Mastering HUAWEI OceanStor - In Only 4 Hours! CAUTION

Transcription

1 Mastering HUAWEI OceanStor - In Only 4 Hours! CAUTION This document is intended for Huawei technical and product personnel and is for internal use only. For promotion data and policies, refer to the latest released promotion data and sales guide. Do not use this document as commitments to customers.

2 2014. All rights reserved. No part of this document may be reproduced or transmitted in any form or by any means without prior written consent of Huawei Technologies Co., Ltd. Trademarks and Permissions and other Huawei trademarks are trademarks of Huawei Technologies Co., Ltd. All other trademarks and trade names mentioned in this document are the property of their respective holders. Notice The purchased products, services and features are stipulated by the contract made between Huawei and the customer. All or part of the products, services and features described in this document may not be within the purchase scope or the usage scope. Unless otherwise specified in the contract, all statements, information, and recommendations in this document are provided "AS IS" without warranties, guarantees or representations of any kind, either express or implied. The information in this document is subject to change without notice. Every effort has been made in the preparation of this document to ensure accuracy of the contents, but all statements, information, and recommendations in this document do not constitute a warranty of any kind, express or implied. Huawei Technologies Co., Ltd. Address: Website: Huawei Industrial Base Bantian, Longgang Shenzhen People's Republic of China [email protected] i

3 Mastering HUAWEI OceanStor - In Only 4 Hours! Preface Preface What can we do in 4 hours? Hmm We can have a flight trip, enjoy a big feast, or watch a movie. Now we have another option: to become a storage expert! Of course, this shortcut to expertise only suits the gifted ones who can meet all of the following conditions: Condition 1: You are a Huawei employee. Condition 2: You have certain background knowledge on storage, for example, you know some terms like "disks". Condition 3: You are not yet a storage expert. Condition 4: You have 4 hours of free time. If you have met all the conditions, let's start the journey to explore the storage world. After 4 hours, you will find out storage is such an easy thing to learn! ii

4 Mastering HUAWEI OceanStor - In Only 4 Hours! About This Document About This Document Intended Audience and Document Overview This document is intended for Huawei frontline marketing personnel. This document has a base version and an advanced version. After reading the base version, you will be able to understand: 1. Basic storage knowledge 2. Storage market and its characteristics 3. Major storage manufacturers After reading the advanced version, you will be able to understand: 1. Huawei storage products and their characteristics (especially their differentiated competitiveness) 2. Development tendency of Huawei storage 3. Sales strategies of Huawei storage This document aims to help the audience attain basic storage knowledge and understand the unique values of Huawei storage. This document only gives a glance to the technical features of Huawei storage. For more information, you can obtain related Technical White Paper from the 3MS website. There are reference links at the end of the document. This document is for internal use only and cannot be used as commitments to customers. For promotion data and policies, refer to the latest released promotion data and sales guide. iii

5 Mastering HUAWEI OceanStor - In Only 4 Hours! Contents Contents Preface... ii About This Document... iii 1 Introduction to HUAWEI OceanStor Overview of Huawei Storage Why did Huawei enter the storage market? What is Huawei's investment in the storage market? What are Huawei's flagship storage products? Does Huawei have independent intellectual property rights? What's Huawei's performance in the storage market? Key Competitiveness of Huawei Storage What are the market positioning and benefits of HUAWEI OceanStor OS? How can the convergence feature of the HUAWEI OceanStor OS provision resources on demand? What are the key cutting edges of HUAWEI OceanStor unified storage V3? What hardware innovations does HUAWEI OceanStor unified storage have? What data algorithm innovations does HUAWEI OceanStor unified storage have? What are the differences between Huawei RAID 2.0+ and the traditional RAID technology? What are the value-added features provided by HUAWEI OceanStor unified storage? How does SmartTier improve performance and reduce costs of a storage system? What are the differences between SmartTier and the traditional resource allocation method? How can SmartQoS and SmartPartition ensure the quality of storage services? How does SmartVirtualization help customers reuse their existing devices? How does the second-level RPO help HUAWEI OceanStor unified storage systems improve its disaster recovery capability? What's the function of Huawei's HyperSnap lossless snapshot technology in a backup solution? What is the management software provided by HUAWEI OceanStor unified storage? What are the highlights of the management software provided by HUAWEI OceanStor unified storage? How can the management software provided by HUAWEI OceanStor unified storage centrally manage storage devices? How can I obtain esight? How can I simply operations on HUAWEI OceanStor unified storage? HUAWEI OceanStor Unified Storage Summary and Planning What are the highlights of HUAWEI OceanStor 18500/18800?...16 iv

6 Mastering HUAWEI OceanStor - In Only 4 Hours! Contents What are the highlights of HUAWEI OceanStor low-end and mid-range products? What is the market positioning of HUAWEI OceanStor V3 series? What are the highlights of HUAWEI OceanStor V3 series? What are the differences between product models of HUAWEI OceanStor V3 series? Can data be exchanged between HUAWEI OceanStor V3 series converged storage products and other Huawei storage products? How can data be migrated from other Huawei storage products to HUAWEI OceanStor V3 series? Overall Sales Strategies for Huawei Storage Products What are HUAWEI OceanStor enterprise unified storage products? What are the market positioning of these products? What are the application scenarios of HUAWEI OceanStor unified storage systems? What are sales strategies of HUAWEI OceanStor high-end storage systems? How to seize opportunities for HUAWEI OceanStor enterprise storage systems? What are the sales strategies of HUAWEI OceanStor mid-range storage systems? How do HUAWEI OceanStor unified storage systems ensure high service availability? What are the sales strategies? What are the selling points of HUAWEI OceanStor Dorado storage products? What are the sales strategies? What are the customer successes of HUAWEI OceanStor unified storage systems? Acronyms and Abbreviations v

7 1 Introduction to HUAWEI OceanStor This chapter introduces the HUAWEI OceanStor storage products, including their history, product family, core competitiveness, and key selling points. It helps readers obtain deep understanding on the OceanStor products from their market and product positioning, competitiveness, product planning, and sales strategies. Huawei sales personnel can learn basic sales skills and know how to efficiently sell the products by reading this chapter. This chapter now only covers the introduction to HUAWEI OceanStor unified storage products. The introduction to HUAWEI 9000 big data storage system, Dorado solid-state storage system, and disaster recovery solution will be added into the chapter soon. If you want to learn more about Huawei storage products, you can obtain related Technical White Paper from the 3MS website. There are reference links at the end of the document. 1.1 Overview of Huawei Storage Why did Huawei enter the storage market? Answer: Huawei entered the storage market to meet both the requirements of the market and its own development. 1. The storage market has large market space and broad development prospects: The market space of storage hardware and services reaches $40 billion. If software and consulting services are included, the market space reaches $100 billion. It's a large market where Huawei can participate in. 2. The storage market needs new players: The storage market is not monopolized by any manufacturers and welcomes the participation of new competitive players. In addition, in the past 20 years, no new storage manufacturer emerged and the storage market was occupied by traditional manufacturers. Customers need the innovation of new manufacturers. 3. Storage is an important element of Huawei's pipeline strategies: Huawei's IT infrastructure solution consists of storage, computing, network, security, cloud computing, and data centers. The rapid development of cloud computing and big data offers Huawei an opportunity to enter the IT arena. 4. Storage can support Huawei's future development: Huawei's carrier businesses have achieved Top 1 in the world, and Huawei is now in need of a new growth point for the next 10 years. Information technologies are similar to communication technologies, so 1

8 Huawei can easily enter the IT arena and boost the transformation of its carrier businesses. 5. Huawei's accumulated experience helps storage development: Storage products impose demanding requirements on reliability and performance, so the development of storage products requires high software and hardware R&D capabilities. Huawei has accumulated a large amount of experience in this field and is capable of manufacturing products and solutions combing software and hardware. Therefore, Huawei can do a great job in the storage arena What is Huawei's investment in the storage market? Answer: During recent years, Huawei has invested a lot in the storage market and aims to achieve a sustainable development for its storage products. Huawei wants the storage products to become a new "cash cow" year experience: Huawei initiated its development of storage products in 2002 and launched its first storage product in Up till now, Huawei has developed a complete range of products and solutions including enterprise unified storage (low-end/mid-range/high-end storage), solid-state storage, big data storage, cloud storage, and storage solutions. 2. Continuous heavy investment: Huawei has invested over $2 billion in the storage market. It spent $530 million in 2011 in acquiring the shares of Symantec from their joint company, Huawei Symantec, and spent $200 million in building the largest compatibility lab in Asia. It has over 3500 storage R&D staff and five research institutions across the globe. In addition, the Huawei Bell Lab built in 2012 provides strong technical support. 3. Wide cooperation: Huawei has carried out IT training schemes in its research centers in the Unites States, Canada, Europe, and Russia, and has built cooperation labs with global top universities including MIT, Stanford, CMU, University of California, and Imperial College What are Huawei's flagship storage products? Answer: With its storage concept of "Intelligence on Demand, Convergence for Future" and adaption to the cloud computing tendency, Huawei invests in the development of both storage products and solutions. Products: enterprise unified storage (low-end/mid-range/high-end unified storage, solid-state storage), big data storage, and cloud storage Solutions: General solutions in disaster recovery, backup, media entertainment, big data, virtualization, and cloud storage; customized solutions for different industries 2

