New Product Introduction March 2013

New Product Introduction March 2013
HP 3PAR StoreServ 7000 March 2013 © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Restricted. For HP and Channel Partner internal use only. HP Restricted

New Product Introduction
Objectives Describe how HP 3PAR StoreServ Storage addresses customer problems Describe new midrange storage Systems – HP 3PAR StoreServ and business value around this new 3PAR offering including 3PAR Operating System v Understand pricing, positioning, use cases and competition Get ramped, get confident and go sell 3PAR Storage like you never sold storage before Objectives Identify new HP 3PAR StoreServe Storage branding and enhanced product family vision Describe how HP 3PAR StoreServ 7000 Storage addresses midrange customer problems Describe new midrange storage Systems – HP 3PAR StoreServe 7000 business value Describe the enhanced Simplicity, Federation and Resilience of the new 3PAR OS 3.1.2 Identify HP 3PAR StoreServ 7000 Storage use cases HP Restricted

Customer challenges HP Restricted

What are customers looking for from their storage
Faster time to market, avoid delays to rollout new programs, maximize use of all resources, reduce IT cost What are customers looking for from their storage Ensure all primary IT resources and data with minimal overhead and maximum readiness in the event of failure Seamless delivery of IT Services Primary storage to support all applications and data types across physical, virtual, and cloud. Reduction in business risk exposure Information protection via disk with deduplication for efficient and high speed backup/recovery More value from information Information retention and analytics for archival and search within massive ‘big data’ content repositories Delivered as: Physical Device or Virtual Storage Appliance What are customers looking for from their storage Primary Storage Primary storage arrays supporting any application and data type across physical, virtual, and ITaaS/Cloud. Integration with applications, management and orchestration tools. Information Protection Disk and tape based protection for rapid data recovery. Disk based backup with deduplication including integration with major backup/recovery ISVs. Information Retention & Analytics Archival and processing of data within large content repositories. Spanning disk and tape supporting data movement, search, and capacity reduction plus integration into analytic platforms Drive residual revenue through predictability while providing readiness for legal and regulatory compliance HP Restricted

Fragmented storage complexity is unsustainable
10+ Midrange VNX SSD XtremIO Virt VPLEX Entry VNXe Tier 1 VMAX Scale-out file Isilon Archive Centera Object Atmos Data Domain Target backup Source backup Avamar Primary Storage Information Retention & Analytics Architectures Massive complexity Extreme inefficiency Rigid infrastructure Information Protection Massive complexity and slow deployment Too many silos - vendors, administrators, and handoffs - limits your ability to respond to new opportunities Extreme inefficiency and high cost Wasting 70% of your storage spend with equal waste in power, cooling, and physical footprint Rigid and inflexible infrastructure Can’t find data when needed. Can’t easily move data to the right place. Can’t recover data and applications fast enough. We talk to hundreds of customers every day and know without a doubt that the legacy storage installed in most datacenters is not up to the challenge of today’s workloads. If we take the example on the right of a very real bank that we talked to recently they are faced with massive architecture sprawl to try and meet their needs. In the area of primary storage they’ve got three different tiers and classes of storage. Tier 1 for mission-critical applications, a midrange platform for general business applications, and SSD for a high frequency trading applications. They were a hard core EMC shop and had 3 completely disconnected storage platforms to meet their primary storage needs. They were not managed the same and they couldn’t move data between them. For unstructured data it was another pattern we see often. They had a general purpose filer tier that they had started moving to scale-out to help consolidate. But then they also were starting to look at Object storage to help share large files and avoid having their internal developers move things into the public cloud. Again… disconnected silos. Last was backup. In this case they had two different dedupe platforms but they were lucky. We talk to some customers who have 4 or even 5 different backup technologies in place to get the job done. It wastes time and is very inefficient since every time data moves between those technologies they have to rehydrate and then deduplicate data again. For the business the result is an environment that is too complicate, to expensive, and too rigid. HP Confidential

Why should our OEMs/ODP’s Design In the 3PAR StoreServ 7000?
New Product Introduction Why should our OEMs/ODP’s Design In the 3PAR StoreServ 7000? HP Restricted

HP 3PAR StoreServ 7000 Why should our OEM’s and ODP’s Design In the New HP StoreServ portfolio? Reach more customers Industry’s first tier 1 storage architecture to span SMB to Enterprise – expanded Total Available Market Win more deals Competitively priced enterprise class features enable you to position more aggressively and win in midmarket accounts Make more money Single, scalable architecture has significant cost savings advantages New Higher Discounts increase profit margins for our OEMs/ODP’s Design In Once, lower training and support costs, leverage significant HP R&D investment From sell through margins to complete delivery to data migration with HP Peer Motion/Online Import; maximize your capabilities and increase profitable revenue Increase deal size with feature rich simple software suites, FC Infrastructure, StoreEasy Converged Storage, StoreOnce … HP StoreServ 3PAR 7000 So, why should our OEM/ODP partners want to sell the 7000 with HP? First, with the superior 7000 customer benefits, we can satisfy customer needs better than our competitors. That was difficult with the EVA, but the vastly more competitive feature set of the 7000 allows us to solve customer needs better and more fully than the EVA could and better than our competitors. So, we can reach more customers. Second, we – HP and our partners – can win more deals together. We are starting from a level playing field with the parity pricing at raw capacity with the 7000. And, finally, we will make more money together selling the The HP margins are good and our partner margins are set very competitively versus those from other storage vendors. So “Margin Predictability” will be much better than before with the 3PAR line. And remember, when selling the 7000, look for opportunities to increase the deal value by selling StoreOnce, newer faster FC Infrastructure, and StoreEasy NAS Gateways for unified storage. REACH MORE CUSTOMERS For the first time in the history of the storage industry, there is a single architecture spanning for SMB/Midrange to enterprise. You can confidently move customers to platforms that will meet their needs well into the future – driving security in investment for them and longer term account control and revenue opportunities for you. The 3PAR StoreServ 7000 product is key in driving HP Storage growth in FY’13. HP expects to exceed EVA quarterly high point volumes within the first year, presenting a considerable opportunity for both our channel partners and HP. HP will be deploying a comprehensive marketing and demand generation plan including significant awareness investments, AR/PR, demand generation campaign deployment directly and via the channel and inside sales activity from the HP call centers to generate opportunities for channel partners. WIN MORE DEALS HP 3PAR StoreServ 7000 Storage extends the 3PAR product line into the midrange storage price bands with hardware designed for standard racks. The two models, the HP 3PAR StoreServ 7200 and HP 3PAR StoreServ 7400, provide the most powerful midrange virtualized platform for small and medium businesses and enterprises. You are now in a position to offer industry leading enterprise class features at midrange price points. MAKE MORE MONEY The 3PAR StoreServ 7000 will be integrated into the ServiceOne program in 2013 providing partners the opportunity to sell HP branded services, sell and deliver HP branded services and sell and deliver partner branded services. More details on this will be available at product launch. HP Restricted

Significantly Improved HP 3PAR StoreServ 7000 Discounts
New Product Introduction Significantly Improved HP 3PAR StoreServ 7000 Discounts Greater profit opportunity for our OEM and ODP’s Discounts above are For U.S. Only effective February 1, 2013 Discounts are being updated for other Regions and Countries. HP Restricted

