Spectrum Storage Suite -Getting From Here to There. Karel van der Woude

Transcription

1 Spectrum Storage Suite -Getting From Here to There Karel van der Woude

2 Agenda Products and Reminders Overview of trade-up process Determining current entitlements Determining current actual license requirements 2

3 IBM Spectrum Storage Suite A new approach to licensing software-defined storage Control Protect Archive Virtualize Accelerate Scale A single software license for all your changing softwaredefined storage needs From SAN storage to new storage-rich server infrastructure From block access to rapidly evolving file and object access For all your data: from traditional, big data and analytics, and cognitive workloads to recovery and archive copies For new clients, a cost-effective way to start their software-defined journey For clients already on their way, tremendous flexibility in expanding software-defined capability to more of their infrastructure 3

4 IBM Spectrum Storage Suite Products included IBM Spectrum Storage Suite V1.0 IBM Spectrum Accelerate, Version IBM Spectrum Archive Enterprise Edition, Version 1.2 (Linux edition) IBM Spectrum Control Advanced Edition 5.2 IBM Spectrum Protect Suite 7.1 IBM Spectrum Scale Advanced and Standard Editions (Protocols) V4.2 IBM Spectrum Virtualize Software for SAN Volume Controller, Version 7.6 IBM Spectrum Virtualize Software for SAN Volume Controller, Version Real-time Compression IBM Spectrum Virtualize Software for SAN Volume Controller, Version Encryption Software 4

5 IBM Spectrum Storage Suite licensing model explained Most customers have a LOT of this, but it s not growing as fast as it used to Many customers are starting to deploy some of this, and it s growing like crazy Most customers have a LOT of this, and it s a good economic decision to continue growing SAN Storage 650TB Storage Rich Servers 200TB Tape library 2000TB IBM Spectrum Storage Suite software-defines the environment. Simply add up the TB s of physical capacity to be software-defined and license that much Spectrum Storage Suite = 2,850TB of Spectrum Storage Suite Simple! Now deploy any combination of Spectrum Storage software capabilities to best optimize your environment for needed use cases. 5

6 Reminders The point of Spectrum Storage Suite is to help clients software-define storage capacity into something useful - whatever that storage capacity happens to be Depending on the use case, clients may choose to use higher cost storage tiers (like Flash) or lower cost storage tiers (like tape) But regardless of what storage is chosen initially, or how it changes over time, Spectrum Storage Suite licensing is simple and predictable -- single price per TB regardless of storage type Not only is it predictable for the CFO, but IT managers have complete flexibility to deploy any combination of our products or capabilities necessary to get the job done - no additional cost Soooooo Keep it Simple 6

7 ANNOUNCEMENTS IBM Spectrum Storage Suite Licensing Options Perpetual Monthly Utility Designed for capital expenditure budgeting One-time, upfront purchase of a single license for all products Annual subscription and support fee for access to technical support and product upgrades Ideal for users with slower growing or easier-to-predict capacity needs Designed for operational expenditure budgeting A single license for all products, with cost per terabyte of storage Licensed for a specified term, usually one to 60 months License for use of software, download updates and technical support for the license term Ideal for users with rapidly growing capacity needs or who experience short-term spikes in demand Designed for operational expenditure budgeting Combination of perpetual-and monthly-style licenses: One-time, upfront purchase Per-terabyte and per-term licensing Ideal for service providers or others with more complex storage needs

8 Sales Guidance Sell to new customers. This is our primary target! Find the initial use case and license it using Spectrum Storage Suite. Get in the door pricing is very advantageous for new customers starting with smaller deployments (under ~1PB). Tactic: Upgrade competitive products to Spectrum Storage Suite o Example: Customer owes a competitor $100k in annual maintenance. Offer to upgrade the equivalent environment to Spectrum Storage Suite for the same annual maintenance price. Pay me the same $100k and I ll give you the entire Spectrum Storage Suite for the equivalent environment o Execute the deal in two parts 1. Sell new Spectrum Storage Suite licenses to cover an equivalent environment discounted so the transactions equals the competitors $100k annual maintenance bill. This establishes the equivalent entitlements. 2. Sell a second year of Spectrum Storage Suite S&S not discounted as deeply so it also equals the competitors $100k annual maintenance bill. Importantly, this establishes the correct discount level going forward so the customer continues to pay the same $100k annually. o Client gets access to the full Spectrum Storage family at the same price he was paying for competitive product(s). You get a new customer footprint that you can now work to expand with additional use cases. 8

9 More Sales Guidance Trade-up existing customers. This is also a target! Many customers already own one or more Spectrum Storage family products. Spectrum Storage Suite is designed for those who want to trade-up expand their deployments to include more use cases and therefore more Spectrum Storage products across more TB s of capacity. Upgrade process o For clients who already own one or more Spectrum Storage products, it is possible to trade-up those entitlements into a new Spectrum Storage Suite entitlement. Contact your geo sales leader for assistance. Selected Pilot results US state: Existing block storage SAN use case. Adding recovery management use case. Growing licensed TBs by 72% US retailer:existing block storage SAN, and recovery management use case. Deepening value on each (Adding Control to block SAN use case, adding Scale to recovery management use case). Growing licensed TBs by 114%. Client will also use the Suite to grow a number of other use cases, taking out competitor products and further growing licensed TBs. Customer comment "we've hit the mother lode! European Insurance: Existing recovery management use case. Adding block storage SAN and file/object storage use cases. Growing licensed TBs by 203% US insurance: Existing block storage SAN use case. Deepening value in this use case (adding Control and RtC). Growing licensed TBs by 125% US retailer: Existing block storage SAN, file/object, and recovery management use case. Deepening value in block storage SAN (adding RtC). Growing licensed TBs by 45% European service provider: Existing recovery mgmt use case. Adding file/object storage use case. Growing licensed TBs by 471% 9