9 The following picture is a portfolio of Huawei storage products: The flagship storage products include: Type: Model Application Scenario High-end storage Mid-range unified storage Entry-level storage Solid-state storage Enterprise clustered NAS storage OceanStor 18500/18800: S2600T/S5500T/S5 600T/S5800T/S680 0T S2200T Dorado 2100 G2/5100 N8500 They are applicable to core enterprise businesses that have demanding requirements on reliability and performance. The major application scenarios include financial systems, carriers' BOSS systems, and enterprises' ERP and CRM systems. They support both SAN and NAS applications, and help customers simply networks and reduce investment. They are targeted at the distribution market and applicable to enterprise scenarios that do not require high performance, reliability, or capacity, such as video surveillance. They are mainly used for database acceleration, meeting enterprises' requirements for high performance. They are applicable to high-performance NAS scenarios, such as media entertainment. Big data storage 9000 They combine the functions of storage, analysis, and archiving that are used in scenarios such as gene sequencing and oil exploration. They meet enterprises' complex business requirements in the big data age. 3

10 1.1.4 Does Huawei have independent intellectual property rights? Answer: Yes, it does. With 12-year accumulated experience of storage, Huawei is now providing a complete range of storage products for customers around the globe. Its products and solutions cover unified storage, high-end storage, solid-state storage, big data storage, cloud storage, and data protection. In addition, Huawei owns independent intellectual property rights in the important areas like storage chips, hardware, and software, so it protects customers' data in a reliable manner. Let's have a detailed look at Huawei's achievements in these three areas: Storage chips: Huawei independently developed SSDs, SSD control chips, and a solid-state storage system (Dorado). These products successfully entered the high-end storage market that had been once monopolized by foreign storage manufacturers. In the low-end storage market, Huawei developed an ASIC controller chip for the ARM64 architecture, which minimizes customers' purchase cost and power consumption. Huawei also developed an IOC and a next-generation Red-B Prime chip to integrate multiple protocols. Hardware: Huawei independently developed all hardware components in its storage systems, including disks (SAS disks, SSDs, and dual-port PCIe SSDs), controllers, interface modules, controller enclosures, and disk enclosures. This development capability ensures the high reliability, density, and performance of Huawei's storage products. Software: Huawei developed a variety of software to greatly improve its product competitiveness, including the OceanStor operating system, Smart series efficiency improvement software, Hyper series data protection software, and device management software What's Huawei's performance in the storage market? Answer: Huawei has entered the storage arena for more than 10 years and has accumulated profound technical experience. The recent years are witnessing a rapid growth of Huawei's storage products. Let's analyze Huawei's market performance from the following three aspects: Fastest growth rate in the global market: According to Gartner's report on the storage market in 2013 Q4, Huawei ranked No. 7 in terms of sales revenue, number of sold sets, and capacity of sold sets, and its market share kept rising throughout (Customers who attach great importance to Gartner's reports may hold that Huawei's storage products are not competitive enough. However, we must pay attention to two facts: 1. Although Huawei only ranked No. 7, its growth rate is constant and high. 2. Gartner's reports focus on market shares, but Huawei's powerful ability to innovate and fast response to new requirements also needs customers' attention.) Leading role in the China market: According to Gartner's report on the China storage market in 2013, Huawei storage ranked No. 1 during four consecutive quarters in the number of sold sets and during two consecutive quarters in the capacity of sold sets. Its sales revenue surpassed EMC and ranked No.1 for the first time. Outstanding technologies: In Gartner's Magic Quadrant, Huawei has entered the first group. Its high-end storage products ranked No.3 in reliability, availability, and serviceability (RAS). Its mid-range storage products ranked No. 1 in scalability. Its product viability was evaluated as excellent. 4

11 1.2 Key Competitiveness of Huawei Storage What are the market positioning and benefits of HUAWEI OceanStor OS? Answer: The OceanStor operating system (OS) is the operating system running on Huawei storage products, and it is the core competitiveness of these products. Its logo is as follows: The OceanStor OS runs on a hardware platform and is responsible for the logical processing, maintenance, and management of all storage services, including storage resource management (HDDs and SSDs), I/O requests processing (SAN and NAS), and value-added services. Compared to its peers provided by other storage manufactures, the OceanStor OS has the following benefits: 1. Unification: This OS is used in all Huawei storage products, including low-end, mid-range, high-end, SAN, and NAS products. In comparison, other storage manufacturers may acquire storage products from different companies to complement their product families, so these products may have heterogeneous architectures and cannot cooperate with each other. 2. Convergence: The OceanStor OS has the ability to converge SAN/NAS, low-end/mid-range/high-end storage, HDDs/SSDs, primary/backup storage, and storage products from different manufacturers How can the convergence feature of the HUAWEI OceanStor OS provision resources on demand? Answer: The convergence feature of the OceanStor OS can provision storage resources on demand. Its detailed implementation is as follows: The convergence of SAN and NAS deploys services on demand: In other manufacturers' storage products, the SAN and NAS architectures are independent or stacked, and blocks (SAN) and files (NAS) are processed in parallel. In Huawei's storage products, SAN and NAS capabilities are converged, so the service deployment is more flexible. The convergence of low-end, mid-range, and high-end products migrates data on demand: Huawei is the only manufacturer that achieves the convergence of its low-end, mid-range, and high-end storage products. With the unified OceanStor OS, data can freely flow among storage products of different models. The convergence of SSDs and HDDs accelerates services on demand: The OceanStor OS is specially optimized for SSDs. In this way, the OS maximizes the high performance of SSDs and the large capacity of HDDs, and achieves a perfect balance between performance and capacity. The convergence of primary storage and backup storage protects data on demand: The Huawei storage products offer built-in backup software and devices to back up resources automatically, so the resource utilization is improved. The convergence of storage products from different manufacturers integrates resources on demand: Huawei storage products can take over customers' existing 5

12 storage systems such as those from IBM and EMC, achieving smooth service cutover and migration What are the key cutting edges of HUAWEI OceanStor unified storage V3? Answer: HUAWEI OceanStor unified storage V3 is very competitive in its specifications, performance, and software features. 1. Industry-leading specifications: Huawei's powerful hardware capability reinforces its storage products' leading position in specifications like capacity, scalability, CPUs, and interface modules. 2. Excellent performance: The performance indexes claimed by Huawei have been proven by public tests. For example, Huawei's OceanStor enterprise storage system achieves a 1-million IOPS in the SPC-1 test held by the authoritative performance evaluation organization, SPC, and this performance achievement is 40% higher than that of Huawei's competitors. Huawei's mid-range storage products, OceanStor S2600T to S6800T, also surpass their peers in performance. In cloud computing scenarios, where a large number of applications are centrally deployed, performance becomes the most important thing to consider. Therefore, OceanStor S2600T to S6800T are very suitable for cloud computing applications. 3. The variety of software features bring unique benefits to Huawei's products: Second-level RPO: Although all high-end storage products in the industry support second-level replication windows, only IBM and Huawei provide low-end and mid-range storage products that offer remote replication of second-level RPO. Cache partitioning: Cache partitioning is only supported by EMC's high-end products, as well as Huawei's and HDS's whole product families. Abundant QoS policies: Huawei is the only manufacturer that provides QoS policies with configurable priority levels, upper threshold, and lower threshold. Innovative lossless snapshots: Huawei's patented lossless snapshot technology greatly reduces backup solutions' impacts on the performance of production hosts, and provides technical support for the wide application of snapshot backup solutions. Unique data sharing among low-end, mid-range, and high-end storage products: Only Huawei' storage product family, HDS's high-end storage products, and IBM's mid-range storage products offer the heterogeneous virtualization function, and only Huawei allows its product family to all participate in disaster recovery. That is to say, customers can deploy storage products with low specifications in their disaster recovery centers to reduce their construction costs What hardware innovations does HUAWEI OceanStor unified storage have? Answer: The chips, CPUs, and disks n HUAWEI OceanStor unified storage are innovative. 1. Chip with convergence of multiple protocols SAN and NAS have diversified interface protocols, such as Fibre Channel, iscsi, ToE, GE, and FCoE, and most storage manufacturers use a dedicated interface module to support each type of protocol. In addition, the chips for these protocols are monopolized by different manufacturers, making these chips expensive and hard to cooperate with 6

