01_HP 3PAR Academy - Introduction_20110715

HP 3PAR Sales Academy 2011HP Restricted – HP and HP Channel Partner internal use only1

©2010 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice

HP 3PAR Sales Academy 2011

©2011 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice

WELCOME


HP 3PAR Academy - Objectives

• The Academy is NOT–This is not a product or feature training. The expectation is that this has been covered in previous trainings.

–The training will not provide extensive hands-on lab. For that people will have to attended the internal F2F trainings in BBN or the ASE class for 3PAR.

• The Academy IS … –Follows a typical best practice sales cycle

–Help to articulate 3PAR value at customer opportunities and sell at a premium

–Learning through small workshops/interactive participation

–Conducted by legacy 3PAR Sales and Presales colleagues


Learning Goals

After the Academy you will be able to:

1. Learn to Qualify a 3PAR opportunity

2. Learn to Sell the value of 3PAR to specific customer projects

3. Position 3PAR against competition, handle objection and set traps

4. Give a demo that conveys the simplicity messages (Presales)

5. Learn to challenge customer sizing requirements (Presales)

6. Ask questions – no question is a stupid question – this is your time!


Logistics


Agenda Day 1 (Sales/Pre-Sales)

Timing Topic

09:00 - 09:45 Welcome and objectives of the HP 3PAR Academy

09:45 - 10:45 Qualification is key - Why and how? (Presentation & Interactive Workshop)

10:45 - 11:00 Coffee Break

11:00 - 12:15 Qualification – Ninja Inc. (Workshop)

12:15 - 12:45 Lunch Break

12:45 - 13:15 Selling the Value (Workshop)

13:15 - 14:00 Handling objections (Interactive Discussion and Workshop)


14:15 - 15:45 Competitive Selling - Attack and defense (Presentation)

15:45 - 16:15 HP 3PAR - Integrated with the HP Ecosystem (Presentation)

16:15 - 16:45 Brocade SAN Solutions and 3PAR

16:45 - 17:00 Wrap Closing


Agenda Day 2 (Presales)Timing Topic

09:00 - 09:15 Welcome & logistics for Day 2

09:15 - 10:00 Simplicity - How to give a standard 3PAR customer demo(Live demo with tips & tricks)

10:00 - 10:45 Practicing a live demo(Hands-on lab on demo and more)


11:00 - 12:00 Practicing a live demo - continued(Hands-on lab on demo and more)


13:00 – 14:30 Using a demo to support the business case and customer requirements, AO and SR(Presentation and live demo)

14:30 – 15:00 Less for More - Sizing & Configuration Best Practices and Tactics for HP 3PAR(Presentation)


15:15 - 16:15 Less for More - Sizing & Configuration Best Practices and Tactics for HP 3PAR(Presentation)

16:15 - 16:45 Customer Case – Sizing (interactive Session)



3PAR Quiz

If you think the answer under “BLACK” is correct, put the Black Paper in the air.

If you think the answer under “YELLOW” is correct, put the Yellow Paper up in the air.

People that are incorrect, need to sit down, and can’t play anymore.

Last girl/guy standing wins !!!


What system is a T-Class System?


What countries are hosting the European Cup Football in 2012

Czech &Slovakia

Poland &Ukraine


How is the SnapShot Software called on a HP 3PAR?

Virtual Copy Business Copy


What does the name “3PAR” stands for?

3PAR comes from the word Parity, which is

used for enhanced error detection in the

system.

3PAR stands for the first letter of the 3 founders founders of the

company. Jeff Price, Ashok

Singal and Robert Rogers



RECAPHP STORAGE STRATEGY &HP 3PAR VALUE PROPOSITION


The World Has Changed…

Revealing SYSTEMIC FAILURE of storage silos

Most storage deployed today was designed for the needs of 20 years ago

NOW CLOUD

BIG ‘EVERYTHING’

VIRTUALIZATION

HP Restricted – HP and HP Channel Partner internal use only


The era of the Storage SILO is overHP Storage Strategy

Converged Systems

Converged Storage

Traditional Storage

Simplify solution deployment & integration.

Transform & scale for the next decade.

Optimize efficiency & agility for existing architectures.

R e m o v e t h e b o u n d a r i e s

between the past &the future

between server, storage and network.

between infrastructure, applications and IT service delivery.



Next-generation Tier 1 Utility Storage

HP 3PAR Utility Storage

Reduce acquisition and operational costs by 50%

Reduce storage management time by 90%

Industry-leading storage for Cloud Computing

Efficient AutonomicMulti-Tenant



Efficient: High Utilization with High Performance

GreenOptimizedThin

Reduce capacity requirements by

at least 50%

Policy-based tiering balances $/GB and $/IOP

Reduce power and cooling costs

at least 50%

• Provision, Convert, Reclaim• Reservation-less• ASIC accelerated• Read/Writable Snapshots• No performance compromise

• Sub-volume based• Policy controlled • IO density analysis• Autonomic movement• Bias optimized

• Think Thin. Think Green• High utilization• Disk minimization• Power/cooling savings• Utility rebates



Autonomic: Delivering Simplicity and Agility

Respond to Change Quickly

Excellent Service Levels

Up Fast

15 Seconds to provision a LUN

Deliver high performance to all

applications

Quickly adapt to the unpredictable

• No data layout planning• No configuration• Two-click provisioning• Rapid cluster provisioning• Rapid DR provisioning

• Mesh-Active clustering• Wide striping• ASIC acceleration• Failure tolerance• Performance optimized

• QoS adaptability • Dynamic Optimization• Non-disruptive• Re-balancing on upgrade• Massive scaling



Multi-Tenant: New Tier 1 Storage for the Cloud

ResilientSecureShared

Diverse and unpredictable workloads across many

different applications/entities

Virtual Private Array tenant segregation

combined with massive parallelism

Sustain service levels across major failure

scenarios

• ASIC enabled• Data/Control separation• Multiple QoS level support• Autonomic• Vmware integration (VAAI)

• Virtual Domains• Secure administration• Enables consolidation• Preserves virtualization• Addresses cloud concerns

• Persistent Cache• Zero IO loss long distance DR• Clustered availability• Fast ASIC-enabled RAID 6• Fast RAID rebuild



THANK YOU


Agenda Day 1 (Sales/Pre-Sales)

Timing Topic

09:00 - 09:45 Welcome and objectives of the HP 3PAR Academy

09:45 - 10:45 Qualification is key - Why and how? (Presentation & Interactive Workshop)


11:00 - 12:15 Qualification – Ninja Inc. (Workshop)


12:45 - 13:15 Selling the Value (Workshop)

13:15 - 14:00 Handling objections(Interactive Discussion and Workshop)


14:15 - 15:45 Competitive Selling - Attack and defense (Presentation)

15:45 - 16:15 HP 3PAR - Integrated with the HP Ecosystem (Presentation)

16:15 - 16:45 Brocade SAN Solutions and 3PAR


Documents

01_HP 3PAR Academy - Introduction_20110715