LenovoALSO Solution Day

Tomi Mannikainen

CTS, SystemX, Flex, NextScale, Storage, Networking

Lenovo and ServiceProvidersLenovo Enterprise Business Group

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Service Provider Program Highlights

Target to do longterm co-operation

- Give building blocks to Service Provider to create robust cost effient service for their customers

- Create standardized product lists with 2-3 quarter prices

- Build pay as you grow model with distributor

- Use Lenovo Finance with better rates

- Build decrement models in future

- Support and build Service Provider Lenovo ecosytem among other Service Providers

- Support marketing financially

- Support demoequipment with good discounts and financial engagements

- Service Provider Club for technical personnel (4 x events year, 2 big events, multiple smaller)

- Strategic partnerships with

- VMware

- Microsoft

- Atlantis

- Cloudian

- Simplivity

- EMC

- IBM

Lenovo does not have own MSP production

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Service Provider Pricing and rules

• Create list of products together with distributor and lenovo‒ Eg. Chassis with nodes

‒ Get price list, valid for 6 months

‒ Best possible price level for customer

• Rules‒ Only rule is that products must be owned by Service provider

‒ No restriction on Financial activities

‒ No location rules

Cost Efficient Cloud PlatformLenovo Enterprise Business Group

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Cost efficient cloud platform

• What is cost efficient?‒ What does it include and what not?

• What lenovo does differently than others?

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Lenovo Solution – We can desing price tag first!

• We plan price tags first with customer

‒ Include necessary components

‒ Possible App / SPLA Licenses,

‒ Fit for purpose hypervisor eg components

‒ Strategic planning of

• Sales activities

• Build realistic expectations

• Target is to improve cashflow

• Avoid upfront investments

• Includes detailed calculations about

‒ Hardware,

• Different variations which explains to customer why certain setup is the best

• Customer can choose fit for purpose hw configs

• Transparent, open pricing and margins

‒ Software

• App/ SPLA License costs change most often HW setup

• Variations of configs with software license costs and hw costs

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Sizing and pricing example

Provide open calculations for MSP customer which describes VM Cost

- Leave out management costs

- No labour costs involved

Price shown to customer e.g. 3,52 € per vm / month, having these components inside:

- 0,5 Core per vm

- 6 GB RAM per vm

- 150GB Disk per vm

Total target price per vm is under 6 Euros with MS SPLA costs

(SPLA approx 109€ per CPU) and under 7 euros when Hyper-V included (approx 125eur per cpu)

Customer defined amounts

Customer defined price tags

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Lenovo Solution – Can start from 1

• Lenovo Solution can start from 1‒ No big upfront investments needed

‒ Financial activities can be engaged from 1st delivery

‒ Pay as you Grow model can be discussed with distributors (has different models)

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Service Provider finance engagements

Option 1: 90days free buffer + 48 months financial plan

3 Chassis: 132€ /month and

2 Switches : 442€ / month and

Node – Config 4: 138€ /month

OR

Node cost, including required TOR, chassis capacity: 140 € /month

Option 2: 90days free buffer + 180d cost free period + 42 months financial plan

Chassis: 53€ /month and

2 switches (converged): 513€ /month

Node – Config 4: 159€ / month

OR

Node cost, including TOR, chassis capacity: 177€ per node /month

OR

NextScale simulation (including simulation capacity)

e.g hypervisor setup

1 node can run 40 vm and price per vm

3,52 vm / 48 months

1 node can run 40 vm and price per vm

4,48 vm / 42 months + 9 months zero cost time

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ServiceProvider Special Product setups

• NextScale System

‒ NextScale Chassis

• New HPC / Cloud POD Lenovo Chassis

‒ NextScale Nodes

• For SQL 1 node with 1Cpu 4 Core (v2)

• For virtualization use 1 node with 2Cpu 10Core, E5-2650v3

• For virtualization use 1 node with 2Cpu 18Core, E5-2699v3

• For VDI Citrix use 1 node with 2Cpu 14Core, (E5-2697v3)

‒ Top of the Rack

• CN model, G8264CS OR

• G8264 or G8124

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Financial plan example

Day 1

25 ESX

Production

3 ESX Buffer

180d

0€ / Month

42 Months

XX € / Month

90d

0€ / Month42 Months

XX € / Month180d

0€ / Month

6 + 42 months Finance plan

Free Buffer

Production machine is always 6 + 42 Months finance plan. Buffer nodes has always 90days cost free time for

moving to production. When node is moved from Buffer to production within 90 days, it will be moved to

6 + 42months finance plan. After 90days it will be moved automatically to 6+42months finance plan.

