HP Information Management

HP Information Management
New Solutions with
HP and Autonomy Software
Stan Galanski
Director, Channel Sales - Americas
HP SW - Information Management
A Year of Changes and New Direction
• FY12  Initial Merging of two Organizations – HPSW IM &
Autonomy SW
– Product Marketing, Engineering, and Support merged
– Sales and Marketing, and Channels operated independently, with some
collaboration
• FY13  Final Integration Produces a New HPSW IM
– Overlapping, Underperforming Products removed
– New GTM Strategy Defined
– New Solution Offerings Getting Distributed
– Better Alignment with the “Larger HP” (Storage, Software, etc.)
Most Recently - “A Tale of Two Cities”
• The Financial Business
– The Acquisition is investigated
– Serious Account Improprieties, disclosure failures are uncovered
– Large Cash Impairment is charged
– Headwinds in the marketplace anticipated
• The Product (Sales) Business
– New Leadership installed  SVP/GM Robert Youngjohns (former MS Exec.)
– Enhanced Product Integration with HP Storage
– New Sales Tools put in place
– Efforts to integrate HP and Autonomy Operations are accelerated
Key Focus Areas Moving Forward
Define a Clear
Organizational
Plan & Technical
Vision
Investing to
extend
technology
leadership
Leverage
the Greater
HP
Help to solve
problems with cross
divisional and
functional
boundaries
Strive for
Greater
Customer
Experience
Focus on how to
make it easier to
work with HP
Information Management
Organizational Plan
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
The 5 Tech “Pillars” in HPSW Information Management in
FY13?
The Customer
Topics
Understand The
Data !
(IDOL Platforms)
Backup & Archiving
Our Internal
Team Names
POWER
PRESERVE
You !
Aligned by your
core
competency
Compliance,
& Records Mgmt
Discovery
PROTECT
(Archiving & Discovery)
Enterprise Content
Management
Customer
Interaction
Management
PARTICIPATE
PROMOTE
The Core Products Aligned with the Pillars?
The Customer
Topics
Understand The
Data !
(IDOL Platforms)
Backup & Archiving
Our Internal
Team Names
POWER
PRESERVE
Compliance,
& Records Mgmt
Discovery
PROTECT
(Archiving & Discovery)
Enterprise Content
Management
Customer
Interaction
Management
PARTICIPATE
PROMOTE
IDOL,
What are the
core Products
that are aligned
to each Pillar?
Connectors,
KeyView, Image
Server, VideoLogger
Security &
Surveillance,
Enterprise Search
(AES), Softsound,
Broadcast Monitoring,
Explore1, Explore2,
VDagg2, Media
Aggregation Service
(MAS),
DigitalSafe2, Supervisor,
Social Media Gov ,
LiveVault,
Connected,
Data Protector
LegalHold, ACA,
DBA  AIO
A e-Discovery1,2
Medical Archiving
Worksite1,2
WorksiteNT, iManage(IUS),
Scrittura, TRIM,
ControlPoint,
APA
ARM1, ARM2
Cardiff,
TeamSite,
LiveSite1,2,
Optimost, Qfiniti ,
(ICE ES BPO)
Web Content
Management,
Media Bin
Information Management
Technical Vision
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Preserve and Protect GTM
Strategy
“Address the Customer’s DATA MANAGEMENT
Challenges”
• Prohibitive Data Management costs
• Uncontrolled and accelerating Data Sprawl fueled
by infinite retention
• Data is growing more complex and intertwined
• Data has become a common thread across multiple
organizations, business functions and IT systems
• Silo-ed IM initiatives lead to complex, risky, expensive and failed systems
integration requirements that overwhelm increasingly limited IT staff
• Failure to curb data sprawl feeds KTLO spending, curbs IT’s agility, and eventually
inhibits IT’s ability to innovate and drive business transformation
Preserve and Protect GTM
Strategy
“Solve the Customer’s DATA MANAGEMENT
Problems”
• Develop a tight partnership with HP Storage
• Protect HP infrastructure & win on IT transformation
• Position/Deliver Intelligent Data Management Portfolio
• Full integration with IDOL
• Develop and enhance the HP Channel
Big Data
The Data Paradox
Quantity
Cost
Compliance
Complexity
Risk
Total Data
Footprint
Value
Information Footprint
Time
Quantity
(Basic) Data Management – Past/Present
TAPE
+
DISK
Backup
Footprint
Production
Footprint
Time
TIER 1 DISK
HP Data Management - Advanced BUR
Quantity
Reduction in
Data Footprint
New Total
Data
Footprint
Backup Footprint
With Data
Protector &
StoreOnce
DISK
TIER 1 DISK
Time
Typical Data Lifespan
Access Requirements
Transactive
Reporting
Destroy
Compliance
Business Users
Nobody
Information Governance
1
Records, Legal, Compliance
2
3
data retention
period ends
Transactive
stage ends
Time
Quantity
HP Data Management - Archiving
TIER N DISK
TIER 1 DISK
Time
ILM Policies +
Archiving Begins
HP Data Management - BURA  Savings
Quantity
BEFORE
Total Footprint
Reduction Driven by
HP DP and StoreOnce,
and Autonomy
Archiving and StoreAll
AFTER
Time
• Leverages long standing mathematical
principles
• Forms an understanding of all content
– Conceptual and keyword
• Detects patterns and relationships
• Enables automation
– audio/video analysis, sentiment analysis, automatic
hyper linking, 500+ other functions
Understanding meaning is critical to maximizing
value AND efficient data management
HP’s Integrated Data Management Platform
Software Integration
Functional Objectives
Information Analytics
Information Security
Information Management
IT Performance
Hardware Integration
“A unified information platform that provides classification-driven management of all data
(structured & unstructured, records and non records), on premise or in the cloud.”
