ASE Cluster Edition

Sales Training – October 2008

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 Elevator Pitch

With 5 patents pending our technology is the first to combine

the power of virtualizing a shared-disk cluster
architecture, helping enterprises see a reduction of database
servers by up to 80% while increasing system availability, and
reducing implementation time from weeks to days.

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 Agenda

Overview

Alternative Solutions

Customer Presentation

Sales Plays
− High Availability
− Server Consolidation

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 What is ASE Cluster Edition?

Shared-disk cluster implementation of ASE

Architected to support up to 32 ASE servers

Virtualized resource management to maximize

performance and availability
ASE Cluster Edition
Cluster presents itself as a
single system

All clusterware is built into

ASE Cluster Edition SAN

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 Sybase Opportunity
Oracle achieved a 30% penetration rate of its installed base (approx. 2500 customers) within
the first 5 years of RAC product introduction (Source: Forrester Research). Resulted in about
$1.8B in revenue.*

Sybase Opportunity:

At a 30% penetration rate of ASE installed base with the Cluster Edition over 5 years—
assuming approximate database market shares of 45% for Oracle and 4.5% for Sybase:

Market opportunity for Sybase = $180M over 5 years at list

* See appendix for calculations and assumptions

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 Target Customer
Institutions
• Existing ASE customers with:
Who is the • Mission critical applications
• Many database servers
customer?
People
• Department Heads who own mission critical applications
• Enterprise architects, IT managers responsible for infrastructure

What is their • Growing number of applications have high availability

requirements
problem? • Pressure to reduce number of servers (reduce costs)

• Cost containment of IT infrastructure

Why is it • Meet SLAs for availability and other operational metrics for each
critical? application

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 Beta Customers - Business Drivers
System Shutdown/Outage (Wachovia)
− Recently had system failure and outage

Drive to low cost hardware (Citadel)

− Have purchased or plan to purchase low cost hardware
to replace RISC systems

Increase System Utilization (TD Securities)

− Currently using multiple active-passive configuration.
Plan to replace multiple 1-1 active-passive pairs with
N+1 configuration.

Corporate initiative to build software as service/grid initiative

(JPMorgan)
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 Initial customer targets for sales

Current ASE customers

− Require high availability for mission critical OLTP
− Have more than 10 servers running ASE databases;
want to consolidate number of servers
− Need 2-to-4-node implementations

ASE HA Option & Rep Server customers

− Require improved high availability solution and faster
recovery times
− Want to utilize standby servers

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 Oracle RAC – By the # of Nodes
100%

80%

60%

40%

20%

0%
2005 2006

2 3 4 5 to 8 9 to 15 16 to 100

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 Agenda

Overview

Alternative Solutions

Customer Presentation

Sales Plays
− High Availability
− Server Consolidation

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 Alternative Solutions

High availability
Protect Service Levels
versus
Disaster Recovery

Maximize Resources Shared-disk Clusters

versus
Shared-nothing Clusters
Reduce IT Costs

ASE Cluster Edition

versus
Traditional DB H.A. Options
ASE Cluster Edition
versus
Oracle RAC

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 Alternative Solutions

High availability
Protect Service Levels
versus
Disaster Recovery

Maximize Resources Shared-disk Clusters

versus
Shared-nothing Clusters
Reduce IT Costs

ASE Cluster Edition

versus
Traditional DB H.A. Options
ASE Cluster Edition
versus
Oracle RAC

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 High availability vs. disaster recovery

High availability – spans across a data center or corporate campus

Disaster recovery – spans across a city or metropolitan area,

and spans between cities and across countries

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 High availability vs. disaster recovery

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 Cluster Edition and
Other Sybase BC/DR Solutions
Business Continuity solutions for multi site disaster recovery

Block Replication
101100010 10110001011011 1011

DI Suite – Replication Mirror Activator

Replication of DB transactions Combines disk/block replication
with DB replication

Business Continuity solutions for single site high availability

standby
A
standby

B C
D +

ASE High Availability (HA) option ASE Cluster Edition

High availability for a single primary node Continuous availability for all nodes,
and so much more!

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 Alternative Solutions

High availability
Protect Service Levels
versus
Disaster Recovery

Maximize Resources Shared-disk Clusters

versus
Shared-nothing Clusters
Reduce IT Costs

ASE Cluster Edition

versus
Traditional DB H.A. Options
ASE Cluster Edition
versus
Oracle RAC

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 Shared-disk vs. shared-nothing

Clients Clients

+ +
SAN

A B C D A B C D

Shared-disk cluster Shared-nothing cluster

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 Shared-disk vs. shared-nothing

Clients Clients

X +
X +
SAN

A B C D A B C D

Shared-disk cluster Shared-nothing cluster

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 Shared-nothing Architectures
Benefits
− Can often achieve a more scalable architecture

Architecture challenges
− Each node must have it’s own well- partitioned subset of the data
− Because data is rarely perfectly partitioned, nodes must
continually replicate some portion of data between each other
− A node failure results in a subset of data being unavailable
− Adding nodes requires data to be repartitioned across physical
disks – a complex task, especially if system remains online!