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Increase capacity with financial modelDay 75

25 ESX Production

3 ESX Buffer

180d

0€ / Month

42 Months

XX € / Month

90d

0€ / Month42 Months

XX € / Month180d

0€ / Month

6 + 42 months Finance plan

Free Buffer period

3 ESX BufferNew Nodes are upgraded to buffer immediately, new nodes has again 90days free time to be inside

Buffer to wait production.

Buffer Nodes are moved to production. Nodes are now migrated to 6 + 42 months plan.

180d

0€ / Month42 Months

XX € / Month

6 + 42 months plan

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CloudPod setup – FCoE/FC

NextScale POD includes

- 3 chassis

- 36 hypervisor nodes with 2 cpu , 10core 256 memory

- 2 x Converged switches

- FCoE as protocol to TOR and FC to existing SAN

1 x 1G Mgmt Switch

2 x 10G Converged switches

4 x 40G Core links or

16 x 10G core links36G 10G FCoE ports to servers

Each has 2 x 10G ports

12 8G FC ports to Storage

Centralized management

Available on Q4

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CloudPod setup - iSCSI

22Units

ComputeNodes 2 x 36pcs 10G links

36 pcs, 1G management links

1 x 1G Mgmt Switch

2 x 10G G8264 switches

4 x 40G Core links or

16 x 10G core links36G 10G ports to servers

Each has 2 x 10G ports

12 10G ports to iSCSI Storage

NextScale POD includes

- 3 chassis

- 36 hypervisor nodes with 2 cpu , 10core 256 memory

- 2 x 10G switches

- ETH as protocol to TOR and iSCSI to existing storage

Centralized management

Available on Q4

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Sample existing setup

Eg. Virtualization Config Nx360m5

- 2 x 18core E5 2699v3 cpu

- 512Gb Ram

- Emulex 2-port 10G card with FCoE upgrade

- Embedded hypervisor (Vmware) or

- 2 x 300gb disks for Hyper-V

VMSpecification

-0,5 core per vm

-5-6gb ram per vm

- Financial rate 2,2

Target price with MS SPLA (vmware hypervisor)

- <6eur per vm per month (without vmware cost)

Target price with HyperV + SPLA

- < 7eur per vm per month (including ms)

LEAP (Achievers program)Lenovo Enterprise Business Group

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LEAP Program

• The following Lenovo Business Partners’ employees are eligible for the LEAP Learn and Earnoffering:

‒ Distributors

‒ Resellers who acquire products directly from Lenovo

‒ Resellers who acquire Lenovo products from Lenovo Business Partner — Distributors

‒ Including MSP´s

• Provided they are authorized to remarket the eligible products, the following Lenovo Business Partners are eligible for the Assess and Earn, and Sell and Earn offerings:

‒ Resellers who acquire Lenovo products from Lenovo Partner Distributors

‒ Including MSP´s

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Prices

• For example

‒ 1 flex chassis with 14 nodes and 2 x EN4093R

‒ You earn

• 700 points per Flex x240 node

• 1250 points per switch

• Total 12300 points

• which means 2 x 750eur and 1 x 600eur mastercards

• total 2100 eur

2015 Lenovo Internal. All rights reserved.

THANK YOU

MSP Sample SolutionLenovo Enterprise Business Group

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Lenovo´s world class server portfolio

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Lenovo´s world class server portfolio

Target inviroments

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Lenovo´s world class storage portfolio

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Lenovo´s world class Networking portfolio

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MSP Datacenter Sample Setup

4 physical nodes Or

8 Nodes in single chassis

8/16G FC switch

Brocade 48 Port

vLag

Core system

SW1

Core system

SW2

Core SW (not included)

HSRP

lacp

4 physical nodes or

All in single chassis

8/16G FC switch

Brocade 48 Port

lacp

Storwize v3700

Production with SSD

Storwize v3700

Backup