1. NetApp Flash Momentum
Partner Academy
Spring, 2013

2. Flash Changes Everything
Applications go faster and are more responsive
Drives greater IOPS and MBps
Reduces time applications wait
Business operations finish sooner
Shorter run cycles and time to market
Quicker response to customers
IT efficiency increases
Lower $/IOPs
Less space and power needed
So why is everyone talking about Flash?
Simply stated, flash changes everything. Flash drives faster, more responsive applications as well as greater IOPS, higher throughput, and most importantly, reduce your customers’ application wait time.
These performance gains enable business operations to finish sooner, which leads to shorter run cycles, faster time to market, and quicker response to customers.
Most importantly, flash balances performance and efficiency. It lowers the dollars per IOPs and helps significantly reduce the power and space needed for the storage systems running the flash technology.
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3. NetApp SSD Bookings increased 9X in FY13
Market Opportunity
New, high growth market, growing at a CAGR of 27%
Nearly a $7 billion market opportunity by 2016
Market has lacked vendors with proven enterprise support and worldwide presence
Average deal sizes up to $250,000
As this data from IDC illustrates, Flash offers you a tremendous sales growth opportunity , with the solid state storage market growing at a compound annual growth rate of 27%.
IDC projects that this will be a 7 billion dollar market by Until now, the market has lacked vendors with proven enterprise support and world wide presence.
With average deal sizes of up to $250,000, now is the time take advantage of this amazing growth opportunity.
NetApp SSD Bookings increased 9X in FY13
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4. NetApp: Driving the Flash Conversation
Complete, flexible portfolio to meet any need
Intelligent caching: First flash based caching product in the market
Server cache software Flash Accel and partnerships
The first enterprise grade, flash array: NEW EF540
FlashRay: Purpose built architecture for Flash.
Expert in using flash to solve customer challenges across our portfolio
>44PB of flash accelerating 3+ exabytes of storage
Across every type of workload
And a deep knowledge of business needs
20 years of innovation in storage and data management
Best application of Flash for the right workload requirements
NetApp is changing the market conversation around flash and the future of storage. This actually began when we were the first company to offer flash caching as a way to accelerate applications and improve data center efficiency. We extended our leadership when we enhanced the value of host attached flash with the industry’s only partner centric server caching program.
And now with the introduction of the EF540 and FlashRay, we are enabling customers to deploy the first truly enterprise-class all flash storage
And it’s important to know that our expertise in flash is portfolio wide. With over 40 petabytes of flash deployed to date, we have the ability to address a diverse set of customer requirements from virtualized infrastructure to the most demanding database-driven performance workloads.
Our conversation around flash is based on our deep knowledge of business needs based on 20 years of innovation.
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5. Building an Ever-Broader Flash Portfolio
2009
2010
2011
2012
2013
2014
Flash Accel Application Acceleration
Server
Flash Cache HDD Acceleration
Storage Controller
SSDs for NetApp Arrays
Flash Pool SSD/HDD Caching
Disk
Over 44PB of Flash Sold
NetApp Confidential - Internal Use Only

6. Building an Ever-Broader Flash Portfolio
2009
2010
2011
2012
2013
2014
Flash Accel Application Acceleration
Server
Flash Cache HDD Acceleration
Storage Controller
SSDs for NetApp Arrays
Flash Pool SSD/HDD Caching
Disk
EF540 All-Flash Array
Array
NetApp Confidential - Internal Use Only

7. Building an Ever-Broader Flash Portfolio
2009
2010
2011
2012
2013
2014
Flash Accel Application Acceleration
Server
Flash Cache HDD Acceleration
Storage Controller
SSDs for NetApp Arrays
Flash Pool SSD/HDD Caching
FlashRayTM
Disk
Array
NetApp Confidential - Internal Use Only

8. Flash Market Segments Flash only Hybrid storage HDD only Server Cache
All Flash Array
Hybrid Array
Traditional Array
Flash only
Hybrid storage
HDD only
For sake of completeness, DAS should be included here as well. DAS would be on the left of AFAs since it even eliminates even the network latency uncertainty. However, given our lack of focus on DAS, I suggest we ignore it for this framework.
