D-Link Certified Specialist

Storage Solutions

This self-paced course is designed to teach you how to properly position, prospect for and sell D-Link storage solutions.

• Module 1: D-Link's Market Strategy and Value Proposition

• Company history and global focus

• Technology innovations

• Meeting business needs

• Module 2: Growth Opportunities with D-Link Storage Solutions

• NAS market growth

• iSCSI market growth

• Customer pain points

• Customer business applications

• Module 3: Introduction to Storage Area Networks • Storage Architectures

• SAN IP Protocols and associated benefits

• iSCSI SAN Components

• TCP/IP Offload Engine

• Disk Storage Technologies

• Networking Technologies

Storage Solutions Course Outline

• Module 4: D-Link Storage Solutions • D-Link Unified Storage solutions • D-Link IP-SAN solutions • D-Link Assist

• Module 5: DSN-6000 Installation • iSCSI SAN configurations • DSN-6000 Management Interfaces • DSN-6000 configuration and Management overview

• Module 6: Advantages and Up-Sell Opportunities • D-Link Key advantages and selling points • D-Link Upsell Opportunities • D-Links compelling TCO story

• Module 7: Understanding Your Customer • Target markets • Know your customer • Prospecting Questions • Overcoming objections

2

Module 1: D-Link's Market Strategy and Value Proposition

Switch 26%

WLAN 39%

Broadband 20%

NIC & Others 4%

Sales by Region

Emerging Markets &

Asia Pacific 48%

North America

23%

Europe 2%

• Module 1 Outline

• D-Link company history and global focus

• D-Link innovations in technology and green design

• D-Link’s responses to today’s business network challenges

3

Our Business

Founded 1986 in Hsinchu, Taiwan, D-Link is publicly traded on the TSEC (Taiwan) and the NSE (India) stock exchanges

D-Link is a global market leader: o Wireless LAN with 30% market

share ** o Ethernet Switching with 27%

market share ***

190 sales offices in 67 countries, over 2,700 employees worldwide, regional warehouses in 15 countries; over 300 R&D personnel and 38 RMA centres globally

D-Link featured in Gartner’s Magic Quadrant for Wireless LAN Infrastructure, positioning the company amongst the industry’s elite vendors of Wireless LAN solutions

* Figure refers to D-Link Brand Revenue ** Source: Gartner, “Market Share: Enterprise WLAN Equipment, Worldwide, 2011,” March 2012, Christian Canales *** Source: Gartner, “Market Share: Enterprise Ethernet Switches, Worldwide, 2011,” March 2012, by Severine Real and Katsuo Horl

FY2011 Revenue USD $1,103 million*

4

D-Link Product Innovation Milestones

5

Revenue & Earnings (Consolidated)

1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011

103 77

159 133

273

208

445 394

584 510

745

584

918

810

1047

1012

1069

980

1103 Revenue

Earnings

Spin off OEM business to focus on brand

Global financial crisis

6

China factory opens

OEM business Taiwan

IPO in Taiwan Introduced broadband and wireless products

Reached global revenue of $1 billion

D-Link: Leader in Ethernet Switches

Source: Gartner, “Market Share: Enterprise Ethernet Switches, Worldwide, 2011,” March 2012, By Severine Real and Katsuo Horl Graph created by D-Link based on Gartner data

Ethernet Switches: Port Shipments, Worldwide, 2011

Ethernet Switches: 100Mbps, Port Shipments, Worldwide, 2011

3rd

D-Link 27.3%

Cisco 36%

Allied Telesis 2.2%

D-Link 17%

Netgear 7.2%

HP 18.0%

HP 19%

Netgear 8%

Source: Gartner, “Market Share: Enterprise Ethernet Switches, Worldwide, 2011,” March 2012, By Severine Real and Katsuo Horl Graph created by D-Link based on Gartner data

Cisco 26.9%

Huawei 2.3%

Linksys 1.0%

Others 15.2%

Dell 2%

Allied Telesis 2%

Juniper Networks

1%

Huawei 1%

Avaya 1%

Alcatel-Lucent 1%

Others 11%

1st

7

D-Link: leader in Wireless LAN Stand-Alone Access Points

Source: Gartner, “Market Share: Enterprise WLAN Equipment, Worldwide, 2011,” March 2012, Christian Canales Graph created by D-Link based on Gartner data 1Linksys is a wholly owned Cisco company

in WLAN Stand-Alone Access Points, Enterprise Market, Unit Shipments, Worldwide 2011

1st

Others 18%

D-Link 30%

Cisco 17%

HP 16%

Linksys1

7%

Netgear 12%

8

Completeness of Vision

Ab

ilit

y t

o E

xecu

te

Challengers Leaders

Niche Players Visionaries

Juniper

Xirrus

HP Networking

Motorola

Cisco

Aruba

Meru

Enterasys/Siemens

Ruckus

Aerohive

Bluesocket

Meraki

D-Link

Enterprise WLAN MQ, Source: Gartner Mar., 2011

9

D-Link Features in Gartner’s WLAN Magic Quadrant

Product Portfolio

Consumer & Digital

Home Solutions Business Solutions

Mobile & Service

Provider Solutions

Connectivity

•Wireless routers

•xDSL routers

•Bridge client/access point

•Wireless adapters

•Desktop switches

•Powerline PLC adapters/routers

Home Monitoring

•IP cameras

•Network Video Recorders

Digital Home

•Media players

•Network Attached Storage

•KVM/USB Hubs

Switching

•Chassis switches

•Managed switches

•Smart switches

•Unmanaged switches

•Network management systems

Security

•Unified Services Routers

•VPN router

Wireless

•Unified wireless

•Access Points

IP Surveillance

•Business IP camears

•Video encoders

•Video Management Software

Storage

•Network Video Recorders

•Unified & Network Attached

Storage

•iSCSI SAN

Mobile Solutions

•Modems / routers / IADs

•LTE smart gateways

•LTE enterprise

•LTE OTT Boxes

•Home monitoring

•LTE/3G offload

FMC

•Mobile hotspots

•All in one IADs

Mobile Broadband

•WCDMA, HSPA+

•LTE, TDD/FDD LTE Fix-Mobile Convergence

XDSL

•xDSL modems / routers / IADs

FTTH

•GPON ONT

•GPON mini ONT

Cable (DOCSIS 3.0)

•Cable modems / routers

•Cable EMTA

ETTH

•Access/aggregation switches

•Carrier Ethernet wwitches (MEF)

Mobile Data Offload

•Wi-Fi Hot Spots / access controller

Multimedia Applications

•Media gateways

•Wireless network

•HomePlug

•G.hn

•OTT TV

•IP Surveillance

10

• Global vision with local know-how • By drawing on our global resources we can customise our technology and support

individual, local needs

• Intuitive technology • Our cutting-edge technology and extensive feature sets, ensure our products meet our

customer needs

• Ease of installation, use and maintenance come as standard with our products

• Clear business sense • Our price/performance ratio is unrivalled, delivering advanced technology at

competitive prices

• D-Link Green • We were first to market with “green” products in the networking space without adding

any price premium and strive to improve this position

• Our D-Link Green technology offers tangible value, with heat, power and space savings thereby helping the environment & thereby reducing running costs

Business Market

11

Business Solutions

12

Business Range

Unmanaged

Switches Smart Switches

Unified Switches

Managed Switches

Fixed Network Camera

(wireless)

Chassis Switches

Network Video Recorders

Service Routers

iSCSI SAN Solutions

Unified & Network Attached Storage

Access Points

Video Encoders

Fixed Network Camera (wired)

Fixed dome camera

Pan/Tilt/Zoom Camera

13

Business Solutions

Internet

Data/Video/Audio Triple Play Application Solution

- Policy-Based Traffic Prioritisation - Optimise the Quality of Multi-services

Network Management System D-View 6.0

AP Manager II

Server Farm

Unified IP Surveillance Solution (IP Camera, VMS, Switch, Storage)

