Competitive battlecard

Improve capacity, performance, and usability

HP StoreEver LTO-6 Ultrium tape drives

Elevator pitch The opportunity Competitive comparisons

The HP StoreEver LTO-6 Ultrium HP LTO Ultrium tape drives are HP competitor #1: Dell
tape drives set new standards ideal for midsized and enterprise HP competitive advantages:
for capacity, performance, markets. The midrange market • Stepped DRM makes Dell LTO drives more
usability, and manageability. particularly remains the sweet susceptible to backhitching.
Capable of storing up to 6.25 TB spot, with LTO Ultrium being • HP offers TapeAssure for proactive
the dominant midrange tape management and monitoring of tape and
per cartridge (compressed 2.5:1)
media. Dell has no similar offering with
with LTO-6 media, HP Linear technology. According to IDC such level of diagnostic detail.
Tape-Open (LTO) Ultrium tape (Q2 2012)1, more than 4 million • Dell LTO drives support limited ISVs—no
drives offer customers the best LTO tape drives have been support for LTFS and backup software
shipped since the technology needs to be purchased separately. HP offers
choice for investment protection.
the complete solution including backup
Additionally, HP offers advanced was first launched back software, media, and cables bundled with
value-added features such as in 2000 and according to Santa the tape drives, and offers compatibility
dynamic data rate matching (DRM) Clara Consulting Group (Q2 2012), with multiple ISVs and server platforms.

for improved reliability, enterprise
tape drive management
capabilities with TapeAssure and
hardware-based data encryption.
HP StoreEver LTO-6 Ultrium tape
drives continue to support Linear
Tape File System (LTFS), which
combined with HP StoreOpen
delivers a new class of portable
storage media, which combines
the economy, robustness, high
density and low power of tape,
with much of the functionality and
usability of a hard drive. If data is
critical to your business, protect it
with HP LTO Ultrium tape drives.
more than 200 million LTO
cartridges were shipped during
that time, with a total capacity of
over 80,000 PB of storage.
What do I sell?
• HP StoreEver LTO-6 Ultrium 6650 SAS
internal tape drive
• HP StoreEver LTO-6 Ultrium 6650 SAS
external tape drive
• HP StoreEver LTO-6 Ultrium 6650 in 3U
SAS rackmount
• HP StoreEver LTO-6 Ultrium 6250 SAS
internal tape drive
• HP StoreEver LTO-6 Ultrium 6250 SAS
external tape drive
• HP StoreEver LTO-6 Ultrium 6250 in 1U
SAS rackmount
HP competitor #2: IBM
HP competitive advantages:
• Only HP LTO drives have real-time dynamic
DRM. IBM LTO drives have a rudimentary
stepped function with only a few discreet
speeds available, and selectable only at
certain times during the tape motion.
• Only HP LTO drives use the patented and
award-winning “Radius Roller” design to
ensure maximum tape guidance without
any edge damage. IBM LTO Ultrium uses
old-fashioned edge guidance and more
rollers, which can lead to tape edge damage.
HP competitor #3: Quantum
HP competitive advantages:
• HP LTO drives ensure peace of mind for
customers through One-Button Disaster
Recovery (OBDR). Quantum offers only
manual recovery.
• Unlike Quantum, HP TapeAssure enables
enterprise-class tape drive monitoring
for standalone LTO customers at no
extra cost. Quantum’s iLayer provides
basic, less detailed data compared to the
comprehensive and advanced reporting
features of HP TapeAssure.

