Dr Training V1 07 17 09 Rev Four 4
- 1. Ricoh Disaster Recovery Ed Wemlinger Bill Masters – Dell Mary Ann Morrison - IBM Global Svc Chicago, Illinois July 2009
- 2. Objectives: Reviewing the basic concepts of D / R Explore Customer Business Risk Discovering opportunities through “Disaster Recovery Awareness” Services and Technology Deep Dive The Value of Combining…
- 3. Concepts involved: Disaster Recovery - Disaster Avoidance – Business Continuity Uptime – Availability – RTO (Return To Operation) – Speed Client Cost: Lost Revenue Lost Clients Productivity – Employees are back to work Speed to Market Cash Flow – Billing Delays
- 4. Targets: Any Mission critical applications and database architecture Commercial & Major – Every business has a application and data that they CAN’T live without Target Audience: C Level Company Owners IT Directors Departmental IT
- 5. What is a Disaster? CONFIDENTIAL All Rights Reserved Definition according to Webster: A sudden calamitous event bringing great damage, loss, or destruction ; broadly : a sudden or great misfortune or failure.
- 6. Business Risk: Physical Events: Storms – Earthquake - Fire – Backhoe – Utilities User Error Hardware Failures - Application / Data Corruption Security Threats: Internal & External Upgrades: Software & Hardware Growth Issues Design Flaws
- 7. Industry Facts: CONFIDENTIAL All Rights Reserved 80% SMBs do NOT have adequate data protection* 40% of IT Managers couldn’t recover data from their tape backup system^ On average, 5-20% of nightly tape-based backup jobs fail^^ 64% SMBs only backup data onsite** * ITAA, ^ Yankee Group, ** Gartner, ^^ InfoStor 36% PCs experience data loss 21% laptops are stolen 70% companies go out of business after a major fire due to data loss
- 8. Opportunities: Ricoh Services / Products: Consulting Disaster Recovery Plan Network “Re-Design” Consulting Network Analysis / Design, Security Audits / Services, Service Delivery Help Desk w/ on-site services, Device Monitoring, Staff Augmentation Ricoh Partner Services / Products: VoIP, Network Design, Hardware / Software Hosting, Managed Server /Storage Data Storage, Off – Site backup / replication RightFax & Alchemy Note: SonicWALL CDP Sales = 300K for Ricoh 2008
- 9. Disaster Recovery Deep Dive Small to Medium Solution Appliance – SonicWALL Named by VAR Business 2008… “ Company of the year for Security Appliances” Data Center Solution – Dell Off Site Disaster Recovery and Server Management – IBM Combination
- 10. SonicWALL Hardware Appliances CONFIDENTIAL All Rights Reserved Product Portfolio
- 11. A PROPER Data Backup Strategy 4.Data needs to be replicated offsite for Disaster Recovery Purpose 3.Servers hold business critical information -Includes critical applications 1.Local Workstations need to be protected 2.Mobile workers (Laptops) are as important as local workers Different areas of the network formerly required different solutions, integrated to provide proper protection. Not understanding how these areas need to be covered causes a gap in protection.
- 12. The Pain of Data Backup… “ I just so happened to check my backup tape and it hadn’t been working for five months. I’ve been hauling those tapes around for nothing…” - Network Administrator, National Fidelity Mortgage
- 13. SonicWALL’s Focus for Backup & Recovery Mass Digitization: Value, complexity, and volume of native documents growing within a network Business Continuity: Reliable, and instant, disaster recovery now a requirement. Simple plan of action Mobile Offices: Remote workers and distributed networks increasing the complexity of managing and administering data protection Regulatory Compliance: HIPAA, Sarbanes-Oxley, and other acts increasing the amount and length of time that data must be stored and actively searchable CONFIDENTIAL All Rights Reserved SMBs need a more reliable, easier to manage, and real-time solution for data protection
- 14. All Inclusive Backup with FLEXIBILITY! CONFIDENTIAL All Rights Reserved CDP Appliances Bare Metal Recovery Software Offsite Data Backup Service
- 15. Where CDP fits in (Local Backup) CONFIDENTIAL All Rights Reserved SQL Exchange AD Copyright 2009 SonicWALL Inc. All Right Reserved.
