Dr Training V1 07 17 09 Rev Four 4

Ricoh Disaster Recovery Ed Wemlinger

Bill Masters – Dell

Mary Ann Morrison - IBM Global Svc

Chicago, IllinoisJuly 2009

Objectives:

● Reviewing the basic concepts of D / R

● Explore Customer Business Risk

● Discovering opportunities through “Disaster Recovery Awareness”

● Services and Technology Deep Dive

● The Value of Combining…

Concepts involved:

Disaster Recovery - Disaster Avoidance –

Business Continuity

● Uptime – Availability – RTO (Return To Operation) – Speed

● Client Cost: Lost Revenue Lost Clients – Productivity – Employees are back to work– Speed to Market– Cash Flow – Billing Delays

Targets:

● Any Mission critical applications and database architecture

● Commercial & Major – Every business has a application and data that they CAN’T live without

Target Audience: • C Level

• Company Owners

• IT Directors

• Departmental IT

CONFIDENTIAL All Rights Reserved5

What is a Disaster?Definition according to Webster:

A sudden calamitous event bringing great damage, loss, or destruction ; broadly : a sudden or great misfortune or failure.

Business Risk: ● Physical Events:

Storms – Earthquake - Fire – Backhoe – Utilities

● User Error

● Hardware Failures - Application / Data Corruption

● Security Threats:

Internal & External

● Upgrades: Software & Hardware

● Growth Issues

● Design Flaws


Industry Facts:

80% SMBs do NOT have adequate data protection*

40% of IT Managers couldn’t recover data from their tape backup system^

On average, 5-20% of nightly tape-based backup jobs fail^^

64% SMBs only backup data onsite**

* ITAA, ^ Yankee Group, ** Gartner, ^^ InfoStor

36% PCs experience data loss

21% laptops are stolen

70% companies go out of business after a major fire due to data loss

Opportunities:● Ricoh Services / Products:

– Consulting– Disaster Recovery Plan– Network “Re-Design” Consulting – Network Analysis / Design, Security Audits / Services,

– Service Delivery– Help Desk w/ on-site services, Device Monitoring, – Staff Augmentation

● Ricoh Partner Services / Products:

– VoIP, Network Design, Hardware / Software – Hosting, Managed Server /Storage– Data Storage, Off – Site backup / replication – RightFax & Alchemy

– Note: SonicWALL CDP Sales = 300K for Ricoh 2008

Disaster Recovery Deep Dive

● Small to Medium Solution Appliance – Small to Medium Solution Appliance – SonicWALLSonicWALL

Named by VAR Business 2008…Named by VAR Business 2008…

““Company of the year for Security Appliances” Company of the year for Security Appliances”

● Data Center Solution – DellData Center Solution – Dell

● Off Site Disaster Recovery and Server Management – IBM

● Combination


SonicWALL Hardware Appliances Product Portfolio

4.Data needs to be replicated offsite for Disaster Recovery Purpose

3.Servers hold business critical information

-Includes critical applications

1.Local Workstations need to be protected

2.Mobile workers (Laptops) are as important as local workers

Internet

A PROPER Data Backup Strategy

Different areas of the network formerly required different solutions, integrated to provide proper protection.

Not understanding how these areas need to be covered causes a gap in protection.

The Pain of Data Backup…

● “I just so happened to check my backup tape and it hadn’t been working for five months. I’ve been hauling those tapes around for nothing…”

- Network Administrator, National Fidelity Mortgage


SonicWALL’s Focus for Backup & Recovery

● Mass Digitization: Value, complexity, and volume of native documents growing within a network

● Business Continuity: Reliable, and instant, disaster recovery now a requirement. Simple plan of action

● Mobile Offices: Remote workers and distributed networks increasing the complexity of managing and administering data protection

● Regulatory Compliance: HIPAA, Sarbanes-Oxley, and other acts increasing the amount and length of time that data must be stored and actively searchable

SMBs need a more reliable, easier to manage, and real-time solution for data protection


All Inclusive Backup with FLEXIBILITY!