• Industry’s only fully integrated Information Management platform - for all data – for all functions
• Deep software, hardware and functional integration reduces operational complexity, risk and TCO
• High degree of automation driven by corporate policies drives significant ROI and frees up IT to
focus on driving innovation
Preserve and Protect Portfolio
Deep Software Integration
• Autonomy Consolidated Archive (ACA)
• Application Information Optimization (AIO)
• LiveVault
• Connected
• Data Protector
Deep Hardware Integration
•
•
•
•
•
•
BACKUP and RECOVERY
ARCHIVING
INFORMATION LIFECYCLE MANAGEMENT (ILM)
HIERARCHICAL STORAGE MANAGEMENT (HSM)
RETENTION MANAGEMENT
…
Challenges with Backup and Recovery
Manageability
Reporting
Data Footprint
Ease of Use
High Availability
Provisioning
Multiple Vendor Integration
•
•
•
•
Complex delivery model (domestic and international)
Complexity continues to increase as the company expands.
Large capacity of critical data to be backed up
Multiple vendor equipment that does not work heterogeneously
Benefits of HP Data Protector
Data Centers & Remote Sites
• Improved Backup Reliability
• Proven track record w/ customers (99.96% backup success rate with DP)
• Higher Backup & Restore Performance
• 3x backup & 5x recovery performance as compared to the competition
• Integrated hardware and software delivers highly available solution
• Significant Reduction in Backup Data Footprint
• Unified federated de-dupe from core to edge eliminates need for rehydration
• Steady state footprint of production and back up data
• Centralized Management
• GUI interface for backup, restore & replication management
• One deduplication technology for easy administration of multiple, remote copies
Challenges with Application Data Mgt.
Performance
Backup & Recovery
RTO
Data Footprint
Test / Dev. Instances
High Availability
Retirement
• Databases not designed to hold data forever
• Lack of standardized data management tools for purge and
archive
• Do-It-Yourself (DIY) solutions lack enterprise scalability and
sophistication
• ILM policies not tied to corporate record management policies
Archive = Extraction to Preservation
Find, View & Report
Extract
Dispose
End-to-End Automated, Repeatable Process
• Secure, enterprise-class record extraction
• Ability to fully document process and store in records manager
• Built in scheduler and workflow
• Full audit trail /chain of custody and stored in records manager
• Process extensibility and open integration
• Records validity confirmed by MD5# checksum and stored in records manager
Benefits of HP App. Info.
Optimization
Data Centers & Remote Sites
• Ongoing (Prod. & BU) Data Footprint Reduction Through Purge and Archive
• Supports automated ILM-driven tiering of data, data compression, and
defensible data destruction
• Increases Application Performance
• Addresses performance degradation caused by data growth
• Significant Reduction in Backup and Recovery Times
• Potential 50% faster backup and recovery driven by smaller data footprint
• Application Retirement
• Allows for permanent decommissioning of application infrastructure by
transparent archival of legacy data
• Test and Development Data Sub-setting and Masking
• Enables creation of smaller application data subsets with full support for data
obfuscation as well as time shifting
How HP Archiving Simplifies Backup
Business Application
PRODUCTION
PRODUCTION
Weekly Full
ARCHIVE
Static, Compressed
Recovery
Weekly Full
Recovery
Active
Monthly
Extraction
Monthly
Full
Recovery
Business Application
Backup
Backup
Before
• Backup & Recovery Perf. Issues
• Storage Footprint
Backup
After
• Backup and Recovery Time in significantly reduced
• Storage Footprint is significantly reduced
AIO Data Footprint Reduction
BUSINESS APPLICATION
ACTIVE
PRODUCTION
CLONES / REPLICAS
5 Clones – 50 TB*
Production - 10 TB*
5 Clones – 15 TB*
Production - 3 TB*
BEFORE
PRODUCTION &
CLONES
TOTAL 60TB
STANDARD REPORTING
TOOLS
RETIRED
Records
INACTIVE
Archive
DISPOSED
TRASH
Archive – 1.8 TB*
AFTER
TOTAL – 19.8 TB
67% Reduction
Structured Data Management at HPIT
• 122 business critical
application databases
• 836 unique archive jobs
• 57+ billion rows archived
• 48% reduction in data
footprint
• 37% reduction in
duration of full backup
to tape
• 89% acceleration of
business queries
Leveraging the Greater HP
(HP StoreOnce and Data Protector)
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Data Protection Solutions
Defining data protection for the next era of IT
Deduplication 2.0
Meaning Based
