Hitachi Data Discovery for Microsoft SharePoint Solution

Transcription

1 Hitachi Data Discovery for Microsoft SharePoint Solution Infrastructure Optimization, Search and Content Discovery, Compliance and Litigation Management

2 Table of Contents Executive Summary 3 Hitachi File and Content Services Strategy for Microsoft SharePoint 4 Hitachi Data Systems Solutions for Microsoft SharePoint 6 SharePoint Infrastructure Optimization 6 Search and Content Discovery 7 Compliance and Litigation Management 8 Solution Components 9 Identify the Right Architecture for the Organization 10 Sales Qualification 12 Identifying Opportunities 12 Qualifying Customer Challenges 13 Key Value Propositions 14 Beat the Competition 15 Demonstrations to Win 16 Partner Activation day Plan for Sales Success 17 Sales 17 Marketing 17 Training 17 Administration 17 Quote and Configure 18 Channel and Sales Support 21 Opportunity Registration 22 File and Content Partner Incentive Programs 22 Marketing 23 Sales Tool Kits 23 Demand Generation 23 Development Activities 23 Training 23 Sales and Pre-Sales 24 Implementation Training 24 Services 25 Additional Information 26 PartnerXchange 26 Hitachi Data Systems and Microsoft Relationship 27 2

3 Executive Summary The purpose of this Partner Playbook, titled Hitachi Data Discovery for Microsoft SharePoint Solution, is to help Hitachi Data Systems partners to: Identify file and content opportunities within existing Microsoft SharePoint customers Articulate the value of a file and content solution when positioned with Microsoft SharePoint Understand the market opportunity as well as solution sets that exist with SharePoint, and with file and content services from Hitachi Data Systems Identify the appropriate training and certification requirements to sell and implement a file and content solution for SharePoint Understand the competitors within this space and to be able to clearly differentiate the combined Microsoft and Hitachi Data Systems solution Know where to find appropriate technical, sales and marketing resources required to sell a file and content solution Understand the partner incentive programs that exist for file and content services Understand where to locate relevant information that is pertinent to help sell a file and content solution 3

4 RECOMMENDED READING Hitachi Content Platform: p/component/download/start/ra w/21478 Hitachi NAS Platform Software Datasheet: p/component/download/start/ra w/83505 Hitachi NAS Platform Hardware Datasheets: p/component/download/start/ra w/ p/component/download/start/ra w/17783 Hitachi File and Content Services Strategy for Microsoft SharePoint Microsoft SharePoint has become a pervasive technology platform for most organizations. This is partly due to the success that Microsoft has had in positioning and marketing SharePoint, but also due to the seamless integration with Microsoft Office applications, making it a logical solution for organizations for content management. We have seen phenomenal uptake of Microsoft SharePoint in organizations globally. In 2004 Microsoft SharePoint generated US$14 million in sales, and in 2008 this figure exceeded the US$1 billion mark. Microsoft SharePoint is expected to achieve 25% annual growth over the next four years, making this one of the fastest growth products for Microsoft. One of the largest contributing factors in the uptake of content management solutions such as Microsoft SharePoint is the exponential growth in unstructured content that is being generated as part of daily business operations (see Figure 1). This unstructured content growth includes documents from such applications as Microsoft Word, Microsoft Excel and Microsoft PowerPoint as well content such as image and multimedia files. Unstructured content currently accounts for 80% of corporate data and is compounding annually at a rate of 79% 1. This figure is significantly higher than database and data (see Figure 1). Figure 1. Total Archive Capacity (Petabytes) by Content Type 2 Hitachi Data Discovery Suite for Microsoft SharePoint: p/component/download/start/ra w/83683 Microsoft SharePoint aims to address some of the challenges faced by organizations with a growing amount of unstructured content. Some of the key benefits of a Microsoft SharePoint solution are: Improve the management of corporate documents Facilitate collaboration among groups and teams to improve productivity Streamline document-centric workflow processes within an organization Provide security of information Provide a framework to build information management solutions (e.g. intranet, Internet, extranet, blogs, wiki s, etc ) 1 ESG Lab Validation Report Hitachi Data Discovery Suite (2009) 2 ESG Lab Validation Report Hitachi Data Discovery Suite (2009) ibid. Another intrinsic 4

