Elastic Cloud-FusionCube Converged Infrastructure Sales Guide · Elastic Cloud-FusionCube Converged Infrastructure Sales Guide 2 Sales Strategies for Sub-Division Markets and Customer

Elastic Cloud-FusionCube Converged Infrastructure

Sales Guide

Issue 01

Date 2013-04-22

HUAWEI TECHNOLOGIES CO., LTD.

Issue 01 (2013-04-22) Huawei Proprietary and Confidential

Copyright © Huawei Technologies Co., Ltd.

i

Copyright © Huawei Technologies Co., Ltd. 2013. All rights reserved.

No part of this document may be reproduced or transmitted in any form or by any means without prior

written consent of Huawei Technologies Co., Ltd.

Trademarks and Permissions

and other Huawei trademarks are trademarks of Huawei Technologies Co., Ltd.

All other trademarks and trade names mentioned in this document are the property of their respective

holders.

Notice

The purchased products, services and features are stipulated by the contract made between Huawei and

the customer. All or part of the products, services and features described in this document may not be

within the purchase scope or the usage scope. Unless otherwise specified in the contract, all statements,

information, and recommendations in this document are provided "AS IS" without warranties, guarantees or

representations of any kind, either express or implied.

The information in this document is subject to change without notice. Every effort has been made in the

preparation of this document to ensure accuracy of the contents, but all statements, information, and

recommendations in this document do not constitute a warranty of any kind, express or implied.

Huawei Technologies Co., Ltd.

Address: Huawei Industrial Base

Bantian, Longgang

Shenzhen 518129

People's Republic of China

Website: http://enterprise.huawei.com

http://enterprise.huawei.com/


Sales Guide Contents



ii

Contents

1 Overview ......................................................................................................................................... 1

2 Sales Strategies for Sub-Division Markets and Customer Service Scenarios .................. 2

2.1 Overall Sales Strategy ................................................................................................................................................... 2

2.1.1 Data Warehouse Scenario .......................................................................................................................................... 2

2.1.2 Enterprise Private Cloud Scenario (Enterprise Data Center Infrastructure) .............................................................. 3

2.2 Configurations for Typical Scenarios ........................................................................................................................... 4

2.3 Sales Restrictions and Precautions................................................................................................................................ 5

3 Highlights and Selling Points .................................................................................................... 7

4 Competitive Analysis ................................................................................................................... 9

4.1 Competitive Analysis .................................................................................................................................................. 10

5 Sales Support ............................................................................................................................... 12

5.1 Documentation ............................................................................................................................................................ 12

5.2 Technical Support ....................................................................................................................................................... 12


Sales Guide 1 Overview



1

1 Overview

Huawei FusionCube Converged Infrastructure is a flagship product of Huawei's IT product

line. Designed based on an open architecture, the FusionCube integrates blade servers,

distributed storage devices, and switches into its 12 U subrack and also integrates distributed

storage, virtualization platform, and cloud management software before delivery. Moreover, it

supports on-demand resource allocation and scale-out. The FusionCube helps enterprises to

reduce the service rollout duration from several months to several days. Customers can

optimize configuration based on service requirements to greatly improve operation efficiency.


Sales Guide

2 Sales Strategies for Sub-Division Markets and Customer

Service Scenarios



2

2 Sales Strategies for Sub-Division Markets and Customer Service Scenarios

2.1 Overall Sales Strategy For the data warehouse service scenarios, refer to the deployment case for the Huawei

Integrated Financial Services (IFS) project. Meanwhile, you need to seek for other data

warehouse vendors and independent software vendors (ISVs).

For enterprise private cloud service scenarios, refer to the deployment cases for Shanghai

Maritime University, Senegal Government Network, Netherlands Tangla Hotel, Spain

BME(virtualization service) and Oriental English College (VDI service). For IT hosting

and carrier requirement scenarios, refer to the deployment case for British Telecom,

Shanghai branch.

Focus on core distributors in Chinese and European markets, build sales and delivery

capabilities of distributors, and provide them with "high touch" customer relationships

training and technical support for named accounts (NA) and important projects.

2.1.1 Data Warehouse Scenario

1. The FusionCube provides only the OLAP infrastructure(hardware), but not data

warehouse software and services. You can seek for opportunities from services, such as

data warehouse creation, capacity expansion, upgrade, and performance improvement,

business intelligence (BI), and OLAP report system application required by key

industries and NAs. Also, customer can use existing database and their applications

without much modification. Customer needs to have proper DB license either covered by

Oracle ULA or can acquire license with deep discount from partners. (Huawei will NOT

provide DB license)Alternatively, you can find partners, such as service integrators (SIs)

or ISVs. Then filter the obtained opportunities based on the following rules:Projects to

join:

− An Oracle RAC-based data warehouse (Exadata or midrange computer) has already

been deployed and needs to be expanded or improved. Customers agree to migrate

the services in the data warehouse to the x86 platform. In addition, the license of the

data warehouse can be used freely once purchased.

