講義參考文稿5north region sales alignment enablement workshop yuzongbo

1、FY16 HPE STORAGE for North RegionZong-Bo YuZong-bo.yuVersion Control by 3.5.0 Last updated by HQ 26th November, 2015AgendaFY15 performance updateChina External Disk market dynamic and C&P specific marketFY16 HPSD& PrioritiesFY16 North Region HPSD OrganizationQ&AHPE, Internal Use Only

2、9; Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.2FY15 Performance UpdateHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.3FY15 SU Performance

3、N orth P erformanceT he fa s tes tg rowthR ev 75% of budg etwith g rowthT he bes tcoverag e186 A ccounts ha dT he bes tpa rtic ipate28% S a les reps over a tta inment.S P CC &P N orthC &P S outhC &P E a s tG p C ommS P F S IC &P S outhC &P E a s tU tilityF S I C &P N orthG p

4、C ommU tilityS MBV A D s e ll-inV A D s e ll-in0-10-20-30-40-50-20S MB-25-30C &P W es tC &P W es t-35C ME-40% B udg et30 4040455055606570758085HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.4v . P r

5、ior Y r GM R evenueChina Ext. Disk Market Dynamic vs.C&P SpecificHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.5CY151H Market Landscape-FAS$1386.8%$266 7.3%$74 8.8%CY15-CY18 CAGR$19HPHPHP 9%3%6%HP 19%E

6、MC 20%EMC 32%IBM 13%High-end lost share resulted from XP drop in SOE bid, while 3Par HE did not cover the gapMR lost due to PB4 product line gap, eitherMSA2040 or SS7200 can fit in.Strong leadership in LE due to MSA market leader position, while other local vendor focus on iSCSI onlyEMC 51%BM 15%Len

7、ovo 14%IBM 20%Dell 14%13%7%Inspur 10%Sugon 10%Inspur 12%14%HDS 15%Others 33%Others 29%SOUL27%Others12%FC-HEFC-MRFC-LEFC OthersOur Focus:Leading with story of “Simplicity”, leveraging SS8K and SS20K launch with unfair AFA advantage to aggressively win 3PAR new logoFC HEMF MRFC LEFC Othersq Win Fieldq

8、 Lost FieldHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.6§ Government§ Manufacturing§ Finance§ Manufacturing§ Government§ Telecom/TEM§ Media§ Telecom§ Governme

9、nt§ Banking§ Media§ Utility§ Banking§ Telecom§ GovernmentCY151H Market Landscape-North Region88201515111094110986644%7%FC-HE8%16%17%19%19%25%FC-MR29%25%22%45%10%30%36%FC-LE9%6%9%7%10%39%11%37%iSCSI39%23%43%24%22%14%8%20%6%NASOthers11%7%6%2%9%8%6%5%4%2%GovManufacturingSr

10、vEduHealthOther CommGovEduManufacturing ServicesHealthTransportationTransportation Other CommHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.7HP 6%HP 7%HP 17%HP 9%HP 9%HP 16%EMC 26%EMC 18%EMC22%EMC 11%23%EMC

11、 44%EMC 14%Inspur 25%Inspur 31%Inspur 16%IBM 21%Sugon 18%13%IBM 14%10%11%Lenovo 14%Dell 9%10%IBM 26%HDS 17%HDS 13%Sugon 16%IBM 15%Macrosan 17%Lenovo 12%Others 24%NetApp 7%Dell 11%Others 29%Others 30%Others 19%Others 20%Others 20%Others 15%To Be Top 1 for the AFA marketRev25Unit50.0%45.0%250140.043.1

12、%41.4%39.8%36.3%39.3%36.1%120.039.2%2040.0%35.0%33.9%100.031.1%27.5%27.7%1530.0%25.0%25.9%25.4%23.5%80.023.9%21.2%17.2%1020.0%15.0%60.040.010.0%5.0%20.00.0%-HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.82

13、0015010050-2014Q12014Q22014Q32014Q42015Q12015Q2HP23173661228141939IBM8925173349EMC5813122798EMC AUP90.290.290.290.298.198.1IBM AUP57.5102.484.688.361.1116.6AUP49.753.568.670.598.1103.5HP AUP91.891.880.580.525.7%18.1%13.1%5-7.2%3.4%2014Q12014Q22014Q32014Q42015Q12015Q2HP0013012124IBM012126EMC0111310EM