5 feature of Microsoft SharePoint is its ease of use. It empowers business users to create, manage and share information easily, within a well-defined knowledge framework called a site. Although SharePoint provides the ability for business users to easily create content and sites within SharePoint, this can lend itself to its own challenges. For example, as more and more content is added to SharePoint it increases the amount of content stored in the Microsoft SQL Server database. If left unchecked this can lead to: Performance bottlenecks on the SharePoint application servers Longer backup and restore times Inefficient usage of Tier 1 storage for infrequently accessed content Difficulty in leveraging the large volumes of information As more and more content is added to SharePoint it becomes difficult to identify relevant information quickly. It has been determined that on average business users spend 25% of their time searching for appropriate information during a normal business day. Research shows that this can result in up to 10% in salary expenses looking for relevant information. Risks associated with inefficient information management As more and more information is added to SharePoint it becomes increasingly important to ensure that the information is timely, accurate and cannot be disputed for compliance purposes. This becomes a challenge in loosely implemented SharePoint solutions where there are no policies or procedures in place to ensure information integrity. To address these challenges Hitachi Data Systems (HDS) has launched several technology solutions to assist SharePoint customers. These solutions form part of the overall file and content solution strategy and will be discussed in the following sections. 5

6 Hitachi Data Systems Solutions for Microsoft SharePoint Hitachi Data Systems can address many of the challenges that can result in an unchecked SharePoint environment. The following sections discuss the various solution benefits that can be provided for SharePoint environments using Hitachi file and content solutions. SharePoint Infrastructure Optimization Using Hitachi Data Discovery for Microsoft SharePoint, organizations can optimize the performance of their SharePoint infrastructure. The optimization process can be achieved by relieving the data loads on the SQL Servers, potentially reducing the SQL Server footprint. Figure 2 represents the mechanism of archiving content through to Hitachi NAS Platform, powered by BlueArc, and Hitachi Content Platform. Users can select individual files or a group of files in a folder and select the target storage device for archiving; this can be Hitachi Content Platform or Hitachi NAS Platform storage solutions. The appropriate migration and retention policies are applied based on the action schedules. Content from SharePoint can be scheduled or manually migrated to storage, leaving a stub in SQL server to the actual file residing in storage. This results in the following benefits: Only metadata is stored in SQL Server, resulting in a smaller database size. A smaller SQL Server database size means minimizing the SQL Server footprint and the overall total cost of ownership (TCO) of a Microsoft SharePoint solution. The number of SQL Servers is reduced. Management of clustered SQL environments is reduced. The backup window of SQL Server is reduced, saving costs. Content on Hitachi Content Platform does not need to be backed up. Backup is easier with Hitachi NAS Platform than with SQL Server (file systems are optimized for backup). Recovery times of the SharePoint environment are improved. Overall performance and scalability of the SharePoint environment are improved. Figure 2. SharePoint Architecture with Hitachi NAS Platform and Hitachi Content Platform 6

7 Search and Content Discovery Hitachi Data Discovery for Microsoft SharePoint provides SharePoint users with advanced search capabilities (full-test searching) to search data stored in Hitachi Content Platform. Additionally, SharePoint users can set retention, shredding and litigation hold/release to search results (see Figure 3). Figure 3. Hitachi Data Discovery for Microsoft SharePoint Organizations typically purchase digital archival solutions in silos based on application requirements (e.g. document management, imaging, web applications). This creates a multiple silo approach to content management, making it very difficult to search across these various content repositories. This can result in very expensive integration efforts to create adaptors into these various content repositories for federated search. With a Hitachi Data Systems approach to content archival it becomes easier to conductstructured and advanced searches that include non- SharePoint data stored in Hitachi Content Platform. 7

8 Compliance and Litigation Management Hitachi Data Discovery for Microsoft SharePoint provides end users with the ability to manage the lifecycle of content placed in the storage repository (Hitachi NAS Platform or Hitachi Content Platform). Hitachi Data Discovery for Microsoft SharePoint integrates with existing SharePoint workflows to achieve corporate compliance by applying: Retention schedules, which identify periods of time to retain corporate information (see Figure 4) Litigation holds/release, which suspend or release the document from document destruction Digital shredding, which deletes documents from the repository after a scheduled retention period In addition to applying litigation processes to content, administrators can also guarantee the security, authenticity and immutability of content residing in the Hitachi Content Platform. This provides a framework to ensure compliance to corporate information management practices, thus reducing the overall risks to the organization. The retention and disposition capabilities of Hitachi Data Discovery for Microsoft SharePoint can be leveraged to supporting corporate and government specified records-keeping policies, such as: Sarbanes-Oxley Health Insurance Portability and Accountability Act (HIPAA) regulations U.S. Department of Defense Victorian Electronic Records Strategy (VERS) (Pubic Record Office, Victoria, Australia) Model Requirements for the Management of Electronic Records (MoReq) (Europe) Figure 4. Retention and Disposition Capabilities with Hitachi Data Discovery for Microsoft SharePoint 8