CDP Appliances

Bare Metal Recovery Software

Offsite Data Backup Service


Where CDP fits in (Local Backup)

SQL Exchange

AD

Copyright 2009 SonicWALL Inc. All Right Reserved.15


Where CDP fits in (Local to Offsite)

Local Archive

USB

InternetOffsite Portal

SQL Exchange

AD

CDP

Site-to-site

TCP/IP

Copyright 2009 SonicWALL Inc. All Right Reserved.16


● Create image of entire disks or individual partitions

● Image includes everything - applications, data, updates, user preferences, patches, etc.

● Unique Snapshot technology creates image without shutting down system, closing applications or interrupting operations

● Restore entire image to recover a failed system quickly

● Create bootable media that includes all necessary drivers

● Browse image archives / Restore individual files and folders

SonicWALL Bare Metal Recovery


● Small Medium Solution Appliance - Small Medium Solution Appliance - SonicWALLSonicWALL



● Combination

Bill Masters | Channel Account Manager

20092009: 21 servers

Source: Intel estimates as of Nov 2008. Performance comparison using SPECjbb2005 bops (business operations per second). Use this slide in conjunction with supporting legal information slide.

2005:2005: 184 servers

Single Core Server Refresh Scenario

Business BENEFITS

Lower Operating Costs Lower Operating Costs

$83K/yr$83K/yrPower / Cooling SAVINGSPower / Cooling SAVINGS

AnnualAnnualEnergy CostsEnergy Costs

92%92%REDUCTIONREDUCTION

Floor SpaceFloor Space

89%89%REDUCTIONREDUCTION

Lower Software CostsLower Software Costs

$147K/yr$147K/yrOS licensing SAVINGSOS licensing SAVINGS

IT BENEFITS

6:16:19:1

Rapid Payback Rapid Payback

8 month 8 month Return on InvestmentReturn on Investment

single core New Xeon 5500 series

THE PERFECT COMPLIMENTTHE VALUE OF DELL STORAGE

DELL CONFIDENTIAL 21

New Dell EqualLogic PS Series

– Next generation controller

– New value SSD offering New all-inclusive software

– RAID6

– SAN Headquarters performancemonitoring and SAN management tool

– Auto-Snapshot Manager/Microsoft Edition for Hyper-V

– VMware vStorage ready

DE

LL

CO

NF

IDE

NT

IAL

. P

AR

TN

ER

US

E O

NL

Y:

FO

R P

AR

TN

ER

UN

DE

R P

AR

TN

ER

DIR

EC

T A

GR

EE

ME

NT

ON

LY

22

BREAKTHROUGH STORAGE ECONOMICSEQUALLOGIC PS SERIES

Designed to Deliver

More Storage

Better Performance

Greater Protection

Increased Flexibility

Without

Complex management

Escalating costs

2 TB — 16+ TB …

Operations /Management $$

STORAGE CAPACITY

Learning Curve

Performance /Capacity

PS SERIES COMPREHENSIVE DATA MANAGEMENTALL-INCLUSIVE WITH NO ADDITIONAL COSTS

BASESOFTWARE FEATURES

Management Instant on ‘set-up’ manager Group manager Rapid provisioning Roles-based management

Data Protection and Availability RAID 5, 6, 10, and 50 Automatic RAID placement Multi-path / IO support

Maintenance Phone home Enclosure monitoring system Performance monitoring

ADVANCEDSOFTWARE FEATURES

Storage Virtualization Complete SAN virtualization Thin provisioning Auto-load balancing Automatic storage pools & tiering Array evacuation

Data Protection and Recovery Writeable snapshots Multi-volume snapshots Instant restore / cloning Multi-way replication for disaster

recovery

Multi-Group Monitoring SAN HeadQuarters (SAN HQ)

event & performance monitoring

23

Server Management IntegrationVSS and VDS ProvidersAutomatic MPIO Connection ManagementAuto-Snapshot Manager/ Microsoft® Edition

Hyper-V™, Exchange®, SQL Server and Windows® file systems data, now including MSCS

