Desktop Virtualization with IBM FlashSystem and Atlantis ILIO IBM Business Partner Sales Training Deck

Transcription

1 Desktop Virtualization with IBM FlashSystem and Atlantis ILIO IBM Business Partner Sales Training Deck

2 Atlantis Computing At-a-Glance Atlantis Computing Overview Key Strategic Relationships & Alliances Optimizes storage and performance of virtual environments Successful in Hundreds of mission-critical deployments 100% software Worldwide presence 200+ resellers Industry Recognition and Awards Key value: improved storage ROI, better performance, less risks, automated deployment, HA/DR, ultra-fast provisioning 12 Patent-pending technologies: IO processing (awarded), in line deduplication, compression, clustering, replication, ultra-fast provisioning, In-Memory Storage Strong deployment and operationalization expertise proven in largest implementations in the world 1

3 Why do IBM and Atlantis Computing partner on VDI? IBM and Atlantis Computing are teaming to provide customers with a complete desktop virtualization solution that addresses key VDI pain points The joint solution is an award winning combination that is unmatched by competing offerings Price, Performance Scalability and Manageability The solution exceeds customers demands for Cost Reduction and User Experience which are critical for success of desktop virtualization projects 2

4 Agenda IBM FlashSystem VDI solution Overview Competitive Differentiation How to target customers and sell the joint solution 3

5 The IBM VDI solution Cost and Complexity Lower cost than a physical PC User Experience Faster than PC Deployment Risks Scale & Recovery Ensures lower deployment risk with automation Proven management at scale with HA and Disaster Recovery 4

6 Success Factors for Desktop Virtualization Users Provide better-than-pc user experience IT Organization wants less project risks! Easy to deploy, operationalize, and manage at scale High Availability (HA) and disaster recovery (DR) Chief Financial Officer CAPEX cost lower than a PC Tangible datacenter OPEX costs reduction Lower risk with no hidden costs 5

7 Why is VDI so hard to get right? VDI is a challenging workload for storage VDI requires lot of capacity for images and user data Virtual desktops use a virtualized hard drive that requires underlying storage to be: Consistent What is written is what is read back Available Ability to read/write all the time, any time High Performance Ability to drive IOPS to demanding (hungry) Windows desktops and operations Storage Performance VDI is an 80% write workload with average block size of 4K & imposes RAID penalty Average physical PC has IOPS, VDI session needs lots of IOPS to compete with physical user experience Cost of building traditional storage infrastructure with enough performance outweighs advantages of VDI 6

8 Historical Causes of Persistent VDI Project Failures VDI Cost By Component Source: Attacking the High Cost of Desktop Virtualization (July 2013 Gartner ID: ID:G ) 7

9 IBM FlashSystem and Atlantis Computing = VDI Done Right! Cuts CAPEX and OPEX Costs 20x more users on IBM FlashSystem Better-than-PC User Experience Faster-than-PC boot time < 1 second app launches Near-instant /desktop searches FlashSystem for VDI Virtual Desktops Atlantis ILIO VM Hypervisor Lower project risks Scales to tens of thousands of virtual desktops Consistent better-than-pc performance No hidden storage costs overruns Fast Provisioning and Better Management at scale Automated deployment with HA and DR 8 IBM FlashSystem

10 Benefits of IBM FlashSystem and Atlantis ILIO Challenges Other VDI Products IBM FlashSystem + Atlantis ILIO Cost Per Desktop More Expensive Than a PC $1,000-$2,000 to equal PC performance Cheaper than a PC! Cut CAPEX/OPEX up to 97% User Experience Deployment Time and Risks Management at Scale Slower than a PC with IOPS (PC = IOPS) Complex storage sizing risk Rollout 6 months to years Prone to configuration mistakes Complex to scale Storage and network bottlenecks Faster than a MacBook Air! with up to 5,000 IOPS per desktop Simplified architectures less risk Automated deployment Go live in weeks! Addresses sizing issues Proven scalability Manageable at scale Source: Atlantis Computing testing and analysis 9