- Megapixel Solution - Standalone NVR/VMS

- PoE Switch - IP SAN

Unified Services Router

- Remote management - 3G support

- Virtual Private Network (VPN)

Wired/Wireless Connectivity

Solution

- Ease of Use - Ease of Deployment

- Flexible Expandability Virtual LAN

- Endpoint Security - Single IP Management

- High Performance - Routing Redundancy - Reliable and Resilient

L3 Core Ethernet Switches DES-7200 Series DGS-3620 Series

Storage DSN-6000 Series

L2/L3 Aggregated Ethernet Switches DGS-6600 Series DGS-3420 Series DGS-3400 Series

Unified Wireless Solutions DWS-3000 Series DWS-4000 Series

L2 Access Ethernet Switches DGS-3120 Series

Smart Switches DGS/DES-1210 Series

EasySmart Switches DGS/DES-1100 Series

Storage NAS

DNS-1100-04

Wireless Access Unmanaged DAP-2553 Managed

DWL-8600AP

IP Surveillance Cameras

DCS-3716 DCS-6815 DCS-3430

NVR DNR-322L

Fault –Free Connection

14

Our Core Values

Innovation:

Designing award-winning, first-to-market products that are based on industry standards and that connect you to more.

Value:

Providing consumers, businesses, service providers and channel partners with the best technology solutions. We also ensure customers get superior products, with the richest capabilities and smartest technologies at an affordable price.

Ease:

Developing products with our customers in mind. Products that are easy for consumers to install and use confidently. Products that reduce network complexity for businesses, while offering more capability and interoperability. Products for everyone that deliver quality and reliability.

Flexibility:

An extensive product portfolio and wide range of products that provide our customers with the flexibility to adapt, integrate and grow their technology solutions.

15

Module 2: Growth Opportunities with D-Link Storage Solutions

Switch 26%

WLAN 39%

Broadband 20%

NIC & Others 4%

Sales by Region

Emerging Markets &

Asia Pacific 48%

North America

23%

Europe 2%

• Module 2 Outline

• NAS market growth • iSCSI market growth • Customer pain points • SAN Business Applications

16

Where IT Managers are Spending Their Budgets

Spending Categories

17

• What’s fueling the data storage explosion: • Larger files –database, voice,

multimedia, imaging

• Greater reliance on e-mail communications

• Databases and data warehouses

• Demand for e-learning and online classes

• E-commerce

• Data security

• Regulatory compliance and legal requirements

0

200,000

400,000

600,000

800,000

1,000,000

1,200,000

1,400,000

2012 2013 2014 2015 2016

< $5,000 NAS Unit Shipments

Unit Shipments

Source: Gartner Network Attached Storage/Unified Storage , Worldwide 2011

NAS Market Growth

• NAS deployments are growing for a number of reasons: • Lower TCO

• Easier management

• Familiarity with Ethernet

• Growth of unstructured data

18

Source: Gartner (Q1 2012)

iSCSI SAN Storage Market Growth

• iSCSI SAN deployments are growing for a number of reasons: • Lower TCO

• Easier management

• Familiarity with Ethernet

• Maturity of iSCSI protocol

• Higher performance afforded by 10GbE

• Increased flexibility for virtual server deployments

Worldwide iSCSI SAN Market Growth

Rev

enu

e in

Mill

ion

s

0.0

500.0

1,000.0

1,500.0

2,000.0

2,500.0

3,000.0

3,500.0

4,000.0

4,500.0

2012 2013 2014 2015 2016

19

Six Key Customer Pain Points

Managing Growth Keeping up with explosive growth is our number one pain point. The sheer volume of things makes it really difficult to get those backups done in a timely fashion.” Canadian University

Protecting Virtual Servers

“We have thousands of virtual machines (VMs). Data protection is a BIG problem. We rapidly deployed VM’s and are now not able to back them up.” Global Financial Services Company

Managing Disaster Recovery

“We struggle with meeting our windows for both backup and disaster recovery. We’re constantly moving data from disk to tape to ship tapes offsite.” Financial Services Company

Protecting Remote Site Data

“The key issues with backups are remote sites and integrity validation; they are a headache for managing data growth and protection.” Computer Manufacturer

Meeting Compliance

“Trying to find something when you need it is challenging at best…we’re looking to have an archive we can actually search.” Healthcare Company

Keeping Data Accessible

“We refer to media for broadcast and pull up stuff from 10 years ago. Data must be available, but resolution is increasing and taking up more space.” Global Entertainment Company

20

• Server virtualisation

• Storage consolidation

• Data backup and restore

• Disaster recovery

• Audio and video post-production

• IP surveillance

• Hosted Cloud Services

• Database and Email Support

• Data Archive

SAN Business Applications

21

Server Virtualisation

• Eliminates server sprawl to better manage storage growth.

• Makes more efficient use of server resources.

• Improves server availability.

• Speeds disaster recovery, testing and development.

• Centralises server administration.

• Primary driver for iSCSI SAN deployments today.

22

D-Link Server Virtualisation Platform Support

D-Link Storage arrays support market-leading virtualisation platforms: • VMware ESX - A server-level virtualisation platform that uses a Linux kernel with VMware’s vmkernel. • Microsoft Hyper-V - Microsoft’s own virtualisation platform, available either as a free standalone product or as a component of Microsoft Windows Server 2008. • Citrix XenServer – An open source virtualisation platform that allows an initial OS to boot and run as a privileged guest. Runs on Linux and UNIX operating systems.

Server virtualisation platforms allow several operating systems to run side-by-side on a single server, creating distinct virtualised environments. The platforms run either directly on the server or as a program within the base OS.

23

Storage Consolidation

Benefits

• Eliminates islands of data

• Provides fault tolerance

• Simplifies backups and other management tasks

• Increases capacity utilisation

• Increases performance

• Expands data availability

24

Disk Backup & Restore

• Benefits: • Higher speeds faster

backups and recovery

• Better reliability better

content integrity

• Random access ability faster data recovery shorter

downtimes

• Better scalability less IT

administration time and cost

• Easier management less IT

administration time

25

Disaster Recovery

Storage virtualisation can simplify disaster recovery strategies. Instead of paying for a remote, one-to-one data centre, for example, application environments can be recreated on fewer off-site servers.

D-Link SAN

D-Link SAN

26

Audio & Video Post-Production

• D-Link iSCSI SAN arrays offer customers centralised, high-speed, redundant storage platforms that these applications require

• Multiple workstations can collaborate with no frame drops and minimal latency

• Optimised to work with Pro Tools software

27

IP Surveillance

D-Link IP video surveillance solutions allow clients to monitor, store and archive video, audio, and associated application data over the Internet or private intranets.

• Benefits of IP Surveillance

• High scalability

• Use of existing IP infrastructure

• High security encryption & high image quality

• Remote accessibility

• Advanced features—digital zoom, etc.

• D-Link offers an end-to-end surveillance solution, including

• IP cameras • Network switches • iSCSI SAN arrays • Professional services

28

Hosted Cloud Services

Desktop Online Backup (Disk-to-Cloud)

Appliance Online Backup (Disk-to-Disk-to-Cloud)

WAN Speed User Experience Requires PC to be online

LAN Speed User Experience Continues backup at off-hours

High-Maintenance OS compatibility and application

conflict issues

Low-Maintenance No desktop software

Backup Only Backup & File Sharing

29

• D-Link’s iSCSI SAN arrays provide managed service providers with a cost-effective, high performance, scalable storage platform for cloud storage and backup services.

• Benefits: • Web-based management from anywhere

• Data accessibility from anywhere

• Quicker data restore

• Encryption for stronger data security over

the Internet

Database and E-Mail Support

Mission-critical database and e-mail applications require high availability (HA) and highly secure storage solutions.

Benefits: • Consolidating database and e-mail

storage servers simplifies management and reduces operational costs.

• Also increases disk utilisation by eliminating islands of unused disk space.

