讲义参考文稿5north region sales alignment enablement workshop yuzongbo

1、FY16 HPE STORAGE for North RegionZong-Bo YuZong-bo.yuVersion Control by 3.5.0 Last updated by HQ 26th November, 2015AgendaFY15 performance updateChina External Disk market dynamic and C&P specific marketFY16 HPSD& PrioritiesFY16 North Region HPSD OrganizationQ&AHPE, Internal Use Only

2、9; Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.2FY15 Performance UpdateHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.3FY15 SU Performance

3、N orth P erformanceT he fa s tes tg rowthR ev 75% of budg etwith g rowthT he bes tcoverag e186 A ccounts ha dT he bes tpa rtic ipate28% S a les reps over a tta inment.S P CC &P N orthC &P S outhC &P E a s tG p C ommS P F S IC &P S outhC &P E a s tU tilityF S I C &P N orthG p

4、C ommU tilityS MBV A D s e ll-inV A D s e ll-in0-10-20-30-40-50-20S MB-25-30C &P W es tC &P W es t-35C ME-40% B udg et30 4040455055606570758085HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.4v . P r

5、ior Y r GM R evenueChina Ext. Disk Market Dynamic vs.C&P SpecificHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.5CY151H Market Landscape-FAS$1386.8%$266 7.3%$74 8.8%CY15-CY18 CAGR$19HPHPHP 9%3%6%HP 19%E

6、MC 20%EMC 32%IBM 13%High-end lost share resulted from XP drop in SOE bid, while 3Par HE did not cover the gapMR lost due to PB4 product line gap, eitherMSA2040 or SS7200 can fit in.Strong leadership in LE due to MSA market leader position, while other local vendor focus on iSCSI onlyEMC 51%BM 15%Len

7、ovo 14%IBM 20%Dell 14%13%7%Inspur 10%Sugon 10%Inspur 12%14%HDS 15%Others 33%Others 29%SOUL27%Others12%FC-HEFC-MRFC-LEFC OthersOur Focus:Leading with story of “Simplicity”, leveraging SS8K and SS20K launch with unfair AFA advantage to aggressively win 3PAR new logoFC HEMF MRFC LEFC Othersq Win Fieldq

8、 Lost FieldHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.6§ Government§ Manufacturing§ Finance§ Manufacturing§ Government§ Telecom/TEM§ Media§ Telecom§ Governme

9、nt§ Banking§ Media§ Utility§ Banking§ Telecom§ GovernmentCY151H Market Landscape-North Region88201515111094110986644%7%FC-HE8%16%17%19%19%25%FC-MR29%25%22%45%10%30%36%FC-LE9%6%9%7%10%39%11%37%iSCSI39%23%43%24%22%14%8%20%6%NASOthers11%7%6%2%9%8%6%5%4%2%GovManufacturingSr

10、vEduHealthOther CommGovEduManufacturing ServicesHealthTransportationTransportation Other CommHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.7HP 6%HP 7%HP 17%HP 9%HP 9%HP 16%EMC 26%EMC 18%EMC22%EMC 11%23%EMC

11、 44%EMC 14%Inspur 25%Inspur 31%Inspur 16%IBM 21%Sugon 18%13%IBM 14%10%11%Lenovo 14%Dell 9%10%IBM 26%HDS 17%HDS 13%Sugon 16%IBM 15%Macrosan 17%Lenovo 12%Others 24%NetApp 7%Dell 11%Others 29%Others 30%Others 19%Others 20%Others 20%Others 15%To Be Top 1 for the AFA marketRev25Unit50.0%45.0%250140.043.1

12、%41.4%39.8%36.3%39.3%36.1%120.039.2%2040.0%35.0%33.9%100.031.1%27.5%27.7%1530.0%25.0%25.9%25.4%23.5%80.023.9%21.2%17.2%1020.0%15.0%60.040.010.0%5.0%20.00.0%-HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.82

13、0015010050-2014Q12014Q22014Q32014Q42015Q12015Q2HP23173661228141939IBM8925173349EMC5813122798EMC AUP90.290.290.290.298.198.1IBM AUP57.5102.484.688.361.1116.6AUP49.753.568.670.598.1103.5HP AUP91.891.880.580.525.7%18.1%13.1%5-7.2%3.4%2014Q12014Q22014Q32014Q42015Q12015Q2HP0013012124IBM012126EMC0111310EM