9 Solution Components There are three main benefits for a Hitachi Data Discovery for Microsoft SharePoint Solution: SharePoint infrastructure optimization Search and discovery capabilities Compliance and litigation management The underlying solution components that can provide these benefits are: Hitachi Data Discovery for Microsoft SharePoint Hitachi Data Discovery for Microsoft SharePoint is a software connector to tier data from SharePoint s SQL Server into Hitachi Content Platform or Hitachi NAS Platform Hitachi Data Discovery for Microsoft SharePoint offers improvements in scalability, performance and backup of SharePoint environments and provides the following capabilities: Frees up resources via policy-based migration of data to Hitachi Content Platform or Hitachi NAS Platform Conducts structured and advanced searches that include non-sharepoint data stored in Hitachi Content Platform Enforces retention policies on critical business documents Hitachi Content Platform Hitachi Content Platform is a content-addressable active archive solution that provides long-term storage of fixed content. It provides: Content immutability ( write once, read many or WORM) capabilities; ensures content cannot be changed Content retention capabilities at the storage layer Encrypts data against unauthorized access De-duplication capabilities Replication services for disaster recovery A highly scalable architecture that can scale to 40PB Content search capabilities with embedded Hitachi Data Discovery Suite (HDDS) Hitachi NAS Platform Hitachi High-performance NAS Platform provides a highly scalable clustered storage environment that can deliver 200,000 IOs/sec and up to 1,600MB/sec per node for sequential workloads. It provides: Intelligent file tiering capabilities using policy-based Hierarchical Storage Management between Hitachi High-performance NAS Platform and Hitachi Content Platform Data scalability up to 16PB for Hitachi High-performance NAS 3200 Platform / 8PB for Hitachi NAS 3090 Platform Integration with Hitachi Data Discovery Suite for full content search and policy-based file tiering 9

10 Additional Components Additional components may be required depending on the architectural design of the Hitachi Content Platform and Hitachi NAS platform. For example, Hitachi Content Platform can be designed to run on a redundant array of independent nodes (RAIN) or a SAN-attached array of independent nodes (SAIN). With the SAIN configuration, there is a requirement for an underlying storage platform, which can be a Hitachi Adaptable Modular Storage 2000 family system or a Hitachi Universal Storage Platform V or VM (with virtualized storage on the back end) Hitachi Data Discovery Suite is required to conduct search for content on Hitachi Content Platform. Identify the Right Architecture for the Organization Three solution combinations address varied needs of organizations with SharePoint environments (see Table 1). Below, each solution s suitability is matched with organization needs. Hitachi Data Discovery for Microsoft SharePoint and Hitachi Content Platform The Hitachi Data Discovery for Microsoft SharePoint and Hitachi Content Platform solution is suitable for organizations that: Have performance issues associated with their SharePoint infrastructure Would like to leverage corporate-wide information by supporting advanced and structured search 3 Require the archive and scalability of Hitachi Content Platform (up to 40PB) Require the compliance capabilities available natively in Hitachi Content Platform for litigation management Retention or disposition capabilities Duplicate content detection Nonrepudiation capabilities For more information on architecting a Hitachi Data Discovery for Microsoft SharePoint and Hitachi Content Platform Solution please visit: (requires login to PartnerXchange). Hitachi Data Discovery for Microsoft SharePoint and Hitachi NAS Platform The Hitachi Data Discovery for Microsoft SharePoint and Hitachi NAS Platform solution is suitable for organizations that: Already have a Hitachi NAS Platform deployment Require the performance and scalability of a Hitachi NAS Platform solution for the storage of frequently accessed SharePoint information Require advanced capabilities Intelligent file tiering Dynamic file system and storage pool expansion Active-active clustering for linear performance scalability 3 Hitachi Data Discovery for Microsoft SharePoint (HDD-MS) Search option is required. 10

11 Hitachi Data Discovery for Microsoft SharePoint, Hitachi NAS and Hitachi Content Platform The Hitachi Data Discovery for Microsoft SharePoint, Hitachi NAS Platform and Hitachi Content Platform solution is suitable for organizations that: Already have an investment in Hitachi NAS Platform and Hitachi Content Platform Would like to leverage the performance of a Hitachi NAS Platform system with the long-term archival benefits of Hitachi Content Platform; frequently accessed content from SharePoint can be stored transparently in Hitachi NAS Platform and information that is less frequently accessed but needs to be archived for compliance purposes can be stored in Hitachi Content Platform. Table 1. Solution Sets and Capabilities Solution Set Infrastructure Optimization Search and Discovery 4 Compliance and Litigation Manageme Hitachi Data Discovery for Microsoft SharePoint with Hitachi Content Platform and Hitachi NAS Platform, Powered by BlueArc Hitachi Data Discovery for Microsoft SharePoint with Hitachi Content Platform Hitachi NAS Platform X X 5 As represented in Table 1, the file and content solution for Microsoft SharePoint can consist of: Hitachi Data Discovery for Microsoft SharePoint, Hitachi Content Platform and Hitachi NAS Platform, which provide advanced policy-based storage tiering capabilities for Microsoft SharePoint. The typical use case for this type of deployment is for an active-archive-based solution. Frequently accessed information can be stored on Hitachi NAS Platform (Tier 1) and infrequently accessed information can be stored in Hitachi Content Platform (archive). Hitachi Data Discovery for Microsoft SharePoint and Hitachi Content Platform, which migrate information from SharePoint to Hitachi Content Platform for long-term archival. This provides a solution with all the key benefits of Hitachi Content Platform, such as content immutability, data encryption and de-duplication. It also allows users to conduct advanced searches that include non-sharepoint data stored in Hitachi Content Platform. Hitachi Data Discovery for Microsoft SharePoint and Hitachi NAS Platform, which migrate information from SharePoint to Hitachi NAS Platform for SQL Server data management. Store database information in a high performance, highly scalable storage solution. There is also an option to archive data onto Hitachi NAS Platform with retention management capabilities (requires Hitachi NAS Platform WORM license). 4 HDD-MS Search option is required. 5 Retention and litigation management capabilities can be achieved by purchasing an optional WORM license for Hitachi NAS Platform. 11

