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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

Sam AndersonSam.Anderson@comstor.com

303-303-222-4772

Bernie HainsBernie.Hains@comstor.com

678-427-0062

Lee AgertonLee.Agerton@comstor.com

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 MaccadoSteve.Maccado@comstor.com

703-345-5212

New JerseyNew York

Matt.Harvich@comstor.com703-345-5219

Michigan IndianaKentucky Ohio

Steve.Rodgers@comstor.com

303-222-4750

Washington Oregon CaliforniaConnecticutRhode Island

MassachusettsNew Hampshire

VermontMaine

Virginia West VirginiaDelaware Penn.

Maryland

Arizona Utah New Mexico Colorado Idaho Wyoming Nevada Alaska Montana

Hawaii

61

Maine

Q & A

■ Michael HopfingerDirector, US Marketing, Comstormichael.hopfinger@comstor.com

■ David McNicholasDirector, Strategic Business Development, ComstorpDavid.McNicholas@comstor.com

■ Comstor OneNetwork web site

http://us.onenetwork.comstor.com

62

http://us.onenetwork.comstor.com

Business Development Team

Sam AndersonSam.Anderson@comstor.com

303-303-222-4772

Bernie HainsBernie.Hains@comstor.com

678-427-0062

Lee AgertonLee.Agerton@comstor.com

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 MaccadoSteve.Maccado@comstor.com

703-345-5212

New JerseyNew York

Matt.Harvich@comstor.com703-345-5219

Michigan IndianaKentucky Ohio

Steve.Rodgers@comstor.com303-222-4750

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