huawei oceanstor enterprise storage system sales … · based on smart matrix, smartqos and...
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1
Contents
Introduction to HUAWEI OceanStor
Enterprise Storage System
Competitive Analysis
1
2
3
4
Product Positioning and Target Customers
Market Positioning and Sales Strategy
2
HUAWEI OceanStor Enterprise Storage
• Multi-controller redundancy architecture: no of single points of
failure, and cache load balancing
• RAID2.0+ disk virtualization: 0 hotspot disk, and 20x data recovery
speed
• Powerful DR solution: shortest RPO (0 to 5 seconds), and one-key
DR management
Secure and Trusted
• Highest specifications: 1 million IOPS/16 controllers/3 TB cache/7
PB capacity, meeting the storage requirement in the following
decade
• Fastest response: the only stable microsecond-latency storage,
improving speed by 10 times
• Highest efficiency: maximized the storage efficiency, improving the
resource utilization by 3 times.
Flexible and Efficient
Smart Matrix
architecture
OceanStor 18000 Series
3
Product Specifications
OceanStor 18500 OceanStor 18800 OceanStor 18800F
Max. number of
controllers 8* 16* 16*
Max. number of disks 1584 3216 3216
Max. cache (GB) 768 3072 3072
Max. number of host
ports 96 192 192
Data protection features Snapshot, clone, copy, remote replication, and virtual machine (VM)
disaster recovery (DR)
Data management
features
Dynamic storage tiering (DST), quality of service (QoS), thin
provisioning, intelligent data relocation, and intelligent heterogeneous
virtualization
Management software Storage management console, storage infrastructure management,
and DR management
Host software UltraPath (multipathing)
Huawei's self-developed OceanStor
Enterprise Storage System comes
from 10 years of preparation.
4
OceanStor Enterprise Storage System Optimizing Hunan Provincial Taxation Bureau
•Build a high-performance, highly reliable, scalable platform for centralized
processing integrated business system of Hunan province tax
•Business continuity with smart Matrix architecture and multiple data
protection measure meet the requirement of high standard and quality
•Flexible expansion and upgrade meet the business system development
• Integration critical business system of tax bureaus in whole province
•Online expand capacity and performance
•7×24 hours of critical applications to ensure business continuity
Customer Challenges
•OceanStor 18500 centralized store Natural Person System, Invoice
System, Farmland Occupation Tax and other 30 business system
•Configure SmartTier,SmartQoS to provide SLA service for critical business
•Deploy OceanStor 18500 intra-site of inter-city with multiple data protection
function and adapting Oracle RAC to provide business continuity solution
Huawei Solution
Customer Benefits
5
OceanStor Enterprise Storage System Security the Real Estate Trade Center
• high availability of online trading system and critical business system
• multiple data protection function make system trust
• TCL delivery achieves reliable and efficient deployment
• Remote DR with different storage meet high availability and cost-effective
• Divide storage space by requirement and reduce the initial purchase cost,
to get lower TCO
Customer Challenges
Huawei Solution
Customer Benefits
• carrying online trading system, audit system, and other critical business
• High data availability and business continuity
• Remote data protection with Critical business systems
• Production Center: OceanStor 18500 stores critical business of online
trade system and using HyperSnap local protect these
• DR Center: S5000T is used for DR equipment
• Remote data protection: configure HyperReplication with OceanStor
18500 and S5000T to remote protect critical business
6
OceanStor Enterprise Storage System building cloud datacenter of Municipal Police
Bureau
•adapting towards VMWare ensure high reliability business running
•8 controllers and 1536 disk drivers meet the business development
•Provide a cost-effective towards VMWare cloud data center solution
Customer Challenges
Huawei Solution
Customer Benefits
•Rapid data growth need new cloud data center for critical business
•Need enterprise storage of high stability ,performance and efficient,
to support highly scalable virtual machine business
•OceanStor 18500 centralized stores critical business in cloud data
center
•adapting towards VMWare to improve efficiency of DR and data
management
•Smart serials value-add service improve efficiency and reduce TCO
7
Contents
Introduction to HUAWEI OceanStor
Enterprise Storage System
Competitive Analysis
1
2
3
4
Product Positioning and Target Customers
Market Positioning and Sales Strategy
8
Product Positioning
The Competitors of HUAWEI OceanStor Enterprise Storage System are EMC VMAX and HDS VSP.