30

Data Archive

With D-Link iSCSi SAN arrays, your customers can build a cost-effective data archiving infrastructure that consolidates resources, so workflows run faster and operations costs are much less.

31

• Module 3 Outline

• Storage Architectures

• SAN IP Protocols and associated benefits

• iSCSI SAN Components

• TCP/IP Offload Engine

• Disk Storage Technologies

• Networking Technologies

Module 3: Introduction to Storage Area Networks

32

Direct Attach Storage (DAS)

Network Attach Storage (NAS)

Storage Area Network (SAN)

Directly connected to a client

Connected to servers and workstations over an IP network

Connected to servers over a private storage network

Lower utilisation level: 30-40 per cent

Higher utilisation level: 60-80 per cent

Higher utilisation level: 60-80 per cent

Direct data transfer File level data transfer Block level data transfer

Data transfer uses SCSI protocol

Data transfer uses NFS, CIFS, or SMB protocols

Data transfer uses SCSI commands over Fibre Channel or Ethernet networks

Storage Architectures

33

DAS NAS

SAN

Storage Architectures

34

• SAN traffic is isolated within its own separate network

• SANs provide a central location for data backup and management that makes monitoring, expansion and other changes much easier and faster

• SANs support storage virtualisation, a great solution for business applications such as:

• Server virtualisation

• Storage consolidation

• Audio and video post-production

• IP video surveillance

• Disaster recovery

• Backup & restore

Storage Area Network (SAN) Benefits

35

iSCSI Target iSCSI Initiator

D-Link SAN

TCP/IP Protocol

Private LAN

Copper / Optical cabling for iSCSI connection

Ethernet Switch

D-Link SAN

iSCSI Technology

Fibre Channel SAN iSCI SAN

36

SAN IP Protocols

• SANs are based on either Fibre Channel or iSCSI network protocols. D-Link Storage SAN arrays support iSCSI for the following reasons: • Low cost

• Ease of implementation and management

• Flexibility

• Error handling

• Security

• iSCSI Host or Initiator • A server attached to the IP

SAN network

• Initiates requests and receives responses from an iSCSI target

• SAN Switch • Delivers block storage over the

IP network

• Provides QoS, giving specific data packets priority handling

• iSCSI Target • A device that receives and

processes the iSCSI commands, for example, a D-Link Storage array

iSCSI Target

iSCSI Initiator

TCP/IP Protocol

Server

D-Link iSCSI SAN Array

SAN Switch

Volumes

Disk Partitions

iSCSI SAN Components

37

• An iSCSI initiator enables virtualisation platforms to connect to the iSCSI storage device through standard network adapters

• The iSCSI initiator handles iSCSI processing while communicating with the network adapter through the network stack

• Before you configure datastores to access the iSCSI storage, you must enable network connectivity and then install and configure the software or hardware iSCSI initiator

• Each virtualisation platform—Citrix XenServer, Microsoft HyperV, and VMWare VSphere and ESX—has its own iSCSI initiator requirements and installation procedures

Example VMWare ESX Block Diagram

iSCSI Software and Hardware

38

• Reduces TCP/IP processing handled by microprocessor and I/O subsystems

• Eases iSCI SAN bottlenecks

• Benefits applications that require extensive network utilisation:

• Network backups

• Network-attached storage

• File servers

• Media streaming

TCP/IP Offload Engine (TOE)

39

• Volume • A contiguous set of blocks of storage

organised and presented for use by the iSCSI initiator

• Built from extents, typically from several drives

• Extent • A block of storage from a single drive

• Enables features such as RAID, online capacity expansion, volume reconfiguration and migration

• LUN • An individually addressable (logical)

SCSI device that is part of a physical SCSI device

• Usually represents a slice of a large RAID disk array, often allocated one per client

iSCSI SAN Array Components

40

Disk Storage Technologies

• RAID Levels

• SMART

41

Striped set without parity

.

Mirrored set without parity

Striped set with distributed parity

Advantages: • Great read/write

performance; no overhead caused by parity controls

• All storage capacity is used, there is no disk overhead

• Easy to implement

Advantages: • Excellent read/write

speed • If disk fails, no data

rebuild needed, just copy to replacement disk

• Simple deployment technology

Disadvantages: Not fault-tolerant. If one disk fails, all data in the array are lost

Disadvantages: Effective storage capacity half of total because data gets written twice

Advantages: • Very fast data reads; data

writes are somewhat slower (due to parity calculations)

• Most common in realistic storage planning due to the value of cost versus data security

Disadvantages: Disk failure does have an effect on throughput

Advantages: • Adds security by

mirroring all data on a secondary set of disks

• Uses striping across each set of disks to speed up data transfers

Disadvantages: Effective storage capacity half of total because data gets written twice

Mirrored with parity

RAID Levels

42

RAID Level

Type Min. Drive

Number Definition

Read Performa

nce

Write Performance

Data Redundant

Recommended Applications

RAID 0 Striped

2

Distributes each block of data among several drives to improve access speed.

Superior Superior No

• Video production and editing

• Pre-press applications

• Applications that need higher bandwidth

RAID 1 Mirrored 2 Writes two copies of all data to independent disks.

Very High High

Yes • Accounting • Payroll • Financial • Applications that

require very high availability

RAID 10 (1+0)

Mirrored and

Striped

4 Mirrors data on a secondary set of disks while using striping to speed up data transfers.

Superior

High

Yes

Same as Raid 1

RAID 5 Parity 3 Distributes one copy of the data among several drives, spreading parity blocks throughout the volume to protect against loss of any single drive.

Superior Good Yes

• File and application servers

• Database servers • General purpose

RAID 6

Parity

4

Stripes data on a block level across a set of drives, like RAID 5, a second set of parity is calculated and written across all the drives.

Very High High Yes

Same as Raid 5

RAID Level Comparison

43

.

• An array of independent disks – not a RAID level

• Concatenates disks together to appear as a single large disk or logical (virtual) drive

• Performs no data striping, only enlarges the storage capacity

• Typically used in test environments, where RAID 0 is often used

• Also used in applications built on top of an umbrella data protection software mechanism; each array is seen as a single disk drive among a group of arrays

JBOD – Just a Bunch of Disks

44

SMART Technology

• SMART (Self-Monitoring, Analysis, and Reporting Technology) system detects and reports on operation indicators

• A feature of the IP SAN Device Manager

• Warns storage administrators in time to take preventive action — such as copying the data to a replacement device

• Specific SMART attributes or diagnostics can be chosen for each drive model

SMART Technology

45

• MPIO

• MC/S

• Link Aggregation

• Trunking

• Security and Authentication

Networking Technologies

46

MPIO

• Multipath I/O – fault-tolerance and performance enhancement.

• It is a drive in the OS.

• Many OSs support it natively, such as MPIO on WS2008, dm-multipath on Linux, MPxIO on Solaris.

• The MPIO policy can be modified per LUN setting.

47

MC/S

• Multiple Connections per Session – a feature of iSCSI protocol.

• Also has advantages of fault-tolerance and performance enhancement.

• Part of the iSCSI protocol.

• The MC/S policy applies to all LUN on the same target.

• Good solution for client OS, such as Win7.

48

• Combines multiple links into one logical link to improve throughput and resilience

• Multiple Ethernet ports combine to form one high-speed logical link without forming a loop

• Protocol operates at the connection level; capability must be supported by both the switch and the storage array

• The number of server connections must exceed the number of data ports to the storage

Benefits: • Better performance

• Increased availability

• Better load sharing

Link Aggregation (LAG)

49

LACP

• LACP – Link Aggregation Control Protocol

• IEEE 802.3ad

• A network switch supports LACP is needed

• Load balanced by XOR calculation on Mac address of host NIC and iSCSI target ports

• Configuration-aware by end-devices

• Suitable for multiple servers to connect to one iSCSI RAID system through network switch

• Cannot be across two controllers

50

Trunking

• Also called static Link Aggregation

• Almost the same as LACP but not configuration-aware

• Less Flexibility

51

When to Use MCS, MPIO & LAGs

• MCS, MPIO and LAGs are all protocols used to create connection redundancy. MPIO and MCS can also improve throughput.