- 16. Where CDP fits in (Local to Offsite) CONFIDENTIAL All Rights Reserved SQL Exchange AD Copyright 2009 SonicWALL Inc. All Right Reserved. Local Archive USB Offsite Portal CDP Site-to-site
- 17. Create image of entire disks or individual partitions Image includes everything - applications, data, updates, user preferences, patches, etc. Unique Snapshot technology creates image without shutting down system , closing applications or interrupting operations Restore entire image to recover a failed system quickly Create bootable media that includes all necessary drivers Browse image archives / Restore individual files and folders SonicWALL Bare Metal Recovery CONFIDENTIAL All Rights Reserved
- 18. Disaster Recovery Deep Dive Small Medium Solution Appliance - SonicWALL Data Center Solution – Dell Off Site Disaster Recovery and Server Management – IBM Combination
- 19. Bill Masters | Channel Account Manager
- 20. 2009 : 21 servers Source: Intel estimates as of Nov 2008. Performance comparison using SPECjbb2005 bops (business operations per second). Use this slide in conjunction with supporting legal information slide. 2005: 184 servers Single Core Server Refresh Scenario Business BENEFITS Lower Operating Costs $83K/yr Power / Cooling SAVINGS Annual Energy Costs 92% REDUCTION Floor Space 89% REDUCTION Lower Software Costs $147K/yr OS licensing SAVINGS IT BENEFITS 6:1 6:1 9:1 Rapid Payback 8 month Return on Investment single core New Xeon 5500 series
- 21. THE PERFECT COMPLIMENT THE VALUE OF DELL STORAGE DELL CONFIDENTIAL New Dell EqualLogic PS Series Next generation controller New value SSD offering New all-inclusive software RAID6 SAN Headquarters performance monitoring and SAN management tool Auto-Snapshot Manager/Microsoft Edition for Hyper-V VMware vStorage ready DELL CONFIDENTIAL. PARTNER USE ONLY: FOR PARTNER UNDER PARTNERDIRECT AGREEMENT ONLY
- 22. BREAKTHROUGH STORAGE ECONOMICS EQUALLOGIC PS SERIES Designed to Deliver More Storage Better Performance Greater Protection Increased Flexibility Without Complex management Escalating costs 2 TB — 16+ TB … Operations / Management $$ STORAGE CAPACITY Learning Curve Performance / Capacity
- 23. PS SERIES COMPREHENSIVE DATA MANAGEMENT ALL-INCLUSIVE WITH NO ADDITIONAL COSTS BASE SOFTWARE FEATURES Management Instant on ‘set-up’ manager Group manager Rapid provisioning Roles-based management Data Protection and Availability RAID 5, 6 , 10, and 50 Automatic RAID placement Multi-path / IO support Maintenance Phone home Enclosure monitoring system Performance monitoring ADVANCED SOFTWARE FEATURES Storage Virtualization Complete SAN virtualization Thin provisioning Auto-load balancing Automatic storage pools & tiering Array evacuation Data Protection and Recovery Writeable snapshots Multi-volume snapshots Instant restore / cloning Multi-way replication for disaster recovery Multi-Group Monitoring SAN HeadQuarters (SAN HQ) event & performance monitoring Server Management Integration VSS and VDS Providers Automatic MPIO Connection Management Auto-Snapshot Manager/ Microsoft® Edition Hyper-V™, Exchange®, SQL Server and Windows® file systems data, now including MSCS Auto-Snapshot Manager/ Vmware® Edition 2.0* Hypervisor-aware SAN-based snapshots, clones and replication for rapid recovery Selective VM restore VMware® vSphere™ 4.0 Advanced MPIO integration Vmware® SRM Storage Adapter Automated DR for the virtual data center *Expected availability by Q2 2009
- 24. EQUALLOGIC PS SERIES IS CHANGING THE WAY PEOPLE EXPERIENCE STORAGE By delivering dynamic virtual storage solutions that enable IT organizations to address changing business needs in real time at a reasonable cost Breakthrough storage economics Next generation storage from a global leader Enables end-to-end data center virtualization Complete solutions provided by Dell
