Sl150 Product Overview 1728725

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    2010 Oracle CorporationConfidential: Internal and Authorized Partner Use Only

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    2010 Oracle CorporationConfidential: Internal and Authorized Partner Use Only

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    An Introduction to the StorageTek

    SL150 Modular Tape Library

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    4 Copyright 2012, Oracle and/or its affiliates. All rights reserved.

    Agenda

    SL150 Modular Tape Library Overview

    Market trends

    Portfolio Positioning

    Value Propositions

    Product Overview

    Competitive Information Partner Specific Details

    Resell

    Certification

    Service

    Sales Tools

    Sales Opportunities

    Summary and Q & A

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    5 | 2012 Oracle CorporationProprietary and Confidential

    Storage Challenges

    CAPEX and OPEXUp, Including

    Energy

    RegulationsIncreasing

    Data Volumes High

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    6 Copyright 2012, Oracle and/or its affiliates. All rights reserved. ConfidentialOracle Highly Restricted

    ResourceConstraints IT Staff Required toWear Many Hats UnpredictableData Growth

    Small and Medium Business Challenges

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    Current StorageTek Tape Library Portfolio

    Entry SL8500

    SL3000

    SL500

    SL24/48

    Best scalability Industry-leading reliability and availability

    Best TCO and investment protection

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    "For the first half of calendar year 2011, Oracle StorageTek

    is #1 in total worldwide factory-out automation shipments

    for tape libraries over 1,000 cartridge slots. Oracle has the#1 market position on the strength of its SL3000 and

    SL8500 midrange and enterprise automation."Source: 'IDC Worldwide Tape QView Q2 CY11

    Enterprise Market Leadership

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    9

    Entry

    SL8500

    SL3000

    SL150

    Introducing the StorageTek SL150Redefining Entry Tape Automation

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    10 Copyright 2012, Oracle and/or its affiliates. All rights reserved.

    SavingsSimplicity Scalability

    SL150 Modular Tape Library: Value Propositions

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    2010 Oracle CorporationConfidential: Internal and Authorized Partner Use Only

    Modular ArchitectureFlexibility for Unpredictable Growth

    Base Module 3U

    30 slots

    Supports up to 2 half height LTO

    drives (base ships with one drive)

    7 Color touch screen op panel

    Mail slot- 4 slots

    Expansion Modules Supports up to 9 expansion modules

    (2U modules)

    Adds performance and/or and capacity

    Supports up to 2 half height LTO

    drives per modulehighest drive

    density!

    30 cartridge slots for capacity (45 TB

    per module with LTO5)

    No activation keys needed

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    2010 Oracle CorporationConfidential: Internal and Authorized Partner Use Only

    SimplicitySoftware and Management

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    2010 Oracle CorporationConfidential: Internal and Authorized Partner Use Only

    Scalability: Seamless and Simple

    10XGrowth

    Up to 450 TB in 21U

    Nearly 1PB with 2:1 compression

    No rip and replace

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    14 Copyright 2012, Oracle and/or its affiliates. All rights reserved.

    Savings and Investment Protection

    The SL150 Modular architecture

    provides flexibility to help you scale in

    line with your needs

    Half height drives allow for high density

    and lower cost

    Partitioning allows for consolidation of

    multiple libraries to one scalable solution

    Library architecture reduces power

    requirements

    Support for OKM encryption

    Protect Investment and Lower Overall Total Cost of Operations

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    15 Copyright 2012, Oracle and/or its affiliates. All rights reserved.

    SL150 Technology Differentiators

    40 years of STK experience and

    innovationbrought to the

    entry/midrange market

    Innovations using our hardware andsoftware make this product unique to

    the market

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    16

    Tape is an Eco friendly

    technologyand we have

    designed it to require even less

    power!

    Modules connect via USB

    ONLY Oracle makes it this

    simple!

    Connect to any of the 9 ports in

    the base unit

    Modules without drives get their

    power from USB connection

    Hardware InnovationsExpansion Modules

    9 USB ports on base module

    USB port on expansion module

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    Base unit redundant poweroption

    Most competitive products dont

    offer power redundancy in the entry

    space

    Expansion module design

    No power supply required if nodrives in module (default for

    expansion module has no power

    supply included

    If drive is used, power is

    required, Options: Single

    Redundant power

    Hardware InnovationsPower Options

    Power supplies

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    Simplicity of DesignThe Product is Simple to Order, Upgrade and Service

    Ordering and Upgrades Few parts to keep ordering simple

    No license keys for capacity or features

    Serviced with Customer ReplaceableUnits (Spares)