• LAG manages load balancing on a per-

connection basis

• MPIO manages load balancing on a per-LUN basis

• MCS manages load balancing on a per-session basis

• MCS provides marginally better performance than MPIO, but uses more processor resources; MPIO is the better choice for-high demand SAN application environments

• MPIO can be used in conjunction with LAGs; MCS is an alternative to LAGs

52

• Challenge Handshake Authentication Protocol (CHAP) Authentication

• Virtual LANs (VLANs)

• IP SAN Device Manager (IDM)

• SMART disk monitoring and configuration

Security and SAN Management

53

CHAP Authentication

• A protocol for authenticating peer-to-peer connections

• Used to authenticate a logon from an iSCSI initiator to an iSCSI target

• Based on the sharing of a ‘secret key’ known only to the target and initiator

• Secret key is encrypted using the MD5 algorithm

• CHAP authentication types:

• Unidirectional

• Bidirectional (D-Link Storage arrays support)

• 3-way handshake

• Segregates traffic into isolated zones to strengthen access security and to segment the broadcast domain to improve performance

• All D-Link Storage products support IEEE 802.1Q VLAN tagging

• All physical ports in a LAG belong to same VLAN tag

• Advantages: • Enables secure access • Improves network throughput • Reduces CPU overhead

Virtual LANs (VLANs)

Security & Authentication

54

Switch 26%

WLAN 39%

Broadband 20%

NIC & Others 4%

Emerging Markets &

Asia Pacific 48%

North America

23%

Europe 2%

55

Module 4: D-Link Storage Solutions

Module 4 Outline

• ShareCenter Pro Unified storage solutions:

• Overview and key features

• DSN-6000 ISCSI solutions:

• Overview and key features

• D-Link Assist

D-Link Unified Storage Solutions

• DNS-1100-04

• DNS-1200-05

• DNS-1550-04

56

SMB Storage Overview

DNS-1100-04: 4 bay NAS and IP-SAN solution

DNS-1550-04: 4 bay 19” rack mount NAS and IP-SAN Dual redundant power supplies

DNS-1200-05: 5 bay NAS and IP-SAN solution With RAID-6 support (Same usable capacity with data Protection if 2 x drives fail)

All include: QIG for Simple integration and management Back-up software Snapshot capabilities Replication capabilities Windows Active Directory Support Dual 1GbE ports for failover, Load Balancing or Link Aggregation

57

DNS-1100-04

Device Interfaces • 2 Gigabit Ethernet port • 1 USB 2.0 port

supports External USB • USB copy button • Print server • UPS Monitoring

Disk management • Four 3.5-inches SATA Standard Drive

with capacity support up to 3 TB • RAID 0/1/5/6/10 5+Spare, Standard

and JBOD • RAID Migration • Disk Diagnostics (S.M.A.R.T) • OLED Status Display

Networking Features • DDNS • FTP, CIFS/SMB, NFS, AFP • NTP • HTTP/ HTTPS • PnP-X, LLTD, Bonjour,

UPnP • Users/Groups Quotas

Additional Features • Remote Backup • Web File Manager • Network Access Management • Log system • Email Alerts • Power Management (Disk spin-

down, Auto Power Recovery, Schedule Power off, Smart Fan, D-Link Green Ethernet)

• Multi-language support • Active Directory Support • Remote Access • Unified Storage Design • Dual Giga LAN • DFS Support • Green Technology • Snapshot • Thin Provisioning • Encryption • Great Performance • Total Backup Solution

58

DNS-1200-05

Device Interfaces • 2 Gigabit Ethernet port • 1 USB 2.0 port

supports External USB • USB copy button • Print server • UPS Monitoring

Disk management • Five 3.5-inches SATA Standard Drive

with capacity support up to 3 TB • RAID 0/1/5/6/10 5+Spare, Standard

and JBOD • RAID Migration • Disk Diagnostics (S.M.A.R.T) • OLED Status Display

Networking Features • DDNS • FTP, CIFS/SMB, NFS, AFP • NTP • HTTP/ HTTPS • PnP-X, LLTD, Bonjour,

UPnP • Users/Groups Quotas

Additional Features • Remote Backup • Web File Manager • Network Access Management • Log system • Email Alerts • Power Management (Disk spin-

down, Auto Power Recovery, Schedule Power off, Smart Fan, D-Link Green Ethernet)

• Multi-language support • Active Directory Support • Remote Access • Unified Storage Design • Dual Giga LAN • DFS Support • Green Technology • Snapshot • Thin Provisioning • Encryption • Great Performance • Total Backup Solution

59

DNS-1550-04

Device Interfaces • Redundant power

supply • 2 Gigabit Ethernet port • 5 USB 2.0 port

supports External USB • USB copy button • Print server • UPS Monitoring

Disk management • Four 3.5-inches SATA Standard Drive

with capacity support up to 3 TB • RAID 0/1/5/6/10, Standard and JBOD • RAID Migration • Disk Diagnostics (S.M.A.R.T) • OLED Status Display

Networking Features • DDNS • FTP, CIFS/SMB, NFS, AFP • NTP • HTTP/ HTTPS • PnP-X, LLTD, Bonjour,

UPnP • Users/Groups Quotas

Additional Features • Remote Backup • Web File Manager • Network Access Management • Log system • Email Alerts • Power Management (Disk spin-

down, Auto Power Recovery, Schedule Power off, Smart Fan, D-Link Green Ethernet)

• Multi-language support • Active Directory Support • Remote Access • Unified Storage Design • Dual Giga LAN • DFS Support • Green Technology • Snapshot • Encryption • Great Performance • Total Backup Solution • IPV6 • MySQL • DLNA • P2P Downloads

Total Back-up and Disaster Recover • RAID protection in the event of a drive failure. • Acronis Back-up and recovery software included • 5 x Server • Unlimited Clients • Bare-metal restore • NAS-to-NAS replication included • Embedded Amazon S3 agent for simple disaster recovery

60

Print

What is Unified Storage?

Unified Storage: Concurrent iSCSI and NAS

Characteristics of iSCSI • Acts as a locally attached hard drive

• Block-level access ideal for applications such as email and databases

Characteristics of NAS • Like a traditional file server except it has been optimised

for efficient file access and stripped of auxiliary utilities.

• D-Link incorporates additional services such as FTP server, print server, remote backup, etc

FTP

High Throughput 40MB/a

NAS

iSCSI

LAN/WAN/Internet (TCP/IP)

File Sharing

61

ShareCenter Pro; The Complete Back-up solution D-Link provides the following data backup options with DNS-1550-05, DNS-1200-05 and DNS-1100-04:

1. Disk to Disk Backup

2. Schedule Snapshot

3. Remote NAS Backup

62

Microsoft Active Directory Support

Active Directory Service (ADS)

• Microsoft Active Directory is a database service that allows for a single point of administration for all shared resources on a network, including:

• Files

• Peripheral devices

• Databases

• Web sites

• Users, and services.

•D-Links ShareCenter Pro

storage solutions can easily

integrate into any Active

Directory environment.

