The table describes what is in the selling opportunity for you and for your customer.

What is in it for you? What is in it for your customer? Help SMBs deal with IT complexity as they grow — A recent research study by AMI Partners revealed that midmarket IT spending is expected to grow at 6.5%; it is led by the storage segment at 13.1%. Half said that network storage was a critical component of their IT infrastructure. Another 18% were strongly considering moving from DAS to NAS and SAN technologies. Twenty-eight percent of businesses purchasing storage were influenced by newly implemented applications.

With today's reliance on IT to power the business, an effective data storage and protection strategy can deliver:

• Efficiency — As IT management consumes more of the budget (5 to 7x the cost of systems), centralizing data storage and protection can dramatically cut costs, while improving compliance and responsiveness.

• Flexibility — Events such as regulatory compliance or expansion due to mergers, acquisitions, or business initiatives can drive radical server and data storage changes to keep up with new application deployments. NAS and SAN solutions from HP are modular and built on industry standards to allow quick integration into existing IT infrastructures.

• Continuity — Ensuring access to information is a top priority for all businesses. Consolidation of data to highly available NAS and SAN solutions, utilizing replication and snapshots, and protecting that data on disk and tape backup tiers can ensure access and recovery.

Partner with SMBs to help them minimize the real cost of downtime — Gartner Group reported that more than 60% of businesses do not have a basic disaster recovery plan. Customers are realizing the critical nature of this problem.

In a recent study by AMI Partners, 35% of respondents ranked both backup and recovery or data availability as top investment areas for their business in the coming year.

With a few basic questions you can simplify a consultative sale or upsell a basic transaction to bring storage consolidation and/or business protection solutions to new prospects and existing accounts.

Small to medium site Medium site to midmarket datacenter Target size

Small businesses (10–100) and Medium businesses (100–250)

Medium businesses (~200–375) and midmarket datacenters (~300–1000)

Target industries

Recent strong activity in Healthcare, Communications, Media & Entertainment, Professional Services (Legal/Architecture/Advertising); all industries are potential prospects

Recent strong activity in Healthcare, Media & Entertainment, Professional Services (Legal/Architecture/Advertising), yet all industries are potential prospects

Key concerns

Simplicity and cost are key; need IT strategy and support assistance

Leverage IT as a strategic element to the business; managing explosive storage has become a big concern

Key drivers

Free up resources to focus on the business; affordable business protection

Continuity, efficiency, compliance, consolidation, virtualization, and cost reduction

Key initiatives

Do more with less; keep up with growth; improve backup/recovery

Infrastructure refresh driving virtualization and new applications; move from 4GB to 8GB Fibre Channel

Key workloads

Core infrastructure (Email), File/Print, and Collaboration for medium businesses

Email, ERP/CRM, File/Print, Virtualization

Identify the decision makers to contact. This will help advance your prospecting efforts and help determine the best opportunities.

Business Managers

Managers or owners of small organizations tend to be very active in IT decision-making because they rely heavily on IT for core business processes. Business owners typically are directly involved in IT purchasing and make most decisions, possibly with the influence from an IT consultant. Because IT is not their core competence, they rely on local service providers that offer high-touch service, especially when they are venturing into new, more advanced applications. Most purchase IT from value-added resellers (VARs) or consultants or directly from the manufacturer, depending on their service needs.

IT managers

IT managers likely own IT budget/projects, since the business leader trusts the manager to make the right decision. Due to the broader IT environment, they can evaluate more complex "solutions" and are concerned with support/integration. Requirements range from simply needing to fulfill an order for a known product to advice/consultation on more complex technologies.

Simplify and protect

If the customer replies "yes" to any of the 5 questions listed below, they are a candidate for the Simplify and Protect offerings that are described later in this module.

Many small companies are trying to overcome the shortcomings of direct attached storage (DAS). As servers outgrow capacity, a new server must be purchased or additional storage must be added to individual systems -- even if there are other servers with available capacity. Data protection is a critical concern for businesses today, yet often they do not have the right resources and require protection features that are either very low cost or built into their systems. These companies are also prime opportunities for outsourced IT deployment and management services.

Medium businesses with simple storage needs

Even though some businesses may have several hundred people, their storage requirements are not large, not growing at an alarming rate, do not require high performance, or are managed by a very small IT staff (K-12 schools, small chain of retail stores) are well suited for a low-cost, easy-to-manage solution, and you should run the “Simplify and Protect" sales play.

Smaller businesses with demanding storage requirements

Some small firms (media, video, life sciences) that do not have hundreds of employees may have huge storage capacity or performance requirements and demand the highest levels of availability. In these cases you should run the "Affordable Enterprise-class Storage" sales play.

A reactive approach to storage prohibits growth and increases risk

This section describes a customer environment before implementing HP storage solutions.

IT environments at small companies can be reactive and complex, particularly when these environments are managed by small to no staff with limited storage expertise. Direct attached storage and multiple applications, backup processes, and management tools, leading to an inefficient environment that is time-consuming and costly to manage.