− Customers have deployed an Oracle RAC-based data warehouse but have not

deployed the FusionCube. Customers have accepted and want to try the new

architecture. They acknowledge the performance of the Exadata but are vanquished

by its high price.


Sales Guide


Service Scenarios



3

− Customers have already deployed the Sysbase IQ data warehouse and expect to

reconstruct or upgrade it for improved performance.

− Customers have OLTP+OLAP and want to separate OLAP to independent system

− Customer already has Unix server/PC server + SAN based data warehouse (Oracle,

Sybase) and looking for replacement (higher capacity, performance, lower cost).

− Customers want to deploy a data warehouse provided by a Chinese vendor.

− Independent hardware and software bids are offered for new construction projects,

two vendors are allowed to tender the bid collaboratively, or SIs are allowed to tender

the bid.

− ISVs who are looking for better infrastructure that improves their application’s

performance such that they can stay to be competitive. Typical ISVs include data

analytics vendors, BI vendors, etc. We also see request from vendors from media

industry, oil industry etc.

2. Projects to avoid:

− Customers offer a bid for integrated hardware and software and disallow

collaborative tender or SI tender.

− Customers select only one supplier, and Oracle tenders the bid using the Exadata.

2.1.2 Enterprise Private Cloud Scenario (Enterprise Data Center Infrastructure)

You can promote the FusionCube in such projects as enterprise private cloud construction and

enterprise data center infrastructure creation or construction. The following describes the sales

strategies for server virtualization and virtual VDI scenarios.

Server Virtualization

If the customer needs to purchase four or more physical servers for server virtualization and

does not require using the virtualization software and hardware platform from different

vendors, you can promote the FusionCube DataCenter Virtualization solution. This solution

integrates computing, storage, network, and virtualization software. Therefore, you can

emphasize the simplification and optimization that this solution offers to customers.

Pay special attention to the following customers:

Although the customers accept the appliance concept, such as the VBlock, they have not

settled down for model selection.

Although the customers are using the VBlock, they are not convinced of its prospect and

are vanquished by its high price.

Although the customers are not familiarized with the appliance, they have necessities for

using an appliance, for example, their small equipment room, complex management, and

use of virtualization.

The following product portfolios are recommended:

1. Preferred portfolio: E9000+FusionStorage+FusionSphere

2. Secondary portfolio: E9000+IP SAN+FusionSphere (if the customers do not want to use

the FusionStorage)

3. Secondary portfolio: E9000+FusionStorage+third-party virtualization software (if the

customers do not want to use the FusionSphere)


Sales Guide


Service Scenarios



4

VDI

The FusionCube Desktop Cloud solution preferentially applies to the scenario in which about

300 to 800 VDIs are deployed.

You can promote the FusionCube Desktop Cloud solution for server virtualization+VDI if the

customers do not require cross-platform construction. The following product portfolios are

recommended:

1. Preferred portfolio: E9000+FusionStorage+FusionSphere

2. Secondary portfolio: E9000+IP SAN+FusionSphere (if the customers do not want to use

the FusionStorage)

2.2 Configurations for Typical Scenarios

Data Warehouse

FusionCube Configuration General Configuration

A 12 U FusionCube subrack for the data

warehouse comprises:

Three half-width two-CPU computing

nodes: E5-2680/256 GB RAM

One half-width two-CPU management

node: E5-2609/64 GB RAM

Six full-width two-CPU storage nodes:

E5-2609/64 GB RAM

28.8 TB SDD

Built-in InfiniBand switch modules in

active/standby mode

Built-in 10GE switch modules in

active/standby mode

FusionStorage

FusionSphere 3.x cloud computing

virtualization or management platform

Server: two to four midrange computers

or high-end x86 servers

Data network: two 10GE core switches

Internal switching: two InfiniBand

switches

Storage network: two 8 Gbit/s FC

storage switches

Switch: one fiber channel storage area

network (FC SAN) storage with 72 600

GB hard disk drives (HDDs)

SSD cache: 6 TB SDD cache

Virtualization: VMware vSphere v5

(optional)

Cloud management: VMware vCenter

(optional)

Peer vendors also provide counterparts for this scenario, for example, the Exadata X3 with 1/4 or 1/2

subrack configuration.

