Cisco UCS:Cisco UCS:Five Executive ROI
Technology Breakthroughs
Michael Hopfingerp gComstor
Di t US M k tiDirector, US Marketing
Paul WernerCiCisco
Director – Advanced TechnologygyUS Commercial Data Center
David McNicholasDavid McNicholasComstorComstor
Director-Strategic Business Development
AGENDACisco UCS: Five Executive ROI Technology BreakthroughsCisco UCS: Five Executive ROI Technology Breakthroughs
Linking & Translating It For Executives
Putting It All Together
Q & AQ & A
Paul WernerCiCisco
Director – Advanced TechnologygyUS Commercial Data Center
Unified ComputingUnified Computing
Cisco Confidential
IT Challenges in the Virtualized Data Center
9 to 18-month ROIon new projectson new projects
Increased operationalcosts across the board
Increasing cost, complexity, and cycle
costs across the board
Increased end-user andline-of-business expectationscycle p
Business continuanceand disaster recovery
IT Assets demands are challenging data center capacity
UCS Innovations SummaryIndustry Standard innovations that help UCS B-Series Blade servers reduce TCO apply to UCS C-Series Rack-Mount Servers with additional benefits of a familiar rack form factor and built in migration path to Unified Computing.
• Simplify I/O Infrastructure and ManagementR d S t I f t t t 50% NiUnified Fabric – • Reduce Support Infrastructure up to 50% – Nics, HBA’s, Chassis Interconnects, Cabling
Unified Fabric Fabric Extenders
• Single, Highly Available, Point of ManagementEmbedded –• Reduce management tools, consoles, modules
with full interoperability via XML APIUnified
Management
• More Economical footprint for memory intensiveExtended Memory More Economical footprint for memory intensive workloads and higher consolidation ratios.
• Large Dataset workloads on two socket servers.
Extended Memory Technology
• I/O consolidation and increased cpu performanceVN Li k Vi t l I/O consolidation and increased cpu performance• Network policy control and transparancy to the VM
level.
VN Link – Virtual Interface Card
• Faster provisioning - reduced sparesDynamic • Faster provisioning - reduced spares • Enables consistent infrastructure policies w/RBAC• Hardware State Abstraction
Dynamic Provisioning -
Service Profiles
Cisco Unified Computing solutionMgmt Server Mgmt ServerEmbed management
Unify fabricsO ti i f i t li ti
Mgmt Server
Optimize for virtualizationRemove unnecessary • switches,• adapters,• management modules
Less than 1/2 the supportLess than 1/2 the support infrastructure for a given workload
Cisco Unified Computing solutionMgmt ServerA single system that encompasses:
• Network: Unified fabricCompute: Industry standard x86• Compute: Industry standard x86
• Storage: Access options• Virtualization optimized
Unified management modelUnified management model• Dynamic resource provisioning
Efficient Scale• Cisco network scale & services• Fewer servers with more memory
Lower cost• Fewer servers, switches, adapters, cables• Lower power consumption• Fewer points of management
Cisco Unified Computing solution
Cisco Unified Computing solutionSingle, scalable integrated system Network + compute virtualization Dynamic resource provisioningDynamic resource provisioning
Mgmt SAN ALAN
SAN B
Unified Fabric (FCoE)
Cisco SolutionCisco SolutionTodayToday
FCoE
Mgmt ServerMgmt Server
Ethernet
FC traffic
Fibre Channel
FC traffic
Fewer Cables
Ethernet
Fewer Cables Fewer switches Fewer adapters Overall less power
1
Overall less power Interoperates with existing SAN’s
Unified Fabric
From ad hoc and …to structured, but to simple optimized andFrom ad hoc and inconsistent…
,siloed, complicated and costly…
…to simple, optimized and automated
Embedded ManagementCisco SolutionCisco SolutionTodayToday
Single Embedded Device ManagerMgmt ServerMgmt Server
Connectivity ManagerConnectivity Manager
Multi-ChassisConnectivity ManagerMulti-ChassisConnectivity Manager
Single Embedded Device Manager
Blade ManagerBlade Manager
Chassis ManagerChassis Manager
Reduced management costs RBAC Administration Easier to integrate with existing frameworks
Si l i t t API f ll d bj t
1
– Single consistent API for all managed objects
Centralized Management
•Single point of device management• Adapters, blades, chassis, LAN & SAN connectivity• Embedded managerView 1 View 2 • Embedded manager• GUI & CLI
•Standard APIs for systems management• XML, SMASH-CLP, WSMAN, IPMI, SNMP
GUI
Custom Portal
Systems ManagementSoftware
View 1 View 2
California Array Manager
• SDK for commercial & custom implementations
•Designed for multi-tenancy• RBAC, organizations, pools & policies
XML API Standard APIsCLI
Extended Memory Technology
313
424
Power
Ci M E i T h l
Savings
Intel Nehalem processor
Cisco Memory Expansion Technology
Reduce infrastructure 4x the memory: up to 384GB
100% standard DIMMs, CPUs
Less power & cooling Increase performance for
memory bound applications
December 12, 2008 Cisco Inc., Company Confidential - NDA Required 18
OS, Appsy pp
Extended Memory
• Industry Standard DDR3
Cisco’s Patented Extended Memory technology delivers a more cost effective memory footprint for mainstream workloads as well as additional caqpacity or scalability for up to 384GB for maximum memoy and large data set workloads.
