The Journey Towards the New ITHyperconverged and Software Defined Storage Imperative

IT decisions for the first time in our industry match that of a normal everyday buying decision.Jeffrey Laird, Business Development, ISV-SI Team

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At the end of this presentation, you should:

•Reaffirm that Enterprise IT is becoming consumable and the model is changing whether Lenovo is with it or not, sellers must change to succeed.

•Understand the practical impact of the Hyperconverged market shift and the opportunity for Lenovo

•Understand the use cases and potential questions and risks with a Hyperconverged opportunity

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Enterprise IT Customers Are Demanding IT Now

User Community

• Cloud delivered services when I need it

Lenovo : Red Hat, Cloudforms and Openstack

• Immediate Low Cost Storage available they way “I” want it.

Lenovo : Hyperconverged

• Understanding Data to solve a problem or exploit an opportunity• Lenovo : Big Data

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Definitions for the Storage MarketStorage was created to hold data which wasn’t being used in that

nanosecond for a processor to complete a specific request.

•Hard Drives appeared all over the enterprise with the shift to X86 servers. Just like server sprawl or VM sprawl of today, it was wicked hard to manage all of the hard drives and capacity was wasted in each server.

•Storage Area Networks (Data) and Network Area Storage (Files) were invented to pool capacity, ease management and increase agility.

•Google invented a way to remove this framework storage dependency and created massive scale and induced a market change… and the hyperconveraged market was born.

• Companies like Nutanix, DataCore, Simplivity, and StorMagic Etc. have added to the value proposition of hyperconveraged and are now taking to the mass market.

Capacity: 1 Phone Pic

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The Slide with the Charts

2013 2014 2015 2016 2017 2018 2019 2020 2021 2022 2023

1 2 3 4 7 12 19 3048

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Storage Capacity

In TB

62% CAGR

IT Budget

2% CAGR

Data growth makes today’s storage solutions unsustainable

$40 Billion Market Shift; 2015-2020

Lenovo is committed to addressing both the growing storage market and the shift in storage architecture.

Lenovo sales professional driving this change will earn more than their internal peers and competitor’s burdened with traditional storage quota.

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Historical Customer Request for Storage• What a Storage Request from a few years ago sounded like this:I need two hard drives for mirroring the operating system. Two dual ported 16GB hard drives on a dedicated SCSI path, with a mirror raid setting. The raid card needs to have battery back up and write back cache. The I will need dedicated access to 350k I/Ops of FC storage spread across LUNS which matches the limitation of my OS service patch. I may change the operating system in a couple of years, but I hope not… the application company is saying it may be a future requirement. Total capacity should be 500GB with ideally 32GB drives, but what are the price alternatives of both larger and smaller drives? You figure out the back up needs, I don’t want to pay for anything but I expect the data to always be available. Since its my data I want to be the only one to be able to access the storage

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Historical Customer Request for Storage• What a Storage Cost Structure from a few years ago looked like this:

• Improved Storage Quality had disproportionate increase in cost

• Component and system redundancy

• Specialized people assigned for support

• Significant planning and limiting procedures

• For 20+ years it was widely accepted as the cost of doing business in IT

• Windows, Virtualization, Linux, Hyperconveragedand other technologies all represent technologies Which have and will “smooth out” the cost curve.

Quality

$

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Historical Storage Request in the New IT CafeThe Storage Salad Bar

HD CapacitiesHD size

HD SpeedRAID CardCard Slots

CacheLUN Options

Switching OptionsSwitching Speeds

Storage MgmtSwitch Mgmt

Software RAIDBack Up

DC locationUPS

PoliciesSecurity

ComplianceGovernance

Product SupportMaintenance

Etc.

“ I am hungry for a Salad”Who is being served the salad?

What is the ambiance you expect with the experience?How fresh should the ingredients be?

How quickly does the salad need to be delivered?Is there any allergic reactions to particular ingredient?

How will determine what you will be willing to pay for the right salad?

Who or what is consuming the data?What are the operational requirements for storing or consuming the data ?

How quickly does the data need to accessed? How long retained?How quickly does the storage need to be available? Stay available?

What are attributes you don’t want in a storage request?What is your funding approach and preferred consumption model for storage?

