Welcome to Oracle’s ZFS Storage Appliance: Sales Plays module.

Intended for Sales Representatives and Sales

C
Consultants,
lt t thi
this llesson provides
id llearners with
ith th
the ttops sales
l plays,
l customer
t pain
i points,
i t bbusiness
i value
l propositions,
iti
customer profile attributes, entry points and enabling product or technologies for the Oracle ZFS Storage Appliance.

1
The Sales Plays module contains one chapter. Audience agnostic information in chapter one is applicable to both Sales
R andd Sales
Rep S l Consultant
C lt t audiences.
di

2
Objectives for Sales Rep. and Sales Consultant
Aft completing
After l ti thi
this module,
d l you will ill bbe able
bl tto:
•Identify the Top Sales Plays for the ZFS Storage Appliance
•Match the Top Sales Plays to Customer Pain Points
•Match the Top Sales Play to Business Value Propositions for the ZFS Storage Appliance
•List Customer Profile attributes for the Top Sales Play for the ZFS Storage Appliance
•Identify entry points for the Top Sales Play for the ZFS Storage Appliance
•Identify other non-ZFS Storage Appliance enabling products or technologies for the Top sales plays

3
Objectives for Sales Consultant
Aft completing
After l ti thi
this module,
d l you will
ill bbe able
bl tto:
•Explain the Technology capabilities that delivers the key value point for the Top sales plays, including enabling
technologies

4
• There are several Sales Plays for Oracle ZS3 Storage. Today we will be focusing on the first 3 Sales Plays
• You will
Y ill notice
ti ini going
i through
th h the
th Sales
S l Plays
Pl that
th t they
th tend
t d to
t focus
f on the
th Oracle
O l D Database
t b with
ith th
the exception
ti bbeing
i
the Virtualization Sales Play.
• This is for good reason as we’ll see on the following slides.

5
• All Sales Plays are located on the IBU Systems portal
• It’s iimportant
It’ t t tto note
t th
thatt even th
the various
i IIndustry
d t A Archive
hi S Sales
l PlPlays (Media
(M di & E
Entertainment,
t t i t HHealthcare,
lth andd more))
will have some ZS3 product pull through.

6
• Oracle software drives an enormous amount of storage spend.
• Between
B t NetApp
N tA andd EMC alone,
l O
Oracle
l software
ft ddrives
i ~$10B
$10B iin annuall storage
t revenue
• These figures were gathered from earnings calls.

7
• This Sales Play positions the ZS3 in Oracle ERP, CRM, HCM production environments by leveraging integration with
the Oracle
th O l Database
D t b (12c
(12 iin particular).
ti l )
• Note that the focus is on NFS environments. You will likely find NetApp and/or EMC VNX storage supporting these
applications in an NFS environment.
• Tools include:
• Customer presentation
• Battlecard: (Internal) 2-page overview of the Sales Play

8
• Data Volume: 25%-35% YoY growth, more copies, forever archiving
• DBA’s,
DBA’ andd their
th i managers, reportt ththatt LoB’s
L B’ needd ffor additional
dditi l copies
i andd regulatory
l t mandates
d t ddriving
i i an
“archive forever” policy are driving the majority of growth in their databases and data warehouses.
• Performance: Faster app’s, more transactions, less latency
• The above growth is impacting application performance while LoB requirements are becoming more stringent
with respect to performance (higher transaction rates, lower latency, etc.)
• Management Complexity: More HW, Specialization, more data; fewer Admin’s
• To deal with data growth, most customers will simply add hardware to address both capacity and
performance needs. This approach can be troublesome when the growth outpaces the number of Admin’s
available.
• Costs: More capacity, more integration, higher SW costs
• The “throw more hardware at it” approach has obvious issues with costs (CAPEX). It can also lead to higher
software costs when licensing is based on capacity.

