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<ul><li><p>Elastic Cloud-FusionCube Converged Infrastructure </p><p>Sales Guide </p><p>Issue 01 </p><p>Date 2013-04-22 </p><p>HUAWEI TECHNOLOGIES CO., LTD. </p></li><li><p>Issue 01 (2013-04-22) Huawei Proprietary and Confidential </p><p>Copyright Huawei Technologies Co., Ltd. </p><p>i </p><p>Copyright Huawei Technologies Co., Ltd. 2013. All rights reserved. </p><p>No part of this document may be reproduced or transmitted in any form or by any means without prior </p><p>written consent of Huawei Technologies Co., Ltd. </p><p>Trademarks and Permissions </p><p> and other Huawei trademarks are trademarks of Huawei Technologies Co., Ltd. </p><p>All other trademarks and trade names mentioned in this document are the property of their respective </p><p>holders. </p><p>Notice </p><p>The purchased products, services and features are stipulated by the contract made between Huawei and </p><p>the customer. All or part of the products, services and features described in this document may not be </p><p>within the purchase scope or the usage scope. Unless otherwise specified in the contract, all statements, </p><p>information, and recommendations in this document are provided "AS IS" without warranties, guarantees or </p><p>representations of any kind, either express or implied. </p><p>The information in this document is subject to change without notice. Every effort has been made in the </p><p>preparation of this document to ensure accuracy of the contents, but all statements, information, and </p><p>recommendations in this document do not constitute a warranty of any kind, express or implied. </p><p>Huawei Technologies Co., Ltd. </p><p>Address: Huawei Industrial Base </p><p>Bantian, Longgang </p><p>Shenzhen 518129 </p><p>People's Republic of China </p><p>Website: http://enterprise.huawei.com </p><p>http://enterprise.huawei.com/</p></li><li><p>Elastic Cloud-FusionCube Converged Infrastructure </p><p>Sales Guide Contents </p><p>Issue 01 (2013-04-22) Huawei Proprietary and Confidential </p><p>Copyright Huawei Technologies Co., Ltd. </p><p>ii </p><p>Contents </p><p>1 Overview ......................................................................................................................................... 1 </p><p>2 Sales Strategies for Sub-Division Markets and Customer Service Scenarios .................. 2 </p><p>2.1 Overall Sales Strategy ................................................................................................................................................... 2 </p><p>2.1.1 Data Warehouse Scenario .......................................................................................................................................... 2 </p><p>2.1.2 Enterprise Private Cloud Scenario (Enterprise Data Center Infrastructure) .............................................................. 3 </p><p>2.2 Configurations for Typical Scenarios ........................................................................................................................... 4 </p><p>2.3 Sales Restrictions and Precautions................................................................................................................................ 5 </p><p>3 Highlights and Selling Points .................................................................................................... 7 </p><p>4 Competitive Analysis ................................................................................................................... 9 </p><p>4.1 Competitive Analysis .................................................................................................................................................. 10 </p><p>5 Sales Support ............................................................................................................................... 12 </p><p>5.1 Documentation ............................................................................................................................................................ 12 </p><p>5.2 Technical Support ....................................................................................................................................................... 