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ApplyingCLARiiON
Inacustomerenvironment
WorkshopObjectives Understand:Whatbackuptodiskis,andwhyitisgainingmomentumFivesimplestepsofasuccessfulB2DengagementsSizingtherequirementsBuildingthebusinesscaseUnderstandEMC’sCLARiiONSoftwareFamily
2005CLARiiONProductMomentumCLARiiONwithATAtechnologyUniquevalueanddifferentiatorMirrorViewAsynchronousLongdistancesitereplicationoverIPAX100/AX100iCLARiiONLowestentrypriceforEMCnetworkedstorageSAN/NAS/DASiSCSIconnectivityMid-TierSoftwareVisualFamily,MirrorViewSync/ASyncReplicationManagerforExchangeandMSSQLServerMid-TierLeadership
CLARiiONTargetsfor2005IncreasedsoftwarepenetrationInspecttoensureEMC’sdifferentiatedvalueisbeingsoldHigherrevenueinestablishedaccountsCLARiiONisaPRODUCT,notaMARKETSellthemup–fillthemupMakesurewe’remaximizingourrevenueperdealATAsalesLeveragebackuptodiskReplicationAX100/AX100iTargetdirectattachstoragewithnewpricepointCreateopportunitiesaroundMicrosoftExchangeApplicationmigrationandconsolidation
BackuptoDisk:ADefinitionBackuptodisk:leveragesexistingtapebackupprocedurestomovedatainitiallytodiskratherthantape
CLARiiONwithATAandBackuptoDiskOver25PBin2004(January–December)Over250,000ATAdiskdrives
WhereisATABeingSold,andHow?Averagedealisapproximately12TB70%ofATAissoldasbackuptodiskVeritasTSMLegatoWhyisbackuptodisksopopular?MeasurableanddefensibleROIWe’reAUGMENTINGtapeNotouttoreplaceALLtape
SellingBackuptoDiskDon’tletthefactthatyou’recompetingwithtapescareyouawayVerysimilartosellingSnapVieworTimeFinderAcceleratebackupsAcceleraterestoresEnhancereliabilityLeverageexistinginfrastructureLargestpercentageofdealsis4TBSingletray(15x250GB=4TB)Singletray(15x320GB=4.8TB)SoftwarepricingisnowanenablerAnotherobjectionhasbeenremovedTrayofATA!!!
WhyisSellingBackuptoDisk
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