01 Sales Certified Storage 2013 Why Sell Hp Storage Final (Student)

8/13/2019 01 Sales Certified Storage 2013 Why Sell Hp Storage Final (Student)

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Welcome the HP Sales Certified - SMB Storage (2013). This is module 1, Why sell HP storage?


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This session is “Why sell HP Storage” the introduction to the 2013 Sales Certified Storage training.

You are encouraged to attend all the modules in this certification.

• Information Protection

• Exchange modernization

• Storage for server virtualization

•

Flexible file and Application Storage

• And finally - Next Steps


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After completing this module, you should be able to:

Understand the content the HP 2013 Storage Training

Plan your training activities to maximize the opportunities in modernizing your customers storage

infrastructure with the HP portfolio of storage products for the Small and Medium Business

Be aware of the primary HP storage families that will meet the SMB’s needs for Virtualized, File and

Information Protection Storage

Provide an introduction to the business benefits of the HP solutions for Exchange 2010

modernization using HP StoreVirtual, and HP 3PAR StoreServ


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When HP first introduced the HP Converged Infrastructure, they took the fundamental design

principles of convergence and aligned an architectural framework around them. This is what has

continually allowed HP to deliver rapid gains and sustainable benefits to customers, both

incrementally through technologies designed for convergence or through optimized turnkey HP

Converged Systems.

These design principles are what have helped to break down siloed, hierarchical, point-to-point

infrastructures into an easily managed, energy efficient, and reusable set of resources. This allows

your customers to efficiently deploy new applications and services with optimum utilization across

servers, storage, networking, and power. HP took these design principles and created a repeatablearchitecture for their engineering teams to build solutions that deliver the value you expect and need

from their technology provider.

Virtualization has helped organizations reduce the number of physical servers in their data centers,

while decreasing both energy consumption and operating costs. In fact, today there are more virtual

machines deployed in data centers than physical machines, and IDC predicts that 69% of all

workloads will be virtualized by 2013.


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HP Converged Storage, a key element of this strategy, accelerates your customer’s return on

investment by eliminating the physical, logical and management boundaries that have traditionally

separated storage from the rest of IT.

HP’s Converged Storage product portfolio was built from the ground up to meet the needs of today’s

data centers and includes industry-leading storage technologies for the Enterprise: HP 3PAR

StoreServ, HP StoreOnce Backup and HP StoreAll Appliances. With HP Converged Storage, your

customers are free to focus on innovation.


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If virtualization, data security, and the integration of structured and unstructured data are on your

customers roadmap, then you can’t afford to use storage designed for the needs of 20 years ago. The

best way to accelerate return on investment is with storage built with convergence in mind. There are

three reasons why SMBs should make the move to HP Converged Storage:

Unpredictable workloads require agile storage that adjusts quickly without bottlenecks. The HP 3PAR

StoreServ 7000, provides effortless Tier1 storage with midrange affordability.

Small and medium businesses need to do more with less. Explosive data growth requires that they

could maximize the benefit from every dollar with HP’s 3PAR StoreServ, HP StoreOnce Deduplicationand HP StoreEasy converged storage family of products.

Services must be able to be deployed in minutes. Users now expect near-instant application

availability that requires deeper integration across the stack, made possible with Autonomic

Management and Service Orchestration.


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HP’s Converged Storage product portfolio was built from the ground up to meet the needs of today’s

data centres and includes industry-leading storage technologies: HP 3PAR StoreServ, HP StoreOnce

Backup, HP StoreVirtual 4000 and HP StorEasy File Appliances. These products are the key to HP’s

Converged Storage strategy.

Everyone is experiencing this new world we live and work in. Everything is mobile, connected,

interactive, immediate, and fluid.

For leaders of enterprises, medium and small businesses, this new world is creating tremendous

opportunity but also heightened challenges and concerns. They need to keep IT costs and resourcesin line with business costs and goals. They need to better align, quickly adapt, and even reinvent their

business—on the fly in order to survive and thrive. They need HP Converged Storage.