12 Sales Qualification Identifying Opportunities Table 2 represents the target customer profile for Hitachi Data Discovery for Microsoft SharePoint solution. For each customer profile type a rationale is provided, explaining why a Hitachi Data Discovery for Microsoft SharePoint solution would be beneficial. Various file and content technology components that can address these challenges are also provided. Table 2. Hitachi Data Discovery for Microsoft SharePoint Solution Target Customers and Opportunity Rationales Target Customer Profile Opportunity Rationale Technology Stack More than 3000 Microsoft SharePoint users AND/OR 2TB of SharePoint repository Typically organizations that have more than 3000 SharePoint users have a medium to heavy footprint of: Clustered web front-end servers Application servers Clustered SQL Servers Requirements for high performance such that it is not hindered as a result of bottlenecks in any tier (web, application or database) SQL Server repositories greater than 2TB can create potential performance issues at the database and result in additional database management requirements to ensure optimal performance. Hitachi Data Discovery for Microsoft SharePoint and Hitachi NAS Platform, powered by BlueArc Looking for retention and shredding of documents stored on SharePoint From a compliance perspective, organizations requesting information lifecycle management capabilities, such as retention, and disposition capabilities would be a very good fit for Hitachi Data Discovery for Microsoft SharePoint. Hitachi Data Discovery for Microsoft SharePoint and Hitachi Content Platform or Hitachi Data Discovery for Microsoft SharePoint and Hitachi NAS Platform (with WORM license) Microsoft SharePoint SharePoint Microsoft SharePoint 12

13 Qualifying Customer Challenges Table 3 articulates the key customer challenges associated to deploying Microsoft SharePoint as well as the qualifying questions to illicit pain-points. Table 3. Identify Key Customer Challenges that Hitachi Data Discovery for Microsoft SharePoint Can Answer Challenge Description Qualifying Questions Tier 1 Storage Issues Microsoft SharePoint content is stored as BLOBS in a Microsoft SQL Server database. This data typically utilizes Tier 1 storage (high performance SAN). Microsoft recommends allocating 200% of storage capacity for SQL Server. Hence, if SharePoint has 2TB of content, administrators will need to allocate 4TB on SAN for SQL Server. Utilizing Hitachi Data Discovery for Microsoft SharePoint with Hitachi Content Platform Hitachi NAS Platform, powered by BlueArc, can save Tier 1 storage space. What is the size of the SharePoint repository? What storage do you use today to store SQL data: SAN, NAS, etc.? What is actual allocated space for SQL on SAN? Backup Issues Since SharePoint stores information in SQL Server it tends to grow in size very quickly. Unlike file systems, databases are backed up fully every day. Backing up such a large dataset is not only expensive but the backup time may soon exceed the backup window, potentially impacting overall system performance. Do you do full backup of SharePoint daily? Are you easily able to fit inside the backup window when you back up SQL for SharePoint? Multiple SQL Servers To maintain a high level of performance as well as resolve potential backup issues, administrators end up deploying a large clustered SQL Server environment. By minimizing the storage requirements of the SQL Server, we can reduce the overall footprint as well as ease the management of the SQL environment. How many SQL Servers do you have for SharePoint? Term Retention Provides a very powerful compliance framework. Set time frame? 6 With WORM enabled 13

14 Key Value Propositions Hitachi Data Discovery for Microsoft SharePoint Solution helps organizations optimize their Microsoft SharePoint environment by migrating content from SharePoint to other tiers of storage. This improves scalability, performance, and backup and restore times of the primary SharePoint environment. Organizations can set policies based on standard or custom metadata to tier and/or archive with greater flexibility and choice of the target platform in order to improve the TCO of their SharePoint environment. Organizations with either single server or multiserver SharePoint farms can manage and tier their data. Simple setup and management features offer the ability to apply policies across the web application or at the more granular document library level. Administrators can improve performance and operational efficiencies by automating data tiering, archiving and management processes. This reduces the SharePoint database size and improves SharePoint performance and scalability Lower costs are achieved thanks to fewer SharePoint licensing costs and reduced requirements for additional hardware, software and backup infrastructure. Risk is reduced by identifying and taking action on data based on policy, to mitigate compliance and litigation exposure. 14