11 Cost Benefit (4,000 user Persistent VDI example) Challenges Cost Per Desktop Other VDI Products More Expensive Than a PC $1,000-$2,000 to equal PC performance IBM FlashSystem + Atlantis ILIO VDI Solution Cheaper than a PC! Cut CAPEX/OPEX up to 80% 80% Reduction in Storage Costs $5+ million in Storage Savings Cost Per Desktop under $ Source: Atlantis Computing analysis

12 User Experience Challenges Other VDI Products IBM FlashSystem + Atlantis ILIO User Experience Slower than a PC with IOPS (PC = IOPS) Faster than a MacBook Air! with up to 5,000 IOPS per desktop Boot 2 Minutes / 120 seconds 12 Seconds App Launch 5 Seconds Near Instant Search Usually Disabled due to IOPS 11 Near Instant Source: Atlantis Computing analysis

13 IBM FlashSystem and Atlantis ILIO in a DR Scenario Primary Site Secondary Site Virtual Desktops Virtual Desktops Atlantis ILIO VM Hypervisor Atlantis ILIO VM Hypervisor Servers IBM Storage Replication IBM FlashSystem V840 IBM FlashSystem V840 12

14 IBM FlashSystem with Atlantis ILIO Benchmark Results Benchmark Testing Summary Optimized Virtual Desktop Size 86MB per desktop (99% reduction*) Storage Density Up to 4000 users per 2U of Storage IOPS Per Desktop Disk Performance Recovery Time 382 IOPS (20-40X more than typical VDI deployment) 6x Faster Than a MacBook Air (PassMark) 1 minute 14 seconds 13 Source: Atlantis Computing IIC testing

15 Customer Win Large US Healthcare Provider Healthcare Clinic 20 Clinics in Texas area Half a million patients Business challenges Scale: 3600 concurrent users Design an integrated solution for persistent VDI, stateless VDI and XenApp Avoid storage challenges of desktop virtualization with a future-proof solution Solution: Citrix XenDesktop + IBM PureFlex + IBM FlashSystem and Atlantis ILIO Joint win with IBM and VAR Mark III Systems Designed to provide 100 IOPS per desktop Integrates XenApp to deliver Epic Hyperspace 2012 with XenApp Implemented HA for persistent virtual desktops 14

16 Customer Win - Large Bank Joint Deal One of the 30 largest banks in the US 169 Branches with over 3000 employees across northeast US Business Challenge Client looking to implement more flexible work styles any device anywhere Key Drivers for VDI: Mobility, Flexibility, Security and Win 7 How to cost-effectively move away from business as usual Solution: Citrix XenDesktop + IBM FlashSystem and Atlantis ILIO Joint win with IBM & VAR Saturn Business Systems Competition for Atlantis was business as usual- Add more storage IBM competing with EMC, NetApp, etc for the storage IBM won with FlashSystem 820 and N series: $750K 15

17 Large Bank CAPEX Results 16

18 The IBM VDI solution Cost and Complexity Lower cost than a physical PC User Experience Faster than PC Deployment Risks Scale & Recovery Ensures lower deployment risk with automation Proven management at scale with HA and Disaster Recovery 17

19 IBM FlashSystem + Atlantis ILIO is Superior to the Competition Competitive Products Production density is significantly worse than the business case < 200 per Rack Unit Optimize a small section of the IO path Storage controller utilization rises when optimization is turned on Potential for network bottlenecks Higher latency and network bottlenecks IBM FlashSystem and Atlantis 10X better industry leading production density. Density remains intact even at scale 2,000 per Rack Unit Compression and in-line de-duplication at the source (on the server itself) Cuts the IOPS sent to the storage at the source Frees up IOPS for other workloads Lowest latency and no network bottlenecks + 18