63

Snapshot

D-Links ShareCenter Pro storage solutions include Volume Snapshot capabilities to record multiple points in time for the data, so that should an emergency occur, the data can be rolled back to the earlier state without having to restore from backups

Benefits:

1. Snapshots shorten the time of data backup

2. Snapshots allow users to instantly restore the data to a designated time

3. Snapshots provide easy backup management

64

D-Link IP-SAN Solutions

• DSN-6110

• DSN-6120

• DSN-6410

• DSN-6420

• DSN-6020

65

DSN-6000 Front View

• Front bezel with lock

• 2U/12-bay

Drive slot numbering

Slot 1 Slot 4 Slot 7 Slot 10

Slot 2 Slot 5 Slot 8 Slot 11

Slot 3 Slot 6 Slot 9 Slot 12

66

DSN-6000: Key Components

• CPU: Intel Xscale IOP 81342

• Memory: 4GB DDRII 533 DIMM per controller board

• Hardware iSCSI off-load engine

• 2 x UARTs: serial console management and UPS

• Fast Ethernet port for web-based management use

• Backend: 12 x SAS or SATA II drive connections

• Front-end:

• DSN-6120 and DSN-6120: 4x iSCSI 1GbE ports per controller board

• DSN-6410 and DSN-6420: 2x iSCSI 10GbE ports per controller board

• Hot pluggable BBM support

• SAS JBOD expansion port for expansion

• Multiplexer board support for SATA drives (optional, on Dual controller mode)

• Two power supplies, redundant design

• Redundant fans 67

DSN-6000: RAID and Volumes

• RAID level: 0,1,0+1,3,5,6,10,30,50, 60, JBOD, and N-way mirror

• Up to 1024 logical volumes in the system

• Up to 32 PDs can be included in one volume group

• Global and dedicated hot spare disks

• Write-through or write-back cache policy for different application usage

• Multiple RAID volumes support

• Configurable RAID stripe size

• Online volume expansion

• Instant RAID volume availability

• Auto volume rebuilding

• On-line volume migration with no system down-time

68

DSN-6000: Advanced Data Protection

• D-Link writeable snapshot • Built-in snapshot with rollback enabled

• Snapshot enabled up to 16 volumes, each logical volume

• Supports up to 32 snapshot volumes, total 512 snapshot volumes per system

• Microsoft Windows Volume Shadow Copy Services (VSS)

• Configurable N-way mirror for high data protection

• Online disk roaming

• Instant volume configuration restoration

• Hot pluggable battery backup module support

69

DSN-6000: Enclosure Monitoring

• S.E.S. inband enclosure management

• UPS management via dedicated serial port

• Fan speed monitors

• Redundant power supply monitors

• Voltage monitors

• Thermal sensors for both RAID controller and enclosure

• Status monitors for SAS JBODs

70

DSN-6000: iSCSI Features

• iSCSI jumbo frame support

• Header/Data digest support

• CHAP authentication enabled

• Load-balancing and failover through MPIO, MC/S, Trunking, and LACP

• Up to 32 multiple nodes support

• Up to 128 sessions support

• VLAN support

71

DSN-6000: Drive Support

• SAS

• SATA II (optional, need SATA Bridge board on DSN-6120)

• SCSI-3 compliant

• Multiple IO transaction processing

• Tagged command queuing

• Disk auto spin-down support

• S.M.A.R.T. for SATA II drives

• SAS JBODs expansion

72

• Single Controller Solutions

• Performance: • DSN-6110: 500 MB/Sec

120,000 IOPS

• DSN-6410: 650 MB/Sec

130,000 IOPS

• Host connectivity • 4 x 1GbE ports (DSN-6110)

• 2 x 10GbE ports (DSN-6410)

• Cache Memory • 4GB as standard

• Battery backup – 72 hours

• Disk connectivity • 12 hot-swap drive bays supporting SAS and SATA II drives

• Dual Redundant hot swappable 500W power supplies

DSN-6110 & DSN-6410

DSN-6110

DSN-6410

73

• Dual Redundant Controller Solutions

• Performance: • DSN-6120: 900 MB/Sec

200,000 IOPS

• DSN-6420: 1300 MB/Sec

220,000 IOPS

• Host connectivity • 8 x 1GbE ports (DSN-6120)

• 4 x 10GbE ports (DSN-6420)

• Cache Memory • 4GB as standard

• Battery backup – 72 hours

• Disk connectivity • 12 hot-swap drive bays supporting SAS and SATA II drives

• Dual Redundant hot swappable 500W power supplies

DSN-6120 & DSN-6420

DSN-6120

DSN-6420

74

The Rear View – DSN-6000

Number Description

1 Controller 1 (CTRL 1).

2 Controller 2 (CTRL 2).

3 Power Switch |: ON. O: OFF

4 Fan Module (FAN1 / FAN2).

5 Fan Module (FAN3 / FAN4).

6 Power Supply Unit (PSU1).

7 Power Supply Unit (PSU2).

8 Battery Backup Module (BBM).

1 2

3 4 5 6 7

8 8

75

RAID Controller – DSN-6110/6120

RAID controller on DSN-6110/6120

1

6 5 3

2 4

7

8

Number Description 1 GbE iSCSI ports (x4).

2 LED (from right to left) Controller health LED: Green: Controller status normal. Red: System booting or controller failure. Master slave LED (only for DSN-6120): Green: Master controller. Off: Slave controller. Dirty cache LED: Orange: Data on the cache waiting for flush to disks. Off: No data on the cache. BBM LED (when status button pressed): Green: BBM installed and powered. Off: No BBM installed.

3 BBM status button : When the system power is off, press the BBM status

button, if the BBM LED is Green, then the BBM still has power to keep data on the cache. If not, the BBM power is ran out and cannot keep the cache any more.

4 Management port. 5 Console port. 6 RS 232 port for UPS. 7 SAS JBOD expansion port.

8 BBM slot.

76

RAID Controller – DSN-6410/6420

RAID controller – DSN-6410/6420 SFP+

1

6 5 3

2 4

7

8

Number Description 1 10GbE iSCSI ports (x2).

Link LED: • Amber: 1Gb link is established and maintained. • Blue: 10Gb link is established and maintained. Access LED: • Solid green: A stable link is created • Blinking green: Network packets are being transmitted or

received. 2 LED (from right to left)

Controller health LED: Green: Controller status normal. Red: System booting or controller failure. Master slave LED (only for DSN-6420): Green: Master controller. Off: Slave controller. Dirty cache LED: Orange: Data on the cache waiting for flush to disks. Off: No data on the cache. BBM LED (when status button pressed): Green: BBM installed and powered. Off: No BBM installed.

3 BBM status button : When the system power is off, press the BBM status

button, if the BBM LED is Green, then the BBM still has power to keep data on the cache. If not, the BBM power is ran out and cannot keep the cache any more.

4 Management port. 5 Console port. 6 RS 232 port for UPS. 7 SAS JBOD expansion port. 8 BBM slot.

77

• Dual Redundant I/O Controllers

• Connectivity • 2 x 6GB/s SAS Host connection

• 2 x 6GB/s SAS Expansion connection

• Disk connectivity • 12 hot-swap drive bays supporting SAS and SATA II drives

• Dual Redundant hot swappable 500W power supplies

DSN-6020 – Expansion enclosure

DSN-6020

78

DSN-6000 Scalability

Scalable to 60 drives With Single or Dual redundant controllers

DSN-6020 Expansion

79

Direct Attached storage with DSN-6020

Scale capacity as required.

DSN-6020 can be used as a Direct Attached Storage solution to provide simple, cost effective expansion for VMS servers equipped with a SAS RAID controller or Host Bus Adaptor.

80

DSN-6110 DSN-6120 DSN-6410 DSN-6420

High Availability

Cache mirroring through high bandwidth channels

Flexible RAID group ownership management

Management port seamless takeover

Online firmware upgrade – no system downtime

Multi-path and load balancing support (Microsoft NPIO, MC/S, Trunking, LACP)

Battery backed cache

Redundant RAID

controllers No Yes No Yes

Host Ports 4 x 1GbE 8 x 1GbE 2 x 10 GbE iSCSI Ports 4 x 10 GbE iSCSI Ports

Drive Bays 12 SAS or SATA I & II 12 SAS or SATA I & II 12 SAS or SATA I & II 12 SAS or SATA I & II

Redundant Power Yes Yes Yes Yes

I/O Performance 120,000 IOPS 200,000 IOPS 130,000 IOPS 220,000 IOPS

Controller Memory 4GB

Bandwidth 500 MB/s 900 MB/s 650 MB/s 1300 MB/s

Expansion 4 expansion arrays, 60 drives total (180 TB with 3TB drives) *

*Larger drives will be supported as they become available

HA-Capable D-Link Storage Arrays

81

DSN-6000 family

Model Rear view Controllers Gigabit iSCSI

ports 10GbE iSCSI

ports Power and

cooling

DSN-6110 1 x RAID 4 2 x

Redundant

DSN-6410 1 x RAID 2 2 x

Redundant

DSN-6120 2 x RAID 8 2 x

Redundant

DSN-6420 2 x RAID 4 2 x

Redundant

DSN-6020 2 x I/O N/A N/A 2 x

Redundant

82

DSN-654

• What is DSN-654? (SATA bridge board) • The SAS to SATA bridge board is designed to enable single-ported SATA

drives to connect seamlessly like native dual-ported SAS drives for use in enterprise storage systems (DSN-6000 series) using SAS expanders.

