Presentation Transcript

1. Introduction & TrainingReadyDATA 516

   Brett HesterbergApril 2013
2. Agenda Footer use for Presentation Title or footnotes
3. Expected Outcomes Upon completion of this session, you should be able to: Describe the business value of ReadyDATA Position ReadyDATA 516 vsReadyNAS Know when to upsell ReadyDATA desktop Build storage solutions with ReadyDATA Describe key ReadyDATA 516 messaging Know where to find more in-depth material on ReadyDATA on SalesForce At completion of this session, you are encourage to: Follow Josua Braun, Matt Pahnke, and Brett Hesterberg on SalesForce for ReadyDATA updates View ReadyDATA case studies and videos online Identify future beta sites, specifically VARs who can build solutions around ReadyDATA Sign up for hands-on sandbox access (when it becomes available*)
4. Introduction
5. What’s Happening May 6thMarketing Launch Announcing the world’s most advanced desktop storage device The new ReadyDATA 516 enables edge-to-core data protection and practical disaster recovery solutions
6. ReadyDATA Resources Learning Resources: Past training materials, competitive responses, and sales bulletins on SalesForce Please follow Brett Hesterberg, Matt Pahnke, and Josua Braun on SalesForce for timely updates ReadyDATA Laptop Demo Scripted ReadyDATA whiteboard session Staff Support: PLM: Brett Hesterberg(deal support, pricing, competitive analysis, technical requirements, use cases, etc) Product Marketing: Matt Pahnke & Josua Braun (briefings, partner events, product reviews, AR/PR) Local Sales Engineers – engage them early to correctly size ReadyDATA solutions ReadyDATA Support: 24x7 Worldwide Support & Dedicated US number (1-855-RDYDATA) Remote and Onsite installation services NETGEAR Academy: New ReadyDATA class available this Summer ReadyDATA Engineering Team (Located in SJHQ)
7. Product Overview
8. ReadyDATA 516 Value Proposition The most advanced desktop storage in the world Target Segment Small businesses, employing part-time or full-time IT generalists, that need an easy-to-use solution with powerful features Enterprises employing dedicated, full time IT staff with specific expertise that need small-scale, Tier-2 storage What problems are we solving with the product? Reduce cost and complexity when building backup and disaster recovery solutions Block-based replication is able to handle large files – important for virtualization and backup files Unified Storage solution (File Server for Windows/Mac/Linux, iSCSI for virtualization and applications) What alternative ways for customers’ need? Windows generic server and storage system from other vendors (QNAP, Synology) ReadyDATA is a premium solution Differentiated by features (QNAP, Synology, Iomega, Thecus) Enterprise storage features have never before been sold in this form factor EMC and NetApp have no direct competitive product *** NETGEAR CONFIDENTIAL ***
9. ReadyDATA 516 Physical Specs Desktop storage with 6 drive bays Dimensions: 7.6 x 10.2 x 11.3 in (D x H x W)(W x D x H) Network: 2 x 1GbE Front panel: LCD screen & scroll wheel Footer use for Presentation Title or footnotes
10. ReadyDATA 516 SKUs & Pricing Diskless configuration only ReadyDATA signed drives Drive pricing follows RD5200 six-pack pricing
11. ReadyDATA 516 Features
12. Feature Summary No competitor stuffs so much enterprise-class technology into such a small form factor Enterprise storage features on a desktop Unified Storage (iSCSI, NFS, SMB, AFP, FTP) Advanced Replication with cloud-based management Unlimited Snapshots SSD Caching for Performance Boost Data compression and deduplication Thin Provisioning Instant Expansion
13. Snapshots (Manual and Automatic) Provide the ability to retrieve data from the past Like saving multiple versions of the same file Space efficient (so you can keep many) Can be automatically or manually created Smart Snapshot Management prunes according to age and automatically deletes snapshots when space is low Data
14. Cloud Managed Data Replication Automatic and scheduled replication Keeps track of data changes to minimize bandwidth and replication time To illustrate this difference, if a video editor updates the final minute of a movie, ReadyDATA replicates only the changed portion of the file. File-level replication, however, resends the entire file—even though most of the movie’s contents did not change Replicates data with snapshots
15. Efficient Data Deduplication Ideal for backup and file data, block-level data de-duplication greatly reduces storage consumption by only storage unique blocks of data once.
16. Compatibile Certification with Microsoft, VMware & Citrix Microsoft Active Directory Integration Compatibility with backup solutions including:
17. Superior Support & Warranty NETGEAR 5-year Warranty Drive packs included Next business day hardware replacement support, 3 years included Support personnel will not be sent onsite for ReadyDATA 516 OnCall 24x7 for first 90 days ProSupport Service Packs Available PMB0313 OnCall 24x7, Category 3, 1 Years PMB0333 OnCall 24x7, Category 3, 3 Years PMB0353 OnCall 24x7, Category 3, 5 Years PMPX1123-10000S - Extended Next Business Day Replacement PSB0304-10000S - Professional Setup and Configuration (Remote) PSP1104-10000S - Professional Setup and Configuration (Onsite)
18. Selling the ReadyDATA 516
19. ReadyNAS vs. ReadyDATA - specs
20. When to upsell from ReadyNAS
21. Solution Selling For end users: Edge-to-core data protection The pitch: Reduce the risk of data loss that could result from a disaster, human error, or other interruption. Manage storage centrally to improve efficiency;. Key features to highlight: Block-level Replication Benefit = Sends only the changed data – especially important for media/video and VM Unlimited Snapshots Benefit = Instant point-in-time backups that are replicated to central site For solution providers/VARs: Enable cloud backup offerings The pitch: Generate a consistent revenue stream by offering ‘Backup as a Service’ based on enterprise storage features. Use ReadyDATA 516 when client’s data needs are too small for the 5200 or expensive competitors. Key features to highlight: Cloud-based Management portal Benefit = Central management of replication from multiple sites Block-level Replication Benefit = Sends only the changed data – especially important for large files