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The HP storage business is a huge opportunity for channel partners. Storage has become a key asset

to today’s IT infrastructure. The market continues to grow rapidly as businesses create and manage

more and more information every day. By promoting HP Storage sales, with deployment and

maintenance opportunities, partners have great potential to compete for and win significant

customer deals with increased profit margins. HP is driving more and more storage sales

opportunities and with profitable growth potential to reseller partners.

Converged storage is the accelerator to achieving the benefits of a virtualized server, client or cloud

environment. Your customers need storage optimized for virtualized environments that delivers the

availability, efficiency, manageability, and performance required. Furthermore, HP estimates that50% of storage is attached to a virtual machine. As we will see later, that represents a huge

opportunity for you.

Analysts are reporting more than 80% of all server workloads installed on new shipments in 2015 will

reside in a virtual machine. More than $19 billion will be spent on server hardware in support of

these applications, with shipments of virtualized servers growing at a compound annual growth rate

(CAGR) of 14%. Now is the time to capitalize on the market trends and sell HP Converged Storage


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How is Converged Storage changing in the face of the data explosion…….


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Every 7-10 years, technology delivery undergoes a tectonic shift; one that opens up new business

and access models. A shift that changes the way technology is consumed and the value that it can

bring. A change in what is possible. A removal of inhibitors that unleash the power of innovation.

Today, mobility, social, big data, and the advent of cloud computing are representative of such shifts

offering a new means for IT to help organizations accelerate progress towards solving their most

pressing challenges, including speeding innovation, enhancing agility, and improving financial

management). These shifts can unleash the power of IT to not only support but help shape the

business.


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We start with the alignment between business strategies and objectives and storage delivery

IT needs to support the application set. For many today this gets to enabling IT to stand up

applications in a much more seamless way than ever before. This is in some ways driven by the

consumerisation of IT and the changing expectations of end users. For storage this translates to new

demands on Primary Storage… to become the core storage for applications independent of data

type: Object, File, or Block; or delivery mechanism: Physical, Virtual, or Cloud.

Information is at the heart of the business and people are always looking to get more value from that

information. Today we call that Big Data but really data mining and other analytic activities havebeen going on for years. The challenge now is the velocity of growth and variety in data types. For

storage we see the lines around information archival and information analytics starting to blend. We

are keeping data for longer and longer periods and need to manage that lifecycle accordingly but at

the same time many are dipping back to that same data to perform analytic queries and meaning-

based computing models to better inform decisions moving forward.

Organizations are also always trying to reduce risk. With information and IT being pervasive in

virtually every segment today, the cost of downtime is at an all-time high. Applications like e-mail

which may have been considered a productivity application a decade ago are now considered

business critical. For storage, we are focused on changing the economics of risk reduction but also

ensuring that data can be recovered very quickly if the need should ever arise. What worked adecade ago at gigabyte scale is a whole other story when we are talking about petabytes.


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Converged Infrastructure is achieved through a systematic approach that brings all server, storage,

and networking elements together into pools of resources. With Converged Storage it brings together

management tools, policies, and processes so resources and applications are managed in a holistic,

integrated manner. It integrates security to provide protection from today’s sophisticated security

threats at both the perimeter and interior of your customers business. And it brings together power

and cooling management capabilities so systems and facilities work together.

HP Converged Storage enables your customers to turn today’s rigid technology silos into adaptive

pools of resources that can be shared by many applications and managed as a service. The result is

better alignment with the growing demands of the business with an IT infrastructure that will deliverbetter business results.

One of the big differences with HP Converged Storage solutions is that it’s not a ‘one size fits all’

approach. HP’s broad portfolio has been engineered to help your customer gain the value of

convergence at their own pace and based upon their unique requirements and current investments.