15 Beat the Competition Table 4 outlines key competitors of Hitachi Data Discovery for Microsoft SharePoint. For a complete breakdown of features and capabilities across each of the competitive offerings, please refer to: (requires login to PartnerXchange). Table 4. Competitive Offerings and Hitachi Data Discovery for Microsoft SharePoint Features Hitachi Data Discovery for Microsoft SharePoint Symantec EMC Documentum IBM FileNet OpenText CLM Iron Mountain NearPoint StoragePoint by Blue Thread Need Tamperproof Storage Yes: Hitachi Content Platform Yes Centera X Yes Yes Yes Audit Log Capability X X X Store to Multiple Physical Locations X X X X X X Ensure Information Accessibility X X X X X X X Reduce Storage Space with Single Instance Storage X X X X X Provide Structured Search Capability X X X X Preserve Discoverable Records X X X X X Ensure Compliance with US Department of Defense Standards X X X X X X Integrate with Other Enterprise Content Management Systems X X X X Compression X X X 15

16 Demonstrations to Win Click to Demo (Remote Demonstrations) This option provides Hitachi TrueNorth Channel Partners with remote, cost-effective access to Hitachi Data Systems solutions without having their customers leaving the office. The prospective customer experiences the solutions functionality through online live customized, professionally led briefings combined with on-demand pre-recorded demonstration Flash videos. Depending on Channel Partner requirements, remote demos are modular and may include: a PowerPoint presentation (customized for the customer); a demonstration guide (with the information necessary to plan, set up and run the demonstration); and executable applications and/or scripts to complement the demonstrations. The repeatable demo resource is available for use today. To participate, Channel Partners should contact their Channel Manager or Authorized Distributor who will set up and host the demonstration. A targeted Hitachi Data Discovery for Microsoft SharePoint demonstration is available for Channel Partners. This demonstration articulates the ease of ingestion from SharePoint to Hitachi Content Platform. To demonstrate simplicity, it walks through the ingestion process from SharePoint server to Hitachi Content Platform. After ingesting a file into Hitachi Content Platform, the demonstration connects to Hitachi Content Platform through CIFS and displays the actual file that has been ingested with its metadata. The demo also focuses on its fast streaming searching capabilities and saved queries. Loan to Demo This option provides Hitachi TrueNorth Channel Partners with convenient access to shorter term demo systems to fuel startup initiative growth. On-loan systems remain the property of Hitachi Data Systems and may be returned at end of loan period or converted to a purchase by the Channel Partner for resale. To start, to the Channel Partner defines a target product and then creates and executes a revenue growth business plan. Completing the Hitachi TrueNorth Channel Partner Loan Program Agreement are the final steps. Interested Channel Partners should contact their Channel Manager. Own to Demo The Hitachi Data Systems Demonstration Program enables Hitachi TrueNorth Channel Partners to purchase, at a discounted price, Hitachi hardware and software for use in their labs and demo centers. How does the Hitachi Data Systems Demo Program work? Partner creates desired demo configuration in the Partner Quote Management System on PartnerXchange Partner sends configuration to Channel Manager or their Authorized Distributor for approval; Channel Manager notifies Partner on approval and pricing Partner signs Demo Unit Appendix with Hitachi Data Systems Partner places demo order with Hitachi Data Systems or Distributor Visit to Demo This option provides Hitachi TrueNorth Channel Partners with the opportunity to host a demonstration event at Hitachi Data Systems Executive Briefing Center facilities. The visit will include expert presenters, equipment and Hitachi Data Systems corporate support. Please contact your Channel Manager for more information. Terms and conditions apply. 16

17 Partner Activation 90-day Plan for Sales Success In Table 5, Hitachi Data Systems provides 30, 60 and 90 days benchmarks for ensuring your success in selling this solution. Table day Plan for Sales Success 30 days 60 days 90 days Sales Review Hitachi Data Discovery for Microsoft SharePoint market for local region. Identify target customer list. Register opportunity. Perform prospect qualification. Develop solution proposal. Demonstrate solution to prospect. Generate a quote using the Partner Quote Management Systems (PQM). Marketing Work with local Hitachi Data Systems Channel Sales to identify potential marketing campaigns. Design marketing campaign with local Hitachi Data Systems marketing team. Execute on Hitachi Data Discovery for Microsoft SharePoint marketing campaign. Identify opportunities from marketing campaign. Is customer referencable? If so, register reference Training Complete Hitachi Data Discovery Suite sales training. Learn to generate an Hitachi Data Discovery for Microsoft SharePoint quote. Ensure all mandatory Hitachi TrueNorth Partner Program sales and technical courses are completed. Complete Hitachi Data Discovery Suite for Microsoft SharePoint technical training. Ensure Hitachi Content Platform and/or Hitachi NAS Platform implementation training is completed. Ensure Hitachi Content Platform and/or Hitachi NAS Platform implementation training is completed. Administration Determine if Hitachi Data Systems funds are available for Hitachi Data Discovery for Microsoft SharePoint campaign. Ensure access to all Hitachi TrueNorth Channel Partner collateral via PartnerXchange. Ensure access to PQM. Ensure access to Hitachi Rewards Portal. Ensure that order is placed with Hitachi Data Systems. Check Hitachi Data Systems Rewards Portal for any incentive programs. 17

