converged infrastructure needs and vendor performance, a management insight technologies’ report,...

Converged Infrastructure Needs and

Vendor Performance

Understanding evolving needs of IT infrastructure decision-makers from enterprise organizations in the converged infrastructure market and how CI vendors are meeting those needs

December 2013

Management Insight Technologies

Converged Infrastructure Needs & Vendor Performance

© 2013 Management Insight Technologies

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Table of Contents Executive Summary ....................................................................................................................................... 3

Research Methodology ................................................................................................................................. 3

Definition of Converged Infrastructure ........................................................................................................ 3

Triggers for Deploying Converged Infrastructure ......................................................................................... 4

Legacy Infrastructure Compatibility Drives Vendor Selection ...................................................................... 5

CI Poised for Expansion, Upgrades and Wider Scope ................................................................................... 6

CI Implementation Drivers & Vendors Deployed .......................................................................................... 7

Perceived Competitive Positioning of CI Vendors ........................................................................................ 8

About HP Converged Infrastructure Solutions ........................................................................................... 12

About Management Insight Technologies .................................................................................................. 12



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Executive Summary

Reducing costs, building a foundation for the cloud and increasing agility are among the top objectives

that Converged Infrastructure is being deployed to address.

Six of seven organizations that have adopted CI plan to expand or upgrade their CI solutions in the next 12

months.

System functionality and flexibility to meet needs are the top 2 most important brand selection attributes

when IT decision-makers are considering CI vendors.

In perceived performance ratings of CI vendors by IT decision-makers, HP rates higher than other vendors

on most metrics.

Research Methodology Management Insight Technologies, an independent market research company commissioned by HP, conducted

interviews via an online survey instrument of IT decision-makers who have system-wide authority for technology

solutions. By intended design of the survey respondent requirements, 73% had implemented Converged

Infrastructure (CI) solutions in the past 24 months, and 27% intended to use CI in the next 12 months. The total

respondent base was 476: USA (207), UK (104) and China (165). All respondents were from enterprise

organizations as defined by 1,000+ employees in the USA and 500+ in UK and China. Interviews were completed in

August 2013.

Definition of Converged Infrastructure

Throughout the survey, respondents were asked to use the following definition for Converged Infrastructure:



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Triggers for Deploying Converged Infrastructure CI is being used most frequently to meet such business objectives as reducing capital expenses and increasing

agility. When it comes to IT objectives, lowering TCO and building a foundation for the Cloud are the most

frequent uses for CI. (See figures 1 and 2).

For which of these needs or objectives are you using converged infrastructure?

Figure 1: % Using CI for Business Objectives

85%

85%

83%

80%

79%

78%

Reduce capital expenses

Increase agility

Improve operational efficiencies

Reduce operating expenses

Improve employee productivity

Improve customer experience

91%

90%

82%

82%

82%

80%

Lower TCO

Build foundation for the Cloud

Reduce IT operational costs

Improve IT utilization

Create a flexible IT foundation

Improve quality of service

Figure 2: % Using CI for IT Objectives



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Legacy Infrastructure Compatibility Drives Vendor Selection

Compatibility with existing infrastructure and system functionality are the highest impact drivers among

IT decision-makers when they are selecting a vendor for CI solutions. Service and support, providing a foundation

for cloud computing and other factors are considered “price of entry” capabilities for prospective CI vendors

among IT decision-makers. (See figure 3).

We would like you to tell us how important these items are to your organization in selecting a primary vendor

of converged infrastructure solutions.

Figure 3: Vendor Decision Drivers



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Total

CI Users 73%

Total

CI Intenders 27%

CI Poised for Expansion, Upgrades and Wider Scope Most organizations that have adopted CI plan to upgrade or expand their CI solution. Among organizations already

deploying CI, six of seven are considering expansion or upgrade in the next 12 months. (See figure 4).

Based on the definition of converged infrastructure we have provided, which of the following best describes your organization’s approach to converged infrastructure?

Figure 4: Status of CI

The scope of CI utilization within organizations is expected to increase in 12 months, from mostly national or

site-specific to more international or enterprise-wide deployment. (See figure 5).

To what degree is converged infrastructure (CI) deployed across your organization?

To what degree do you intend to deploy converged infrastructure (CI) across your organization within the next

12 months?