13 each other. Huawei provides a chip that converges multiple protocols and achieves software-defined interfaces. This chip supports protocols like Fibre Channel, iscsi, ToE, GE, and FCoE. Customers can flexibly define host interface types and modify protocol types onsite. 2. Co-processing chip Functions such as deduplication, compression, and encryption consume a lot of CPU resources and imposes adverse impacts on storage performance, so in the past, these functions could only be used in secondary storage scenarios such as backup. Huawei's storage products adopt co-processing chips that can share CPUs' loads in processing these functions, so these functions now can be used in the production scenarios, and the cost is greatly reduced. 3. ARM64 CPU CPUs are another key hardware component in a storage product. However, Intel's x86 CPU is monopolizing the market and is sold at a high price. Huawei is now developing its own CPU with an ARM64 design. Compared with x86 CPUs, the ARM64 CPUs have the following advantages: 4. SSDs ARM64 CPUs have lower power consumption, helping customers save power and cooling costs ARM64 CPUs have a lower computing capability but a higher bus bandwidth than x86 CPUs, and are more suitable for storage products that are mainly used for data storage and migration. ARM64 CPUs incorporate independent acceleration engines that are dedicated for storage systems, and these engines help storage systems perform "smart" jobs in an efficient manner. A traditional mechanical disk has many mechanical parts such as a motor and a magnetic head. These parts reduce the disk reliability and performance. An SSD comprises a control chip and a Flash chip, so its reliability and especially its performance are higher than those of a mechanical disk. High-end storage products usually use a large number of mechanical disks to address the demanding performance requirements of core applications. In the future, SSDs will replace high-performance mechanical disks (SAS disks) to greatly reduce the construction costs of core applications. With a strategic vision, Huawei has been developing its SSDs and SSD chips since Seagate and West Digital have monopolized the mechanical disk market, so the disk prices are high and customers' problems are usually not resolved in time. With Huawei's innovative SSDs, customers' construction costs are reduced and service quality is improved. According to the previous analysis, Huawei has powerful innovative capabilities in chips, boards, enclosures, and whole systems, and provides customers with storage products of high reliability and performance What data algorithm innovations does HUAWEI OceanStor unified storage have? Answer: HUAWEI OceanStor unified storage products are built on the OceanStor OS and adopt a series of innovative data algorithms to improve their reliability and performance. 1. RAID 2.0+ virtualized data algorithm Huawei develops an innovative RAID 2.0+ algorithm to achieve a two-layer virtualization. It greatly improves storage reliability and efficiency. 7

14 Virtualized distributed algorithm on the medium layer This algorithm resolves the problem that after a traditional RAID group fails, the disk reconstruction speed is slow and the data loss risk is high. With this algorithm, the average reconstruction period for 1 TB data is reduced from 10 hours to 30 minutes, and the system reliability is improved by 95%. Virtualized distributed algorithm on the resource layer This algorithm resolves the problems including storage resource isolation, low resource utilization, and rigid resource scheduling. It converges SAN and NAS resources, and flexibly configures storage resources based on their types (SAN or NAS), priorities, and service levels. 2. Flash algorithm In 2009, Huawei launched its all-flash product, the Dorado, which employed an innovative Flash algorithm to offer superb performance and reliability. This algorithm is being optimized and will be used in the HDD/SSD hybrid storage products. Memory optimization algorithm for the Flash medium, maximizing Flash performance and reducing latency to shorter than 1 ms. Global wear leveling algorithm, prolonging the lifecycle of SSDs to over 10 years. 3. Multi-controller scale-out algorithm (distributed algorithm for symmetric nodes) Before 2009, the architecture of high-end storage systems was more like a mainframe or midrange server. It consisted of many interface modules, memory modules, and switching modules that were connected with one another through dedicated buses. The architecture used a scale-up algorithm, but the scalability was very limited. With the development of cloud computing, storage systems become more centralized and they use an architecture that can be smoothly scaled out from small engines to multiple engines. This architecture is more suitable for the cloud computing data centers. Huawei's and EMC's storage products use this advanced algorithm. The scale-out capability ensures a linear increase in system performance and capacity. HUAWEI OceanStor supports up to 16 controllers, 3216 disks, 7 PB of capacity, and 1 million IOPS. Traditional mid-range storage products usually used a dual-controller architecture. To adapt to the trend of centralized storage, they begin to use multi-controller architectures and the scale-out algorithm. As more controllers are added into the dual-controller architecture, the system performance linearly increases. Now, all of Huawei's mid-range storage products use a multi-controller architecture, while most SAN manufacturers such as HDS, EMC, IBM, and HP still use traditional dual-controller architectures in some or all their mid-range storage products. Although the NAS products of NetApp use a multi-controller architecture, its SAN products are not widely recognized in the industry. In addition, NetApp does not provide high-end storage products What are the differences between Huawei RAID 2.0+ and the traditional RAID technology? A storage system using traditional RAID is like a company that consists of multiple departments (RAID groups). Each department consists of several teams (disks). All departments work solely and do not share resources or cooperate with one another. When the company has to process multiple tasks: Low overall efficiency: Loads are not balanced among these departments (RAID groups). Low reliability: The teams (disks) under heavy pressure for a long time are easy to fail. 8

15 We can compare RAID and RAID 2.0+ with different batteries in electric vehicles. Generally, an electric vehicle is powered by a large battery. Its downsides include the slow charge speed and the high failure rates of the battery and the entire vehicle. On the contrary, a Telsa uses 7000 small batteries that are centrally scheduled and managed using a distributed algorithm. This battery design has a fast charge speed and a low failure rate. Even if one battery is faulty, the vehicle performance will not be reduced. RAID 2.0+ is an innovative virtualization technology used to manage storage resources. It adds a certain number of disks on a storage system into a large resource pool (the typical configuration is 64 disks), and then slices these disks into small virtual blocks (the block size is 64 MB by default and can be adjusted). RAID groups are created based on these virtual blocks, and these blocks are managed and distributed in a unified manner. The storage system can allocate different types and numbers of virtual blocks to store data of different applications. If we compare RAID 2.0+ with a company, the company does not have departments (RAID groups) and all its teams (disks) and employees (virtual blocks) are centrally managed by the boss. The boss assigns tasks evenly to all employees in the company and selects capable employees (SSD virtual blocks) to handle complex tasks. In summary, RAID 2.0+ has the following advantages over traditional RAID: Improved efficiency: With smaller data management and resource scheduling granularities (virtual blocks), resource utilization is improved by three times. The pool mechanism shatters the limitation on LUN sizes in traditional RAID, and LUN sizes can be flexibly based on service types. Enhanced reliability: Only one hot spare disk in a traditional RAID group participates in reconstruction. However, RAID 2.0+ uses the virtualization technology to divide the hot spare space into small parts and distribute these parts onto multiple disks, and these disks simultaneously participate in reconstruction. In this way, a single disk will not be an I/O bottleneck and the data recovery speed is improved by 20 times. (According to IDC's report, the reconstruction time for 1 TB data is reduced to 17 minutes.) Currently, only Huawei employs RAID 2.0+ and HP 3PAR adopts a technology similar to RAID 2.0+, and the rest manufacturers still use RAID 1.0.) What are the value-added features provided by HUAWEI OceanStor unified storage? Answer: It we want to buy a car, we focus most on the car's performance, reliability, and operation. Therefore, all configurations of the car are optimized around these aspects. Similarly, in a storage system, all its value-added features are developed to improve the system performance, reliability, and usability. HUAWEI OceanStor unified storage employs the Smart series software to improve the system efficiency, the Hyper series software to protect data, and the dedicated management software to ensure the system usability. The Smart series software is based on the RAID 2.0+ technology and provides fine-grained data management, improving system efficiency. The Hyper series software provides a variety of measures to protect data security, enhancing system reliability. The management software centrally manages all storage devices in a data center, facilitating the use of the storage system. 9

