Elastic Cloud-FusionCube Converged Infrastructure. Sales Guide. Issue 01. Date HUAWEI TECHNOLOGIES CO., LTD.

Transcription

1 Elastic Cloud-FusionCube Converged Infrastructure Issue 01 Date HUAWEI TECHNOLOGIES CO., LTD.

2 2013. All rights reserved. No part of this document may be reproduced or transmitted in any form or by any means without prior written consent of Huawei Technologies Co., Ltd. Trademarks and Permissions and other Huawei trademarks are trademarks of Huawei Technologies Co., Ltd. All other trademarks and trade names mentioned in this document are the property of their respective holders. Notice The purchased products, services and features are stipulated by the contract made between Huawei and the customer. All or part of the products, services and features described in this document may not be within the purchase scope or the usage scope. Unless otherwise specified in the contract, all statements, information, and recommendations in this document are provided "AS IS" without warranties, guarantees or representations of any kind, either express or implied. The information in this document is subject to change without notice. Every effort has been made in the preparation of this document to ensure accuracy of the contents, but all statements, information, and recommendations in this document do not constitute a warranty of any kind, express or implied. Huawei Technologies Co., Ltd. Address: Website: Huawei Industrial Base Bantian, Longgang Shenzhen People's Republic of China i

3 Contents Contents 1 Overview Sales Strategies for Sub-Division Markets and Customer Service Scenarios Overall Sales Strategy Data Warehouse Scenario Enterprise Private Cloud Scenario (Enterprise Data Center Infrastructure) Configurations for Typical Scenarios Sales Restrictions and Precautions Highlights and Selling Points Competitive Analysis Competitive Analysis Sales Support Documentation Technical Support ii

4 1 Overview 1 Overview Huawei FusionCube Converged Infrastructure is a flagship product of Huawei's IT product line. Designed based on an open architecture, the FusionCube integrates blade servers, distributed storage devices, and switches into its 12 U subrack and also integrates distributed storage, virtualization platform, and cloud management software before delivery. Moreover, it supports on-demand resource allocation and scale-out. The FusionCube helps enterprises to reduce the service rollout duration from several months to several days. Customers can optimize configuration based on service requirements to greatly improve operation efficiency. 1

5 2 Sales Strategies for Sub-Division Markets and Customer Service Scenarios 2 Sales Strategies for Sub-Division Markets and Customer Service Scenarios 2.1 Overall Sales Strategy For the data warehouse service scenarios, refer to the deployment case for the Huawei Integrated Financial Services (IFS) project. Meanwhile, you need to seek for other data warehouse vendors and independent software vendors (ISVs). For enterprise private cloud service scenarios, refer to the deployment cases for Shanghai Maritime University, Senegal Government Network, Netherlands Tangla Hotel, Spain BME(virtualization service) and Oriental English College (VDI service). For IT hosting and carrier requirement scenarios, refer to the deployment case for British Telecom, Shanghai branch. Focus on core distributors in Chinese and European markets, build sales and delivery capabilities of distributors, and provide them with "high touch" customer relationships training and technical support for named accounts (NA) and important projects Data Warehouse Scenario 1. The FusionCube provides only the OLAP infrastructure(hardware), but not data warehouse software and services. You can seek for opportunities from services, such as data warehouse creation, capacity expansion, upgrade, and performance improvement, business intelligence (BI), and OLAP report system application required by key industries and NAs. Also, customer can use existing database and their applications without much modification. Customer needs to have proper DB license either covered by Oracle ULA or can acquire license with deep discount from partners. (Huawei will NOT provide DB license)alternatively, you can find partners, such as service integrators (SIs) or ISVs. Then filter the obtained opportunities based on the following rules:projects to join: An Oracle RAC-based data warehouse (Exadata or midrange computer) has already been deployed and needs to be expanded or improved. Customers agree to migrate the services in the data warehouse to the x86 platform. In addition, the license of the data warehouse can be used freely once purchased. Customers have deployed an Oracle RAC-based data warehouse but have not deployed the FusionCube. Customers have accepted and want to try the new architecture. They acknowledge the performance of the Exadata but are vanquished by its high price. 2

