Purpose of this document This presentation and accompanying notes are intended to provide a technical and abbreviated business description of Vicom

Transcription

1 Purpose of this document This presentation and accompanying notes are intended to provide a technical and abbreviated business description of Vicom migrations for Vicom partner SEs and professional services personnel. Please be sure to check Vicom s partner Sharepoint site for other selling tools and documentation. 0

2 The objectives of this presentation are shown here. 1

3 About Vicom Systems Headquartered in Santa Clara, California, Vicom has been in the SAN virtualization business for over 10 years, providing transparent, wire-speed data services to enterprise customers with both proven replication and migration technologies. In the last 5 years, Vicom has delivered nearly 600 enterprise migrations and moved over 5 petabytes of data. Over the past two years, Vicom has broadened the reach of its migration business to include OEM and reseller distribution of our migration services. Vicom has delivered migrations to a broad range of customers, from large to small, across a range of markets from commercial to government, a few of which are shown here. 2

4 Vicom Data Migrations Vicom s method for migrating SAN data is the fastest and easiest way to get your customer s into service, bar none. It migration method and technology that will move data for mixed server environments online or offline, with minimal impact or disruption to customer operations. Vicom s services are extremely flexible: whether you need fast and efficient migration over a few weekends, or migration in the background while you keep your systems and applications online, Vicom can provide method that s right for you and your customer. Managed by experienced migration experts, our migrations for mid-range storage systems are typically completed from start-to-finish in 1-3 weeks --- easily 2-4 times faster than when performed in-house. Proven migration technology and methods, combined with experience in over 500 enterprise migrations enable us to deliver problem-free, turnkey migrations with an on-time guarantee. For larger or more complex migrations, we offer a flexible, cost-effective set of service options that can be tailored to your customer s strengths and budget. What s more, you can count get your systems into service because Vicom backs each migration guarantee of on-time completion. Satisfied customers run from large to small enterprises, and include companies like Wells Fargo, Deutsche Bank, Caterpillar Tractor, Comcast, Prudential, and hundreds more. 3

5 Why Offer Data Migration? Since your job is to sell storage systems, you may be asking yourself: why should I offer data migration options with our storage? First, consider that your storage sale is not complete until the customer s new system is up and running. Before the customer can use your system, data needs to be migrated from old to new system. Until this is completed, neither is the deal, especially in view of the selling pressure that will be exerted on them by incumbent storage vendors like EMC. Second, if you are competing with storage vendors that have large professional services businesses, you will be competing against complete, turnkey solutions that will usually include a data migration option. Without data migration, you will be at a disadvantage, since the customer must then do the migration or find a solution if he/she selects your system. Third, even if the customer decides to handle the migration internally, there are many potential problems that can delay deployment and, if so, payment by the customer. According to a survey of enterprise customers by ESG and Softek (IBM data migration subsidiary), internal migration projects are nearly always underestimated by the customer --- in terms of project duration, downtime, and budget. By providing the Vicom migration solution, you retain control over an otherwise problematic task for the customer. 4

6 ATK Data Migration ATK, a NYSE-listed aerospace company, decided to consolidate the data from its EMC Symmetrix and Clariion storage systems onto a NetApp FAS 6000 system. With 160 terabytes of data and heterogeneous mix of 385 servers, ATK wanted to make the transition quickly, with minimal impact on its current operations. Online migration using host-based methods were thought to be the only solution. To add to this challenge, EMC warned ATK of large financial penalties that it would incur if the migration took longer than expected and the EMC systems were required beyond the end of lease. After evaluating non-disruptive online and offline options that Vicom Systems could provide, ATK decided on Vicom s high-speed offline migration method. Using Vicom s high-speed migration appliance, Vicom migrated the entire data store of 160TB in just four weeks. ATK chose Vicom and met or exceeded all of its migration objectives, while also providing a cost-effective migration solution at less than $700 per terabyte. 5