Information Protection
What’s NEW
What’s NEW
• HP StoreOnce B6200 and
StoreOnce Catalyst Software
• HP Data Protector 7 and
Autonomy IDOL Integration
NEW: HP Data Protector 7
Meaning Based Data Protection
HP StoreOnce Federated Deduplication
Deduplicate data at any location within your enterprise for
maximum storage efficiency and recovery performance
Comprehensive Virtual Environment Support
Seamless protection across all physical and virtual environments
Integrated Cloud Backup
Eliminate cost & complexity of traditional offsite backup via the
world’s largest, secure private virtualized cloud at 50+ Petabytes
Autonomy IDOL10 Enabled
Meaning-based context search and recovery of backup data
Enterprise Application Protection
Comprehensive enterprise application support, rapid single item
granular recovery and native HP storage array snapshot support
HP StoreOnce is a Single technology
from SMB to Enterprise
Large Enterprise/HSP
Application Source
& Backup Server
Mid Range Appliance
ROBO Appliance
HP Data Protector
StoreOnce
2500
StoreOnce 41XX
StoreOnce 43XX
StoreOnce B6200
Speed (StoreOnce
Catalyst)
Up to 1.8TB/hr
Coming later in
2012
Coming later in 2012
Coming later in 2012
Up to 100TB/hr
Speed (native)
Up to 1.8TB/hr
Up to 800GB/hr
Up to 1.3TB/hr
Up to 4TB/hr
Up to 40TB/hr
Speed (restore)
Up to 1.8TB/hr
Up to 640GB/hr
Up to 1TB/hr
Up to 3.2TB/hr
Up to 40TB/hr
Logical capacity*
Up to 400 TB
30TB & 60TB
180 TB & 360TB
720TB & 1.4PB
Up to 10.2PB
1.5TB & 3TB
Upgrade from 4.5TB to
9TB
& 9TB to18TB
Scale from 9TB to 36TB
& 18TB to 72TB
Scale from 32TB
out to 512TB
Usable capacity
Up to 20TB
HP StoreOnce with Catalyst
The Catalyst Innovation
StoreOnce
• A software interface allowing
backup application control of dedupe execution and data
movement
Born of HP Labs
50+ patents
The Catalyst Value
• Speed: Processing offload from
StoreOnce appliance
• Flexibility: Dedupe in different
locations and still centralize data
storage
• Simplicity: Management control
from backup software
Decades of engineering
Now StoreOnce with Catalyst
Why IT Executives Choose Autonomy for
Data Protection
What Does it Mean for You?
HP StoreOnce and Data Protector
CIO
Lower Costs
• Reduce IT CAPEX and OPEX
costs
• Gives more than 5 hours back
to
business operations
• Fastest restores to minimize
outage
• Keep up with data growth
with HP’s scale-out
architecture
• Deploy federated
deduplication to maximize
efficiency from edge to data
center and lower costs
Storage
Manager
Improve Backup &
Recovery Times
• Ensure high availability with
the
industry’s only enterpriseclass
backup
• Shrink backup windows – 100
TB/hr backup performance
• Fastest restores to keep
business running – 40 TB/hr
• Fully integrate ROBOs into DR
plan with lights-out backup
implementation
• Reduce the amount of
infrastructure needed—less to
buy and manage
IT Manager
Innovation in IT to
support Biz
Objectives
• Lower admin and management
costs by standardizing on
single
de-dupe technology across
the
enterprise
• Manage from anywhere at any
time with single pane-of-glass
management
• Better manage backed-up data
with tiered storage and data
archiving
• Bring relief to over-burden IT
staff’s with automated and selfservice granular recovery
Key Sales Plays
New Account Acquisition
• Target customers with many
remote sites
• Position DP/Catalyst for remote
sites even if customers are using
third party backup app for DC
• Sell with primary storage
• Compete against EMC DD/Avamar
Existing Install-base Growth
• Enable automated DR
• Meet increasing performance
needs
• Capacity upgrades
Legacy Migration/Cross Sell
• Cross-sell StoreOnce into Data
Protector accounts
• Target older tape library
customers
Assets & Deliverables
• Backup & Recovery Sales guide
• Joint DP/StoreOnce Solution Brief
• Joint StoreOnce/DP Customer
presentation deck
• Joint StoreOnce/DP Technical
decks
• Pain-point sales decks
• StoreOnce/DP Tek Talk
• Automated pre-sale assessment tool
(HP Sizer adviser)
• StoreOnce/DP demo (cust. Viewable)
• Analyst whitepapers (ESG )
• EGI Lab validation report
Selling Global Remote Protection Sol. – Sweet Spot
• Account Profile
– Find accounts
• With many remote sites (hundreds… more the better)
• Where the remote sites are critical and cannot go down for long
• That are cost sensitive
– Target Data Domain and Avamar
• We have the technical advantages and can propose a better solution
– Using Tape at each site
• Huge ROI
• Lower Risk
• Easier to Manage (Centralized)
• Conversation
–
–
–
–
–
–
Which vendors? Local Tape, D2D with Replication or Both?