New: HP 3PAR StoreServ 7000 Now Effortless tier1 storage with midrange affordability Effortless: Reduce time spent managing storage up to 90% Self-configuring, provisioning, and optimizing via autonomic management Efficient: Reduce capacity requirements 50% - Guaranteed* Hardware enabled thin technologies, advanced tiering, and thin persistence for both file and block data Bulletproof: Tier 1 features now in economy size Quad controller resiliency, multi-tenant design, SSD models with QoS, and mixed workload optimization Future-proof: Grow with freedom in any direction Scale-out hardware and federate with HP Peer Motion to for virtually limitless scale from SMB to Enterprise New: HP 3PAR StoreServ 7000 Autonomic Spend up to 90% less time administering storage with self-configuring, self-provisioning, and self-optimizing automation Efficient Consume 50% less capacity and leverage lower cost storage tiers with thin technologies and advanced tiering capabilities [file/block] Resilient and Scalable A midrange system with tier 1 performance, security and resilience Effortless Performance - Get more for less without compromising performance Designed for enterprise-level consolidation and virtualization to deliver 3x the performance of competitive systems and provide 2x VM density guaranteed at y% lower $/IOP. Missing – Thin (Unmap in VMware and Hyper-V, online F2T), Channel Friendly Unique quad-controller design and hardware enabled thin technologies guarantee a 50% reduction in capacity requirements while reducing business risk by X% Non disruptive growth, maintain service levels through component failures, enable transparent remote resiliency (added in features - need to describe Autonomic replication groups, Peer Persistence, Persistent Ports, Persistent Cache, Encryption, QOS), reducing business risk by yy% Unique quad-controller mid-range platform delivers 3X the performance and 2X the VMs/server at half the capacity Features and benefits summary—bulleted list on the top right column of first page organized around the three “buckets” that follow in points iii-v. Scale to support whatever your future may hold Single family/same architecture/single stack Affordable entry pricing and non-disruptive scalability to 4 nodes Block/file/object Federation/peer motion for data mobility Innovation in the midrange: enterprise features at a price you can afford Thin technology leadership Effortless resiliency—persistent technologies (cache, ports, peer persistence) Effortless performance—flash-optimized array Sub-volume tiering Effortless storage that’s simple to install, own, and upgrade New software suites Effortless installation with Smart Start Rapid provisioning IMC console Self-diagnostic/phone home capabilities Online import for effortless EVAà3PAR upgrade You Spend More Time Innovating Because Managing your Storage is Effortless You don’t need to be a storage expert with uniquely simplified administration in virtual server environments Access the same features as the world’s largest service providers with a common architecture that meets SMB needs and spans to the largest global enterprise Ready to use in just minutes and reconfigurable in just seconds, without disruption. You Get More for Less Without Compromising Performance Lower capacity requirements mean fewer disks to purchase up-front, less equipment to house, power, and cool, and less storage to manage—which translates into CAPEX and OPEX savings. Double your VM density to get the most out of server virtualization. Place more VMs on the physical servers in your existing VMware vSphere environment without compromising performance or reliability. You Only Purchase What You Need Now, with the Ability to Add as Your Business Grows Low entry pricing and unique, non-disruptive scalability to 4 nodes, Data mobility is easy whether it be within the storage array or between arrays, making HP 3PAR StoreServ 7000 a perfect match for virtual servers. Consolidate data to this high-performance system to give your business the flexibility to meet changing business needs on demand. Tier 1 storage at less than $40K! As compared to your legacy storage array. See HP’s Get Thin Guarantee program for more details HP Restricted

Effortless: Reduce time spent managing storage up to 90%
New Product Introduction Effortless: Reduce time spent managing storage up to 90% New 3PAR 7000 Software Suites Simplified ordering, reduced bundle prices Out of Box installation and configuration 3PAR Smart Start Online Fat-Thin for existing volumes Convert volumes inline non disruptively without additional capacity Web Services API Simplified, RESTful access to 3PAR array Autonomic Replication Groups Automatically create replicated volumes when initial volume created Effortless: Reduce time spent managing storage by 90% HP Restricted

Bulletproof: Midrange storage that refuses to compromise Tier 1 features Enterprise platforms HP 3PAR StoreServ 7400 Mid-tier platforms Performance during controller/cache failure  Integrity issues Online SW upgrades w/out host path dependencies x 3-site replication Mixed workload support Manual, physical separation req’d Multi-tenant security Non-disruptive data migration Single management UI x  Multi-protocol support Midrange affordability Midrange storage that refuses to compromise Tier 1 features HP Restricted

New: Eliminating class distinctions between midrange and tier 1… storage without boundaries Only HP One architecture Common tier 1 data services From midrange to high end HP 3PAR StoreServ HP 3PAR StoreServ 10400 HP 3PAR StoreServ 7400 HP 3PAR StoreServ 7200 NEW Tier 1 storage at less than $40K! New: Eliminating class distinctions between midrange and tier 1… storage without boundaries NEW Redefining the midrange from $25K! HP Restricted

Effortless tier1 storage with midrange affordability
20 April 2017 HP 3PAR StoreServ 7000 Effortless tier1 storage with midrange affordability HP 3PAR StoreServ 7400 Industry unique HP 3PAR StoreServ 7200 Gen 4 ASIC Gen 4 ASIC Controller Nodes 2 2 / 4 Max SFF drives 144 240/480 Cache 24 GB 32/64 GB Max. 8GBit/s FC ports 12 = 4 (built-in) + 8 (optional) 24 = 4/8 (built-in) + 8/16 (optional) Max.10Gbit/s iSCSI/FCoE** 4 (optional) 4/8 (optional) Built-in IP remote copy port (can also use FC ports) 2/4 Controller Enclosure 2U with 24 SAS SFF drive slots (2x for a 4node 7400) Disk Enclosure (can be mixed behind one controller pair) SAS SFF drive chassis: 24 slots in 2U SAS LFF drive chassis: 24 slots in 4U Here’s a look at the HW. Two separate models and the 7400 can be ordered with 4 controllers – a unique customer HA and performance value in a mid range array – all while priced less its direct competitor – the EMC VNX So the replace our EVAs, our 3PAR F-Class and the competitive mid range arrays like the EMC VNX 5000 series and the NetApp FAS series. The max drives match up well to these other arrays’ capacity points. The drives in the 7000 are SAS 6Gbps dual ported interface using both SFF and LFF drives, and the full suite of SAS drives – 15K, 10K, MDL 7.2K, and SSD. The host facing interconnects are full featured with 8Gbps FC, and 10GbE iSCSI and FCoE. And the performance is 3x that of the EMC VNX 5700s with SSD’s – which offers our customers greater consolidation savings and greater revenue opportunities. ======================================================================== Max total drives (equals max SFF drives) 7200 = 144 drives 7400 (2/4 nodes) = 240/480 drives Max LFF drives:* 7200 = 120 drives 7400 (2/4 nodes) = 216/432 drives *Note that the controller chassis will always come with 24 SFF slots and you will need a min number of SFF in it to run the system. Hence the reduced LFF drive count. Max SSDs: 7200 = 120 SSD per node pair 7400 (2/4 nodes)= 120 per node pair, so 240 with 4 nodes Max raw capacity: 7200 = 250TB 7400 (2/4 nodes) = 432/864 TB Drives planned for launch: SFF: 300GB 15k SAS, 450 GB 10k SAS, 900GB 10k SAS, 100GB SSD, 200GB SSD LFF: 2TB 7.2k NL SAS, 3TB 7.2k NL SAS ** FCoE available in future release HP Confidential

HP 3PAR StoreServ 7000 Storage
SFF maximum configurations in 2 meter cabinets 480 disks and 300K IOPs in a single rack 3PAR 7200 144 SFF 3PAR node 240 SFF 3PAR node 480 SFF Node Pairs Node Pair Node Pair 480 Disks, > 300K IOPs and 4 controller resiliency in a single rack Drive Chassis

