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  • Elastic Cloud-FusionCube Converged Infrastructure

    Sales Guide

    Issue 01

    Date 2013-04-22

    HUAWEI TECHNOLOGIES CO., LTD.

  • Issue 01 (2013-04-22) Huawei Proprietary and Confidential

    Copyright Huawei Technologies Co., Ltd.

    i

    Copyright Huawei Technologies Co., Ltd. 2013. All rights reserved.

    No part of this document may be reproduced or transmitted in any form or by any means without prior

    written consent of Huawei Technologies Co., Ltd.

    Trademarks and Permissions

    and other Huawei trademarks are trademarks of Huawei Technologies Co., Ltd.

    All other trademarks and trade names mentioned in this document are the property of their respective

    holders.

    Notice

    The purchased products, services and features are stipulated by the contract made between Huawei and

    the customer. All or part of the products, services and features described in this document may not be

    within the purchase scope or the usage scope. Unless otherwise specified in the contract, all statements,

    information, and recommendations in this document are provided "AS IS" without warranties, guarantees or

    representations of any kind, either express or implied.

    The information in this document is subject to change without notice. Every effort has been made in the

    preparation of this document to ensure accuracy of the contents, but all statements, information, and

    recommendations in this document do not constitute a warranty of any kind, express or implied.

    Huawei Technologies Co., Ltd.

    Address: Huawei Industrial Base

    Bantian, Longgang

    Shenzhen 518129

    People's Republic of China

    Website: http://enterprise.huawei.com

    http://enterprise.huawei.com/

  • Elastic Cloud-FusionCube Converged Infrastructure

    Sales Guide Contents

    Issue 01 (2013-04-22) Huawei Proprietary and Confidential

    Copyright Huawei Technologies Co., Ltd.

    ii

    Contents

    1 Overview ......................................................................................................................................... 1

    2 Sales Strategies for Sub-Division Markets and Customer Service Scenarios .................. 2

    2.1 Overall Sales Strategy ................................................................................................................................................... 2

    2.1.1 Data Warehouse Scenario .......................................................................................................................................... 2

    2.1.2 Enterprise Private Cloud Scenario (Enterprise Data Center Infrastructure) .............................................................. 3

    2.2 Configurations for Typical Scenarios ........................................................................................................................... 4

    2.3 Sales Restrictions and Precautions................................................................................................................................ 5

    3 Highlights and Selling Points .................................................................................................... 7

    4 Competitive Analysis ................................................................................................................... 9

    4.1 Competitive Analysis .................................................................................................................................................. 10

    5 Sales Support ............................................................................................................................... 12

    5.1 Documentation ............................................................................................................................................................ 12

    5.2 Technical Support ....................................................................................................................................................... 12

  • Elastic Cloud-FusionCube Converged Infrastructure

    Sales Guide 1 Overview

    Issue 01 (2013-04-22) Huawei Proprietary and Confidential

    Copyright Huawei Technologies Co., Ltd.

    1

    1 Overview Huawei FusionCube Converged Infrastructure is a flagship product of Huawei's IT product

    line. Designed based on an open architecture, the FusionCube integrates blade servers,

    distributed storage devices, and switches into its 12 U subrack and also integrates distributed

    storage, virtualization platform, and cloud management software before delivery. Moreover, it

    supports on-demand resource allocation and scale-out. The FusionCube helps enterprises to

    reduce the service rollout duration from several months to several days. Customers can

    optimize configuration based on service requirements to greatly improve operation efficiency.

  • Elastic Cloud-FusionCube Converged Infrastructure

    Sales Guide

    2 Sales Strategies for Sub-Division Markets and Customer

    Service Scenarios

    Issue 01 (2013-04-22) Huawei Proprietary and Confidential

    Copyright Huawei Technologies Co., Ltd.

    2

    2 Sales Strategies for Sub-Division Markets and Customer Service Scenarios

    2.1 Overall Sales Strategy For the data warehouse service scenarios, refer to the deployment case for the Huawei

    Integrated Financial Services (IFS) project. Meanwhile, you need to seek for other data

    warehouse vendors and independent software vendors (ISVs).

    For enterprise private cloud service scenarios, refer to the deployment cases for Shanghai

    Maritime University, Senegal Government Network, Netherlands Tangla Hotel, Spain

    BME(virtualization service) and Oriental English College (VDI service). For IT hosting

    and carrier requirement scenarios, refer to the deployment case for British Telecom,

    Shanghai branch.

    Focus on core distributors in Chinese and European markets, build sales and delivery

    capabilities of distributors, and provide them with "high touch" customer relationships

    training and technical support for named accounts (NA) and important projects.

    2.1.1 Data Warehouse Scenario

    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

    data warehouse creation, capacity expansion, upgrade, and performance improvement,

    business intelligence (BI), and OLAP report system application required by key

    industries and NAs. Also, customer can use existing database and their applications

    without much modification. Customer needs to have proper DB license either covered by

    Oracle ULA or can acquire license with deep discount from partners. (Huawei will NOT

    provide DB license)Alternatively, you can find partners, such as service integrators (SIs)

    or ISVs. Then filter the obtained opportunities based on the following rules:Projects to

    join:

    An Oracle RAC-based data warehouse (Exadata or midrange computer) has already

    been deployed and needs to be expanded or improved. Customers agree to migrate

    the services in the data warehouse to the x86 platform. In addition, the license of the

    data warehouse can be used freely once purchased.

    Customers have deployed an Oracle RAC-based data warehouse but have not

    deployed the FusionCube. Customers have accepted and want to try the new

    architecture. They acknowledge the performance of the Exadata but are vanquished

    by its high price.

  • Elastic Cloud-FusionCube Converged Infrastructure

    Sales Guide

    2 Sales Strategies for Sub-Division Markets and Customer

    Service Scenarios

    Issue 01 (2013-04-22) Huawei Proprietary and Confidential

    Copyright Huawei Technologies Co., Ltd.

    3

    Customers have already deployed the Sysbase IQ data warehouse and expect to

    reconstruct or upgrade it for improved performance.

    Customers have OLTP+OLAP and want to separate OLAP to independent system

    Customer already has Unix server/PC server + SAN based data warehouse (Oracle,

    Sybase) and looking for replacement (higher capacity, performance, lower cost).

    Customers want to deploy a data warehouse provided by a Chinese vendor.

    Independent hardware and software bids are offered for new construction projects,

    two vendors are allowed to tender the bid collaboratively, or SIs are allowed to tender

    the bid.

    ISVs who are looking for better infrastructure that improves their applications performance such that they can stay to be competitive. Typical ISVs include data

    analytics vendors, BI vendors, etc. We also see request from vendors from media

    industry, oil industry etc.

    2. Projects to avoid:

    Customers offer a bid for integrated hardware and software and disallow

    collaborative tender or SI tender.

    Customers select only one supplier, and Oracle tenders the bid using the Exadata.

    2.1.2 Enterprise Private Cloud Scenario (Enterprise Data Center Infrastructure)

    You can promote the FusionCube in such projects as enterprise private cloud construction and

    enterprise data center infrastructure creation or construction. The following describes the sales

    strategies for server virtualization and virtual VDI scenarios.

    Server Virtualization

    If the customer needs to purchase four or more physical servers for server virtualization and

    does not require using the virtualization software an