How are tapes rotated off site? Who does it?
Who manages backup failures at remote sites? HW failures?
Assessment of satisfaction and risk with current approach
What is acceptable downtime at a remote site?
Gather Info for ROI – Number of sites, Number of servers at each site, Type of
libraries, Types of applications, Retention, Network reliability and bandwidth
Why Sell HP Data Protection Solutions w/ Storage?
• Better chance of winning together
– High ROI on DP can help fund the D2D purchase
– All software solution in some areas can sweeten the overall solution
– One Vendor Solution is compelling
• Complete Backup & Archiving solution including Storage is engineered,
supported and procured together for easier, better, more reliable solutions at
lower costs. What other HW and SW solution can boast this?
• StoreOnce
• Zero Downtime Backup/Instant Recovery with XP. EVA, P4000, 3Par (windows
only)
• Storage Essentials
• Account Control
– Backup Targets are more interchangeable than BUR SW.
– BUR relationship traditionally has primarily been with BUR SW vendor.
– Accounts will typically pick HW targets that work with their BUR SW
vendor.
Leveraging the Greater HP
(HP StoreAll
and
Autonomy Consolidated Archiving - ACA)
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Business Challenges
• Explosion of unstructured information
– Massive volume growth: email and beyond
– Complexity of data sources, types and channels
– Changing behaviors: mobile, social media, video
• Increasing risk and costs
– eDisclosure/eDiscovery obligations
– High price of collection, discovery, review
– Legacy systems, ESI garbage piles, PSTs
• No mechanism to understand what you are keeping,
or why.
Why Archive?
• Archiving is a means of gaining control
–
–
–
–
Legal, compliance, IT stakeholders
Manage volumes, delete defensibly
Apply policy, discover, hold
Declare records, ensure compliance
• Traditional benefits:
–
–
–
–
–
User productivity
Reduced operational costs
Litigation readiness
Regulatory compliance
DR and recovery
Market Drivers
ACA and Information Governance
HP ACA and HP StoreAll - Logical Overview
IM
Voice
Email
Files
Database
Information Sources
Scan/Fax
Unstructured
Structured
IDOL Connector
Framework
Set
Compliance
Policy
Manage
Autonomy Consolidated Archive
Understand
Meaning
Classify
Govern
Review
Records
Management
Front Office
Authority
Access, Retain, Dispose
Archive
Long Term Retention, Enterprise Compliance
HP StoreAll
Simplified High Level Reference
Architecture
StoreAll Models Relevant to
ACA/StoreAll Archiving Solution
StoreAll 9320
StoreAll 9730
Performance Storage
Massive Scalability
• Scale-out clustered
appliance can be either
performance or
capacity enhanced
• Supports up to 43.2 TB
with
enterprise
SAS drives or
192 TB with
midline SAS
drives.
• Features incredibly
dense architecture
• Up to 1.68 PB
(raw) per
system
• Customized
for capacity,
affordability,
or dollars
per GB
Key Solution Features & Benefits
Feature
Benefit
Tiering
ACA ‘s data aging/tiering capabilities integrate with HP StoreAll ‘s nondisruptive automated policy-based data tiering, enabling performance and
capacity optimization
Scalability
HP StoreAll’s ability to scale capacity and performance independently
facilitates ACA’s distributed server architecture which scales parallel to
customer data growth
Resiliency
HP StoreAll’s ability to maintain growth, load-balance, add/replace nodes,
and migrate components to new technologies, all without disruption,
provides ACA with the necessary resiliency requirements
Protection
ACA’s “Legal Hold” integrates with HP StoreAll’s Intelligent Data
Management Policies to enforce and automate information governance and
compliance
Performance
HP StoreAll’s small (4KB) block size optimizes performance for all workloads:
Metadata intensive, small/random, large/sequential, and mixed; ensuring
consistent ACA archive/retrieval performance
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Key Solution Features & Benefits
Continued…
Feature
Benefit
Data Services
HP StoreAll’s rich service set enables ACA policy-based tiering, snapshots and
replication of archive data for B&R or DR purposes, and automatic data
rebalancing for optimizing archive performance
Protocols
While HP StoreAll ‘s protocol support includes NFS, CIFS and SMB, NDMP, HTTP,
HTTP/S, WebDAV, FTP and FTP/S; ACA specifically leverages the CIFS and
HTTP/HTTS (for mail journaling) protocols
Mobility
HP StoreAll’s data rebalancer ensures consistent performance levels from
growing ACA archives by distributing data uniformly across new storage nodes
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP Storage & HPSW IM
Data Management Virtual View
Structured and Unstructured Data Applications
Autonomy IDOL
Exchange
SharePoint
…
SQL
File Shares
IM
…
Video/Audio
Tier 1 Storage
HP Data Protector (DP)
HP Autonomy Consolidated Archive (ACA)
ACA Data Mover
DP Media Server
Index
Catalyst,
NAS,VTL
Data
Dedupe
Scalable
Backup
Target
HP StoreOnce and HP StoreEver
NAS,
Object
Data
Retained
ACA
DataStore
HP StoreAll
Strive for
Greater Customer Experience
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Operational Support Efforts
• Combined IM Sales Force in FY13
– Legacy Autonomy + Legacy HPSW IM
• Field Sales Force Collaboration
– BURA Teams Established in Storage
• Accelerated Efforts to Integrate Autonomy Partners
into Partner One
– Expedite Partner’s ability to sell Autonomy Products
– Full Partner One Integration Still TBD
– Develop New Enablement Measures and Roll Out ASAP.