Enterprise Private Cloud/Data Center Infrastructure (Server Virtualization+VDI)

1. The minimum configuration of the FusionCube supports 100 to 300 VMs.


Sales Guide


Service Scenarios



5


A 12 U FusionCube subrack comprises:

Four full-width two-CPU computing


10.8 TB available storage space: four

blades, each providing nine 600 GB SASs


active/standby mode

FusionStorage



Server: four 2 U two-CPU rack servers



storage switches

Switch: one FC SAN storage with 12

600 GB HDDs

Virtualization: VMware vSphere

Enterprise Plus v5.1

Cloud management: VMware vCloud

v5.1

Peer vendors also provide counterparts for this scenario, for example, the VBlock SYSTEM 100

BX/DX.

2. The typical configuration of the FusionCube supports 350 to 800 VMs.


A 12 U FusionCube subrack comprises:

Eight full-width two-CPU computing


21.6 TB available storage space: eight

blades, each providing nine 600 GB SASs


active/standby mode

FusionStorage



Server: eight 2 U two-CPU rack

servers



storage switches

Switch: one FC SAN storage with 24

600 GB HDDs

Virtualization: VMware vSphere

Enterprise Plus v5.1

Cloud management: VMware vCloud

v5.1

Peer vendors also provide counterparts for this scenario, for example, the VBlock SYSTEM 200

BASE/MAX.

2.3 Sales Restrictions and Precautions

Power Supply in the Equipment Room

The E9000 server requires four 16 A power supply ports or two 32 A power supply ports to

ensure reliability. The power of a single subrack ranges from 1405 W to 5414 W based on the

configuration. However, the power supply in the equipment room may affect the product

configuration and portfolio for sales.


Sales Guide


Service Scenarios



6

Transportation

If the ordered specifications contain a cabinet, a large airplane and an automobile with a

lifting tail gate are required for shipment. When the product is shipped with a package, the

elevator must be more than 1400 mm wide and more than 2400 mm high.

The transportation restrictions may affect the delivery time. Therefore, exercise caution on

this point before signing the contract. For the delivery restrictions of other projects, see the

FusionCube 2.0 Engineering Information Sheet.


Sales Guide 3 Highlights and Selling Points



7

3 Highlights and Selling Points

Customer Requirement Product Feature Benefit

Integration

Issues to be resolved for

customers:

Rapid growth of data

Complex IT environment

Agile requirement

A 12 U subrack

integrating computing,

storage, and network

capabilities

Linear and on-demand

expansion and upgrade

without changing the

device type

Unified configuration,

management, and

monitoring of physical

and virtual resources

No additional switch or

storage device required,

thereby significantly

simplifying the

procurement, reducing

20% initial investment,

saving 75% equipment

room space, and

reducing 67.5% energy

consumption.

Unified management

helps to improve

resource utilization. The

O&M costs are reduced

by over 30%. .

Simplification


customers:

Requirements for service

continuity

Increasing of

management costs

Pre-installation of

hardware, cable

connection, and shipment

in a cabinet

Pre-integration of cloud

computing virtualization

and the management

platforms

Automatic discovery of

physical devices and

automatic parameter

setting

Unified platform for

managing physical and

virtual resources

The FusionCube enables

one-stop delivery,

pre-installation, and

rapid service

provisioning.

The FusionCube

supports one-click

service deployment.

The FusionCube

provides easy O&M.

Optimization


Sales Guide 3 Highlights and Selling Points



8

Customer Requirement Product Feature Benefit


customers:

Rapid service growth

IT capability bottlenecks

Low application

performance

Distributed storage

engine improving the I/O

performance by three to

five times

PCIe SSDs improving

storage performance

Intelligent Network

Interface Cards (iNICs)

improving network

performance by three

times

InfiniBand high-speed

switch module providing

56 Gbit/s switching

bandwidth

Data warehouse: The

throughput is improved

by over 30%, and the

query speed is increased

by three to nine times.

Data center

virtualization: The

FusionCube supports

linear capacity

expansion without

deteriorating storage

performance. 1 TB data

reconstruction takes less

than 30 minutes.