14、C-Mix36.3%31.1%21.2%27.7%33.9%43.1%IBM-Mix39.8%41.4%39.3%39.2%25.4%25.7%-Mix23.9%27.5%36.1%25.9%23.5%18.1%HP-Mix3.4%7.2%17.2%13.1%闪存在中心将越来越重要随着闪存介质的成本下降，全闪存领域将是厂商必争之地随着闪存成本的降低，SSD和HDD高成本的价格将在的将来出现拐点目前使用的MLC硬盘，实测年平均磨损率小于1%，100年够用么？HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise

15、. The information contained herein is subject to change without notice.9 机房空间节约60%低功耗 能耗降低50%低延迟 性能提升10+倍高性能 差别于传统闪存优化C&P industry will keep 2-digital growth in the next 5 years.952PS+12%871800Gov.CommercialCMEUtilitiesMediaSPFSI7306533,2332,990+10%49444638372,7613045 41 34 3736 29242,538CY14Oth

16、er Gov.Gov.-Public SecurityCY15Gov.-TaxationMilitary ArmyCYCY17Gov.-Social InsuranceGov.-FinanceCY18CY192,305Meteorological/Earthquake AdministrationPublic Sector1,981873548Commercial+11%8026673160066550860040508370147324104163 90 126 73 68 7151 62 57 11762433983523734 31 27 20161814CY14CY15CY16CY17

17、CY18CY19 11CY14EducationManufacturingCY15HealthServicesCY16TransportationRetail & WholesaleCY17ConstructionOther EnergyCY18PharmaceuticalWater PowerCY19TravelHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without noti

18、ce.101061119797423224179859733FY16 EAM/EGG Sales PlanHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.11FY16 EG EAM Sales PlanMaster EAM $6M HW quota: He will achieve 118% attainment if all his $6M comes from

19、 HPSD/BCS. And He can achieve 100% attainment when he sell $4.85M HPSD/BCS, 19% less overall numbersHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.12FY16 EG EAM Sales PlanMaster EAM $6M HW quota: He will ac

20、hieve 118% attainment if all his $6M comes from HPSD/BCS. And He can achieve 100% attainment when he sell $4.85M HPSD/BCS, 19% less overall numbersHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.13FY16 Stora

21、ge Top 3 Priorities1. #.1 in All Flash market2. 3PAR/StoreOnce New Logos3. Profitable Growth in RevenueMore Interdependent, More CollaborationHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.14Fy16 HPE Storag

22、e ProductFY15FY16FY17CY16 TAMCY17 TAMCY18 TAMProduct LineProductJun-15Jul-15Aug-15Sep-15Oct-15Nov-15Dec-15Jan-16Feb-16Mar-16Apr-16May-16Jun-16Jul-16Aug-16Sep-16Oct-16Nov-16Dec-16Jan-17Feb-17Mar-17HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein

23、 is subject to change without notice.15Non Addressed MKTLocal-DAS$46$49$49H3C-DASHP HPELocal BrandLocal-Low End NAS$57$62$62H3C-Low End NASHP HPELocal BrandLocal-Low End iSCSI$343$370$370H3C-Low End iSCSIHP HPELocal BrandFC HEXP/PL LN$383$406$427XPHP HPELocal Brand3PAR HE/PL4F, 3Z3PAR HEHP HPELocal

24、BrandFC MR3PAR MR/PL 4A, 43$704$756$8023Par MRHP HPELocal BrandFC LEOrion$218$236$2553Par 5000(Orion)HP HPELocal BrandMSA/PL LIMSAHP HPELocal BrandEOLJBODiSCSISV/PL J2-BalvenieStoreVirtual 4000 & BalvenieHP HPELocal BrandEOLPBBASO/PL 3S$139$158$178StoreOnceHP HPELocal BrandEOLTAPETape/PL 3C$75$7

25、5$75Tape Driver/Autoload/MSLHP HPELocal Brand惠普企业阵列力排名Gartner 2015年11月最新发布“通用魔力象限”在2015年11月Gartner最新的通用磁盘魔力象凭借3PAR, XP以及StoreVirtual限报告中，惠普的卓越表现继续占据位。者象限中的领先地报告中包含由于持续的投入，惠普在2015年发布了全新的3PAR 20000和8000系列惠普发布的超融合HC和VSA软件系列报告中的惠普方面优势如下：。并且提到。从入门到高端，3PAR从8000到20000系列横跨惠普多个领域。与行业的的合作伙伴有密切的合作，例如Openstack惠

