Maximize Server Refresh Revenue with Emulex 8GB Fibre Channel and the Emulex Connect Partner Program

Emulex 8Gb Fibre Channel HBAs

2© 2011 Emulex Corporation 2© 2012 Emulex Corporation

Agenda

©2012 CREHAN RESEARCH Inc.

Latest IT Trends affecting Storage in the Channel

FC and the Storage Market

Emulex LightPulse® 8GFC Adapters

Emulex Connect Partner Program Updates

Conclusion & Prize Drawing


Where’s the Money?Trends and Drivers


Connectivity and continuous content generation

Online commerce and service delivery models

Virtualization

Heightened data center investment

Confluence of positive factors for 2012

Fibre Channel remains trusted solution


New Servers Are On The Way


Intel's Xeon E5-2600 (Sandy Bridge)-based servers: • Each processor supports up to eight cores and 768 GB of

system memory. • Performance boost of 80 percent compared to previous-

generation Xeon 5600 processors.

• Intel’s Advanced Vector Extension (AVX) technology offers double the performance when running high performance computing (HPC) computing tasks.

• Consumes 50 percent less power than the Xeon 5600 series.


Fibre Channel And The New Servers


Bringing It All Together: • Servers are getting more powerful.

• Fibre Channel as a storage networking technology is still doing well despite potential alternatives.

• Server virtualization and VDI require SANs.

• Large installed base of Fibre Channel SANs to build on.

• Fibre Channel is still the SAN technology of choice.


Fibre Channel Strength


Fibre Channel Market Is Growing: • Fibre Channel switch revenue and port shipments reached

record levels in 4Q11 (Dell'Oro, Feb. 2011).

• Fibre Channel switch and adapter revenues surpassed $691M in 4Q11 (Dell'Oro, Feb. 2011).

• Both Brocade and Cisco realized record quarters in 4Q with FC switch revenues of over $331M and $162M respectively (Dell'Oro, Feb. 2011).


Where’s the Money?State of the FC Opportunity


Fibre Channel remains a multi-million dollar market for years to come

– Only a slight decline in the annual market opportunity is forecasted through 2016

– $600M - $700M market for adapters alone

Competing technologies minor impact so far

Storage/data center trends also benefit Fibre Channel

8GFC is dominant

Po

rts

in M

illi

on

s

Fibre Channel Shipments

2008 2009 2010 2011 2012 2013 2014 20150.0

3.5

7.0

HBAs

Switches

Reference – Crehan Research Inc. - 2012

Emulex 8G Fibre Channel HBAs


8GFC Feature Improvements

Feature 8GFC 4GFC

More IOPS 200k 150k

Latency Improvements 16% faster

Greater Throughput 800Mb/s per port 400Mb/s per port

Server Architecture: MSI-X Yes No

PCIe 2.0 1.0a

Virtualization: vPorts 255 100

Exchanges (XRI) per port 4096 1000

Enhanced Diagnostics Yes No

Non-volatile data Yes No

T10-PI Enhanced Data Integrity Yes No

10© 2011 Emulex Corporation

Enhance 4Gb Infrastructures with 8GFC HBAs

LightPulse LPe12002 8GFC HBA vs. LPe11002 4GFC HBA Storage arrays support 4Gb port connectionsOrder entry & data warehousing workload

– Oracle Orion I/O tool, SwingBench load generator– Benchmarks results:

16% Improvement in I/O Latency

15% more IOPS Nearly 2x data warehousing throughput


Emulex LightPulse 4 & 8GFC HBAs

4GFC HBAs

4GFC Mezz

Single

Dual

Quad

8GFC HBAsSingle

Dual

Quad

8GFC Mezz


Emulex - The Right HBA for Your Fibre Channel SAN

#2 Highest VM Consolidation

4x virtual ports per server

Superior CPU efficiency

Source: Emulex Labs

#4 IT Productivity

Double IT administrator

capability in half the time

Source: Demartek and Emulex Labs

#1 Reliability

Operates 27° Cooler

Nearly 100% customer

satisfaction with long-term reliability

Source:Customer Satisfaction

Study 2011

#3 Mission Critical Performance

>Nearly100%

customer satisfaction with

performance

Powers #1 Fastest Database

Source:Customer Satisfaction

Study 2011


#1 Reliability: Nearly 100% Customer Satisfaction Rating for Reliability

98% score on long-term product reliability in 2011 customer survey

Over 11 Million HBA Ports Worldwide

10 Million Hours Field-MTBFOperates 27

◦ F cooler than competition*

133% greater reliability due to cooler operationsCooler HBAs enhance server reliability and SAN availability

QLogic QLE2562Emulex LPe12002

80

85

90

95

100

105

110

115

120

125

130

135

140

145

150°F

A01

Max = 121○ F Max = 148○ F

*Emulex Labs


#2 Highest VM Consolidation: 4x virtual ports per server, superior CPU efficiency

Create 4x the number of vPorts (Source: Emulex Labs)

