Competitive Positioning – BlueArc vs. NetApp Sales Training eLearning.

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Competitive Positioning – BlueArc vs. NetApp Sales Training eLearning

Transcript of Competitive Positioning – BlueArc vs. NetApp Sales Training eLearning.

Page 1: Competitive Positioning – BlueArc vs. NetApp Sales Training eLearning.

Competitive Positioning – BlueArc vs. NetApp

Sales Training eLearning

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Course Description

This course will help learners position BlueArc versus NetApp for greater sales success

Target Audience

This course is for new BlueArc Sales professionals, sales managers, and

Sales team leaders who wish to successfully sell against NetApp.

Delivery Method

eLearning environment with interactive content to reinforce competitive

concepts, methods, and strategies.

Duration

20 minutes

Prerequisites

1. BlueArc  BlueTube Program Introduction

2. BlueArc  Corporate Presentation

3. BlueArc New Hire Training

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At the end of this course, BlueArc sales representatives will be able to:

•Provide customers with a basic overview of the Network Appliance company and its key products

•Identify which BlueArc products directly compete with which NetApp products

•State NetApp strengths and weaknesses in relation to BlueArc products

•Respond effectively to potential NetApp "Pot Shots" and customer objections

•Articulate BlueArc's 3 key points of differentiating value

Learning Objectives

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Course Outline1. Introduction

i. Course prerequisites

ii. Course learning objectives and course overview

2. NetApp Company and Product Overviewi. Company

ii. Platforms

iii. OS

iv. Software

3. Product Mapping and Positioningi. Platforms

ii. Software

4. Product Comparison and Analysisi. Direct Platform Comparison

ii. NetApp Weaknesses and BlueArc Strengths

iii. Summary of Customer Value Dimensions

5. Strategies for competingi. Overcoming Objections

a. NetApp “Pot Shots”

b. Potential Customer Objections

ii. Leading with BlueArc strengths

6. Summary Frame

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Competitive Positioning – BlueArc vs. NetApp

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Course Pre-requisites:– BlueArc BlueTube Program Introduction– BlueArc Corporate Presentation– BlueArc New Hire Training

BlueArc vs. NetAppCourse Introduction

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Course Overview

Learning Objectives•Provide customers with a basic overview of the Network Appliance company and its key products•Identify which BlueArc products directly compete with which NetApp products•State NetApp strengths and weaknesses in relation to BlueArc products•Respond effectively to potential NetApp "Pot Shots" and customer objections•Articulate BlueArc's key points of differentiating value

The course will include…•An overview for positioning BlueArc versus NetApp•Interactive quizzes•Detailed proof points for defending against NetApp in current accounts and winning against NetApp in new accounts

Course Test:There is a standalone test for this course. Successful completion is a score of 80% or higher.

BlueArc vs. NetAppCourse Introduction

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NetApp Company and Product Overview

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NetApp Fast Facts• Number of employees: 6,600+• Revenues: $2.8 billion (FY2007)• Year founded: 1992• Fortune 1000 company• 113 offices worldwide

BlueArc vs. NetAppCompany Overview

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Platforms OverviewFAS Series: NetApp FAS systems deliver simultaneous access for files and block level application data connections to Fibre Channel and IP networks.(FAS6030,FAS6070, FAS6080) fits into 6U space

(FAS3140,FAS3170) fits into 6U space

(FAS3020,FAS3040,FAS3050,FAS3070) fits into 3U space

(FAS2020, FAS2050) fits into 2U space

V Series: NetApp storage virtualization systems leverage dynamic virtualization while managing enterprise applications across multiple environments.

V6000 Series - V6030, V6070, V6080) fits into 6U space

V3100 Series(V3140,V3170) fits into 6U space

V3000 Series (V3020, V3040, V3050, V3070) fits into 3U space Performance Acceleration Module (Intelligent Read Cache ) PCI Express card

BlueArc vs. NetAppPlatforms Overview

bruce
Each visual object below includes a hyperlink for where you can obtain the actual object.
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Platform OSData ONTAP 7GGeneral purpose operating system in NetApp FAS and V-Series systems for a fully virtualized data management environmentFeatures of Data ONTAP 7G:Deduplication, FlexShare, Snapshot, FlexVol , RAID-DP, FilerView , Active-Active Controller, SyncMirror; Optional: FlexCache& Storage Accelerator Appliance , FlexClone, MultiStore