20 IBM FlashSystem and Atlantis ILIO Vs. EMC XtremIO Metric IBM FlashSystem and Atlantis ILIO EMC XtremIO Cost Per Desktop (storage) $ $ ,000 Desktop Performance (Iometer IOPS 1 ) 450, ,000 4 Latency Lowest latency in industry Network latency Datacenter Footprint 2U of Storage for 4,000 Users 5 6U of Storage for 1,000 users Reliability 4 th Generation product. Proven at hundreds of production customers 1 Based on IBM FlashSystem and Atlantis ILIO License for a 2,000 user configuration at a street prices 2 $240,000 street price for X-Brick with 500-1,000 users per Xbrick based on customer provided densities 3 Based on IBM innovation labs testing of 45,209 IOPS per Atlantis ILIO with 10 hosts (100 virtual desktops per host) 4 Tested at customer site during PoC. VDI profile using 80%write/20% read, 4K block size, 80% Random with 1TB test file 5 Configuration with 16 hosts with 125 users and 1 Atlantis ILIO VM per host and IBM FlashSystem st generation product with few paying reference customers Source: Atlantis Computing analysis 19

21 Why is IBM FlashSystem and Atlantis ILIO the Right Choice? Extreme Performance Consistently delivers better application performance in head-to-head testing MicroLatency and Macro Efficiency Scale performance with capacity, without introducing latency Lowest power consumption and high density flash Enterprise Reliability Two-dimensional Flash RAID with patented Variable Stripe RAID Atlantis ILIO Server-Side Optimization Software Eliminates the storage problem at the source Lower cost per desktop with better performance Proven at scale in the largest desktop virtualization deployments in the world Enterprise-class reliability with automated deployment and HA/DR 20

22 How to engage with Atlantis Launch joint account / territory mapping and opportunity sharing IBM FlashSystem rep is focal point for IBM team Engages with Client Executives and CSMs for account execution Works with Storage BP reps on triangulating BPs for co-selling Atlantis reps and SEs provide VDI expertise Leverage IBM Flash Centers of Competency and solution demo and POCs Meet-in-the-channel model Joint sales and technical sales support from both companies Joint IBM/Atlantis Business Partner enablement underway Target BP list being developed across North America, Europe and APAC 21

23 How to engage with Atlantis Protect your House Accounts Position IBM FlashSystem and Atlantis ILIO as best in class solution Position your firm s delivery expertise in deploying solution Launch joint account / territory mapping and opportunity sharing IBM FlashSystem rep is focal point for IBM team Engages with Client Executives and CSMs for account execution Works with Storage BP reps on triangulating BPs for co-selling Atlantis reps and SEs provide VDI expertise Leverage IBM Flash Centers of Competency and solution demo and POCs Meet-in-the-channel model Joint sales and technical sales support from both companies Joint IBM/Atlantis Business Partner enablement underway Target BP list being developed across North America, Europe and APAC 22

24 Expand Wallet Share Within Installed Base Customer with legacy TMS array due for refresh Position VDI use case to upsell size of opportunity Position IBM FlashSystem for mixed use case with Atlantis ILIO optimizing VDI Customer with new IBM FlashSystem Promote utilization of flash for VDI Leverage joint solution to grow Flash footprint within the account Installed XIV or Storwize customer running VDI Move workload to new IBM FlashSystem with Atlantis ILIO Frees up space and IOPS on XIV or Storwize for other workloads 23

25 New Customer acquisition Win against other resellers selling VDI on disk based SAN/NAS array Offer a lower price / seat Improve user satisfaction by delivering better performance than a PC Deliver professional services along with higher margin solution Lower risk and faster time to value Differentiate against other resellers and vendors positioning flash for VDI Enable better storage ROI with mixed work-loads Gain net new leads from IBM and Atlantis Computing on successful execution New customer acquisition while beating the competition 24

26 Resources IBM NA FlashSystem BP reps: Canada: Tom Pavlidis Central: Bill Kiddon East: Chris Gilbert Federal: Ric Halsaver West: Kevin Hall 25

27 Call To Action / Next Steps: Conduct meeting with your Atlantis Channel Sales Director Develop BP specific plan and messaging Secure meeting with the key stakeholders within the BP and present the joint solution Demonstrate how solution will help them achieve 2014 IBM Growth Plan Secure commitment for technical enablement Schedule BP sales and technical enablement (with Atlantis) Schedule Business Planning Discussion BP commits to pipeline growth, metrics, etc BP shares access to X number of house accounts. Typical ask is 8-10 Joint demand generation, events, marketing 26 XI712354USEN-00

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