16 Each software series contains the following software: Smart series: SmartTier (intelligent data tiering), SmartThin (intelligent thin provisioning), SmartMotion (intelligent data migration), Data Reduction (data compression), SmartQoS (intelligent service quality control), SmartPartition (intelligent cache partitioning), and SmartVirtualization (intelligent heterogeneous virtualization) Hyper series: HyperSnap (snapshot), HyperCopy (LUN copy), HyperClone (cloning), and HyperReplication (remote replication with second-level RPO) Management software: OceanStor DeviceManager (configuration and management for a single storage device), esight Storage Manager (central operation and management of multiple storage devices), and OceanStor ReplicationDirector (management of storage disaster recovery services) How does SmartTier improve performance and reduce costs of a storage system? Answer: Customers always require a storage system to deliver high performance under a tight budget. If we only use SSDs, the system performance is high but the cost is unaffordable. If we only use SAS disks, the price can be controlled under the budget but the performance is unsatisfactory. Customers are calling for a storage solution that can balance both performance and cost requirements. HUAWEI OceanStor unified storage uses a combination of SSDs, SAS disks, and NL-SAS disks. These types of disks provide data storage with different access speeds and storage capacities. SmartTier provides intelligent storage tiering. It distinguishes cold data and hot data automatically or based on a preset policy, and then relocates hot data to SSDs for high performance and cold data to NL-SAS disks for low costs. The advantages of Huawei SmartTier include: 1. Fine migration granularity: The SmartTier migration granularity is down to kilobytes and is much smaller than its peers, providing better performance. 2. Rich migration policies: The migration mode can be automatic or manual, and the migration speed is adjustable. 3. Transparent to services: The migration does not affect ongoing services. 4. Support for space reclamation: The storage space occupied by data zeros is reclaimed, improving space utilization. SmartTier helps customers improve storage system performance and lower the total cost of ownership (TCO), satisfying the requirements for both high performance and large capacity What are the differences between SmartTier and the traditional resource allocation method? Answer: In the initial construction stage of an IT system, its service A is allocated 100 GB space while service B is allocated 200 GB space. As services develop, the space allocated to service A has been used up while service B only uses 50 GB space and has 150 GB free space. This 150 GB space cannot be shared to service A, causing a resource waste. How to correctly plan storage space for services becomes a headache for IT administrators. To address this problem, SmartThin comes into being. SmartThin is a method used to intelligently allocate storage space based on service requirements. It does not allocate all space out in advance, but presents users a virtual storage space larger than the physical storage space. In this way, users see larger storage space than the actual storage space. This 10

17 "on-demand" space allocation method allows a storage system to allocate space upon data writes, that is, the system only offers space that is required by the data to be written. If the storage space is insufficient, SmartThin expands the capacity of the back-end storage unit. The whole expansion process is transparent to users and causes no system downtime. Compared to the traditional resource allocation method, SmartThin has the following advantages: 1. More intelligent allocation policies: In the traditional resource allocation method, LUN space is allocated when the LUN is created, and the space is usually much larger than the space actually required, causing a high initial investment. SmartThin employs an "on-demand" allocation policy that does not allocate all space out initially but sets a maximum threshold for future expansion. This greatly reduces customers' investment. 2. Finer allocation granularity: The traditional resource allocation method is like a static resource pool. When the pool is created, a fixed minimum granularity is set for it, and the granularity cannot be changed according to service types. SmartThin is a dynamic resource pool, and its minimum granularity is adjustable according to services, improving service utilization. (The default granularity is 4 MB. The granularity range is from 512 KB to 64 MB.) 3. Adjustable migration speed: The data migration speed in SmartTier can be set to high, medium, or low. The highest migration speed is 100 Mbit/s, and the data volume migrated every hour can reach 360 GB. SmartTier automatically detects the current system workloads and adjusts the migration speed accordingly, minimizing the adverse impact on system services. Customer benefits: 1. On-demand resource allocation and sharing improve resource utilization. 2. Simple storage planning facilitates storage management How can SmartQoS and SmartPartition ensure the quality of storage services? Answer: Similar to banks that give us VIP cards and provide different services to us according to our VIP levels, a storage system also has the priority mechanism that configures different storage resources for applications of different priority levels, ensuring the quality of specific services. HUAWEI OceanStor unified storage systems employ SmartQoS and SmartPartition to configure different storage resources for services of different priority levels, ensuring the quality of storage services, where: SmartQoS reserves sufficient storage resources for services of a high priority level, meets the SLA requirements of these services, and ensures fast service response. SmartPartition allocates different cache quotas for services according to their importance levels. Mission-critical services can exclusively use cache resources allocated to them, ensuring service continuity. The differences and relationship between these two features are as follows: Different control resources: SmartQoS controls CPU and memory resources and SmartPartition controls cache resources to ensure the quality of key services. 11

18 Different focuses: SmartQoS focuses on services of high priority levels and reserves sufficient resources for these services. SmartPartition sets cache quotas for specific services and ensures these services to exclusively use their cache resources. SmartQoS and SmartPartition cooperate to provide optimal services for customers. Advantages of Huawei: The cache partitioning technology is only used in EMC's high-end products, Huawei's whole product family, and HDS's whole product family. Abundant QoS policies: Huawei is the only manufacturer that provides QoS policies with configurable priority levels, upper threshold, and lower threshold How does SmartVirtualization help customers reuse their existing devices? Answer: If there are a variety of storage devices existing on a customer's network, the network is of a complex structure, difficult management, and high service migration risks. Especially when a disaster recovery center is in need, the customer must buy storage devices of the same models and a remote replication license for each model. This costs a high price. Therefore, the existing devices are better to cooperate with newly purchased devices to reduce cost. SmartVirtualization is a piece of heterogeneous virtualization software of high efficiency and reliability. It regards the storage resources provided by other manufacturers' devices as a large virtual disk of HUAWEI OceanStor unified storage systems. This function is applicable to the following three scenarios: Migrating data from existing storage devices to new Huawei storage devices Using existing storage devices to mirror the important application data in Huawei storage devices Using Huawei storage devices to back up original data for disaster recovery Advantages of Huawei: Only Huawei' storage product family, HDS's high-end storage products, and IBM's mid-range storage products offer the heterogeneous virtualization function, and only Huawei allows its product family to all participate in disaster recovery. That is to say, customers can deploy storage products with low specifications in their disaster recovery centers to reduce their construction costs. The existing storage devices are fully used to improve resource utilization and save customers' costs. SmartVirtualization can work with the Hyper series data protection software, SmartQoS, and SmartPartition to improve system reliability How does the second-level RPO help HUAWEI OceanStor unified storage systems improve its disaster recovery capability? Answer: A disaster recovery solution is based on the remote replication technology, which can be synchronous remote replication or asynchronous remote replication. If the distance between two data centers is shorter than 300 km and the disaster recovery is sensitive to latency, synchronous remote replication is recommended, because it ensures data consistency between the two data centers to the maximum. If the distance between two data centers is beyond 300 km, synchronous remote replication causes severe latency in the production 12

19 system, so asynchronous remote replication is recommended, and it periodically replicates data to the disaster recovery center. The downside of asynchronous remote replication is that it causes certain data inconsistency between the two data centers, and the amount of inconsistent data, or the recovery point object (RPO), depends on the background replication period. Although the second-level RPO is supported by all high-end storage products in the industry, it is only supported by the mid-range and low-end storage products of Huawei and IBM. In the cloud computing age, data is centralized, and demanding reliability requirements are imposed on mid-range and low-end storage devices. Remote replication supporting second-level RPO can greatly improve the disaster recovery capability of these storage devices. The asynchronous remote replication of HUAWEI OceanStor unified storage employs the innovative multi-time-segment caching technology, which enables data and I/Os in caches to carry time information. During replication and synchronization, the storage system directly reads data of corresponding time segments from the primary LUN cache and copies the data to the secondary LUN. This lowers the latency and eliminates the impact of traditional asynchronous remote replication snapshots on system performance. Therefore, the synchronization period can be shortened to seconds. The working mechanism is as follows: Host When a replication period starts, the caches of the primary and secondary LUNs generate two new time segments (T2 and P2). New data writes sent by the host are stored in time segment T2 of the primary LUN cache. Then the write operation is completed. Data of time segment T1 is replicated to time segment P2 of the secondary LUN. The primary and secondary LUNs flush their data to disks. Primary LUN Secondary LUN HUAWEI OceanStor unified storage employs a unified platform to enable data to flow among high-end, mid-range, and low-end storage systems, broadening customers' choices of storage systems when building a disaster recovery solution. The second-level RPO allows customers to build a three-data center (3DC) disaster recovery solution that comprises high-end, mid-range, and low-end storage systems. This solution is of a high disaster recovery capability and service availability What's the function of Huawei's HyperSnap lossless snapshot technology in a backup solution? Answer: Nowadays, backup technologies have two development trends: 1. Permanent incremental backup: The traditional tape backup technology performs a full backup task every week and an incremental backup task every day, causing a huge waste of capacity. Therefore, the permanent incremental backup on disks becomes a trend. 2. The backup data can be used for service recovery. When the traditional tape backup technology is recovering services, it first copies data back to the production system, and 13