Converged File & Block with HP 3PAR StoreServ
StoreServ File Services with the StoreEasy Gateway Common Addressable Pool of Storage – competitive advantage! File and block services available from the SAME efficient storage infrastructure to allow most flexibility Repurposed on demand to the appropriate services as your business evolves Efficient storage utilization with fully integrated 3PAR Thin Reclamation and Windows 2012 DeDuplication Encrypted file data from the client down to drive on the 3PAR array with Windows 2012 SMB 3.0 and Bit-Locker Encryptions Converged Management via Windows Server Manager Enables you to access, manage and monitor file and block services through a single dynamic management interface No loss of benefits from the HP 3PAR SW Suites √ Common Pool for File & Block √ Thin Provisioning and Reclamation √ De-Duplication √ Encryption √ Integrated Management Converged File and Block with HP 3PAR StoreServ: This is great news for our customers and HP and our partners! We can now “Check the Box” whenever the customer RFP requires “unified storage” – which HP calls “Converged Storage”. We have the capability to manage file and block from one GUI/Management SW set plus we drive vastly better capacity utilization for our customers than does EMC. When the 7000 solution is managing the capacity in its file and block array, it does NOT force a silo approach as EMC forces on their customers. And silos by definition waste capacity. In the 7000 solution we management the file and block capacity as one unified/converged pool! The 7000 solution partners with Microsoft’s Windows 2012 Server Manager to manage both file and block. Plus, while the W2012 Server Manager is the unified front end GUI, it never hamstrings any of the management benefits from the 3PAR SW Suites. Finally, with the W2012 SW we also get file deduplication and data encryption. So, check that box and win those “unified storage” deals! ================================================================================== With Windows 2012/StoreEasy and HP 3PAR StoreServ you can offer Best-in-Class Block storage for applications Best-in-Class File Services for environments with predominantly Windows clients File and block services that share the SAME efficient storage infrastructure – differentiated from EMC VNX where the file and block storage are siloed. An integrated block & file management for Windows environments Block is still the preferred access protocol for most applications Don’t let competition drive an all-file-conversation 3PAR offers best in class integrations for Vmware, Hyper-V, Exchange, SQL, Oracle, ... so use them HP Restricted

Everything you’d want in a next generation EVA
New Product Introduction Everything you’d want in a next generation EVA EVA DNA Smart Start Online Import from EVA to 3PAR directly from EVA Command View A pain free and risk free evolution that takes the best of EVA into the future of storage Everything you’d want in a next generation EVA HP Restricted

HP 3PAR Online Import for EVA
New Product Introduction HP 3PAR Online Import for EVA Reduce cost and time to migrate your EVA data Agile Migrate your EVA data over to HP 3PAR StoreServ using the new Online Import feature HP Services to help with datacenter transition Simple Start from what you know - All driven from your known Command View EVA interface Low cost No need for additional hardware Online Import license included (6 months) Online Import HP 3PAR Online Import for EVA HP Restricted

New: 3PAR OS 3.1.2 tier-1 data services
New Product Introduction New: 3PAR OS tier-1 data services Raising the bar again on Tier 1 capability for virtual and cloud datacenters Reclaiming time for your administrators Autonomic Replication Groups: Configuration-less disaster protection Web Services Toolkit: REST API enables sustainable cloud automation Extending the lead in thin storage efficiency Thin Persistence with Windows 2012: Effortless capacity reclamation Dynamic Fat 2 Thin Optimization: One-click, non-disruptive thinning Prevent losing a single second of application availability Persistent Ports: Online upgrades with zero dependency Peer Persistence: Transparent server failover between sites New: 3PAR OS tier-1data services Expanded Resilience Simplified online upgrades NPIV-based Persistent Ports for non-disruptive upgrades without multi-path dependency Transparent server failover between data centers Peer Persistence for application aware, federated failover of servers and storage Breakthrough Automation Configuration-less disaster protection Autonomic Replication eliminates the replication planning, configuration and deployment overhead Effortless capacity reclamation Thin Persistence integration with ODX and unmap in Windows Server 2012 One-click, non-disruptive Fat to Thin Addition of fat-to-thin conversion to Dynamic Optimization Durable automation Restful Web Services API Toolkit HP Restricted

Engaging the customer Engaging the customer HP Restricted

New Product Introduction Who to sell to
HP 3PAR StoreServ 7000 Who to sell to Opportunities to look for Installed base : EVA, 3PAR F-Class New Mid market customers Expecting Lower price points New customers to HP storage Target EMC VNX customers Other competitors midrange arrays NetApp, IBM v7000, Hitachi AMS Virtualization Infrastructure refresh (including Tech Refresh) Consolidation – application, data center In the midrange From direct attached storage Applications ERP SAP, Oracle, SQL Database applications Exchange on shared storage Converged storage with file and block General file and home directory consolidation HP 3PAR StoreServ 7000 Who to Avoid 6 9’s; Massive data center consolidation HP Restricted

Use cases HP Restricted

HP 3PAR StoreServ 7000 target use cases
New Product Introduction HP 3PAR StoreServ 7000 target use cases Database optimization Microsoft Exchange ERP solutions ROBO Virtualized private cloud Server virtualization Host service providers Industry solutions HP 3PAR StoreServ 7000 target use cases Slide 12: For private cloud and HSP, please work in ‘ITaaS’ – when speaking to it? HP Restricted

Industry applications
New Product Introduction Industry applications Top Healthcare EMR/EHR vertical applications for HP 3PAR StoreServ 7000 Applications supported at launch Applications supported as soon as possible after launch Industry applications HP Restricted

Best in Class vSphere integration
New Product Introduction Best in Class vSphere integration HP 3PAR StoreServ 7000 Storage Optimize VM Densities Simplify provisioning and management Save on storage costs Wide striping Mixed workload support VMware VAAI support Adaptive Queue Depth Storage I/O Control integration SRM support Application consistent snapshots Autonomic Groups vCenter Management plug-in vCenter Recovery Manager plug-in VMware VASA support Insight Control Storage Module support VM fast clone Double VM density Thin provisioning Thin conversion Thin persistence Zero detection Adaptive optimization Get Virtual Guarantee Get Thin Guarantee Best in Class vSphere integration HP Restricted

Industry applications
New Product Introduction Industry applications Top Healthcare EMR/EHR vertical applications for HP 3PAR StoreServ 7000 Applications supported at launch Applications supported as soon as possible after launch Industry applications HP Restricted

HP ecosystem opportunities
New Product Introduction HP ecosystem opportunities Opportunities to add more value to the deal HP ProLiant and BladeSystem Protect StoreOnce and StoreEver Connect StoreFabric Converged StoreEasy HP ecosystem opportunities Now, while you are selling the 7000 arrays, besides adding the StoreEasy Gateways to enable Converged File and Block unified management, you should also look at other upselling opportunities: You should never sell primary storage without selling a backup and recovery solution. The HP StoreOnce solution has industry leading recovery times, industry leading HA and industry leading low Cost Of Ownership. If you are selling into our EVA and F-Class IB or into an older CLARiiON installed base, look at the FC Infrastructure as it could be older 2Gbps or 4Gbps infrastructure that needs to be upgraded for our customers to the 8Gbps or even 16Gbps FC switches and HBAs. Finally, never sell any of these solutions without HP Services Care Packs or Installation and Start Up Services. Partners, later in this presentation we will point to ways for you to enhance your partner margins using ServiceONE. HP Storage Technology Services HP Restricted

Competition HP Restricted

Your competition! VNX 5XXX
Ask them for whom they see as the main competitors? For each competitor – before going into the slides – ask the audience on what they see as there be main advantages and disadvantages. Collect them on a whiteboard For each competitor add the areas, where they are good, which we need to avoid or have an answer for