Auto-Snapshot Manager/ Vmware® Edition 2.0*

Hypervisor-aware SAN-based snapshots, clones and replication for rapid recovery

Selective VM restore

VMware® vSphere™ 4.0 Advanced MPIO integration

Vmware® SRM Storage Adapter Automated DR for the

virtual data center

*Expected availability by Q2 2009

24

EQUALLOGIC PS SERIES IS CHANGING THE WAY PEOPLE EXPERIENCE STORAGEBy delivering dynamic virtual storage solutions that enable IT organizations to address changing business needs in real time at a reasonable cost

• Breakthrough storage economics

• Next generation storage from a global leader

• Enables end-to-end data center virtualization

• Complete solutions provided by Dell

24

PS SERIES AUTO-REPLICATIONCAN LOWER THE COST OF DR THROUGH AUTOMATION

Replicate volumes to remote sites over any distance– Easy to configure and set up– Quick recovery and availability of data volumes– Leverages existing IP network infrastructure and expertise– No impact to application performance

Address varying needs through flexible configurations – Multiple recovery points efficiently stored– Per-volume replication schedules for varying service levels– Fast failback to primary site by synchronizing block-level delta’s – 1-way, bi-directional, or many-to-one replication– Move replication delegated space between pools– Space-efficient thin replicas

Any IP NetworkAny Distance

SAN-based replication bundled at no additional cost

25

COMPREHENSIVE DISASTER RECOVERY & DATA PROTECTION WITH NO ADDITIONAL LICENSE COSTS

26

Auto-Snapshot Auto-Snapshot Manager/ Microsoft®Manager/ Microsoft®

EditionEdition

Auto-Replication &Auto-Replication &Vmware® vCenter Vmware® vCenter

Site Recovery ManagerSite Recovery Manager

► Automated Protection for Windows® Applications

►SQL►Exchange®►NTFS

► Hyper-V™ Virtual Machine Snapshots*

► Automated Local Protection for VMs

► Fast VM Recovery

►Automated DR for the

Virtual Data Center►Integrated with Auto-

Replication►SRM Storage

Adapters

Dell EqualLogic PS SeriesDell EqualLogic PS Series►Enterprise Class iSCSI SAN► Array-based snapshots, clones, replication and more included

►Designed for 99.999% Availability

►Scalable Virtual Machine Snapshots►Automated Local Protection for Virtual Machines►Fast Virtual Machine Recovery

Auto-Snapshot Auto-Snapshot Manager/Vmware® Manager/Vmware®

EditionEdition

*Expected availability by Q3 2009

27

WHAT’S NEW IN THE EQUALLOGIC LINE?PS4000, NEW HOST SOFTWARE FEATURES

– New PS4000 Array For remote sites, SMB and

lower entry point to family Hardware, software and price

sized for branch office needs

– New Drive Options for PS6000X and PS4000X arrays 450GB 10k SAS 600GB 10k SAS

– Host-integrated Software Auto-Snapshot Manager/

Vmware® Edition 2.0*• Hypervisor-aware replication• Selective restore of virtual machines Vmware® vSphere™ 4.0 Advanced

Multipathing integration*

PS6000 Series

No Forklift UpgradesSeamless Interoperability

All-Inclusive Pricing

SCALE WITHOUT COMPLEXITYMulti-Generational SAN

PS3000 Series

PS5000 Series

PS4000 Series

PS100 Series

*Expected availability by Q3, 2009 for all customers under support.

28

EQUALLOGIC PS4000 SERIESSIMPLE. CAPABLE. AFFORDABLE.

PS4000XVUp to 7.2 TB

15,000 RPM SAS

High performance for demanding remote office

applications

PS4000XUp to 9.6 TB

10,000 RPM SAS

Great balance of cost effective performance and capacity

PS4000E2, 4, 8, 16 TB

7,200 RPM SATA

Entry configuration for affordable capacity

29

PS4000 HARDWARE - SAME END-TO-END RELIABILITY

PS4000 Controller and Chassis Dual controller for full redundancy or single controller option 2 GB battery backed memory per controller

(4 GB total with dual controllers) Two 1 Gigabit Ethernet Ports One 10/100 Ethernet management port Support for SATA or SAS drives 8- or 16-drive options Redundant power supplies and fans

Hotswap Drive Carriers

Redundant Power Supplies & Fans

Dual Controllers, or Single Controller Option

30

EQUALLOGIC PS4000 SERIESSIMPLE. CAPABLE. AFFORDABLE.

