Converged Infrastructure Needs and Vendor Performance

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1 Converged Infrastructure Needs and Vendor Performance Understanding evolving needs of IT infrastructure decision-makers from enterprise organizations in the converged infrastructure market and how CI vendors are meeting those needs December 2013 Management Insight Technologies

2 Converged Infrastructure Needs & Vendor Performance Table of Contents Executive Summary... 3 Research Methodology... 3 Definition of Converged Infrastructure... 3 Triggers for Deploying Converged Infrastructure... 4 Legacy Infrastructure Compatibility Drives Vendor Selection... 5 CI Poised for Expansion, Upgrades and Wider Scope... 6 CI Implementation Drivers & Vendors Deployed... 7 Perceived Competitive Positioning of CI Vendors... 8 About HP Converged Infrastructure Solutions About Management Insight Technologies

3 Converged Infrastructure Needs & Vendor Performance Executive Summary Reducing costs, building a foundation for the cloud and increasing agility are among the top objectives that Converged Infrastructure is being deployed to address. Six of seven organizations that have adopted CI plan to expand or upgrade their CI solutions in the next 12 months. System functionality and flexibility to meet needs are the top 2 most important brand selection attributes when IT decision-makers are considering CI vendors. In perceived performance ratings of CI vendors by IT decision-makers, HP rates higher than other vendors on most metrics. Research Methodology Management Insight Technologies, an independent market research company commissioned by HP, conducted interviews via an online survey instrument of IT decision-makers who have system-wide authority for technology solutions. By intended design of the survey respondent requirements, 73% had implemented Converged Infrastructure (CI) solutions in the past 24 months, and 27% intended to use CI in the next 12 months. The total respondent base was 476: USA (207), UK (104) and China (165). All respondents were from enterprise organizations as defined by 1,000+ employees in the USA and 500+ in UK and China. Interviews were completed in August Definition of Converged Infrastructure Throughout the survey, respondents were asked to use the following definition for Converged Infrastructure: 3

4 Converged Infrastructure Needs & Vendor Performance Triggers for Deploying Converged Infrastructure CI is being used most frequently to meet such business objectives as reducing capital expenses and increasing agility. When it comes to IT objectives, lowering TCO and building a foundation for the Cloud are the most frequent uses for CI. (See figures 1 and 2). For which of these needs or objectives are you using converged infrastructure? Figure 1: % Using CI for Business Objectives Reduce capital expenses Increase agility Improve operational efficiencies Reduce operating expenses Improve employee productivity Improve customer experience 85% 85% 83% 80% 79% 78% Figure 2: % Using CI for IT Objectives Lower TCO Build foundation for the Cloud Reduce IT operational costs Improve IT utilization Create a flexible IT foundation Improve quality of service 82% 82% 82% 80% 91% 90% 4

5 Converged Infrastructure Needs & Vendor Performance Legacy Infrastructure Compatibility Drives Vendor Selection Compatibility with existing infrastructure and system functionality are the highest impact drivers among IT decision-makers when they are selecting a vendor for CI solutions. Service and support, providing a foundation for cloud computing and other factors are considered price of entry capabilities for prospective CI vendors among IT decision-makers. (See figure 3). We would like you to tell us how important these items are to your organization in selecting a primary vendor of converged infrastructure solutions. Figure 3: Vendor Decision Drivers 5

6 Converged Infrastructure Needs & Vendor Performance CI Poised for Expansion, Upgrades and Wider Scope Most organizations that have adopted CI plan to upgrade or expand their CI solution. Among organizations already deploying CI, six of seven are considering expansion or upgrade in the next 12 months. (See figure 4). Based on the definition of converged infrastructure we have provided, which of the following best describes your organization s approach to converged infrastructure? Figure 4: Status of CI Adopted CI solutions in past 24 months, not considering upgrading or expanding these solutions in next 12 months Implemented CI solutions, are considering upgrading and/or expanding these solutions in next 12 months Considering first-time adoption of converged infrastructure solutions in next 12 months 10% 27% 63% Total CI Users 73% Total CI Intenders 27% The scope of CI utilization within organizations is expected to increase in 12 months, from mostly national or site-specific to more international or enterprise-wide deployment. (See figure 5). To what degree is converged infrastructure (CI) deployed across your organization? To what degree do you intend to deploy converged infrastructure (CI) across your organization within the next 12 months? Figure 5: Degree of CI Deployment Today vs. Expected 15% 6% 25% Don't know Single site/location 48% 17% 3% 16% 34% 6% 28% Several sites/locations, within one country Several sites/locations across countries Specific LOBs Enterprise-wide CI deployment Expected CI today deployment in next 12 months 6