For example, you can fast-track their move to a converged infrastructure through turnkey Converged

Systems or they can gain ground on IT sprawl by deploying leading HP standards-based technology

building blocks, increasing your customers’ storage performance and density with platform

integration on ProLiant and BladeSystem.


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Now lets look at Tier 1 storage for the SMB ……..


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This is the primary storage that we spoke about on slides 5 and 6.

With HP 3PAR StoreServ, you get storage built for virtualization and the cloud that doubles efficiency

in virtualized environments and reduces performance bottlenecks. These advantages allow your

cutomer to place more VMs on the physical servers in their existing VMware vSphere environment

without compromising performance or reliability. This higher VM density means greater

consolidation and accelerated server virtualization ROI. Your customer only purchases what they

need now, with the ability to add as their business grows.

They can spend more time innovating because managing this storage is effortless. They don’t needto be a storage expert with uniquely simplified administration in virtual server environments. They

can access the same features as the world’s largest service providers with a common architecture

that meets SMB needs and spans to the largest global enterprise. These arrays are ready to use in

just minutes and reconfigurable in just seconds, without disruption.

Storage federation is a technology that expands the benefits of shared, virtualized storage beyond a

single disk array. It aims to eliminate the constraints associated with traditional storage

architectures by allowing data mobility within arrays, between arrays, and beyond. Storage

federation allows administrators to pool resources across the data center—even multiple data

centers—to optimize ROI from storage technology and drive maximum efficiency from storage

resources.

HP have eliminated class distinctions between Entry level, Midrange and Tier 1, providing storage

without boundaries. With prices starting below $40K$ and growing into tier 1.

.


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Autonomic storage, it’s like breathing—you don’t even have to think about it. Simplify, automate, and

expedite storage management by handling storage provisioning, tiering, and change management

autonomically— intelligently, at a sub-system level, without administrator intervention.

HP 3PAR StoreServ enables you to meet your customers performance and service level objectives

with 50 to 75 percent fewer disks and up to 90 percent less administration time. You customers can

save up to 60 percent on the purchase cost of a storage technology refresh and then maximize

storage return on investment over time by keeping incremental purchases, administration, and

operating costs to a minimum.

Here's what your customers can do: increase virtualization return on investment; double virtualmachine density on their physical servers, spend up to 90 percent

less time managing their storage, and support their virtualization deployment with 50 percent less

storage capacity. HP 3PAR StoreServ is built from the ground up to deliver performance that exceeds

the demands of virtualized data centers along with transformative levels of simplicity, agility, and

efficiency.


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Many SMB customers have HP EVA storage and will be looking for a next generation storage platform

that will enable them to support ever increasing numbers of virtualized server applications, greater

demands on their storage with mixed workloads, and potential future private cloud implementations.

The ideal next generation platform for these customers is the HP 3PAR StoreServ 7000, which will

meet all these requirements, and offers your customers a a pain free and risk free evolution that

takes the best of HP EVA into their future storage.

The HP 3PAR StoreServ 7000 is a midrange class product with all the innovative features of HP 3PAR

with Online Import from HP Command View EVA. Partners can confidently move customers to

platforms that will meet their needs well into the future. In traditional storage architectures, capacityis provisioned per application. While installed storage is increasing significantly year over year,

businesses may only be making use of a fraction of their current installed capacity. Advise your

customers how to overcome these drawbacks of scale-up architectures by upgrading to the HP 3PAR

StoreServ family. A family that provides storage tiering, storage virtualization and cloud-based

storage. They deliver highly-scalable solutions leading to radically different deployment and use of

storage assets: a scale-out architecture.

This is what it means to REDEFINE midrange storage… And HP are delivering this platform so that it

offers simplicity, efficiency and agility to customers.


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As customers buy new HP 3PAR StoreServ 7000 Storage, there is often important other infrastructure

that needs to be refreshed. Don’t assume the customer does not need infrastructure. Ask the

question – “What are you plugging the HP 3PAR StoreServ 7000 and HP StoreOnce 4430 into?”