20 this causes a long system downtime. As customers require a short service recovery window, the disk-based data backup becomes popular in recovering services. In the large-scale cloud computing environment, the network of a traditional backup solution (backup software + backup equipment + application Agent) is complex and cannot be flexibly deployed. The snapshot technology used in storage systems is a copy of the production data at a specified point in time, and it meets the backup development trend. In contrast, the traditional snapshot technology is achieved on disks and based on copy-on-write (COW), and it severely affects the performance of the production system. Huawei HyperSnap virtual snapshot technology employs the innovative multi-time-segment caching technology, which enables data and I/Os in caches to carry time information. The snapshots generated in caches back up the original data. If a piece of original data is damaged, a snapshot generated at a desired point in time can be used to recover the data. The whole data recovery process is transparent to applications and causes no system downtime, and the backup window is zero. In all, Huawei HyperSnap virtual snapshot technology is an innovative snapshot technology with zero performance loss. It contributes to the wide application of snapshot and backup solutions What is the management software provided by HUAWEI OceanStor unified storage? Answer: HUAWEI OceanStor unified storage provides three pieces of management software: DeviceManager, esight, and ReplicationDirector, where: DeviceManager is used to configure and monitor Huawei storage product family. It facilitates users' daily operation and management of the storage devices. It is deployed inside a storage device and sold with the device. One DeviceManager manages only one storage device, and the terminal can be a PC, a PAD, or a mobile phone. esight is used to centrally manage the storage devices of different models and different manufacturers in an entire enterprise data center. It provides diversified management functions such as a global topology view, capacity analysis, fault diagnosis, and end-to-end intuitive management, greatly improving the storage operation & maintenance efficiency. It is deployed on a standalone server. ReplicationDirector is used to manage the storage disaster recovery services in an enterprise data center. It provides disaster recovery management functions for diversified database applications and virtual environments, such as active-active disaster recovery and 3DC disaster recovery. With an intuitive service monitoring function, it facilitates service configuration, data recovery, and disaster recovery testing. It is deployed on a standalone server. This software is mandatory if the storage device is sold in a disaster recovery solution What are the highlights of the management software provided by HUAWEI OceanStor unified storage? Answer: We always say that storage devices are complex; however, with an elaborate design, users can manage these devices with ease. HUAWEI OceanStor unified storage systems provide an intuitive management method and facilitates system operations from the following aspects: Unified management: One piece of software is able to manage more than 30 devices in a data center. Easy operation: All initial configurations can be completed within five steps. 14

21 Mobile office: Mobile terminals such as mobile phones and PADs can be used to manage storage devices How can the management software provided by HUAWEI OceanStor unified storage centrally manage storage devices? Answer: HUAWEI OceanStor unified storage systems use esight to centrally manage Huawei and third-party storage devices. Before 2012, esight was used to manage data communications devices. In 2012, Huawei established an enterprise BG and esight became the system management software of the enterprise ICT. It can be used to manage all Huawei's enterprise devices in a unified manner, including storage devices, servers, firewalls, switches, and UCC devices. The whole family of Huawei's storage devices can be managed by esight, including OceanStor S2200T/S2600T/S5500T/S5600T/S5800T/S6800T/18500/ The third-party devices that can be managed by esight include storage devices from EMC/NetApp/IBM/HP/Inspur/DFT/Sugon and Fibre Channel switches from Brocade/Qlogic. esight can monitor the status of these devices and query their information How can I obtain esight? Answer: esight provides trial and official versions. For the trial version, you can download it from Huawei support website and use esight free for three months. For the official version, it is delivered with the storage product after you have purchased it. In addition, Huawei provides the demonstration version. On the 3MS, you can choose IT Global Solution Forum > Online Lab to learn and use esight. For details about esight, you can download it from the official website or IT book in mobile phone version How can I simply operations on HUAWEI OceanStor unified storage? Answer: HUAWEI OceanStor unified storage provides the DeviceManager to facilitate your system configuration and management. Using its intuitive GUI and configuration wizards, you can complete initial configurations in five steps within 40 seconds and finish capacity expansion in two steps within 15 seconds. Based on your application scenario, you can use the DeviceManager to follow the wizard-based configurations step by step. You can complete initial configurations in five steps (go to the configuration page > set basic device information > calibrate device time > allocate initial capacity > import and activate the license) within 40 seconds. During the capacity expansion, you can use the DeviceManager to expand capacity in two steps (choose an object whose capacity you want to expand > enter the size of expanded capacity) within 15 seconds. 15

22 1.3 HUAWEI OceanStor Unified Storage Summary and Planning What are the highlights of HUAWEI OceanStor 18500/18800? Answer: The highlights of HUAWEI OceanStor 18500/18800 are as follows: Brilliant performance Scale-out architecture RAID 2.0+ Heterogeneous virtualization Cache partitioning Abundant QoS policies Lossless snapshots What are the highlights of HUAWEI OceanStor low-end and mid-range products? Answer: The highlights of HUAWEI OceanStor low-end and mid-range products are as follows: Brilliant performance Scale-out architecture RAID 2.0+ Heterogeneous virtualization Cache partitioning Abundant QoS policies Lossless snapshots Second-level RPO What is the market positioning of HUAWEI OceanStor V3 series? Answer: The V3 series storage systems are listed in the following table: OceanStor 2200 V3/2600 V3/5300 V3/5500 V3/5600 V3/5800 V3/6800 V3/6900 V3 Product Positioning 2200 V3 Low-end storage 2600 V3 Low-end storage 5300 V3 Mid-range storage 5600 V3 Mid-range storage 16

23 Product Positioning 5800 V3 Mid-range storage 6800 V3 Mid-range and high-end storage 6900 V3 Mid-range and high-end storage Oriented to the global storage market, the product family provides enterprise-level storage products and services. OceanStor 2200 V3/2600 V3 are low-end storage and products for distribution sales, facing the SMB market. OceanStor 5300 V3/5500 V3/5600 V3/5800 V3 are mid-range and high-end storage products, facing the general storage market. These products provide basic data protection and are applicable to scenarios that require high storage efficiency and easy management, such as, OA, file sharing, video, and backup services. OceanStor 6800 V3/6900 V3 are mid-range and high-end storage products, applicable to performance-sensitive scenarios. These products provide services for core enterprise business and are applicable to scenarios that require high reliability and performance, such as enterprise EPR, CRM, carrier BOSS, OCS systems What are the highlights of HUAWEI OceanStor V3 series? Answer: Industry-leading hardware platform: Supports 8 controllers, 40 TB of cache, 160 host ports, and 8 PB of storage capacity, leading the industry with its specifications. Employs cutting-edge Intel Ivy-Bridge CPUs, reaching 22 million IOPS, providing 40 Gbit/s of bandwidth, and improving performance by 100%. Supports SmartI/O cards that use Huawei-developed chips. Since the chips support three protocols, that is, 10GE, 16 Gbit/s Fibre Channel, and FCoE, users can set software to implement multiple protocols in one SmartI/O card without the need of changing interface cards, and can also set software to implement a variety of interface protocols, truly realizing the so-called "Software Defines Interface Cards". Five-dimension integration: Provides "on-demand" resource allocation to meet customer requirements (for details, see the preceding sections.) IP-based Scale-out technology: Perfectly meets the development trend of cloud computing by supporting up to 8 controllers and 8 PB of capacity, and delivering 22 million IOPS at most to greatly improve storage systems' scalability. Online deduplication and compression: Uses Huawei-developed dedicated acceleration cards to implement deduplication and compression, improving storage space utilization, enhancing storage system performance, and enabling capabilities to fast respond to service requests. Simple management platform: Provides end-to-end visual management and works compatibly with mobile management on mainstream operating systems such as Windows, ios, and Android. 17

24 1.3.5 What are the differences between product models of HUAWEI OceanStor V3 series? A: The differences between product models of HUAWEI OceanStor V3 series are as follows: 2200 V3/2600 V3/5300 V3/5500 V3 are 2 U devices comprising disks and controllers V3/5800 V3 are 3 U devices comprising independent engines and external disk enclosures V3/6900 V3 are 6 U devices comprising 4-controller independent engines and external disk enclosures. Each product model varies with CPU, cache, and disk slot quantity Can data be exchanged between HUAWEI OceanStor V3 series converged storage products and other Huawei storage products? Answer: OceanStor V3 series storage systems adopt brand-new hardware to comprehensively improve performance and specifications. Since OceanStor V3 is developed based on the OceanStor OS, the same platform used by OceanStor T series V2, data can be exchanged between the V3 series and T series V2. However, data cannot be exchanged between OceanStor V3 series and other Huawei storage products such as V1 or earlier because these products adopt different software platforms How can data be migrated from other Huawei storage products to HUAWEI OceanStor V3 series? Answer: For data to be migrated from OceanStor T series V2 to OceanStor V3 series, you can use the synchronous remote replication function to migrate the data, because OceanStor T series V2 shares the software platform with OceanStor V3 series. In such a case, the maximum data migration distance can be 300 km. For data to be migrated from old storage products such as V1 or earlier to OceanStor V3 series, you can use the heterogeneous virtualization function to virtualize data on the old storage systems into resources (or a large-sized disk) on OceanStor T series V3, and migrate the data to OceanStor T series V3 using the LUN migration function. It is recommended that the other Huawei storage products and OceanStor V3 series be in the same equipment room. 1.4 Overall Sales Strategies for Huawei Storage Products What are HUAWEI OceanStor enterprise unified storage products? What are the market positioning of these products? Answer: HUAWEI OceanStor enterprise unified storage products include: OceanStor S2600T/S5500T/S5600T/S5800T/S6800T/18500/18800 The following table lists the mappings between the preceding storage products and BANDs. 18