Simplify and protect smaller environments with HP Simply StorageWorks This section describes a customer environment after implementing HP storage solutions.

Smaller environments can reduce complexity and improve efficiency with HP modular NAS and SAN portfolio. Moving to data protection technologies like LTO and D2D can reduce risk of data loss.

Inefficiency limits growth and increases risk

This section describes a customer environment before implementing HP storage solutions.

An affordable enterprise-class storage environment This section describes a customer environment before implementing HP storage solutions.

Customer solutionCorrect answers: X3000

NAS gateway in front of P2000 G3 MSA, or EVA4400 to reduce management overhead, enable iSCSI bridging, and improve efficiency.

X3000 Storage Mirroring

Low bandwidth replication for disaster recovery.

Storage Mirroring D2D2500

Automated protection of up to 6 servers, providing faster backup and recovery.

D2D2500

Understand IT landscape, in addition to storage

• New applications planned or server virtualization projects?

• Disaster recovery/business continuance projects?

• Cloud initiatives? Position infrastructure solutions, not point products • Cost effective consolidation -- P2000 G3 MSA, X1000/X3000, D2D Backup Systems, Data

Protector Express, MSL tape libraries • Virtual IT deployments -- P4000 G2 SAN, P4800 BladeSystem SAN, X3000 Network Storage

Systems, EVA4400, D2D Backup Systems, Data Protector, MSL tape libraries • Enterprise application consolidation -- EVA, Data Protector Software, ESL tape libraries Always ask about backup pain points (consistently a top IT issue)

• D2D and virtual tape library (VTL) data deduplication allows more backups to disk; simplifies restores

• P4000 VSA for remote offices with virtualized servers, cost effective data replication

• Continuous Access and Business Copy replication software for existing Fibre Channel infrastructures

• Tape security concerns; secure key management

This section describes when to consider and reconsider the P2000 G3 MSA.

Consider the P2000 G3 MSA when... Reconsider the P2000 G3 MSA fit when... • Customer is cost conscious, but requires

excellent price/performance and availability

• Or, <10 servers exist in the environment and customer is interested in an entry SAN

• Or, multiple protocols are required: SAS, iSCSI, or Fibre Channel

• Or, requires storage-based asynchronous snapshot replication

• Significant growth is expected

• Requires thin provisioning which allocates space only as data is actually written without requiring pre-allocation of storage

• Disaster recovery for >2 servers running Vmware at remote sites is a requirement

• Requires storage-based synchronous replication

P4000 VSA

he P4000 Virtual SAN Appliance Software (VSA) is a VMware Certified SAN/Storage device and Virtual Appliance that provides complete SAN functionality for VMware Infrastructure and vSphere without external SAN hardware. By virtualizing the internal disk capacity of the server running VMware ESX, the VSA Software eliminates the need for external shared storage required to implement the advanced features of VMware.

Multiple VSA's running on multiple VMware ESX hosts create a clustered pool of storage with the ability to replicate data across the hosts allowing volumes to stay on-line in the event of a server failure

Small to medium businesses and remote office customers can lower their IT infrastructure costs and enable higher levels of protection for business critical systems without the purchase of additional hardware.

This section describes when to consider and reconsider the EVA4400.

Consider the EVA4400 when... Reconsider the EVA4400 fit when... • ERP, CRM, SAP, or any other enterprise-type

application is driving the storage purchase

• Or, storage group within the IT organization who is familiar with traditional storage (controller based architectures) owns the budget and is driving the purchase decision

• Or, IT organization has and is committed to continued investment in a Fibre Channel SAN

• 99.999 % availability for planned uptime

• IT organization is re-evaluating the storage infrastructure along with a server, or client virtualization deployment

• Or, lowest cost high availability/fault tolerance between 2 or more sites is required

• Or, low bandwidth IP based replication is required

• Or, the lowest possible cost shared storage is needed

imply Storage Consolidation decision tree

Use the decision tree to help customers determine how to consolidate their data.

Simply Storage Consolidation decision tree

Use the decision tree to help customers determine how to consolidate their data.

. Simply Business Protection decision tree

HP provides a wide range of data protection solutions, from tape and disk drives to RAID and data mirroring, in combination with storage software to manage it. Use the decision tree to assist customers in determining the right solution for their specific needs.

Simply Business Protection decision tree

Use the decision tree to assist customers in determining the right solution for their specific needs.

HP Care Pack Services cost-effectively upgrade or extend standard warranty with easy-to-buy, easy-to-use support packages.

Recommended services for MSA family arrays • 3-Year HP Support Plus 24 • HP StorageWorks MSA Family Disk Array Installation and Startup Service • HP Entry Storage Data Migration Service for Windows • HP Proactive Select Service Recommended services for X1000/X3000 Network Storage Systems • 3-Year HP Support Plus 24 • HP Installation and Startup Service for X1000/X3000 Storage Systems • HP Entry Storage Data Migration Service for Windows Recommended Services P4000 SAN Solutions • 3-Year HP Support Plus 24 • HP Enhanced Implementation Service for SANs • HP Assessment Service for SANs