3PAR key differentiators - why we win
New Product Introduction 3PAR key differentiators - why we win One architecture and a single stack from midrange to high-end Data migration through Federated software Non-disruptive scalability to four nodes Delivers enterprise features and resiliency at an affordable and competitive price point. Automated DR configuration means you’re protected from the start Mixed workload support increases consolidation and cloud opportunities Persistent technologies deliver high availability and Tier 1 resiliency Industry-leading thin technologies cut capacity requirements in half Automated sub-volume tiering increases consolidation and reduces costs Simple to install, own, and upgrade Smart Start and Rapid Provisioning get you up and running in minutes Self-diagnostic and phone home capabilities automate support New software suites simplify purchasing and lower costs Shares a single, simple management console with all 3PAR arrays Online import makes upgrading from EVA effortless HP Restricted

Pulling away from the competition
New Product Introduction Pulling away from the competition What are the key StoreServ 7000 differentiators and why we win Effortless and future-proofed Bulletproof Efficient Effortless management Autonomic Groups Autonomic Replication Groups Smart Start Future-proofed storage Peer Motion Online Import for EVA data Persistent Ports Peer Persistence Leading Thin technologies Start Thin, Get Thin, Stay Thin HW enabled zero bit detection Federated Thin Provisioning Thin Conversion for Online Import EVA Adaptive Optimization Dynamic Optimization 2X efficiency ONLY clustered quad-node architecture Persistent Cache Fast RAID Rebuild Virtual Domains 3X performance mixed workload 2x VM density Pulling away from the competition These are the HP IP technologies that enable the HP 3PAR customer values. The tech session this afternoon will describe or demonstrate this in more detail for you. These feature benefits return more value to our customers than do the similar features from other array vendors! In some cases, our competitors do not even have similar features! The underlined features are new with the most recent version of the HP 3PAR SW, but all of these features are “new” for our mid range customers. Management Storage provisioning, tiering, & change management autonomically High Availability Persistent cache minimizes performance impact to applications and VMs Industry’s best ‘total’ HA with MetroCluster and Continental Clusters Performance Best SPC-1 score at very low price/IOPS Utilization 100% reservation-less ASIC powered thin technologies help get thin and stay thin Adaptive Optimization provides granular, policy-based autonomic storage tiering with sub-LUN data movement The only storage architecture you will ever need HP Restricted

HP 3PAR StoreServ – Expected FUD
New Product Introduction HP 3PAR StoreServ – Expected FUD Here comes the FUD “Everybody has thin provisioning now” “3PAR is not Unified” “3PAR has no primary volume dedupe or no compression” “Remote mirroring periodic Async RPO is worst in industry” “Two years late with SAS – HP again under invests in R&D” How to respond All competitors’ THP has performance caveats and zero reclaim that hurts performance. HP is thin, fast, and safe. HP offers a common addressable storage pool– management is converged via W2012 Server Manager. In most environments 3PAR THP will save more space overall, be easier to manage, and has no performance caveats. Plus Windows deduplication for files. Use sync if you can’t lose any IOs. HP 3PAR async saves bandwidth enabling DR for less money! Ridiculous. 3PAR has always beaten competitors in COO. Now with SAS the gap is even larger. 3PARs SW benefits are best in the industry HP 3PAR StoreServ – Expected FUD We expect our competitors’ FUD machines to crank out their usual FUD claims to force us off message and into rat holes. Let’s address these fast and stay on the offensive winning the deal. Everyone has Thin Provisioning now, so that is not an advantage for 3PAR any longer. Wrong!! The competitive Thin Technologies are weak imitations of the HP 3PAR thin technologies. HP 3PAR Thin Technologies yield far greater capacity utilization using far fewer processing cycles and running at much higher performance levels than anything from our competitors. HP 3PAR is not Unified: Wrong again! In partnership with Microsoft, HP Storage offers unified file and block storage management that retains all the customer effortless and efficiency benefits from 3PAR while enabling file deduplication and data encryption. Plus the competitive advantage of a single storage pool while EMC forces their file and block customers into the wasteland of storage silos. HP 3PAR has no primary volume dedup or compression: Wrong again plus the HP 3PAR Thin Technologies provide better capacity utilization than our competitors deduplication and compression technologies. And as mentioned, using the Microsoft/HP partnership, we now enable deduplication. Remote mirroring Async RPO is terrible: If our customers’ goal is to not loose any IOs, then they should be using Sync Remote Copy! Use the HP 3PAR Async RPO to enable the lowest cost DR saving money in band width costs and capacity utilization as all DR volumes can be thin volumes unlike our competitors. Two years late with SAS drives: Really! Is that the best FUD that they have??!! HP 3PAR creates more customer savings from our SW benefits than our competitors do with their SAS drives and their SW features. Now that 3PAR has SAS drives, the additional savings in space and power just add to our COO lead! Let’s stay focused on the total solution benefits to our customers. Others that might come u Scale beyond 960 drives Linear scalability with quad node architecture Mainframe Support XP is the preferred solution Native Encryption StoreServ offers encryption at the switch/fabric level HP Restricted

Summary of weaknesses by competitor
Date or rev. # HP 3PAR StoreServ 7000 Summary of weaknesses by competitor EMC VNX Siloed architecture wastes space: siloed RAID Groups, siloed file:block Thin provisioning wastes space, lowers performance, post processing zero reclaim wastes capacity and performance Complex array management planning required prior to using their Wizards! NetApp FAS Very complex and risky space reservation policies for block plus performance issues at hi cap Risky MetroCluster DR solution – one side down then they are manual in SPOF mode Generally no load balancing between siloed controllers –and too complex Dell Compellent Poor RAID-5 and RAID-6 performance Online firmware upgrades only for OS, not PCI cards, IO modules, or HBAs IBM V7000 Weak thin provisioning. Warns thin provisioning reduces performance. Weak zero reclaim. SSDs are a must for tiering functionality, 2 level tiering only, low performing MLC based SSDs used HP 3PAR StoreServ 7000 Let’s look at the top weaknesses in our four leading competitors. EMC – old siloed architecture wastes our customers’ space forcing silos in RAID groups and between file and block storage. Poor Thin Provisioning: high granularity wastes space, bolted on SW that runs in the CPU wastes performance cycles, and their zero reclaim is post processing that both wastes capacity and performance. Finally, their complex planning cycles prior to running their management Wizards are cumbersome, complex and confusing – a process that requires extensive training to learn and maintain proficiency! NetApp – Space Reservations – complex, risky and wastes capacity. Performance is poor at high capacities. Risky Metrocluster DR solution – results in SPOF whenever one side fails – kills the DR data protection goal. Finally, no effective or efficient load balancing between their two controllers – not a normal expectation that mid range customers should have to endure. If you lose a single controller on a primary site, that is all it takes to invoke a long distance failover and a really complex failback. Dell Compellent – poor performance esp. in RAID5 and RAID6 – all of Dell’s SW features have to run through its controllers slowing the array and creating IOPS bottlenecks. Offline FW Upgrades for PCI cards, IO Modules, and HBAs – not an enterprise level feature. IBM V7000 – weak thin provisioning that slows their array’s performance. HP Restricted

Simple configuration and afforable pricing
New Product Introduction Simple configuration and afforable pricing HP Restricted