• What kind of configurations need DSN-654? • Dual controller configuration (DSN-6120/ DSN-6420) with SATA HDD

• Single or Dual controller configuration with SATA HDD >3TB

Without DSN-654 With DSN-654

83

SAS and SATA Drives

SAS drives have 2 ports ie data can be transferred from 2 sources

SAS backplane will accept SATA drives but a SATA backplane will not accept SAS drives

84

D-Link Assist

• Paid Services for D-Link Business Solutions Products • Small number of SKUs

• Simplified pricing

• Onsite break fix and professional services • 3 different service levels – 24x7, Same Business Day and Next

Business Day

• Based on response time and hours of coverage

• Offered in 1 and 3 year options

• Meeting different customer needs

• 3 Year Warranty Extension to cover products for up to 5 years

• All services offerings include telephone support

• Extra revenue and Margin for you plus you can sell the product and forget about it – D-Link will provide support

86

D-Link Assist Service & Support

Next Day Response;

5days/9 hours

Same Day Response;

5 days/9 hours

Same Day Response;

7 days/24 hours

X

X

X

87

• D-Link provide a range of storage solutions for all types of applications: • Easy to install NAS solutions for

Consumers/SoHo users.

• Unified (NAS and iSCSI) storage

Solutions for SMB customers

• High Perfomance, Scalable

IP-SAN (iSCSI) solutions for

SME customers.

• All D-Link storage solutions are provided with all functionality out-of-the-box • No need for expensive and complicated additional licenses

to activate storage features.

• All D-Link Business Solutions Storage Products can be covered by D-Links service and support program: D-Link Assist

Why D-Link Storage Solutions?

88

Module 5: DSN-6000 Installation & Management

• Module 5 Outline

• iSCSI SAN Configurations

• DSN-6000 Management Interfaces

• DSN-6000 Configuration and Management Overview

89

D-Link xStack SAN Switch

Servers

Clients

Corporate LAN

D-Link xStack LAN Switch

Storage Area Network (SAN)

With installed LAN and SAN NICs and latest version of OS and iSCSI initiator software

Dual RAID controllers for high availability

iSCSI SAN Configuration#1 Dedicated SAN Switch

90

Servers

Clients

Corporate LAN

D-Link xStack LAN Switch

Storage Area Network (SAN)

With installed LAN and SAN NICs and latest version of OS and iSCSI initiator software

PC with installed NIC to connect to the web-based D-Link Storage Management Centre

D-Link xStack SAN Switches

Dual RAID controller connections to both switches for HA

Secondary

Primary

iSCSI SAN Configuration#2 Redundant SAN Switch

91

Servers

Clients

Corporate LAN

D-Link xStack LAN Switch

Storage Area Network (SAN)

With installed LAN and SAN NICs and latest version of OS and iSCSI initiator software

PC with installed NIC to connect to the web-based D-Link Storage Management Centre

VLAN

Dual RAID controllers for high availability

ISCI SAN Configuration#3 LAN Switch with VLAN

92

DSN-6000 Management Interfaces

• Serial Console

• Secure Shell Remote Access

• Web GUI

93

DSN-6000: Serial Console

• Use console cable (Null modem cable) which connects from serial port (RS-232) on a host to the console port (phone jack) on the controller.

94

DSN-6000: Serial Console (cont.)

95

DSN-6000: Secure Shell Remote Access

• Secure Shell client software is required.

• Text-based menu.

• Connect to the IP of management port on the master controller.

96

• Web-based GUI, to configure the system with a Web browser.

• Connect to the management port on the master controller.

• Both Http and Https are supported.

DSN-6000: Web GUI

97

DSN-6000: Web GUI - Home Page

Indicators and Icons

Menu Bar Options

Operation Area

98

DSN-6000: Indicators

Icon Description RAID indicator: Green: All RAID groups are functioning. Red: A RAID group is degraded or has failed. Temperature indicator: Green: Temperature is normal. Red: Temperature is too high. Voltage indicator: Green: Voltage values are normal. Red: Voltage vlues are out of range. UPS indicator: Green: UPS is functioning or no UPS is connected. Red: UPS connection has failed. Fan indicator: Green: Fan is working well. Red: Fan failed. Power indicator: Green: Power supplies are connected and working well. Red: A power supply has failed or is no longer connected. Dual controller indicator: Green: Dual controllers are active and working well. Orange: One of the dual controllers has failed. Return to home page. Logout of the management web UI. Mute alarm beeper.

99

• DSN-6000 Quick Installation

• RAID design on DSN-6000

• Snapshots

• Replication

• Event Logs and problem solving

DSN-6000: Configuration and Management overview

100

• All disks in the array must be free.

DSN-6000: Quick Installation (1)

101

• The iSCSI IP setting page only exists on iSCSI storage.

DSN-6000: Quick Installation (2)

102

• The wizard creates one VD in one RG with all free drives available on the array.

DSN-6000: Quick Installation (3)

103

DSN-6000: Volume Creation Wizard

• There must be free disk(s) in the array.

• Creates VD in size-oriented way.

• The disk number can be modified.

104

DSN-6000: RAID Design

105

DSN-6000: Disk Roaming

• Off-line roaming – The disks can be moved between different models/chassis when system power down.

• Online roaming – The offline RG can be moved between different models/chassis without shutting down the system.

• The LUN mapping has to be reconfigured after disk roaming.

106

DSN-6000: Snapshot Features

• User defined snapshot space

• Snapshots scheduled by hours, days, weeks, months

• Maximum 32 snapshots per VD

• VD number limit (1024) includes snapshots

• Older snapshot will be deleted when the snapshot space runs out

• The snapshots will fail when snapshot space has been exceeded

• Not suitable as long term backup

• If the VD fails, the snapshot on it also fails

107

• Pre-set snapshot space

• Copy-on-write

DSN-6000: Snapshot – Initial data

Virtual disk

Snapshot

A B C D

108

• Pre-set snapshot space

• Copy-on-write

DSN-6000: Change Bit A

Virtual disk

Snapshot

A B C D

A’ Write

109

• Pre-set snapshot space

• Copy-on-write

DSN-6000: Snapshots Change

Virtual disk

Snapshot A

B C D A’

110

• Pre-set snapshot space

• Copy-on-write

DSN-6000: Change Bit C

Virtual disk

Snapshot A

B C D A’

Write

C’

111

• Pre-set snapshot space

• Copy-on-write

DSN-6000: Snapshots Change

Virtual disk

Snapshot A

B

C

D C’ A’

112

• Pre-set snapshot space

• Copy-on-write

DSN-6000: Rollback

Virtual disk

Snapshot A

B

C

D C’ A’

Rollback

113

• Pre-set snapshot space

• Copy-on-write

DSN-6000: Rollback to Original data

Virtual disk

Snapshot

A B C D

114

Snapshot Dependency

Snapshot

Virtual Disk

Old

New

Snapshot Dependency

115

Volume Clone

VG1 VG1’

RG1 RG2 RG3 RG4

Physical Disk

Volume Group

RAID Group

Virtual Servers - Exchange - SQL - Web Server - ERP

VG1 VG1’ VG1 VG1’ VG1 VG1’

Clone Clone Clone Clone

116

DSN-6000: VD Clone Highlights

• Asynchronous data copy between two VDs

• The source VD and target VD can be in different RGs

• Full copy in the first execution of clone job and incremental copy afterwards

• A snapshot will be taken on the source VD each time the clone job is executed

• The incremental copy is achieved by comparing the difference between two snapshots

• If the snapshot fails, the clone job will run a full copy again

• The clone job can be scheduled

117

DSN-6000 Replication Features

• Asynchronous data copy between two VDs in different units

• The replication uses iSCSI protocol to copy the data from source unit to target unit

• The last iSCSI data on the source unit has to be configured as replication port

• The replication port will not accept the iSCSI connection from the host

• The replication job is run by the RG owner in dual-controller models

• Path redundant is available

• Relies on the snapshot to support the incremental copy just like the VD Clone

118

Replication with snapshots

• Mirroring - async - over IP or IP SAN

• Based on VD clones one full copy of the file system is done.