Still a Ways to Go, but “All (HP) Hands are On Deck”
AMS Channels & Alliances Sales Teams
Archie Miller
VP AMERICAS
Participate
VP
Sandeep Joshi
iManage West
Trevor Mathias
Preserve & Protect
South
Steven Walker
South Central
Alex Petsos
Cardiff, TRIM
Blake Foster
West
Kevin Masters
iManage East
Ed Bergstrom
Mid Atlantic
Michael Kalinowski
iManage Central
Rick Hudson
Promote
VP
Seiji Shinozaki
Latin America Channels &
NORAM Distribution
Director
Stan Galanski
West
Hilton Howard
Central & So. America
Alma Franco
East
Allan Scott
Brazil
Amanda Bertucci
U.S. Distribution
Janet Waxman
North East
Matt McCarthy
Canada
Buck Houston
Wayne Harris
Manu Chadha, Rob Sass
Jeff Smith
Federico Grosso
North America Preserve & Protect Regions
Canada
Buck Houston
Alaska
Kevin Masters
WA
ME
MT
ND
MN
Matthew McCarthy
VT
NH
OR
ID
SD
NY
WI
MI
WY
N. CA
NE
NV
PA
IA
OH
UT
IL
CO
KS
OK
AZ
IN
WV
MO
VA
MA
CT
NJ
RI
MD
DC
DE
KY
TN
NC
AR
SC
NM
Michael Kalinowski
GA
MS
TX
AL
LA
FL
Alex Petsos
Hawaii
Janet Waxman – U.S. Distribution(*)
Steven Walker
Pre-Sales Team East – Stephen Aldous
Andy Burns
• Atlanta, GA. Connected Backup / LiveVault
Arthur Palmer
• Boston, MA. Connected Backup / LiveVault
Fabio Comacho
Geoff Rennie
• Bogota, Colombia. Data Protector / DBA
• (Inside Sales) Data Protector
Judy Bisson
• Boston, MA. Connected Backup / LiveVault
Ken Kembry
• Toronto, Canada. Data Protector / ACA
Mark Round
• Ontario, Canada. Connected Backup / LiveVault
Matthew Sanford
Ricardo Valerga
• Atlanta, GA. Connected Backup / LiveVault
• Argentina
Richard Kennedy
• Columbus, OH. Connected Backup / LiveVault
Richard Mancuso
• Montville, NJ. Connected Backup / LiveVault
Rick Peoples
Tim Chasteen
Wendy Reichbach
Yogin Suthar
• Dallas, TX. DBA / TRIM
• Atlanta, GA. DBA / MAS / TRIM / AIO
• (Inside Sales) Deerfield Beach, FL. Connected Backup / LiveVault
• White Plains, NY. MAS / TRIM
Pre-Sales Team West – Brach Rick
Sales Engineer
Location
Hernandez Marquez, Vianey
Mexico City
Boyd, Thomas
San Francisco
Meyer, Holger
Montana
Pierce, Keith DeSantis
Houston
Tiong, Linda
San Francisco
Cummings, Aaron
San Francisco
Martinez, David
Dallas
House, Julie
Seattle
Ignacio, Jan
Los Angeles
Teeter, Darla
Chicago
Thomas, Charles
Chicago
Vanlandingham, Greg
Seattle
ACA
AIO
Connected Data Protector
LiveVault
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
FY13 Mission – BURA BDM Roles and Responsibilities
For FY13, dramatically improve both Partner and Sales Rep Participation.