7 Let s now turn to a description of how Vicom migrations work, and how they reduce complexity and risk of migrating SAN data. 6

8 Vicom simplifies migrations by centralizing an otherwise labor intensive, host-based migration process that must be repeated for each SAN endpoint (i.e., server). Host-based migrations require use of CPUs to migrate data one system at a time. This requires each host to be: (a) updated and then equipped with OS utilities or special migration software to perform the migration; (b) configured for operation with the new storage system; (c) individually managed to migrate host data from old to new storage The larger the migration, the greater the number of hosts involved. Furthermore, multiple operating systems complicate the process, as do multiple storage systems and LUN consolidation and optimization. All of this complexity increases the probability of administrator error, and potential delays in migration completion. By comparison, Vicom uses virtualization technology to eliminate need for configuring individual hosts or storage systems or installing agents or software on each system to support the migration. Instead, by installing Vicom s migration appliance just once, on the SAN fabric, we centralize the migration process and power it with a fast, CPU-independent SAN data mover. Vicom also uses automation software to reduce labor and eliminate the majority of the manual host-based migration errors. The result: faster, simpler migrations than organizations can achieve them with in-house IT staffs. 7

9 At the top of the page, we have identified the five primary steps that must be taken to complete a SAN data migration. Host-based migrations are one of the most common methods used to migrate data from an existing to new SAN storage system. Here, migration is accomplished with software such as OS utilities or or dedicated data migration software on the server to copy data between old and new storage system. One of the principal advantages of this method is lower capital cost, particularly if native software is used because neither new hardware or software purchases are required. Using existing systems and software also eliminates need for application training. When used, mirroring applications enable continued write access to the source (old) storage while the target (new) storage is updated in the background. From a management standpoint, datasets may be moved individually and reorganized at the same time. Data is copied at a logical level rather than at the physical level, and data may be moved transparently between systems from different vendors as long as the server supports both old and new storage. However, from an overall cost, time and project management standpoint, host-based migrations are very timeconsuming and not the best choice, especially for larger storage systems and many servers. While they may be satisfactory for small migrations, host-based methods don t scale well because they are: (a) (b) (c) (d) Manually performed for each SAN-attached server --- representative operations in the form of five, time-consuming steps are shown here. Accomplished one server at a time and subject to update and compatibility requirements, often unique to each system. These include OS patches, updates, driver updates, firmware changes, etc. Error-prone due to the many steps that must be performed. Errors create project delays and jeopardize operational availability and project completion. Resource-consumptive, requiring scarce IT resources to manage a labor and time-intensive set of processes. As shown here, a host-based migration takes about 2.5 hours on average, not including the actual migration. Using host-based methods, migrations are typically performed online in the background, which means that migrations must bekept to 60GB/hr or less to avoid affecting online system operations. Said another way, host-based migrations take about 2.5 hours per server and an additional 17 hours for each TB of data migrated. Add to this ½ hr per server for remediation, and it s easy to see how a 30TB migration can take 3-4 weeks to complete, and that s optimistically speaking. (30TBx17hr/TB + 3hr x 34 servers = 622 hrs = 25 days) 8 Basis for Estimates from actual experience. Additional assumptions include: planning model: 2.5 workdays/40 servers =.5hr/ server; server-powered migration throughput: 60GB/hr; typical server/san configuration (based on Vicom migration averages): 30 servers/17tb ~ 30 servers/15tb = 2 servers/tb.