Latency Requirements
Capacity Requirements
Fastest access
Lowest $/IOPS
Highest $/GB
Low latencies for cache hits
Medium $/IOPS
Medium $/GB
Leverages HDD for capacity
Lowest $/GB
Slowest access
Highest $/IOPS
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9. NetApp Flash Portfolio
Server Cache
All Flash Array
Hybrid Array
Traditional Array
Flash only
Hybrid storage
HDD only
The NetApp flash portfolio addresses the full range of customer requirements
As you can see, NetApp offers multiple options in each of the major storage and flash categories thus providing the flexibility to deploy the right technology based on workload, budget and infrastructure type.
Complete Portfolio of Offerings for Any Workload
Fas/V-Series
E-Series
EF540
FlashRay
Flash Accel
Server Caching Partners
Flash Cache
Flash Pool
Flash Aggregates
SSD Cache
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10. Flash Deployment by Workload
All Flash Array
Extreme Database Performance
Consistent low latency
Server Cache
Server Specific Applications
Performance
Shared Infrastructure
File Services
Dev/Test
Web Apps
Hybrid Array
The mapping of specific flash products to application workloads will depend upon customer requirements for performance as well as storage capacity.
This slide provides a general guideline of how this mapping will apply across the spectrum of both shared and dedicated workloads. The most important thing for you to remember is that flash utilization is becoming pervasive across the majority of storage deployments.
For Data ONTAP, the combination of server caching and hybrid (flash & HDD) will apply to most application environments.
while the all flash array will apply to those dedicated workloads in which extreme low latency and high throughput are needed on a consistent basis for each and every data access.
This is just a guide to start the conversation. You will need to bring in your SE for detailed assessment of your customer’s environment.
Traditional Storage
Content Repositories
Capacity
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11. NetApp Virtual Storage Tier
Flash Accel
For specific application acceleration
As close to application as possible
Flash Cache
Highest performance for file services
Improves latency for random reads
Delivers predictable, high speed data access
Flash Pool
Highest performance for OLTP
Best for SATA enablement across multiple workloads
Caching for random reads and writes
Automates the use of SSD technology
Flash Accel
Server
End-to-end Flash capabilities
The NetApp Virtual Storage Tier provides an end-to-end approach to intelligent caching. As this slide shows, VST can be implemented at both the server level and at the storage level. At the server level, Flash Accel enables PCI-e Flash and SSD devices on the application host to be utilized as server cache. This allows specific applications which need ultra low latency and high throughput to be accelerated in virtualized environments.
At the storage level, there are two ways to implement VST:
Flash Cache is controller based, provides acceleration of random read operations and generally provides the highest performance solution for file services workloads.
Flash Pool is implemented at the disk shelf level allowing SSD drives and traditional hard disk drives to be combined in a single Data ONTAP aggregate. In addition to read caching, Flash Pool also provides write caching and is particularly well suited for OLTP workloads which typically have a higher percentage of write operations.
All three VST technologies improve overall storage performance and efficiency and are simple to deploy and operate.
Flash Cache
Flash Pool
Storage
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12. NetApp Server Cache Program
Flash Accel
NetApp server caching software
Software only, uses supported PCIe or SSD hardware
Turns server flash into cache for Data ONTAP
Free download for customers, fully supported by NGS
Server Caching Partner Alliance
Validates partner HW for use with Flash Accel
Validates partner SW compatibility with Data ONTAP
Provides support for broad array of server cache use
Fusion-io Resale Program
Resale of hardware and software products
Enables complete server caching solution purchase from single source
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13. Recognizing VST Opportunities
Your customer:
Requires improved response time for shared storage
Needs a performance boost for virtualized applications
Needs to reduce data center power, cooling and space
Would like to deploy SATA as the primary disk type
Has asked about automated storage tiering
Now let’s talk about how to recognize an opportunity for you to sell NetApp’s Virtual Storage Tier.