• 70%-80% Lower mainstream memory costs
• Unmatched High End Capacity
$60,720384 GB Not available
$30,510$8,240
$10,992
144 GB
192 GB
CiscoC tit
Not available
$2 808
$20,310$5,760
96 GB
Competitors
$2,760$2,808
48 GB
•DDR3 10600 memory pricing as of 9/29/09 – Cisco Prices = Cisco MSRP•See Notes for Supported Memory Options at Launch
Dynamic Provisioning – Service Profiles
LANSAN LANAttributes no longer tiedto physical hardware Not just identity
Server Name: LS-A
Seamless server mobility Within interconnect domain
Dynamic Provisioning
Chassis-1/Blade-5
UUID: 56 4d cd 3f 59 5b 61…MAC : 08:00:69:02:01:FCWWN: 5080020000075740Boot Order: SAN, LAN
Dynamic Provisioning Complete infrastructure repurposing Integrated with 3rd part tools
Chassis 1/Blade 5
Chassis-9/Blade-2
VN-Link – Virtualized Interface Card
• Virtualized adapter designed for both single OS and VM based
10GbE/FCoE
both single-OS and VM-based deployments•NIV support
• PCIe standard compliant QPPCIe standard compliant• Cut-through architecture• High Performance
•2x 10Gb User Definable
EthFC
QPFC Eth
•Low latency •High BW IPC support
• 128 vNICs•Ethernet FC and IPC
DefinablevNICs
0 1 2 3 127•Ethernet, FC and IPC•500K IOPS•Initiator and Target mode
• Standards based•PCI-SIG SRIOV
PCIe x16
UCS Innovations SummaryIndustry Standard innovations that help UCS B-Series Blade servers reduce TCO apply to UCS C-Series Rack-Mount Servers with additional benefits of a familiar rack form factor and built in migration path to Unified Computing.
• Simplify I/O Infrastructure and ManagementR d S t I f t t t 50% NiUnified Fabric – • Reduce Support Infrastructure up to 50% – Nics, HBA’s, Chassis Interconnects, Cabling
Unified Fabric Fabric Extenders
• Single, Highly Available, Point of ManagementEmbedded –• Reduce management tools, consoles, modules
with full interoperability via XML APIUnified
Management
• More Economical footprint for memory intensiveExtended Memory More Economical footprint for memory intensive workloads and higher consolidation ratios.
• Large Dataset workloads on two socket servers.
Extended Memory Technology
• I/O consolidation and increased cpu performanceVN Li k Vi t l I/O consolidation and increased cpu performance• Network policy control and transparancy to the VM
level.
VN Link – Virtual Interface Card
• Faster provisioning - reduced sparesDynamic • Faster provisioning - reduced spares • Enables consistent infrastructure policies w/RBAC• Hardware State Abstraction
Dynamic Provisioning -
Service Profiles
UCS: Linking & Translating It ForTranslating It For
Executives
David McNicholasDavid McNicholasComstorComstor
Director-Strategic Business Development
Executive Mindset
Ever Experience…
■Customer: “Execs Said Fix It”
■Mid Level IT Meetings
D■Demos
■References■References
26
Executive Mindset
Ever Experience…■Design Meetings & Proposal
■ “We Want You!”
