TITLE

WIN THE CAPSEND WITH VMAX3

ALLHIGH
INTERNAL,
COLIN GALLAGHER,
DARK BACKGROUND
SR. DIRECTOR VMAX PRODUCT MARKETING

© Copyright 2014 EMC Corporation. All rights reserved. 1

Student Guide & Workshop & Internal Training & Confidential Update Daily
https://goo.gl/VVmVZ0
EMC VMAX Technical Overview http://ouo.io/lBomA
Presentation - Symmetrix VMAX Family with Enginuity 5876 http://ouo.io/qkCML
Presentation - FTS Deep Dive http://ouo.io/hhqO7c
Presentation - VMAX Hardware Deep Dive http://ouo.io/GlO0v
EMC VMAX Technical Deep Dive http://ouo.io/FiEuqy
VMAX MF Information Experience_Feb23 http://ouo.io/Zz1ht
VMAX Technology Day - SnapVX http://ouo.io/hQqqN0
VMAX Technology Day - SLO Provisioning http://ouo.io/Pkg8nl
VMAX Technology Day - Unisphere Overview http://ouo.io/sQgyy
VMAX Customer ProductOverview_USB http://ouo.io/eT3MLS
Compare - EMC Symmetrix VMAX CAT Presentation http://ouo.io/OCl6ns
VMAX Best Practices for VMware Environments http://ouo.io/ua0yV
VMAX Technology overview plus positioning with DMX http://ouo.io/feUZg
V-Max Overview and Use cases http://ouo.io/jfuZG
EMC Symmetrix V-Max Series with Enginuity http://ouo.io/Pwb9m
EMC Symmetrix V-Max and DMX4 vs. Hitachi USP V http://ouo.io/pfIzMl
EMC Symmetrix Family http://ouo.io/antS6
EMC Symmetrix V-Max http://ouo.io/hWWpIe
EMC Symmetrix Enabled Oracle Technology Overview http://ouo.io/7Z6uZ

© Copyright 2014 EMC Corporation. All rights reserved. 2

 RIGHT TIME
$1B+ 36%
VMAX sales in Q4 Additional Drag
Strong ramp on VMAX3
VPLEX
CONNECTRIX
Additional functionality
DATA DOMAIN
to sell
VNX
XIO
ProtectPoint joint sales
opportunity
© Copyright 2014 EMC Corporation. All rights reserved. 3
VMAX MATTERS TO OUR CUSTOMERS
THEY RELY ON US TO…
RUN THEIR PROVIDE IT LEADERSHIP
BUSINESS INTO THE FUTURE

© Copyright 2014 EMC Corporation. All rights reserved. 4

VMAX MATTERS TO OUR CUSTOMERS
THEY RELY ON US TO…
RUN THEIR 9 of the 10 Largest Life
BUSINESS Insurance Companies

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VMAX MATTERS TO OUR CUSTOMERS
THEY RELY ON US TO…
RUN THEIR 18 of the 20 World’s
BUSINESS Largest Banks

© Copyright 2014 EMC Corporation. All rights reserved. 6

VMAX MATTERS TO OUR CUSTOMERS
THEY RELY ON US TO…
RUN THEIR 94% of the
BUSINESS Fortune 50 Companies

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WHAT IF THERE WAS NO VMAX?
PEOPLE USE EMC VMAX FOR THE THINGS THAT HOLD UP SOCIETY

Check out
Chad’s blog

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 A NEW STANDARD FOR HYBRID CLOUD

DMX
VMAX
VMAX3
SYMMETRIX

NEW EVOLVED
ARCHITECTURE OS

PRICING CAPABILITIES

NEW PRICING NEW USE

AND PACKAGING CASES
MAINFRAME
CLIENT
SERVER VIRTUAL
ENVIRONMENTS HYBRID CLOUD
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OPTIMIZE PERFORMANCE AT SCALE
BALANCE RESOURCES
NO LONGER SILOED

RESPOND TO CHANGING
WORKLOADS
NO ADDITIONAL HARDWARE

PERFORMANCE
ISOLATION
PREDICTABLE SERVICE
DELIVERY

© Copyright 2014 EMC Corporation. All rights reserved. 10

HYPERMAX – GAME CHANGING OS
ENGINUITY + NEW CAPABILITIES
BUILT ON ENGINUITY
• 25+ YEAR HISTORY
• >1.5 BILLION RUN HOURS
NEW LEVELS OF TCO FOR VMAX
• SIMPLER MANAGEMENT AND DENSITY
• INFRASTRUCTURE CONSOLIDATION