In general, the VST is going to be a great fit for customers who require improved response time for shared storage. But there are some very specific challenges from your customer that indicate a VST opportunity.
First, your customer has identified a need for a performance boost for virtualized applications. Your customer also needs to reduce data center power, cooling as well as their storage footprint. They would also like to deploy SATA as their primary disk type.
Finally, if your customer has asked about automated storage tiering, then it’s clear they recognize the value that the VST can deliver.
NetApp’s Virtual Storage Tier is well-suited to solve these challenges.
60+% of Data ONTAP Systems ship with Flash
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14. When to Sell Flash Cache or Flash Pool
For mission critical applications, i.e. workloads that require consistent performance, even during storage node takeovers
For applications that have a high mix of small random overwrites (e.g. OLTP)
With FAS22xx systems (only Flash Pool is supported))
Flash Cache
For all other workloads: file services, Exchange, SharePoint, server virtualization, etc.
It’s simple to configure and use
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15. When to Sell Server Cache
Choose the right storage cache solution first
Flash Cache or Flash Pool
Add Server Cache when customers have one or more of the following needs
Low read latency requirements (sub 1-millisecond) to accelerate application response times
Enhanced read IOPS requirements
Offload CPU and disk utilization (for reads primarily) from storage system
Reduce spindle count without performance loss
Typical use case is for OLTP workloads
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16. VST Customer Value File Services Workload Example
Before:
Cost/efficiency impact
Entire dataset moved from 10k rpm to 7.2k rpm disks
34% lower cost per TB
40% lower cost per IOPS
40% less power
Flexibility impact
17% more storage capacity
28% more IOPS
18% improvement in average response time
FAS6210 HA
with 144 TB
240x 600GB 10k rpm disks
After:
One of the basic objectives of an Automated Storage Tiering solution is to save money but it is important that this does not come at the expense of application performance. In this respect, the NetApp Virtual Storage Tier has a distinct advantage because it can reduce the cost of storage infrastructure by allowing the vast majority of requirements to be satisfied with the combination of capacity optimized hard disk drives and high-performance Flash technology. NetApp’s ability to address the majority of application requirements with VST and SATA disk technology translates to a compelling value proposition.
The Flash Cache example highlighted here shows the impact of VST on a file services workload as it was transitioned from a FAS6210 storage system using high performance SAS disk drives [1]to a VST-based FAS6210 system with less-expensive SATA disk drives. [2]In this case, the addition of Flash Cache provided a significant performance improvement while adding over 16% additional storage capacity. And this was all delivered with substantial cost and efficiency improvements: 34.1% lower cost per terabyte, 40.2% lower cost of I/O’s per second, and 40.5% less power consumption.
The results shown here clearly illustrate how VST delivers value of Automated Storage Tiering while simplifying and reducing the cost of the IT infrastructure.
FAS6210 HA
with 168 TB
168x 1TB
7.2k rpm disks
1 TB
Flash Cache
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17. VST Customer Value OLTP Workload Example
Before:
Cost/efficiency impact
Entire dataset moved from 10k rpm to 7.2k rpm disks
46% lower cost per TB
18% lower cost per IOPS
26% less power
Flexibility impact
50% more storage capacity
Similar IOPS (± 2%)
Significant improvement in average response time
FAS6210 HA
with 144 TB
240x 600GB 10k rpm disks
After:
The availability of write caching with Flash Pool broadens the ability of VST to make SATA disk drive technology the default HDD tier. [1]In this example, we were able to transition an entire OLTP workload, which is random write intensive from a high-performance SAS disk drive configuration to a VST and SATA based configuration. [2]Once again, there are significant improvements in cost and efficiency while the IOPS and response time requirements of the application are not compromised. It is worth noting in this example that the VST-based configuration is based on one-terabyte SATA disk drives. When using higher-capacity SATA drives (currently available up to three terabytes), even more impressive results can be achieved.
