction • Ad-hoc methods dependent on individual expertise and separate tools Poor visibility => Capital Alignment • Limited transparency into IT resources and activities

  5. Single Pane of Glass • Auto Discovery & Inventory of Environment • Centralized Policy Management • Host, Switch, Array, Application Reporting CommandCentral Storage 10,000 Foot View • Capacity Management • Identify and recover wasted or lost storage • Map host to storage paths • Track array and host capacity allocation • Visibility and Transparency • Monitor Performance on Host, Switch and Array • Problem Identification • Plan for new purchases

  6. Benefits Delivered & Problems Solved • Reclaim Wasted Storage and Reduce Storage Hardware Costs • Historical and predictive capacity planning • Identifying storage concerns across platforms and applications • Map data to physical devices, enable tier storage • Reduce unplanned downtime • Centralize and simplify administration • Reduce training requirements and user error • Reduce risk of integrating new technology • Deliver consistent, efficient service levels • Proactively establish policies and monitor performance • Enable administrators to work strategically • Lower total cost of storage ownership • Increase amount of storage a single administrator can manage • Increase storage utilization • Delay capital expenditures

  7. Large $$$ Opportunity & Account Control • Addresses a strategic and high-growth market space • A $638M market (’05) growing at 15% per year (Gartner) • EMC generates over $400M of revenue in this space • HP purchased AppIQ for $200-300M (~10x 2005 revenue) • A strategic control point in our largest accounts • Incumbent tool has a strong position in the core of the storage infrastructure • Enables Solution Selling: Data Migration, DST, etc • For our named accounts, viewed as a “must win” space

  8. Part 2: Why Sell Now?

  9. Customer acceptance is real • Product improvements • Significant investments • Strong endorsements from analysts • Market emerging, 3 horse race • Competition is faltering

  10. Customer progress is real! $$ is Real! • Current Reference Customers • New Target Reference Customers • DOD (Australia) 857K • American Express $600K • Conagra Foods $355K • Qualcomm $350K • Verizon Wireless $325K

  11. Honeywell Case Study • Managed by IBM Global Services (IGS) @ $70/hr for 15 servers • Hard cost savings: • Storage Reclamation • Based on file system, they have 5.8TB allocated and they’re using 2.6TB. They are at 46% utilization. • Based on a 20% cushion (IGS standard at this account), they could put back into use 2TB ($15 per GIG) per month • Bottom line savings: $30k per month Hard Cost savings: $360,000

  12. SSMG/Symantec is Serious Kris Hagerman, Rob Soderbery: Focus for FY06/07 • Significant investment being made with TPM’s • Aggressive Hire Plan though CY06 • Augment field specialist and ECS • Sales Specialist • Sales Specialists being hired, focus on CCStorage • East, Central in place • ECS • ECS aggressively engaging in training, implementation • Storage Assessment Service success in APJ • Engineering • Invested in scaling out for next generation data centers • Delivery on target

  13. Silver Bullets: HP Storage Essentials (AppIQ) • No Automated/Active Discovery • Inaccurate/stale data presented • Not architected for large sites • Limited functionality in heterogeneous and secure environments • Many Ports required: Security concerns and firewall issues • Limited Reporting Capabilities • No ability to aggregate data from multiple sites/locations • Additional license required for customization • Rigid Storage Provisioning Process • SAN Zoning and Storage Provisioning are two separate tools with no correlation • Each time storage is provisioned a full sync must occur • No Push install • Must install on each host vs. pushing from central location

  14. Silver Bullets: EMC ControlCenter • 14 separately architected Tools with no common data repository • Multiple DBs make backup and recovery very difficult • “Link and Launch” from ECC required for their own and other OEM tools • ECC server runs on Windows only • Mission Critical High Availability? • Multiple agents with large footprints • Large CPU consumption, Master Agent required on all hosts, No push-install • Spindle Views available only on EMC Symmetrix • Clariion support is very weak, Navisphere still required for management • DMZ & Firewall deployment limitation / No support for NAT • Custom reporting requires a PS engagement • Global Reporting added in 5.2 but requires significant PS engagement • Vendor Lock-in • Single Hardware & Software reduces choice, increases cost

  15. Part 4: CCStorage 5.0 – Responding to customer requests

  16. Primary objectives of Polaris release • Scalability • Supportability • Performance

  17. CCStorage 5.0 (Polaris) What have we heard from the field and customers? • Reporting • Improve reports accuracy and extensibility • Installation/Troubleshooting • Easier troubleshooting of configuration settings • Improve error propagation and troubleshooting for agents • Improve configuration documentation and better troubleshooting tools • Improve sizing guide • Modify poll rates from GUI, query status of collectors • Refresh - discover now • Improve More firewall friendly • Improve DM configuration, trouble shooting and performance • Improve Push Install efficiency • Performance • Collector based reports too slow • Management of collector data slows down database / server • Startup time too long for GUI and monitoring • Device Support • Improved speed of HCL support

  18. CCStorage 5.0 (Polaris) What we did - Performance • Improved performance in collector data management • Improved performance in perf stat reporting • Improved performance of File Scanning data management • Improved performance of topology viewer • Eliminated latency of initial UI connection after server restart • Eliminated latency to begin monitoring after a server restart • Eliminated multiple object caching leading to significantly reduced memory footprint