9
Sales Plays Quiz 1.

10
• Exclusive Oracle Database optimizations
• Hybrid
H b id Columnar
C l Compression
C i (HCC):
(HCC) FFor ddata t warehouse
h andd mixed
i d workload
kl d environments
i t HCC allows
ll
the customer to free up budget for other projects and accelerate their business.
• Oracle Intelligent Storage Protocol (OISP): Reduce the storage-related time it takes to set up an Oracle
Database by 65%
• Automatic Data Optimization (ADO): Only with Oracle storage can one take full advantage of ADO’s use of
HCC and heat mapping to boost storage efficiency.
• World-record throughput
• With an SPC-2 Large Database Query (simulating data warehouse queries) throughput of 19.7GB/s, the ZS3
is helps customers to speed time to insight, close books for the quarter, and shorten days sales outstanding
for example.
• World-record SPECsfs/NFS latency
• Built-in compression for writes
• Both latency and compression enable performance in high transaction environments

11
• Exclusive optimizations with the Oracle Database
• Hybrid
H b id Columnar
C l Compression
C i – reduces
d ffootprint
t i t andd speeds
d queries
i
• Oracle Intelligent Storage Protocol (OISP) – reduces storage related database configuration time by 65%
• World-record throughput and NFS latency
• SMP architecture ideally suited for cloud/virtualized environments with T5
• Easily handle 1,000’s of virtual machines on a single appliance
• Large, global, Engineering Corporation that moved from IBM to Oracle.
• Oracle E-Business Suite on SPARC T-series, IBM p570 and XIV
• Need to standardize the Architecture with the ability to grow and support 36,000 employees and
revenue increase to $10B/Year
• When we looked at the AWR report from the previous month end close the top wait event was "db
file sequential read" with an average wait of 14ms and attributed to 50% of the top 5 wait events.
• Upgraded to Oracle ZFS Storage
• Reduced Financial Close from 24 hours to 8 hours
• The DBA also ran six (what he called some ugly) queries they use and compared the results.
Oracle ZFS Storage beat IBM XIV by an average of 372% (smallest gain was 62%) .
• Achieved incredibly low latencies: out of about 11,000 IOPS over 10,000 of them are less then
1.02ms.
• Realized 3.28:1 compression on database data with ZFS lzjb
• Improved write performance by reducing IO to disk

12
The bottom line is that while you purchase these separately, they are engineered together for superior functionality and
performance
f that
th t bbenefits
fit ddatabase
t b performance,
f ddatabase
t b management,t storage
t management,t andd overallll costs.
t

13
• Enterprise Edition of Oracle Database
• Focusing
F i on customers
t who
h hhave th
the E
Enterprise
t i Editi
Edition off the
th Oracle
O l Database
D t b andd have
h 1 or more off the
th
following application suites
• JD Edwards, PeopleSoft, E-Business Suite, Siebel, OLAP
• Enterprise Resource Planning, Customer Relationship Management, Human Capitol Management, Supply
Chain Management, and Data Warehousing are the target environments with the above application suites
• You will find a lot of NetApp in E-Business Suite environments as shared storage eases management of the
many E-Business Suite products.
• Leverage HCC feature/functionality and throughput of the ZS3 with OLAP (data warehouse) customers
• Focus on NetApp and EMC Celera/VNX1 (primarily NFS)
• When approaching your customers with the above environments, be sure to inquire about their
failover/failback requirements. If they are using NetApp, they should be very pleased with ZS3 performance
and usability. If the environment is block-based (as apposed to file, or NFS) Axiom (or the coming FS1)
would be a better replacement.
• Avoid: Mission Critical OLTP databases requiring sub-second failover. These are typically block-based SAN
environments. Again, focus on NetApp/EMC NFS-centric environments with ZS3.

14
• ACS Business Critical Services
• This is one of the most important upsells with Oracle storage.
storage BCS provides many additional benefits over
Premier-level support. For example: Assigned Technical Account Manager (TAM) Coordinates Service
Delivery, Including Service Delivery Plan & Proactive Quarterly Reviews
• For Dev/Test environments
• Oracle ZS3 Cloning Software and Oracle ZS3 Snap Management Utility for Oracle Database
• For DR/data protection
• Oracle Active Data Guard (ADG)*
• While Data Guard is an included feature of the Enterprise Edition database, ADG is separately
licensed. In addition to replicating and providing a standby database, ADG also enables the DR
site
it tto bbe mounted
t d as read-only
d l for f reporting
ti andd suchh
• Oracle ZS3 Replication Software
• Oracle StorageTek Tape
• Oracle Secure Backup
• Media servers
• Oracle Enterprise Manager (OEM)*
• Provides easy management for DBA’s. The ZS3 has a plug-in to OEM that provides monitoring of ZS3
systems
• Sold byy Tech
• Oracle Partitioning*
• Provides the ideal environment in which to apply HCC. Partitioning “partitions” database tables so that older,
less frequently accessed data does not impact database/data warehouse performance. This means that
read-only tables are separate from more active tables. The read-only tables are one of the most appropriate
places to apply HCC for maximum space and performance gains
• Sold by Tech.
• Oracle Advanced Compression*
• Provides many features that are applied to more active tables in an Oracle database. Among these are Heat
Maps and Automated Data Optimization.
Optimization
• Sold by Tech