Easy Steps to configure an HP 3PAR StoreServ 7000
New Product Introduction Easy Steps to configure an HP 3PAR StoreServ 7000 Required Optional 1 Select Base Controller Configuration (includes 24 SFF drive slots per controller pair; comes with rack mount kits for 19’’ rack) 1a Add HP rack and PDUs Add additional host adapters and cables (FC or iSCSI/FCoE) 1b Hardware 1c Add physical Service Processor (SP) Select Drives (Min per node pair and type: 8 for 10K/15K RPM, SSD drives / 12 for 7.2K RPM drives) Add additional Drive Enclosures (SFF/LFF) (Max 5 for 7200/ 9 for node / 18 for node) 2 2a 2b Add additional Drives (SFF/LFF) Add HP 3PAR StoreServ 7000 OS Software Suite 3 Add additional software 3a Software For drive-based software title select: 1 Base license + 1 license per drive up to cap (48 for 7200, 168 for 7400) For system-based software title select: 1 Base license only Recommended Optional Steps to configure an HP 3PAR StoreServ 7000 Services 4 Select Support and Hardware Deployment services 4a Add advanced services, consulting or training HP Restricted

New Product Introduction Product pricing strategy
HP 3PAR StoreServ 7000 Product pricing strategy Price positioning – parity at raw capacity At typical array sweet spots Before considering any utilized capacity gains Versus EMC VNX 5000 7200 priced at parity with EMC VNX 5300 7400 2N priced at parity with EMC VNX 5500 7400 4N priced at parity with EMC VNX 5700 Versus HP EVA P6000 7200 priced at parity EVA P6350 7400 priced 15% [2 node] to 30% [4 node] above EVA P6550 New HP 3PAR StoreServ 7400 New HP 3PAR StoreServ 7200 HP 3PAR StoreServ 7000 Pricing. This is breakthrough. We are pricing the 7000 at parity on raw capacity versus the competition. We will win the business using our superior customer values. Now, we will still have pricing fights with EMC and others. But we are starting from a level playing field. The competition will have nothing but price to play, while the 7000 will have both price and superior customer value. HP Restricted

HP 3PAR 7000 Pricing with software pricing caps
New Product Introduction HP 3PAR 7000 Pricing with software pricing caps 7200 Cap at 48 Drives 7400 Cap at 168 Drives EMC VNX 5300 EMC VNX 5500 EMC VNX 5700 Max Range At the sweet spots – 24 drives (7200), 80 drives (7400 2N), 112 drives (7400 4N), pricing at parity to VNX – HW, SW and support Small configurations below sweet spots are lower than EMC Benefit of simplified spindle pricing At max configurations, SW caps kick in to drive pricing down At sweet spots, min or max configurations, EOS bases are covered HP 3PAR 7000 Pricing with SW pricing caps 7200 cap at 48 drives, 7400 cap at 168 drives = Estimated sweet spots for the 7200, N, N Config with 900GB 10K SAS. SW includes include 100% AO, 100% VC,100% RC, 100% SR HP Restricted

7200 Net TCO Comparison (16TB w/ 900GB 10K SAS)
New Product Introduction Product + Support 7200 Net TCO Comparison (16TB w/ 900GB 10K SAS) 7200 Net TCO Comparison (16TB w/ 900GB 10K SAS) Product Discount Assumptions: 45% for 7000, 70% for F-Class, 45% for EMC VNX 5300, 45% for NetApp FAS 2240, 60% for all other. Install Discount Assumptions: 43% for EVA, 43% for 3PAR. Same as product for rest. Support Discount Assumptions: 48% for EVA, 66% for F-Class, 45% for Same as product for the rest. 900GB SFF SAS. Avg. SW : 10% AO, 50% VC, 25% RC, 80% SR HP Restricted

Support comparisons NEW Support Plus 24 (reactive) Proactive Care (proactive – for business critical customers) Critical Service (proactive – for mission critical customers) Global Solution Center Advanced Solution Center with pooled Tech Solution Specialist (TSS) Mission Critical Support Center with account assigned RSAA Centralized call centers, may use call hand-offs, product focus Local language, TSS owns call end-to-end, solution focus, rapid access to CoEs Local language, RSAA owns call end-to-end, environment focus, highest priority access to CoEs and L3/lab High volume, fixed offer Tools based, high volume, fixed offer High touch, flexible offer No proactive reports Proactive Scan, Platform Revision Analysis, and Incident Reports help manage risks In depth System Health Check, storage and network assessments, and incident reports prevent most problems 24x7 HW and SW support Choice of 24x7, 6hr CTR with ISV Collaborative Support 6hr CTR, ISV collaboration as needed IRS Recommended Phone Home required, installation assistance No account relationship Account relationship, four days of technical assistance, two support reviews (when Personalized Support option is ordered) Account relationship, more technical advice, quarterly support reviews Proactive Select credits may be purchased 60 credits bundled, additional credits may be purchased Support comparisons For 3PAR, since IRS does not yet support 3PAR, Proactive Care requires the legacy 3PAR remote monitoring tools (Service Tools/STaTS). HP Restricted

Choose from 3 levels of Proactive Support Services
New Product Introduction Choose from 3 levels of Proactive Support Services Operation Support Services for HP 3PAR 7000 Optimized Care: HP Critical Service For mission critical environments demanding the best performance and stability Standard Care: HP Proactive Care HP Proactive Select Credits For business critical environments who need to maintain the highest levels of uptime Basic Care: HP Proactive Care + 10 HP Proactive Select Credits The minimum recommended support Value proposition Warranty protects against product defects, Services protects the business—avoid downtime and improve performance, with the right support level and access to firmware and patch updates/ upgrades Business benefit Protect your business from unplanned outages Support needs to be considered holistically not product by product, choose the support level that is right for your business needs Proactively protect all your data center needs including 3PAR StoreServ, Servers, connecting devices and applications Proactively plan, add, modify and change your 3PAR StoreServ storage environment Choose from 3 levels of Proactive Support Services Earlier we talked about adding more value to our 7000 deals. HP Services Care Packs are one vital MUST add. The recommended HP Services Care Pack to use with the 7000 is Proactive Care with Personalized Support. Adding that level of support assigns an Account Service Manager (ASM). The ASM will develop an annual support plan, provide four days of operational and technical advice, and conduct semi-annual support reviews. All levels of HP Service Care Packs are supported with the 7000. And ServiceONE is also supported with the 7000 that enables our channel partners to make additional margin by delivering service solutions to our customers. =========================================================================================================== Support Services for HP 3PAR 7000: chose from 3 levels of care: Optimized Care, For mission critical environments demanding the best performance and stability Support: HP Critical Service Additional Options: 10 HP Proactive Select credits per year per array Standard Care, For business critical environments who need to maintain the highest level of uptime Support: HP Proactive Care 24x7 with HP Proactive Care Personalized Support (once per Proactive Care support new environment, additional arrays in environment, add 1-2 personalized support days) Additional Options: HP Personalized Support Additional Day, and additional 10 HP Proactive Select credits per year per array Basic Care, The minimum recommended support Support: HP Proactive Care 24x7; Plus, 10 HP Proactive Select credits per year per array Additional Options: HP Proactive Care Personalized Support (once per Proactive Care support new environment), HP Personalized Support Additional Day, and additional 10 HP Proactive Select credits per year per array HP Critical Service Provides proactive activities and 24x7 monitoring of your environment making it the right choice when uninterrupted uptime is essential We implement improvement projects to mitigate risks and reduce incidents to maximize uptime. If outages do occur, they will be addressed immediately through access to our dedicated critical support escalation resources, with a six-hour call-to-repair commitment from our mission-critical call center. HP Proactive Care 24x7 Proactive Care delivers hardware and software support services designed specifically for your technology; rapid access to Advanced Solution Center Specialists plus, Firmware/Software management and best practice advice. Customers can optimize the return on their IT investment and realize the advantage of running their business critical applications on virtualized/x86 infrastructure. HP Proactive Care Personalized Support HP Proactive Care Personalized Support is an option for Proactive Care customers. It allows for an increased personalization of the Proactive Care support experience through the assignment of an Account Service Manager (ASM) who provides IT best practice advice to help address IT issues and projects. The ASM will develop an annual support plan, provide four days of operational and technical advice, and conduct semi-annual support reviews to ensure the Proactive Care service deliverables address the customer’s IT priorities. This option is only available for Proactive Care customers and may be purchased once per environment. Offering is one additional day per year of the Care Pack. Link to Proactive Care Personalized option webinar: HP Proactive Select Choose from an extensive menu of HP Proactive Select event and technical services, such as onsite firmware upgrades, health checks, assessments, and education. HP Restricted