18 Quote and Configure To provide your customer with quotes and configurations, please login to PartnerXchange and click on The Partner Quote Management System (PQM), under the Tools and Support tab. The PQM system also links to the Opportunity Registration System and Auto-Discount. Hitachi Data Discovery for Microsoft SharePoint can be ordered either with a new Hitachi Content Platform or Hitachi NAS Platform configuration or as an upgrade to an existing Hitachi Content Platform or Hitachi NAS Platform system. Figure 5 represents an example configuration for a compliance and litigation management solution with three-year standard maintenance and support. The basic components for this solution are: Hitachi Content Platform (for this example we will assume a Hitachi Content Platform 500 Appliance with 176TB of usable storage) Hitachi Data Discovery for Microsoft SharePoint Microsoft SharePoint 2007, deployed as a clustered server farm In order to quote and then configure, simply log in to PartnerXchange, select the Tools and Support tab and click on Partner Quote Management. Figure 5. Access to Quote and Configuration Information via Tools and Support Page on PartnerXchange QUOTE AND CONFIGURE Access PartnerXChange from or 18

19 Create a new quote, follow the steps and launch the Configurator within the quote. From the Configurator select the appropriate software or hardware bundle and choose the various configuration parameters to customize the solution. Hitachi Data Discovery for Microsoft SharePoint is a software-only connector to tier data from SharePoint s SQL Server into Hitachi NAS Platform or Hitachi Content Platform with scheduling and retention. This connector is installed and resides in the organization s SharePoint environment. The following licenses are available (see also Table 6): Basic. This license is for a single server SharePoint environment and features tiering of BLOB and metadata from SharePoint SQL Server into Hitachi Content Platform or Hitachi NAS Platform with scheduling and retention for NAS WORM. File recovery from tiered site is available. Interface to Search for Basic. This is the search option license for Basic. It enables advanced searches that include data that is not in SharePoint but is stored in Hitachi Content Platform. It can apply retention, shredding and litigation holds to search results. Farm. This license is for a multiserver SharePoint farm with features of both Basic and Advance. Interface to Search for Farm. This is the search option license for Farm. Advanced searches can include data that is not in SharePoint but is stored in Hitachi Content Platform. Trial. This is a 60-day trial license for either a single server or farm SharePoint environment. The Hitachi Content Platform search interface is also available in the trial. Basic license is only based on server counts. For Farm license, it is counted per SharePoint Farm with an unrestricted number of web front-end servers. Table 6. Hitachi Data Discovery for Microsoft SharePoint License Options License Feature SharePoint Type (server) Basic Basic Single Server Interface to Search for Basic Basic + Search Option Single Server Farm Farm Multiserver SharePoint Farm Interface to Search for Farm Farm + Search Option Multiserver SharePoint Farm Trial 60-day trial with Basic or Farm with Search Option Single Server or Multiserver SharePoint farm 19

20 Select the Hitachi Content Platform or Hitachi NAS Platform configuration options (see Figure 6). Figure 6. Configuration Options Software can be chosen at the time of the order creation. Simply select as shown. In Figure 7, Hitachi Data Discovery for Microsoft SharePoint is selected. Figure 7. Software Options 20

21 Save the configuration and generate the quote. The final quote along with the Bill of Materials (BOM) is generated (see Figure 8). Figure 8. Final Quote and Bill of Materials For further assistance, please visit the Tools and Support tab on PartnerXchange or contact your local Channel Manager, Authorized Distributor, or Channel Support or Deal Operation Center. Channel and Sales Support APAC and EMEA: Deal Operations Centre The primary goal of the Deal Operations Centre (DOC) is to serve as a free-of-charge service center that provides configuration and pricing on demand for Hitachi TrueNorth Channel Partners. Partners may register and contact the Deal Operations Centre online. Simply log in to the Deal Operation Centre portal at: APAC: or kldoc.req@hds.com Europe, Middle East and Africa: +44 (0) or info.emea@hds.com Americas Channel Support Center Contact the Americas Channel Support Center at: or Americas.CSC@HDS.com 21