6 2 Sales Strategies for Sub-Division Markets and Customer Service Scenarios Customers have already deployed the Sysbase IQ data warehouse and expect to reconstruct or upgrade it for improved performance. Customers have OLTP+OLAP and want to separate OLAP to independent system Customer already has Unix server/pc server + SAN based data warehouse (Oracle, Sybase) and looking for replacement (higher capacity, performance, lower cost). Customers want to deploy a data warehouse provided by a Chinese vendor. Independent hardware and software bids are offered for new construction projects, two vendors are allowed to tender the bid collaboratively, or SIs are allowed to tender the bid. ISVs who are looking for better infrastructure that improves their application s performance such that they can stay to be competitive. Typical ISVs include data analytics vendors, BI vendors, etc. We also see request from vendors from media industry, oil industry etc. 2. Projects to avoid: Customers offer a bid for integrated hardware and software and disallow collaborative tender or SI tender. Customers select only one supplier, and Oracle tenders the bid using the Exadata Enterprise Private Cloud Scenario (Enterprise Data Center Infrastructure) Server Virtualization You can promote the FusionCube in such projects as enterprise private cloud construction and enterprise data center infrastructure creation or construction. The following describes the sales strategies for server virtualization and virtual VDI scenarios. If the customer needs to purchase four or more physical servers for server virtualization and does not require using the virtualization software and hardware platform from different vendors, you can promote the FusionCube DataCenter Virtualization solution. This solution integrates computing, storage, network, and virtualization software. Therefore, you can emphasize the simplification and optimization that this solution offers to customers. Pay special attention to the following customers: Although the customers accept the appliance concept, such as the VBlock, they have not settled down for model selection. Although the customers are using the VBlock, they are not convinced of its prospect and are vanquished by its high price. Although the customers are not familiarized with the appliance, they have necessities for using an appliance, for example, their small equipment room, complex management, and use of virtualization. The following product portfolios are recommended: 1. Preferred portfolio: E9000+FusionStorage+FusionSphere 2. Secondary portfolio: E9000+IP SAN+FusionSphere (if the customers do not want to use the FusionStorage) 3. Secondary portfolio: E9000+FusionStorage+third-party virtualization software (if the customers do not want to use the FusionSphere) 3

7 2 Sales Strategies for Sub-Division Markets and Customer Service Scenarios VDI The FusionCube Desktop Cloud solution preferentially applies to the scenario in which about 300 to 800 VDIs are deployed. You can promote the FusionCube Desktop Cloud solution for server virtualization+vdi if the customers do not require cross-platform construction. The following product portfolios are recommended: 1. Preferred portfolio: E9000+FusionStorage+FusionSphere 2. Secondary portfolio: E9000+IP SAN+FusionSphere (if the customers do not want to use the FusionStorage) 2.2 Configurations for Typical Scenarios Data Warehouse FusionCube Configuration A 12 U FusionCube subrack for the data warehouse comprises: Three half-width two-cpu computing nodes: E5-2680/256 GB RAM One half-width two-cpu management node: E5-2609/64 GB RAM Six full-width two-cpu storage nodes: E5-2609/64 GB RAM 28.8 TB SDD Built-in InfiniBand switch modules in active/standby mode Built-in 10GE switch modules in active/standby mode FusionStorage FusionSphere 3.x cloud computing virtualization or management platform General Configuration Server: two to four midrange computers or high-end x86 servers Data network: two 10GE core switches Internal switching: two InfiniBand switches Storage network: two 8 Gbit/s FC storage switches Switch: one fiber channel storage area network (FC SAN) storage with GB hard disk drives (HDDs) SSD cache: 6 TB SDD cache Virtualization: VMware vsphere v5 (optional) Cloud management: VMware vcenter (optional) Peer vendors also provide counterparts for this scenario, for example, the Exadata X3 with 1/4 or 1/2 subrack configuration. Enterprise Private Cloud/Data Center Infrastructure (Server Virtualization+VDI) 1. The minimum configuration of the FusionCube supports 100 to 300 VMs. 4