FAS6210 HA with 216 TB
216x 1TB
7.2k rpm disks
24x 100GB SSDs
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18. NetApp Confidential - Internal Use Only
StatPro Canada Inc.
Business Challenge
Accommodate heavier workloads and enhance delivery of vital financial information to clients
Solution
Deploy NetApp® Flash Pool™ on NetApp FAS3240
Benefits
Dramatic reduction in number of service tickets- reduced latency from several hundred milliseconds to 5 milliseconds
Saved $36K in annual colocation and energy costs(reduced the need for 4 additional disk shelves)
Plug and play deployment-under 2 minutes
StatPro is dedicated to the global investment community, leveraging IT advances for its interactive portfolio of analysis and management solutions and asset valuation services.
Industry: Financial services
Customer Overview: Toronto, Ontario-based StatPro Canada Inc. is dedicated to the global investment community, leveraging IT advances for its interactive portfolio of analysis and management solutions and asset valuation services. NetApp solutions have been integral to StatPro IT operations in North America, South Africa, and the UK for the past three years. Today, NetApp helps the company offer its clients greater competitive advantage by accelerating operations using the NetApp Flash Pool aggregate.
Challenge: StatPro sought to better accommodate heavier workloads that were delaying report processing and hindering application workflows. It also wanted to address sluggish desktop performance, which was limiting access to the financial information clients needed to make smart business decisions. StatPro also wanted to address latency issues, which were a primary cause of the increase in the number of service tickets the IT organization received.
Solution: The company deployed NetApp Flash Pool (SSDs and performance drives) for each controller on two NetApp FAS3240 storage systems. This helped to speed access to portfolio analysis data and accelerated generating client reports. To complement this installation, StatPro plans to deploy two NetApp FAS3220 systems with Flash Pool (capacity and SSDs) to support Oracle®.
Benefits:
Increased the performance of the company’s virtualized and cloud environments, enhancing the interactive experience
Reduced latency from several hundred milliseconds to 5ms for enhanced application performance and report processing
Reduced the need for four additional shelves of HDDs, providing a full return on investment for the FAS3240 systems with Flash Pool, saving StatPro $36,000 per year in colocation and energy costs
Achieved plug-and-play deployment, activating Flash Pool in under two minutes and enabling everything within the aggregate to get the benefit of the SSDs automatically
Reduced storage requirements for indexes and pricing records from 10TB to 1TB with NetApp deduplication technology
NetApp products and services: NetApp FAS3240 storage systems, the NetApp Data ONTAP® architecture operating in 7-Mode, NetApp Flash Pool Virtual Storage Tier, NetApp deduplication
Third-party products: VMware® , Microsoft® Windows® Server File Services, Microsoft Exchange Server 2010, Microsoft SQL Server® database, Oracle database
© 2013 NetApp, Inc. All rights reserved. No portions of this document may be reproduced without prior written consent of NetApp, Inc. Specifications are subject to change without notice. NetApp, the NetApp logo, Go further, faster, Data ONTAP, and Flash Pool are trademarks or registered trademarks of NetApp, Inc. in the United States and/or other countries. Microsoft, SQL Server, and Windows are registered trademarks of Microsoft Corporation. VMware is a registered trademark of VMware, Inc. Oracle is a registered trademark of Oracle Corporation. All other brands or products are trademarks or registered trademarks of their respective holders and should be treated as such.
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19. NetApp Flash Array Portfolio
Leverages E-Series platform and SANtricity OS
Track record of performance leadership and enterprise- class reliability & availability
EF-Series
Completely new architecture that’s purpose-built for flash
New hardware, new software
Plus, classic NetApp value
FlashRay
There are two product lines in the NetApp flash array portfolio: the EF-Series and FlashRay.