26、普支持以及最新的Vmware vVols支持等。HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.16惠普企业3PAR阵列的竞争力排名第一！Gartner 2015年发布“中端竞争力排名”品牌中在“任何”惠普3PAR成为全球17个领域都全胜的报告中指出，3PAR的价值在于支持混合工作负责以及适用于云计算的多租户环境惠普排名第一的评比内容包含：总体得分第一整合能力第一

27、OLTP评分第一服务器虚拟化和虚拟桌面领域第一分析功能第一云计算支持第一HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.17惠普企业闪存阵列力排名Gartner 2015年5月发布”全闪存市场魔力象限” 惠普3PAR成为第4家进入“者”象限的品牌 Gartner首次发布全闪魔力象限的1年时间内惠普存储就晋升到“ 的全闪存厂商者”领域，成为全球发展最快 Gartne

28、r对惠普3PAR的评价：3PAR通过单一硬件架构提供强大的可靠性，功能性和扩展性。该架构能够与用户现有最优的闪盘性价比为客户提供系统相容。选择。惠普正在以最快的速度在闪存市场中增长。HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.18闪存阵列SPC-2性能测试冠军性能委员会”发布公开性能测试结果惠普企业全球“惠普3PAR测试结果：62.8GB带宽性能超出第二名EM

29、C VMAX3 400K 13%测试环境：惠普仅用两个机柜（排名第二的EMC用了四个机柜）serOenslyultsspc2© Coapcyrtigivhte2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.19SPC-2 MBPS - Aggregate MB/secondsWorldSPC-2 MBPS Top Five as at 4-Nov-15Record62,84455,64443,01333,47731,486HPE

30、3PAREMC VMAX 400KHP XP7Kaminario K2Oracle ZFS Storage StoreServ 20850ZS4-42015年上半年惠普企业3PAR中端阵列全球出货量排名第一！ IDC数据统计 惠普3PAR成为全球中端市场的佼佼者 惠普3PAR全闪存全球出货量排名第二，年增长率551%HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.

31、20惠普企业StoreOnce备份设备的力排名:者象限 HP进入这个市场相对较晚，其为StoreOnce设备（配备由HP术）。然而，HP开发的重复数据删除技地在短时间内吸引了市场的注意力，并且通过数据重删保证计划，迅速为客户所接受。StoreOnce系列内容丰富，覆盖从虚拟设备到统一命名的高可用性高端设备等各个领域，在吞吐速度及管理性方面具备相当的竞争力。HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to ch

32、ange without notice.21远见未来的设计与实现为业界广为认同Midrange Enterprise Hybrid Storage Array Best-in-ClassHP 3PAR StoreServ 7200cDedupe /Backup Appliance Best-in-ClassHP StoreOnce 6500Flash Memory Storage Array RecommendedHP 3PAR StoreServ 7450Midrange Array Best-in-ClassHP 3PAR StoreServ 7400High End Array Best

33、-in-ClassHP 3PAR StoreServ 10800Midrange Array Best-in-ClassHP 3PAR StoreServ 7440c2014Gartner Solid State Array Magic Quadrant#1 ChallengerHP 3PAR StoreServ 7450Gartner Critical Systems Capabilities #1 Mid Range Overall Use CaseHP 3PAR StoreServ 7000#3 High End Overall Use CaseHP 3PAR StoreServ 100

34、00Gartner Critical Systems Capabilities#1 Solid State Array,Multi-tenancy, & Security Use CasesHP 3PAR StoreServ 7450Storage Magazine #1 All Flash Storage Array VendorHP 3PAR StoreServ 7450Storage Magazine #1 Midrange Storage Array VendorHP 3PAR StoreServ 7000No.1 of SPC-2 Performance Result fro

35、m StoragePSoftware Defined Storage#1 Market Leader*HP, $100M, 37%HP StoreVirtualGartner Deduplication Backup Target Appliances Magic QuadrantLeaders QuadrantHP StoreOnceInfoWorld Technology of the Year HP 3PAR StoreServ 7400No.1 Market ShareHP 3PAR Mid-Range*Wikibon Server SAN Research