    CRUs are customer orderable Only 6 parts

    Library helps identify which one you need

    Keep inventory of spares at your site

    Ororder as needed

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    Leveraging the Oracle Software for Tape InnovationEngineering Efficiency and Savings

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    Simplicity of Installation

    Installation Wizard on theOperator Panel

    4 easy steps on touch

    screen panel

    Library will then

    initialize and you are up

    and running

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    21

    Simplicity of Management

    Power LocateLibrary state

    Left TabNavigation

    Library actions

    Onboard help

    Module

    Expand/

    Collapse

    Magazine

    actions

    Bridged drive

    Remote Browser

    Interface

    New library GUI

    Perform library

    operations Manage

    settings

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    Proactively Monitor Library Health

    Click on Health button at top of screen to get more details on system health

    Individual components and their health status and details are displayed

    Indicator can show if CRU should be ordered/replaced

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    23Copyright 2012, Oracle and/or its affiliates. All rights reserved.

    23

    StorageTek SL150 vs. Competitive Products

    The SL150 modular tape library offers many

    advantages over other libraries in its class.

    These advantages are centered around its:

    Simplicity of Architectural Design

    Simplicity of Management

    Simplicity of Upgrades/Service

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    Oracle

    A New Standard in Entry Tape Automation:

    10 x Scalability in One Product

    Competitors

    Expand

    from30 to 300

    slots

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    Config

    Libraries

    SL150Legacy

    OracleIBM Dell HP Quantum

    Sm Config

    SL150

    SL2424 slots TS310024 slots TL200024 slots MSL202424 slots i4025 slots

    Med Config

    SL48

    48 slots

    TS3200

    48 slots

    TL4000

    48 slots

    MSL4048

    48 slots

    i80

    50 slots

    SL500

    50 slots

    Entry

    TS3310

    Entry

    ML6010N/A

    Entry

    i500

    Lg ConfigSL500 TS3310 ML6010 MSL8096 i500

    Gray = non scalable product

    Note: Dell, HP, IBM, & Overland all sell the same BDT 24 and 48 slot libraries

    In the scalable space: QTM, IBM and Dell all sell the QTM i500

    Multiple Libraries vs. ONE productAll Competitors Sell at Least Three Separate Products

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    Focus on Ease of Use

    Competitors lack software to make

    management ,upgrades, and service

    this simple

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    Agenda

    SL150 Modular Tape Library Overview

    Market trends

    Portfolio Positioning

    Value Propositions

    Product Overview

    Competitive Information

    Partner Specific Details

    Resell

    Certification

    Service

    Sales Tools Sales Opportunities

    Summary and Q & A

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    28Copyright 2012, Oracle and/or its affiliates. All rights reserved.

    2828

    Selling the SL150 Modular Tape Library

    Tape Resell rights

    Current tape resellers:

    All resellers who currently are authorized to sell tape, can sell this

    product.

    New resellers:

    Have a valid Full Use Distribution Agreement (FUDA) v041610 with

    Oracle, or be in the process of applyingfor one, or have a validaddendum to your existing Full Use Distribution Agreement with

    current hardware terms

    Currently, partners must join the StorageTek Tape Knowledge Zone

    Meet the resale competency criteria

    https://gcmprm.oracle.com/prmportal_enu/https://gcmprm.oracle.com/prmportal_enu/
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    29Copyright 2012, Oracle and/or its affiliates. All rights reserved.

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    SL150 Modular Tape Library Certification in OPN

    There are 2 Certifications for the SL150 on OPN: 1) Product and 2) Installation/Servicing

    Each has its own GLP (courses and assessment)

    Partners who complete the Sales and Pre-sales assessments will have SL150 Specialist

    Certification

    2 sales and 1 presales must pass competency assessments

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    30 Copyright 2012, Oracle and/or its affiliates. All rights reserved.

    SL150 Modular Tape Librarys design was

    optimized for customer ease of use and

    SERVICEABILITY

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    31 Copyright 2012, Oracle and/or its affiliates. All rights reserved.

    YOUCan Service the SL150!

    With the SL150, there is an option for resellers in terms of service!

    Oracle can service the product for your customer at the standard 12% Ora reseller can install, upgrade, service the product themselves

    Yes, thats correctno mandatory 12% for Oracle service!

    You are free to set your own levels of service offerings for this product

    Buy spares from Oracle

    You will still receive strategic rebate if other necessary criteria are met (theSl150 has an exemption to the service requirement for the rebate)

    But, you MUST meet certain criteria to participate in this option

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    32 Copyright 2012, Oracle and/or its affiliates. All rights reserved.