12 </p></li><li><p>Elastic Cloud-FusionCube Converged Infrastructure </p><p>Sales Guide 1 Overview </p><p>Issue 01 (2013-04-22) Huawei Proprietary and Confidential </p><p>Copyright Huawei Technologies Co., Ltd. </p><p>1 </p><p>1 Overview Huawei FusionCube Converged Infrastructure is a flagship product of Huawei's IT product </p><p>line. Designed based on an open architecture, the FusionCube integrates blade servers, </p><p>distributed storage devices, and switches into its 12 U subrack and also integrates distributed </p><p>storage, virtualization platform, and cloud management software before delivery. Moreover, it </p><p>supports on-demand resource allocation and scale-out. The FusionCube helps enterprises to </p><p>reduce the service rollout duration from several months to several days. Customers can </p><p>optimize configuration based on service requirements to greatly improve operation efficiency. </p></li><li><p>Elastic Cloud-FusionCube Converged Infrastructure </p><p>Sales Guide </p><p>2 Sales Strategies for Sub-Division Markets and Customer </p><p>Service Scenarios </p><p>Issue 01 (2013-04-22) Huawei Proprietary and Confidential </p><p>Copyright Huawei Technologies Co., Ltd. </p><p>2 </p><p>2 Sales Strategies for Sub-Division Markets and Customer Service Scenarios </p><p>2.1 Overall Sales Strategy For the data warehouse service scenarios, refer to the deployment case for the Huawei </p><p>Integrated Financial Services (IFS) project. Meanwhile, you need to seek for other data </p><p>warehouse vendors and independent software vendors (ISVs). </p><p> For enterprise private cloud service scenarios, refer to the deployment cases for Shanghai </p><p>Maritime University, Senegal Government Network, Netherlands Tangla Hotel, Spain </p><p>BME(virtualization service) and Oriental English College (VDI service). For IT hosting </p><p>and carrier requirement scenarios, refer to the deployment case for British Telecom, </p><p>Shanghai branch. </p><p> Focus on core distributors in Chinese and European markets, build sales and delivery </p><p>capabilities of distributors, and provide them with "high touch" customer relationships </p><p>training and technical support for named accounts (NA) and important projects. </p><p>2.1.1 Data Warehouse Scenario </p><p>1. The FusionCube provides only the OLAP infrastructure(hardware), but not data warehouse software and services. You can seek for opportunities from services, such as </p><p>data warehouse creation, capacity expansion, upgrade, and performance improvement, </p><p>business intelligence (BI), and OLAP report system application required by key </p><p>industries and NAs. Also, customer can use existing database and their applications </p><p>without much modification. Customer needs to have proper DB license either covered by </p><p>Oracle ULA or can acquire license with deep discount from partners. (Huawei will NOT </p><p>provide DB license)Alternatively, you can find partners, such as service integrators (SIs) </p><p>or ISVs. Then filter the obtained opportunities based on the following rules:Projects to </p><p>join: </p><p> An Oracle RAC-based data warehouse (Exadata or midrange computer) has already </p><p>been deployed and needs to be expanded or improved. Customers agree to migrate </p><p>the services in the data warehouse to the x86 platform. In addition, the license of the </p><p>data warehouse can be used freely once purchased. </p><p> Customers have deployed an Oracle RAC-based data warehouse but have not </p><p>deployed the FusionCube. Customers have accepted and want to try the new </p><p>architecture. They acknowledge the performance of the Exadata but are vanquished </p><p>by its high price. </p></li><li><p>Elastic Cloud-FusionCube Converged Infrastructure </p><p>Sales Guide </p><p>2 Sales Strategies for Sub-Division Markets and Customer </p><p>Service Scenarios </p><p>Issue 01 (2013-04-22) Huawei Proprietary and Confidential </p><p>Copyright Huawei Technologies Co., Ltd. </p><p>3 </p><p> Customers have already deployed the Sysbase IQ data warehouse and expect to </p><p>reconstruct or upgrade it for