Name

1
Title

• Name

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Virtualisation Seminar 28th November 2007

• Allister Richardson

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Agenda

• 1. Welcome Allister Richardson
• 2. TecDem offering and partnership Cam
  Merrett
• 3. Demonstration overview? Cam Merrett/Rob
  Radford
• 4. Other components of the solution
  Peter Mayo
• 5. Coffee
• 6. Gluing everything together Stuart
  Hogg - IBM
• 7. Jump Start Rob Radford
• 8. Case study Peter
  Raybaud
• 9. What happens next?
  Allister Richardson/Peter Raybaud
• 10. QA
• 11. Close Lunch

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TecDem Offering and partnership

• Cam Merrett

5
Demonstration overview

• Cameron Merrett / Rob Radford

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The Enabling Technologies

• Peter Mayo

7
The Real Drivers for Consolidation

• Over 4 million Remote Offices Worldwide (growing
  1/4million each year)
• The average branch has between four and six
  servers (Source Nemertes
  Research)
• Current annual spend - 6 billion a year on
  branch servers, storage, back-up and management
• It is estimated that each remote branch costs
  between 20,000 and 100,000
• Unsurprisingly the single most powerful driver
  for data consolidation (Storage and Server) is
  cost reduction. (Source IDC, Gartner, Cisco
  Analysis)

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Consolidation Benefits

• To remove IT from branch offices where there is
  now little or no skilled IT staff
• Reduce costs associated with distributed IT
• Reduce risk to corporate data sitting at the
  remote locations

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Results Massive Savings !!!!

• no servers, application licences at branch office
  - Lower Capex
• less IT admin staff, no remote backups - Lower
  Opex
• Improved data control single instance of data
  to backup permit real time collaboration of
  information
• Over 75 of Fortune 500 CIO's surveyed listed
  consolidation as a top project
• (Forrester Research)

10
Why ENABLING Technologies?

• Remote Offices means support across a WAN
• WANs introduce Latency
• WANs introduce Bandwidth limitations
• RESULT.......POOR PERFORMANCE !!!!!

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The Acronyms ?

• WAFs- TACIT Brocade Tapestry (Packeteer)
• WADs- Riverbed
• WAAS- CISCO
• Finally FANs ????????????

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The Technical Problem (with Remote Office
performance)

• Applications were designed and built on a LAN!
• LANs usually do not have bandwidth or latency
  issues!
• Same issues for RODC and VDI
• Problem addressed in different ways since the
  apps/protocols differ!
•  

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DNS/TECDEM - LIVE DEMONSTRATION

• Make it into a Live Simulation-
• Q-
• Which of your branches has the poorest
  performance?
• Choose your Line Speed and your latency!
• Choose your vendor!!!

The WOW Factor!!!
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Techniques that deliver improve performance

• LATENCY
• DATA is only sent ONCE
• CACHING FOR LOCAL DELIVERY
• PREPOPULATION
• AGGREGATION
• VIRTUAL WINDOW EXPANSION

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LATENCY..............

• Lets examine how latency can affect
  performance......

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Application Chattiness Problem
Simplex Protocols (common) Send, wait for
response Send, wait for response RTT Aggregation
Typical Application Chattiness
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 Remote Consolidation? Performance is the issue!

• Bandwidth No it is not the issue 
• Due to the chatty nature of the application it is
  the latency that KILLS performance!
• Therefore, by eliminating all unnecessary
  round-trips the application performance is
  dramatically improved.

1Mb doc. file creates on average 1300 RPCs (each
involving a round trip)
Latency
LAN Speed 1 2msec..1.3 to 2.6sec
10msec13sec
25msec32.5sec
50msec1min 5sec
100msec..2 mins
GARTNER-re WAFs Technology The benefits are
measurable and sometimes even dramatic, with WAN
access for some applications reduced by as much
as 90
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RODC - Application Support
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VDI - Enabling the RDP Performance
Native Data
RDP Compressed
Appliance Optimised
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The DNS Independent Approach!

• What is the best-fit technology?
•  Each Vendor has good WAFs performance
  improvement but what other applications is the
  customer running?
•  So what differentiates them?

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WAFS - RODC Vendor AGNOSTIC Approach
Our independent approach matches the exact
requirements of your Consolidation needs and in
addition caters for the other applications that
require support across your network
Base WAFs functionality
Other application support
Specific Vendor Capability
PROFILING To provide the most relevant solution
information we have a questionnaire that allows
us to send you information on what is suitable
for your environment as a first step
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The Differentiators ?

• Branch Services
• SMS Distribution
• Security
• Multi-Data Centre File Access
• Other Appliance optimisation
• QoS VOIP

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Collapsed Services into the Remote Appliance!

• Print Server
• DHCP
• DNS
• DC

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SMS Distribution?

• Elegant Management?
• or
• Optimisation?

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Other Application Support?

• Citrix/RDP
• Http/Https
• VOIP
• QoS

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Which Technology?

• Understanding the requirements
• Profiling the infrastructure!
• Providing an unbiased recommendation as to the
  Vendor of choice!

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Profiling Document
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Profiling the requirements!

• Understanding the needs
• Matching the most appropriate Vendor
• Engaging via evaluation of solution
• Remember the customer very rarely buys
  performance
• enhancing technology without experiencing a
  live evaluation
• Short circuiting the sales cycle

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Why ENABLING Technologies?