Data ONTAP GXHighly scalable operating system that integrates NetApp FAS systems into a multi-node, high-performance system.Features of Data ONTAP GX:HPO (High Performance Option)

BlueArc vs. NetAppOS Overview and Supported Software Features

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BlueArc vs. NetAppProduct Mapping and Positioning

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NetApp Products BlueArc ProductsFAS6000 Series - FAS6080 (7G Only) Titan 3200- FAS6070 (Supported by GX) Titan 3200- FAS6030 (7G Only) Titan 3200FAS3000 Series - FAS3170 (7G & GX) Titan 3100 / Titan 3200 if consolidating 3 or more systems- FAS3070 (7G Only) Titan 3100 / Titan 3200 if consolidating 3 or more systems- FAS3050 (Supported with GX) Titan 3100- FAS3040 Titan 3100- FAS3020 (7G) Titan 3100FAS2000 Series

Don't Compete Here - Low EndV Series -V6000 Series (7G only) Titan 3200-V3100 Series (7G & GX) Titan 3200-V3000 Series (7G only) Titan 3100

BlueArc vs. NetAppProduct Mapping

NetApp competes head:head with BlueArc with their High-end FAS Systems and V Series Systems

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BlueArc vs. NetAppSoftware Features Overview

Product Function NetApp FAS BlueArc Titan

Virtual Server MultiStoreAllows separate IP addresses and policies

within a filer

Secure Virtual Server provides separate Domain, IP address and policies with a

Titan & allows migration

Writable Snapshots

FlexClone Writable snapshots are not available at this time

Replication SnapMirror supports asynchronous and near synchronous replication of a

snapshot

IBR or IDR (Incremental Block or Data Replication) supports asynchronous

snapshots

Back-up Snap Vault: Subset of SnapMirror Native NDMP and interface to 3rd party software

File Caching FlexCache Cluster Read-Caching and Local Read-Caching

Deduplication ASIS –A Single Instance Storage Offered via 3rd party using Cross Platform Migration

Software Features Comparison

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BlueArc vs. NetAppSoftware Features Overview

Product Function NetApp FAS BlueArc Titan

Virtual Server MultiStoreAllows separate IP addresses and policies

within a filer

Secure Virtual Server provides separate Domain, IP address and policies with a

Titan & allows migration

Writable Snapshots

FlexClone Writable snapshots are not available at this time

Replication SnapMirror supports asynchronous and near synchronous replication of a

snapshot

IBR or IDR (Incremental Block or Data Replication) supports asynchronous

snapshots

Back-up Snap Vault: Subset of SnapMirror Native NDMP and interface to 3rd party software

File Caching FlexCache Cluster Read-Caching and Local Read-Caching

Deduplication ASIS –A Single Instance Storage Offered via 3rd party using Cross Platform Migration

Software Features Comparison

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BlueArc vs. NetAppSoftware Features Overview

Product Function NetApp FAS BlueArc Titan

Virtual Server MultiStoreAllows separate IP addresses and policies

within a filer

Secure Virtual Server provides separate Domain, IP address and policies with a

Titan & allows migration

Writable Snapshots

FlexClone Writable snapshots are not available at this time

Replication SnapMirror supports asynchronous and near synchronous replication of a

snapshot

IBR or IDR (Incremental Block or Data Replication) supports asynchronous

snapshots

Back-up Snap Vault: Subset of SnapMirror Native NDMP and interface to 3rd party software

File Caching FlexCache Cluster Read-Caching and Local Read-Caching

Deduplication ASIS –A Single Instance Storage Offered via 3rd party using Cross Platform Migration

Software Features Comparison

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BlueArc vs. NetAppSoftware Features Overview

Product Function NetApp FAS BlueArc Titan

Virtual Server MultiStoreAllows separate IP addresses and policies

within a filer

Secure Virtual Server provides separate Domain, IP address and policies with a

Titan & allows migration

Writable Snapshots

FlexClone Writable snapshots are not available at this time

Replication SnapMirror supports asynchronous and near synchronous replication of a

snapshot

IBR or IDR (Incremental Block or Data Replication) supports asynchronous

snapshots

Back-up Snap Vault: Subset of SnapMirror Native NDMP and interface to 3rd party software