1
http://ultrium.com/pdf/LTO%20PR%20Maintains%20
Top%20Momentum.pdf

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Updated October 2012, Rev. 2. HP Restricted. For HP and Channel Partner Internal Use Only.
Why we win
• Superior technology for increased reliability
–– Unique features like DRM, soft load
mechanism, and reverse winding T-reel
increase drive and media reliability
–– TapeAssure for proactive management
and monitoring of tape and media
–– Hibernate mode saves power and
reduces fan noise by shutting down
to a lower power mode if a cartridge
is not present, even the cooling fan is
shut down.
• Complete solution
–– All HP LTO tape drives ship with tape
media, cables, documentation, and the
option to download Yosemite Server
Basic backup and recovery software,
which provides hardware encryption
support for LTO-6.
• Flexibility
–– Multiple models, including internal
drives, external tabletop, rackmount,
tape autoloaders, and tape libraries
with a choice of SAS, and FC (for
automation) interfaces
–– Wide range of connectivity to match
server platform, operating systems,
and backup applications
• Customer-backed market lead position
–– Proven track record of reliability
–– Established market leadership
–– Ability to deliver a complete solution
including media, backup software,
OBDR, and Library and Tape Tools (L&TT)
Responding to FUD
(fear, uncertainty, doubt)
FUD: Tape is difficult to manage.
Response: HP TapeAssure allows the switch
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© Copyright 2010–2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. The only warranties for HP products
and services are set forth in the express warranty statements accompanying such products and services. Nothing herein should be construed as constituting an additional warranty.
HP shall not be liable for technical or editorial errors or omissions contained herein.
2012 HP Restricted. This document contains confidential and/or legally privileged information. It is intended for HP and Channel Partner Internal Use only. If you are not an intended
recipient as identified on the front cover of this document, you are strictly prohibited from reviewing, redistributing, disseminating, or in any other way using or relying on the
contents of this document.
4AA0-1162ENW, Created March 2010; Updated October 2012, Rev. 2
from reactive to proactive management. Resources
It monitors drive and media utilization,
reports life and health information, • For more information on HP tape storage
operational performance of the drive and systems: hp.com/go/tape.
tape, and notifies characteristics that fall • For more information on HP TapeAssure:
below HP recommended standards. hp.com/go/tapeassure.
• For more information on LTFS:
hp.com/go/LTFS.
Overcoming objections • For more information on OBDR:
Q1: Isn’t tape a dying technology? hp.com/go/obdr.
• For additional information on hardware
A1: On the contrary, customer demand for
and software compatibility:
tape is still strong. LTO tape technology
hp.com/storage/SPOCK.
is expanding its role from a pure backup
solution to that of a premier long-term • For more information on LTO Technology
storage technology and archive. To quote and roadmap: ultrium.com.
one storage analyst “The 21st century
• HP Storage Quarterly Market Share/Size
data explosion is here—and tape is Analysis: http://intranet.hp.com/tsg/
well positioned to become The Digital
WW2/swdmi/Pages/QuarterlyMarketSh
Curator of the Information Age.” Tape is are-SizeAnalysis.aspx.
strengthening its position as the ideal
solution for data archiving. While actively • HP Storage Competitive Intelligence
archiving data to a lower cost storage website: http://intranet.hp.com/tsg/
WW2/swd/CI/Pages/index.aspx
option, like tape, has a positive benefit for
the majority of organizations, there are a
few key applications where the ability to
Contacts
store, secure, and repurpose data assets
is fundamental to business success. The Laura Loredo
adoption of LTO with LTFS is increasing Worldwide Product Marketing Manager
rapidly in the media and entertainment laura.loredo@hp.com
industry, healthcare and medical imaging,
video surveillance and high-performance Ryan Brooks
computing (HPC) environments. Americas Regional Marketing Manager
ryan.brooks@hp.com
Q2: Aren’t many customers moving to
disk-based backup solutions? Nina Kuepers
EMEA Regional Marketing Manager
A2: Tape backup is still essential for a good nina.kuepers@hp.com
disaster recovery plan and as key media for
archiving. The portability of tape allows it to Annie Lai
be easily and safely stored offsite to protect APJ Regional Marketing Manager
against events (virus, fire, flood, human annie.lai@hp.com
error) that could otherwise put data at risk.
Nothing compares to the cost of tape media
and along with its long shelf life, makes it
the best medium for long-term archival and
storage to meet regulatory compliance.
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