HP 3PAR Sales Academy 2011HP Restricted – HP and HP Channel Partner internal use only1
©2010 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice
HP 3PAR Sales Academy 2011
©2011 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice
WELCOME
HP 3PAR Sales Academy 2011HP Restricted – HP and HP Channel Partner internal use only2
HP 3PAR Academy - Objectives
• The Academy is NOT–This is not a product or feature training. The expectation is that this has been covered in previous trainings.
–The training will not provide extensive hands-on lab. For that people will have to attended the internal F2F trainings in BBN or the ASE class for 3PAR.
• The Academy IS … –Follows a typical best practice sales cycle
–Help to articulate 3PAR value at customer opportunities and sell at a premium
–Learning through small workshops/interactive participation
–Conducted by legacy 3PAR Sales and Presales colleagues
HP 3PAR Sales Academy 2011HP Restricted – HP and HP Channel Partner internal use only3
Learning Goals
After the Academy you will be able to:
1. Learn to Qualify a 3PAR opportunity
2. Learn to Sell the value of 3PAR to specific customer projects
3. Position 3PAR against competition, handle objection and set traps
4. Give a demo that conveys the simplicity messages (Presales)
5. Learn to challenge customer sizing requirements (Presales)
6. Ask questions – no question is a stupid question – this is your time!
HP 3PAR Sales Academy 2011HP Restricted – HP and HP Channel Partner internal use only4
Logistics
HP 3PAR Sales Academy 2011HP Restricted – HP and HP Channel Partner internal use only5
Agenda Day 1 (Sales/Pre-Sales)
Timing Topic
09:00 - 09:45 Welcome and objectives of the HP 3PAR Academy
09:45 - 10:45 Qualification is key - Why and how? (Presentation & Interactive Workshop)
10:45 - 11:00 Coffee Break
11:00 - 12:15 Qualification – Ninja Inc. (Workshop)
12:15 - 12:45 Lunch Break
12:45 - 13:15 Selling the Value (Workshop)
13:15 - 14:00 Handling objections (Interactive Discussion and Workshop)
14:00 - 14:15 Coffee Break
14:15 - 15:45 Competitive Selling - Attack and defense (Presentation)
15:45 - 16:15 HP 3PAR - Integrated with the HP Ecosystem (Presentation)
16:15 - 16:45 Brocade SAN Solutions and 3PAR
16:45 - 17:00 Wrap Closing
HP 3PAR Sales Academy 2011HP Restricted – HP and HP Channel Partner internal use only6
Agenda Day 2 (Presales)Timing Topic
09:00 - 09:15 Welcome & logistics for Day 2
09:15 - 10:00 Simplicity - How to give a standard 3PAR customer demo(Live demo with tips & tricks)
10:00 - 10:45 Practicing a live demo(Hands-on lab on demo and more)
10:45 - 11:00 Coffee Break
11:00 - 12:00 Practicing a live demo - continued(Hands-on lab on demo and more)
12:00 - 13:00 Lunch Break
13:00 – 14:30 Using a demo to support the business case and customer requirements, AO and SR(Presentation and live demo)
14:30 – 15:00 Less for More - Sizing & Configuration Best Practices and Tactics for HP 3PAR(Presentation)
15:00 - 15:15 Coffee Break
15:15 - 16:15 Less for More - Sizing & Configuration Best Practices and Tactics for HP 3PAR(Presentation)
16:15 - 16:45 Customer Case – Sizing (interactive Session)
16:45 - 17:00 Wrap Closing
HP 3PAR Sales Academy 2011HP Restricted – HP and HP Channel Partner internal use only7
3PAR Quiz
If you think the answer under “BLACK” is correct, put the Black Paper in the air.
If you think the answer under “YELLOW” is correct, put the Yellow Paper up in the air.
People that are incorrect, need to sit down, and can’t play anymore.
Last girl/guy standing wins !!!
HP 3PAR Sales Academy 2011HP Restricted – HP and HP Channel Partner internal use only8
What system is a T-Class System?
HP 3PAR Sales Academy 2011HP Restricted – HP and HP Channel Partner internal use only9
What countries are hosting the European Cup Football in 2012
Czech &Slovakia
Poland &Ukraine
HP 3PAR Sales Academy 2011HP Restricted – HP and HP Channel Partner internal use only10
How is the SnapShot Software called on a HP 3PAR?
Virtual Copy Business Copy
HP 3PAR Sales Academy 2011HP Restricted – HP and HP Channel Partner internal use only11
What does the name “3PAR” stands for?
3PAR comes from the word Parity, which is
used for enhanced error detection in the
system.