The EF-Series leverages high-performance E-Series controller technology and streamlined SANtricity storage OS. This combination, which has been proven in the world’s most demanding and complex computing environments, brings together extreme performance and enterprise-grade reliability to create a system optimized for database-driven applications where responsiveness is critical. And its SANtricity software combines streamlined firmware, extensive configuration flexibility, custom performance tuning, online administration and complete control over data placement to power a system designed to deliver consistent, low latency performance.
Complementing the EF-Series is FlashRay, which brings a completely new architecture designed form the ground up for flash.
Both platforms deliver ultra-high performance, consistent submillisecond latencies, enterprise-class capabilities, and worldwide support
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20. NetApp Confidential - Internal Use Only
NetApp EF-Series
Fully-redundant systems designed for performance-driven applications with submillisecond latency requirements
Deliver business results faster, improve customer experience, and handle more operations in less time
The EF540 is an all-flash storage system designed specifically for performance-driven applications with submillisecond latency requirements. Its 300,000 IOPS and submillisecond latency are proven, predictable, repeatable, and sustainable. And although the EF540 is most likely to be deployed for transactional applications, it’s worth noting that it can deliver up to 6 gigabytes of throughput for bandwidth-oriented workloads.
The EF540 flash array is a 2U shelf that supports GB solid state drives. It has two configuration options: a 12-drive configuration that provides 9.6TB of raw capacity and a 24-drive configuration that provides 19.2TB of raw capacity.
The EF540 flash array runs on enterprise-proven SANtricity software, which allows storage administrators to achieve maximum performance and utilization of their EF540. Its enterprise data replication features include Snapshot and Remote Mirroring, both synchronous and asynchronous.
The EF540’s value propositions are built on three key pillars: low-latency performance, maximum efficiency, and enterprise-class reliability. Combined, these capabilities enable the EF540 flash array to improve the speed of business, as well as the overall efficiency and reliability of IT operations. This win for both the business and IT translates to a better overall experience for both you and your customers.
Let’s look at each of these benefits in detail.
Keep business operations running with field-proven, enterprise-class reliability, availability, and protection
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21. NetApp Confidential - Internal Use Only
EF540 Product Overview
Fully-redundant 2U/24-drive system
800GB SSDs
Dual-active controllers
8x8Gb FC host interfaces
SANtricity® software
Two configuration options
12 drives (9.6TB)
24 drives (19.2TB)
Optional add-ons
Additional connectivity: 8Gb FC, 6Gb SAS, 10Gb iSCSI, 40Gb IB
Advanced data protection: snapshots, volume copy, synchronous and asynchronous mirroring
Over 330,000 IOPS
Submillisecond latency
Up to 6 GB/s throughput
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22. Recognizing EF540 Opportunities
Lead with the EF540 when your customer:
Has an application that requires sustained, submillisecond responsiveness and enterprise class reliability/availability
Real-time analytics (OLAP)
Online transaction processing (OLTP)
Business intelligence
Data warehousing
High performance computing
Web services
Is already talking to a flash competitor
Let’s also take a look at recognizing opportunities for the EF540.
In general, the EF540 is going to be a great fit for database-driven applications requiring extreme low-latency performance. But what signs from your customer indicate that this is an opportunity for the EF540?
First, your customer has identified a performance bottleneck. This let’s you know that they are probably overprovisioning today, but can no longer use spinning disk to improve performance due to lack of space and power. The EF540 flash array is well-suited to solve their extreme performance challenges.
Next, your customer tells you they have an application that requires consistent latency under one millisecond. This lets you know they understand the value of application response times and will appreciate the EF540’s ability to consistently deliver impressive IOPS at submillisecond latencies.
And finally, if your customer is already talking to a competitor, then you know they understand the value of an all-flash array. And we want to be part of that conversation.
