8/18/2019 Artico Intelligent NAS Appliance - Sale Guide [ST01712A]

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Artico Intelligent NAS Appliance  – Sales Guide 

1.  OVERVIEW & OBJECTIVES

This sales guide was created to support two sales plays implemented in August. The messaging and content is relevant

to Artico in general, and thus can be a good tool to use outside of these sales plays as well. The objective of the salesplays is to present the Artico/Gen3 value proposition to prospects that considered but did not purchase Quantum Scalar

products in the past, and to existing Scalar IB customers. The Artico product provides a new and compelling reason to

engage with these customers/prospects, and help them better manage their growing data assets. This sales guide

provides background information and discussion topics to facilitate the qualification of leads into opportunities.

2.  MESSAGING/BACKGROUND INFORMATION

Unstructured Data: Think of unstructured data as data

not associated with database applications, like Oracle

or ERP systems. One way to think of unstructured data

is individual user content – so, PowerPoint

presentations, Word documents, Excel spreadsheets,

pdf documents, engineering drawings, etc.

Unstructured Data Growth: Data growth has been an

on-going challenge for IT organizations for years.

Recently, however, the growth rate of unstructured

data has far outpaced the growth rate of traditional,

structured data. This dramatic growth of unstructured

data is projected to continue – with unstructured data

forecast to be almost 8X the amount of structured data in just 5 years.

Growth Drivers: Video is a big driver. As digital video production costs have declined, the use of video has grown

significantly for marketing, education/training, as well as internal communications. And HD video is driving the file sizes

even larger. The use of video surveillance is also driving greater video content, and again HD is driving larger file sizes.

Beyond video, just think of all the content employees generate on a daily basis – from Microsoft Office documents

(presentations, spreadsheets, word processing), to scanned images and/or pdf versions of documents, and then

engineering/architectural designs. Finally, companies are keeping all this data much longer now – perhaps even forever

 – as they realize it has value well after the initial purpose has

expired.

The Problem: So what’s the problem with this growth in

unstructured data? First, it drives up the primary storage

costs, which is an expensive tier of storage; and as discussed

it’s growing at a faster rate than historical growth rates. The

second problem is unstructured data doesn’t compress or

deduplicate well, increasing the cost of data protection

(backup) and disaster recovery (DR), while increasing the

time required to perform backups. Backup software costs

increase, the backup/DR hardware costs increase, the

Massive Growth Of Rich, Unstructured Data

44Zettabytes

5 Zettabytes

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network costs increase, and the time required for employees to managing this larger amount of data and infrastructure

increases. IT organizations just don’t have budget to

support this explosive data growth by applying the same

tools and principles as in the past – something has to give.

The Solution: The solution is to move static, unstructured

content to less expensive archive storage that still

provides content owners with access to their files. Moving

this content off primary storage has the added cost

benefit of reducing backup/DR costs too. Many customers

see cloud storage as a solution, and may have corporate

directives to implement cloud strategies. It’s important to

note, that this is complementary to Quantum’s view and

our solution enables cloud implementation as a storage tier, including both public and private cloud.

3.  TALKING POINTS/SETTING THE APPOINTMENT

Probe to understand if there’s pain with the customer’s current storage solution. Utilize open-ended questions (vs.

yes/no questions) to get the customer talking and then listen for key triggers. Leads were generated from an email sent

with the following heading: “Save 30% on Intelligent NAS Appliance with Automatic Tiering to Cloud, Tape and Object

Storage”. We do have a program for a 30% discount, but at this point in the discussion, it’s important to probe for

problem/solution, so that’s where the following talking points focus. 

Examples to Start Dialog:

 

Tell me about your storage environment and how fast your data is growing

 

Tell me about your cloud strategy 

How are your backup and DR processes going?

 

How is your storage budget?

  Tell me about your unstructured data and how you’re dealing with that content  

Listen/Probe for:

 

Pain terms like “incomplete jobs”, “slow”, “no budget” 

 

Users think we can keep data forever

 

Wait and see attitude; cloud will solve our problems… 

Set the appointment:

 

We have customers that have reduced their overall storage spend by 60%, and even more. Is this something

you’d like to learn more about?

  Other customer’s have addressed the same _____________ (insert pain point) issue by deploying our intelligent

NAS appliance to automatically tier older content to less expensive storage. Can I schedule an appointment to

discuss this solution in detail?

 

We see customers typically with 40-60% of their data being static, unstructured content. By leveraging your

existing Scalar library as an archive target you can significantly reduce overall storage costs, while improving

user access to their files. Can I schedule an appointment to discuss this solution in detail?

 

We have a cloud solution that is simple to deploy and manage, that integrates a NAS interface with public

and/or private cloud storage. Is this something you’d like to learn more about?  

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4.  AVAILABLE SALES TOOLS AND PROMOTIONAL PROGRAMS

Artico

Collateral Document # Description

Artico NAS Appliance Datasheet DS00480A Datasheet with technical specifications

Artico NAS Appliance Solution Brief SB00115A Solution brief for Artico with Arkivio archive software

Quantum Archive Presentation P00793A   Customer presentation of Quantum archive solutions

Quantum Xpert DC Archive Training 5-5023 Brief training video on data center archive

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