- 25. PS SERIES AUTO-REPLICATION CAN LOWER THE COST OF DR THROUGH AUTOMATION Replicate volumes to remote sites over any distance Easy to configure and set up Quick recovery and availability of data volumes Leverages existing IP network infrastructure and expertise No impact to application performance Address varying needs through flexible configurations Multiple recovery points efficiently stored Per-volume replication schedules for varying service levels Fast failback to primary site by synchronizing block-level delta’s 1-way, bi-directional, or many-to-one replication Move replication delegated space between pools Space-efficient thin replicas Any IP Network Any Distance SAN-based replication bundled at no additional cost
- 26. COMPREHENSIVE DISASTER RECOVERY & DATA PROTECTION WITH NO ADDITIONAL LICENSE COSTS Auto-Snapshot Manager/ Microsoft® Edition Auto-Replication & Vmware® vCenter Site Recovery Manager Automated Protection for Windows® Applications SQL Exchange® NTFS Hyper-V™ Virtual Machine Snapshots* Automated Local Protection for VMs Fast VM Recovery Automated DR for the Virtual Data Center Integrated with Auto-Replication SRM Storage Adapters Dell EqualLogic PS Series Enterprise Class iSCSI SAN Array-based snapshots, clones, replication and more included Designed for 99.999% Availability Scalable Virtual Machine Snapshots Automated Local Protection for Virtual Machines Fast Virtual Machine Recovery Auto-Snapshot Manager/Vmware® Edition *Expected availability by Q3 2009
- 27. WHAT’S NEW IN THE EQUALLOGIC LINE? PS4000, NEW HOST SOFTWARE FEATURES New PS4000 Array For remote sites, SMB and lower entry point to family Hardware, software and price sized for branch office needs New Drive Options for PS6000X and PS4000X arrays 450GB 10k SAS 600GB 10k SAS Host-integrated Software Auto-Snapshot Manager/ Vmware® Edition 2.0* Hypervisor-aware replication Selective restore of virtual machines Vmware® vSphere™ 4.0 Advanced Multipathing integration* PS6000 Series No Forklift Upgrades Seamless Interoperability All-Inclusive Pricing SCALE WITHOUT COMPLEXITY Multi-Generational SAN PS3000 Series PS5000 Series PS4000 Series PS100 Series *Expected availability by Q3, 2009 for all customers under support.
- 28. EQUALLOGIC PS4000 SERIES SIMPLE. CAPABLE. AFFORDABLE. PS4000XV Up to 7.2 TB 15,000 RPM SAS High performance for demanding remote office applications PS4000X Up to 9.6 TB 10,000 RPM SAS Great balance of cost effective performance and capacity PS4000E 2, 4, 8, 16 TB 7,200 RPM SATA Entry configuration for affordable capacity
- 29. PS4000 HARDWARE - SAME END-TO-END RELIABILITY PS4000 Controller and Chassis Dual controller for full redundancy or single controller option 2 GB battery backed memory per controller (4 GB total with dual controllers) Two 1 Gigabit Ethernet Ports One 10/100 Ethernet management port Support for SATA or SAS drives 8- or 16-drive options Redundant power supplies and fans Hotswap Drive Carriers Redundant Power Supplies & Fans Dual Controllers, or Single Controller Option
- 30. EQUALLOGIC PS4000 SERIES SIMPLE. CAPABLE. AFFORDABLE. Designed to Install in Minutes, “Extremely Simple to Manage 1 ” and E asy iSCSI Networking Virtual Storage Optimized for Virtual Servers Self-Optimized Performance and Intelligent Automation to reduce Administration Time & Headaches All-Inclusive Package Delivers Enterprise Data Protection & Management at SMB Price Pay-as-you-grow scalability with seamless growth to higher-end storage as your needs grow 1 Source: Yankee Group, EqualLogic Customer Satisfaciton Survey , March 2009.