Figure 5: Degree of CI Deployment – Today vs. Expected

16% 28%

3%

6% 17%

34%

48%

25%

15% 6%

CI deployment today

Expected CI deployment in

next 12 months

Don't know

Single site/location

Several sites/locations, within one country

Several sites/locations across countries

Specific LOBs

Enterprise-wide

10%

63%

27%

Adopted CI solutions in past 24 months, not considering upgrading or expanding

these solutions in next 12 months

Implemented CI solutions, are considering upgrading and/or expanding these

solutions in next 12 months

Considering first-time adoption of converged infrastructure solutions in next

12 months



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HP IBM Cisco

Improve operational efficiencies

Reduce operating expenses

Improve customer experience

Drive growth

Improve employee productivity

Reduce capital expenses

Increase agility

Integrate acquired, merged assets

Green, energy-saving initiatives

Regulatory or industry compliance

Vendor Usage*

Higher than avg.

usage of brand

Average usage of

brand

Lower than avg. usage

of brand

CI Implementation Drivers & Vendors Deployed Top business objectives driving CI implementations are improving operational efficiencies, reducing operating

expenses and improving customer experiences. Vendor deployment rates vary based on the objectives. HP is

deployed on a higher-than-average rate, for instance, when the organization is deploying CI to improve customer

experiences or reduce capital expenses. (See figure 6).

Which of the following are important needs or objectives driving your organization’s overall business [AND]

which vendor(s) is your organization using [or considering] to provide converged infrastructure solutions?

Figure 6: Implementation Drivers & Vendors Deployed to Meet Objectives

*Vendor usage = use of brand among those who say objective is important, as compared to total use of that brand.

Biz

Ob

ject

ive

Imp

ort

ance

Biz

Ob

ject

ive

Imp

ort

ance



8

HP IBM Cisco

System functionality

Flexible solutions to meet our needs

Service and support

Compatibility with existing infrastructure

Solutions suited to enterprises

Support of virtualization

Ease of use

Overall system cost

Foundation for cloud computing

Integrated management of overall system

Comprehensive inventory of sys components

Best-of-breed components

Positive history with vendor

Recognized leadership in CI

Vendor Usage

Perceived Competitive Positioning of CI Vendors Based on CI vendor ratings by IT decision-makers, HP is perceived as ahead of the overall competition on the four

most important CI brand selection attributes. (See figure 7).

Please rate [the vendor] using a scale of 1 to 9, where 9 means that you “strongly agree that this attribute

applies to [the vendor] and 1 means that you “strongly disagree that this attribute applies to [the vendor].

Figure 7: Competitive Vendor Positioning (1 of 4)

Biz

Ob

ject

ive

Imp

ort

ance

Higher than avg.

across brandsAverage across brand

Lower than avg.

across brands

Att

rib

ute

Imp

ort

ance



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As part of the research analysis, the CI brand selection attributes were grouped into overall categories. Data maps

using the categories were developed, and the vendor ratings by the IT decision-makers were plotted within the

maps. Figure 8 shows the following overall category:

*Technical Leadership: Best-of-breed components; Foundation for cloud computing; Recognized

leadership in CI

This map shows how the top CI vendors are perceived by the market on Technical Leadership. The size of each

sphere represents the proportion of organizations that view a brand as their primary CI vendor. CI customers

perceive HP as slightly superior to Cisco on Technical Leadership.


HP

Cisco

IBM

Low High Technical Leadership



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Figure 9 shows the following two overall categories:

*Seamless Usage: Ease of use; Service and support; integrated management of overall system; System

functionality

*Experience with Vendor: Positive history with vendor

This map shows how the top CI vendors are perceived by the market on Seamless Usage and Positive History with

Vendor. The size of each sphere represents the proportion of organizations that view a brand as their primary CI

vendor. HP is seen as the market leader on Positive History with Vendor and Seamless Usage.


HP

Cisco

IBM

Seamless Usage

Po

siti

ve H

isto

ry w

ith

Ven

do

r



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Figure 10 shows the following two overall categories:

*CI Enterprise Solutions: Solutions suited to enterprises; Comprehensive inventory of system

components; Flexible solutions to meet our needs

*Overall System Cost: Overall system cost

This map shows how the top CI vendors are perceived by the market on CI Enterprise Solutions and Low Overall

System Cost. The size of each sphere represents the proportion of organizations that view a brand as their primary

CI vendor. HP is perceived as providing relatively lower overall system costs across the enterprise.


HP

Cisco

IBM

(Lo

w)

Ove

rall

Syst

em

Co

st

CI Enterprise Solutions



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About HP Converged Infrastructure Solutions For more information about HP Converged Infrastructure Solutions, go to www.hp.com/go/ci.

About Management Insight Technologies

Established in 1993, Management Insight is a full-service market research consulting firm dedicated to helping

technology companies find answers and insights that lead to superior business performance.

http://www.hp.com/go/ci

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