14、C-Mix36.3%31.1%21.2%27.7%33.9%43.1%IBM-Mix39.8%41.4%39.3%39.2%25.4%25.7%-Mix23.9%27.5%36.1%25.9%23.5%18.1%HP-Mix3.4%7.2%17.2%13.1%閃存在中心將越來越重要隨著閃存介質(zhì)的成本下降，全閃存領(lǐng)域?qū)⑹菑S商必爭之地隨著閃存成本的降低，SSD和HDD高成本的價格將在的將來出現(xiàn)拐點目前使用的MLC硬盤，實測年平均磨損率小于1%，100年夠用么？HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise

15、. The information contained herein is subject to change without notice.9 機(jī)房空間節(jié)約60%低功耗 能耗降低50%低延遲 性能提升10+倍高性能 差別于傳統(tǒng)閃存優(yōu)化C&P industry will keep 2-digital growth in the next 5 years.952PS+12%871800Gov.CommercialCMEUtilitiesMediaSPFSI7306533,2332,990+10%49444638372,7613045 41 34 3736 29242,538CY14Oth

16、er Gov.Gov.-Public SecurityCY15Gov.-TaxationMilitary ArmyCYCY17Gov.-Social InsuranceGov.-FinanceCY18CY192,305Meteorological/Earthquake AdministrationPublic Sector1,981873548Commercial+11%8026673160066550860040508370147324104163 90 126 73 68 7151 62 57 11762433983523734 31 27 20161814CY14CY15CY16CY17

17、CY18CY19 11CY14EducationManufacturingCY15HealthServicesCY16TransportationRetail & WholesaleCY17ConstructionOther EnergyCY18PharmaceuticalWater PowerCY19TravelHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without noti

18、ce.101061119797423224179859733FY16 EAM/EGG Sales PlanHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.11FY16 EG EAM Sales PlanMaster EAM $6M HW quota: He will achieve 118% attainment if all his $6M comes from

19、 HPSD/BCS. And He can achieve 100% attainment when he sell $4.85M HPSD/BCS, 19% less overall numbersHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.12FY16 EG EAM Sales PlanMaster EAM $6M HW quota: He will ac

20、hieve 118% attainment if all his $6M comes from HPSD/BCS. And He can achieve 100% attainment when he sell $4.85M HPSD/BCS, 19% less overall numbersHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.13FY16 Stora

21、ge Top 3 Priorities1. #.1 in All Flash market2. 3PAR/StoreOnce New Logos3. Profitable Growth in RevenueMore Interdependent, More CollaborationHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.14Fy16 HPE Storag

22、e ProductFY15FY16FY17CY16 TAMCY17 TAMCY18 TAMProduct LineProductJun-15Jul-15Aug-15Sep-15Oct-15Nov-15Dec-15Jan-16Feb-16Mar-16Apr-16May-16Jun-16Jul-16Aug-16Sep-16Oct-16Nov-16Dec-16Jan-17Feb-17Mar-17HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein

23、 is subject to change without notice.15Non Addressed MKTLocal-DAS$46$49$49H3C-DASHP HPELocal BrandLocal-Low End NAS$57$62$62H3C-Low End NASHP HPELocal BrandLocal-Low End iSCSI$343$370$370H3C-Low End iSCSIHP HPELocal BrandFC HEXP/PL LN$383$406$427XPHP HPELocal Brand3PAR HE/PL4F, 3Z3PAR HEHP HPELocal

24、BrandFC MR3PAR MR/PL 4A, 43$704$756$8023Par MRHP HPELocal BrandFC LEOrion$218$236$2553Par 5000(Orion)HP HPELocal BrandMSA/PL LIMSAHP HPELocal BrandEOLJBODiSCSISV/PL J2-BalvenieStoreVirtual 4000 & BalvenieHP HPELocal BrandEOLPBBASO/PL 3S$139$158$178StoreOnceHP HPELocal BrandEOLTAPETape/PL 3C$75$7

25、5$75Tape Driver/Autoload/MSLHP HPELocal Brand惠普企業(yè)陣列力排名Gartner 2015年11月最新發(fā)布“通用魔力象限”在2015年11月Gartner最新的通用磁盤魔力象憑借3PAR, XP以及StoreVirtual限報告中，惠普的卓越表現(xiàn)繼續(xù)占據(jù)位。者象限中的領(lǐng)先地報告中包含由于持續(xù)的投入，惠普在2015年發(fā)布了全新的3PAR 20000和8000系列惠普發(fā)布的超融合HC和VSA軟件系列報告中的惠普方面優(yōu)勢如下：。并且提到。從入門到高端，3PAR從8000到20000系列橫跨惠普多個領(lǐng)域。與行業(yè)的的合作伙伴有密切的合作，例如Openstack惠