- 31. Other Disaster Risk Areas: Power: Power grids Generators UPS Communications : Voice / Data – also security… single or multiple C/O or Carrier? LAN’S, MAN’s & WAN’S … Single or multiple C/O or Carrier options… Management issues on multiple “backbones” In Multisite opportunities… the Best Architecture for VoIP & Mission critical Applications & Data is MPLS Customers are asking for simplicity...
- 32. Disaster Recovery Deep Dive Small Medium Solution Appliance - SonicWALL Data Center Solution – Dell Off Site Disaster Recovery and Server Management – IBM Combination
- 33. IBM Data Center Services MaryAnn Morrison Flexible IT Solutions
- 34. IBM Value Add Technology leadership IBM is an industry IT services leader Customers look to IBM for software, hardware, and services leadership Powerful brand Professional services IBM services offerings are comprehensive Ranging from business process consulting to software implementation – all of which can be leverage to fulfill Ricoh customer requirements
- 35. IBM Value Add Software The software product line is best in class and extensive The ability to add different products to the DSMS offering allows for rapid development and tight integration for a robust solution FileNet, Tivoli, Maximo, AFP software suite Integration expertise Over 187,000 IT professionals IBM can tap countless skill sets to integrate the DSMS solution with any other software solutions
- 36. Value Proposition for Customers Greater value from Ricoh as a solution provider Simplified vendor relationships Single contact for enterprise solutions Increased return on investments in technology Leverage past investment in Ricoh solutions
- 37. Business Challenge Help reduce complexity of management of your server environment Security-rich, reliable monitoring and management of your customers infrastructure Adaptable to meet your customer needs, scalable as they grow and expand Access to expert IT resources and leading technology A fixed monthly price per server for easy budget management for the life of the engagement Ability to lower total cost of ownership Can reduce downtime and improve end-user productivity Proven, tested and integrated components that can help mitigate risk And that’s when it hits you...you are so ready for IBM’s Managed Server Services
- 38. Managed Server Scope The server infrastructure is supported at an IBM data center. Services are delivered according to an established service level agreement. Managed Server monitoring to ensure the availability of important server resources like CPU, memory, and disk 24 x 7 x 365/366 Incident, problem and change management at required levels when working between IBM and customer and vendor teams Basic reporting relating to problem, change, and alert activity Standard server management includes: Operating System Software-level maintenance to support proper levels of server-software maintenance File system management for locally attached devices Security compliance, anti-virus, and health checking as related to security management Configuration management for a good understanding of the components that are on the server
- 39. Managed Server Scope Continued Backup, recovery and restore management (nightly and weekly) Customer VPN end-point management Current contract in place for Ricoh to resell up to 40 servers across multiple accounts and customers IBM installs tools for problem, change, and configurations along with the Tivoli monitoring tool on the customer servers Customer or Ricoh relocate servers to the IBM Service Delivery Center Customer maintains their software and hardware maintenance agreements IBM applies patches and fixes to operating systems based on customer change windows Application support can be added on top
- 40. Advantages to Ricoh Customers Greater system up time thus increased user productivity Increased customer satisfaction and customer loyalty Mitigated IT risk due to virus and security breaches Fixed price for duration of the deal (normally 36 months) Free up critical resources to do business functions Eliminate need to “keep up with technology” Reduced costs
- 41. IBM has significant global capabilities/skills/reach that we will utilize to provide you high service levels. How much? Servers, Data Centers, Employees, Countries, Languages, and Service Centers? 206,000 Midrange servers under management 423 Data centers worldwide 329,373 IBM employees serving clients worldwide 197,000 IBM Global Services employees worldwide 174 Countries in which IBM serves clients 165 Languages spoken by IBM employees 71 Customer service centers worldwide
- 42. Disaster Recovery Deep Dive Hardware Solution – Dell Off Site Disaster Recovery and Server Management – IBM Combination
- 43. Turn Key Solutions Combine Offerings for Exponential Value Dell + IBM Management = Strong Physical DR in a Managed Safe Data Center Environment with World Class Support IBM + Ricoh Services = World Class Service Delivery Center with a Strong Migration Partner Dell + Ricoh Services = Strong Physical DR with Local Support and Remote Management Dell + IBM + Ricoh Services = A Comprehensive Managed Solution with a Strong Migration Plan
- 44. What value proposition can you provide for your client? : Turn Key Disaster Avoidance: Design Implementation installation Maintenance National Service Delivery Ricoh’s methodology & best practices SonicWALL CDP Dell Servers, Storage & Virtualization Hosting & IBM Management advantages
- 45. Probing questions: The Client’s present status: What are the client’s recovery systems? Is there a formal Plan? (Current, Future) What network mgt. system & escalation process is being utilized? Are there any diagrams / Visio drawings available? Are there “standards” in place & do you have an asset management?