EMC IBM NetApp HP Dell HDS Fujitsu HW
BAND9 1000K$以上
VMAX40K DS8800
DS8700 P10000
P9500 VSP DX8700 S2
OceanStor
18800 BAND8 500K$~1000K$
VMAX20K S8100
BAND7 300K$~500K$
VMAX10K XIV FAS6200 Compellent S6800T OceanStor
18500
BAND6 200K$~300K$
VNX 7500 V7000U FAS3270 F400
P6000 Compellent
AMS2500 DX440 S2
S5800T
BAND5 100K$~200K$
VNX 5700 DS5300 E7900
FAS3240
F200
P6000 PS6010 S5600T
BAND4 50K$~100K$
VNX 5500 DS5100 E7900
FAS3210 P4000 PS6000 AMS2300 DX410 S2
S5500T BAND3 25K$~50K$
VNX 5300 DS5020 E5400
FAS2240 P4000 PS4000 AMS2100
DX90 S2
DX80 S2
BAND2 5K$~25K$
VNX 5100
VNXe DS3500
E2600
FAS2040 P2000 MD3000 DX60 S2
S2600T
S2200T BAND1 5K$以下
MSA2000 MD3000
9
Target Industries
Local and state tax data central storage,
and treasure payment system
Social security and finance backup and DR
systems
OA, email, and portal
Public security system
Government
Office and business hall desktops
OCS, CRM, and BI
Carrier
Core application system
Finance
MIS/ERP and portal systems
OA and email applications
Energy/Manufacturing
10
3DC DR Storage and DR for Virtual Environments
Storage for Diversified Services Storage for Mission-Critical Services
Scenario
VMs
APP
OS
APP
OS
APP
OS
APP
OS
APP
OS
APP
OS
APP
OS
Virtualized Platform
Servers
VMs
APP
OS
APP
OS
APP
OS
APP
OS
APP
OS
APP
OS
APP
OS
Virtualized Platform
Servers
Virtual
machine
DR
LAN/WAN
Production Center Metropolitan DR
Center
OceanStor Enterprise Storage
System
Replication
Replication
SAN
LAN/WAN
LAN/WAN
SAN
SAN
Remote DR Center
S2600T
S5600T
OceanStor Enterprise
Storage System
OceanStor Enterprise
Storage System
Switch Switch
OceanStor Enterprise Storage System
11
Contents
Introduction to HUAWEI OceanStor
Enterprise Storage System
Competitive Analysis
1
2
3
4
Product Positioning and Target Customers
Market Positioning and Sales Strategy
12
Market Opportunities
Industry Region Market
Sector
Description and
Requirements Business Model Importance
Government
China Others
Important government data and in
response to China's requirements of
adopting home-made systems
Hardware + software +
service ★★★
China Taxation Local tax system and tax system
restructuring
Hardware + software +
service ★★★
China Public security Jindun Project Hardware + software ★★★
China Social security Jinbao Project Hardware + software +
service ★★★
Finance China Finance Core business system Hardware + software +
service ★★★
Carrier Not
restricted Carrier
Central procurement of China
Mobile, China Telecom, and China
Unicom
Hardware + software +
service ★★★
Energy and
manufacturing
Not
restricted
Energy and
manufacturing MES/ERP, portal system, OA, and
email applications
Hardware + software +
service ★★
13
Leading reliability: fully redundant multi-controller architecture
based on Smart Matrix, SmartQoS and SmartPartition for higher-
level assurance for core services, Hyper and Ultra safeguarding
service continuity, VM-based backup and DR, and the lowest RPO
of 0 to 5 seconds preventing service interruption
Peerless performance and specifications: full PCIe 2.0 bus, 1
million IOPS/16 controllers/7 PB capacity/3 TB cache, two times
as average industrial specifications and applicable to any complex
scenario
Excellent efficiency: 4S flexible expansion, Smart series
software, and RAID 2.0+ boosting data storage and management
efficiency, automated deployment, and turnkey delivery
China's only high-end storage: developed, manufactured, and
served by a Chinese company
Super-high availability and full
functions!
Stunning specifications and
performance!
Efficient storage and various
value-added features!
The only trustworthy Chinese
high-end storage product!