10 Vicom solves many of these migration challenges by eliminating migration labor-intensity with purpose-built technology and know-how. 1. A big technology advantage comes via a dedicated migration appliance that eliminates manual server configuration, update, and software installation labor. Through block-level virtualization, the appliance transparently connects servers, regardless of OS, to both old and new storage via the SAN fabric. No change to hosts or installation of software or agents is required. Effectively, the appliance is transparent to both server and host. Moreover, connection and data transfer between SAN devices are performed at near wire-speeds. Vicom does this through a proprietary hardware design perfected through more than 10 years of SAN virtualization experience. Using virtualization techniques we ll describe later, the migration appliance can be installed and migrate data in the background while systems remain online or it can migrate data offline at very high speed during planned downtime periods. 2. A second advantage comes from software automation methods that complement Vicom s appliance. As opposed to manual discovery of the SAN configuration, Vicom discovery scripts gather discovery data quickly and automatically. This discovery information allows easy creation of a SAN map that is downloaded onto the appliance, enabling the appliance to automatically manage the entire migration operation. Built-in checking by the appliance not only eliminates logical errors (such as trying to migrate from larger to smaller LUNs), but also verifies data as it is replicated onto the new storage system. 3. Finally, as every IT manager knows, migration is a complex process replete with exceptions from legacy systems, custom configurations, and sometimes, documented problems. To handls these issues and to give our customers full control over the migration, a Vicom specialist is assigned to each migration from start to finish. Vicom guarantees on-time delivery of its project, and has proved itself in the delivery of nearly 600 enterprise migrations. 9

11 Thus, by applying both technology and know-how to SAN migration, Vicom achieves a huge advantage in both labor and time over host-based and other methods. The keys to this advantage are one-time, centralized installation in the SAN fabric and automation of the most labor-intensive steps in a migration. One-time installation saves time and labor over having to configure servers one-by-one to perform a host-based migration, and it is enabled by block-level virtualization of Vicom s appliance. Automation in the way of discovery scripts eliminates the need to gather data from each server through host-based methods that vary for different servers and OS platforms. Once this discovery information is gathered, it is used to map and plan the migration in a common format. The information is then downloaded into the migration appliance and checked against actual SAN connections in a matter of minutes. When the IT team gives its OK, the migration is started, managed, and monitored using the appliance and network-based console. As shown here, the equivalent time per server (i.e., amortized installation time per server) is about 25 minutes per server as compared to 2.5 hours per server for a host-based migration. Average data migration speed is about 2.5 hours per server (Vicom Maxspeed offline migration) or 8.3 hr/tb (Vicom fabric-based online migration) compared to 17hr/TB for host-based migration. Remediation for both Vicom and hostbased methods are about the same, though Vicom s method is simpler and more comprehensive. Overall, these factors make Vicom s method times faster than host-based migrations. Because of this, your customers get their systems up and running faster, with no risk to their current operations. They also get to put their IT staffs to use more productively, and leave the difficult process of migration to a company that has both the tools and experience to handle the task efficiently. Vicom s method also easily scales up with larger migrations, whereas host-based migrations do not. Storage partners get a solution that helps their customers online quickly, simplifying their decisionmaking. Basis for estimates based on actual experience. Additional assumptions include: planning model: 40 servers/20tb for typical SAN => Planning: 1.5 workdays/40 servers =.5hr/server; server-powered migration throughput speed (120GB/hr= 8.3hr/TB online; 2.5 hr/tb, offline based on typical storage I/O limitations) 10

12 Here s a comparison between host-based migrations and Vicom s Maxspeed offline and fabric-based online methods using two representative migrations of different scale. Example 1, a 20TB migration and 40 servers, is a migration that customers might consider handling in-house. Excluding remediation*, the migration would take 18 days --- almost three weeks to complete. By comparison, the Vicom online method would take less than half the time, at just over 8 days. Although not shown here, Vicom s offline method can complete the migration in just 1 or 2 weekends. In Example 2, we compare three different methods: host-based, Vicom online and Vicom offline methods for a larger-scale 80TB migration and 160 servers. Once again, not counting remediation, the three methods take 73 days, 30 days, and 15 days, respectively. This comparison shows the clear advantage of using Vicom for large-scale SAN migrations, getting the customer s storage system up and running percent faster than host-based methods. And while Vicom s online method is not as fast as offline, systems and applications stay online during the migration, giving customers important choice in new storage bring-up. * Remediation is not included for two reasons. For one, the process, which includes data validation, is largely the same for both in-house and Vicom, although Vicom s approach is better because it includes some automated data verification. Second, application availability has a big influence over the remediation process, and servers may be brought online with the new storage over a period of time according to operating needs. 11