25 Product Positioning BAND S2600T Entry-level mid-range product BAND 2 to BAND 3 S5500T Mid-range storage product BAND 4 to BAND 5 S5600T Mid-range and high-end storage product BAND 5 to BAND 6 S5800T Mid-range and high-end storage product BAND 6 S6800T Entry-level high-end product BAND High-end storage product BAND 7 to BAND High-end storage product BAND 8 to BAND 9 Product positioning: Oriented to the global storage market, the product family provides enterprise-level storage products and services. OceanStor S2600T/S5500T/S5600T/S5800T/S6800T provide services for non-core enterprise business, deliver basic data protection, and are applicable to scenarios that require high storage efficiency and easy management, such as, OA, file sharing, video, and backup services. OceanStor 18500/18800 provide services for core enterprise business and are applicable to scenarios that require high reliability and performance, such as enterprise EPR, CRM, carrier BOSS, OCS systems. Generally, high-end storage applications work together with high-reliability disaster recovery or active-active solutions What are the application scenarios of HUAWEI OceanStor unified storage systems? Answer: Inheriting from the highlights of both SAN and NAS architectures, HUAWEI OceanStor unified storage systems are applicable to a variety of industries and application scenarios to support various solutions. Industries supported cover government organizations, finance, carrier, energy, manufacture, media, and enterprises. Application scenarios supported include core applications such as ERP, CRM, and OCS, and server virtualization, cloud computing, VDI, VoD, file sharing, archiving, backup, high-performance computing, and media assets What are sales strategies of HUAWEI OceanStor high-end storage systems? Answer: The overall sales strategies of HUAWEI OceanStor unified storage systems are listed as follows: In Chinese enterprise storage market, Huawei's main competitors are IBM, EMC, and HDS. Although IBM adopts the dual-controller midrange computer architecture (not a high-end architecture to be exact), IBM promotes its sales by its hosts (large computers, midrange computers, and x86 servers). 19

26 EMC enterprise storage has been developed for about 25 years. Its complete functions and brand are well recognized by customers. The largest selling point of HDS enterprise storage lies in its reliability and controller virtualization. HDS promises customers to provide 100% availability for its enterprise storage. However, the promise has many restrictions. As a successor in the enterprise storage field, Huawei faces a high starting point. Its products use advanced technologies. This innate advantage enables the Huawei enterprise storage systems to have strong bid control and response capabilities in terms of specifications and functions. In the enterprise storage market outside China, Huawei first targets core NAs, establishes sample sites, beefs up Huawei storage's brand influence in regions, and finally increases its sales across regions. Huawei's main sales strategies outside China include: Focusing on the sales of dual- and quad-controller versions, targeting mid-range and high-end SAN markets, enabling quick site deployment, and highlighting interconnections with non-huawei devices. Highlighting data reliability and reconstruction efficiency. Examples of sales strategies: In China, OceanStor 18500/18800 enterprise storage products have been sold 151 sets in 2013 and these success stories can be duplicated. In 2014, Huawei's sales strategies plan to focus on core industries and customers such as banks, public security, electric power, petroleum and petrochemical, and medical care based on redundant success cases. Target Market Sales Scenario Success Stories Public security Comprehensive police service application platforms, police geographic information systems (PGISs), electric fence systems (sensitive contents), and large intelligence systems Jiangsu Public Security Department; Xinjiang Public Security Department; Hebei Public Security Department; Hunan Public Security Department; Beijing Public Security Bureau; Bank Backup and disaster recovery systems on the electronic archive management platforms (B/C services) Backup and disaster recovery systems of management services (C foreground service reports/comprehensive report system and B comprehensive credit card management/comprehensive loan management system) Office/Development and test/desktop cloud storage for O&M OA/ /Storage and backup of public documents State Administration of Foreign Exchange (SAFE); China Everbright Bank; 20

27 Target Market Sales Scenario Success Stories Electric power Medical care Petroleum and petrochemical Construction of power dispatching systems, information management systems, and power plant data centers Construction of grass root level health information platforms, smart health cities, and hospital informatization Oil refining and chemical engineering Shenzhen Power Supply Bureau; China Southern Grid Electric Power Research Institute; Heilongjiang Electric Power; Gansu Center for Disease Control; Liaoning Chaoyang Health Bureau; Sinopec; As for sales strategies outside China in 2014, Huawei plans to focus on the key customers of the OceanStor 18500/18800, burnish Huawei's brand image, promote channel sales, and achieve breakthroughs in critical industries such as governments, finance, electric power, and energy. The OceanStor 18500/18800 storage systems mainly target to the central storage in enterprise data centers and gradually obtain breakthroughs in critical applications. Target Market Sales Scenario Key Selling Points Expansion Mode Government National affairs data centers (web portals, mail systems, circulation of official documents, government affairs collaboration) End-to-end data integrity protection; Support for high-end, mid-range, and low-end disaster recovery interconnections; Excellent performance and capacity expansion; Design the overall solution based on data centers and expand Huawei business to multi-center backup disaster recovery Finance Non-transaction al services: OAs, logs, virtual applications, and backup Combo of entry-level and high-end disaster recovery solutions that can be centrally managed; Robust reliability; Target Chinese bank branches outside China as potential customers and deploy non-core service systems based on success delivery cases. 21

28 Target Market Sales Scenario Key Selling Points Expansion Mode Electric power Enterprise informatization Industry-leading performance; Robust reliability; Combo of entry-level and high-end disaster recovery solutions that can be centrally managed; Seek for sale channels with electric power background or partner with SIs to expand markets. Petroleum and petrochemical Enterprise informatization Industry-leading performance; Robust reliability; Combo of entry-level and high-end disaster recovery solutions that can be centrally managed; Use storage products with enhanced configurations, and obtain qualification and certification How to seize opportunities for HUAWEI OceanStor enterprise storage systems? Answer: Unlike mid-range and low-end storage systems, enterprise storage systems are difficult to achieve major breakthroughs, because customers have demanding requirements on reliability. Customers tend to purchase well-recognized products and pay great attention to the construction of data protection solutions. Based on the preceding analysis, HUAWEI OceanStor enterprise storage systems can obtain major breakthroughs in the following two aspects: 1. Promoting Huawei's brand image: Different from mid-range and low-end storage systems, enterprise storage systems store customers' critical service data. Therefore, customers are willing to choose storage systems with world-wide recognition, such as EMC VMAX and HDS VSP. For this reason, building a brand is critical in the enterprise storage market. Before and during the sales of enterprise storage systems, burnish Huawei brand image and promote the market popularity of OceanStor enterprise storage systems through activities such as advertising its success stories by presentation conferences, exhibitions, and local media, inviting visits to its showcases, and working together with channels. Establishing Huawei brand is the first step to promote sales. 2. Seeking for opportunities: The sales of enterprise storage systems come from three channels, that is, newly built data centers, existing device capacity expansion, and disaster recovery solution construction. Newly built data centers: Newly built data centers require high-end storage systems. With 1 million IOPS, 16 controllers, 3 TB of cache, 7 PB of capacity, HUAWEI OceanStor 18500/18800 enterprise storage systems fully meet customers' requirements on high performance. In addition, these storage systems adopt a fully redundant architecture for the entire systems, use the RAID 2.0+ technology for quick recovery, and employ a comprehensive disaster recovery solution, fulfilling customers' requirements on robust reliability. 22