What We Sell
14
Overall Sales Strategy The OceanStor Enterprise Storage System sales mode: direct sales+channel sales, with direct sales as the
primary mode
Carrier: bundling the OceanStor Enterprise Storage System with carrier products
Sales Tactics Marketing slogan: Secure and Trusted, Flexible and Efficient (refer to the HUAWEI OceanStor Enterprise
Storage System Main Slides)
A good understanding customer requirements; Hardware specifications and software features for bidding
guidance: data recovery speed, RTO/RPO, and other advantageous items
Flexible pricing strategy, profession technical support, and customizable services
International Sales The OceanStor Enterprise Storage System can be sold in international projects.
How We Sell (1)
15
Newly developed with
fewer application cases
and inferior brand
recognition
Targeting HDS in
price, 20% cheaper
than HDS VSP
Similar software to
peers with slight
advantages in storage
virtualization and data
motion
Superior in hardware
specifications and
performance
(controller/switching
bandwidth/cache/disk/port)
Focus on Open System. Beat IBM and HP in technology, and
undercut EMC and HDS.
Seek customers with previous cooperation for sales breakthrough, gradually
improving brand perception.
General
Competition
Strategy
How We Sell (2)
0
2
4
6
8
10
12
Brand Hardware Software Price
EMC VMAX
HDS VSP
IBM DS8000
HP P10000
Huawei OceanStor 18000 Series
16
How We Sell (3)
High-end market Rapidly extend market and aggressively take the entry-level high-end storage market.
Beat HP and IBM in technology, and undercut EMC and HDS.
Mid-range market
Use the OceanStor Enterprise Storage System to help occupy the mid-range storage
market and boost revenue through after-sales system expansion.
Combine the advantages of mid-range and high-end products to beat Chinese vendors.
Highlight the top-shelf features to beat international mid-range storage vendors.
17
Contents
Introduction to HUAWEI OceanStor
Enterprise Storage System
Competitive Analysis
1
2
3
4
Product Positioning and Target Customers
Market Positioning and Sales Strategy
18
Introduction to EMC VMAX
EMC VMAX
EMC VMAX: independent dual-controller engine, Rapid IO
dual-star switching architecture for data exchange, Ethernet
cascaded management plane, and independent controller
bay+disk bay networking
Hardware specifications
Maximum configuration: 1 system bay+10 disk bays
System bay in maximum configuration: 8 engines each
having 2 controllers
Disk bay in maximum configuration: 16 disk enclosures
Fibre Channel optical ports
Features
Adopts internal resource virtualization as the system basis
to deliver smooth expansion and data migration.
Offers multiple perfect data protection solutions including
mirroring, snapshot, and clone.
Provides SRDF-based data transfer and I/O level DR that
supports one-to-many replication mode.
Uses abundant software and tools to manage and optimize
services, delivering solid support for sales services.
19
Introduction to HDS VSP
HDS VSP: PCIe-based global cache switching architecture, 4
controllers/controller enclosure, global sharing of front-end and
rear-end ports, two PCIe links connecting two controller bays, and
front and rear disk enclosures forming a high-density disk bay
Features
Compatibility with heterogeneous arrays: Universal Volume
Manager automatically consolidates third-party arrays to
become a part of VSP storage space. This fully utilizes storage
resources, resolves data migration difficulties, implements truly
data lifecycle management, and provides DR among
heterogeneous platforms.
Multi-tenant: The whole disk array can be divided into 32
independent sections based on application demands. Each
section has its own tgt port, cache, disks, and accounts without
affecting another section's performance.
Remote replication: Journal Copy provides I/O level
asynchronous remote replication, minimizing RPO to 5
seconds. HDS's proprietary time-stamp and Consistency
Group technologies ensure data consistency during data
transfer, implementing truly long-distance asynchronous DR.
1-controller chassis 2-controller chassis
HDD (2.5") 0 to 1024 0 to 2,048
HDD (3.5") 0 to 640 0 to 1,280
Ports 16 to 96* 16 to 192*
Cache Up to 512 GB** Up to 1024 GB**
20
Introduction to IBM DS8000 IBM DS8000: midrange computer–based dual-controller architecture, front-end
and back-end ports connecting expansion bays using external cables, easy-to-use
software, abundant devices, complex cable routing, and inferior scalability
Hardware configuration
Basic configuration: 1 controller bay+2 expansion bays (All bays are non-
standard.)
Controller bay: 2 controller enclosures, Ethernet switches, management
console, four I/O modules, disk enclosures. Other modules include PPS power
modules and BBU modules.