22. Understanding Edge-to-Core Data Protection

    Example Use Case
23. Data Protection: Edge to Core Efficiently replicate data from remote/branch offices to HQ/central site *** NETGEAR CONFIDENTIAL ***
24. Data Protection: Edge to Core Centrally managed storage improves IT efficiency SMB Example: Data lost because of human error Company with a central office and two remote offices Dedicated IT staff at central office only ReadyDATA 516 deployed at remote offices – used as office file share ReadyDATA 5200 deployed at central office IT Admin installs ReadyDATA 516 at remote office and enables continuous snapshots *** NETGEAR CONFIDENTIAL ***
25. Data Protection: Edge to Core Centrally managed storage improves IT efficiency SMB Example: Data lost because of human error Company with a central office and two remote offices Dedicated IT staff at central office only ReadyDATA 516 deployed at remote offices – used as office file share ReadyDATA 5200 deployed at central office IT Admin enables replication from remote office to central office using Replicate, a cloud-based management portal *** NETGEAR CONFIDENTIAL ***
26. Data Protection: Edge to Core Centrally managed storage improves IT efficiency SMB Example: Data lost because of human error Company with a central office and two remote offices Dedicated IT staff at central office only ReadyDATA 516 deployed at remote offices – used as office file share ReadyDATA 5200 deployed at central office Slides in a PowerPoint file are mistakenly deleted at the remote office, which has no dedicated IT staff. At the central office, IT Admin receives call about deleted slides. *** NETGEAR CONFIDENTIAL ***
27. Data Protection: Edge to Core Centrally managed storage improves IT efficiency SMB Example: Data lost because of human error Company with a central office and two remote offices Dedicated IT staff at central office only ReadyDATA 516 deployed at remote offices – used as office file share ReadyDATA 5200 deployed at central office IT Admin checks replication data from the remote office’s ReadyDATA 516 on the local ReadyDATA 5200. ReadyDATA replicates all data, including snapshots. Admin recovers PowerPoint from a past snapshot. Problem is solved without need for a visit to the remote office. *** NETGEAR CONFIDENTIAL ***