13 Let s now turn to a description of how Vicom performs a SAN migration under our FlexDM Services. These services include turnkey services in which migrations are managed from start-to-finish under a guaranteed delivery date and data center services under which Vicom performs selected phases of a migration in conjunction with partner or customer. Experience has taught us that communication is key to successful outcome and a happy customer. To simplify coordination and scheduling between Vicom and customer site, each migration is managed according to the process shown here by either a Vicom specialist or a qualified service partner. Depending on the customer s choice of migration service (i.e., turnkey or migration assist), Vicom may perform key portions of the migration, while leaving the remaining tasks to the customer or partner according to assignments under a written Statement of Work (SOW). The Process Discovery. Vicom or partner gathers configuration information using automated script tools to create an accurate mapping of the SAN configuration. Planning. Next, Vicom s Surveyor software imports the configuration (discovery) data and checks for migration plan inconsistencies (for example, intention to migrate data from larger to smaller LUN). The Surveyor software creates a migration plan for review and approval by key IT personnel before the migration is initiated. The completed migration plan includes easy-tounderstand source-to-destination listing, migration sequencing, setup diagram, action item assignment, and key migration contacts. This allows Vicom and customer or partner to develop a migration plan based on objectives and requirements for the new storage system such as LUN consolidation, requirements for boot LUNs, outage avoidance, etc. Normally, this procedure takes a week or more for customers, whereas Vicom s automation of the process reduces required time to 2-3 days, even with large-scale migrations. Preparation. This stage consists of three preparatory processes: Discovery information is confirmed by the customer. Storage System Preparation. Basic performance analysis, RAID group planning, and LUN provisioning are conducted prior to the data migration. Verification. Once the migration plan is approved, discovery data is downloaded into the Vicom appliance. Vicom Director software uses the migration appliance to test the plan against the physical and logical SAN configuration. This verification step verifies the migration logic before starting the process, avoiding the need to troubleshoot after the migration. Data Migration. When authorized, a Vicom migration specialist uses Director software to initiate the migration based on Surveyor plan contents. Automated management enables the specialist to manage and monitor the entire migration from a network-based console. Director software continually monitors migration progress and in the unlikely event of migration difficulty, can direct fall back to the original storage system configuration. Remediation. (Server cutover and data verification). Servers are remediated, brought up with the new storage system, followed by verification of migrated data. Remediation ensures compatibility of system I/O stack with the new storage system and includes making corrections, as needed, to operate each server. The Vicom appliance is then removed from the SAN. The entire migration is formally documented in a completion report that is distributed to all migration participants. 12

14 Here s an overview of how Vicom online migrations work. Depending on your operating requirements and time limitations, Vicom can migrate data either online or offline. This is a description of the online process --- the same process applies to offline migration, only data is migrated much faster. Let s start with your current system, represented on the left hand side by a host system and existing storage attached by SAN connection on the left-hand side. You ll have more than one host, of course, but the process described here will be repeated for each of them. Your new storage system is represented on right. Installation To perform a non-disruptive migration, we first need to install the Vicom appliance, which uses virtualization technology to route, replicate, and monitor data changes during the migration. As the systems continue to operate, we install the appliance in the fabric ahead of the storage system, disconnecting the storage system and re-connecting it to the appliance, one data path at a time. As each data path is restored to operation, data passes through the appliance transparently between attached hosts and the existing storage system. Migration Once the appliance is installed, we can begin the primary migration process (note: the migration process is actually a transparent data replication of data on the existing storage to the new storage). Using In-band Port Virtualization (IPV), the migration appliance migrates data by taking on the identity of each host and copying (replicating) the associated data from existing to new storage, one host at a time. (The appliance moves data independent of each host CPU, and does not affect system performance.) When the primary migration has been completed, most, but not all of the data has been migrated from existing to new storage system, because the systems have remained online and new data has been written to the existing storage during the primary migration. To take care of this newly written data, the appliance has been programmed to monitor and track all changes; these are then applied iteratively to migrate data until the new storage data matches that of the existing storage. The process is repeated on a server-by-server basis, followed by remediation to the new storage system. The appliance is then removed. 13