“ I am hungry for Storage”

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the New IT Café for Storage Requirements“ I am hungry for a Salad”

EasyCheapFast

DurableRisky

EasyCheapFast

AvailableFunctional

EasyCheap

AvailablePleasant

Filling

DiverseCostly

AvailablePleasing

Fresh

InnovativeExpensive

UniqueExperience

Fresh

Storage”

Capacity: 1 Phone Pic

Hyperconverged and Software Defined Storage

Low Cost Low Cost

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Enterprise IT shifting to a Consumption Model

Hardware

Service Catalog aka (Web Portal)

Software Corporate Policy/Process

Security

Standards

Server

Storage

Network

DC

Application

ERP

OS etc.

Data Protection

Tech Support

Governance

User Community

TechnicalExpertise

Enterprise IT is combination of hardware, software along with Corporate policies and procedures.Even the best traditional IT shops deliver what they think users needs. Sometimes these efforts take 36 months to deliver.

BusinessAnalysts

Cloud

Workflows

New IT requires IT to understand the End User and their business goals. Business Speed within IT is now expected. The term Agility symbolizes the IT shift towards .

CIOs have shift there resources to better understand their user’s needs and replaced legacy think with consumption based IT offerings, like Cloud.

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The Operational Impact of Hyperconverged

Hardware

Service Catalog aka (Web Portal)

Software Corporate Policy/Process

Security

Network

DC

Application

ERP

OS etc.

Data Protection

Tech Support

Governance

User Community

TechnicalExpertise

Enterprise IT is combination of hardware, software along with Corporate policies and procedures.

Storage offerings must be agile but sturdy and rigid enough to handle heavy application work loads. The cloud marketplace has set a new price expectation, previously unattainable by traditional storage solutions.

BusinessAnalysts

Cloud

WorkflowsStandards

Hyper Converged

StandardsStorage

Server

Network OS/HV

Cloud

Workflows

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Recipes for successScenario #1

Marketing CentricMention Nutanix as a brand and seek customers view

Customer intonation changes, near immediate curiosity. Likely

becomes coy on why the interest or a defined project

Customer is showing you their awareness that change is in

the air. The New IT could impact their storage

consumption. Change is scary for tactical IT professionals.

Your goal should be to listen and write stuff down--- and get

the 2nd Meeting

Scenario #2Strategy Centric

“ What new storage strategies are you considering in 2016?

What type of data is growing the most in your environment?”

Customer could bring up Hyperconverge or Applications

which would benefit for HC

Customer is showing you a more grounded approach to what the

future might bring. They are thinking application first, which points to the New IT. They see

HC as an enabler.

Your goal should be to listen and write stuff down--- and get the

2nd Meeting

Scenario #3Humility Centric

“I keep hearing about the notion of Hyperconverge as new approach to storage.

What is your take Ms Customer?”

Customer will give her personal point of view or opinion.

Alternately they may point you to another contact.

Customer is showing you their awareness that change is in the air. They may be scared

they may be excited.

Your goal should be to listen and write stuff down--- and get

the 2nd Meeting

There is only one goal for a sales professional on a first meeting.

To get a second a meeting

Those who listen, ask good questions and seek out mutual success win the race

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The Importance of a 2nd meeting• The 2nd meeting maybe the most important meeting in a sales pursuit

• Did Lenovo listen to what I said? • Will Lenovo have the right subject matter expert there?• Will they come professional and prepared?• Are they looking to hand me a brochure or solve my problem?• Can I trust a sales person from Lenovo?

• The 2nd meeting is the first meeting for a Subject Matter Expert to prove their value, in the questions they ask:

What interests you about Hyperconverged?

What workloads would be impacted by Hyperconverged?

What problems would Hyperconverged solve for you?

How would you assess the right HC solution for your needs?

What impact would Hyperconverged in environment today?

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Lenovo’s Hyperconverged / SDS StrategyIn any direction Lenovo is disrupting the status quo

Broadest PartnershipQuickest Time To Value

Comprehensive Admin. Mgmt.

CustomerNeeds

Best for Remote/Small OfficesLowest Entry Price PointFewest Servers Needed

Fastest PerformanceIntegrates Existing Storage

Flexible Server Hardware Required

High Performance OfferingStrong Data Protection

Shifting from Cisco to Lenovo Servers

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So what’s next? How do I get my Chef on?You adapt and learn

You have your Channel Partners learn the New IT

You devise a calling campaignYou ask New IT questions

You listen, restate and ask forThe 2nd meeting

Pass on the mustache (really)

You become Fearless You stay Fearful

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So What’s Next in the New IT Café? Well, orders are being placed based on need, but now its time to package it up

and enjoy… Its about the Container and packaging up the order just right