File Caching FlexCache Cluster Read-Caching and Local Read-Caching

Deduplication ASIS –A Single Instance Storage Offered via 3rd party using Cross Platform Migration

Software Features Comparison

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BlueArc vs. NetAppSoftware Features Overview

Product Function NetApp FAS BlueArc Titan

Virtual Server MultiStoreAllows separate IP addresses and policies

within a filer

Secure Virtual Server provides separate Domain, IP address and policies with a

Titan & allows migration

Writable Snapshots

FlexClone Writable snapshots are not available at this time

Replication SnapMirror supports asynchronous and near synchronous replication of a

snapshot

IBR or IDR (Incremental Block or Data Replication) supports asynchronous

snapshots

Back-up Snap Vault: Subset of SnapMirror Native NDMP and interface to 3rd party software

File Caching FlexCache Cluster Read-Caching and Local Read-Caching

Deduplication ASIS –A Single Instance Storage Offered via 3rd party using Cross Platform Migration

Software Features Comparison

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Software Features Comparison

BlueArc vs. NetAppSoftware Features Overview

Product Function NetApp FAS BlueArc Titan

Virtual Server MultiStoreAllows separate IP addresses and policies

within a filer

Secure Virtual Server provides separate Domain, IP address and policies with a

Titan & allows migration

Writable Snapshots

FlexClone Writable snapshots are not available at this time

Replication SnapMirror supports asynchronous and near synchronous replication of a

snapshot

IBR or IDR (Incremental Block or Data Replication) supports asynchronous

snapshots

Back-up Snap Vault: Subset of SnapMirror Native NDMP and interface to 3rd party software

File Caching FlexCache Cluster Read-Caching and Local Read-Caching

Deduplication ASIS –A Single Instance Storage Offered via 3rd party using Cross Platform Migration

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Software Features Comparison

Product Function NetApp FAS BlueArc TitanVirtual Server MultiStore

Allows separate IP addresses and policies within a filer

Secure Virtual Server provides separate Domain, IP address and policies with a Titan &

allows migration

Writable Snapshots

FlexClone Writable snapshots are not available at this time

Replication SnapMirror supports asynchronous and near synchronous replication of a snapshot

IBR or IDR (Incremental Block or Data Replication) supports asynchronous snapshots

Back-up Snap Vault: Subset of SnapMirror Native NDMP and interface to 3rd party software

File Caching FlexCache Cluster Read-Caching and Local Read-Caching

Deduplication ASIS –Advanced Single Instance Storage Offered via 3rd party using Cross Platform Migration

BlueArc vs. NetAppSoftware Features Overview

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BlueArc vs. NetAppProduct Comparison and Analysis

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BlueArc vs. NetAppDirect Platform Comparison