Don’t let your customers plug the fastest storage product on the planet into slow, old SAN

infrastructure. When in doubt include it in the quotation. When you control the SAN you’re in every

storage deal and have visibility into all of the customers storage plans.

For example, if the customer says: “we need some ports in the director for a Avamar/DD solution

we’re considering”, you would now have the chance to present the architectural and businessarguments for the HP technology. In short you have account protection and proliferation

opportunities you would not have without owning the infrastructure.

Note that the 4Gb infrastructure is not only End of Life for sales but also getting very close to the End

of Support life.

It is predicted that the fiber channel SAN market will be worth over $6 Billion within the next three

years. If you ensure you sell the value upgrading their storage and server connectivity, you can

effectively increase your deal sizes by up to 40% larger and at the same time help the customer

ensure the best environment, while you put HP in a position of visibility into the whole of the account.

This is a strategic piece of the infrastructure puzzle – the competition is noticing how it important itis…and you need to do the same.


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Your Customers cannot run their systems without well designed and cost effective data protection

systems. Lets look at StoreOnce disk based backup.


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HP StoreOnce Backup overcomes the gaps left by early deduplication technologies. It is the first

federated deduplication solution in the industry to provide leading disk-based backup for the full

spectrum of IT environments, from small remote sites to large enterprises.

HP StoreOnce Backup provides resiliency and flexibility for disaster recovery both in the Data center

and the remote offices.

Autonomic restart plus large-scale 'fan-in' and 'any-to-any' replication ensure enterprise-wide

protection with no single point of failure.

HP StoreOnce Backup products provide scalability and performance to meet shrinking backup

windows. Your customer can start small and scale out to protect up to 768Terabytes. Predictive

acceleration and rapid restore technologies enable backup and recovery without impacting

applications.

The efficiency of deduplication and simplicity of management also reduce capital and operational

expenditure. Adaptive microchunking delivers impressive deduplication ratios and both HP and third-

party backup application integration enables simple management from a single console.


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HP StoreOnce Backup Systems with HP Catalyst provide flexible disk-based data protection for SMB’s

data centers and remote offices. They automate and consolidate the backup of multiple servers onto

a single, rack-mountable device while improving reliability by reducing errors caused by media

handling.

The HP StoreOnce family consists of products from the entry level 2.5 Terabyte Backup System which

provides consolidated, disk-based data protection in an intelligent, self-managing 1U rack-

mountable solution through to the 4430 with it’s ability to handle the backup from up to 50 server

targets. If the SMB and medium enterprise class products are insufficient then growth can be assured

with B6200 enterprise class backup system with support up to 768 Terabytes raw storage and 384backup targets.


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HP StoreVirtual and HP StoreEasy are HP’s X86 based storage products for the SMB.


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HP StoreVirtual, formally known as HP Lefthand P4000 is the perfect fit for environments with a

variety of virtual servers, client virtualization, database, email and business applications. It scales

capacity and performance linearly to seamlessly grow with your business. You can choose from

systems integrated with BladeSystem, optimized for rack deployments, or Virtual Storage Appliances

for remote and branch offices. Multi-site SAN capability gives the HP StoreVirtual array the ability to

assign storage nodes in the cluster to different sites (racks, rooms, buildings, or cities) and provide

seamless application high availability with failover and failback across sites—all automatically.

Planning for everything from data growth to disaster recovery to centralized backup to future

proofing your customers infrastructure – these are all daunting tasks for any company no matterwhat the size. HP StoreVirtual is a perfect fit for environments with a variety of virtual servers, client

virtualization, database, email, and business applications.

The HP StoreVirtual portfolio has affordable enterprise functionality with a comprehensive feature

set and simplified central management for all locations. Superior application availability and disaster

recovery features are integrated into the HP StoreVirtual SANs for automated failover/failback in any

situation. HP StoreVirtual SANs are optimized for virtualized environments with VMware ESX &

Microsoft Hyper-V integration and offer continuous data availability to users and applications that

meets demand on-the-fly.


