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Midrange

Storage Positioning & Tech Review

Internal Use - Confidential 2 of 25

INDUSTRY'S #1

Midrange Portfolio

HCIStorage

XC SERIES


Why Dell EMC Midrange Storage?

Storage Efficiency Guarantee

StorageReview Editors Choice

Simplicity•Setup in <10 min

•Configure in 15 min

•CloudIQ Analytics

Performance•400K+ IOPS

•Sub-ms latency

•Active/Active

Efficiency•Lowest $/GB

•Compr & Dedupe

•4 to 1 Guarantee

Extensibility•Future-proof

•DIP upgrades

•Online migration

Dependability•Decades of experience

•Proven 5 9’s reliability

•3 Year Money Back

• 50,000+ systems sold to over 26,000 global customers.

• Over 5 Exabyte capacity used.

• $4.5B invested in Dell EMC storage technology. Predictive Analytics and Health Scoring

SPEED INTO IT TRANSFORMATIONEcosystem Integration

http://www.dellemc.com/en-gb/microsites/guarantee-programs/all-flash-storage-efficiency.htm


Get Aligned with Our Partners

Assess the situation with partners before proposing any solutions!

PartnersHappy/Unhappy?

Customer

Competition?

Use Case?

Partner Affinity?


Commercial Sales Coverage & Strategy

Tier 1Major Accounts

Named Accounts

Tier 2a. Outside Led (New)b. Inside Led (New)

Tier 3 Inside Led

Tier 4 Greenfield

Tier 5 Unallocated

Power of Portfolio

Solution Led

Product Led

Velocity & Attach

Driven

‘High-End

Commercial’

‘Acquisition’

Strategy

Partners


High-End Commercial (Tier-1)

SELL THE POWER OF THE PORTFOLIO

Midrange UnstructuredHigh-end

Not the

focus of this

session

Customers may need one or more of our products!


All Other Commercial Accounts (Tier 2-5)

Happy

Customers

Sell Them What They Know / Love

UNITY

SC SERIES

EMC Customer (Unity, VNX, CX)

Dell Customer (SC, PS)

New

Accounts And

Prospects

Customers

Looking For

More / Different

OR

VxRail

HCI Solution

SC Series

Storage Solution

?

“Change the Game”


Midrange Product Strengths

Best Efficiency

Federated

Metro DR

Flexible Block Protocols

Compression and dedupe for both all-flash & hybrid

Multi-array federation

Transparent Metro DR for block with Live Volume Auto Failover

Choice of FC (4Gb to 32Gb), SAS, iSCSI or FCoE for host connect

Simple

Inline Efficiency

Unified

Cloud Integrated

Customer installable - setup in <30 mins. All software included.

Inline compression now, Inline deduplication in Q4/2017

Transactional and traditional file workloads with block

Archive snapshots and tier files to public or private cloud

UNITYSC SERIES

Flexible Deployment

Software-only, converged, or appliance w/ Online Upgrade*

*Online upgrade of controllers limited within

deployment class (eg, 300F to 550F AFA appliance)

Lowest $/GBEfficiency for all-flash & hybrid + lower service price = lowest $/GB

Why SC Series?


SC Series: Versatile Midrange Solution

ALL HDD ALL FLASH

All-Flash, Hybrid

or All HDD

Design to fit

most budgetsEnterprise class

capabilities


SC Series Family

Memory/Proc.16GB

4c/2.5GHz

32GB

6c/1.7GHz

128GB

8c/2.4GHz

256GB

2x 8c/2.5GHz

512GB

2x 8c/3.2GHz

Network I/OIntegrated

FC, iSCSI, SASModular FC, iSCSI, SAS

More modular

FC, iSCSI

Most modular

FC, iSCSI, FCoE

Data reduction N/A Compression Dedupe + Compression

Multi-array Repl. (SCv2) Replication (SC, multi-hop), federation, DR / Business Continuity

Tiering Single Tier Full auto-tiering (1-3 tiers), 0-100% flash (Hybrid)

Management Dell Storage Manager, 3rd-party integrations, Openstack, QoS, VVols

Architecture Dynamic RAID tiering, “thin” methods, snapshots, virtualized page pool

SC7020

3PB500 drives

SC9000

3PB1024 drives

SC5020

2PB222 drives

SCv2000/2020

672TB168 drives

SCv3000/3020

1PB*

222 drives

* SCv3xxx max capacity may be increased to 2PB using 4MB page sizes.