Establish a cross HPSD/IM message to ensure we are selling Data
Management solutions and not just Back-up & Recovery
• HPSD and Partner Acceleration Plan agreed to by CBM/PBM
• Targeted Area Reseller focus (Value)
• Storage Inside Sales (Volume)
• Additional Participation in Events and Launches with the Full Value Message
• Develop Area Experts/Consultants
• Linkage between HPSD/IM/TS
• Know the major ISVs and their management teams
• Align Resources
• Area Dashboard Ownership & Communication to Set and Measure Expectations
• Rep. Participation
• Partner Participation
• Pipeline and Revenue vs. Targets
FY13 BURA Channel Plan
• Coverage Model
• Inside sales coverage in select Call Centers
• Will drive Awareness and Volume Sales in the region
• Increase Share of Wallet
• Will Carry the US Number
• Solution Management Ownership
• Develop personal relationships with Key Channel Partners in each area
• Managers/Directors will be assigned to identified resellers by
geographical location
• Resellers will have a direct link into the RBU
• HP to have a better insight into Partner business and help drive more deals
• People buy from people
• Field Partner Enablement
• 3x3 Solution Architect (SA)Team Assignments
• Sales Rep. Accountable for Partner(s)
• New Org Partner Solution Architect (SA) Team
• PBM Org Merged
US BURA Team
Michael Berner - BDM Manger
Bill Valley – SA Manager
Northeast Area
Business Dev
North West
Outside Sales
Open – San Jose
Business Dev
North Central
Outside Sales
Cook – St. Louis
West Area
North Central Area
Peter Brennan
South Central
Outside Sales
Open – Dallas
DRC
Inside Sales
Open – Phoenix
Open – Phoenix
DRC
Inside Sales
Open – Chicago
Open – Chicago
South West
Duong –
Central/NoCal
Pontanares SoCal
Chillis – AZ, NV,
UT, CO, NM
West
Walls –West L3
WA
OR
NV
MT
ID
UT
UT
California
AZ
CA
HI
WY
BDM
SA
Solution SA
North Central
Acheson – OH,
Western PA,
IN,KY,WV,MI
Open - Chicago
South Central
Eason - TX, OK,
LA, AR, MS
CO
NM
AK
HI
Ken Dougherty
Joe Febel
South West
Outside Sales
Open – LA
Solution SA
North West
Sigafoos
(archive)
National
Open – Seattle
Business Dev
North East
Outside Sales
Open- Boston
NY VT
NY Metro
Outside Sales
Madden – NY
ND
MN
WI
SD
IA
NE
KS
South East
Outside Sales
Open – Atlanta
MO
MI
PA
IL IN OH
WV
KY
25%
Federal
Outside Sales
Tacy - US
Solution SA
North East
Griffis – NH, ME
Kelly – MA, NY,
CT, RI
ME
ME
MA
RI
CT
Mid Atlantic Area
Ken Dougherty
NY
PA 75% NJ
MD
VA
50%
DE
NYC Metro Area
DC
Tom Haydanek
NYC
NY Metro
Open - NYM
South Central Area
Central
Walls –Central L3
Courtney Pitts
CA
HI
OK
TX
AR
LA
Mid Atlantic
North
Wojke – Eastern
PA, NJ, NYC,
MD, VA, DE
MS
Mid Atlantic
South
Callihan – NC,
VA, SC, GA,TN
Federal
Blaisdell – Fed &
East L3
NJ
Southeast Area
Brian Spivey
NC
TN
AL
GA
SC
FL
Summary
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
 In FY13 the full integration of HPSW IM and Autonomy SW is
being achieved.
 Each part of the HPSW IM Business has a clear and robust
GTM Offering.
 Roadmaps are defined and incorporate the unique
functionality of Meaning-Based Computing, offered by IDOL.
Example  Solutions within the Preserve and Protect Pillars.
 HPSW IM has developed integration points with a whole
range of HP products (Servers and Storage) that now offer
Business Critical Solutions.
 With the incorporation of Autonomy SW products and its
technology, we expect HPSW IM to be successful as a business
in its own right and to make a substantial contribution to the
broader HP business going forward.
Backup Slides
(HP StoreOnce and Data
Protector)
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Agenda
• Data Protection
Challenges
• Introducing HP’s
Data Protection
• Business case review
• Beating EMC
• Sales Plays and
Strategies
• Key Contacts
What’s in it for me?
•
Every customer has data protection challenges
•
HP offers best-in-class solutions for data protection,
way better than EMC
•
Keep EMC out of your account
•
All new pain point sales process facilitates a business
conversation
•
The new B6200 puts us squarely in the data center and
dramatically increases the ASP.
•
Attach HP StoreOnce with Storage and Server sales
•
Whenever you sell primary storage or servers, attach
Data Protector software – it is in your comp plan
Information needs have
fundamentally changed
Explosion of data
Speed
• Exponential growth of
unstructured information
• Consumerization of IT
drives expectations
• New types of data to be
stored and managed
• Business continuity moves
to forefront
• Storage growth is
outpacing IT budget
• Recovery speed as
important as backup
Data Everywhere
• Critical Information
generated and accessed
at ROBO
• Virtual joins Physical
world
Net-Net: Growing IT Burden and Risk Exposure
Increased
Regulations
• Extract value from data
based on meaning
• Escalating regulatory
oversight requirements
• Human Information is
the “needle in haystack”
IT silos still cause major roadblocks
Manual
integration
30%
System-wide
incompatibilities
New IT
Initiatives
70%
On-going IT Operations
Time Spent
Workflow
friction
Organizational
inertia
Traditional Approaches Have Hit the Wall
TAKES TOO LONG
INCOMPLETE DATA
BACK UP
LABOR INTENSIVE
HP StoreOnce Eliminates the Gaps
Deduplication 1.0 Problems:
• Proliferation of point products
and isolated deduplication silos
• Incompatible technologies
HP StoreOnce is Deduplication
2.0
• One “Federated Deduplication”
software engine from HP Labs
• Multiple dedupe/rehydration
cycles
• Deduplicate data
anywhere
• Complex to manage
• Efficiently move data
• Limited scale and performance
• Risk due to lack of high
availability
• Manage centrally
• Scale-out performance and
capacity
• Highly available
A practical comparison of 1.0 and 2.0
approaches
HP StoreOnce
EMC
•
•
•
•
Multiple products to integrate
Dedupe, expand, repeat..
