Call Guide: HP StoreEver Tape Drives, 1/8 G2 Tape

Autoloaders & MSL Tape Libraries with LTO-6

Our Target Audience
Target
Manager responsible for IT and data protection strategy within small to mid-
size businesses facing data growth challenges.
Ideal profile:
• Currently using tape drives or libraries – looking to upgrade from
LTO-4 or earlier generations
• Have disk-only implementations for data protection
• Facing budget constraints and therefore looking for a more
economical solution for backup, disaster recovery and archive
• Challenged by large or unpredictable data growth
• Need to retain, protect or archive data for long periods of time
• Have between 1 TBs and 600 TBs of data to be backed up, stored,
archived (more than this is an enterprise selling opportunity with HP
ESL Tape Libraries)
Selling opportunity:
According to the Enterprise Strategy Group, the top data storage spending
priorities are:
1. Manage data growth
2. Enhance information security
3. Improve backup and restore
There is increasing awareness that tape is able to meet these data protection
challenges in a more cost-effective way than disk-only solutions. Even EMC is
adding tape back into its portfolio.
Why now:
Organizations are under pressure with regard to resources and budgets,
especially in terms of protecting increasing data volumes for increasing
lengths of time to comply with legislation. HP StoreEver with LTO-6 delivers
a boost to tape’s capacity, performance and ease of use.
Suggested conversation starters
Customer pain points at a glance:
1. Data growth and increasing data archive requirements – 90% of data is
never accessed again after it is created. Do you need to keep all your
data on disk, or could you actively archive to lower cost storage such as
tape?
2. Business continuity and data security – even cloud suppliers like Google
Gmail must rely on tape as the last line of defence. It’s offline to virus,
hackers, software bugs and accidental overwriting .
3. Long-term archival – need to keep data for longer periods of time than
ever before. LTO tape offers a 30 year shelf life, new LTFS for file
management that makes tape as easy to use as disk, ultimate scalability
(just add tapes), and the lowest cost of ownership.
To identify their pain points, ask the customer...
• Are you looking to upgrade your current LTO Ultrium tape drive? <scenario
A>
• Are you facing high data growth and struggling to keep up with the
volume of storage you need? <scenario B>
• Do you need to retain data assets for repurposing ?<scenario B>
• Are you managing backup with multiple attached tape drives? <scenario
C>
• Are you confident in your ability to handle future data growth? <scenario
C>
• Do you have a copy of your data held off-line, isolated from the threats to
the main system? Or relying on disk-only backup?
<scenario D>
• Do you need to retain data for longer periods of time to comply with
legislation or internal policies? <scenario D>
• How secure is your data at rest? <scenario D>

1 © Copyright 2012 Hewlett-Packard Development Company, L.P.

The information contained herein is subject to change without notice.

For more info: www.hp.com/go/tape

 Scenario/benefits with HP Tape
Scenario A: Upgrade from LTO-4 to HP StoreEver LTO-6
By upgrading from LTO-4 to LTO-6 customers can gain:
• >4x the capacity (from 1.5 TB to 6.25 TB compressed) in the same
space and 2.5x more performance
• Plus HP StoreOpen with LTFS for tape-based file management
capabilities that can make tape as easy to use as disk
Scenario B: Cost-effectively keep pace with data growth
Active archiving to tape can significantly reduce TCO
• Free up primary disk space and enhance performance
• Data archived on tape doesn't require the power or cooling
required for disk, significantly reducing energy costs
• HP StoreOpen with LTFS delivers tape-based file management
making it much easier to access and restore files from tape
• HP LTO provides the durability needed for long-term archival with
high reliability and media specified with a 30-year shelf life
• Store large volumes of data in a physically small footprint (6.25 TBs
compressed with LTO-6) for greater space-efficiency
Scenario C: Improve backup and restore process
Consolidate and automate backup and archival with HP Tape Autoloaders
and MSL Libraries
• Backup happens day-in and day-out as it should
• Easier tape handling, loading and tracking
• Free staff for other tasks, and reduce the risk of human error
• Scale up to 600 TBs with HP MSL Tape Libraries
Scenario D: Increase information/data security
• Tape provides the last line of defence against threats to online data
• Data on tape is isolated and off-line to human error, malicious attacks
(virus/hackers), system failure or natural disaster
• Tapes can be easily transported and stored in remote locations for
disaster recovery purposes
• Added security for data at rest
• HP LTO-6, LTO-5 and LTO-4 feature FIPS compliant tape-based data
encryption, for data security without impacting cost or performance
WORM media
2 • © Copyright can also provide
2012 Hewlett-Packard Developmentadditional
Company, protection
L.P. (HP LTO-6 WORM
The information contained herein is subject to change without notice.
media is available from Spring 2013)
So Why HP? Handling objections
HP StoreEver Tape Drives, Autoloaders and MSL Tape Libraries meet a wide
range of data protection needs from small offices to large data centers,
scaling from 1 TB to 600 TBs with LTO-6
So what? Five HP Tape advantages...
1. Premium technology – includes a number of additional HP unique
reliability features and as a consequence, HP LTO Ultrium Tape Drives
feature a leading Mean-Time-Between-Failure (MTBF) of 250,000 hours at
100% duty cycle – that’s more than 28 years used 24x7.
2. Best usability and manageability – features HP TapeAssure to proactively
monitor the status, performance, utilization, and health of all tape drives
and media. HP StoreOpen with LTFS enables many standard, disk-like file
management operations on LTO-6 tape.
3. Broadest range – HP offers the widest choice of tape solutions and also a
wide choice of media and interfaces including SAS and Fibre Channel. HP
MSL Tape Libraries also offer partitioning and expansion.
4. Complete solutions – HP Tape Products include everything you need to get
started straight away. HPs extensive testing ensures that the HP Tape
Family is compatible with the broadest range of servers, operating
systems, and application software.
5. Safest for the future – HP’s #1 tape market share position and ongoing
investment in open industry standards provides infrastructure
interoperability and a future growth path for installed base customers.
Objections
• We’re already using disk for backup
Tape still has a valuable role to play – while disk is able to meet
performance requirements, a periodic copy to tape provides low-cost,
dependable long-term archive and the last line of defence.
• Isn’t tape at the end of the road now?
There are a number of proof points that would counter this position
including customer surveys showing the ongoing predominance of tape,
industry commentators who believe that tape’s TCO advantage makes it
more relevant than ever, and ongoing investment in tape technology by
some of the biggest brands.