22 Opportunity Registration Opportunity Registration is designed to allow Hitachi TrueNorth Channel Partners to document and request registration of specific opportunities with Hitachi Data Systems. Registration requests are submitted and approved on a case-by-case basis. Availability of this benefit is subject to qualification. Opportunity Registration can be completed via PartnerXchange. The URL can be located here (see Figure 9 and Figure 10): WHY REGISTER AN OPPORTUNITY? Figure 9. Opportunity Registration GUI 1. Investment Protection: only one partner will receive approval on an opportunity. 2. Joint Field Engagement with Hitachi Data Systems 3. Additional discounts off list price for approved opportunities Figure 10. Opportunity Registration Workflow 22

23 FILE AND CONTENT PARTNER INCENTIVE PROGRAMS File and Content Partner Incentive Programs To find out about incentives and promotions for file and content solutions, please log in to PartnerXchange and click on Tools and Promotions under the Tools and Support tab. For further information, contact your Channel Manager for programs in your geography. Marketing BENEFITS AND RESOURCES AVAILABLE TO HITACHI TRUENORTH PARTNERS: Co-op Funds Back-end Rebates Market Development Funds Access to PartnerXchange Online Portal Sales, Pre-sales and Support Training Opportunity Registration Technical and Sales Certification Levels Product and Solution Testing Labs Access to Online and Instructor-led Lecture and Lab Classes Demonstration Equipment Partner Forums Marketing Support and Tools Executive Briefing Center Access Access to Industry Experts, and More Hitachi Data Systems provides Hitachi TrueNorth Channel Partners with all the resources that are needed to make them successful in marketing and selling file and content solutions for Hitachi Data Discovery for Microsoft SharePoint. In order to be successful in raising awareness and helping Partners to communicate, market and sell file and content solutions, Hitachi Data Systems has created various sales and marketing collateral available on PartnerXchange. Sales Tool Kits Customer Presentation Datasheet QuickBrief Lead Generation Script Sales Tools Kits can be downloaded from the Online File and Content Solutions Center on PartnerXchange at login, click on Solutions, then File and Content Services. Demand Generation Please see your Hitachi TrueNorth Channel Manager for information on your geography. Development Activities Qualified Hitachi TrueNorth Channel Partners are eligible for certain types of funding to assist them in marketing and demand generation activities. The funds are available for qualifying Channel Partners who have: Met contractual requirements Implemented joint business and marketing plans Attained and maintained minimum certification and qualification requirements Approved business development activities using Hitachi TrueNorth Partner Program funding include advertising, collateral and promotional items, seminars and workshops, demo equipment and software, direct marketing, telemarketing, Hitachi Data Systems Academy training and sales incentives. For further details of these funding sources please refer to the Hitachi TrueNorth Partner Program Manual located at: (requires login to PartnerXchange). Training In order to enable partners to sell and support solutions, Hitachi Data Systems has created specific learning paths and a certification program, with online and instructor-led courses. Please click on to find out more. 23

24 Recommended courses are listed below. Sales and Pre-Sales To be able to successfully sell Hitachi Data Discovery for Microsoft SharePoint, it is recommended that you complete the following courses: Selling the Hitachi Data Discovery Suite - SXC1590 (WBT): This one-hour web-based training is designed to introduce direct and indirect salespeople to the capabilities of Hitachi Data Discovery Suite enabling them to identify, develop and convert opportunities. Through brief modules, tip sheets and activities this course presents an overview of customer needs and business benefits, keys for identifying and qualifying opportunities, value justification, and competitive positioning and objection handling. COURSE PREREQUISITES: Hitachi NAS 3080 and 3090, powered by BlueArc Installation, Configuration and Maintenance - TCI1896 (ILT): Installing, Configuring and Maintaining Hitachi Universal Storage Platform V and Universal Storage Platform VM - THI1570 (ILT) OR Hitachi Adaptable Modular Storage 2000 Family Implementation and Support - TCI1835 (ILT) Implementation Training In order to be able to successfully implement the Hitachi Data Discovery for Microsoft SharePoint solution, it is recommended that you complete the following courses: Hitachi Data Discovery for Microsoft SharePoint (Hitachi Data Discovery for Microsoft SharePoint) - TSI1930 (ILT): This one day instructor-led course provides procedures and practice for the installation, configuration, management and maintenance of Hitachi Data Discovery for Microsoft SharePoint and/or Hitachi Data Discovery for Microsoft SharePoint - TSE1951 (vilt): This eight-hour virtual instructor-led (vilt) course provides procedures and practices for the installation, configuration, management and maintenance of Hitachi Data Discovery for Microsoft SharePoint. If you are also implementing a Hitachi Content Platform or Hitachi NAS Platform, we recommend you complete these certification programs: Implementing the Hitachi Content Platform 300 v3.x Solution - TCI1894 (ILT): This three-day instructor-led course provides the skills and knowledge needed to install and configure the Hitachi Content Platform 300 solution. The course will cover the theory and operations of the Hitachi Content Platform 00 Hands-on lab activities will provide learners with the opportunity to install and configure the Hitachi Content Platform solution. Step-by-step procedures are provided to implement the Hitachi Content Platform systems in a typical customer environment. Hitachi NAS 3080 and 3090, powered by BlueArc, Installation, Configuration and Maintenance - TCI1896 (ILT): This four-day instructor-led course provides detailed procedures for installation and maintenance of the Hitachi NAS Platform, powered by BlueArc. It will focus on the aspects of the Hitachi NAS Platform models 3080 and 3090, which comprise mostly implementation, operation and service needs. Extensive hands-on lab sessions acquaint the student with both the equipment and function of the Hitachi NAS Platform. Students will gain experience in: physical wiring to the private and public Ethernet infrastructure, connecting the back-end Fibre Channel cables correctly. The class will start with connecting a direct attached storage (DAS) scenario over Fibre Channel SAN attached storage and end with a switchless clustering configuration. This is followed up by an initial installation of the system. 2