The first expansion bay: I/O modules, PPS power modules, disk enclosures,
and BBU modules; the second expansion bay: PPS power modules and disk
enclosures
Features
IBM DS8000 is the only high-end storage product that uses a dual-controller
architecture. It has fewer features and software than peers.
The volume virtualization architecture is built by adding external pools based
on traditional RAID groups.
Thin provisioning and Easy Tier use 1 GB granularity, which is incompetent.
Remote replication uses traditional snapshot technology, yet perfect in working
mechanism. It causes few effects on host I/Os and controls RPO between 3 to
5 seconds, close to the performance in I/O-level replication.
The system is compatible with extensive hosts and IBM's own mainframes and
AIX.
21
Introduction to HP P10000
1. Fully interconnected backplane design: HP P10000's backplane has
fully interconnected high-speed bus interfaces and can interconnect four
controller nodes. Besides, the product provides low-speed bus interfaces
for management information transfer and exchange. The design's
advantage is that simplistic external connection saves external space and
internal bus connection requires no cables.
2. ASIC chip: The product adopts 3PAR's four-generation ASIC chip that
enables RAID 5 and RAID 6, reducing loan on the CPU.
3. Highly dense interfaces: Within 14 U space, each controller node has 9
expansion modules (host interface modules and disk interface modules)
and supports 4-port FC modules. Up to 24 ports can be used for host
connection and the others for disk enclosure connection. In 8-controller
configuration, the product supports 192 host FC ports and 96 disk
enclosure FC ports.
4. High-density disk enclosure: A 4 U disk enclosure houses 40 3.5-inch
disks. Therefore, four and a half bays can support 1920 disks.
5. Dedicated fans and BBUs for controller nodes: Each controller node
has its own fans and BBUs for heat dissipation and power backup. This
enables each node to have independent power supply, reducing the
requirement on rated power output and minimizing mutual effects
between nodes.
22
High-end Storage Array Comparison HUAWEI OceanStor
18000 Series EMC VMAX HDS VSP
System
architecture
16 controllers, PCIe lossless
switching
16 controllers,
RapidIO
lossless
switching
8 controllers,
PCIe lossless
switching
Distributed
layout
Supported by
all bays
Supported by 2
bays Not supported
Recovery time
per TB data 30 minutes 720 minutes 720 minutes
Synchronous
RPO 0s 0s 0s
Asynchronous
RPO 5s 60s 30s
Random IOPS 1 million - 260,000
Automatic data
migration unit 0.5 MB 7.6 MB 42 MB
Cache
partitioning
speed
Instantly effective, up to 64
partitions
Instantly
effective, up to
8 partitions
5 min/GB,
interruption not
allowed
Data relocation Supported Supported Supported
HUAWEI OceanStor 18000 Series
vs. EMC VAMX/HDS VSP
HUAWEI OceanStor 18000 Series
vs. IBM DS8000/HP P10000
• 16 lossless switching, shorter latency than EMC, and higher concurrency than
HDS
• 90% faster data recovery than EMC and HDS
• 80% shorter RPO in asynchronous remote replication than EMC and HDS
• 2 times higher random performance than HDS
• 90% and 95% better automatic migration than EMC and HDS respectively,
higher hotspot data access performance, and higher SSD utilization
• 7 times better cache partitioning capability than EMC, instantly effective,
while HDS cache partitioning taking a few hours
• IBM dual-controller architecture: limited scalability, no heterogeneous
storage virtualization, no cache partitioning or data relocation, unable to use
legacy resources, unable to ensure key services' performance, and unable to
balance global disk load
• HP: unable to use legacy resources and ensure key services' performance
23
EMC VMAX vs. HUAWEI OceanStor 18000 Series
Virtual matrix switching architecture,
RapidIO bus interconnection, 160 GB/s
bandwidth, and scalable to 16 controllers
Virtual matrix switching architecture,
PCIe 2.0 bus interconnection, 198 GB/s
bandwidth, and online scalable to 16
controllers
VMAX OceanStor 18000 Series
24
HDS VSP vs. HUAWEI OceanStor 18000 Series
VSP
Cross bar switching architecture: resource sharing,
up to 8 controllers, 1024 GB cache, and 2048 disks
External converter required to support iSCSI and
GE
PCIe 2.0-based Smart Matrix architecture ensuring
high performance
Distributed scale-out for better scalability, up to 16
controllers, 3072 GB cache, and 3216 disks
iSCSI, Fibre Channel, and FCoE supported
OceanStor 18000 Series
25
IBM DS8000 vs. HUAWEI OceanStor 18000 Series
DS8000
Dual-controller midrange computer architecture,
inferior scalability and performance, and time-
consuming failover in the event of a cluster fault
Multi-controller scale-out architecture, on-demand
expansion, and higher performance and better
scalability
OceanStor 18000 Series
26
HP P10000 vs. HUAWEI OceanStor 18000 Series
OceanStor 18000 Series
P10000
PCIe switching plane interconnecting
controllers for load balancing and fully
redundant components preventing single
points of failure
A maximum of 8 controllers, fully
interconnected backplanes connecting
controllers, inflexible and lower scalability, and
possible backplane single points of failure
27
Tactic Product Critical Control Point Disadvantage
Technical
advantage
IBM DS8000
Adopts a dual-controller architecture, inferior to
multi-controller scale-out architecture of the
OceanStor 18000 series
Provides no cache partitions.