36、 Project 2014© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.HPE, Internal Use Only22HPSD North Team Organization Chart A Group leadDirect report&RegionRegionHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterpr

37、ise. The information contained herein is subject to change without notice.23MingzongzhengHlj&JlTBHOthersIGao JinshanTL NETBHMDI&PSXu MinMDI&TJLi XiaokangHNZhu XianjunPSLiu WeiChannel RRWang JingyuanEDU&R&DFan ZhifengSD EastZhang YongTL SDSui YiweiHB&SX/NMFan YongHC&TTAYu

38、ZongboManager NorthFY16 HPSD依然坚守，依旧血脉相承，紧紧依偎3PAR 成就你SO成就你与众不同AFA成就你成为HPSD成就你Meet Quota梦HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.24Thank You !Contact:Zong-bo.yu© Copyright 2016 Hewlett-Packard Ent

39、erprise. The information contained herein is subject to change without notice.25Category Niubility© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.26NiubilityHPE Storage PortfolioIOPSStoreServ 20XX0Up to 1920 drives 3.2M IOPS3MSto

40、reServ 84X0Up to 960 drives 1M IOPSHP StoreFabric FC DirectorsStoreServ 82X0Up to 240 drives1M800KStoreServ 5240/5250Up to 192 drives 330K IOPS600KHP StoreFabric FC SwitchesStoreServ 5200Up to 192 drives 200K IOPS400K200KHP StoreFabric Host FC & CNA AdaptersStoreOnce 4000/5000Up to 864TB usableS

41、toreOnce 6000Up to 1.7PB usableStoreOnce 5100Up to 216TB usableStoreOnce 3XX0Up to 31.5TB usablePrice BandHPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.27PB2$10KPB3$15KPB4$25KPB5$50KPB6$100KPB7$150KBURASto

42、reOnce RMCStorage NetworkingFASHPE 3PAR StoreServ8000牛逼的中端199%1000.5融合的架构实现块、文件和对象SMART SAN技术减少99%的SAN交换机部署配置时间简易性100万+ IOPS <0.4ms时延业内唯一一家提供0.5ms的QosGartner 2015年发布“中端竞争力排名”第一名高性能99.9999% 提供企业级高端的6个9可靠性41.5FY15Q2最新数据显示3PAR中端在中端SAN市场份额第一4器横向架构高可靠USD/GB的闪存价格 3.84TB SSD41:4的精简重删保证高效HPE, Internal Us

43、e Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.28牛逼的数据保护StoreOnce + StoreOnce RMC20次鼠标点击完成部署，无需备份软件3次鼠标点击实现恢复/备份操作简易性17Deduplicating Backup ApplianceBest in Class HPE StoreOnce Backup 6500倍于传统备份性能5倍于EMC性能高性能8个器横向扩展、高可用0起步，

44、Free1TB StoreOnce VSA高效20StoreOnce RMC倍重删比承诺HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.29牛逼的全闪存阵列6套EMC XtremIO12 PBs 可用容量12 个机柜100% SSD一套3PAR高端全闪SS208504x地面空间6x能耗8x热量12 PBs 可用容量3 个机柜100% SSD.210套IBM Fla

45、shSystem12 PBs 可用容量11 个机柜100% SSD3x地面空间5x能耗8x热量12x地面空间15x能耗20x热量节省þ.þ150套12 PBs 可用容量78 个机柜100% SSDþDorado 5100þþþ.HPE, Internal Use Only© Copyright 2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.30牛逼的性能SPC-2性能测

46、试冠军全球“性能委员会”发布公开性能测试结果 惠普3PAR测试结果：62.8GB带宽 性能超出第二名EMC VMAX3 400K 13% 测试环境：惠普仅用两个机柜（排名第二的EMC用了四个机柜）serOenslyultsspc2© Coapcyrtigivhte2016 Hewlett-Packard Enterprise. The information contained herein is subject to change without notice.31SPC-2 MBPS - Aggregate MB/secondsWorldSPC-2 MBPS Top Five as at 4-Nov-15Record62,84455,64443,01333,47731,486HPE 3PAREMC VMAX 400KHP XP7Kaminario K2Oracle ZFS Stora