BlueArc AdvantagesFeatures

Platform Features and BlueArc Advantages

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Platform Comparison

Platform Features NetApp FAS3000 and FAS 6000 Series

BlueArc Titan3100 and 3200

BlueArc Advantage

1. Architecture Software-based Hardware-based Faster performance and lower TCO

2. File Systems Up to 16TB with up to 20% overhead

Up to 256TB per file system, and 1% overhead

Larger datasets, fewer servers

3. Capacity Varying levels, with some over 100 TB raw

Up to 4PB Fewer filers, larger datasets, lower maintenance

4. Virtualization MultiStore Advanced Virtualization Virtualization with less performance overhead

5. Tiered Storage Supported, but limited performance

Migrate data transparently Easier management and lower TCO

BlueArc vs. NetAppPlatform Features and BlueArc Advantages

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Platform Comparison

Platform Features NetApp FAS3000 and FAS 6000 Series

BlueArc Titan3100 and 3200

BlueArc Advantage

1. Architecture Software-based Hardware-based Faster performance and lower TCO

2. File Systems Up to 16TB with up to 20% overhead

Up to 256TB per file system, and 1% overhead

Larger datasets, fewer servers

3. Capacity Varying levels, with some over 100 TB raw

Up to 4PB Fewer filers, larger datasets, lower maintenance

4. Virtualization MultiStore Advanced Virtualization Virtualization with less performance overhead

5. Tiered Storage Supported, but limited performance

Migrate data transparently Easier management and lower TCO

BlueArc vs. NetAppPlatform Features and BlueArc Advantages

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Platform Comparison

Platform Features NetApp FAS3000 and FAS 6000 Series

BlueArc Titan3100 and 3200

BlueArc Advantage

1. Architecture Software-based Hardware-based Faster performance and lower TCO

2. File Systems Up to 16TB with up to 20% overhead

Up to 256TB per file system, and 1% overhead

Larger datasets, fewer servers

3. Capacity Varying levels, with some over 100 TB raw

Up to 4PB Fewer filers, larger datasets, lower maintenance

4. Virtualization MultiStore Advanced Virtualization Virtualization with less performance overhead

5. Tiered Storage Supported, but limited performance

Migrate data transparently Easier management and lower TCO

BlueArc vs. NetAppPlatform Features and BlueArc Advantages

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Platform Comparison

Platform Features NetApp FAS3000 and FAS 6000 Series

BlueArc Titan3100 and 3200

BlueArc Advantage

1. Architecture Software-based Hardware-based Faster performance and lower TCO

2. File Systems Up to 16TB with up to 20% overhead

Up to 256TB per file system, and 1% overhead

Larger datasets, fewer servers

3. Capacity Varying levels, with some over 100 TB raw

Up to 4PB Fewer filers, larger datasets, lower maintenance

4. Virtualization MultiStore Advanced Virtualization Virtualization with less performance overhead

5. Tiered Storage Supported, but limited performance

Migrate data transparently Easier management and lower TCO

BlueArc vs. NetAppPlatform Features and BlueArc Advantages

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Platform Comparison

Platform Features NetApp FAS3000 and FAS 6000 Series

BlueArc Titan3100 and 3200

BlueArc Advantage

1. Architecture Software-based Hardware-based Faster performance and lower TCO

2. File Systems Up to 16TB with up to 20% overhead

Up to 256TB per file system, and 1% overhead

Larger datasets, fewer servers

3. Capacity Varying levels, with some over 100 TB raw

Up to 4PB Fewer filers, larger datasets, lower maintenance

4. Virtualization MultiStore Advanced Virtualization Virtualization with less performance overhead

5. Tiered Storage Supported, but limited performance

Migrate data transparently Easier management and lower TCO

BlueArc vs. NetAppPlatform Features and BlueArc Advantages

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Platform Comparison

Platform Features NetApp FAS3000 and FAS 6000 Series

BlueArc Titan3100 and 3200

BlueArc Advantage

1. Architecture Software-based Hardware-based Faster performance and lower TCO

2. File Systems Up to 16TB with up to 20% overhead

Up to 256TB per file system, and 1% overhead

Larger datasets, fewer servers

3. Capacity Varying levels, with some over 100 TB raw

Up to 4PB Fewer filers, larger datasets, lower maintenance

4. Virtualization MultiStore Advanced Virtualization Virtualization with less performance overhead

5. Tiered Storage Supported, but limited performance

Migrate data transparently Easier management and lower TCO

BlueArc vs. NetAppPlatform Features and BlueArc Advantages

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BlueArc vs. NetAppKey Sales Knockoffs

StrengthsWeaknesses

NetApp Weaknesses and BlueArc Strengths

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NetApp Weaknesses and Key Sales Knock-offs

NetAppWeaknesses BlueArc Strength

1. Low performance withsoftware-based architectureApproach

Hardware architecture outperforms the FAS product family by 2-8 times

2. Limited scalability for 7G Titan scales to 4PB, without degradation in performance

3. Lower usable capacity due to higher overhead of file system & features

Overhead is just 1% due to efficient object-based file systems

4. Smaller file system – only 16TB on ONTAP 7G and GX

Titan file system can scale to 256TB (16 times larger than NetApp)

5. Price/Performance generally increases with NetApp, and customers need to constantly upgrade to new software licenses and support

BlueArc keeps costs flat and doubles performance with modular upgrades, and delivers a better TCO with fewer nodes and fewer upgrades

6. Must choose between storage operating system: ONTAP GX (performance) or 7G (enterprise)

Titan has a single code base with both enterprise class data protection and performance features like Global Name Space.