improved performance. </p><p> Customers have OLTP+OLAP and want to separate OLAP to independent system </p><p> Customer already has Unix server/PC server + SAN based data warehouse (Oracle, </p><p>Sybase) and looking for replacement (higher capacity, performance, lower cost). </p><p> Customers want to deploy a data warehouse provided by a Chinese vendor. </p><p> Independent hardware and software bids are offered for new construction projects, </p><p>two vendors are allowed to tender the bid collaboratively, or SIs are allowed to tender </p><p>the bid. </p><p> ISVs who are looking for better infrastructure that improves their applications performance such that they can stay to be competitive. Typical ISVs include data </p><p>analytics vendors, BI vendors, etc. We also see request from vendors from media </p><p>industry, oil industry etc. </p><p>2. Projects to avoid: </p><p> Customers offer a bid for integrated hardware and software and disallow </p><p>collaborative tender or SI tender. </p><p> Customers select only one supplier, and Oracle tenders the bid using the Exadata. </p><p>2.1.2 Enterprise Private Cloud Scenario (Enterprise Data Center Infrastructure) </p><p>You can promote the FusionCube in such projects as enterprise private cloud construction and </p><p>enterprise data center infrastructure creation or construction. The following describes the sales </p><p>strategies for server virtualization and virtual VDI scenarios. </p><p>Server Virtualization </p><p>If the customer needs to purchase four or more physical servers for server virtualization and </p><p>does not require using the virtualization software and hardware platform from different </p><p>vendors, you can promote the FusionCube DataCenter Virtualization solution. This solution </p><p>integrates computing, storage, network, and virtualization software. Therefore, you can </p><p>emphasize the simplification and optimization that this solution offers to customers. </p><p>Pay special attention to the following customers: </p><p> Although the customers accept the appliance concept, such as the VBlock, they have not </p><p>settled down for model selection. </p><p> Although the customers are using the VBlock, they are not convinced of its prospect and </p><p>are vanquished by its high price. </p><p> Although the customers are not familiarized with the appliance, they have necessities for </p><p>using an appliance, for example, their small equipment room, complex management, and </p><p>use of virtualization. </p><p>The following product portfolios are recommended: </p><p>1. Preferred portfolio: E9000+FusionStorage+FusionSphere </p><p>2. Secondary portfolio: E9000+IP SAN+FusionSphere (if the customers do not want to use the FusionStorage) </p><p>3. Secondary portfolio: E9000+FusionStorage+third-party virtualization software (if the customers do not want to use the FusionSphere) </p></li><li><p>Elastic Cloud-FusionCube Converged Infrastructure </p><p>Sales Guide </p><p>2 Sales Strategies for Sub-Division Markets and Customer </p><p>Service Scenarios </p><p>Issue 01 (2013-04-22) Huawei Proprietary and Confidential </p><p>Copyright Huawei Technologies Co., Ltd. </p><p>4 </p><p>VDI </p><p>The FusionCube Desktop Cloud solution preferentially applies to the scenario in which about </p><p>300 to 800 VDIs are deployed. </p><p>You can promote the FusionCube Desktop Cloud solution for server virtualization+VDI if the </p><p>customers do not require cross-platform construction. The following product portfolios are </p><p>recommended: </p><p>1. Preferred portfolio: E9000+FusionStorage+FusionSphere </p><p>2. Secondary portfolio: E9000+IP SAN+FusionSphere (if the customers do not want to use the FusionStorage) </p><p>2.2 Configurations for Typical Scenarios </p><p>Data Warehouse </p><p>FusionCube Configuration General Configuration </p><p>A 12 U FusionCube subrack for the data </p><p>warehouse comprises: </p><p> Three half-width two-CPU computing </p><p>nodes: E5-2680/256 GB RAM </p><p> One half-width two-CPU management </p><p>node: E5-2609/64 GB RAM </p><p> Six full-width two-CPU storage nodes: </p><p>E5-2609/64 GB RAM </p><p> 28.8 TB SDD </p><p> Built-in InfiniBand