New SC Platforms for Low-End and All-Flash

50% more IOPS

3x BandwidthIncreased

Capacity

New 3U Format• (30) 3.5” drive slots, or

• (16) 2.5” drive slots

• Dense expansion options

2X Snaps

New Features• Data Progression

• Compression

• SC Federation

• SC Replication

SCv3000/3020

SC5020F

SC7020F

All-Flash only SKU

All Inclusive Software

460TB raw in 3U


Federated systems

Balance workloads on demand

Disaster recovery

Always in sync: RTO/RPO = 0

LUNLUN

BackupPrimary

SC Series Federated Storage

Data migration

LUN

No need to re-map servers

Virtualized LUN mappings increase flexibility and control

Live Migrate, DSM + Volume Advisor Live Volume

https://www.google.com/url?q=http://stackoverflow.com/questions/20633487/creating-alert-icon-with-shadow-in-css&sa=U&ei=f2ZCVdzEI4GJgwSh-IGwDg&sqi=2&pjf=1&ved=0CCoQ9QEwCg&usg=AFQjCNGsCHchA3r8LcAVbjq8QgFBCkxg0A


Intelligent Data Reduction: For All-Flash and Hybrid

HDDs

SSDs

On both SSDs and HDDs

Dedupe & Compression Even on volumes that auto-

tier across media types!

Dedupe + Compression

Compression only

Select by volume Designed for

performance

Cost-reduce

ANY config

Optimize automatically

Targeted

at a sub-

LUN level


Granular Auto-Tiering (Data Progression)

Achieve simultaneous

performance and cost goals

• Directs ALL incoming writes to Tier 1

drives at fastest RAID levels

• Moves inactive data to lower-cost

drives, space-efficient RAID levels

Enables cost-effective all-flash

and hybrid solutions

• Separates reads from writes

Seamless integration with

Storage Center OS

• Snapshots, Replication

Get the performance you need – while buying fewer of your most expensive drives

Read-intensive

SSD

7.2K HDD

Write-intensive

SSD

Granular page size movement

Tier 1

Tier 2

Tier 3

HOT data….Self-optimizing.…COLD data

7.2K HDD


Coming in 1H/18: Distributed Sparing

Spare

TRADITIONAL SPARING DISTRIBUTED SPARING

IMPROVES

EFFICIENCY✔REDUCES

RISK✔FASTER

REBUILD TIME✔

Spare


Built-in Migration from PS & MD3 Series

17

Offers both offline and online thin

import depending on use case

Online minimally disruptive:

requires unmount and mount

Migrates LUNs (no snaps) from PS

and MD3 series to SC series

Built-in solution: self-service without

requiring any third party tool

THIN

IMPORTPS SERIES

SC SERIES

MD3 SERIES

Why Unity All-Flash ?


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Au

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6

Oct-

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No

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6

De

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Ja

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7

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Fastest Growing All-Flash in Midrange

$1B+REVENUE

11K+SYSTEMS

5,800+CUSTOMERS

SINCE LAUNCH IN MAY 2016


Unity All-Flash Family

Memory/Proc. Server based 96GB, 6c/1.7GHz 128GB,10c/2.2GHz 256GB,14c/2.0GHz 512GB, 14c/2.4GHz

Protocols iSCSI, NFS, SMB FC, iSCSI, NFS, SMB

Data reduction N/A Inline Efficiency: Compression + Zero Detect* + Deduplication*

Multi-array Snapshot mobility, Replication

Business continuity N/A Sync Replication, RecoverPoint, D@RE (internal & external key manager)

Cloud archive/tier Snapshot and file archive/tier to public/private cloud (policy based)

Management HTML5 Unisphere, CloudIQ, Rest API, Openstack, QoS, Vvols

Architecture Software defined Active/Active, Dynamic pool, Multi-core optimized (MCX), Persistent write cache