Needs an external SVC to implement
heterogeneous virtualization.
DS8000 uses dual controllers and does not
support linear performance increase, which is
supported by the OceanStor 18000 series
scale-out architecture.
A lack of cache partitioning and QoS functions
fails to ensure SLA in a shared storage
environment.
The early versions work with IBM mainframes,
complicating management.
HP P10000
Supports only 8 controllers and lacks behind
the OceanStor 18000 series in maximum
controllers, bud bandwidth, cache, FCoE, SAS
disks, turkey delivery and hex-core CPUs.
Does not support heterogeneous virtualization.
Lacks cache partitioning and QoS functions.
The hardware specifications and scalability
are inferior to the OceanStor 18000 series .
A lack of cache partitioning and QoS functions
fails to ensure SLA in a shared storage
environment.
How to Beat 1 — Technical Advantages over IBM and HP
28
Tactic Product Critical Control Point Technical Advantage
Price
advantage
HDS
VSP
To provide the same-level hardware
specifications, HDS has to use its VSP
series to compete the OceanStor 18000
series. However, HDS VSP sells much
more expensively than the OceanStor
18000 series does.
HDS VSP's motion function
automatically strikes a balance between
performance and capacity.
HDS claims to provide 192 ports, which actually include both host ports
and disks ports. In contrast, the hosts ports of the OceanStor 18000
series alone are 192.
HDS VSP is costly to expand. The price for 4 controllers in initial
purchase is acceptable. However, if customers need to expand it to 8
controllers, the price rises exponentially.
The granularity of storage tiering statistics and migration is 42 MB,
much less precise than 4 MB granularity of the OceanStor 18000
series .
Thin provisioning uses a granularity of 42 MB, resulting in storage space
waste. The granularity of the OceanStor 18000 series is 64 KB by
default.
Management is more complicated than the OceanStor 18000 series .
For example, HDS VSP does not have port groups and single host
mapping process requires over 150 clicks. The same process can be
finished with 10 clicks on the OceanStor 18000 series .
How to Beat 2 — Stressing the High Costs of EMC and HDS
29
Tactic Product Critical Control Point Technical Advantage
Price
advantage
EMC
VMAX
The OceanStor 18000 series outstrips
VMAX10K in maximum controllers,
maximum cache, host ports, number of
CPUs, and maximum disks. The
VMAX20 or later versions, though better
in specifications than VMAX10, costs
more than the OceanStor 18000 series .
VMAX has to work with VPLEX in order
to support heterogeneous storage
virtualization, which is naturally
supported by the OceanStor 18000
series .
EMC VMAX uses two RapidIO switches with a bandwidth of 160 GB/s,
whereas the OceanStor 18000 series adopts standard PCIe switches
delivering a higher bandwidth of 192 GB/s.
The granularity of storage tiering statistics and migration is 7.6 MB, less
precise than 4 MB granularity of OceanStor 18000 series .
How to Beat 2 — Stressing the High Costs of EMC and HDS
Copyright©2013 Huawei Technologies Co., Ltd. All Rights Reserved.
The information in this document may contain predictive statements including, without limitation, statements regarding the future financial and operating results, future product
portfolio, new technology, etc. There are a number of factors that could cause actual results and developments to differ materially from those expressed or implied in the predictive
statements. Therefore, such information is provided for reference purpose only and constitutes neither an offer nor an acceptance. Huawei may change the information at any time
without notice.
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