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The HP StoreVirtual VSA Software (VSA) is a Virtual Storage Appliance that provides complete array

functionality for VMware Infrastructure or Microsoft Hyper-V without external array hardware. By

virtualizing the internal disk capacity of the server running VMware vSphere or Microsoft Hyper-V,

the VSA eliminates the need for external shared storage required to implement advanced hypervisor

features.

Multiple VSA's running on multiple hypervisors creates a clustered pool of storage with the ability to

replicate data across the hosts allowing volumes to stay online in the event of a server failure. Small

to medium businesses, remote office customers, and independent public cloud providers can lower

their IT infrastructure costs and enable higher levels of protection for business critical systemswithout the purchase of additional hardware. VSA deployed at remote sites are managed as virtual

storage systems using the same Centralized Management Console used to manage your HP

StoreVirtual physical storage.


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Are your customers in need of a simple way to protect valuable business data, share files with co-

workers and connect remotely? Or maybe you're juggling multiple management interfaces, security

concerns, and shrinking backup windows -- all while your customers users demand more and more

space. they have better things to do than worry about storage and need a shared network storage

appliance that's powerful and easy to manage, and they need it now. HP designed the HP StoreEasy

1000, 3000 and 5000 Network Storage Systems for a wide range of network attached storage

environments, small or large, or something in between.

This is the best-in-class portfolio of general purpose file serving appliances and gateways for

Microsoft Windows environments. The mid-range HP StoreEasy 5000 Storage is the industry’s firstactive-active clustered controller file-serving appliance built on Windows Storage Server. Deploy

easy-to-use and highly available file services, which are expandable to hundreds of terabytes for

Windows Server 2012 environments, leveraging Cluster-in-a-Box, wizard-based tools, and a choice of

drive types in an ultra-dense 3U chassis.

Your customers can achieve greater storage flexibility, uptime and performance on cost efficient

storage for Microsoft Hyper-V and Microsoft SQL Server and for Linux/UNIX® environments.


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The winning approach is to simplify with HP Converged Storage. One Architecture Low-to-High with

Common Data Services for Block, Object and File. HP offers converged management that combines

management of server, storage, and networking to simplify processes, automate IT, and allow new

application deployment in minutes. It incorporates scale-out and federated software that enables

seamless, non-disruptive data mobility between storage systems. It is built on common, modular

x86-based hardware that lowers costs and simplifies data centre operations.

HP Converged Storage delivers not only business value with higher return on investment but also

provides return on individuals, return on infrastructure and return on information:

Individuals are able to save time and reduce complexity. HP Converged Storage simplifies the

environment with common services and management from entry-to-enterprise across primary

storage, information retention, analytics and data protection .

HP Converged Storage provides return on infrastructure through lower end user costs and increased

agility. HP Converged Storage improves utilization through massive consolidation, federated data

mobility, and multi-use platform implementations.

And finally, return on Information is achieved by Converged Storage delivering more value for better

decisions. HP Converged Storage can scale capacity and performance with intelligent search and

policy based tiering, plus integration and support for HP Autonomy and 3rd party analytic enginesmeans your customers can build closed loop decision processes that create competitive advantage.


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At the core of HP’s reputation is the relationship experience. This is about HP’s dedication to

operational excellence and how HP works to partner with clients. It’s not just “what” HP deliver,” but

“how” HP listens, collaborates and strives to be an ally with each of the enterprises with which HP

engages.

To wow the customer and facilitate follow-on business, you need more than robust products and

solutions. CEOs HP has interviewed say they are extremely risk adverse, that they value vendor

intimacy, and the true measure of a supplier is the response when the chips are down. So you need

support that can establish and sustain a positive experience well beyond the installation. To help the

customer avoid preventable problems and risk, even risk unrelated to the product itself. To get themost out of the asset. To establish and foster that customer intimacy. And to provide rapid,

preferential treatment should something still go wrong. HP Services has recently upgraded the

portfolio to make this a reality to any storage customer that’s simple and cost effective.