• Only incremental blocks are copied over IP as a backup of snapshots done by the host system.

• Data is available on the secondary site after incremental copy of snapshots

1. Initial copy of virtual disk

2. Update of block changes through snapshot copy

IP Network

Primary site Secondary site

119

DSN-6000: Event Log

• Three event level, Info, Warning, Error.

• The Error level event will trigger the buzzer.

• The event log is saved in the disks in slot1 to slot4.

• The maximum size of event log is 16MB.

• The event log can be exported from the Web GUI.

120

Useful Information for problem solving

• Hardware information • Model number

• Firmware version on the DSN-6000 chassis

• The disk model and the firmware version

• The information of any specific hardware, such as the NIC, on the host

• Detailed information of environment • The OS version

• The SAN/Network topology

• The applications run on it

• Event logs from the storage solution

• Take screenshots of the problem • The System information page on the Web GUI of the DSN-6000

• Any other page where you see the problem

• Any problems you see at the host side

121

DSN-6000: Exporting Event Log & Configuration information

• Export event log from Web UI

• /Maintenance/Event log

• Export configuration from Web UI

• - /Maintenance/Import and export

122

Module 6: Advantages and Up-Sell opportunities

Switch 26%

WLAN 39%

Broadband 20%

NIC & Others 4%

Sales by Region

Emerging Markets &

Asia Pacific 48%

North America

23%

Europe 2%

• Module 6 Outline

• D-Link key advantages and selling points

• D-Link up-sell opportunities

• D-Links compelling TCO Story

123

Customer Considerations

How do your customers rank the importance of these considerations?

• Total Cost of Ownership (TCO)

• Extending the product lifecycle

• Reliability

• Redundancy and fault tolerance

• Data availability

• Uptime & productivity

• Scalability • Grow capacity & performance over time

• Performance • Bandwidth vs. transactional

• Support multiple applications with less hardware investment

• Flexibility • Repurpose resources as needed

• Eliminate pre-planning shortfalls

• Ease of Management • Familiarity of Ethernet

• Intuitive wizard driven web-based GUI 124

Key Advantages & Selling Points - TCO • D-Link provides complete storage solutions:

• All D-Link NAS devices are supplied with back-up and recovery software and replication features that enable customers to create secure data infrastructures

• In addition all D-Link Business Class Storage solutions are supplied with licenses for advanced data protection features including snapshot and off-site replication.

• Customers save on additional licenses because D-Link provide everything “out-of-the box”.

• Customers are not forced to pay for upgrades: D-Link provides firmware updates at no additional cost, without requiring a maintenance or support contract.

•Customers can extend the operating life of their D-Link equipment investment through optional onsite service contracts or an extended warranty package which covers the product for 5 years beyond the EOL date.

125

Key Advantages & Selling Points - Reliability

• Benefits:

• Prevents a single component failure from bringing down the entire system.

• Reduces downtime due to hardware or software failures.

• Speeds recovery time in case of disaster.

• Improves resource utilisation.

D-Link iSCSI SANs provide comprehensive HA and security features to keep mission-critical applications available and data flowing to employees wherever they are located.

• D-Link reliability features include:

• Failback and failover

• Support for RAID 0,1,0+1,3,5,6,10,30,50, 60, JBOD

• Link Aggregation (LAG), Multipath I/O (MPIO) and Multiple Connections per Session (MCS)

• Redundant power supplies (with rack-mount models)

• Redundant controller option (with the DSN-6000 series)

• Battery-backed controller cache

126

Key Advantages & Selling Points - Scalability • D-Link’s iSCSI SAN solutions support SSD, SAS and SATA disk drives; these drive types can be mixed in a single enclosure, enabling users to create specific drive pools for specific tasks:

• SSDs for ultra-high performance applications such as virtual Desktop environments

• SAS HDDs for transactional data • SATA HDDs for high capacity, low cost data

archives.

• D-Links online volume expansion feature flexibly resizes a logical drive without having to create a new one.

• DSN-6000 Series models are specifically designed for demanding, mission-critical environments with large growth potential.

• They offer exceptional capacity growth, expanding up to 84 drives (168TB with 2TB drives).

127

SAN performance depends on three factors:

Throughput or bandwidth

D-Link offers roughly four times the bandwidth at less than half the purchase price of competitors, critical for demanding applications such as:

• Disk backup

• Data archival

• IP video surveillance

• Video post-production

Transactional (I/O) processing power

D-Link’s powerful design handles over 80,000 I/Os per second, critical for transaction-driven applications such as:

• Server virtualisation

• Database and E-mail

• Online transaction processing (OLTP)

Drive performance Capacity, rotation speed (RPM) and multi-path communication all affect drive performance.

• D-Link customers can choose the latest SATA or SAS drives from top disk drive manufacturers to maximise performance.

• Its built-in LAG and MCS capabilities enhance performance through load-balancing and faster data rates.

Key Advantages & Selling Points - Performance

128

Key Advantages & Selling Points – Ease of Management D-Link management features:

• All D-Link storage arrays can be managed from a single screen, using the same GUI.

• Web-based program lets IT managers access the SAN array management console from anywhere.

• Wizards for volume creation,

expansion and reconfiguration get the system up and running quickly.

Benefits:

• No need for storage specialists – IT generalists can manage storage resources.

• Lower TCO – fewer IT resources spent in

training or managing arrays. 129

D-Link Product Up-Sell Opportunities

D-Link’s extensive product portfolio gives resellers ample opportunity to up-sell within their own account base.

Primary Sale Up-Sell Opportunity Reasons

Stand-alone iSCSI SAN array Replication software • Disaster recovery

Stand-alone iSCSI SAN array

HA-capable DSN-6000 Series SAN array

• Better redundancy • Scalability • Higher performance

HA-capable DSN-6000 Series SAN array

• Secondary controller • Expansion array(s)

• High availability • Seamless scalability to accommodate data

growth • Better performance striping volumes

across larger disk pools

Any D-Link iSCSI SAN array • D-Link GbE and 10GbE switches

• D-Link digital cameras and wireless products

• SAN traffic separation for better performance and security

• IP video surveillance applications

And D-Link Business Solutions Storage Product

• D-Link Assist • Providing additional peace of mind that if the worst should happen a trained D-Link expert will be available to ensure the storage solution is up and running.

130

Other SAN Vendors D-Link

Require customers to buy disk drives from them directly at inflated price points, and add capacity in sets of exactly matched proprietary drives.

Lets customers mix, match, and leverage the latest SATA or SAS drive technologies to maximise performance and reduce costs.

Charge additional licensing fees to take advantage of the full set of available features or additional host connections.

Doesn’t charge additional fees to support more host connections or features. D-Link’s price includes the full range of storage array capabilities.

Force customers into expensive service contracts to access firmware updates.

Provides firmware updates from www.dlink.com at no additional cost, without requiring a maintenance or support contract.

Inflate service costs at year three to push their latest platform or upgrade. Customers find themselves with higher costs or get trapped in a vendor’s three-year product upgrade cycle.

