ZH vmware 想超融合HX系列 Nutanix知识库 Steve_Kaplan_ROI_paper_v3_with_ISR_type_comments

TCO Pitch to GlobalFityJoe: Hello Bill. Good to see you again. As you know, CI Integrators has had a good relationship with GlobalFity for almost 3 years now. I know that youve been looking at either purchasing a new Vblock or potentially moving to Nutanix as a platform for your current and future datacenter initiatives. As a partner for both VCE and Nutanix, CI Integrators can provide you with a less biased perspective than either of the manufacturers. I appreciate the opportunity to go over both solutions with you. I know that Nutanix has been pitching their Pro edition to you in order for you to get capabilities such as MapReduce Deduplication, Tunable Redundancy, unlimited cluster size, etc. But while these capabilities undoubtedly would be very desirable to your IT staff, I know that theyre not your primary concern. In your position, I suspect that you are primarily interested in saving money. The question you want answered is, “What platform is going to save provide the most value for GlobalFity?”In order to help you answer this question, CI Integrators prepared a detailed TCO analysis for you comparing the total cost of operating Vblock vs. Nutanix over the next 5 years. But rather than just using figures from Gartner or IDC, we met with your staff in order to gather information. We ascertained some components of your environment with which we were unfamiliar, we learned your objectives for the datacenter initiative and we learned what projections your IT staff has for resource requirements over the next several years. As a result, I think youll find that our TCO analysis is both very meaningful and relevant for GlobalFity.Given the projected initial and future resource requirements, we felt that we needed to upgrade to a Vblock 340 in your primary datacenter. As you can see from the chart, the initial Vblock 340 cost for your primary datacenter, even with a steep discount from VCE, is $575,000. But Vblocks are complex. As you undoubtedly saw with your existing model, it typically takes a minimum of 45 days from the time your order the unit for it to be configured, shipped and set up in your environment. This is reflected in the $70,000 cost for installation. CapEx, of course, is only one component of TCO. We also need to address Operating Expense. Take administrative costs for example. Although Vblock is one product from one manufacturer, its actually a collection of different products in one rack primarily Cisco UCS servers and EMC storage. Both products still require separate administration typically 1 5 days a week for each. Your staff provided administration estimates that are significant. Additionally, while Vblocks mitigate some issues of purchasing the components separately, they add others. For example, your staff confirmed that you are 3 vSphere editions behind. This is because upgrading to a new version of vSphere requires a complete update to the Vblock a complicated and expensive process requiring a team of people days of time.In addition to administrative costs, we also have rack space, power and cooling costs all factored into TCO for a total first year projected cost of $863,000.Next year, year 2, we will incorporate your other two datacenters using a lower model of Vblock, the Vblock 320, at a total TCO of $1.385M. We tried to provide sufficient capacity to accommodate the projected new VMs your IT staff anticipates adding over the next few years (something almost every virtualized environment does) with minimal expense such as only extra blades for the UCS. We feel, however, that by Year 4 you will have to undergo a significant, though not major, upgrade to the Vblock 340 at a cost of $250,000 and $50,000 installation.Another TCO factor showing up in years 4 and 5 is support. Since the Vblocks only have 3 years support, this additional expense kicks in 3 years after purchase.Your projected TCO for the next 5 years is therefore just under $4.3M.This next slide shows the same scenario using Nutanix Web-scale converged infrastructure. Nutanix is typically up and running in your environment within 5 days after ordering installation is minimal. Rack space is 1/10th that of Vblock and power and cooling are slashed as well. Nutanix scales one node at a time, and because of Moores Law, we know well be able to achieve a much higher density of virtual machines per node as time goes by slashing the capital expenses. Additionally, Nutanix comes with a 5-year support contract leading to a 5 year TCO of $1.975M.Looking at a TCO summary side-by-side shows 5 year TCO for Vblock at $4.1M vs. $1.975 for Nutanix, or a $2.1M savings. This TCO is presented in the manner that we know finance folks like to see. We show your cash flow savings by year for each solution. Weve got another version prepared for your CFO that also reflects GlobalFitys cost of capital which, because Nutanix is disproportionately less expensive initially, makes the contrast between the two solutions even greater.This graph shows the cumulative increase in costs each year that the Vblock scenario requires. But as visually impacting as this TCO comparison may be, I know that your decision has to be about more than just economics. The platform risk is an equally important consideration.Although Nutanix is a much smaller company than VCE and hasnt been around nearly as long as VCEs component companies, the Nutanix platform is still much lower risk than Vblock. Lets consider risk of expansion. If you end up needing more virtual servers than anticipated or if you want to implement a new use case such as big data, VDI or a private or hybrid cloud environment, you likely would have to undergo another major Vblock upgrade or even purchase an entire new Vblock. Nutanix, on the other hand, scales only one node at a time. No upgrades are required at all to scale as large as you require. There is also a virtualization risk. Today, for example, you are a vSphere shop. We understand. As a VMware Premier Partner, we feel that vSphere is unquestionably the best hypervisor in the industry today. But Hyper-V continues to improve and many clients are now considering it “good enough”. But even if you never use Hyper-V for your production server environment, you may want to use it for use cases such as test/dev or VDI where your Microsoft ELA means its essentially free. Or if you virtualize big data you might want to use KVM. Vblock pretty much locks you into vSphere. But Nutanix gives you the flexibility to implement and manage any of the three hypervisors. You can even have all three running together in the same Nutanix infrastructure, all managed from Nutanix Prism.Vblock also has a much higher risk of obsolescence. As mentioned, we purchased all three Vblocks with some extra capacity in order to accommodate future resource requirements. Not only does this extra capacity start depreciating the day its installed, but it also starts becoming old. By the time you actually use it all up 3 or 4 years down the road, it will be very old. Since Nutanix utilizes commodity hardware, newer nodes purchased over time will always incorporate the latest technological innovations in CPU, memory, disk and flash.I wanted to switch gears a bit and now show you an ROI analysis we also prepared for you. Your IT staff identified the likely virtualization candidates among the remaining physical servers in your three datacenters. In this case, were comparing the projected cash flow savings youll receive from virtualizing the remaining servers versus staying with physical servers. We ran the ROI utilizing both Vblock and Nutanix platforms. As you can see from the slide, with Vblock, you obtain a 5-year positive cash flow of $453,000 with a 34% ROI and a 45 month payback. While these figures are not likely to turn a CFOs head, theyre still respectable. But look at the difference with Nutanix. Now the 5-year cash flow savings jump to $2.8M while the ROI increases to a whopping 280%, and the payback period is only 12 months. In other words, using Nutanix, the savings from virtualizing your physical servers pays for the entire investment in under a year leaving you millions in savings over the five year period.And there is one more important thing that I didnt mention. I know you asked for pricing using Nutanix Standard edition. But these TCO and ROI analyses actually reflect the Ultimate Edition and perpetual licensing at th