HP 3PAR Sales Academy 2011

WELCOM E

2011 Hewlett-Packard Development Company, L.P. 2010 1 information HP Restricted HP and HPis Channel Partner internal use only The contained herein subject to change without notice

HP 3PAR Sales Academy 2011

HP 3PAR Academy - Objectives

The Academy is NOT

This
The

is not a product or feature training. The expectation is that this has been covered in previous trainings.
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 Help

a typical best practice sales cycle

to articulate 3PAR value at customer opportunities and sell at a premium

Learning

through small workshops/interactive participation

by legacy 3PAR Sales and Presales colleagues

Conducted

HP Restricted HP and HP Channel Partner internal use only

HP 3PAR Sales Academy 2011

Learning Goals
After the Academy you will be able to:

1. 2. 3. 4. 5. 6.

Learn to Qualify a 3PAR opportunity Learn to Sell the value of 3PAR to specific customer projects Position 3PAR against competition, handle objection and set traps Give a demo that conveys the simplicity messages (Presales) Learn to challenge customer sizing requirements (Presales) Ask questions no question is a stupid question this is your time!

HP Restricted HP and HP Channel Partner internal use only

HP 3PAR Sales Academy 2011

Logistics

HP Restricted HP and HP Channel Partner internal use only

HP 3PAR Sales Academy 2011

Agenda Day 1 (Sales/Pre-Sales)

Timing 09:00 - 09:45 09:45 - 10:45 10:45 - 11:00 11:00 - 12:15 12:15 - 12:45 12:45 - 13:15 13:15 - 14:00 14:00 - 14:15 14:15 - 15:45 Topic Welcome and objectives of the HP 3PAR Academy Qualification is key - Why and how? (Presentation & Coffee Break Qualification Ninja Inc.
(Workshop) Interactive Workshop)

Lunch Break Selling the Value

(Workshop)

Handling objections
(Interactive Discussion and Workshop)

Coffee Break Competitive Selling - Attack and defense

(Presentation)

15:45 - 16:15
16:15 - 16:45 16:45 - 17:00

HP 3PAR - Integrated with the HP Ecosystem (Presentation)

Brocade SAN Solutions and 3PAR Wrap Closing
HP 3PAR Sales Academy 2011

HP Restricted HP and HP Channel Partner internal use only

Agenda Day 2 (Presales)

Timing 09:00 - 09:15 Topic Welcome & logistics for Day 2 Simplicity - How to give a standard 3PAR customer demo
(Live demo with tips & tricks)

09:15 - 10:00
10:00 - 10:45 10:45 - 11:00 11:00 - 12:00 12:00 - 13:00 13:00 14:30 14:30 15:00

Practicing a live demo

(Hands-on lab on demo and more)

Coffee Break Practicing a live demo - continued

(Hands-on lab on demo and more)

Lunch Break Using a demo to support the business case and customer requirements, AO and SR
(Presentation and live demo)

Less for More - Sizing & Configuration Best Practices and Tactics for HP 3PAR
(Presentation)

15:00 - 15:15
15:15 - 16:15 16:15 - 16:45 16:45 - 17:00
6

Coffee Break
Less for More - Sizing & Configuration Best Practices and Tactics for HP 3PAR
(Presentation)

Customer Case Sizing (interactive Session) Wrap Closing

HP 3PAR Sales Academy 2011

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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 cant play anymore. Last girl/guy standing wins !!!
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HP 3PAR Sales Academy 2011

What system is a T-Class System?

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HP 3PAR Sales Academy 2011

What countries are hosting the European Cup Football in 2012

Czech & Slovakia

Poland & Ukraine

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HP 3PAR Sales Academy 2011

How is the SnapShot Software called on a HP 3PAR?

Virtual Copy

Business Copy

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HP 3PAR Sales Academy 2011

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

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HP 3PAR Sales Academy 2011

HP 3PAR Sales Academy 2011

RECAP
HP STORAGE STRATEGY & HP 3PAR VALUE PROPOSITION

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HP 3PAR Sales Academy 2011

The World Has Changed

Revealing SYSTEMIC

FAILURE of storage silos

Most storage deployed today was designed for the needs of 20 years ago
NOW

VIRTUALIZATION

CLOUD

BIG EVERYTHING

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HP 3PAR Sales Academy 2011

HP Storage Strategy
The era of the Storage SILO is over Traditional Storage Converged Storage Converged Systems

Optimize efficiency & agility for existing architectures.

Transform & scale for the next decade.

Simplify solution deployment & integration.

Remove the boundaries

between the past & the future between server, storage and network. between infrastructure, applications and IT service delivery.
HP 3PAR Sales Academy 2011

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HP 3PAR Utility Storage

Next-generation Tier 1 Utility Storage

Multi-Tenant
Industry-leading storage for Cloud Computing

Efficient
Reduce acquisition and operational costs by 50%

Autonomic
Reduce storage management time by 90%

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HP 3PAR Sales Academy 2011

Efficient: High Utilization with High Performance

Thin Optimized Green

Reduce capacity requirements by at least 50%

Provision, Convert, Reclaim Reservation-less ASIC accelerated Read/Writable Snapshots No performance compromise

Policy-based tiering balances $/GB and $/IOP

Sub-volume based Policy controlled IO density analysis Autonomic movement Bias optimized

Reduce power and cooling costs at least 50%

Think Thin. Think Green High utilization Disk minimization Power/cooling savings Utility rebates

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HP 3PAR Sales Academy 2011

Autonomic: Delivering Simplicity and Agility

Up Fast Excellent Service Levels Respond to Change Quickly

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

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HP 3PAR Sales Academy 2011

Multi-Tenant: New Tier 1 Storage for the Cloud

Shared Secure Resilient

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

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HP 3PAR Sales Academy 2011

THANK YOU

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HP Restricted HP and HP Channel Partner internal use only

HP 3PAR Sales Academy 2011

Agenda Day 1 (Sales/Pre-Sales)

Timing 09:00 - 09:45 09:45 - 10:45 10:45 - 11:00 11:00 - 12:15 12:15 - 12:45 12:45 - 13:15 13:15 - 14:00 14:00 - 14:15 14:15 - 15:45 Topic Welcome and objectives of the HP 3PAR Academy Qualification is key - Why and how? (Presentation & Coffee Break Qualification Ninja Inc.
(Workshop) Interactive Workshop)

Lunch Break Selling the Value

(Workshop)

Handling objections
(Interactive Discussion and Workshop)

Coffee Break Competitive Selling - Attack and defense

(Presentation)

15:45 - 16:15
16:15 - 16:45 16:45 - 17:00

HP 3PAR - Integrated with the HP Ecosystem (Presentation)

Brocade SAN Solutions and 3PAR Wrap Closing
HP 3PAR Sales Academy 2011

20

HP Restricted HP and HP Channel Partner internal use only