Resulting weakness
− Continuous availability is not fully achievable
− Application consolidation is not feasible on a large scale

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 Alternative Solutions

High availability
Protect Service Levels
versus
Disaster Recovery

Maximize Resources Shared-disk Clusters

versus
Shared-nothing Clusters
Reduce IT Costs

ASE Cluster Edition

versus
Traditional DB H.A. Options
ASE Cluster Edition
versus
Oracle RAC

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 Beyond High Availability option
Cluster Edition advantages over existing Sybase ASE HA option

Supports Failovers and failbacks are near instantaneous

near continuous Failover connections automatically re-routed
availability Architecture supports up to 32 instances

No 3rd-party cluster software required

Built-in
cluster software Single system image view to applications data
available to all instances

Workload manager configures cluster behavior

Automatic load to meet service level agreements
balancing
No application logic changes required

Logical clusters Can assist in application partitioning and routing

for manageability Reduces inter-process communication overheads

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 Alternative Solutions

High availability
Protect Service Levels
versus
Disaster Recovery

Maximize Resources Shared-disk Clusters

versus
Shared-nothing Clusters
Reduce IT Costs

ASE Cluster Edition

versus
Traditional DB H.A. Options
ASE Cluster Edition
versus
Oracle RAC

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 Virtualized Resource
Management: Our Advantage
Features ASE Cluster Edition Oracle 10g RAC

Virtualized Resource Database

Management Services

Architecture:
Sybase architecture is based on logical clusters which makes it easier
to use over Oracle’s database sessions

Advanced Load Balancing features:

ASE Cluster Edition provides more routing policies and out of box
connection distribution models. RAC requires manual configurations.

Cluster Maintenance Support:

Automated planned downtime management

Ease of Use:
Installation & configuration is much easier than Oracle RAC

Cluster Optimization Metrics:

Collects and uses more matrices for better utilization

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 Agenda

Overview

Alternative Solutions

Customer Presentation

Sales Plays
− High Availability
− Server Consolidation

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 IT challenges
facing the modern enterprise

Limited IT
More mission budgets & data
critical applications center challenges
requiring higher requiring reduction
service levels in servers

Conflicting demands creating extreme environments

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 CIO strategies in 2008

A CIO Insight survey reveals key priorities

Top management priorities

− Reduce IT costs
− Improve ROI on IT spending

Top IT priorities
− Consolidate IT infrastructure
− Improve IT continuity and security
− Institute a more flexible IT infrastructure

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 With ASE Cluster Edition you can…

Protect Protect against downtime from node failure

service with other nodes continuing unaffected
levels
Maintain SLAs during peak loads by balancing
workload across multiple nodes

Consolidate multiple applications onto the

Maximize cluster, maximizing use of resources
resource
utilization
Leverage redundant hardware by distributing
workloads across all nodes in the cluster

Reduce Deploy clusters on lower-cost hardware,

infrastructure reducing cost of purchase and support
costs
Provide a computing grid that can be easily
expanded and maintained

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 What is ASE Cluster Edition?

Shared-disk cluster implementation of ASE

Architected to support up to 32 ASE servers

Virtualized resource management to maximize

performance and availability
ASE Cluster Edition
Cluster presents itself as a
single system

All clusterware is built into

ASE Cluster Edition SAN

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 Sybase ASE Cluster Edition
Ensure continuous
availability with Handle multiple failures gracefully
with faster failover and failback
shared-disk clusters

Balance system load Leverage all nodes in the cluster

automatically and by routing requests automatically,
transparently based on business rules

Minimize performance
impact of maintenance Use standby nodes to take others
offline for routine maintenance
activities

Simplify implementation Deploy and configure workloads

easily for maximum performance
with virtualized resources
and reliability

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 Virtualized Resource Management
Applications
& Workloads

Logical Workload
Clusters Manager

Physical
Cluster ASE SERVER
INSTANCES

NODES

SAN

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 ASE Cluster Edition:
When failure is not an option
Many enterprises depend on ASE to…
− Deliver 24/7 performance
− Lower IT operational costs

ASE Cluster Edition…

− Builds upon the strengths of ASE 15
− Drives system availability towards 100%
− Reduces IT costs through better
utilization and lower hardware costs
− Lays the foundation for an extreme
environment

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 Agenda

Overview

Alternative Solutions

Customer Presentation

Sales Plays
− High Availability
− Server Consolidation

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 Play: Continuous Availability
CxO Benefit: Protect Service Levels
− In failover scenarios
…
− Through peak loads SERVER
LOAD