25 Hitachi Data Discovery for Microsoft SharePoint solution forms a subset of the overall Hitachi Data Discovery Suite Hitachi Data Discovery Suite provides a unique value proposition for organizations looking for an overall search and discovery tool as well as a compliance solution for all content stored within Hitachi Content Platform, Hitachi NAS Platform or NetApp storage, not just SharePoint content. Hitachi Data Systems recommends that partners become well versed and capable of delivering a Hitachi Data Discovery Suite solution so that customers can fully benefit from our strengths in managing content seamlessly across disparate information systems. To assist our partners in delivering a Hitachi Data Discovery Suite solution we have developed the following course: Implementing Hitachi Data Discovery Suite - TCI1775 (ILT): This three-day instructor-led course provides detailed procedures on the installation, configuration, management and maintenance of the Hitachi Data Discovery Suite. The course covers product architecture, components, user administration, configurations, file migration and system maintenance. Visit to register for Academy training courses. Services There are currently two service delivery options available to customers: Partner Service Delivery Hitachi Data Systems provides Hitachi TrueNorth Channel Partners the opportunity to install and configure file and content solutions for customers. To be eligible to perform such services, Channel Partners must meet the minimum certification requirements. For details on this program please login to PartnerXchange select the Services tab and then click on the Partner Delivered Services link. Hitachi Data Systems Service Delivery Hitachi Data Systems Global Solution Services (GSS) consultants provide installation, configuration and integration plus other high-end Professional Services offerings. The Hitachi Data Systems Customer Service and Support (CS&S) organization offers installation and configuration services. 3

26 Additional Information PartnerXchange The PartnerXchange portal is your 24/7 online gateway to exclusive product and solution briefing materials, competitive analysis, sales information and marketing resources (see Figure 11). It also Figure includes easy-to-use product configuration, quotation and program fund management tools designed to assist you and your team. If you don t have access to PartnerXchange please contact your local Hitachi TrueNorth Partner Program representative. Go to: to access the PartherXchange portal. Figure 11. Accessing Documents on PartnerXchange 4

27 Hitachi Data Systems and Microsoft Relationship Hitachi Data Systems prioritizes Microsoft as a key alliance partner and provides mutual customers the optimal storage environment for their Microsoft Windows -based solutions. Hitachi Data Systems is a Microsoft Gold Certified Partner and offers a complete array of engineered and integrated solutions optimized for the Microsoft application environments. The Hitachi Data Systems objective for the alliance with Microsoft is to build tightly integrated storage solutions complementing the Windows environment, and enable customers of all sizes to implement scalable, available and reliable architectures in a cost-effective way. Hitachi Data Systems, in collaboration with Microsoft and other partners, develops solutions for the Hitachi lines of storage and management software to help customers take full advantage of their Windows environments. These solutions ensure seamless support of Windows. They help any organization, from the smallest to the largest enterprise, to reduce the cost and complexity of running their business. For more details on the Hitachi Data Systems and Microsoft relationship, please visit: Corporate Headquarters Regional Contact Information 750 Central Expressway Americas: or info@hds.com Santa Clara, California USA Europe, Middle East and Africa: +44 (0) or info.emea@hds.com Asia Pacific: or hds.marketing.apac@hds.com Hitachi is a registered trademark of Hitachi, Ltd., in the United States and other countries. Hitachi Data Systems is a registered trademark and service mark of Hitachi, Ltd., in the United States and other countries. IBM and FileNet are registered trademarks of International Business Machines Corporation. All other trademarks, service marks and company names in this document or website are properties of their respective owners. Notice: This document is for informational purposes only, and does not set forth any warranty, expressed or implied, concerning any equipment or service offered or to be offered by Hitachi Data Systems Corporation. Hitachi Data Systems Corporation All Rights Reserved. PB-001-A-KG-March