26、普支持以及最新的Vmware vVols支持等。HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.16惠普企業(yè)3PAR陣列的競爭力排名第一！Gartner 2015年發(fā)布“中端競爭力排名”品牌中在“任何”惠普3PAR成為全球17個領(lǐng)域都全勝的報告中指出，3PAR的價值在于支持混合工作負(fù)責(zé)以及適用于云計算的多租戶環(huán)境惠普排名第一的評比內(nèi)容包含：總體得分第一整合能力第一

27、OLTP評分第一服務(wù)器虛擬化和虛擬桌面領(lǐng)域第一分析功能第一云計算支持第一HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.17惠普企業(yè)閃存陣列力排名Gartner 2015年5月發(fā)布”全閃存市場魔力象限” 惠普3PAR成為第4家進(jìn)入“者”象限的品牌 Gartner首次發(fā)布全閃魔力象限的1年時間內(nèi)惠普存儲就晉升到“ 的全閃存廠商者”領(lǐng)域，成為全球發(fā)展最快 Gartne

28、r對惠普3PAR的評價：3PAR通過單一硬件架構(gòu)提供強大的可靠性，功能性和擴(kuò)展性。該架構(gòu)能夠與用戶現(xiàn)有最優(yōu)的閃盤性價比為客戶提供系統(tǒng)相容。選擇。惠普正在以最快的速度在閃存市場中增長。HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.18閃存陣列SPC-2性能測試冠軍性能委員會”發(fā)布公開性能測試結(jié)果惠普企業(yè)全球“惠普3PAR測試結(jié)果：62.8GB帶寬性能超出第二名EM

29、C VMAX3 400K 13%測試環(huán)境：惠普僅用兩個機(jī)柜（排名第二的EMC用了四個機(jī)柜）serOenslyultsspc2© Coapcyrtigivhte2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.19SPC-2 MBPS - Aggregate MB/secondsWorldSPC-2 MBPS Top Five as at 4-Nov-15Record62,84455,64443,01333,47731,486HPE

30、3PAREMC VMAX 400KHP XP7Kaminario K2Oracle ZFS Storage StoreServ 20850ZS4-42015年上半年惠普企業(yè)3PAR中端陣列全球出貨量排名第一！ IDC數(shù)據(jù)統(tǒng)計 惠普3PAR成為全球中端市場的佼佼者 惠普3PAR全閃存全球出貨量排名第二，年增長率551%HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.

31、20惠普企業(yè)StoreOnce備份設(shè)備的力排名:者象限 HP進(jìn)入這個市場相對較晚，其為StoreOnce設(shè)備（配備由HP術(shù)）。然而，HP開發(fā)的重復(fù)數(shù)據(jù)刪除技地在短時間內(nèi)吸引了市場的注意力，并且通過數(shù)據(jù)重刪保證計劃，迅速為客戶所接受。StoreOnce系列內(nèi)容豐富，覆蓋從虛擬設(shè)備到統(tǒng)一命名的高可用性高端設(shè)備等各個領(lǐng)域，在吞吐速度及管理性方面具備相當(dāng)?shù)母偁幜ΑPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to ch

32、ange without notice.21遠(yuǎn)見未來的設(shè)計與實現(xiàn)為業(yè)界廣為認(rèn)同Midrange Enterprise Hybrid Storage Array Best-in-ClassHP 3PAR StoreServ 7200cDedupe /Backup Appliance Best-in-ClassHP StoreOnce 6500Flash Memory Storage Array RecommendedHP 3PAR StoreServ 7450Midrange Array Best-in-ClassHP 3PAR StoreServ 7400High End Array Best

33、-in-ClassHP 3PAR StoreServ 10800Midrange Array Best-in-ClassHP 3PAR StoreServ 7440c2014Gartner Solid State Array Magic Quadrant#1 ChallengerHP 3PAR StoreServ 7450Gartner Critical Systems Capabilities #1 Mid Range Overall Use CaseHP 3PAR StoreServ 7000#3 High End Overall Use CaseHP 3PAR StoreServ 100

34、00Gartner Critical Systems Capabilities#1 Solid State Array,Multi-tenancy, & Security Use CasesHP 3PAR StoreServ 7450Storage Magazine #1 All Flash Storage Array VendorHP 3PAR StoreServ 7450Storage Magazine #1 Midrange Storage Array VendorHP 3PAR StoreServ 7000No.1 of SPC-2 Performance Result fro

35、m StoragePSoftware Defined Storage#1 Market Leader*HP, $100M, 37%HP StoreVirtualGartner Deduplication Backup Target Appliances Magic QuadrantLeaders QuadrantHP StoreOnceInfoWorld Technology of the Year HP 3PAR StoreServ 7400No.1 Market ShareHP 3PAR Mid-Range*Wikibon Server SAN Research