HP Services risk free deployment
New Product Introduction HP Services risk free deployment Deployment services for HP 3PAR StoreServ 7000 Deployment Services HP 3PAR StoreServ and Software Installation and Startup Services HP 3PAR 7000 Replication Software Suite Installation and Startup Service HP 3PAR Adaptive Optimization Policy Implementation Service HP Enhanced Implementation Service for SANs HP Data Replication Solution Service HP Storage Virtual Volume Design and Implementation Service Value proposition The proper configuration and setup of 3PAR StoreServ storage is crucial to safeguard performance, efficiency, utilization and protect against data loss Business benefit HP Services installs and tests your 3PAR StoreServ hardware and software onsite, including configuration setup and integration into your current IT environment Mitigate risk and accelerate implementation from day one 3PAR StoreServ deployment services help you maximize performance, efficiency and capacity utilization HP Services risk free deployment In addition to adding Care Packs, our customers installation and startup experience will be made much easier and very successful if you add the HP Services I&S service to the deal. Yes, the 7000 is “Customer Installable” which means that experienced customers can install the 7000s themselves, and HP will have a simple “how to” installation guide. But it will set our customers’ minds at ease if a professional does the installation for them. HP Services can do that, or using ServiceONE our partners can do that for our customers under their own brand. HP 3PAR StoreServ 7000 Systems Installation and Startup Service installs and tests your hardware and software onsite, including configuration. We deliver the storage deployment, properly integrated into your environment. HP 3PAR 7000 Software Installation and Startup Service provides support required for deployment of licensed HP 3PAR software products into operation. HP 3PAR 7000 Replication Software Suite Installation and Startup Service provides support required for deployment of the licensed 3PAR Replication Software products. HP 3PAR Adaptive Optimization Policy Implementation Service Provides analysis, recommendations and implementation of HP 3PAR Adaptive Optimization policies to enable storage tiering using data collected from your HP 3PAR system over time. Best for businesses that want to optimize utilization of HP 3PAR Storage by providing the right quality of service to the right data at the right time . HP Enhanced Implementation Service for SANs—HP delivers complete design and implementation services for Fibre Channel, FCoE, FCIP, SAS, and iSCSI SAN connectivity components. HP Data Replication Solution Service (for 3PAR Remote Copy and 3PAR Virtual Copy) Depending on your needs, your HP data replication solution can range from a real-time disaster-tolerant solution between HP Storage arrays, to a local replication solution for easy cloning and snapshots of business data. Designed to help safeguard your critical business information, this service configures real-time data mirroring or snapshots capabilities of 3PAR Remote Copy and 3PAR Virtual Copy. HP Storage Virtual Volume Design and Implementation Service Proper configuration of storage hardware is crucial to help improve the effectiveness of your storage devices. For virtual volume configurations beyond what is provided through the array installation and startup services, or for redeployments of your HP storage equipment, the HP Storage Virtual Volume Design and Implementation Service provides the activities your organization needs to design and implement a new LUN, virtual volume, or virtual disk (Vdisk) configuration. HP Restricted

Summary HP Restricted

New Product Introduction Your sales opportunity
Key take away Your sales opportunity √ The Right products HP 3PAR StoreServ 7000 – Effortless Tier 1 Storage At the Right price 3PAR technology at a competitive midrange price Aggressive discount structure to maximize OEM/ODP profit √ √ For the Right customers Huge IB opportunity; large competitive OEM base to attack Key take away With the 7000, we have the right product at the right price for the right customers. Remember to focus on the low hanging fruit first – HP’s EVA IB Customers and our E/F Class IB Customers. With just these customers we can all meet and exceed our 2013 business goals! Start here, create winning sales experiences, then move into the other targeted customer groups. HP Restricted

Call to action Now Prepare yourself Learn the sales pitch Present to Customers Build the pipeline for FY13 and Beyond Follow-up Calls Attack the market Call every customer (EVA/E-F Class IB, new mid range targeted customer) Call to action Here’s what we need from you: Learn the sales pitch! Use your HP Storage Sales Academy skills and the 7000 customer values from today’s training. Practice the pitch and then use the pitch with our targeted customers. Work your pipeline now and get their orders into HP even before our public announcement! We will be creating legal quotes as of Nov 5th and we will be accepting orders on that day too. All under NDA until Dec 4th On Public Announcement Day, Dec 4th, attack the market. Again, I’d start with the HP IB Customers, but if you have a customer that you are working away from our competitors, then use the 7000 to win that deal. Remember – This is the Day! This is the Day that HP starts to take back the mid range customer segment. This is the Day that HP together with our partners starts to win again. Good luck!! HP Restricted

Marketing contacts and locating additional information
New Product Introduction Marketing contacts and locating additional information HP Restricted

Regional product marketing contacts
New Product Introduction Date or rev. # Regional product marketing contacts Sales Issues Product availability Special pricing Qualifying customers Order entry, configuration, or status issues HP Care Pack Services queries Presales Support Issues Technology or supported configuration questions Planning and deployment scenarios Infrastructure requirements Region Contact Location Americas Tim Stelzner Fort Collins, Colorado EMEA Till Stimberg Duebendorf, Switzerland Asia Pacific, Japan Sadasiva Ranganath Bangalore, India Regional product marketing contacts HP Restricted

Date or rev. # Tools and resources Product home page (as of 12/4) Partner portal Log onto the partner portal for your region, click on EG (Enterprise Group) in the left hand navigation bar, storage and sales & technical tools tab Internal HP 3PAR StoreServ Sales Portal Tools and resources HP Restricted

HP StoreServ 7000 Storage collateral plan
New Product Introduction HP StoreServ Storage collateral plan NPI Overview Materials Sales Enablement New Models : 7200, 7400 New Software – HP 3PAR OS 3.1.2 NPI Product Training Presentation Sales Training Presentation Technical Presentations NDA Presentation Customer Presentation TekTalk Presentations (total of 9) Complete On track Sales Battlecards (5) Competitive Sales Guides (5) SWD Sizer Storage Optimizer TCO tool NinjaTransformer In process Announcement and Launch White Papers/Brochures/Config Guide/Data Sheets/Analyst Papers November 5th- Blind CPL December 3rd – Announcement at HP Discover in Frankfurt December 4th – Live CPL and hp.com December 14th -- Product Availability StoreServ Architecture White Paper Best Practices White Paper Performance White Paper High Availability White Paper Update 3PAR for the EVA Admin White Paper Online Import White Paper Remote Copy White Paper update Adaptive Optimization White Pap update Recovery Mgr/Exchange/SQL WP update Simplified Configuration Guide Best Practice Configurations Reference Configurations Post launch Data Sheets (10 new, 3 updated) StoreServ Brochure Peer Persistence Brochure 3PAR StoreServ File Services Broch. Management Brochure Remote Supportability Brochure ESG Lab Validation ESG Midrange Redefine Evaluator: EVA to 3PAR Edison: EVA to 3PAR Taneja: Product Review Messaging Training and Tek Talk sessions Videos, Photography New Value Props – Effortless, Efficient, Bullet Proof, Future Proof Message map - Complete TOI – 100+ SA’s, others trained Sales Webinar with live Q&A TekTalk sessions Nov 6th Oct 22nd thru January Customer Endorsement video Announcement video Product Experience tour (Somnio) Product Photography Environmental Photography Effortless tier1 storage with midrange affordability HP StoreServ Storage collateral plan HP Restricted