15 The foundation for every successful SAN migration is having a clear picture of what you re migrating, and where you want to put it. For a mid-size to large migration, this involves gathering a LOT of data. And whether your discovery process is manual or automated, ALL of it must be captured and managed very carefully to prevent problems during and after the migration. Here s how we simplify this process at Vicom. As we ve already mentioned, Vicom uses a set of discovery scripts. These are easily installed on different OS platforms, gather the data in a matter of seconds, and put the data in a common format that is used to create an overall map of the SAN. The details for a Windows server are shown here. As you can see by the highlighted areas, key data like OS version and vendor, product, capacity, and serial number are gathered for the planning process. These are needed to ensure that all migrated data have a home on the new storage system and that nothing is left out. Vicom Surveyor software then takes this discovery data and rolls it up into a central plan, which creates an overall map of the SAN. Physical and logical information are then supplemented through review by Vicom, partner, and customer personnel based on the layout plans for the new storage system. When completed, a completed plan shows boot LUN designation, cluster/non-cluster configurations, volume manager conventions, LUNs, and multipath types and numbers. All are needed for both the migration operation and logical organization of the new storage system. 14

16 The actual migration is managed via Vicom Director software which downloads the migration plan into the appliance and verifies the plan against actual SAN configuration connections. When authorization is given to start the migration, the Director software initiates the migration process and shows the progress of the migration via network console, as shown here. From this console, progress and performance is continually monitored to ensure operating goals and restrictions are met. Following completion of the migration, the appliance is removed and remediation and data verification are performed as illustrated here. These procedures are also documented in the migration plan. 15

17 One of the reasons that SAN migrations are difficult is that they re almost always unique. Nearly every migration of mid-to-large scale involves computing infrastructure that (a) is heterogeneous; (b) has a legacy component; (c) has a unique server and storage architecture; (d) supports varied types of operating and availability needs. As we ll show through a few examples, Vicom s FlexDM services are flexible, and can accommodate nearly any enterprise environment, giving you an assured migration solution wherever you are able to deploy your storage systems. 16

18 One very common migration situation is migration between incompatible SAN fabrics. Shown here, for example, is migration between McData and Brocade SANs. As explained in the technology slide, the Vicom appliance provides true any-to-any SAN connection capability through block-level virtualization and a high-speed routing capability built into the appliance. As also mentioned, the appliance effectively brokers connections on the fly between SAN devices, and this includes SAN switches. No configuration changes on the devices, and in this case ISL connections are needed. Moreover, if the migration needs to be performed online, an additional Vicom appliance can be added to the first appliance to provide a high-availability, multipath SAN connection without changing connections on either fabric. Vicom can provide you with a list of SAN switch brand combinations in which we ve delivered SAN-SAN migrations. 17

19 Another frequent request that we receive is for migration between SAN (from or to) iscsi systems. The Vicom appliance is a SAN-connected device, but aside from needed a physical Fibre Channel connection, all of our logic works with iscsi SANs. Thus, all that s needed to enable application of our services is a FC to iscsi router. 18