Wasted capacity / bandwidth
Complex and expensive
•
•
•
•
One portable technology from HP Labs
Dedupe one time
Efficient mobility
Superior economics
EMC NetWorker
Backup Servers in the
datacenter or large
ROBO
Avamar B
Application Source
at remote sites
StoreOnce
Application Source
Other data?
or
Data Domain
Target Appliance
B
Backup Servers
StoreOnce
Target
Appliance
Avamar Server
Some data types? Avamar Appliance
at the datacenter
“Rehydration”
Dedupe and Replicate Backup Anywhere
You Need
•
StoreOnce Catalyst Expands Data Reduction
Scenarios
Deduplicate at the application source, backup
server, or target appliance and enable data
movement with no rehydration.
•
Consolidated Backup + Local Recovery with Zero
HW
Remote office data can be deduped and replicated
centrally as well as backed up locally w/o additional
branch hardware
•
Broader Replication Options for 3+ Data Centers
Multi-Site (1:N) Replication and Cascaded
Replication (2 hop) compliment existing highNote: Deduplication 2.0 efficiency is not limited by incompatible backup silos
availability and fan-in (384:1) leadership
StoreOnce Powered Federated Deduplication
Accelerated Data Protection: Dedupe and replicate backup anywhere you need
Application Source
Backup Server
Target Device
NEW
NEW
Data Center
Dedupe system
Application servers
Backup server
Application servers
Dedupe system
Dedupe system
• Dedupe where data is created,
• Shifts deduplication task off of the
• Leverage scale out purpose-built
minimizes data to be transferred
• Eliminates need for extra hardware
at ROBO sites
• Centralized data center class control
of remote information assets
• Business Advantage: Resource /
bandwidth savings in branch,
Centralized management for less
risk
application server
• Offload target appliance from
dedupe processing
• Higher total target appliance
throughput
• Business Advantage: Smaller
backup window increases
productivity, Fast Local Recovery
appliance, e.g. HP B6200 for easy
deployment
• Scale without disruption to
applications or processes
• Multi-location replication maximizes
disaster recovery options
• Business Advantage: Reduce
OpEx and deploy quickly
Federated De-duplication: Business Benefits
Performance
Flexibility
Simplicity
• Reliable data protection
• Meet shrinking backup windows
• Deduplicate anywhere
• Replicate everywhere
• Single deduplication engine
• Centralized management
The Deduplication Advantage Shifts to HP
• HP StoreOnce delivers better performance at a better value
• With Catalyst and Data Protector, HP has leapfrogged EMC
functionality
• HP has an open SDK for any other ISV to leverage
Application
Source
Backup Server
Target
StoreOnce + Data Protector
√
√
√
EMC Avamar
√
—
—
EMC Data Domain and Symantec
—
√
√
√
√
Dedupe location
EMC Data Domain and
NetWorker
Limited
(certain apps / no
ROBO)
Unified Federated Deduplication
Regional Data Center & Distribution Centers
Local backup to HP StoreOnce Backup System
Deduped object copy (LBR)
WAN
Stores
Local backup to HP Data Protector software store
Central data center
HP StoreOnce B6200 Backup System
–Maximize IT resources with single-console management
–Reduce complexity with a single agent for both client and server dedupe
Customer doesn’t require local recovery
–Speed restore times by replicating deduplicated data without rehydrating
Backup Slides
(Autonomy Consolidate Archive)
© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Introduction to Autonomy IM
A software division of HP, leveraging world-class resources
Founded in 1996 by world-leading researchers from Cambridge University
Became one of the fastest growing, highest margin software business in history
Acquired by HP October, 2011
Core IDOL technology – 170 patents, 1000+ file types, 500+ functions, 400+ repositories,
150 languages
Leader in:
Key stats:
Unstructured or human
information processing
65,000+ Customers
Cloud signings growing at +41%
50 PB of diverse human data
Over 400 IDOL OEM license
10 out of top 10 global banks
19 out of Financial Times top 25
10 out of top 10 global law firms
Powering over 20,000 web sites,
Including 9 of the 10 top brands
R&D spend on IM: $200m
• Text
• Audio
• Video
Cloud Computing
Big Data and Analytics
Data Protection
Marketing Optimization
Product Suite
Benefit
Autonomy
Difference
Meaning Based Governance
eDiscovery
Compliance
and Records
Legal Hold
Investigator & ECA
Introspect
eDiscovery
Services
• Stratify Review
• eVantage
• ControlPoint
• Supervisor
• Interaction Control
Element (ICE)
• Social Media
Governance
• Records Manager
Solutions
Products
Platform
•
•
•
•
Content Management
•
•
•
•
WorkSite
TeamSite
MediaBin
Document
Generator
• Scrittura
Legal
•
•
•
•
•
WorkSite
Universal Search
Express Search
Workflow Manager
Conflicts Manager
Autonomy Intelligent Data Operating Layer (IDOL)
Archiving
and Backup
• Consolidated
Archive
• Connected
• Data Protector
• LiveVault
• DBA
• Vertica
Autonomy Information Governance:
Policy-driven management of electronically stored
information (ESI), including consolidated archiving,
surveillance, supervision, records management and
legal hold
Autonomy End-to-End eDiscovery:
Legally defensible processes and capabilities,
including ECA, legal hold, analytics, EDD, review
and production
Processing
Preservation
Information
Management
Identification
Review
Volume
Collection
Analysis
Electronic Discovery Reference Model
Autonomy was a key driver in the EDRM Project which developed and launched an XML
standard to facilitate the industry-wide transfer of ESI from one application to another.