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Throughout these training modules on the HP Storage solutions we will be developing a realistic case

study approach, to help you apply the solutions in practice. We will be using a sales simulation using

a company called Onyx Insurance Group. Onyx is based on a combination of a number of real

organizations.


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Onyx was established in July 1997 as a spin-off from an existing automotive parts repair and

replacement operation, and has grown to be one of the leading car and personal insurance brokers in

the country. They attribute their success, which has changed the face of insurance, to the philosophy

of always going the extra mile for their customers.

Originally employing 140 people, their call center now employs over 1,000 people, handling over 10

million calls every year. Since the launch, it has grown and developed into one of the most dynamic

and award-winning contact centers in the country.

Onyx has two primary Data Centers, at the Call Center and a second at their recently established HQoffices 40 kilometers from the Call Center. Most users currently have desktop clients.


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Their IT infrastructure includes equipment from HP, EMC, and IBM. The HP server installed base is a

mix of HP ProLiant DL rack mount servers totaling around 20 servers. 10 of these are HP DL360 G5

servers that use direct attached storage.

Microsoft Exchange 2007 runs on four HP DL360 G5 servers with a dedicated EMC Clariion CX3 Model

20 SAN located in the Call Center, with 8 Terabytes of storage.

Onyx had approximately 12 IBM servers at the last count; IBM x86 servers model x3550 M2. Half of

these are sited at the Onyx Call center, which also houses a second EMC Clariion CX3 Model 20 SAN

with 8 Terabytes of storage for these x86 applications

The Customer Database and Customer Services applications are hosted in the Call Center on Oracle

on Microsoft Cluster Services, with four HP ProLiant DL580 G5 servers on the Clariion SAN. Disaster

recovery is supported via a third EMC Clariion CX3 Model 20 SAN in the HQ data center with a further

two HP ProLiant DL580 G5 servers; total storage for these applications 8 Terabytes.

There is also a Celerra NS350 providing file services, totaling 16 Terabytes.

Nightly backup is performed on HP LTO drives located at the HQ and Call Centre sites.


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After each of the training modules you will help define the deployment of HP Storage products help

with the business and IT issues faced by this rapidly growing organisation. Let’s see look at the

business and IT drivers that are affecting their operations and performance...

There has been huge client interest in the new Sapphire UniQue solution – they are already handling

many more enquiries than in the past – which is putting their IT systems under pressure!!!

Assuming the continued success of their UniQue campaign, it will also considerably enlarge their

client base, so means they will need to ensure that claims handling remains as customer-focused as

it has been in the past.

The Call Center continues to grow rapidly, and pressure on their IT systems is compounded by recent

trends for their clients to include increasing levels of video and image data in their claims reports.

In addition, the account team has recently discovered that Onyx are investigating new high quality

voice recording systems to simplify the call center operations and to meet compliance requirements.


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Like most organizations, the IT budget is under pressure; the fact that they have multiple storage

silos will not helping in this, the IT team is quite likely to be stretched to manage the multiple

different platforms.

However, the fact they now have the option of using the second data center in the new HQ building

means that at least it will be a lot easier for them to consider full disaster recovery systems for all

critical data and applications; currently only the Customer Database and Customer Services

applications appear to have disaster recovery capability.

Of some concern is the fact that the IT team is a lot larger than it should be; this is partly the result ofa recent acquisition, but is also compounded by the variety of servers and storage systems currently

deployed.

So as you go through the modules in this course, think about the business and IT challenges faced by

Onyx, and think about the opportunities you have to help them with HP Storage solutions...


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Thank you for listening. Good Luck and Good Selling!

You can now move on to the next module.

Documents

01 Sales Certified Storage 2013 Why Sell Hp Storage Final (Student)