15
• This Sales Play helps you to take advantage of ZS3’s differentiation in protecting Oracle Engineered Systems (Exadata
andd SPARC S SuperCluster
Cl t specifically)
ifi ll ) environments.
i t
• EMC Data Domain is the primary competitor and the tools are aimed to provide information on how to beat EMC
• Tools include:
• Executive and Customer slide decks. The Executive presentation is a shorter subset of the Customer
presentation.
• Battlecard: (Internal) 2-page overview of the Sales Play
• Cheat Sheet: Provides more detail than the Battlecard
• Analyst Report: To be shared with prospective customers.

16
– Risk
• Data loss – 1 in 7 backups & 1 in 6 restores fail. Backups fail when the backup doesn’t complete within the
designated backup window. Restores can fail when there’s a corrupt file in the backup or the backup being
used for the restore is incomplete.
• Slow data recovery leads to business outages
• Missed SLAs lead to lost opportunities
• Data-at-rest security and regulatory concerns
– Complexity
• More systems and storage to integrate
• DBA’s and Storage Admin’s are tasked with backing up more data, more frequently in order to meet the LoB
Service Level Agreement (SLA).
• Separate database and storage processes
– Managing Budgets
• Reducing CAPEX & OPEX
• Improving
p o g sta
staff eefficiency
c e cy
• Freeing resources for investment

17
On the flip side of this is Oracle’s ZFS Backup Appliance. Our co-engineering with the Oracle Database and Engineered
S t
Systems delivers
d li unique
i advantages
d t tto reduce
d risk,
i k complexity
l it andd cost:t

Much less risk for your business:

•Only storage with IB connectivity to Eng Systems and with dNFS means shorter backup windows and faster restores.
•Backup more data more frequently thereby reducing RPO (recovery point objective)
•Restore in a fraction of the time. Some customers have cut their restore time from 10 hours to 10 minutes!
-and tape integration for a highly cost-effective tiered solution to ensure long-term retention for regulatory requirements are
met

Significantly less complexity:

-Only storage reducing the backup footprint and footprint for any secondary processing (like Dev/Test/QA/etc.) with HCC
10-50x compression means fewer systems to purchase and manage.
-Configuration Utility for Exa-backup specifically for reduced setup complexity
•Only storage leveraging RMAN best practices and Oracle DB knowledge without adding a layer of complexity and
additional s/w

And significantly less cost:

•Proven DTrace with easier management and unsurpassed BUR visibility
•Snap Management Utility for Oracle DB to reduce the snap/clone processes and enable you to leverage the backups for
secondary processing like test/dev in over 70% less time
•Dramatically reduces cost by removing the need for added thrid party software or dedicated dedup appliances

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• World-record throughput
• Allows
All the
th customer
t to
t meett stringent
ti t Recovery
R Point
P i t andd Recovery
R Time
Ti Objectives.
Obj ti
• Quick implementation
• Configuration utility enables customers to be in production in a matter of days
• Accelerates the Engineered System deal
• Because Engineered Systems are such high performance tools, standard backup & recovery tools are,
typically, inadequate. These systems, and the data that is on them, require a tool that compliments their
throughput and protects the data this is on them. Incorporating the data protection strategy discussion early
in the Engineered System sale will not only accelerate the current sale but also follow-on sales.
• Large Int’l Distribution Co
• Backup Exadatas & Exalogics
• Backup: From 6 hours to 6 min’s
• Restore: From 7 hours to 12 min’s

19
So now that you’ve heard about the Oracle advantages, let’s look to see how this is playing out in the real-world with our
customers
t andd analysts.
l t