10 How are TB s counted to ensure proper entitlement? Spectrum Storage Suite TB s are counted in two ways. 1. Query 1: Via a minimal deployment of Spectrum Control on premises. Spectrum Control determines the total capacity under management from itself, Spectrum Virtualize, Spectrum Scale and Spectrum Accelerate. It then also removes the overlaps (places where two or more products are deployed against the same TB of storage) to produce a single consolidated number of TB s. Note: if the client chooses not to deploy Spectrum Control, then overlaps are not removed and the client can be responsible for additional entitlements. 2. Query 2: For customers also leveraging Spectrum Protect, we will count its back-end TB s. Note: unlike the above, duplicates will not be automatically removed here (for example, if a Spectrum Protect back-end storage pool is sitting in Spectrum Scale). Sales teams will need to manually remove this duplicate after consultation with the customer. For customers with multiple datacenters, entitlement is determined by adding together the Spectrum Control and Spectrum Protect reports from each instance in the various datacenters 10

11 Spectrum Protect License Metrics 11

12 Spectrum Control 12

13 Tradeup Process Overview Trade ups will be a special bid process for now, to make sure we are doing it correctly Process has 2 steps Identify all currently entitled a' la carte Spectrum Storage products (and their associated PA site numbers) so that the Project Office can pull the dollar-value of the annualized S&S associated with those entitlements The Project Office does a calculation to determine what that dollar-value buys in Spectrum Storage Suite entitlements, which are verified by the S&S team It's a dollar-for-dollar equivalent. Because a TB of Spectrum Storage Suite is worth 'different' from a TB of any a' la carte product, it is almost always true that the number that comes back from the S&S team will be different from what the customer already has deployed. 2. Determine the total number of TB's the customer wants to software define for all use cases using Spectrum Storage Suite Take the total, subtract the amount you already have via trade-up from step 1, and buy new Spectrum Storage Suite licenses to make up the difference The process is really quite quick (and simple)... 13

14 Determining Entitlements Keep this as Simple as possible don t overthink it! Need the Passport Advantage Agreement Site # - the project office will do all of the rest to find the current entitlements within 24 hours! This assumes the simple case Trading up all entitlements is the simplest and easiest way to go for the bid and for the future Trading up just a portion of an entitlement has side effects Bid takes longer to process Traded up entitlements are taken from the highest tiers which means that clients may pay more for maintenance overall New license capacity will start at the tier after removing traded up capacity their next TB may be more expensive 14

15 Passport Advantage where to look 15

16 Current Actual License Requirements To determine actual requirements, we need to know how much capacity the client wants to software define There is the Simple way. Just ask em! How much block, file, object and tape capacity do they have? Or the hard way Query each application for current managed capacity Determine the overlaps Do the math 16

17 Determining Overlaps Figuring this out may take some time, which is why it is generally easier to just ask how much storage the client wants to software define Once Spectrum Control and/or Spectrum Protect are installed, we can adjust to the actual usable capacity There is no one way to go about sorting out overlaps it is dependent on the client s storage configuration, but in general: Need to know the physical storage infrastructure Then figure out what storage the Spectrum Storage Family applications are using Look for situations where multiple Spectrum Storage applications are using the same storage devices There are some obvious overlaps o Spectrum Control and Spectrum Virtualize if the client has Virtual Storage Center Then there are not so obvious overlaps o Spectrum Protect using capacity in a VSC cluster for disk based storage 17

18 Can individual licenses be added outside of the Suite license? Okay Better SAN Storage 600TB Storage Rich Servers 250TB 850TB Spectrum Storage Suite SAN Storage 600TB Storage Rich Servers 350TB Disk 100TB Tape library 2000TB 2100TB Spectrum Protect BE TB s (or FE TB, or PVUD) Tape library 2000TB Yes, but with restrictions. If the Spectrum Storage Suite license is used, then: 1. Everything that Spectrum Control can see must be under the Spectrum Storage Suite license. This is how entitlement is determined. 2. Everything that Spectrum Protect is managing must also be licensed together. This is how entitlement is determined. However, a customer can choose to license it as part of the Suite, or stand alone. 2950TB Spectrum Storage Suite 18

19 IBM Spectrum Storage Suite Assets Asset Type Title Doc ID PW URL IBM w3 URL Infographic IBM Spectrum Storage Suite TSJ03747USEN d/page/tsj03747usen pe=sa&htmlfid=tsj03747use N&attachment=TSJ03747USE N.PDF Video A Tale of Two Cities TS012820USEN IDC Analyst video * IDC Analyst paper Industry Transition to Softwaredefined Storage Satisfied with IBM Spectrum Storage Suite Industry Transition to Softwaredefined Storage Satisfied with IBM Spectrum Storage Suite TS012821USEN TSL03265USEN d/page/tsl03265usen YouTube URL to come Whiteboard video * IBM Spectrum Storage Suite TS012827USEN YouTube URL to come IBM Storage Community Blog Ron Riffe s Blog Social tiles Will be posted to DCM pe=sa&htmlfid=tsl03265use N&attachment=TSL03265USE N.PDF connections.ibm.com/wikis/hom e?lang=enus#!/wiki/w276fcc92671f_445c _97a5_f7f7755ad311/page/Soc ial Tiles * Asset will be available post announcement IBM Systems

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