20 If you re working on a large-scale SAN opportunity, your customer may be looking to consolidate or move data centers, requiring not only long-distance, high-speed link, but also fast and reliable completion of the migration. To migrate data, our appliance uses high-speed, synchronous replication to copy data from old to new storage. As such, we generally require a high-speed remote connection such as DWDM, which will allow us to migrate data online or offline using our normal methods. As you might imagine, customers are understandably sensitive about reliability of the method as well as ensuring there is no impact to their current data center operations. For data center migrations, this means migrated quickly AND reliably within designated windows in order to avoid disruption to operations. Host-based methods are too slow to do this. Array-based methods, which are faster, can be used, but many times, the arrays do not support migration to a competitor s array. This leaves high-speed appliance-based migrations as one of the only feasible methods. Deutsche Bank, an IBM customer, came to this conclusion when re-locating one of its financial services data centers from New York to New Jersey. In looking at their alternatives, they concluded that they could not safely and reliably accomplish the migration within any acceptable project period except by using Vicom during weekend downtime periods. After studying multiple vendors, including IBM, Deutsche Bank selected Vicom. The migration took four months of weekend migrations in which migrations were performed for servers that were selectively, migrated and brought online, but Deutsche Bank was able to support weekday financial transactions with no interruption during the period. Since then, Deutsche Bank has adopted Vicom for internal migrations under a custom licensing arrangement. The company migrates roughly 1-2 petabytes per year using Vicom migration tools. 19

21 Here s some quick highlights on selling Vicom migrations to your customers. 20

22 As mentioned earlier, Vicom offers two principal types of migration services: turnkey and data center migration (assistance) services. Turnkey migrations, in which Vicom does everything from initial discovery to remediation, are usually suited to customers with mid-range SANs usually in the range of 20-40TB and servers. Vicom performs each turnkey migration under an on-time, money-back guarantee of migration completion. Typically, customers who are looking for turnkey services lack experience, resources, and skills to perform heterogeneous migrations. Moreover, their migrations are often complicated by: Limited migration windows Need to maintain continuous operation during the migration Lack of time for new system deployment and migration. This lack of time is caused most often by expiring storage leases or the need for additional storage capacity on an existing system. For medium-to-large SAN customers with SANs of TB and many servers, Vicom offers flexible Data Center Migration Services. Customers with SANs of this scale usually have the staff and resources to perform the migration in-house. They understand the drawbacks of large migrations and may be concerned about the risks to operations or schedules (note: nearly 80 percent of enterprise migrations are underestimated in resources, time and/or budget). With these prospects, it s highly probable that the customers are also evaluating storage bids from major vendors such as EMC, NetApp, HP, IBM and HDS in addition to leading up-and-comers such as 3PAR and others. The major vendors usually offer turnkey migration services at high (more 2x Vicom price) or a single bundled storage + services price. Faced with these alternatives, these prospects may look for lower-cost alternatives or ways of reducing demands on internal IT resources. To address this, Vicom offers a flexible set of services in which Vicom will customize its assistance to: Perform only the migration and leave remediation to the customer Migrate data remotely after setting up the migration appliance with one onsite visit Selectively remediate servers, perform parts (rather than all) of the migration online, and customize migration windows to conform to a defined schedule. Migrations performed under the migration services are priced by TB volume, and range from $600-$900 per TB (price to the partner, not customer), making these services an attractive alternative to internal projects and commercial offerings from competitors and service providers. 21

23 What does Vicom s On-time Guarantee mean? For turnkey migrations in which Vicom manages the entire undertaking from discovery to server remediation, it means that Vicom guarantees on-time completion completion of the migration. If Vicom does not deliver the migration on-time, the company will offer a full refund of monies paid by the customer. For data center migration services in which Vicom controls only part of the migration, Vicom will guarantee a minimum migration completion rate of 14TB/week, subject to the above-listed terms. Should we fail to migrate data at or above the minimum rate, Vicom will reduce the partner price by: 25% for completion 1 day late 50% for completion 4 days late 100% if Vicom is more than 7 days late. 22