- 46. Success Stories:
- 47. Customer: SHAR House for Men Deal Size: $103,517 Vertical Market: Healthcare (Rehabilitation) Ricoh Office: Detroit Customer Type: Current Total IT Solution Revenue: $77,024 Total Cost: $47,713 Story: This rehabilitation and detox center recently went through a complete change to all their C-level executives. The task of the new CEO, COO and CIO was to decrease their monthly costs across the company to maintain the ability to support the community Ricoh’s commercial team and Network Support Engineer put together a solution that allowed them to have ownership of their network, create a higher level of support, and decrease their technology costs by almost $1,000 per month. This savings includes an upgrade their Multi-function hardware to color units and purchase of new servers and software. This SHAR project included a 1TB CDP with 15GB off-site back-up. Complete network server install. , , Third Party Hardware & Software $45,644 Support & Implementation $31,380 Ricoh Hardware B/W to Color MFP $26,493 Solution Sold GP: $29,311 -- 38% Servers, Firewall, and Software
- 48. Customer: Allstate Contact: Derek Hool Deal Size : $73K Vertical Market: Industry Ricoh Office: Orlando Region: Southeast Customer Type: Current Account Team: Sales Rep Mary Cobb, SE Paul Knight, NSE James Feild Total IT Solution Revenue: $ 72,059.29 Total Cost: $40,155.00 Story: Mary Cobb the Sales Rep went to sold Entech 2 copiers in February of this year, she followed up with Entech in May, and she was able to discover that their current IT company was not fulfilling their expectations. So Mary asked myself and our SE Paul Knight if we could go out their location and give them a presentation on our NWS. So after our presentation we gave them a quote for 3 years of support 2 CDP’s( onsite/offsite) 33 computers. We then met with the owners who were not ready to move forward with their PC’s but were interested in our services. We worked with the client and signed them up for three years of support and 2 CDP’s with all the licenses they needed. We are following up with them in July about their PC’s (33) as well as their servers. And we are beginning to work with them on a D/R plan too. , , 3 year Unlimited Support plan $61K Ricoh Hardware IT Services GP: $31,904.29 -> 44% 2 Sonicwall CDP’s with 24/7 support licenses, 5 Server Backup Licenses, Hosted Exchange managed Filtering software from Microsoft Entech's Solar Cooling Bench installed at the Rocket Garden at NASA's Kennedy Space Center.
- 49. Thank you! Q & A
Editor's Notes
- #2: Introduce Paul Dodge as the Director of Business Development, MaryAnn Morrison is in the Industrial Sector of IBM Global Services
- #6: Before we strategize for a proper disaster recovery plan, we need to understand what a disaster actually is. A disaster is not just a fire, flood or earthquake, a disaster can come from all aspects of an environment. By definition, a disaster is: (Read definition). Let’s explore the different things that can effect a business and throw you into a disaster recovery mode.