8 2 Sales Strategies for Sub-Division Markets and Customer Service Scenarios FusionCube Configuration General Configuration A 12 U FusionCube subrack comprises: Four full-width two-cpu computing nodes: E5-2640/128 GB RAM 10.8 TB available storage space: four blades, each providing nine 600 GB SASs Built-in 10GE switch modules in active/standby mode FusionStorage FusionSphere 3.x cloud computing virtualization or management platform Server: four 2 U two-cpu rack servers Data network: two 10GE core switches Storage network: two 8 Gbit/s FC storage switches Switch: one FC SAN storage with GB HDDs Virtualization: VMware vsphere Enterprise Plus v5.1 Cloud management: VMware vcloud v5.1 Peer vendors also provide counterparts for this scenario, for example, the VBlock SYSTEM 100 BX/DX. 2. The typical configuration of the FusionCube supports 350 to 800 VMs. FusionCube Configuration A 12 U FusionCube subrack comprises: Eight full-width two-cpu computing nodes: E5-2640/128 GB RAM 21.6 TB available storage space: eight blades, each providing nine 600 GB SASs Built-in 10GE switch modules in active/standby mode FusionStorage FusionSphere 3.x cloud computing virtualization or management platform General Configuration Server: eight 2 U two-cpu rack servers Data network: two 10GE core switches Storage network: two 8 Gbit/s FC storage switches Switch: one FC SAN storage with GB HDDs Virtualization: VMware vsphere Enterprise Plus v5.1 Cloud management: VMware vcloud v5.1 Peer vendors also provide counterparts for this scenario, for example, the VBlock SYSTEM 200 BASE/MAX. 2.3 Sales Restrictions and Precautions Power Supply in the Equipment Room The E9000 server requires four 16 A power supply ports or two 32 A power supply ports to ensure reliability. The power of a single subrack ranges from 1405 W to 5414 W based on the configuration. However, the power supply in the equipment room may affect the product configuration and portfolio for sales. 5

9 2 Sales Strategies for Sub-Division Markets and Customer Service Scenarios Transportation If the ordered specifications contain a cabinet, a large airplane and an automobile with a lifting tail gate are required for shipment. When the product is shipped with a package, the elevator must be more than 1400 mm wide and more than 2400 mm high. The transportation restrictions may affect the delivery time. Therefore, exercise caution on this point before signing the contract. For the delivery restrictions of other projects, see the FusionCube 2.0 Engineering Information Sheet. 6

10 3 Highlights and Selling Points 3 Highlights and Selling Points Customer Requirement Product Feature Benefit Integration Issues to be resolved for customers: Rapid growth of data Complex IT environment Agile requirement Simplification Issues to be resolved for customers: Requirements for service continuity Increasing of management costs Optimization A 12 U subrack integrating computing, storage, and network capabilities Linear and on-demand expansion and upgrade without changing the device type Unified configuration, management, and monitoring of physical and virtual resources Pre-installation of hardware, cable connection, and shipment in a cabinet Pre-integration of cloud computing virtualization and the management platforms Automatic discovery of physical devices and automatic parameter setting Unified platform for managing physical and virtual resources No additional switch or storage device required, thereby significantly simplifying the procurement, reducing 20% initial investment, saving 75% equipment room space, and reducing 67.5% energy consumption. Unified management helps to improve resource utilization. The O&M costs are reduced by over 30%.. The FusionCube enables one-stop delivery, pre-installation, and rapid service provisioning. The FusionCube supports one-click service deployment. The FusionCube provides easy O&M. 7

11 3 Highlights and Selling Points Customer Requirement Product Feature Benefit Issues to be resolved for customers: Rapid service growth IT capability bottlenecks Low application performance Distributed storage engine improving the I/O performance by three to five times PCIe SSDs improving storage performance Intelligent Network Interface Cards (inics) improving network performance by three times InfiniBand high-speed switch module providing 56 Gbit/s switching bandwidth Data warehouse: The throughput is improved by over 30%, and the query speed is increased by three to nine times. Data center virtualization: The FusionCube supports linear capacity expansion without deteriorating storage performance. 1 TB data reconstruction takes less than 30 minutes. 8

12 4 Competitive Analysis 4 Competitive Analysis Function Huawei FusionCube Cisco VBlock IBM PureSystems HP CloudSystem Dell Active System 800 Maximum computing capability in a subrack 32 CPUs 12.3 TB RAM 16 CPUs 6.2 TB RAM 56 CPUs 3.6 TB RAM 64 CPUs 8.2 TB RAM 32 CPUs 2 TB RAM Maximum storage capacity in a subrack 120 TB 150 TB 48 TB 280 TB 96 TB Network 10GE/40 GE FCoE InfiniBand 8/16G FC 10GE FCoE 10GE/40 GE FCoE InfiniBand 8/16 G FC 10GE 10GE Integrated architecture Integration of computing, storage, and network Network convergence+c ombination Combination Combination Combination Virtualization FusionSphere /VMware VMware PowerVM/KVM/V Mware Hyper V/VMware VMware Energy saving/ Environment protection Dynamic hibernation/ -5 C to +55 C Energy saving/5 C to 35 C Energy saving/5 C to 35 C Energy saving/5 C to 35 C Energy saving/5 C to 35 C Elastic/Linear expansion Linear expansion with flexible configuration Non-linear expansion Non-linear expansion Non-linear expansion Non-linear expansion Pre-sales/ After-sales services Services provided by one vendor Services provided by three vendors Services provided by one vendor Services provided by two vendors Services provided by two vendors 9