Unity 550F

8PB500 drives

Unity 650F

16PB1000 drives

Unity 450F

4PB250 drives

Unity VSA

4 | 10 | 25 | 50TBServer drives

Unity 350F

2.4PB150 drives

*Planned for Q4-2017release – available for free to all

existing Unity All-Flash customers with software upgrade

All software

included

ONLINE DATA-IN PLACE UPGRADE


All-inclusive Inline Efficiency

Compression Zero Detect* Deduplication*

0000000

0000000

0000000

0000000

0 + & % +

& + + $

# $ + %

@ + % $

+ & %

$

#

@

Inline: Data reduction in memory

before being written to drive

Simple all-inclusive single setting –

set on/off per LUN/filesystem

Estimated 3X data reduction for

virtualized environments

Unified: Data reduction

applicable to both file and block

*Planned for Q4-2017release – available for free to all

existing Unity All-Flash customers with software upgrade


Forever Snaps: Flexible Low Cost Protection & More

All-Flash

LOCAL REMOTE CLOUD

Fri 6am

Wed 6am

Mon 6am

Fri 11am

Fri 2pm

Thu 12pm

Sun 6am

PROD

Wed 11am

Tue 11am

Mon 11am

Thu 2pm

Tue 3pm

THIN CLONE

QOS QOS

Fri 6am

Wed 6am

Mon 6am

Fri 11am

Fri 2pm

Thu 12pm

Sun 6am

PROD REP

Fri 6am

Wed 6am

Mon 6am

Sun 6am

All-Flash,

Hybrid or VSAPublic

or Private

Local

protection

Test/dev,

Analytics

Disaster

recovery,

Backup

Backup,

Archive


Dynamic Unified Pool: Flexible Drive Configurations

+ +

DYNAMIC UNIFIED POOL

Unified pool

Minimum 6 drives

Expand with as little

as 1 drive

Parallel rebuild

No separate spare

management

Flexibility

Low entry price

Lower cost of

ownership

Faster rebuilds

Simpler to

manage

BLOCK FILE VVOLS

1.9TB 3.8TB 7.6TB 15.4TB


Unity Unified: Powered by New u64 Filesystem

256TB SCALE-UP

FILESYSTEMScales to 256TB usable

capacity per file system with

10M+ sub-directories and files

INLINE

COMPRESSION Compress all file data

inline in memory before it

is written to the file system

FILESYSTEM

SHRINKReclaim free blocks and

shrink file system to reflect

new capacity

MULTI-TENANT

NAS SERVERSIndependent multi-tenant

file stack with ability to set

duplicate IP address

CLOUD ARCHIVE

AND TIERINGPolicy based transparent

archival of files to public

or private cloud

VMWARE

INTEGRATED Support VMDK thin clones

(eg. VDI), full clones and

space reserve through VAAI


Simple Built-in Migration from VNX

Dell - Internal Use - Confidential25

DELL EMC UNITY

Migrates LUNs, filesysytems,

quotas, acls, and exports

Transparent to file applications,

minimally disruptive for block

Fc, iSCSI, NFS and CIFS migration

from VNX arrays

Built-in solution: self-service without

requiring any third party tool

INTEGRATED

MIGRATION

VNX1 AND VNX2

Dell Guide To #GetModernInfrastructure Assessments and Proposals

Dell - Internal Use - Confidential27 of 27

Why should you care?

• #GetModern Infrastructure Assessments and Proposals drive greater success

– Increasing your win rate – We’ve seen 87% increase

– Higher margins per deal

– Increasing the ASP (average selling price)

• Allows you to document why a Dell EMC Solution drives IT Modernization and reduces TCO

• Free and easy to perform

• Fully customizable

– Add your company logo

– Add additional value propositions


What are #GetModern Assessments and Proposals

• #GetModern Infrastructure Assessment

– Consultative sales tool/process

– Produces a comprehensive document

– Illustrates the benefits of buying a Dell EMC Modern Infrastructure Solution

– Most appropriate for larger deals, and it uses Mitrend data.

• #GetModern Infrastructure Proposal

– Online tool

– Creates a value based proposal in a short amount of time

– Includes financials that are a great compliment to the technical information outlined in a #GetModern

Infrastructure Assessment or they can stand on their own

– Most appropriate for smaller deals. and uses the Mainstay tool.

What

Quéماذا

Was

Quelleche cosa

какие


How and When should I use them?

• Change the conversation from “what is the price?” to “how much value can I derive from the

Modern Infrastructure?”

• Show clear concise numbers that can be validated in the near future

• Update customer infrastructure, but conversation is stuck on “I have little budget to spend”

• Tech refresh scenarios

• Increase footprint in account – new areas, new projects, new workloads

• Need a good conversation starter

• Already using Mitrend and or DPACK tools

• Its FREE and EASY

Resources and Programs


Great Resources

1. Your local MIT Sales Team counterpart

2. Product Enablement Centers for Unity, SC and VxRail

3. [email protected] for SC Series questions

4. [email protected] for Unity questions

5. Demos.dell.com – great demo center

mailto:[email protected]

mailto:[email protected]

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