switch modules in </p><p>active/standby mode </p><p> Built-in 10GE switch modules in </p><p>active/standby mode </p><p> FusionStorage </p><p> FusionSphere 3.x cloud computing </p><p>virtualization or management platform </p><p> Server: two to four midrange computers </p><p>or high-end x86 servers </p><p> Data network: two 10GE core switches </p><p> Internal switching: two InfiniBand </p><p>switches </p><p> Storage network: two 8 Gbit/s FC </p><p>storage switches </p><p> Switch: one fiber channel storage area </p><p>network (FC SAN) storage with 72 600 </p><p>GB hard disk drives (HDDs) </p><p> SSD cache: 6 TB SDD cache </p><p> Virtualization: VMware vSphere v5 </p><p>(optional) </p><p> Cloud management: VMware vCenter </p><p>(optional) </p><p> Peer vendors also provide counterparts for this scenario, for example, the Exadata X3 with 1/4 or 1/2 </p><p>subrack configuration. </p><p>Enterprise Private Cloud/Data Center Infrastructure (Server Virtualization+VDI) </p><p>1. The minimum configuration of the FusionCube supports 100 to 300 VMs. </p></li><li><p>Elastic Cloud-FusionCube Converged Infrastructure </p><p>Sales Guide </p><p>2 Sales Strategies for Sub-Division Markets and Customer </p><p>Service Scenarios </p><p>Issue 01 (2013-04-22) Huawei Proprietary and Confidential </p><p>Copyright Huawei Technologies Co., Ltd. </p><p>5 </p><p>FusionCube Configuration General Configuration </p><p>A 12 U FusionCube subrack comprises: </p><p> Four full-width two-CPU computing </p><p>nodes: E5-2640/128 GB RAM </p><p> 10.8 TB available storage space: four </p><p>blades, each providing nine 600 GB SASs </p><p> Built-in 10GE switch modules in </p><p>active/standby mode </p><p> FusionStorage </p><p> FusionSphere 3.x cloud computing </p><p>virtualization or management platform </p><p> Server: four 2 U two-CPU rack servers </p><p> Data network: two 10GE core switches </p><p> Storage network: two 8 Gbit/s FC </p><p>storage switches </p><p> Switch: one FC SAN storage with 12 </p><p>600 GB HDDs </p><p> Virtualization: VMware vSphere </p><p>Enterprise Plus v5.1 </p><p> Cloud management: VMware vCloud </p><p>v5.1 </p><p> Peer vendors also provide counterparts for this scenario, for example, the VBlock SYSTEM 100 </p><p>BX/DX. </p><p>2. The typical configuration of the FusionCube supports 350 to 800 VMs. </p><p>FusionCube Configuration General Configuration </p><p>A 12 U FusionCube subrack comprises: </p><p> Eight full-width two-CPU computing </p><p>nodes: E5-2640/128 GB RAM </p><p> 21.6 TB available storage space: eight </p><p>blades, each providing nine 600 GB SASs </p><p> Built-in 10GE switch modules in </p><p>active/standby mode </p><p> FusionStorage </p><p> FusionSphere 3.x cloud computing </p><p>virtualization or management platform </p><p> Server: eight 2 U two-CPU rack </p><p>servers </p><p> Data network: two 10GE core switches </p><p> Storage network: two 8 Gbit/s FC </p><p>storage switches </p><p> Switch: one FC SAN storage with 24 </p><p>600 GB HDDs </p><p> Virtualization: VMware vSphere </p><p>Enterprise Plus v5.1 </p><p> Cloud management: VMware vCloud </p><p>v5.1 </p><p> Peer vendors also provide counterparts for this scenario, for example, the VBlock SYSTEM 200 </p><p>BASE/MAX. </p><p>2.3 Sales Restrictions and Precautions </p><p>Power Supply in the Equipment Room </p><p>The E9000 server requires four 16 A power supply ports or two 32 A power supply ports to </p><p>ensure reliability. The power of a single subrack ranges from 1405 W to 5414 W based on the </p><p>configuration. However, the power supply in the equipment room may affect the product </p><p>configuration and portfolio for sales. </p></li><li><p>Elastic Cloud-FusionCube Converged Infrastructure </p><p>Sales Guide </p><p>2 Sales Strategies for Sub-Division Markets and Customer </p><p>Service Scenarios </p><p>Issue 01 (2013-04-22) Huawei Proprietary and Confidential </p><p>Copyright Huawei Technologies Co., Ltd. </p><p>6 </p><p>Transportation </p><p>If the ordered specifications contain a cabinet, a large airplane and an automobile with a </p><p>lifting tail gate are required for shipment. When...</p></li></ul>

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