Sales Guide 4 Competitive Analysis



9

4 Competitive Analysis

Function Huawei FusionCube

Cisco VBlock IBM PureSystems HP CloudSystem

Dell Active System 800

Maximum

computing

capability in a

subrack

32 CPUs

12.3 TB

RAM

16 CPUs

6.2 TB

RAM

56 CPUs

3.6 TB RAM

64 CPUs

8.2 TB RAM

32 CPUs

2 TB

RAM

Maximum

storage

capacity in a

subrack

120 TB 150 TB 48 TB 280 TB 96 TB

Network 10GE/40

GE

FCoE

InfiniBand

8/16G FC

10GE

FCoE

10GE/40 GE

FCoE

InfiniBand

8/16 G FC

10GE 10GE

Integrated

architecture

Integration of

computing,

storage, and

network

Network

convergence+c

ombination

Combination Combination Combination

Virtualization FusionSphere

/VMware

VMware PowerVM/KVM/V

Mware

Hyper

V/VMware

VMware

Energy

saving/

Environment

protection

Dynamic

hibernation/

-5C to +55C

Energy

saving/5C to

35C

Energy saving/5C

to 35C

Energy

saving/5C to

35C

Energy

saving/5C to

35C

Elastic/Linear

expansion

Linear

expansion with

flexible

configuration

Non-linear

expansion

Non-linear

expansion

Non-linear

expansion

Non-linear

expansion

Pre-sales/

After-sales

services

Services

provided by

one vendor

Services

provided by

three vendors

Services provided by

one vendor

Services provided

by two vendors

Services

provided by

two vendors





10

4.1 Competitive Analysis

Enterprise private cloud (virtualization) scenario

Vendor Advantage Disadvantage Competitive Edge

VCE 1. Ranks the first in the

market share.

2. Provides series of

products and various

solutions.

1. High investment risks

because of its high price and

unclear prospect.

2. Complex architecture,

massive components,

complex networking and

connection, and low

reliability.

3. Services provided by three

vendors, resulting in low

efficiency.

1. The FusionCube provides

integrated architecture. No

external storage device or

switch is required. The system

architecture is more simple

and reliable.

2. The pre-sales and after-sales

services of the FusionCube

are provided by one vendor.

3. The FusionCube is

cost-effective.

HP 1. Takes a high market

share using the

C7000 server.

2. Provides all

solutions.

1. A variety of external storage

devices for different

scenarios.

2. Lack of the built-in NAS

and FCoE.

3. Massive management ports

and complex management.






and reliable.


unified hardware and software

management.

IBM 1. Integrates experts'

capabilities, enables

automatic O&M,

and rapidly responds

to service changes.

2. Uses the built-in

V7000 storage to

provide storage

virtualization and

supports third-party

storage devices.

1. Simple x86 virtualization

without in-depth integration

and optimization.

2. Dedicated built-in storage

without in-depth integration.

3. Low cost-effectiveness.

4. Poor system I/O expansion

capability.






and reliable.

2. The backplane supports later

upgrades and evolution.

Data warehouse scenario





11

Vendor Advantage Disadvantage Competitive Edge

ExaData 1. Monopolizes the

online transaction

processing (OLTP)

market.

2. Reduces the I/O load

using intelligent scan.

1. Bottleneck in complex

queries.

2. High prices.

3. Shared storage, resulting

in poor scalability.

1. The FusionCube can

serve the customers who

are attracted by the

Exadata performance

but vanquished by its

price.

Teradata 1. Ranks the first among

data warehouse

products.

2. Provides parallel

processing and high

performance.

1. Failure in interworking

with OLAP or OLTP.

2. Low integration: A

single subrack provides

only 1/3 performance

that of the FusionCube.

3. Dedicated hardware

with inflexible

configuration.

1. The FusionCube uses

the standard x86

architecture and

provides high

integration.


compatible with

traditional OLTP

database software.

IBM Netezaa 1. Uses the SMP+MPP

architecture.

2. Uses field

programmable gate

array (FPGA) to

compress storage

hardware.

1. Supports for only the

data warehouse

applications.

2. Fixed configuration and

nonsupport for SSDs.

3. Expansion bottleneck

with the SMP host.


compatible with

traditional OLTP

database software.

2. The FusionCube

supports smooth

capacity expansion.

3. The FusionCube

supports SSD and

InfiniBand hardware

acceleration.

EMC Greenplum 1. Uses the general

server.

2. Provides a unified

platform for SQL and

Hadoop.

1. Breakdown caused by

hardware capacity

expansion.

2. Supports for only

Greenplum and Hadoop.

3. Lack of hardware

acceleration: The

performance is only 1/3

that of the FusionCube.


compatible with the

databases or data

warehouses from

multiple vendors.

2. The FusionCube

supports SSD and

InfiniBand hardware

acceleration.


Sales Guide 5 Sales Support



12

5 Sales Support

5.1 Documentation

http://enterprise.huawei.com/en/index.htm

http://enterprise.huawei.com/en/products/itapp/converged/converged/hw-200432.htm

5.2 Technical Support

Field Name Employee ID Email Mobile Phone Number

Contact person

for Chinese

markets

Gong

Jiannong

60079 [email protected] +86- 18611157826

Contact person

for international

markets

Wang

Dingjun

00194923 [email protected] +86-13923742650

Contact person

for Cloud Sailing

500

Wang

Dingjun

00194923 [email protected] +86-13923742650

Contact person

for global SA

Gu Qiang 00175014 [email protected] +86-18665805370

Contact person

for the

FusionCube

Sun Wanqi 00176499 [email protected] +86-18665320984

Documents

Elastic Cloud-FusionCube Converged Infrastructure Sales Guide · Elastic Cloud-FusionCube Converged Infrastructure Sales Guide 2 Sales Strategies for Sub-Division Markets and Customer