29 Existing device capacity expansion: Capacity expansion is required due to aged storage devices or insufficient storage capacity. The opportunity for HUAWEI OceanStor enterprise storage systems presents itself when the license prices to expand the existing devices' capacity are too high to afford or when performance bottlenecks and complex networks become a barrier to customers' business development. Use of the existing storage systems: The OceanStor 18500/18800 storage systems use the heterogeneous virtualization function to virtualize data on the existing storage systems into the resources (or a large-sized disk) of their own, fully utilizing original storage resources, minimizing changes made on customers' networks, and saving investments. Meanwhile, the advanced software functions of the OceanStor 18500/18800 enable customers to use both Huawei and non-huawei storage devices, greatly improving system reliability. Replacement of the existing storage systems: The OceanStor 18500/18800 storage systems are endowed with 16 controllers, the highest specifications in the industry, which provide up to 1-million IOPS performance, ready to meet customers' constant business growth and future development. In addition, the 16 controllers can simultaneously work on these storage systems. Specifically, when N (N is less than 16) controllers become faulty, at least one controller can work correctly, ensuring service continuity, improving system reliability, and meeting the non-disruptive working requirements of core services. Disaster recovery solution construction: With the ever demanding requirements on data protection, customers attach increasing importance to disaster recovery solution construction. Therefore, the OceanStor 18500/18800 storage systems regard the disaster recovery construction as a key breakthrough in customers' networks. In a scenario where other vendors' storage systems serve as the production storage, customers can use delivery-attached disaster recovery software such as Oracle DataGuard and the OceanStor 18500/18800 storage systems to form an application-layer disaster recovery solution. In a scenario where other vendors' storage systems serve as the production storage, customers can use virtualization gateways such as VPLEX and VIS and the OceanStor 18500/18800 storage systems to form a network-layer disaster recovery solution. Since the OceanStor 18500/18800 are the only storage systems that achieve the convergence of its low-end, mid-range, and high-end storage products, data can freely flow among storage products of different models. When establishing a high-performance storage system, customers are likely to use the OceanStor 18500/18800 storage systems to set up a 3DC solution because Huawei high-end, mid-range, and low-end disaster recovery solutions can not only protect excellent data reliability, but also can effectively reduce construction cost, compared to solutions provided by other vendors. When establishing a high-performance storage system, customers can also implement an active-active disaster recovery solution through the VIS. With zero RTO and zero RPO, the solution supports up to 300 km active-active disaster recovery, leading the industry. 23

30 1.4.5 What are the sales strategies of HUAWEI OceanStor mid-range storage systems? Answer: The overall sales strategies of HUAWEI OceanStor mid-range unified storage systems are listed as follows: The mid-range storage products of Huawei inherit features from high-end storage platforms. In 2014, on the basis of 3 highs (high performance, high specifications, and high scalability), Huawei storage products employ an advanced storage architecture and software features to impress the market. (The OceanStor storage systems provide the multi-controller architecture and features including heterogeneous storage virtualization, cache partitioning, QoS, second-level RPO, deduplication, and quick data recovery. Those features upgrade the product quality and promote sales.) 1. Product sales strategies Use the dislocation competition strategy to demonstrate our price advantages. The prices of our products are more favorable than those of counterpart products of competitors, and the prices of our advanced products are almost the same as those of lower-level products of competitors. Besides, as EMC, HDS, IBM, and HP upgrade their product lines, our advantages in specifications and prices of storage products are even more prominent. The S2600T is a star product that is widely accepted in the video surveillance field. The S2600T is peerless in price. The S5500T is a representative mid-range storage product. After the prices of the S5500T's disks are lowered, the price advantage of the S5500T will shock the whole storage market. The S5600T is a mid-range and high-end star product. As competitors improve the specifications of their products, the S5600T gradually becomes a mid-range product. Although the S5600T still has strong competitiveness, its price advantage has been blunted. The S5800T is a mid-range and high-end storage product with a powerful price advantage. The S5800T is yet to fulfill its potentials. The 18500/18800 storage systems will break through the high-end storage market. 2. Sales strategies for the multi-controller architecture and virtualization feature Multi-controller architecture: Convert the high performance, high reliability, high scalability, and easy management of the multi-controller architecture into: Specification advantage, making competitors resort to advanced products with higher prices; Architecture advantage, beating some competitors and making others resort to advanced products with higher prices. Virtualization feature: This feature consolidates heterogeneous storage resources, centrally managing and flexibly allocating storage resources. This feature can: Block competitors; Make competitors resort to advanced products with higher prices; Provide a customizable solution; Enhance the profitability of channel sellers in fields like data migration; 3. Sales strategies for software features QoS and cache partitioning features. The two features can: Form a tailored technical solution to provide technical advantages; 24

31 Beat competitors who launch cutthroat competition; Make competitors resort to advanced products with higher prices (To achieve this target, the two features must be combined with the multi-controller architecture.) Second-level RPO. This feature can: Become technical cutting edges in characteristic disaster recovery solutions; Make competitors resort to advanced products with higher prices. (The second-level RPO can be achieved among entry-level, mid-range, and high-end products.) Examples of sales strategies: As major sales products, S2600T/S5500T/S5600T/S5800T/S6800T storage systems have been sold in 40 countries and across 6 industries with over 2000 success stories. In 2014, Huawei's sales strategies plan to focus on core industries and customers such as governments, public security, finance, electric power, medical care, and education based on abundant successful cases. Target Market Area Sales Scenario Advantage Success Stories Government Worldwide E-governmen t and data center Industry-leading performance and capacity of the T series making competitors resort to advanced storage products with higher prices; Complete solutions allowing unified management; Supervision Department of Jilin Provision; Golden Auditing Project (Phase II) of Audit Office of Sichuan Provision; Storage platform of the archive backup center of the Archives Bureau of Zhejiang Province; Public security China Electric fence system Industry-leading performance; Guangdong Provincial Public Security Department; Large capacity and high scalability; Hebei Public Security Department; Hunan Public Security Department; China Comprehensi ve police service system Industry-leading performance; Large capacity and high scalability; Sharing platform of Nanchang Municipal Public Bureau; Public security service integration project of Zunyi; Mobile police service management system for public security officers and traffic policemen in Yunnan province; 25

32 Target Market Area Sales Scenario Advantage Success Stories China Large intelligence system Industry-leading performance; Large capacity and high scalability; Chinese-made products for information security reasons; Police geographical platform: PGIS project of Kashi Public Security Bureau; PGIS project of Linxia Public Security Bureau; Police geographical information system of Luohe Public Security Bureau; Expansion of the police geographical information system of Nanyang Public Security Bureau; Population database: floating population database of Jinhua Public Security Bureau; China Safe city Higher bandwidth compared with counterparts; Large capacity and high scalability; Video surveillance system of Wuyi Public Security Bureau; Police network platform of Hebei Municipal Public Security Department; Safe city project (Phase III) of Guiyang province; Finance Worldwide Open platform Robust reliability; Industry-leading performance; Centralized procurement project of ICBC; Storage test platform of ABC; Test environment application storage project of Jin Shang Commercial Bank; Storage system for the test and development department of the CITIC Bank headquarters; China Construction and expansion of production centers of district banks Higher bandwidth compared with counterparts; Large capacity and high scalability; Construction of storage systems for Hankou Bank; Henan Provincial RCC; 26

33 Target Market Area Sales Scenario Advantage Success Stories Electric power China Power dispatching system Industry-leading performance; Fully redundant architecture, modular design, and resistant to 9-intensity earthquakes; Fully compatible with databases and operating systems developed; Centralized procurement of power dispatching protocol libraries of State Grid for S5600T, involving Nanjing, Chongqing, Hefei, Chengdu, Shenyang, Jinan, Nanchang, Beijing, Hangzhou, Wuhan, Taiyuan, Zhengzhou, Xi'an, and Lanzhou (S5600T won 92.6% shares in 2013.) China Information management and ERP system Centralized procurement of information protocol libraries of State Grid, involving Hunan for S5600T, Chongqing, Sichuan, Henan, Hubei, Gansu, Jiangsu, Shanxi, Xizang, and Ningxia. Medical care China Medical care information platform at the grassroots level Higher bandwidth compared with counterparts; Rich interfaces and high scalability; PACS system construction in Yunnan, Guizhou, and Sichuan; Worldwide Hospital informatizati on construction Unified storage; Industry-leading performance; Heterogeneous disaster recovery solutions; PACS system of the Medical Image Center of West China School/Hospital of Stomatology Sichuan University; Education Worldwide E-campus High specifications and brilliant performance; Comprehensive disaster recovery solutions Xi'an Jiaotong University, Shantou University, Anhui Open University, and the surveillance project of Zhongshan Polytechnic; Worldwide Digital library Unified storage; Large capacity and high scalability; E-library of Northeast Normal University and Yunan Provincial Library High performance How do HUAWEI OceanStor unified storage systems ensure high service availability? What are the sales strategies? Answer: After 9/11 terrorist attack, over 800 companies and their critical data including Morgan Stanley were buried in the ruins of the World Trade Center. After this catastrophe, more than 50% of companies in the World Trade Center went bankruptcy and only 6% of companies survived. In stark contrast with those companies, Morgan Stanley announced its 27