– vPorts (NPIV) allow SAN best practices to be followed at the VM level

– Perform LUN mapping/masking and fabric on a VM-by-VM basis

55% better CPU efficiency for Microsoft Hyper-V (Source: Emulex Labs)

– Provides more compute capacity for VMs(Source: Demartek)

64127

15 15

Number of Vports Emulex QLogic


#3 Mission Critical Performance: Nearly 100% Customer Satisfaction Rating for Performance

96% score on product performance in 2011 customer survey

Better dual and quad-channel performance(Source: Emulex Labs)

– More than 2x Second Channel IOPS & 37% greater total IOPS (consistent quality of service)

– 33% more effective CPU utilization (run more apps)– 15% greater transaction performance– 115MB/s more bandwidth

(important to bandwidth hungry applications like backup)

Dual-channel performance is important– Dominant configuration

• Blades standard• Virtualization requirement (ports/VM ratios)• High Availability necessity• High Availability necessity

Emulex LPe12002QLogic QLE2562


#4 Productivity: Double Administrator Capability in Half the Time

Double Management Efficiency– Emulex Labs looked at common maintenance tasks performed

2 times per year on 175 ports– Took half the time for the same activities – Offered double the functionality

Streamline Deployment – Powerful provisioning capabilities reduce

time to deployment

Enterprise Proven Scalability– Cross platform, cross protocol centralized

adapter management– Process automation capabilities streamline

administrative tasks

Optimize Network Availability– Powerful diagnostic capabilities to maximize availability

Reduce Complexity– Common Fibre Channel driver across generations


OneCommand Manager for VMware vCenter

Comprehensive streamlined administration of Emulex adapters from VMware vCenter management console

Emulex Connect Partner Program


Connect Partner Program 1.0 vs 2.0

Program Feature Connect 1.0

Comp Connect 2.0

Comp Comments

Technology Focus Designations

• Special designations provide additional benefits to resellers of specific product types

Lead Generation and Demand Generation

• New infrastructure allows Emulex to provide qualified leads to selected partners

Reseller Incentives and Revenue Enhancement

•Project Registration and SPIF for STD and OEM for resellers of all tiers

Reseller Training and Sales Tools

• Updated online training portal content for FC, Ethernet, and Vision

Enablement and Administrative Tools

• Launched Salesforce.com based portal for Deal Registration and SPIF claims

“Emulex Expands Reseller Opportunities Through Emerging Vertical Markets, New Products, and Enhanced Connect Partner Program ”


Connect Enhancements

Connect +Partner Distinction

Enhancing our Partner Business Model !

Self-Paced Online Training

New Fiber Channel, Ethernet, and Vision Content coming

Sales and Technical Tracks Available

EmulexExpert

New Claims System

Enhanced Lead Gen and Demand Gen Assistance

Deal Registration

Joint Marketing / MDF

Bigger SPIFs, Faster Claims, Higher Margins


Emulex Connect Partner Portal

www.emulex-channel.com


Emulex Connect Partner Portal


Sales Resources

Field Engagement– Emulex Sales Counterparts helping

to close deals

Resource Library– Latest sales support and collateral,

videos, blogs

Demo Lab / Proof of Concept Equipment

– Evaluation Equipment

iCompete– Up-to-date competitive product

information in a mobile app


Marketing Resources

Market Development Funds– Activity based funds available on an approved plan basis

Co-Branded Collateral– Show your clients your thought leadership and understanding of the

converged networking space– Data Sheets, White Papers, Case Studies, Networking Guides

Logos and Digital Collateral– Easily downloadable to aid you in your online marketing efforts


Technical Resources / Training

Emulex Expert Training– Self-Paced, Online Training Tools. – Sales and Technical Tracks Available– FC and Ethernet subject matter

Solution Implementer’s Lab– Tools to educate and sell to the technical

end user. – Solution and deployment information on

popular server and software platforms– www.emulex.com/the-implementers-

lab.html


Incentives and Channel Promotions


Incentives Throughout the Sales Cycle

Project Registration – Tell us about potential deals early– Get support in making the sale– Get rewarded for letting us know– $5 - $25 reward per deal

Deal Registration– Protect your time investment– Margin Enhancement

Emulex Rewards – SPIF– Emulex pays Sales & SEs– SPIFs on all product types – SPIFs available on all OEM types– $5 - $40 per adapter sold

Opportunity• Project

Registration

Quote• Deal

Registration

Close• Emulex Rewards

SPIFs


Connect Partner ProgramChannel Promotions – Q3 2012

LightPulse 8GFC Promo

Get $75 - $100 off 8GFC products sold to end users new to Emulex, 4GB to 8Gb transition, or

for competitive takeouts!

Discounts taken instantly from authorized distributors – no post sale claiming

Email us at [email protected]

Maximize Server Refresh Revenue with Emulex 8GB Fibre Channel and the Emulex Connect Partner Program

Technology

Transcript of Maximize Server Refresh Revenue with Emulex 8GB Fibre Channel and the Emulex Connect Partner Program