Dave Floyer at Wikibon validated a lot of what we’ve been talking about today: They looked at the range of environments
where the ZFS Appliance could be used, and think that it’s an ideal fit for high I/O environments including database
backups and data warehousing, that it is a strong solution for Oracle Database environments, and that it provides a best-of-
breed low-cost solution.
• Exadata
• M Mostt E
Exadata
d t environments
i t hhave severall systems.
t Be
B aware that
th t 1 ZFS BBackup
k A Appliance
li supports
t up tto 2
Exadatas (regardless of size). Desirable customers with only single Exadata environments should have at
least ½ Exadata racks. ¼ and 1/8 rack environments are better served with a smaller version of the ZFS
Storage Appliance or ZS3.
• SPARC SuperCluster
• Accelerate the Engineered Systems sale
• Making the data protection strategy and early part of the sales cycle can accelerate the present as well as
add-on sales. Not only are the add-on sales easier, the margin is higher as well.

21
• ACS Business Critical Services
• This
Thi iis one off th
the mostt iimportant
t t upsells
ll with
ith O
Oracle
l storage.
t BCS provides
id many additional
dditi l bbenefits
fit over
Premier-level support. For example: Assigned Technical Account Manager (TAM) Coordinates Service
Delivery, Including Service Delivery Plan & Proactive Quarterly Reviews
• For Dev/Test environments
• Oracle ZS3 Cloning Software and Oracle ZS3 Snap Management Utility for Oracle Database
• For DR/data protection
• Oracle ZS3 Replication Software
• Oracle StorageTek Tape
• Oracle Secure Backup
• Media servers
• Oracle Enterprise Manager (OEM)*
• Provides easy management for DBA’s. The ZS3 has a plug-in to OEM that provides monitoring of ZS3
systems
• Sold by Tech
• Oracle Active Data Guard (ADG)*
• While Data Guard is an included feature of the Enterprise Edition database, ADG is separately licensed. In
addition to replicating and providing a standby database, ADG also enables the DR site to be mounted as
read-only for reporting and such.

22
Sales Plays Quiz 2.

23
• There’s a large SPARC install base and much of it is being refreshed to the T5 server.
• Muchh off thi
M this iinstall
t ll base
b is
i in
i supportt off O
Oracle
l DDatabase
t b environments.
i t
• There are a number of assets for you to use to help build your pipeline:
• Business and Technical presentations for the customer
• Battlecards (internal) that provide an overview of the product and this Sales Play.
• Training
• Analyst report to use with your customers
• Lastly, it’s important to use the campaign name when managing your deals in Fusion.

24
What we find is that there are common storage-related challenges running through these environments where SPARC T5
Servers are being
S b i iinstalled
t ll d

First: How do I maximize Software ROI? SW is the most expensive part of my data center, so maximizing my return on
investment means making sure that the licenses I buy run as fast as possible. This requires storage that can keep up with
newer, faster servers – which is our second storage challenge!

Second: How do I maximize application availability? New SPARC T5 and M5 systems have great availability features, but
availability must extend beyond hardware to software and the infrastucture that supports it. The marriage of SPARC with
Solaris makes much of this possible, but how does storage fit in?

Third: I need to make sure that my infrastructure can adapt to dynamic workloads. Can I afford to have long applications
development cycles, or can I afford to have dedicated islands of storage for independent applications. Increasingly, the
answer is not.

Fourth: I need to minimize complexity. A SPARC T5 system can reduce the number of servers you need, but if it runs
faster and you use the same type of storage then you will need more – which adds direct complexity and cost as well as
integration headaches as the number of storage systems increase. We need storage solutions which have the performance
and flexibility to keep up with SPARC T5 systems.

Fifth: How do you make sure that the storage you buy will integrate seamlessly with the SPARC T5 servers and will be
optimized for Oracle Database and applications? How many vendors will you have to call to get support? How much time
will you spend dealing with vendors finger pointing when issues come up, and you know they will. SPARC T5 servers
come with numerous hooks to speed installation, integration and management with ZFS Storage Appliances.

And finally, we always want our total solution costs to stay flat or go down. If I reduce the number of servers, but have to
increase the number of storage systems, this isn’t necessarily a win. We need to have storage solutions which reduce the
total amount of storage we need, which require fewer discrete systems which need less management, and of course which
keep up with the SPARCs.