3PAR stands for the first letter of the 3 founders founders of the
company. Jeff Price, Ashok
Singal and Robert Rogers
HP 3PAR Sales Academy 2011HP Restricted – HP and HP Channel Partner internal use only12
HP 3PAR Sales Academy 2011
RECAPHP STORAGE STRATEGY &HP 3PAR VALUE PROPOSITION
HP 3PAR Sales Academy 201113
The World Has Changed…
Revealing SYSTEMIC FAILURE of storage silos
Most storage deployed today was designed for the needs of 20 years ago
NOW CLOUD
BIG ‘EVERYTHING’
VIRTUALIZATION
HP Restricted – HP and HP Channel Partner internal use only
HP 3PAR Sales Academy 201114
The era of the Storage SILO is overHP Storage Strategy
Converged Systems
Converged Storage
Traditional Storage
Simplify solution deployment & integration.
Transform & scale for the next decade.
Optimize efficiency & agility for existing architectures.
R e m o v e t h e b o u n d a r i e s
between the past &the future
between server, storage and network.
between infrastructure, applications and IT service delivery.
HP Restricted – HP and HP Channel Partner internal use only
HP 3PAR Sales Academy 201115
Next-generation Tier 1 Utility Storage
HP 3PAR Utility Storage
Reduce acquisition and operational costs by 50%
Reduce storage management time by 90%
Industry-leading storage for Cloud Computing
Efficient AutonomicMulti-Tenant
HP Restricted – HP and HP Channel Partner internal use only
HP 3PAR Sales Academy 201116
Efficient: High Utilization with High Performance
GreenOptimizedThin
Reduce capacity requirements by
at least 50%
Policy-based tiering balances $/GB and $/IOP
Reduce power and cooling costs
at least 50%
• Provision, Convert, Reclaim• Reservation-less• ASIC accelerated• Read/Writable Snapshots• No performance compromise
• Sub-volume based• Policy controlled • IO density analysis• Autonomic movement• Bias optimized
• Think Thin. Think Green• High utilization• Disk minimization• Power/cooling savings• Utility rebates
HP Restricted – HP and HP Channel Partner internal use only
HP 3PAR Sales Academy 201117
Autonomic: Delivering Simplicity and Agility
Respond to Change Quickly
Excellent Service Levels
Up Fast
15 Seconds to provision a LUN
Deliver high performance to all
applications
Quickly adapt to the unpredictable
• No data layout planning• No configuration• Two-click provisioning• Rapid cluster provisioning• Rapid DR provisioning
• Mesh-Active clustering• Wide striping• ASIC acceleration• Failure tolerance• Performance optimized
• QoS adaptability • Dynamic Optimization• Non-disruptive• Re-balancing on upgrade• Massive scaling
HP Restricted – HP and HP Channel Partner internal use only
HP 3PAR Sales Academy 201118
Multi-Tenant: New Tier 1 Storage for the Cloud
ResilientSecureShared
Diverse and unpredictable workloads across many
different applications/entities
Virtual Private Array tenant segregation
combined with massive parallelism
Sustain service levels across major failure
scenarios
• ASIC enabled• Data/Control separation• Multiple QoS level support• Autonomic• Vmware integration (VAAI)
• Virtual Domains• Secure administration• Enables consolidation• Preserves virtualization• Addresses cloud concerns
• Persistent Cache• Zero IO loss long distance DR• Clustered availability• Fast ASIC-enabled RAID 6• Fast RAID rebuild
HP Restricted – HP and HP Channel Partner internal use only
HP 3PAR Sales Academy 2011HP Restricted – HP and HP Channel Partner internal use only19
THANK YOU
HP 3PAR Sales Academy 2011HP Restricted – HP and HP Channel Partner internal use only20
Agenda Day 1 (Sales/Pre-Sales)
Timing Topic
09:00 - 09:45 Welcome and objectives of the HP 3PAR Academy
09:45 - 10:45 Qualification is key - Why and how? (Presentation & Interactive Workshop)
10:45 - 11:00 Coffee Break
11:00 - 12:15 Qualification – Ninja Inc. (Workshop)
12:15 - 12:45 Lunch Break
12:45 - 13:15 Selling the Value (Workshop)
13:15 - 14:00 Handling objections(Interactive Discussion and Workshop)
14:00 - 14:15 Coffee Break
14:15 - 15:45 Competitive Selling - Attack and defense (Presentation)
15:45 - 16:15 HP 3PAR - Integrated with the HP Ecosystem (Presentation)
16:15 - 16:45 Brocade SAN Solutions and 3PAR
16:45 - 17:00 Wrap Closing