BlueArc vs. NetAppNetApp Weaknesses and BlueArc Strengths

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NetApp Weaknesses and Key Sales Knock-offs

NetAppWeaknesses BlueArc Strength

1. Low performance withsoftware-based architectureApproach

Hardware architecture outperforms the FAS product family by 2-8 times

2. Limited scalability for 7G Titan scales to 4PB, without degradation in performance

3. Lower usable capacity due to higher overhead of file system & features

Overhead is just 1% due to efficient object-based file systems

4. Smaller file system – only 16TB on ONTAP 7G and GX

Titan file system can scale to 256TB (16 times larger than NetApp)

5. Price/Performance generally increases with NetApp, and customers need to constantly upgrade to new software licenses and support

BlueArc keeps costs flat and doubles performance with modular upgrades, and delivers a better TCO with fewer nodes and fewer upgrades

6. Must choose between storage operating system: ONTAP GX (performance) or 7G (enterprise)

Titan has a single code base with both enterprise class data protection and performance features like Global Name Space.

BlueArc vs. NetAppNetApp Weaknesses and BlueArc Strengths

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NetApp Weaknesses and Key Sales Knock-offs

NetAppWeaknesses BlueArc Strength

1. Low performance withsoftware-based architectureApproach

Hardware architecture outperforms the FAS product family by 2-8 times

2. Limited scalability for 7G Titan scales to 4PB, without degradation in performance

3. Lower usable capacity due to higher overhead of file system & features

Overhead is just 1% due to efficient object-based file systems

4. Smaller file system – only 16TB on ONTAP 7G and GX

Titan file system can scale to 256TB (16 times larger than NetApp)

5. Price/Performance generally increases with NetApp, and customers need to constantly upgrade to new software licenses and support

BlueArc keeps costs flat and doubles performance with modular upgrades, and delivers a better TCO with fewer nodes and fewer upgrades

6. Must choose between storage operating system: ONTAP GX (performance) or 7G (enterprise)

Titan has a single code base with both enterprise class data protection and performance features like Global Name Space.

BlueArc vs. NetAppNetApp Weaknesses and BlueArc Strengths

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NetApp Weaknesses and Key Sales Knock-offs

NetAppWeaknesses BlueArc Strength

1. Low performance withsoftware-based architectureApproach

Hardware architecture outperforms the FAS product family by 2-8 times

2. Limited scalability for 7G Titan scales to 4PB, without degradation in performance

3. Lower usable capacity due to higher overhead of file system & features

Overhead is just 1% due to efficient object-based file systems

4. Smaller file system – only 16TB on ONTAP 7G and GX

Titan file system can scale to 256TB (16 times larger than NetApp)

5. Price/Performance generally increases with NetApp, and customers need to constantly upgrade to new software licenses and support

BlueArc keeps costs flat and doubles performance with modular upgrades, and delivers a better TCO with fewer nodes and fewer upgrades

6. Must choose between storage operating system: ONTAP GX (performance) or 7G (enterprise)

Titan has a single code base with both enterprise class data protection and performance features like Global Name Space.

BlueArc vs. NetAppNetApp Weaknesses and BlueArc Strengths

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NetApp Weaknesses and Key Sales Knock-offs

NetAppWeaknesses BlueArc Strength

1. Low performance withsoftware-based architectureApproach

Hardware architecture outperforms the FAS product family by 2-8 times

2. Limited scalability for 7G Titan scales to 4PB, without degradation in performance

3. Lower usable capacity due to higher overhead of file system & features

Overhead is just 1% due to efficient object-based file systems

4. Smaller file system – only 16TB on ONTAP 7G and GX

Titan file system can scale to 256TB (16 times larger than NetApp)

5. Price/Performance generally increases with NetApp, and customers need to constantly upgrade to new software licenses and support

BlueArc keeps costs flat and doubles performance with modular upgrades, and delivers a better TCO with fewer nodes and fewer upgrades

6. Must choose between storage operating system: ONTAP GX (performance) or 7G (enterprise)

Titan has a single code base with both enterprise class data protection and performance features like Global Name Space.