• Designed to Install in Minutes, “Extremely Simple to Manage1” and Easy iSCSI Networking

• Virtual Storage Optimized for Virtual Servers

• Self-Optimized Performance and Intelligent Automation to reduce Administration Time & Headaches

• All-Inclusive Package Delivers Enterprise Data Protection & Management at SMB Price

• Pay-as-you-grow scalability with seamless growth to higher-end storage as your needs grow

1Source: Yankee Group, EqualLogic Customer Satisfaciton Survey , March 2009.

Other Disaster Risk Areas:● Power:

– Power grids– Generators– UPS

● Communications:– Voice / Data – also security… single or multiple C/O or Carrier?

● LAN’S, MAN’s & WAN’S … – Single or multiple C/O or Carrier options… – Management issues on multiple “backbones”– In Multisite opportunities… the Best Architecture for VoIP & Mission

critical Applications & Data is MPLS


● Small Medium Solution Appliance - Small Medium Solution Appliance - SonicWALLSonicWALL



● Combination

IBM Data Center Services

MaryAnn Morrison

Flexible IT Solutions

IBM Value Add

● Technology leadership – IBM is an industry IT services leader – Customers look to IBM for software, hardware, and services

leadership– Powerful brand

● Professional services – IBM services offerings are comprehensive – Ranging from business process consulting to software

implementation – all of which can be leverage to fulfill Ricoh customer requirements

IBM Value Add

● Software – The software product line is best in class and extensive– The ability to add different products to the DSMS offering

allows for rapid development and tight integration for a robust solution

– FileNet, Tivoli, Maximo, AFP software suite

● Integration expertise – Over 187,000 IT professionals– IBM can tap countless skill sets to integrate the DSMS

solution with any other software solutions

Value Proposition for Customers

● Greater value from Ricoh as a solution provider

● Simplified vendor relationships

● Single contact for enterprise solutions

● Increased return on investments in technology

● Leverage past investment in Ricoh solutions

Business Challenge

Help reduce complexity of management of your server environment

Security-rich, reliable monitoring and management of your customers infrastructure

Adaptable to meet your customer needs, scalable as they grow and expand

Access to expert IT resources and leading technology

A fixed monthly price per server for easy budget management for the life of the engagement

Ability to lower total cost of ownership

Can reduce downtime and improve end-user productivity

Proven, tested and integrated components that can help mitigate risk

And that’s when it hits you...you are so ready for IBM’s Managed Server Services

Managed Server Scope

The server infrastructure is supported at an IBM data center. Services are delivered according to an established service level agreement.

● Managed Server monitoring to ensure the availability of important server resources like CPU, memory, and disk 24 x 7 x 365/366

● Incident, problem and change management at required levels when working between IBM and customer and vendor teams

● Basic reporting relating to problem, change, and alert activity

Standard server management includes:

● Operating System Software-level maintenance to support proper levels of server-software maintenance

● File system management for locally attached devices

● Security compliance, anti-virus, and health checking as related to security management

● Configuration management for a good understanding of the components that are on the server

Managed Server Scope Continued

● Backup, recovery and restore management (nightly and weekly)

● Customer VPN end-point management

● Current contract in place for Ricoh to resell up to 40 servers across multiple accounts and customers

● IBM installs tools for problem, change, and configurations along with the Tivoli monitoring tool on the customer servers

● Customer or Ricoh relocate servers to the IBM Service Delivery Center

● Customer maintains their software and hardware maintenance agreements

● IBM applies patches and fixes to operating systems based on customer change windows

● Application support can be added on top

Advantages to Ricoh Customers

● Greater system up time thus increased user productivity

● Increased customer satisfaction and customer loyalty

● Mitigated IT risk due to virus and security breaches

● Fixed price for duration of the deal (normally 36 months)

● Free up critical resources to do business functions

● Eliminate need to “keep up with technology”

● Reduced costs

How much? Servers, Data Centers, Employees, Countries, Languages, and Service Centers?