24 One of the biggest competitors for Vicom partners is EMC. As a product and services company, EMC offers both products that can be used for migration and turnkey migration services, especially when heterogeneous operations are involved. At the high-end, data can be migrated from a Symmetrix storage system to other EMC systems or selected 3 rd party systems using SRDF, which most EMC customers already possess and use for replication. For Clariion mid-range SAN storage, EMC offers SAN Copy, an optional application that moves data on a LUN-by-LUN basis. A Clariion storage system running SAN Copy can transfer data from other Clariion, Symmetrix, and supported 3 rd party systems. Both SRDF and SAN Copy give customers at least some latitude for performing migrations internally. The main disadvantage of both SRDF and SAN copy is that they are array-based data management applications built largely for replication instead of migration. As a result, the software must be installed on both source and target storage, limiting its applicability and doubling capital costs. To run the software, the storage system often requires update of drivers and hardware. Migrations with SRDF requires changes of BIN files, a disruptive operation. Finally, LUN migrations must be like-tolike, i.e., be of the same size and properties. Of course, as explained migrating data is only a small part of the actual migration task. To address this, EMC also offers turnkey migration services that are designed to satisfy customer operating objectives ranging from continuous online operation to LUN and storage consolidation. These services, however, are expensive, often costing several times what Vicom charges. 23

25 Offering Migration to Your Customers Because your principal focus may be on selling storage, you may wonder if and when it s appropriate to raise the topic of migration. Practically speaking, it s ALWAYS appropriate because: (a) with the exception of greenfield deployments, customers always need to deal with migration (b) even if they have a migration solution in hand, it s always important to ask --- because a mishandled migration can delay your system from going into service for months. Vicom, by comparison, will always provide a faster migration with no scheduling risk. (c) of course, Vicom migrations aren t free, but they are a cost-effective alternative that customers should have an opportunity to consider. Qualifying Migration Prospects Here are three questions that will help determine whether it makes sense to introduce Vicom as a migration solution: 1. How are you planning to migrate your data? If it s with host-based tools and internal staff, the customer faces a long road ahead. Vicom can help you close the deal and get paid faster. Your customer will also be happier! 2. Do you plan to keep systems online during migration? Remember, Vicom offers both online and offline migration. Moreover, because online migrations take longer and are management-intensive, many Vicom customers reduce their plans for online migrations to simplify and speed up their migration projects. 3. Do you have a deployment deadline or expiring storage lease? These are clear signs the customer is a prospect for Vicom s services. Vicom typically migrates data at TB per week (remember, Vicom guarantees 14TB per week for data center migration services; in practice, the actual rates are 2-3 times higher.) 24

26 Migrations are a straightforward process. You can generate a budgetary quote with Vicom s migration quoter or simply call a Vicom sale person, who ll give you a budgetary estimate over the phone. Turnkey migration quotes are based on number of servers, while Data center migration quotes are based on the number of terabytes to be migrated, with further refinements based on onsite or additional services that the customer may require. While some migrations are straightforward enough that the budgetary quote will be the final quote, before Vicom accepts a P.O., it will need to be confirmed by Vicom. Confirmation of this quote as soon as a conference call is made with the customer after which Vicom will provide a no-charge, migration assessment that you can schedule with a phone call to Vicom. This assessment includes a comprehensive SAN map (developed from Vicom s discovery software that will be provided to customer or partner), a formal migration plan and schedule, and a formal Statement of Work and quote. It s a valuable service for which service organizations like EMC s charge several thousand dollars. Once a purchase decision is made and P.O. issued, the migration will be scheduled by Vicom. Onsite, Vicom will install a migration appliance, upload the SAN map, and verify the physical SAN configuration. When the customer gives an OK, Vicom will start the migration and data will be migrated. Depending on the services purchased, servers will be remediated by Vicom, partner or customer, and checks on data and applications will be performed. New storage bring-up follows shortly thereafter. 25

27 Here are some key contacts and resources for you. 26

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