Customer Profile
− Critical applications; often user NORMAL
facing OPERATION

− Upgrade from HA option

SERVER
LOAD …
Technical features
− Ensures continuous availability with
share-disk clusters implementation
− Minimizes impact of planned NODE
FAILURE
maintenance
− Balances system load transparently

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What to Listen For
When you hear:
“Using high-end hardware as a
standby in order to match the
primary is too expensive”
“My primary server is under heavy
load during peak times”
“The failover and failback times with
HA Option are not fast enough”
“Failback is not trivial making it
difficult to bring the primary offline
for maintenance”
Use ASE Cluster Edition to Protect Service
Levels!
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Discuss:
How the cluster can have up to
32 nodes
How standby servers can be put
into production as needed to
handle peak loads or process
decision support queries, or
simply used all the time
How the Virtual Workload
Manager enables DBAs to
migrate connections over to the
standby server in order to bring
the primary down for
maintenance
Failback is an automated process
 Sales Objection – Downgrading ASE
I have to downgrade to ASE 15.0.1 in order to use
ASE Cluster Edition

ASE Cluster Edition 15.0.1 has all of the features of ASE

15.0.1 PLUS all of the bug fixes to ASE 15.0.1 ESD 3

ASE Cluster Edition 15.0.3 will have functional parity with

ASE 15.0.3 in Q3 2009

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 Sales Objection – 3rd Party Clusterware
Why does ASE Cluster Edition *not* work with 3rd party
cluster software like Veritas or Sun Cluster Server?

3rd party clustering software is not necessary with ASE Cluster

Edition.

However, we will provide support for Veritas in 1H 2009.

Support for Sun Cluster Server will come in a release after
that.

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 Play: Server Consolidation

standby
CxO Benefit: Maximize Resource Utilization App A C
− Consolidate servers to…
− Save on hardware, power
consumption D

− DBAs can manage more servers

standby
App B

BEFORE
E
Customer profile
− Customers with many ASE servers

…
running on underutilized hardware

standby
A B C
Technical features … D
E
− Simplifies implementation with virtual

AFTER
workloads

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…
 What to Listen For
When you hear:
“We have hundreds (or
thousands) of ASE servers in
production”
“Most database workloads run on
their own dedicated server”
“Power consumption within the
data center needs to be reduced”
“There are too many ASE servers
for the DBAs to manage”
Use ASE Cluster Edition to Maximize Resource Utilization!
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Discuss:
How to reduce the number of
servers by consolidate
multiple workloads onto the
cluster
− Saving on hardware costs
− Saving on power costs
How to simplify the
administration of workloads
running in the cluster with
the Virtual Workload Manager
 Mayo Clinic

Rochester,
Minnesota

Scottsdale & Phoenix

Arizona
Jacksonville,
Florida

CUSTOMER CONFIDENTIAL: DO NOT USE EXTERNALLY!

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CP1156919-4
 Mayo Clinic:
System Utilization Study
Current Server utilization: Average utilization of all server capacity
across all computing platforms is 10%. Windows accounts for 82%
of computing capacity.

Windows
Site Unix utilization
utilization

Arizona 5.2% 5.6%

Jacksonville 4.9% 35%

Rochester 5.5% 25.2%

CUSTOMER CONFIDENTIAL: DO NOT USE EXTERNALLY!

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 Sales Objection – Virtualization
I plan to use virtualization to consolidate servers.

Virtualization offers protection from application failure (but

the machine still needs to be running)
ASE Cluster Edition offers protection from machine failure

Virtualization consolidates multiple applications into a single

machine by creating virtual partitions. It requires expensive
machines which increases total cost.
ASE Cluster Edition offers consolidation using commodity
hardware.

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 Sales Objection – Scalability
Why don’t you claim that Cluster Edition scales?

Scalability requires optimization at all levels. Its just not about

databases:
− Applications, Databases, Operating Systems, Storage,
Networking and Hardware.

Two approaches to scalability: Scale out & Scale up.

− Scale-out provides diminishing marginal return after 4-nodes
− Unless applications are re-architected and
− Interconnect bottlenecks are removed using technologies such
as Infiniband.

Customers can scale-up using ASE Cluster Edition

Customers initially attracted to RAC due to promise of scale out but

are now realizing the benefits of availability and manageability.

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 Sales Strategy
Feed the curiosity
− DBAs are curious because of Oracle RAC hype and SDC as
new technology
− Most companies have technology evaluation group that has
mandate to try new technologies

Demonstrate Workload Manager to get attention

− Workload manager is the most visible component of the
product and provides differentiation

Let customer experience installation and configuration

− Customer finds it easy to install and configure

Proof of Concepts
− Propose paid POCs if required

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 Resources
FRC:

http://share/sites/frc/products/ASE/Pages/default.aspx
Sales wiki:

http://syberwiki.sybase.com/display/~bdodd/ASE+Cluster+Edition

Contacts:

Product Manager: Amit Satoor, amit.satoor@sybase.com

Product Marketing Manager: David Jonker, djonker@sybase.com

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