25
• Engineered specifically for SPARC T5
• High-throughput
Hi h th h t storage:
t G
Greater
t th
than 17 GB/
GB/s SPC
SPC-22 bbenchmark
h k ththroughput
h t ffor ffaster
t ddata
t warehouse
h
queries, financial processing, and the like.
• Supports multiple use-cases and workloads
• Oracle Database optimizations
• Run faster, buy less storage, simplify management
• Faster creation of development & test environments
• Industry leading Backup/Recovery performance
• Advanced support for HA deployments
• Only storage supporting Oracle Solaris Cluster
• Sub-second application failover of SPARC T5 servers
• Scalable virtualization on SPARC T5 servers
• More Solaris VM’s with more threads, memory, and cache
• Supports Oracle Solaris Cluster failover in Solaris Zones

26
Sales Plays Quiz 3.

27
• Exclusive optimizations with the Oracle Database
• Hybrid
H b id Columnar
C l Compression
C i – reduces
d ffootprint
t i t andd speeds
d queries
i
• Oracle Intelligent Storage Protocol (OISP) – reduces storage related database configuration time by 65%
• World-record throughput and NFS latency
• SMP architecture ideally suited for cloud/virtualized environments with T5
• Easily handle 1,000’s of virtual machines on a single appliance
• Large EMEA Telco
• Oracle SPARC T5 servers running Oracle Solaris 11 for their billing and consolidation platform, and Oracle
ZS3 series storage for their Oracle Database environment.
• 60% reduction in OPEX
• 8 month ROI
• 25% throughput improvement

28
Storage Strategies NOW explicitly looked at the combination of SPARC T5 and Sun ZFS Storage Appliance, and they
recognized
i d th
the our storage
t allows
ll customers
t tto bbuy lless storage,
t simplify
i lif management,t andd accelerate
l t ttestt andd
development environments.

<HIT RETURN>

They also pointed out how our significant investments have been specifically focused on integration with SPARC servers
and how this provides significant advantages that you wont’ find with other vendors solutions.

Of course, we think that this is just the tip of the iceberg in terms of what is possible from the perspective of co-engineering
value into both sides of the Application Engineered Storage equation.

29
• Customers upgrading to T5 – particularly for support of Oracle Database Enterprise Edition
• This
Thi iis pretty
tt clear.
l TTeam with
ith your S
Systems
t compatriot
t i t iin pitching
it hi ththe entire
ti R Redd St
Stackk story.
t A
As other
th
cross-product sales teams have found, there’s tremendous value in selling the entire Oracle stack to
customers.
• Mid-range enterprise application customers
• This is an area that suits T5 well. It’s typically characterized with E-Business Suite and PeopleSoft users.
• Enterprises looking at T5 for business-critical capabilities and who are willing to re-architect their Tier-1 storage solution
for significantly lower TCO
• What we’re getting at here are customers open to moving from a block-based environment to file-based
(NFS) to leverage the integration between ZS3 and the dNFS client of the Oracle Database (versions 11g
and later).

30
• ACS Business Critical Services
• This
Thi iis one off th
the mostt iimportant
t t upsells
ll with
ith O
Oracle
l storage.
t BCS provides
id many additional
dditi l bbenefits
fit over
Premier-level support. For example: Assigned Technical Account Manager (TAM) Coordinates Service
Delivery, Including Service Delivery Plan & Proactive Quarterly Reviews
• Oracle ZS3 Cloning Software and Oracle ZS3 Snap Management Utility for Oracle Database
• For Dev/Test environments
• Oracle ZS3 Replication Software
• For DR/data protection
• Oracle Enterprise Manager*
• Provides easy management for DBA’s. The ZS3 has a plug-in to OEM that provides monitoring of ZS3
systems
• Sold by Tech
• Oracle Partitioning*
• Provides the ideal environment in which to apply HCC. Partitioning “partitions” database tables so that older,
less frequently accessed data does not impact database/data warehouse performance. This means that
read-only tables are separate from more active tables. The read-only tables are one of the most appropriate
places to apply HCC for maximum space and performance gains.
• Oracle Advanced Compression*
• Provides many features that are applied to more active tables in an Oracle database. Among these are Heat
Maps and Automated Data Optimization.
• Sold by Tech

31
Conclusion, The following topics were covered:
ZFS ffor P
•ZFS Production
d ti D Databases
t b
•ZFS Backup for Oracle Engineered Systems
•ZFS Storage to SPARC T5 Attach

32