- #8: Although technologies have evolved around data backup, we still find that SMBs do not understand the idea behind a proper backup. In fact, we still find that majority of SMB companies are still using old technologies to include tape backups.
- #12: Data backup has never been simple. Because it involves different aspects of the network. We found that companies do not take the extra effort to have the different parts protected. Data backup has always been the redheaded stepchild of network management. To get the protection of CDP, point products would need to be inplemented. CDP elimiates the issue of multiple product integrations and provides a full scale, all inclusive solution that protects the areas listed in this slide.
- #14: Companies have changed drastically in the last 5-10 years. Therefore using older methods of backup do not give you the proper protection in today’s day to day business processes. Data is digitized… so you need to backup that data. (You do not have boxes of folders in the back room to restore from anymore) Downtime is money, so having a simple plan of action (Business Continuity) to get your organization up and running is important. Companies are not located in one tall building anymore. Therefore, we must protect all pieces of out networks (mobile offices) We need to pay attention to the many rules and regulations or suffer the consequences.
- #15: CDP is much more than data backup, it is an ALL INCLUSIVE BACKUP AND DISASTER RECOVERY STRATEGY WITH FLEXIBILITY. The easiest way to explain cdp is to break it down to the different parts. There are three components to cdp, local backup, offsite backup and imaging software.
- #16: The data backed up resides on this appliance which anyone that has rights to it can restore data at a click of a mouse. Revisions are available and the administrator can set up policies for the different people in the company.
- #17: Once the data is backed up locally, you are able to get the data offsite from the CDP to any of the 3 options for disaster recovery. Our disaster recovery options are what set our product aside from others. The first option is the opportunity to send the data offsite to SW. The second is a S2S method. Last, our strategic partners are hosting data for our customers.
- #18: BMR is one of the most important yet most neglected parts of a DR strategy. How many of you have lost a server? How long has that taken to restore? The process to restore OS, applications, updates, patches, bug fixes, settings then the data may take days. That is downtime for your company. With the imaging solution, the IT admin can restore a full server in minutes or hours.
- #21: 9:1 case study show an 8 month payback due to reduction in space, power and software costs
- #22: Don’t forget we also just launched a major refresh of our award winning, marketing leading iSCSI storage arrays.
- #24: With the PS4000 Launch: The same software features included. However, the capabilities are optimized to satisfy the needs of remote office and small medium businesses With this launch we have added some software functionality, but we have kept the same no cost model that is standard for EqualLogic. A few features to highlight that where launch with the PS6000 Series: -With FW 4.1 (Highland Park), we have added RAID 6 support on all arrays (PS6000/PS6500) and added additional RAID support on the PS6500E (5 and 10) -Added Hyper-v support to ASM/ME -Added SAN HeadQuarters (multi-SAN management and performance monitoring) Existing EqualLogic customers can download these software items and update their arrays to use the new features.
- #25: The architects of the Dell EqualLogic PS Series rethought storage from the ground up, taking smart principles from elsewhere in the computing world and applied them to the product. Virtualization, IP networking, page-based data movement are a few examples. Beyond technology design, also rethought the business principles that make buying, expanding and improving traditional shared storage difficult and painful. The result is a storage experience that impresses product reviewers and award judges as you can see here, but more importantly empowers and delights customers.
- #27: Replace with TA slide 11
- #28: The PS4000 Series are new EqualLogic PS Series arrays designed for the remote/branch office and SMB, providing easy administration, enterprise software and virtualized architecture at an affordable price. PS40000 includes all the enterprise class features and tools extended to the remote office and SMB at no additional costs Helps eliminate “hidden costs” that customers experience with competitors Helps simplify the purchasing cycle No forklift upgrades or data-in-place migrations that cost money and time
- #38: The key differentiator of DMS is that it is delivered without an on-site presence. Labor is an expensive element in the IT environment and anything that can be done to minimize it should be worth considering. For example, if a CIO can avoid hiring a person to load SW updates by implementing the OS Update part of DMS, that CIO has just saved time and money.