© Copyright 2014 EMC Corporation. All rights reserved. 11

SIMPLE MANAGEMENT AT SCALE
PROVISION IN LESS THAN 2 MINUTES

DIAMOND Reduce
management
<1.0 milliseconds
costs by

GOLD
5 milliseconds
FAST 50%
Reduce time-to-
POWERED provision by

SILVER
8 milliseconds
80%
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DUAL DENSITY DRIVES DOWN TCO

UP
TO 75% UP
TO 45 %

9X
Reduced Physical Reduced Power
Footprint UP Cooling Costs
and
TO

4X 60
Improved IOPS/tile
UP UP
TO TO %
Improved TB/ft Reduced Overall
Environmental Footprint

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MAKING VMAX3 EASIER TO SELL IN Q4

TIMEFINDER SnapVX ENHANCED SRDF

SIMPLE, BUILT FOR SCALE FASTER & MORE EFFICIENT

PROTECTPOINT OPEN REPLICATOR

REDEFINING BACKUP MIGRATIONS FROM VMAX

UNIFIED BLOCK & FILE PERFORMANCE

EMBEDDED GATEWAY OPTIMIZATIONS

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TIMEFINDER SNAPVX FREES STORAGE
PRODUCTION BACKUP/REPORTING

10
VOLUME COPIES

10TB
20 x
+ TB
SAVINGS
DEST/DEV COPIES

~
+ 10TB
80
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 NON-STOP OPERATIONS WITH VMAX
ALWAYS ON AVAILABILITY FOR YOUR MISSION-CRITICAL APPLICATIONS

Exceed Stringent
Eliminate Costly Eliminate Planned Ensure 100%
Replication SLAs
Downtime Downtime Data Integrity
(RTO, RPO)

Proven 6 Nines of Gold Standard in Non-Disruptive T10 DIF

Availability Multi-Site Replication HW and SW Upgrades Data Coding
Advanced Fault Isolation, Proven Disaster Recovery Continuous IO through Single Bit Error Correction,
map-out faulty memory and rapid restart; parallel microcode NDUs, validation checksum for
DIMMS, mirrored memory 2-site, 3-site, 4-site upgrade VMAX O/S external arrays when
no single points of failure replication within seconds running FTS on VMAX

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PROTECTPOINT: EXTEND & DEFEND
INDUSTRY UNIQUE BACK UP SOLUTION
POSITION IN ORACLE ACCOUNTS FOR
UP
TO 10X
Up to 10X faster
UP
TO 50%
Lower backup
backup and recovery infrastructure cost

• Sell Data Domain w/ VMAX3 Refresh

CALL TO • Upsell VMAX3 into DD accounts
• Coordinate w/ EMSD & DPAD sales
ACTION • Target large Oracle environments
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TIERING ACROSS… the Cloud
Data Center

40%
CLOUD STORAGE UP
OFF PREMISE TO
Reduced $/GB on
your Coldest Storage

ACROSS EMC &ACROSS

THE DATA
HYBRID CLOUDCENTER

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VMAX3 PRICING FOR SIMPLER SELLING

Software Sold Software Is Drive

$ By Usable
Capacity
$ Agnostic – No
Flash Penalty

$ $
No Price
Flash PowerPacks
Increase At
Available
Release

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ACTUAL COMPARE VMAX3 TO VMAX

VMAX3 200K VMAX 40K

Configuration Configuration
Street Price: $3.34/GB Street Price: $3.26/GB

Includes August 40K Base

Improved Response Engine price reduction
Time; ½ the Engines
4-engine, 3.75 floor tiles
Increased Capacity; ¼
the Footprint

2-Engine, 1 Floor Tile

3YR TCO Savings: 20+%

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HOW TO SELL VMAX3

VMAX 100K VMAX 200K VMAX 400K

Win “new logos” Solve broadest set The consolidator,
with aggressive of customer needs leading performance
price point and scale
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WIN NEW LOGOS WITH THE 100K

Expand Lead Position Target Close

footprint with 2-Tier 3PAR with
with entry simplicity double enterprise
multi- of dense Fight off features
controller service configs for XIV and
levels best $/IOP aggressive
and $/GB pricing

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COMPETITIVE: VMAX3 VS. HP7400

