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Solutions Scenarios:

Issue:

Server Management - Consolidation

What type of data storage do you currently

have (SAN, DAS, NAS)? Do you have to

continually add capacity to some servers

while other servers have unused capacity

going to waste? How many servers are you

managing? What type of applications and

operating systems do you have? How much

capacity are you managing currently? How

much growth do you anticipate?

Scenario # 1

iSCSI SAN

Event:

When planning for future

capacity growth

Question:

would it help if

Player:

you

Action:

could allow all servers to access

a shared pool of storage rather

than using individual server

resources?

PS series iSCSI storage arrays

PS4000E PS4000X PS4000XV PS6000E PS6500E PS6500X PS6000X PS6000XV PS6000S PS6010E PS6010S PS6010X PS6010XV PS6510X PS6510E

2, 4, 8 or

6.4, 7.2, or

Array capacity

16 TB

9.6 TB

8 or

16–10,000

16–7,200

Disk drives

RPM SAS

RPM SATA

Drives

250 GB,

400 GB,

Drive

500 GB or

450 GB or

capacities

1 TB

600 GB

Full hardware

redundancy

Hot-swappable

Yes

controllers,

fans, power

supplies, disks

2 Ethernet/iSCSI ports per

Network

Controller for I/O; 1 Ethernet port

connectivity

for management

Chassis

2 GB or 4

Memory

4 GB

Maximum

number of

2 PS4000 arrays

arrays per PS

Series Group

Enterprise

Data Services

Top Competitive Advantages

Easier to buy, deploy, manage, and scale

•

All inclusive affordable pricing model – full feature set

at significantly lower cost

•

Intuitive management interface w/ automated

functions to eliminate disruptions and manual

configuration tuning

•

Single architecture, scales on demand

Lower product life cycle cost

•

Add latest & greatest hardware to your existing SAN

rather than replacing what you bought before

•

More performance can be achieved using fewer disks

•

With EqualLogic, different generations of controllers,

disk sizes, speeds, and RAID levels can be mixed in a

single pool

•

No forklift upgrades

Dell tools can recover SQL, Exchange, and VM's.

•

The SQL or Exchange administrator can do full or

partial restores easily and without the help of the

storage administrator

www.Dell.com/Partner

Issue:

Disaster Recovery Requirements

Do you have a Disaster Recovery Plan in

place? What is it? What regulatory/compli-

ance issues do you and your company face

today (SOX, HIPPA)? How are you currently

storing your data at both your Primary and/

or secondary sites, (SAN, DAS, NAS)? What

are the storage capacity requirements at each

location? What size WAN link will be used

between locations?

Scenario # 2

Replication

Event:

When implementing a Disaster

Recovery Plan

Question:

would it help if

Player:

a storage provider

Action:

could also provide replication

capabilities with no expensive

channel extension equipment,

add-on software, or costly staff

training needed?

4.8, 7.2 or

2, 4, 8 or

24 or 48

28.8 TB

9.6 TB

16 TB

8 or

16–15,000

48—7,200

48—10,000

16—7,200

RPM SAS

RPM SATA

RPM SAS

RPM SATA

Drives

300 GB,

250 GB,

500 GB or

450 GB or

500 GB or

600 GB

1 TB

600 GB

1 TB

4 Ethernet/iSCSI ports per Controller

4 GB

Yes, all inclusive with no separate licenses on all PS Series arrays

Objection Resolution

"I need Fibre Channel"

This is usually a performance argument. However,

controller efficiency and the number of disks, rather

than the bandwidth of your network connectivity or

type of disk connectivity, are the typical bottlenecks

for most business applications. iSCSI lets businesses

utilize existing skills and network infrastructure to

create IP-based SANs that deliver the performance of

Fibre Channel, but at a fraction of the cost

Benefits of iSCSI

•

Simplified deployment and management: storage

networks can be set up quickly with minimal effort

•

Enables cost-effective, scalable, secure, and

highly-available SANs

•

Utilizes existing management skills and network

infrastructure

•

Delivers excellent performance

•

Provides interoperability using industry standards

•

Implemented by the leading server, storage, and

network providers

•

Available for 10GbE vs. 4GbE FC

Issue:

Storage Growth Requirements

How much faster is your storage requirement

growing than your server requirements? What

is your current storage capacity? What is the

estimated storage capacity you will need in

the next year? Are you looking to increase the

size of your SAN, more fabrics and more ports

or just ports, in the next 2 years? What types

of applications and operating systems do you

have? Which applications are mission critical?

What performance requirements

are associated with those

applications? Do you have a

storage tiering strategy?

Scenario # 3

Scalability (Tiered Storage)

Event:

When implementing additional

storage capacity to meet growing

requirements

Question:

would it help if

Player:

you

Action:

could physically and logically com-

bine arrays to configure storage

pools or tiers to optimize perfor-

mance and capacity according to

application-specific demands?

400, 800

6.4, 7.2 or

4.8, 7.2 or

GB or 1.6

9.6 TB

16—

8 or 16

10,000

15,000

Solid State

RPM SAS

Disk (SSD)

Drives

400 GB,

300 GB,

50 or 100

450 GB or

600 GB

4GB

4 GB

16 PS Series arrays, including up to 2 PS4000 arrays

087_041210

Issue:

Back Up Complexity

How is your back up done now? How long is

your back up window? How does that affect

your IT staff? How many employees are in

your IT organization? How confident are you

that you can restore data to the way it was

before a crash, virus, bug, upgrade or mistake?

Scenario # 4

Back up & Recovery

Event:

To shorten back up windows

Question:

would it help if

Player:

you

Action:

could take Snapshots of your

data to virtually eliminate the

back up window along with hav-

ing the ability to instantaneously

restore your data?

4, 8, or 16

800 GB or

4.8 or 9.6

1.6 TB

8 or 16

–100

– 10,000

7200 RPM

GB SSD

RPM SAS

SATA Drives

Drives

500 GB,

100 GB

600 GB

1 TB

Yes

2 controllers/array; two 10 Gb Ethernet/iSCSI ports per Controller

4 GB

Top Sales Tactics

Conduct an on-site demo

•

Additionally, challenge competitors to do the same

so prospects can experience the added complexity of

the competitor's solution

Proposals:

•

Dell is cost-effective when evaluating TCO and

comparing competitor's software and maintenance

costs. Ask for an apples to apples quote including

years 4/5 maintenance costs

•

Focus on cost for capacity and performance, not raw

GB and raw spindle

Awards:

Dell EqualLogic PS Series – Winner of 2010

InfoWorld Technology of the Year Award

"Dell EqualLogic SANs subscribe to the concept of

'Do one thing and do it well,' and boy, do they do it

well... just blazing fast iSCSI performance and a hugely

scalable design..." - Paul Venezia, InfoWorld

EqualLogic PS Series Sizing Tool

www.Dell.com/Partner > Program and Practice

Areas, Enterprise Architecture > Enterprise Architec-

ture Resources (bottom of page) > Technical Tools >

EqualLogic PS Series Sizing Tool

Dell PartnerDirect Portal -

Place Label Here

Dell Account Team

4.8 or 9.6

28.8 TB

48 TB

8 or 16

48 –

48 – 7,200

– 15,000

10,000

RPM SATA

RPM SAS

Drives

600 GB

1 TB

4 GB