Back-up HP Restricted

The midrange storage standard for virtualization
New Product Introduction The midrange storage standard for virtualization Double VM density - guaranteed System Wide Striping, Mixed Workload Support , and Quad Controllers Silicon-level Integration with VMware VAAI APIs for HW-Assisted Locking 50% less capacity - guaranteed Silicon-level Integration with VMware VAAI APIs for Thinning, Reclaim Adaptive Optimization and Fast RAID Technologies Effortless provisioning Autonomic Groups and VMware Management Integration Remote Copy Integration with VMware Site Recovery Manager Peer Persistence Integration with VMware MetroCluster Buy 50% fewer physical servers Cut storage capacity requirements by 50% Spend 90% less time managing storage The midrange storage standard for virtualization HP Restricted

HP 3PAR StoreServ 10000 and 7000 positioning
New Product Introduction HP 3PAR StoreServ and 7000 positioning The only storage architecture you’ll ever need Why HP 3PAR StoreServ versus HP 3PAR StoreServ 7000… Scalability More than 480 drives needed Performance More than 96,000 random read IOPS* Flexibility More than 24 host FC ports Massive consolidation Up to 8 controllers, 1,920 drives, and 450,212 IOPS HP 3PAR StoreServ and 7000 positioning This slide helps position the 7000 versus the current high end array. These four cases are when the should be sold instead of the Generally, sell the for the larger enterprise environments when large scale is needed by our customers. * Assumes only magnetic disk drives are used in the HP 3PAR StoreServ 7400 array HP Restricted

HP 3PAR StoreServ The gold standard for tier 1 storage in Virtual/ITaaS Autonomic: Reduce time spent managing storage by 90% System responds effortlessly and instantly to new workload demands Efficient: Reduce capacity requirements by 50% - Guaranteed Hardware enabled thin technologies and tiering for high efficiency without tradeoffs. Multi-tenant: Double VM density per server – Guaranteed Bulletproof tier-1 resilience for massive consolidation of unpredictable mixed workloads Federated: Non-disruptive data mobility between systems HP Peer Motion for easy refresh and data services management across multiple arrays HP 3PAR StoreServ Consolidate massively, securely and with high service levels. Double VM density per server – Guaranteed. Mesh active design, virtual private array security and tier 1 resilience handle diverse and unpredictable workloads typical of multi-tenant cloud environments Performance and scale for multi-tenant applications Optimized to get the most from every dollar and disk Eliminate deployment bottlenecks and slash OpEx HP Restricted

HP Converged Storage is designed for the future
HP Converged Storage system vision: Polymorphic Simplicity Adj. Existence in several forms, shapes, & sizes Primary storage system architecture Retention & protection architecture Set of data services low-to-high Approach to block, object and file Architecture for both HDD and SSD/flash High End Entry Primary storage Information protection, retention & analytics 1 Block | Object | File HDD  Flash In December 2012 we are unvieling what Gartner recently called the most compelling vision and product portfolio they had ever seen from HP. Converged Storage is all about simplifying the complexity that has been created over the years by those fragmented architectures of our competition. There are several design features at the heart of the portfolio. The portfolio has Autonomic – or self-managing – storage capabilities. All of the solutions are designed to maximize capacity utilization, they are federated to enable data mobility. We are focused on maintaining an open approach where we support multiple hypervisors, compute platforms, and ISV partners. Lastly, we are designing Converged Storage solutions in such a way that they are Polymorphic which means it’s a single system that exists in several forms. We are simplifying our portfolio even more and helping organizations improve ROI with a single approach for Primary Storage and a single approach for Information Protection, Retention, and Analytics. Within these solutions we are providing multi-protocol capabilities for Object, File, and Block storage needs. Lastly we are simplifying storage by providing common data services from SMB to Enterprises and Service Providers so that there is a seamless upgrade path and data mobility from small environments to large deployments.

HP 3PAR StoreServ for your key business applications
New Product Introduction HP 3PAR StoreServ for your key business applications Lower messaging cost and increase performance Reduce storage cost per mailbox by 80%.1 Increase mailbox size by fivefold without purchasing extra storage capacity.1 Save up to 75% of physical storage capacity.1 Support highest number of users with highest performance.2 Meet performance SLA's, automatically k Lower storage costs by up to 75% Simplify database and storage management Protect database applications more effectively Meet stringent SLAs in a mixed workload database environment. Reduce storage space for exponentially growing SAP database instances Autonomic Groups simplify SAP database provisioning Wide striping ensures SAP databases are better balanced and response times more predictable HP 3PAR StoreServ for your key business applications 1Texas Christian University Case Study: 2HP 3PAR ESRP Result Analysis by Silverton Consulting: HP Restricted

Best in Class Hyper-V integration
New Product Introduction Best in Class Hyper-V integration HP 3PAR StoreServ 7000 Storage Optimize availability and performance Simplify provisioning and management save on storage costs Wide striping Mixed workload support Offload Data Transfer (ODX) and UNMAP support Adaptive Queue Depth Multi-site/CLX support Application consistent snapshots Autonomic Groups Simple Storage Management through SMI-S HP 3PAR Recovery Manager for Hyper-V Non-disruptive Online Firmware Upgrades Double VM density Thin provisioning Thin conversion Thin persistence Zero detection Adaptive optimization Best in Class Hyper-V integration HP Restricted

HP StoreServ 3PAR 7000 Why Channel Partners should sell the New HP StoreServ portfolio Reach more customers Industry’s first tier 1 storage platform to span SMB to Enterprise Win more deals Competitively priced enterprise class features enable you to position more aggressively and win in midmarket accounts Make more money From sell through margins to complete delivery to data migration with HP Peer Motion/Online Import; maximize your capabilities and increase profitable revenue Increase deal size with feature rich simple software suites, FC Infrastructure, StoreEasy Converged Storage, StoreOnce … HP StoreServ 3PAR 7000 So, why should our channel partners want to sell the 7000 with HP? First, with the superior 7000 customer benefits, we can satisfy customer needs better than our competitors. That was difficult with the EVA, but the vastly more competitive feature set of the 7000 allows us to solve customer needs better and more fully than the EVA could and better than our competitors. So, we can reach more customers. Second, we – HP and our partners – can win more deals together. We are starting from a level playing field with the parity pricing at raw capacity with the We look to win 70-80% of our 7000 deals using the very simple and fast Value Express Pricing process [VEP]. And, finally, we will make more money together selling the The HP margins are good and our partner margins are set very competitively versus those from other storage vendors. So “Margin Predictability” with be much better than before with the 3PAR line. And remember, when selling the 7000, look for opportunities to increase the deal value by selling StoreOnce, newer faster FC Infrastructure, and StoreEasy NAS Gateways for unified storage. REACH MORE CUSTOMERS For the first time in the history of the storage industry, there is a single architecture spanning for SMB/Midrange to enterprise. You can confidently move customers to platforms that will meet their needs well into the future – driving security in investment for them and longer term account control and revenue opportunities for you. The 3PAR StoreServ 7000 product is key in driving HP Storage growth in FY’13. HP expects to exceed EVA quarterly high point volumes within the first year, presenting a considerable opportunity for both our channel partners and HP. HP will be deploying a comprehensive marketing and demand generation plan including significant awareness investments, AR/PR, demand generation campaign deployment directly and via the channel and inside sales activity from the HP call centers to generate opportunities for channel partners. WIN MORE DEALS HP 3PAR StoreServ 7000 Storage extends the 3PAR product line into the midrange storage price bands with hardware designed for standard racks. The two models, the HP 3PAR StoreServ 7200 and HP 3PAR StoreServ 7400, provide the most powerful midrange virtualized platform for small and medium businesses and enterprises. You are now in a position to offer industry leading enterprise class features at midrange price points. MAKE MORE MONEY The 3PAR StoreServ 7000 will be integrated into the ServiceOne program in 2013 providing partners the opportunity to sell HP branded services, sell and deliver HP branded services and sell and deliver partner branded services. More details on this will be available at product launch. HP Restricted