36、 Project 2014© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.HPE, Internal Use Only22HPSD North Team Organization Chart A Group leadDirect report&RegionRegionHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterpr

37、ise. The information contained herein is subject to change without notice.23MingzongzhengHlj&JlTBHOthersIGao JinshanTL NETBHMDI&PSXu MinMDI&TJLi XiaokangHNZhu XianjunPSLiu WeiChannel RRWang JingyuanEDU&R&DFan ZhifengSD EastZhang YongTL SDSui YiweiHB&SX/NMFan YongHC&TTAYu

38、ZongboManager NorthFY16 HPSD依然堅守，依舊血脈相承，緊緊依偎3PAR 成就你SO成就你與眾不同AFA成就你成為HPSD成就你Meet Quota夢HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.24Thank You !Contact:Zong-bo.yu© Copyright 2016 Hewlett-Packard Ent

39、erprise. The information contained herein is subject to change without notice.25Category Niubility© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.26NiubilityHPE Storage PortfolioIOPSStoreServ 20XX0Up to 1920 drives 3.2M IOPS3MSto

40、reServ 84X0Up to 960 drives 1M IOPSHP StoreFabric FC DirectorsStoreServ 82X0Up to 240 drives1M800KStoreServ 5240/5250Up to 192 drives 330K IOPS600KHP StoreFabric FC SwitchesStoreServ 5200Up to 192 drives 200K IOPS400K200KHP StoreFabric Host FC & CNA AdaptersStoreOnce 4000/5000Up to 864TB usableS

41、toreOnce 6000Up to 1.7PB usableStoreOnce 5100Up to 216TB usableStoreOnce 3XX0Up to 31.5TB usablePrice BandHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.27PB2$10KPB3$15KPB4$25KPB5$50KPB6$100KPB7$150KBURASto

42、reOnce RMCStorage NetworkingFASHPE 3PAR StoreServ8000牛逼的中端199%1000.5融合的架構(gòu)實現(xiàn)塊、文件和對象SMART SAN技術(shù)減少99%的SAN交換機(jī)部署配置時間簡易性100萬+ IOPS <0.4ms時延業(yè)內(nèi)唯一一家提供0.5ms的QosGartner 2015年發(fā)布“中端競爭力排名”第一名高性能99.9999% 提供企業(yè)級高端的6個9可靠性41.5FY15Q2最新數(shù)據(jù)顯示3PAR中端在中端SAN市場份額第一4器橫向架構(gòu)高可靠USD/GB的閃存價格 3.84TB SSD41:4的精簡重刪保證高效HPE, Internal Us

43、e Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.28牛逼的數(shù)據(jù)保護(hù)StoreOnce + StoreOnce RMC20次鼠標(biāo)點擊完成部署，無需備份軟件3次鼠標(biāo)點擊實現(xiàn)恢復(fù)/備份操作簡易性17Deduplicating Backup ApplianceBest in Class HPE StoreOnce Backup 6500倍于傳統(tǒng)備份性能5倍于EMC性能高性能8個器橫向擴(kuò)展、高可用0起步，

44、Free1TB StoreOnce VSA高效20StoreOnce RMC倍重刪比承諾HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.29牛逼的全閃存陣列6套EMC XtremIO12 PBs 可用容量12 個機(jī)柜100% SSD一套3PAR高端全閃SS208504x地面空間6x能耗8x熱量12 PBs 可用容量3 個機(jī)柜100% SSD.210套IBM Fla

45、shSystem12 PBs 可用容量11 個機(jī)柜100% SSD3x地面空間5x能耗8x熱量12x地面空間15x能耗20x熱量節(jié)省þ.þ150套12 PBs 可用容量78 個機(jī)柜100% SSDþDorado 5100þþþ.HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.30牛逼的性能SPC-2性能測

46、試冠軍全球“性能委員會”發(fā)布公開性能測試結(jié)果 惠普3PAR測試結(jié)果：62.8GB帶寬 性能超出第二名EMC VMAX3 400K 13% 測試環(huán)境：惠普僅用兩個機(jī)柜（排名第二的EMC用了四個機(jī)柜）serOenslyultsspc2© Coapcyrtigivhte2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.31SPC-2 MBPS - Aggregate MB/secondsWorldSPC-2 MBPS Top Five as at 4-Nov-15Record62,84455,64443,01333,47731,486HPE 3PAREMC VMAX 400KHP XP7Kaminario K2Oracle ZFS Stora