13 4 Competitive Analysis 4.1 Competitive Analysis Enterprise private cloud (virtualization) scenario Vendor Advantage Disadvantage Competitive Edge VCE 1. Ranks the first in the market share. 2. Provides series of products and various solutions. 1. High investment risks because of its high price and unclear prospect. 2. Complex architecture, massive components, complex networking and connection, and low reliability. 3. Services provided by three vendors, resulting in low efficiency. 1. The FusionCube provides integrated architecture. No external storage device or switch is required. The system architecture is more simple and reliable. 2. The pre-sales and after-sales services of the FusionCube are provided by one vendor. 3. The FusionCube is cost-effective. HP 1. Takes a high market share using the C7000 server. 2. Provides all solutions. 1. A variety of external storage devices for different scenarios. 2. Lack of the built-in NAS and FCoE. 3. Massive management ports and complex management. 1. The FusionCube provides integrated architecture. No external storage device or switch is required. The system architecture is more simple and reliable. 2. The FusionCube provides unified hardware and software management. IBM 1. Integrates experts' capabilities, enables automatic O&M, and rapidly responds to service changes. 2. Uses the built-in V7000 storage to provide storage virtualization and supports third-party storage devices. 1. Simple x86 virtualization without in-depth integration and optimization. 2. Dedicated built-in storage without in-depth integration. 3. Low cost-effectiveness. 4. Poor system I/O expansion capability. 1. The FusionCube provides integrated architecture. No external storage device or switch is required. The system architecture is more simple and reliable. 2. The backplane supports later upgrades and evolution. Data warehouse scenario 10

14 4 Competitive Analysis Vendor Advantage Disadvantage Competitive Edge ExaData 1. Monopolizes the online transaction processing (OLTP) market. 2. Reduces the I/O load using intelligent scan. 1. Bottleneck in complex queries. 2. High prices. 3. Shared storage, resulting in poor scalability. 1. The FusionCube can serve the customers who are attracted by the Exadata performance but vanquished by its price. Teradata 1. Ranks the first among data warehouse products. 2. Provides parallel processing and high performance. 1. Failure in interworking with OLAP or OLTP. 2. Low integration: A single subrack provides only 1/3 performance that of the FusionCube. 3. Dedicated hardware with inflexible configuration. 1. The FusionCube uses the standard x86 architecture and provides high integration. 2. The FusionCube is compatible with traditional OLTP database software. IBM Netezaa 1. Uses the SMP+MPP architecture. 2. Uses field programmable gate array (FPGA) to compress storage hardware. 1. Supports for only the data warehouse applications. 2. Fixed configuration and nonsupport for SSDs. 3. Expansion bottleneck with the SMP host. 1. The FusionCube is compatible with traditional OLTP database software. 2. The FusionCube supports smooth capacity expansion. 3. The FusionCube supports SSD and InfiniBand hardware acceleration. EMC Greenplum 1. Uses the general server. 2. Provides a unified platform for SQL and Hadoop. 1. Breakdown caused by hardware capacity expansion. 2. Supports for only Greenplum and Hadoop. 3. Lack of hardware acceleration: The performance is only 1/3 that of the FusionCube. 1. The FusionCube is compatible with the databases or data warehouses from multiple vendors. 2. The FusionCube supports SSD and InfiniBand hardware acceleration. 11

15 5 Sales Support 5 Sales Support 5.1 Documentation Technical Support Field Name Employee ID Mobile Phone Number Contact person for Chinese markets Contact person for international markets Contact person for Cloud Sailing 500 Gong Jiannong Wang Dingjun Wang Dingjun gongjiannong@huawei.com dingjun.wang@huawei.com dingjun.wang@huawei.com Contact person for global SA Contact person for the FusionCube Gu Qiang guqiang@huawei.com Sun Wanqi sunwanqi@huawei.com