206,000 Midrange servers under management

423 Data centers worldwide

329,373 IBM employees serving clients worldwide

197,000 IBM Global Services employees worldwide

174 Countries in which IBM serves clients

165 Languages spoken by IBM employees

71 Customer service centers worldwide

IBM has significant global capabilities/skills/reach that we will utilize to provide you high service levels.


● Hardware Solution – DellHardware Solution – Dell


● Combination

Turn Key Solutions

● Combine Offerings for Exponential Value– Dell + IBM Management = Strong Physical DR in a

Managed Safe Data Center Environment with World Class Support

– IBM + Ricoh Services = World Class Service Delivery Center with a Strong Migration Partner

– Dell + Ricoh Services = Strong Physical DR with Local Support and Remote Management

– Dell + IBM + Ricoh Services = A Comprehensive Managed Solution with a Strong Migration Plan

What value proposition can you

provide for your client? :● Turn Key Disaster Avoidance:

Design Implementationinstallation MaintenanceNational Service Delivery

● Ricoh’s methodology & best practices

● SonicWALL CDP

● Dell Servers, Storage & Virtualization

● Hosting & IBM Management advantages

Probing questions:

The Client’s present status:

● What are the client’s recovery systems?

● Is there a formal Plan? (Current, Future)

● What network mgt. system & escalation process is being utilized?

● Are there any diagrams / Visio drawings available?

● Are there “standards” in place & do you have an asset management?

Success Stories:

Customer: SHAR House for Men

Deal Size: $103,517

Vertical Market: Healthcare (Rehabilitation)

Ricoh Office: Detroit

Customer Type: Current

, ,

Third PartyHardware

& Software$45,644

Support&

Implementation$31,380

Ricoh HardwareB/W to Color MFP

$26,493

GP:

$29,311 -- 38%

Servers, Firewall, and Software

Total IT Solution Revenue:

$77,024

Total Cost:

$47,713

Story:

This rehabilitation and detox center recently went through a complete change to all their C-level executives. The task of the new CEO, COO and CIO was to decrease their monthly costs across the company to maintain the ability to support the community

Ricoh’s commercial team and Network Support Engineer put together a solution that allowed them to have ownership of their network, create a higher level of support, and decrease their technology costs by almost $1,000 per month. This savings includes an upgrade their Multi-function hardware to color units and purchase of new servers and software.

This SHAR project included a 1TB CDP with 15GB off-site back-up. Complete network server install.

http://www.sharinc.org/default.html

http://www.sonicwall.com/us/products/2252.html

Customer: Allstate

Contact: Derek Hool

Deal Size: $73K

Vertical Market: Industry

Ricoh Office: Orlando

Region: Southeast

Customer Type: Current

Account Team: Sales Rep Mary Cobb, SE Paul Knight, NSE James Feild

, ,

3 year Unlimited Support plan

$61K

Ricoh Hardware

GP:

$31,904.29 -> 44%

2 Sonicwall CDP’s with 24/7 support licenses, 5 Server Backup Licenses, Hosted Exchange managed Filtering

software from Microsoft

Entech's Solar Cooling Bench installed at the Rocket Garden at NASA's Kennedy

Space Center.

Total IT Solution Revenue:

$ 72,059.29

Total Cost:

$40,155.00

Story: Mary Cobb the Sales Rep went to sold Entech 2 copiers in February of this year, she followed up with Entech in May, and she was able to discover that their current IT company was not fulfilling their expectations. So Mary asked myself and our SE Paul Knight if we could go out their location and give them a presentation on our NWS. So after our presentation we gave them a quote for 3 years of support 2 CDP’s( onsite/offsite) 33 computers. We then met with the owners who were not ready to move forward with their PC’s but were interested in our services. We worked with the client and signed them up for three years of support and 2 CDP’s with all the licenses they needed. We are following up with them in July about their PC’s (33) as well as their servers. And we are beginning to work with them on a D/R plan too.

Thank you!

Q & A