BlueArc vs. NetAppNetApp Weaknesses and BlueArc Strengths

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NetApp Weaknesses and Key Sales Knock-offs

NetAppWeaknesses BlueArc Strength

1. Low performance withsoftware-based architectureApproach

Hardware architecture outperforms the FAS product family by 2-8 times

2. Limited scalability for 7G Titan scales to 4PB, without degradation in performance

3. Lower usable capacity due to higher overhead of file system & features

Overhead is just 1% due to efficient object-based file systems

4. Smaller file system – only 16TB on ONTAP 7G and GX

Titan file system can scale to 256TB (16 times larger than NetApp)

5. Price/Performance generally increases with NetApp, and customers need to constantly upgrade to new software licenses and support

BlueArc keeps costs flat and doubles performance with modular upgrades, and delivers a better TCO with fewer nodes and fewer upgrades

6. Must choose between storage operating system: ONTAP GX (performance) or 7G (enterprise)

Titan has a single code base with both enterprise class data protection and performance features like Global Name Space.

BlueArc vs. NetAppNetApp Weaknesses and BlueArc Strengths

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NetApp Weaknesses and Key Sales Knock-offs

NetAppWeaknesses BlueArc Strength

1. Low performance withsoftware-based architectureApproach

Hardware architecture outperforms the FAS product family by 2-8 times

2. Limited scalability for 7G Titan scales to 4PB, without degradation in performance

3. Lower usable capacity due to higher overhead of file system & features

Overhead is just 1% due to efficient object-based file systems

4. Smaller file system – only 16TB on ONTAP 7G and GX

Titan file system can scale to 256TB (16 times larger than NetApp)

5. Price/Performance generally increases with NetApp, and customers need to constantly upgrade to new software licenses and support

BlueArc keeps costs flat and doubles performance with modular upgrades, and delivers a better TCO with fewer nodes and fewer upgrades

6. Must choose between storage operating system: ONTAP GX (performance) or 7G (enterprise)

Titan has a single code base with both enterprise class data protection and performance features like Global Name Space.

BlueArc vs. NetAppNetApp Weaknesses and BlueArc Strengths

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BlueArc vs. NetAppSummary of Customers Value

Dimensions

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BlueArc vs. NetAppSummary of Customer Value Dimensions

What Customers Value

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How Does BlueArc Stack Up?

BlueArc vs. NetAppSummary of Customer Value Dimensions

bruce
Change to 2.5
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In Summary

- BlueArc has a clear lead in most areas that customers value. - Steer customers towards the dimensions where BlueArc has clear advantage

BlueArc vs. NetAppSummary of Customer Value Dimensions

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Knowledge Check

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Review – Order the BlueArc advantages on the right with the platform features on the left.

BlueArc vs. NetAppNetApp Weaknesses and BlueArc Strengths

Platform Features BlueArc Advantage

1. Architecture Faster performance and lower TCO

2. File Systems Larger datasets, fewer servers

3. Capacity Fewer filers, larger datasets, lower maintenance

4. Virtualization Virtualization with less performance overhead

5. Tiered Storage Easier management and lower TCO

bruce
Note to team...shuffle the BlueArc advantages on the right.
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BlueArc vs. NetAppNetApp Weaknesses and BlueArc Strengths

Review – Match the NetApp key weakness with the correct BlueArc Advantage

Key Weaknesses BlueArc Advantage

1. Low performance withsoftware-based architectureApproach

Titan has a single code base with both enterprise class data protection and performance features like Global Name Space.

2. Limited scalability Titan file system can scale to 256TB (16 times larger than NetApp)

3. Lower usable capacity due to higher overhead of file system & features

Overhead is just 1% due to efficient object-based file systems

4. Smaller file system – only 16TB on ONTAP 7G and GX

Hardware architecture outperforms the FAS product family by 2-8 times

5. Price/Performance generally increases with NetApp

BlueArc has proven enterprise functionality

6. Higher ongoing costs BlueArc delivers a better TCO with fewer nodes, fewer upgrades and no forklift upgrades

7. Must choose between storage operating system: ONTAP GX (performance) or 7G (enterprise)

Titan scales to 4PB, without degradation in performance

8. GX is unproven BlueArc keeps costs flat and doubles performance with modular upgrades

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BlueArc vs. NetAppStacking Up

Answer the following questions with H or L:1.Dollar Value – Is NetApp higher or lower? ____2.Performance – Is NetApp higher or lower? ____3.Scalability – Is NetApp higher or lower? ____4.Capacity – Is NetApp higher or lower? ____5.Data Protection – Is NetApp higher or lower? ____6.Ease of Use – Is NetApp higher or lower? ____7.Feature Set – Is NetApp higher or lower? ____8.Depth and Breadth of Product Line – Is NetApp higher or lower? ____