28. Enabling a Cloud Backup Offering

    ReadyDATA helps VARs develop new revenue streams
29. Cloud/Managed Backup Offering Who offers managed backup services? Example: Thomas Duryea Consulting “Australia’s leading IT Infrastructure consultancy” What’s offered? Data Center and Remote Office Backup Uses backup software, storage, and replication Data Archival Nearly identical to Backup solution: uses backup software, storage, and replication Disaster Recovery Branded as the “TD Cloud” Starts at $4,800/month Hosts VMware at customer site and replicates to Thomas Duryea datacenter Data Resilience Disaster Recovery and Business Continuity assessment and consulting
30. Cloud/Managed Backup Offering Who offers managed backup services? Example: Thomas Duryea Consulting “Australia’s leading IT Infrastructure consultancy” What’s offered? Data Center and Remote Office Backup Uses backup software, storage, and replication Data Archival Nearly identical to Backup solution: uses backup software, storage, and replication Disaster Recovery Branded as the “TD Cloud” Starts at $4,800/month Hosts VMware at customer site and replicates to Thomas Duryea datacenter Data Resilience Disaster Recovery and Business Continuity assessment and consulting
31. Cloud/Managed Backup Offering What’s Needed? Inexpensive storage gateways A storage gateway (or storage device) is installed at the customer site Usually a local backup target or file server Central management of replication A single pane of glass for management improves efficiency, especially when the solution is purchased by multiple customers (sites) Capacity reporting for chargeback The solution provider typically bills monthly based on capacity (GB or TB) used High storage efficiency Service providers increase margin by billing for storage capacity not actually used What ReadyDATA Offers ReadyDATA 516 The most capable, feature rich desktop storage on the market Cost effective even for the smallest sites Replicate Portal Replication jobs between ReadyDATA systems are managed through Replicate, NETGEAR’s cloud-based management portal Dashboard Easy-to-use GUI for storage device management and capacity reporting per share (per customer) Advanced efficiency features Built-in compression and deduplication eliminate redundant data
32. Competitors
33. Competitive Landscape Large storage vendors, like EMC, HP, and NetApp, do not have a desktop offering The 516’s advanced storage features and small form-factor differentiates NETGEAR’s solution from traditional storage offerings ReadyDATA storage features are much more advanced than low-end competitors such as QNAP, Synology, and Iomega
34. Competitive Landscape Source: Newegg or CDW Note: Diskless chassis prices quoted above -- RD516 with hard drives will carry a price premium compared to QNAP and Synology *** NETGEAR CONFIDENTIAL ***
35. Feature Comparison NetApp& EMC have no direct competitive product *** NETGEAR CONFIDENTIAL ***
36. Competitive Material ReadyDATA battle cards for main competitors are posted on SalesForce: EMC NetApp HP Fujitsu Synology If there are specific requests, please let us know Footer use for Presentation Title or footnotes
37. Positioning & Messaging
38. Positioning For companies with enterprise storage needs and small business budgets, ReadyDATA 516 is the desktop storage device that offers the most enterprise-class features, without the cost and complexity of traditional enterprise offerings. Who? Businesses employing part-time or full-time IT generalists Need an easy-to-use solution with powerful features Not looking for “dumb storage” Have some knowledge of advanced storage features Enterprises employing dedicated, full time IT staff with specific expertise Need small-scale, Tier-2 storage Why? Most enterprise storage features in a small form-factor Low TCO because of simplified management, inclusive licensing, and industry-best warranty
39. Messaging Tag line: Datacenter storage on your desktop Message Hierarchy: ReadyDATA liberates enterprise storage technology from “Big IT” ReadyDATA 516 liberates enterprise storage technology from the datacenter ReadyDATA’s cloud-managed, advanced replication liberates IT staff from physical hardware Footer use for Presentation Title or footnotes
40. ReadyDATA liberates enterprise storage technology from “Big IT” Reduce cost CAPEX Products that fit small environments Inclusive feature licensing OPEX No expensive maintenance contracts No forced support contracts for software features Industry best warranty Reduce complexity Deployment in less than 30 minutes Intuitive management interface Footer use for Presentation Title or footnotes
41. ReadyDATA 516 liberates enterprise storage technology from the datacenter ReadyDATA 516 is the most capable desktop unified storage device in the world Advanced replication with cloud-based management Design simple and cost-effective disaster recovery plans with block-level replication Easily replicate large files, which are commonly created by backup applications Comprehensive data protection = Replication + Snapshots In addition to replicating files and data, ReadyDATA replicates “snapshots”—complete copies of data sets from a specific point in time Enables IT administrators to retrieve previous versions of files in case of corruption or human error. Deduplicationand compression to efficiently manage rampant data growth File serving and iSCSI for edge sites Full SAN & NAS protocol support Footer use for Presentation Title or footnotes
42. Cloud-managed, advanced replication liberates IT staff from physical hardware Centrally manage all replication jobs Replicate portal enables easy management of replication jobs between ReadyDATA devices Management of replication doesn’t require physical or direct network access to remote systems Easy to manage jobs from a central office or while travelling using a web browser Centrally managed data Files, LUNs, and *snapshots* are replicated IT administrators can validate data and recover files from snapshots that were created at remote sites without needing physical or network access to remote systems Footer use for Presentation Title or footnotes
43. Summary
44. Build solutions with ReadyDATA ReadyDATA 516 is the most advanced desktop storage in the world Help your customers build storage solutions based on ReadyDATA for recurring, predictable sales Reach out to past ReadyDATA 5200 customers to deploy 516 at edge sites
45. What’s Next? Follow Josua Braun, Matt Pahnke, & Brett Hesterberg on SalesForce Download scripted ReadyDATA whiteboard session Watch YouTube video about ReadyDATA Replication: http://www.youtube.com/watch?v=Lx6ny98tsUQ Sign up for hands-on sandbox access (when it becomes available*) Review “when to upsell ReadyDATA” content Understand how to solution sell with ReadyDATA Edge-to-core data protection Backup with offsite and cloud storage Contact your local SE for configuration recommendations