Offers customers optional onsite service contracts or an extended warranty package which covers the product for 5 years beyond the EOL date to extend the operating life of its iSCSI SAN arrays.

D-Link’s Compelling TCO Story

131

Switch 26%

WLAN 39%

Broadband 20%

NIC & Others 4%

Sales by Region

Emerging Markets &

Asia Pacific 48%

North America

23%

Europe 2%

132

Module 7: Understanding your customer

• Module 7 Outline

• Target markets

• Know your customer

• Prospecting questions

• Overcoming objections

• Target customer markets:

• Educational institutions • Higher education • Schools

• Government agencies • Federal • State • Local

• SMBs and SMEs

Target Customer Profile

• Construction • Entertainment / Publishing • Financial Services • Healthcare / Medical

Technology • Hospitality • Insurance / Legal • Manufacturing • Real Estate • Retail • High Tech • Telecommunications

133

Know Your Customer

• The business or industry the organisation is involved in — and the clients or customers it serves

• Strategic jobs in the organisation

• Functions or departments within the organisation

• Customer and client satisfaction and retention goals

• The industry, state and federal regulations it must comply with

Learn about the industry trends and acquire some familiarity with industry terminology

134

Know the Issues Your Customers Face

• Outdated storage methods are not keeping up with the explosion of high-bandwidth data, voice, video and multimedia flies.

• Departments must cut costs, yet customers and constituents expect services to continually improve.

• Industry, state and federal regulations mandate data security and public privacy compliance.

• Travel limitations push adoption of video-based online learning, and employee and customer training.

• Globalisation requires unlimited Information access across departments, facilities, and regions.

Tough economic times are forcing customers to seek solutions that yield long-term, cost-effective results.

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You can start by asking questions, acknowledging the client’s point of view, and stating the value to the customer before proceeding. You might say: “If you have a moment, I’d like to find out a little more about your experience restoring from tape. We’ve worked with many other organisations who have improved their backup & restore strategy by implementing alternative platforms. Would you be open to considering other options?” “Storage environments may change based on your users needs. If I could ask you some brief questions about your Network upgrade plans, we might be able to identify a few ways to lower costs. How does that sound?”

• Probe for new projects:

• Virtualisation • Consolidation from DAS • Disaster recovery • Data backup • IP surveillance • Network upgrades

• Probe for pain points: • Restoring from tape • Unreliability of tape media • Physical security risks • Expensive service contracts • Over-paying to add disk capacity to tier 1 platform

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Initial Discussion Openers

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Prospecting Questions for Business Applications

• Do you need a high-performance solution to support any of the following applications? • Transactional database applications • E-mail hosting or archival • Audio or video post-production • IP Video surveillance • Disk backup and restore • Disaster recovery and business continuation

• Do you need to consolidate files throughout the local network or across the Internet?

• What operating systems need to be supported? • Does capacity need to be expandable, how far? Is

fault-tolerant storage needed? • Do your workstations need to boot from the network

and access additional storage? • Do you need to implement a backup strategy that can

support quick and reliable data restores?

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Prospecting Questions for Server Virtualisation

Having a networked storage platform in place is critical to supporting a virtualised server environment.

Ask these questions when interviewing a prospect about their storage needs: • Do you need to consolidate the data currently

distributed across multiple servers?

• Do you run more than one serious business application on separate servers? What applications?

• Does your organisation plan to virtualise server applications?

• Are you considering migrating to a virtual operating environment? Which virtualisation platforms are you considering?

• Are you concerned about the costs of networked storage quoted to you by other SAN vendors to support your virtualised environment?

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Qualifying Questions for SANs

• How important to you are the following features? • Simplified management • Scalability • High data availability • Centralised backup

• Are you familiar with the capabilities and benefits of SAN storage? • Are you familiar with the capabilities and benefits of iSCSI versus

Fibre Channel SANs? • Are you concerned about the complexity of implementing and

managing a SAN? • Who will be responsible for the selection and maintenance of your

storage platform? • Are you expecting your existing IT staff to take on management

of the SAN without contracting costly SAN specialists? • Are you concerned about the cost of storage and the need for

highly skilled storage experts, who can be scarce and expensive?

Determining Storage Needs

Determining the amount and type of storage depends on: • Type of data: documents, database or media files • Frequency of access

Ask your customers these questions when helping them plan an iSCSI SAN backup and restore storage solution:

1. How much data are you backing up? 2. What operating systems are you backing up (Windows, Mac OS,

Linux)? 3. What applications do you need to back up (Exchange,

SharePoint, SQL Server)? 4. How much time in the day do you have to complete your backup? 5. If you had to restore all your data, how long do you want that

restore to take? (This is referred to as your recovery time objective, or RTO.)

6. If you had to restore any of your applications (or all of them), how many hours or days of data are you prepared to lose?

7. Do you have remote offices and sites that also require backup and restore?

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Prospecting Up-Sell Opportunities

Up-selling is one of the most powerful ways to build and improve relationships with your clients – it presents the perfect chance to demonstrate your genuine commitment to helping customers succeed.

If you can help an organisation see how to improve its circumstances in a significant way, then you have truly contributed to that organisation's success.

• Exploring an organisation’s circumstances for opportunities • Determine how those circumstances and opportunities may be improved • Postulate the effects of the organisation leaving things as they are • Ask the customer his or her opinions regarding the consequences, impact, influence, results, or

lack of results caused by the condition or problem the two of you have identified

The effects can be in the present or projected into the future.

“How does the organisation deal with that type of situation?” “How does that affect the organisation’s productivity?” “How serious a problem is that?” “What would be the outcome if things remained the way they are?” “How would that influence your organisation? Your competition?”

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Overcoming Objections with a Solution-Based Approach

Objection: “I don’t want to install a separate LAN for storage.”

Action: Ask what has been their experience installing a separate storage LAN and what are the issues or concern.

Addressing the Concern: • In many cases, a new network isn’t

needed because iSCSI SANs use the existing IP network, unlike Fibre Channel SANs, which require a proprietary network infrastructure.

• D-Link switches can separate network traffic for performance or security reasons by implementing VLANs without requiring a new network infrastructure.

Objection: “Don’t D-Link SANs have a single point of failure?”

Action: Ask about the company’s data availability requirement for their critical applications.

Addressing the Concern: • Describe D-Link’s DSN-6000 Series of

high availability iSCSI SAN arrays. • Note that D-Link DSN-6000 Series

arrays support redundant power supplies.

• Note that all D-Link SAN arrays support RAID protection and battery-backed controller cache.

• Sell a secondary controller for the primary array and alleviate any concerns with a single point of failure.

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Overcoming Objections with a Solution-Based Approach (Continued)

Objection: “We’re concerned that D-Link SANs aren’t certified compatible with as many environments and platforms as other vendors.”

Action: Ask what environments and platforms are important to the organisation to be certified compatible with. Have they had compatibility challenges with other vendors?

Addressing the Concern: • D-Link iSCSI SAN arrays have been

certified with the major virtualisation vendors, which in turn, support most major platforms.

• Refer to the following resources: • D-Link interoperability matrix • VMWare’s hardware compatibility matrix • Citrix‘s hardware compatibility matrix

• Offer to provide a customer testimonial or a D-Link success story that meets the organisation’s needs.

Objection: “Why do higher IOPS on the SAN matter when all SANs exceed the speed of the HDs anyway?”

Action: Explain the importance of I/O performance capability of the SAN array.

Addressing the Concern: • SANs can far exceed the I/O

performance of the drives themselves by striping volumes across multiple spindles to share the read/write workload, and the use of cache.

• The bottleneck for applications that need high I/O performance is the controller, not the drives.

• The I/O performance of D-Link iSCSI SAN arrays enable them to support more applications simultaneously from a single platform without any bottleneck.

DCS Storage Certification exam.

• Congratulations - You have completed the course, now you can schedule a time online to take the DCS Storage Certification exam.

• Good Luck.

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