• To enable the end user performance that make
  remote Consolidation projects possible!

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Coffee

• 15 mins

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Gluing Everything Together

• Stuart Hogg

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Virtualisation SW companies Vmware, XenSource
Market View Aug 07

• VMware(EMC) Aug 14 IPO 10 of shares increase 76
  largest opening day gain on 07, trading _at_ 55 the
  offer 29 per share
• VMware 1Q sales 95 growth on track for 1bn 07
• VMware Market Cap 19bn (Ford MC 17bn) EMC
  paid 635m in 04
• VMware sold stakes
• 2.5 - 219m Intel
• 1.6 - 150m Cisco
• Aug 15 Citrix buys Xensource 500m, private
  company
• (opinion is they have sales of less than 5m
  (some say less than 1m) the hypervisor is open
  source so where the IP for 500m ?
• Aug 11 Global Stock Markets plunged due to the
  sub prime mortgages
• Example FTSE 100 shed 10 from June high
• The others
• Microsoft Virtual Server (Connectix) new
  Hypervisor Longhorn 08/09
• Virtual Iron open source Hypervisor do they get
  brought ?

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Compelling Reason to Act

• Green Strategy
• Compliance - Legislation and Regulation
• Consolidation Workloads Global DC TCO, Cost,
  Business Continuity
• Business Growth Objectives sales/profit
• Real Time Data for global market competitiveness
  losing sales/profit
• No more available electricity from that local sub
  station

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Case Study Illustration Investment Bank in Canary
Wharf

• Green Strategy
• Legislation and Regulation
• Consolidation no more DC space, 40m new DC
• Business Growth Exotics (Hedge)
• Real Time Data for market competitive advantage
  monte carlo prices
• No more available electricity from that sub
  station 2000 blades no more electricity

• Solution - lateral thinking move the paradigm -
  VDI
• Physical to Virtual of Desktop
• VMware on brick systems 4 socket best/earliest
  ROI
• Power Saving hundreds pa per seat
• 280 watts from desktop to datacentre
• Follow the sun from same back end infrastructure
  3 Geos
• Blades purchased for Business Growth/Comp Adv
  Bank makes rev/profit funds VDI project

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IBM USP Greenest x86 computers

• What is the Greenest server the three Ps,
  Price, Performance, Power
• Large brick with many VMs
• IBM Heritage in Virtualisation in Brick Systems
  stop rot default to HP 4 socket rack/blade
• The xChipset (x4) from outset engineered for
  Virtualisation - Engineering from Large Systems
  x86 PricePoint Time to Market
• Benchmarks for Perf VMs (coming/beta)
• VMware VMmark (beta)
• Intel/IBM vConsolidate (beta) IBM using data
  for x86 workloads database, mail, web and Java
  e.g. Exchange, SQL
• SPEC (committee sat March 07 target 2H 08 for
  benchmark)
• Scalable memory architecture of x4 (vm 3.5 128g
  limit when will it be 256g per host ?)
• DDR2 memory power advantage - X3850 m2 v DL585
  requires 67 more power
• Tools
• VMware Capacity Planner and IBM CDAT Tool
  sizing
• Zodiac Methodology proven Island of SCON / Green
  version ROI statements
• IBM heat/power efficiency in Blade 20 -
  Engineered right from the start for power
  efficiency, Blade.org open standards (analogy web
  2.0 effect in SW development)

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Why TecDem

• Proven expertise/engagements/deployments
• Sales PS complimentary to Resellers (IBM value
  prop)
• Jumpstarts initiative
• Speaker at IBM events
• Competitive initiative winback
• IBM UKISA and WW VP Product and WW Marketing
  engagement
• Subject matter expertise including sub to GTS
• HW investment for proof points, stress testing,
  whitepaper
• GTM with IBM resellers for fast start for 2008
• Value prop to clients High End possible more
  margin

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Jump Start

• Rob Radford

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Case Study

• Peter Raybaud

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250,000 in 9 weeks

• Local council requiring consolidation of 170
  servers
• Pain points
• too many servers
• lack of control of data
• high management costs
• green issues
• New servers and VMWare from Dell
• Passed to reseller quoting this may be a lost
  cause, but there could be some services
• Council agreed services content ( )
• Discuss competitive consolidation ratios sounds
  technical but can be very compelling
• Sizing report showing ROI and TCO for IBM
  solution
• Hardware cheaper than Dell
• Order placed - 170,000 of System X, total order
  value 235,000
• Overall margin 25!!
• Total timescale from start to finish 9 weeks

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What Happens Next

• Allister Richardson / Peter Raybaud

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What happens next?

• How do you participate?
• Complete business plan
• Identify one/two salespeople who will be
  dedicated to the programme
• Accept qualified leads
• Partner with TecDem/DNS to work to close
• Ask for another lead!!
• Take full advantage of the incentives (win
  prizes!!)

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What are our expectations?

• Focused resource
• Good lead management
• Identification and recognition of resource needs
• Do you need VM Ware support?
• Do you need product support?
• Good communication
• Accurate and timely forecasting

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Whats in it for you?

• Development of existing customer base
• Introduction to new end users
• Solution selling
• Margin enhancement
• Expansion of product portfolio
• Rewards and awards
• Increased visibility

44
Call to action

• Identify one existing customer for Vdi
• Complete business plan
• Update lead status on a weekly basis

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QA
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Close

• Thank you