■You Forecast It
■ Trailing Calls, “No Budget”
27
Executive MindsetEver Experience…
“Wh t H d t O D l?”■ “What Happened to Our Deal?”
“B Y l ”■ “Brace Yourselves”
■ “Well Sell Technology”■ Well Sell Technology
■ “Here It Comes”■ Here It Comes
Executives Buy CASH FLOWS, NOT Technology!
28
y gy
Executive MindsetThree Things Executives Care About:
■Growth (acquisition / retention)
■Controlling costs
■ Improving productivity
29
Executive MindsetEvaluating Investments
■Cover capital costs (NPV)
■ Internal rate of return (IRR)
■Payback
Executives buy CASH FLOWS, NOT Technology!
30
Return On Investment
Capital Costs
■ Fiduciary Responsibility
■Maximize return on investment
■ Limit risk
31
Return On InvestmentDiscounted Cash Flow Model
A Technical Buyer Wants To Look At:A Technical Buyer Wants To Look At:
■ Speeds, Feeds, Capabilities
■ Chart To Compare Features p
■ Then Buys On Price■ Then Buys On Price
32
Return On Investment IT Buyers Create This Chart Compare FeaturesCompare Features Commoditize Your Offering Price Beat Down
1/28/2010 33
Return On Investment
Executives Create This Chart Executives INVEST / Buy Cash Flows Executives Compare Rate Of Return (IRR) Executives Measure Risk (Pay Back)Executives Measure Risk (Pay Back)
1/28/2010 34
Establish Executive Relevance
IFInto ThisTranslate This Into This
Your Name HereTrusted Exec DC AdvisorValuable Exec Resource
UniqueDifferent Than All OthersGreater Margin For YouG eate a g o ou
Larger SalesMore Sales
35
Return On Investment
The Short Of It:
“Translate the unique UCS Breakthrough gTechnologies into hard cash flows and build the
executive chart.”
36
UCS: Putting It All gTogether
Putting It All Together
3 Phases Of Virtualization Journey*
■ IT Production
■Business Production
■Virtualized IT*Source: Vittorio Viarengo VM Ware
38
Putting It All Together
3 Phases Of Virtualization Journey*
Phase 1: IT Production
■Server Consolidation
■ 1 Round Of Server Consolidation
*Source: Vittorio Viarengo VM Ware
39
Putting It All Together
3 Phases Of Virtualization Journey*Phase 2: Business Production
■ “Quality of Service Stage”■ Quality of Service Stage
■ Business Continuity■ Business Continuity
■ Better SLA’s■ Better SLA s*Source: Vittorio Viarengo VM Ware
40
Putting It All Together
3 Phases Of Virtualization Journey*Phase 3: Virtualized IT
■ Standard Part Of What They Doy
■ Time To Market, Business Agilityg y
■ Process Automation
*Source: Vittorio Viarengo VM Ware
41
Putting It All Together
3 Phases Of Virtualization Journey
Today Is Phase 1:
■ Focus On First-Pass Virtualization
■ Very Little – No Virtualization
■ Phase 2, 3 In Future Webinars
42
Putting It All Together
3 Phases Of Virtualization Journey
Today Is Phase 1:
■ 90% Of All Companies Already Virtualized?
■ Not Really
■ Most Not Beyond Phase 1
43
Putting It All Together
Establish Executive RelevancyAssess Current Virtualization EXECUTIVE StateAssess Current Virtualization EXECUTIVE State
■ Become An Executive DC Advisor■ Become An Executive DC Advisor
Secure DC Virtualization Journey■ Secure DC Virtualization Journey
44
Putting It All Together
It Is All About UCS and…
■ Your UCS Analytical Expertise
■ ROI = Your Design and Implementation
■ Without Your Analysis & UCS = No ROI
45
Putting It All Together
E REALLY D N d Y H l■ Execs REALLY Do Need Your Help
■ CA Survey 800 Companies 2008/09
■ Globally Deployed Virtualization
■ 44% Unable to Measure ROI = Failure
46
Putting It All Together
44% L k f D t il■ 44% = Lack of Detail
■ ROI Cases Were Too Generic
■ Plug, Play Features = ROI
47
Putting It All Together
Definition:ESV: Executive Solution Value
Understanding the executive value proposition of your solution.