HP Converged Storage delivers higher
Enterprise Group Sales Competency Workshop – Day 2 November 2012 HP Converged Storage delivers higher Return on Information: More value for better decisions Scale with intelligent integration into HP Autonomy and third-party software Return on Infrastructure: Lower costs and greater agility Improve utilization through massive consolidation and federated data mobility Return on Individuals: Save time and reduce complexity Simplify with common services and management from entry-to-enterprise HP Converged Storage Delivers Higher ROI3 The winning approach Simplify with HP Converged Storage: One architecture, low-to-high, with Common Data Services for Block, Object, and File. Converged management: Combines management of server, storage, and networking to simplify processes, automate IT, and allow new application deployment in minutes. Scale-out and federated software: Enables seamless, nondisruptive data mobility between storage systems. Standard x86-based platforms: Common, modular x86-based hardware lowers costs and simplifies data center operations. The business value: HP Converged Storage delivers higher ROI Return on Individuals: Save time and reduce complexity Simplify with common services and management from entry-to-enterprise across primary storage, information retention, analytics and protection Return on Infrastructure: Lower costs and boost agility Improve utilization through massive consolidation, federated data mobility, and polymorphic designs that enable multiuse platform leverage. Return on Information: More value for better decisions Scale capacity and performance with intelligent search and policy-based tiering plus integration and support for HP Autonomy and third-party analytic engines. Instructor notes HP Restricted

HP Storage midrange storage portfolio
New Product Introduction HP Storage midrange storage portfolio Converged Storage Established Platform 3PAR StoreServ 7000 Top choice for the midrange StoreVirtual 4000 Pure iSCSI environment Client virtualization* Migrate from VSA to Rack or BladeSystem EVA P6000 Existing customers not currently in a position to move to 3PAR StoreServ HP Storage midrange storage portfolio *Please see HPSD Client Virtualization Green Zone for additional information. HP Restricted

Where to target and why to sell
New Product Introduction Where to target and why to sell Mid market/ROBO growth The target: Businesses with mini-islands of low- end FC arrays, iSCSI SANs and/or DAS needing consolidated mgmt, better performance, and capacity expansion What it means to the customer: Faster access to data, fewer disruptions to business, and improved utilization of capacity and people resources Data center tech refresh The target: ALL EVA and E/F-Class IB Customers. Competitive array customers in their third year. Remember to refresh the old FC Infrastructure, too! Flat SAN? What it means to the customer: Lower CapEx from increased consolidation and utilized capacity; lower OpEx from space and power savings and administration efficiencies Data center consolidation The target: Current siloed mid-range arrays suffering from limited performance, poor capacity utilization and availability Also combine with HP 3PAR StoreServ as inexpensive replication target What it means to the customer: Lower CapEx, reduced training costs, and faster implementation of new applications and services Where to target and why to sell Let’s take a look at the three sets of targeted customers. Let’s look at the middle set first as that is where we advise you to start – Data Center Tech Refreshes where the current array is either and HP EVA of an E/F-Class array. These will be “friendly” HP IB Customers who will be open to hearing why they should consider doing a tech refresh to the new 7000s. This gives you a great opportunity to hone your selling skills around the new 7000s before you jump into the more difficult waters of a competitive IB customer. So HP IB is the best place to start. Every year thousands of customers need to upgrade their legacy arrays. In fact for the EVAs, in the next 18 months over 4,000 EVAs will hit the end of their HP Services Care Packs, and our customers need to make a decision either to extend their service contract or to replace their current array. We will have the “HP Amplify” TCO/ROI Tool to help guide you in making the tech refresh business case for our customers. With all the customer benefits that we have talked about in this presentation, it will in most cases be the correct business decision to upgrade to the new 7000. Data Center Consolidation – This is another grouping of targeted customers for the These customers need greater cost savings from consolidating more of their applications, servers and VMs into their legacy arrays, but their current arrays are hamstringing them with their older architectures that waste capacity and weaken performance. Sell the capabilities of the 7000 to maximize capacity utilization while holding performance high that yields greater consolidation benefits. Plus the 7000 masters unpredictable customer events automatically via its unique virtualized architecture which enables even more consolidation benefits. And, finally, Mid Market/ROBO Growth – a customer group that can now afford the Tier 1 Enterprise HP 3PAR features that they need to solve their initial consolidation needs with simplicity, high performance, and high capacity utilization. HP Restricted

HP 3PAR StoreServ Storage
New Product Introduction HP 3PAR StoreServ Storage Midrange evolution with the lowest risk upgrade HP EVA Trusted - 100,000 Arrays installed WW Recognized for simplicity Leading hardware efficiency HP 3PAR StoreServ 7000 A uniquely agile tier 1 storage platform at a mid-range price Built from the two leading storage technologies Shared DNA Virtualization & wide striping Capacity efficient snapshots Management simplicity Leading TCO Online Import HP 3PAR F-Class Tier 1 architecture and features Clustered scalable controller architecture Industry leading efficiency technologies Multi-tenancy for mixed workloads Peer Motion HP 3PAR StoreServ Storage HP Restricted

HP EVA to 3PAR data migration options
New Product Introduction HP EVA to 3PAR data migration options Alternatives to HP 3PAR Online Import If Online Import is not supported in the customer’s environment, you can still use existing migration technologies, for example: MPX200 VMware Storage vMotion Other host based solutions (e.g. volume manager based mirroring on Unix/Linux) HP Consulting Services to assess and help the transition HP Consulting offers flexible «EVA to 3PAR Acceleration Consulting Services» including assessment and migration offering for EVA to 3PAR HP Consulting can utilize HP 3PAR Online Import as well as all of the above technologies as part of their Service offering Most importantly HP Consulting can help on the overall Infrastructure refresh, that often goes along with a storage migration EVA to 3PAR data migration options Online import isn’t applicable to all platforms HP Restricted

HP Storage midrange storage guidance
New Product Introduction HP Storage midrange storage guidance 3PAR 7000 is likely the best fit unless… 3PAR SPOCK is not aligned with opportunity It is a dedicated client virtualization environment It is primarily an iSCSI play All inclusive software model is required Software based (VSA) or BladeSystem storage is required EVA HP StoreVirtual HP Storage midrange storage guidance HP Restricted

New Product Introduction March 2013

Similar presentations

Presentation on theme: "New Product Introduction March 2013"— Presentation transcript:

Similar presentations

About project

Feedback

Log in

Auth with social network:

New Product Introduction March 2013

Similar presentations

Presentation on theme: "New Product Introduction March 2013"— Presentation transcript:

Similar presentations

About project

Feedback