VMAX3 100K HP7400

– 2 engines/4 directors
– 1 Floor Tile
– Street Price: $1.88/GBr
– Competitively Priced, More
Functionality
– 140TBu – 2 Tier Config
• 24 800GB SSDs 3R5
• 144 1.2TB 10k 6R6
– 32 Ports
– HYPERMAX OS & Foundation
Suite
– 36 mo. SWM
– 4-nodes
– Est. Street Price: $1.80/GBr
– 140TBu
• 16 400GB SSDs 3R5
• 228 600GB 10k SFF R1
• 88 1.2TB 10k SFF 6R6
– 24 Ports
– Operating System,
Management Console, Data
Optimization Suite & System
Reporter
– 36 mo. SWM

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TAKE HIGH END SHARE WITH THE 200K

Protect Lead Position Target Close

base w/ with Flash Use when with
best new optimized setting the ProtectPoint
price/perfor standards hybrid with table to broaden
mance/densit for tier 1 low $/GB play
y storage Fight off
AFA’s

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COMPETITIVE: VMAX3 VS. PURE FA450

VMAX3 200K Pure FA450

- 2 engines/4 directors – Effective Capacity: 190TBe
• Assumes 70TBr
- 1 Floor Tile
• 5:1 data reduction ratio
- Street Price: $4.46/GB – Est. Street Price: $5.45/GB
- Economics of Hybrid – Purity OE 4.0 SW
- Workload/App Flexibility • FlashReduce
• Flash Protect
- Multicontroller
• FlashRecover
- 194TBu – 2 Tier Config – 36 mo. Premium SWM
• 64 800GB SSDs 3R5
• 176 1.2TB 10k SFF 6R6
- 32 Ports
- HYPERMAX OS, Foundation
Suite
- 36 mo. SWM
- Flash PowerPack included

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CONSOLIDATE WITH THE 400K

Lead Position Highlight Target Close

with Flash ProtectPoint HDS with
new optimized for large best price/
standards hybrid Oracle Other Large performance
for Tier 1 with low backups Tier-1 /density
storage $/GB Configs

© Copyright 2014 EMC Corporation. All rights reserved. 26

COMPETITIVE: VMAX3 VS. HDS G1000

VMAX3 400K HDS G1000

– 2 engines/4 directors – 2 VSD Pairs
– 1 Floor Tile – 2 Floor Tiles
– Street Price: $5.51/GB – Est. Street Price: $6.70/GB
– Win with Density – 190TBu
• 32 1.6TB FMD
– Compete on Price • 32 300GB 15k SFF 3R5
– 194TBu – 2 Tier Config • 216 900GB 10k SFF 6R6
• 64 800GB SSDs 3R5 – 32 Ports
• 176 1.2TB 10k SFF 6R6 – SVOS, Analytics & Data Mobility
– 32 Ports SW
– HYPERMAX OS, Foundation – 36 mo. SWM
Suite
– 36 mo. SWM
– Flash PowerPack included

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EASY ENGINE DECODER

VMAX VMAX3

40K 4-8 Engine 2.5:1 400K, 1-4 Engine

40K 1-6 Engine 3:2 200K, 1-4 Engine

20K 4-8 Engine 3:1 200K, 1-3 Engine

20K 1-4 Engine 2:1 100K*, 1-2 Engine

10K 1-4 Engine 2:1 100K*, 1-2 Engine

Engine ratio

* Review capacity requirements to ensure will fit within 100K. If not, bump up to 200K.
© Copyright 2014 EMC Corporation. All rights reserved. 28
LEADING WITH 2-TIER CONFIGURATIONS
$4.21-$5.44/GB
400K 20-60% 40% OPTIMAL DUAL DENSE CONFIG

$3.42-$4.75/GB
200K ! 15-50% 20% OPTIMAL DUAL DENSE CONFIG

100K $2.65-$3.10/GB
10% DUAL DENSE CONFIG
10-20%
OPTIMAL

0% CAPACITY FLASH PERCENTAGE 100%

OPTIMAL
DRIVE MIX
800GB
SSD R5 /-/ 1.2TB
10K SAS R6
© Copyright 2014 EMC Corporation. All rights reserved. 29
TURNING OBJECTIONS INTO STRENGTHS
Simple Management
Brought to Tier 1
Simple, Scalable
Snapshots
Performance,
Scalability, & Density

Embedded File
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VMAX3 IS HIGHLY DIFFERENTIATED
UNIVERSALLY DIFFERENTIATE VMAX3 IN THE MARKET

HYPERMAX OS Lowers TCO with New

Levels of Consolidation
Dynamical Virtual Matrix
Automatically Optimizes Resources
Service Level Provisioning Reduces
Time to Mange
ProtectPoint Reduces Time,
Complexity and Cost of Back-ups
© Copyright 2014 EMC Corporation. All rights reserved. 31