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23. NetApp Confidential - Internal Use Only
Why We Win With EF540
Proven, sustainable performance
Heritage of performance leadership
Enterprise reliability/availability with global support
Field-proven architecture designed to provide the highest level of reliability, availability and protection
Advanced monitoring and diagnostic features enable timely problem resolution and proactive repair
Robust storage management
Intuitive interface provides extensive configuration flexibility, custom performance tuning, and enterprise-class data protection features
There are other players with all-Flash arrays in the market today, but we believe that the EF540 Flash Array is the only system that offers the combination of extreme performance with enterprise-class availability, reliability, and manageability.
Building on a heritage of performance leadership, the EF540’s delivers field-proven, consistent, sustainable performance of over 300,000 IOPS with under 1 millisecond latency on small-block random I/O, and an astounding 5.5 gigabytes per second of throughput on random, large-block I/O. Customers requiring less than maximum IOPS will seen even greater responsiveness, with latencies under half a millisecond, or 500 microseconds.
Because the applications that the EF540 Flash Array is designed to support are often the heart of a corporation’s business processes, the EF540 has been built with enterprise reliability in mind. Leveraging our extensive industry knowledge focused on designing enterprise-class storage, the EF540 flash array is architected to provide the highest levels of reliability, availability and data protection. The EF540 has a fully redundant I/O path that provides automated failover. And its extensive capturing and monitoring of diagnostic data provides comprehensive fault isolation, simplifying analysis of unanticipated events and in some cases proactive repair to help get the system back into optimal mode as quickly as possible. With a footprint of over 500,000 systems shipped to date, no other competitor has the knowledge base to offer this level of sophistication. And complementing our expertise is the comfort in knowing the EF540 is backed by NetApp’s worldwide support organization.
And finally, the EF540 Flash Array runs enterprise-proven SANtricity software, which allows storage administrators to achieve maximum performance and utilization of their EF540 through extensive configuration flexibility, advanced performance tuning, and enterprise-class data protection features.
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24. EF540 Competitive Win Example
Consumer Media Company
Customer Environment
Financial Application on Oracle 11g R2
Customer Requirements
Improve customer experience
Consistent submillisecond latency
Very high system reliability
Why We Won
Competitive IOPS & throughput
Only NetApp could deliver consistent latency
Reliability/availability/serviceability advantage
Application knowledge and enterprise support
15X improvement in response time
80% reduction in rack space
Customer Benefits
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25. NetApp Confidential - Internal Use Only
NetApp FlashRay
Feature-rich, scale-out architecture designed from the ground up to maximize the benefits of flash
Performance
High IOPS
Consistent latency
Storage Efficiency
Global inline dedupe
Inline compression
So what is FlashRay™?
FlashRay is our entirely new all-flash array offering. FlashRay is the name of the hardware (like FAS or E-Series) and Mars is the name of the OS (like Data ONTAP® or SANtricity®).
The FlashRay architecture and Mars OS are optimized from the ground up to take the fullest advantage of flash media – delivering high random and sequential performance at submillisecond latencies.
What will differentiate FlashRay is performance combined with classic NetApp value. It is a scale-out architecture to give you seamless scalability. It delivers a best-in-class storage efficiency via global inline deduplication and compression. It is architected for a rich set of data management features for enterprise-class availability and reliability.
Enterprise-class Capabilities
Snapshots/Clones
Replication
Multi-protocol
App integration
Scalability
Scale-out architecture with auto balancing
Multi-tenancy and QoS
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26. Building Industry’s Broadest Flash Portfolio
2009
2010
2011
2012
2013
2014
Flash Accel Application Acceleration
Server
Flash Cache HDD Acceleration
Storage Controller
SSDs for NetApp Arrays
Flash Pool SSD/HDD Caching
EF540 All-Flash Array
FlashRayTM
Disk
Array
NetApp Confidential - Internal Use Only

27. NetApp Confidential - Internal Use Only