48
Executive Solution Value
A product’s Executive Solution Value is related to how well it can:
■ Facilitate customer acquisition
■ Increase customer retention
■ Improve employee productivity
■ Decrease cost
49
Executive Solution Value: Example
Cisco UCSBenefits Area Business Impact
• Fewer Devices• Lower Hardware Costs
L P C tC
• Hardware State Abstraction
• Unified Fabric
• Lower Power Costs• Improve O/I EBIT
• Improve Flexibility
OST
• Unified Fabric
• Virtualized Adapter
• Improve Flexibility• Better System Management• Faster Deployment Time• Lower Maint. Costs
CON• Expanded Memory Server
• Unified Management• Scalability• Lower Colo. Costs
F FTE’
NTRO • Fewer FTE’s
• Lower O/S Costs
OL
Putting It All Together
St 1 E E ti R l■ Step 1: Engage Executive Relevance
■ Step 2: Discovery and Solution ROI
■ Step 3: Executive Proposal
51
UCS Financial Business ImpactUCS Financial Business Impact (FBI)
52
Putting It All Together
44% L k f D t il■ 44% = Lack of Detail
■ ROI Cases Were Too Generic
■ Plug, Play Features = ROI
53
Putting It All Together
■ UCS Cisco Partner Executive ROI Tool■ UCS Cisco Partner Executive ROI Tool
■ Translates UCS Into Executive Terms■ Translates UCS Into Executive Terms
■ Cash Flows, Internal Rate of Return,, ,Payback
B d T Y D i d I l t ti■ Bound To Your Design and Implementation
54
Putting It All Together
Diff ti t■ Differentiate
■ Get To Execs
■ Sell To Execs
■ Present To Execs
55
Comstor UCS:Comstor UCS:Executive Relevance FBI
56
Comstor ROI Tool Snap Shot
Enter detailed discovery in gray boxesg y
True ROI
57
Comstor UCS FBI
Quantify Arrival of Executive Event Horizon
Differentiate : Financially Model Customers Specific Data Center Costs
58
Comstor: UCS FBIDifferentiate :Define the exact cash flows your solution drives in detail.
Comstor: UCS FBI
Creates Dynamic ROI
Graphs AutomaticallyAutomatically
Business Development Team
303-303-222-4772
Bernie [email protected]
678-427-0062
303-222-4743
North Dakota South Dakota Nebraska KansasMinnesota WisconsinIowa Illinois
Misso ri
North CarolinaSouth Carolina
GeorgiaFlorida
Alabama
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MississippiLouisiana
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Matt Harvich Steve Rodgers
Texas
Steve [email protected]
703-345-5212
New JerseyNew York
Michigan IndianaKentucky Ohio
303-222-4750
Washington Oregon CaliforniaConnecticutRhode Island
MassachusettsNew Hampshire
VermontMaine
Virginia West VirginiaDelaware Penn.
Maryland
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Q & A
■ Michael HopfingerDirector, US Marketing, [email protected]
■ David McNicholasDirector, Strategic Business Development, [email protected]
■ Comstor OneNetwork web site
http://us.onenetwork.comstor.com
62
http://us.onenetwork.comstor.com
Business Development Team
303-303-222-4772
Bernie [email protected]
678-427-0062
303-222-4743
North Dakota South Dakota Nebraska KansasMinnesota WisconsinIowa Illinois
Misso ri
North CarolinaSouth Carolina
GeorgiaFlorida
Alabama
OklahomaArkansas
MississippiLouisiana
T Missouri AlabamaTennessee
Matt Harvich Steve Rodgers
Texas
Steve [email protected]
703-345-5212
New JerseyNew York
Michigan IndianaKentucky Ohio
Washington Oregon CaliforniaArizona Utah New Mexico
ConnecticutRhode Island
MassachusettsNew Hampshire
VermontMaine
Virginia West VirginiaDelaware Penn.
Maryland
Colorado Idaho Wyoming Nevada Alaska Montana
Hawaii
64
Maine
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