    How Does a Reseller Qualify?

    1. Be a member of Oracle Partner Network

    (OPN) with an active FUDA

    2. Meet requirements for Certification on

    OPN GLP for Product

    GLP for Installation/Service3. Submit required paperwork to Oracle

    32 Copyright 2012, Oracle and/or its affiliates. All rights reserved. ConfidentialOracle Highly Restricted

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    33 Copyright 2012, Oracle and/or its affiliates. All rights reserved.

    How Do We Order the SL150

    Without Oracle Service Added?

    1. Order SL150 though your VAD or

    direct from OPS as you usually do

    2. Choose the no service option in

    the OPS ordering tool

    3. Once you choose this option- a

    reason must be chosen:1. SL150 Certified partners will be given an

    approved code for the no service

    option

    2. Oracle will use this code for audit

    purposes

    33 Copyright 2012, Oracle and/or its affiliates. All rights reserved. ConfidentialOracle Highly Restricted

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    34 Copyright 2012, Oracle and/or its affiliates. All rights reserved.

    Ordering/Stocking Spares for Service Needs

    If you would like to stock spares for

    your service needs 6 spare parts areavailable for the SL150 on the Oracle

    pricelist (Cat V)

    You may want to stock parts to meet SLA

    of your service offerings rather than

    waiting for Oracle to ship them when you

    need them

    SL150 Certified partners are eligible

    for an additional discount in addition

    to the standard VAD/VAR discount.

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    35 Copyright 2012, Oracle and/or its affiliates. All rights reserved.

    Other Frequently Asked Questions

    1. Does the SL150 have a warranty?

    Yes, the product has a 1 yearwarranty through Oracle. The

    reseller is able to add service

    offerings to this warranty

    2. Do I still qualify for the 5% strategic

    product rebate without Oracle

    service attach? Yes. The

    requirement of service attach has

    been exempted for this product.

    3. Does this apply to products other

    than the SL150? No- this is the

    ONLY product with this serviceoption

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    Channel Sales Tools

    Active Programs: In EMEA, there is an

    iPad incentive running until the end ofNovember.

    Demo equipment: this product will be

    added to the list of products (i.e. ODA,

    ZFS, T4) that are available to partners at

    reduced price for demo purposes

    Trade-ins: there are trade-in discounts of

    up to 15% through the UAP program for

    Oracle libraries as well as competitive

    trade-ins.

    OPN Collateral: SL150 campaign kit,

    battle card, white papers, presentationsare posted on OPN

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    Agenda

    SL150 Modular Tape Library Overview

    Market trends

    Portfolio Positioning

    Value Propositions

    Product Overview

    Competitive Information

    Partner Specific Details

    Resell

    Certification

    Service

    Sales Tools Sales Opportunities

    Summary and Q & A

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    38Copyright 2012, Oracle and/or its affiliates. All rights reserved.

    3838

    Key Opportunities for the SL150

    1. Data protection with simplicity and scalability

    Oracle on Oracle: Tiered storage (DDT)

    Engineered systems backup (Exadata, ODA, SuperCluster)

    2. Small Archives

    Archive is a growing market!

    Have the backup vs Archive discussion with your customers

    Stress the products scalability and cost benefit for tape in long-

    term archival

    3. Installed base or competitive replacement

    Existing customers with libraries over 3 years old

    SL24/48/500/700

    Existing customers with competitive libraries needing scalability

    New deals for tape vs. competitive libraries

    SL150 wins in simplicity, scalability and savings

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    Agenda

    SL150 Modular Tape Library Overview

    Market trends

    Portfolio Positioning

    Value Propositions

    Product Overview

    Competitive Information

    Partner Specific Details

    Resell

    Certification

    Service

    Sales Tools Sales Opportunities

    Summary and Q & A

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    40 Copyright 2012, Oracle and/or its affiliates. All rights reserved.

    StorageTek SL150 Modular Tape LibraryProviding Customers Value Through Simplicity and Scalability

    Opportunities:

    Backup and Archive

    Installed base and competitive take out

    Simplicity of Design

    STK development and Oracle softwareare best-in-class

    Simple product installation,

    management, and upgrades

    Scales from 30-300 slots

    The ONLY scalable library in its class

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    41 Copyright 2012, Oracle and/or its affiliates. All rights reserved. ConfidentialOracle Highly Restricted

    StorageTek SL150Modular Tape Library

    Q&A

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    2010 Oracle CorporationConfidential: Internal and Authorized Partner Use Only

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