34 miraculous service recovery the next day after the event thanks to its pre-established data backup and remote disaster recovery system, efficiently protecting critical data. Disaster recovery is now becoming an important way to protect data. Disaster recovery solutions are widely applied to diverse industries such as finance, telecommunications, governments, and energy for high service availability. Customers can select their desired disaster recovery solutions based on their reliability requirements, overall budgets, and business scales and characteristics. For one data center, a local HA solution is applicable. For two data centers, a site-to-site disaster recovery solution or active-active solution is applicable. For three data centers, a 3DC solution is applicable. Fully utilizing the advantages of unified platforms (including unified hardware, software, and management platforms), HUAWEI OceanStor unified storage systems construct the most diversified disaster recovery solutions such as local HA solutions, site-to-site disaster recovery solutions, active-active solutions, 3DC disaster recovery solutions in the industry, applicable to scenarios that have one, two, and three data centers. HUAWEI OceanStor unified storage HA solutions have the following highlights: Active-active disaster recovery solution that allows the longest distance between two data centers in the industry: Supports up to 300 km distance in between, enabling customers to flexibly select the sites of two data centers. 3DC solution that provides the highest assurance in the industry: Allows 5-second system downtime, maximally ensuing service continuity. Enables interoperability among low-end, mid-range, and high-end storage systems, allocating storage resources on demand and effectively lowering the TCO. Provides intuitive disaster recovery management software, improving disaster recovery service management efficiency by over five times. Sales strategies are listed in the following table: Disaster Recovery Solution Target Market Sales Scenario Market Needs Key Selling Points Expansion Mode Success Stories Local HA disaster recovery solution Public security, social security, medical care, small-scale financial sector, and governments in broad sense Customers' sites that require high local data availability and utilization of legacy storage devices Constant local service data (active-active local data) and consolidated storage resource pools for the reuse of legacy storage devices and central management On-demand resource allocation, high utilization of legacy storage devices, and intuitive management Focus on key customers and set up sample sites. Strengthen existing customers' recognition by upgrading their solutions. The Economic & Information Commission of Guangdong Province; Qinghai Provincial Public Security Department; Guangzhou People's Government Office; HIS system of Xi'an Zhongxin Hospital; Clearing center of Civil Aviation Administration; 28

35 Disaster Recovery Solution Target Market Sales Scenario Market Needs Key Selling Points Expansion Mode Success Stories Site-to-Site disaster recovery Public security, social security, medical care, small-scale financial sector, and governments in broad sense Dual data centers that require disaster recovery in active-standby mode Intra-city or remote data disaster recovery, regulatory compliance, and secure data assets Heterogeneous connections, one-click disaster recovery switchover, intuitive management, and interconnection among high-end, mid-range, and low-end storage devices In a scenario where Huawei storage arrays serve as the production storage, highlight interconnection among high-end, mid-range, and low-end storage devices and emphasize on-demand storage resource allocation. In a scenario where other vendors' storage arrays serve as the production storage, persuade customers to implement local high availability. Bohai Property Insurance Jiangsu public security Golden Auditing Project (Phase II) Sichuan Provision; China Institute of Water Resources and Hydropower Active-acti ve solution Public security, social security, medical care, and small-scale financial sector Dual data centers that require high service availability and zero service interruption Constant service capabilities and optimal system resource utilization Overall solution design including network devices and delivery capabilities Highlight the active-active design and persuade customers to upgrade local high availability and site-to-site disaster recovery solution to the active-active solution. China Petroleum Pipeline Bureau; Chang'an Hospital 3DC disaster recovery solution Governments in broad sense, large and medium-size enterprises, and social security Local and remote data disaster recovery High disaster recovery levels to prevent natural disasters from damaging data integrity by using local plus remote data centers, and parallel and cascaded disaster recovery One-click disaster recovery switchover, intuitive management, and interconnection among high-end, mid-range, and low-end storage devices Persuade customers to construct local high reliability and active-active solutions, centralize data, and perform remote data disaster recovery. Bureau of Human Resources and Social Security in Liaoning province; National Audit Office 29

36 1.4.7 What are the selling points of HUAWEI OceanStor Dorado storage products? What are the sales strategies? Answer: Dorado is a kind of fish in South America, the fastest fish in the world. Huawei all-ssd arrays are also called Dorado, indicating their highest performance among all storage devices in the industry. Different from traditional hybrid arrays, Dorado puts SSD performance into full play, replace thousands of traditional high-end storage disks with a few number of SSDs to fulfill demanding performance requirements of applications. Those applications cover databases, data analysis, VM startup disks, and mail gateways. Compared to all-flash-memory disk arrays in the industry, Dorado has three highlights: Highest performance in the industry with 0.6 million IOPS in SPC-1 tests Robust core application reliability thanks to mass-delivered Huawei hardware platforms Professional full-redundancy storage architecture Sales strategies are listed in the following table: Target Market Sales Scenario Market Needs Key Selling Points Success Stories Electric power Bank Insurance Retail Intelligent power dispatching analysis system Decision support system Risk management analysis system Insurance actuarial system Monthly service reporting system Customer behavior analysis system Supplier risk analysis system 1. Live network rectification and database performance optimization requirements: There are a great number of opportunities in the inventory market. Customers can use the Dorado series to improve database performance. In OLTP/OLAP/BI applications such as ERP/CRM/Billing, customers' existing services and deployment do not need to be changed. Customers can deploy all-flash arrays with high High efficiency: Four disk enclosures achieve 0.6 million IOPS and second-level stable latency, eliminating performance bottlenecks of database systems. Robust reliability: Reliability is protected from four levels, from disk level, system level, solution level, and application level and disk service life is prolonged to 7.5 CSS Medicare Assurance Company of Switzerland Der Spiegel RPMI 30

37 Target Market Customs Sales Scenario Market Needs Key Selling Points Success Stories E-customs port system Customs clearance risk analysis Customs clearance service analysis Logistics management performance at the network layer to improve performance. 2. Production storage in a newly built IT system: Tier-1 storage devices in the storage tiering policy need to be with high IOPS and low latency, and be applicable to databases, desktop virtualization, and server virtualization. The Dorado series is suitable for these requirements. years at most. Ease-of-use: Smooth access to network environments enables customers to double their systems' performance without changing applications What are the customer successes of HUAWEI OceanStor unified storage systems? Answer: HUAWEI OceanStor unified storage systems have been sold in the global market for 5 years. It has been successfully used in over 40 countries and has more than 2000 customer successes. Its customers include: In the government sector, the Economic & Information Commission of Guangdong province, Russia FIFA, and Polish Ministry of Culture In the finance industry, the Industrial & Commercial Bank of China (ICBC) and its Indonesia branch In the energy industry, the State Grid of China, China National Petroleum Corporation, and ESCOM of South Africa In the telecom industry, China Mobile, China Unicom, China Telecom, KPN of Netherlands, and BT of UK For example, before using Huawei's storage devices, ICBC was facing the following challenges: The amount of its unstructured data such as electronic invoices and OA data increased rapidly. The massive unstructured data was stored in mid-range and even high-end storage devices, resulting in a low return on investment (ROI). Business data such as electronic invoices lacked near-line storage, and the data lifecycle was incomplete. With a deep understanding of ICBC's challenges, Huawei chose its proprietary OceanStor S2600 to participate in the bidding. The S2600 provided the most advanced technologies in the industry, and had the advantages such as stable operation, low cost, large capacity, and high scalability. In addition, as ICBC was an open platform for businesses, Huawei customized application and storage tiering policies for it. After applications such as electronic archive management, report management, and automated office were tiered, the S2600 was used as a near-line 31

38 storage device in the existing storage system. The addition of near-line storage complemented the storage tiers and optimized data lifecycle management. After a thorough evaluation of the products and solutions provided by all bidding candidates, ICBC announced that Huawei was the only supplier of low-end storage devices for its open business platform. Customer benefit: More than 130 sets of S2600 have been deployed for 31 level-1 branches and 5 subordinate branches of ICBC in China. The device purchase cost is reduced by 35% and the overall operation & maintenance cost is reduced by 40%. The addition of near-line storage complements the lifecycle management of ICBC's business data. 32

39 Mastering HUAWEI OceanStor - In Only 4 Hours! 2 Acronyms and Abbreviations 2 Acronyms and Abbreviations Table 2-1 Acronyms and abbreviations Acronym RAID DAS SAN NAS SAS NL-SAS SSD OLTP OLAP ERP Full Spelling Redundant Array of Independent Disks Direct Attached Storage Storage Area NetWork Network Attached Storage Serial Attached SCSI Nearline Serial Attached SCSI Solid State Disk On-Line Transaction Processing On-Line Analytical Processing Enterprise Resource Planning 33