  19. CCStorage 5.0 (Polaris) What we did - Supportability • Reporting • Improved ad-hoc reporting, multiple reports per page • Field extensible • Usability • Improved topology look & feel • Ability to customize managing views • Minimize temp space requirement for agent push install • Troubleshooting • Improved propagation of errors, integration with alerting • Provide centralized agent log collection and viewing • Provide troubleshooting tools with product install • Hardware / Software Support • Improved ability to add HCL through simplified model • Improved configuration GUI for Device Configuration • Ability to verify configuration for device discovery before commit

  20. CCStorage 5.0 (Polaris) What we did - Scalability • Largest environment in production now • 1K hosts • 2 PB Storage / 50K LUNs • 3K Switch Ports • 300K Objects • Polaris Goal • 3-4x what we do today

  21. CCStorage 5.0 (Polaris) How did we do?? • Improved accuracy and extensibility of reports • Data Module configuration, trouble shooting and performance • Collector based reports too slow • Management of collector data slows down database / server • Easier configuration and troubleshooting of configuration settings • Need error propagation and troubleshooting for agents • Startup time too long for GUI and monitoring • Refresh discovery now • More firewall friendly • Better troubleshooting tools ------------------------------------------------------------------------------------------------------- • Improved speed of HCL support • Improved Scalability and Stability • Modify poll rates from GUI, query status of collectors • Improved configuration documentation • Improved sizing guide

  22. Part 4: Selling, Winning, Implementing

  23. Selling: Focus On the Front of the Building • Sell HIGHER into the customer’s organization • CIO, Storage Director or Manager…Not the technician • Sell SSMG strategy (CCS+CCF++), make it our customers strategy • Focus on HIGHER-level initiatives • Reduce IT Costs and Complexity + Mitigate Risk • Operational Efficiency and TCO • Sell SOLUTIONS and how each builds on the other…this is not a technology sale • Capacity Planning + Data Migration + Tier Storage, etc. • Focus on HIGH value, immediate ROI’s…Don’t try to sell all phases • Storage Reclamation, reduced Capital and Operating expenses

  24. Winning: What To Look For • Cost Reduction (capital / operational) • 30%+ CAGR flat budget/headcount • Optimizing resources (more with less) • Tiered storage, Utility model, ILM • Managing complexity (DAS, NAS, SAN) • Heterogeneity, Toolset reduction • Projects: • Capacity Reclamation • DAS to SAN migration • Data center consolidation • Disaster Recovery Losing: What To Avoid • Small shops not feeling pain (typically <50TB) • Performance monitoring focus • Single vendor shop happy with OEM tools • 25%+ outside of HSCL

  25. Implementing: You Won! Now What? • A POC will be required, document the success criteria • Contact TPM/Specialist for POC, enter into SFDC • Use the PEC (pre-engagement checklist) to set expectations on H/W support and Sizing Worksheet for server requirements • Identify single point of contact/project manager on customer side • Provide customer with project plan and deployment process • Identify value proposition at each phase of deployment • Sell ECS for each phase of production roll-out • Establish ECS Q tune-ups, this is a project

  26. The Project Plan: Delivering the Value Proposition • Phase 1: Discovery = Immediate gratification • Task: Establishment of management server and discovery of physical environment • Benefit: Physical Mapping, Monitoring, Reporting and Management • Phase 2: Move up the stack • Task: Distribution of host agents • Benefit: Application and SRM discovery capacity management • Benefit: Mapping host to storage resources / tiered storage • Phase 3: Event Management • Task: Requirements gathering on event definitions/SLA • Benefit: Health and performance monitoring • Phase 4: Change Management • Task: Requirements gathering on provisioning process • Benefit: Establishment change process within CCStorage • Phase 5: Process Management • Task: Integration requirements and workflow analysis • Benefit: Replication of complex tasks, enable automation when ready

  27. Part 5: Where are we going? Game Changing?

  28. CC Storage SF Mgmt Server CC Service CC Data Services CommandCentral Family is Modular Grows to support your needs for tomorrow Building Blocks for theData Center • Central Management of VERITAS Foundations products • Single Point of Control and Reporting • Central Management of SRM/SAN • Capacity Management • Storage Provisioning & Device Management • Automated Solutions • Data Migration, DMP, Connectivity Service • Service Level Management • Monitor, Report on SLA’s • Consolidate Views by Geo/Department

  29. CommandCentral Storage +Storage Foundation Management Server Roadmap SF Management Server/Habanero Central Management of DBED/VVR/VM/FS Reporting, Monitoring, ManagementSolutions Data Migration, DMP, Connectivity Planning, DST SFMS 5.0 CAP UxRT WxRT 2Q06 3Q06 4Q06 1Q07 2Q07 CC Storage/SFMSIntegrated Host, SAN, SRM ManagementAutomated Solutions Data Migration, DMP, Connectivity Planning, Tiered Snapshot CC Storage 5.0Extended Hardware/Software coverageScalability Enhancements CCStorage 5.0 CAP CCStorage 5.0 HCL Update

  30. Conclusion • Timing is right • The Market is primed, Customer’s eyes are wide open, CCStorage is scaling • Investments being made • Sales Specialist Overlay, ECS embracing, TPM investment, Engineering • 3 Horse Race • Symantec, HP and EMC • Customer demand and pipeline real = $$$ • References/Success Stories Coming on line • Pipeline growing • Capacity Mgmt is the largest problem customers face today • Breakout session use-case

  31. Web links • CSF http://sigsec.veritas.com/csf/index.html • HAL Re-architecture http://iwww.veritas.com/engineering/hal

  32. Questions & Answers

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