Review

bruce
Note for team. Correct answers are:Correct Answers1. L2. L3. L4. L5. H6. L7. L8. H
bruce
Note for team. When learner gets wrong answer, present the "popup" information within the speaker notes below.
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BlueArc vs. NetAppStrategies for Competing

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BlueArc vs. NetAppResponding to NetApp “Pot Shots” and

Potential Customer Objections

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Strategies for Competing

BlueArc vs. NetAppResponding to NetApp “Pot Shots”

BlueArc does not have a broad product line or integration with

enterprise apps like Oracle

BlueArc is going out of business

BlueArc’s products are

expensive

BlueArc’s products are based on proprietary technology

BlueArc products lack software features

bruce
Note to team...to use a different layout/metaphor for this last section. BlueArc prefers to not use a star.
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Strategies for Competing

BlueArc vs. NetAppResponding to NetApp “Pot Shots”

BlueArc works with software partners like Veritas, CommVault and others who provide industry leading

integration with Oracle and other apps

BlueArc is going out of business

BlueArc’s products are

expensive

BlueArc’s products are based on proprietary technology

BlueArc products lack software features

Page 49: Competitive Positioning – BlueArc vs. NetApp Sales Training eLearning.

BlueArc vs. NetAppResponding to NetApp “Pot Shots”

BlueArc works with software partners like Veritas, CommVault and others who provide industry leading

integration with Oracle and other apps

BlueArc is going out of business

BlueArc’s products are

expensive

Titan uses industry standards to interface to networks,

servers, clients, tape libraries and other devices

BlueArc products lack software features

Strategies for Competing

Page 50: Competitive Positioning – BlueArc vs. NetApp Sales Training eLearning.

BlueArc vs. NetAppResponding to NetApp “Pot Shots”

BlueArc works with software partners like Veritas, CommVault and others who provide industry leading

integration with Oracle and other apps

BlueArc has strategic partners, bluechip customers, and is

going public

BlueArc’s products are

expensive

Titan uses industry standards to interface to networks,

servers, clients, tape libraries and other devices

BlueArc products lack software features

Strategies for Competing

Page 51: Competitive Positioning – BlueArc vs. NetApp Sales Training eLearning.

BlueArc vs. NetAppResponding to NetApp “Pot Shots”

BlueArc works with software partners like Veritas, CommVault and others who provide industry leading

integration with Oracle and other apps

BlueArc has stragic partners, bluechip customers, and is

going public

BlueArc products are faster and more

scalable, and are cost comparable

Titan uses industry standards to interface to networks,

servers, clients, tape libraries and other devices

Titan has a full suite of enterprise software

features

Strategies for Competing

Page 52: Competitive Positioning – BlueArc vs. NetApp Sales Training eLearning.

BlueArc vs. NetAppResponding to NetApp “Pot Shots”

BlueArc works with software partners like Veritas, CommVault and others who provide industry leading

integration with Oracle and other apps

BlueArc has stragic partners, bluechip customers, and is

going public

BlueArc products are faster and more

scalable, and are cost comparable

Titan uses industry standards to interface to networks,

servers, clients, tape libraries and other devices

Titan has a full suite of enterprise software

features

Strategies for Competing

Page 53: Competitive Positioning – BlueArc vs. NetApp Sales Training eLearning.

BlueArc vs. NetAppLeading with BlueArc Strengths

Page 54: Competitive Positioning – BlueArc vs. NetApp Sales Training eLearning.

Leading with BlueArc strengthsPlatform: Intelligent platform for file services

– Hardware accelerated architecture with massive parallelism

– Modular upgradeable design

– Open shared approach to tiered storage

– Highest performance of up to 200,000 SpecSFS IOPs per node

– Greatest capacity of up to 4PB per node

– Best price/performance & IOPs/$

– Superior TCO and power efficiency

Software: Complete software suite– File system size of up to 256TBs and 16 million objects per directory

– Integrated cluster namespace

– Integrated policy based data migration with cross platform links

– Single operating system

Page 55: Competitive Positioning – BlueArc vs. NetApp Sales Training eLearning.

There is a standalone test for this course. Successful completion is a score of 80% or higher.