Autonomy is the first vendor in the market with the ability to fully support each phase of the
EDRM.
Production
Presentation
Relevance
Creation
Understanding your Requirements
Governance
Mobile
Cloud
Less than 5% of enterprises really have
an enterprise wide IG program.
88% of the fortune 500 are testing or
deploying the iPhone at scale.
Through 2012, IT orgs will spend more
on private clouds than public
Through 2013, at least 30% of
enterprises will include data governance
and integration requirements as part of
their strategies
75% of CIOs are exploring thinner
architectures as a way to support a
wider range of endpoint devices
77% of FS CIOs plan to have more than
50% of transactions take place on cloud
infrastructure in the next 9 years; 73%
on SaaS apps
Big Data
Volume is not the problem; the real
problem is the inability to analyze it
properly.
Organizations that put new information
types and sources into a coherent IM
infrastructure will outperform industry
peers by 20% by 2015
Social Media
58% of organizations use social media
channels, 21% plan to; however, they
are not prepared for the change it will
bring. Only 12% consider themselves
effective social media users
Traditional Architecture
Manual
Hold
Enterprise
Search
Archive
Autonomy Meaning Based Governance
What Does Autonomy IDOL Do?
Autonomy IDOL (Intelligent Data Operating Layer) provides the platform
for all Autonomy solutions.
IDOL has the ability to:
• Ingest and understand all content (structured
and unstructured) from any open system
• Store a conceptual understanding, derive
meaning, and create conceptual relationships
• Create a new class of meaning based
applications which go beyond legacy keyword
and Boolean applications
• Automate processes that could not be
automated previously
ACA – Massively Scalable
• Consolidated Archive
−
−
−
−
−
•
Single solution platform
Archive and search for any data type
Unstructured and structured
Support for 150 languages
Flexible deployment
− Cloud, on premise, hybrid, appliance
Storage Optimization
− Advanced deduplication
− Retention management
ACA - A Governance Platform
• The Only Governance Ready Archiving Platform
− Meaning-based searching
− End-to-End eDiscovery
− Advanced analytics
− Records management
− Supervision
− Social media
Meaning-Based Governance
Audio
Files
Social
SharePoint
Email
Video
IM
Archiving = Gain control, manage cost
Autonomy Archiving
Understand Meaning – Govern Information
Rich user
search
Automatic records
classification
Advanced discovery &
investigations
Supervision
Surveillance
ACA : Next Generation User Experience
• No Stubs, No plug-in!
• BPOS/O365, Gmail, Notes
• Rich User search experience
- Mail client integration
- Folder support
• Anywhere access
- Offline synch
- Mobility support
Rich user
search
Automatic records
classification
Advanced discovery &
investigations
Supervision
Surveillance
ACA: Advanced Classification
• Full Boolean and rules support
- Metadata and document type
• User-Driven tagging support
- Folder declare
• Meaning-Based Classification
- Concept-based, context aware
- Real-time self learning
- Document training
•
Rich user search
Meaning-based
classification
Advanced discovery &
investigations
Supervision
Surveillance
Advanced ECA, Legal Hold, Review and Production
• Legal Hold
- Case Management
- Preservation and Collection on the Archive
• ECA, Review, and Production
- Concept and traditional keyword
- Communication Analytics
- Computer Assisted Review
- Full Production
- Tiff, Redact, OCR, Bates Numbering, Loadfile Creation
Rich user search
Meaning-based
classification
Advanced discovery &
investigations
Supervision
Surveillance
Autonomy Consolidated Archive Technical Architecture