7 Biz Objective Importance Converged Infrastructure Needs & Vendor Performance CI Implementation Drivers & Vendors Deployed Top business objectives driving CI implementations are improving operational efficiencies, reducing operating expenses and improving customer experiences. Vendor deployment rates vary based on the objectives. HP is deployed on a higher-than-average rate, for instance, when the organization is deploying CI to improve customer experiences or reduce capital expenses. (See figure 6). Which of the following are important needs or objectives driving your organization s overall business [AND] which vendor(s) is your organization using [or considering] to provide converged infrastructure solutions? Figure 6: Implementation Drivers & Vendors Deployed to Meet Objectives Improve operational efficiencies Reduce operating expenses Improve customer experience Drive growth Improve employee productivity Reduce capital expenses Increase agility Integrate acquired, merged assets Green, energy-saving initiatives Regulatory or industry compliance Vendor Usage* HP IBM Cisco Higher than avg. usage of brand Average usage of brand Lower than avg. usage of brand *Vendor usage = use of brand among those who say objective is important, as compared to total use of that brand. 7

8 Attribute Importance Converged Infrastructure Needs & Vendor Performance Perceived Competitive Positioning of CI Vendors Based on CI vendor ratings by IT decision-makers, HP is perceived as ahead of the overall competition on the four most important CI brand selection attributes. (See figure 7). Please rate [the vendor] using a scale of 1 to 9, where 9 means that you strongly agree that this attribute applies to [the vendor] and 1 means that you strongly disagree that this attribute applies to [the vendor]. Figure 7: Competitive Vendor Positioning (1 of 4) Vendor Usage HP IBM Cisco System functionality Flexible solutions to meet our needs Service and support Compatibility with existing infrastructure Solutions suited to enterprises Support of virtualization Ease of use Overall system cost Foundation for cloud computing Integrated management of overall system Comprehensive inventory of sys components Best-of-breed components Positive history with vendor Recognized leadership in CI Higher than avg. across brands Average across brand Lower than avg. across brands 8

9 Converged Infrastructure Needs & Vendor Performance As part of the research analysis, the CI brand selection attributes were grouped into overall categories. Data maps using the categories were developed, and the vendor ratings by the IT decision-makers were plotted within the maps. Figure 8 shows the following overall category: *Technical Leadership: Best-of-breed components; Foundation for cloud computing; Recognized leadership in CI This map shows how the top CI vendors are perceived by the market on Technical Leadership. The size of each sphere represents the proportion of organizations that view a brand as their primary CI vendor. CI customers perceive HP as slightly superior to Cisco on Technical Leadership. Figure 8: Competitive Vendor Positioning (2 of 4) IBM HP Cisco Low Technical Leadership High 9

10 Positive History with Vendor Converged Infrastructure Needs & Vendor Performance Figure 9 shows the following two overall categories: *Seamless Usage: Ease of use; Service and support; integrated management of overall system; System functionality *Experience with Vendor: Positive history with vendor This map shows how the top CI vendors are perceived by the market on Seamless Usage and Positive History with Vendor. The size of each sphere represents the proportion of organizations that view a brand as their primary CI vendor. HP is seen as the market leader on Positive History with Vendor and Seamless Usage. Figure 9: Competitive Vendor Positioning (3 of 4) HP Cisco IBM Seamless Usage 10

11 (Low) Overall System Cost Converged Infrastructure Needs & Vendor Performance Figure 10 shows the following two overall categories: *CI Enterprise Solutions: Solutions suited to enterprises; Comprehensive inventory of system components; Flexible solutions to meet our needs *Overall System Cost: Overall system cost This map shows how the top CI vendors are perceived by the market on CI Enterprise Solutions and Low Overall System Cost. The size of each sphere represents the proportion of organizations that view a brand as their primary CI vendor. HP is perceived as providing relatively lower overall system costs across the enterprise. Figure 10: Competitive Vendor Positioning (4 of 4) HP Cisco IBM CI Enterprise Solutions 11

12 About HP Converged Infrastructure Solutions Converged Infrastructure Needs & Vendor Performance For more information about HP Converged Infrastructure Solutions, go to About Management Insight Technologies Established in 1993, Management Insight is a full-service market research consulting firm dedicated to helping technology companies find answers and insights that lead to superior business performance. 12

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