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Test Code : HPE0-J78
Test Name : Delta - Designing HPE Enterprise Storage and Backup Solutions
Vendor Name : HP
: 50 Real Questions
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Microscope currently gathered collectively representatives from across the storage trade to take the heart beat of the market and discover what the channel must be doing to place itself within the top-quality position for the longer term. in the first a part of their insurance of the roundtable debate, their panel of experts looked at the the european's customary statistics insurance plan law (GDPR). in the 2d part, they stated DevOps and cloud.
during this third and last part, the consultants mentioned storage hardware, flash, and the challenges facing their channel partners.
are you able to still make funds promoting storage hardware?
Andy Corcoran: There are nonetheless some extremely tremendous reseller partners within the UK that make lot of funds from hardware, and long may also it proceed. however there is a universal level of understanding that the market is relocating on at a dramatic tempo and they need to hold pace with their customers. There aren’t too many that are locked into the theory that they are just going to do hardware.
Mathias Grobet: there's a necessity for transformation and training within the channel. these days’s companies and partners need to answer to enterprise challenges and may be able to talk about company-specific ache features at C-stage. no matter if it's with HR, DevOps, construction or finance, the method must change and potential with it.
Andy Corcoran: Some average hardware companions are seeing a 20-25% decline year-over-12 months in their outcomes, so you can see that these historically labelled as hardware deserve to change.
what is happenng with flash? Is it being widely embraced by means of partners and valued clientele?
Nicholas Maigne: there's a worldwide flash scarcity at the moment, so the business has invested in new applied sciences to enhance densities and decrease fees, however that’s type of provoked a surge favourite. So, they don't seem to be quite in a normal cost decline curve presently – pricing isn't lowering, because demand is exploding, above all in the enterprise storage segments. There are older segments within the trade that are seeing this growth as well, and it’s entertaining – you speak an awful lot about all-flash arrays, however they basically see sooner increase in no longer most effective hyper-converged, but every thing round server-aspect storage and PCIe NVMe flash. The growth there for flash is awfully mighty.
Dan Chester: The experience to that future state of the all-flash datacentre has been like the event to the cloud. There’s a transparent want from a technology standpoint, and in some cases from a business standpoint, to move all-in and have the efficiency that flash offers for all workloads, however I consider issues will settle within the center floor. It may be about what workloads work superior on a performance tier, in order to emerge as on flash, and which can be enhanced applicable to a capability object storage tier. The economics may be a tipping factor for picking off more workload for flash because the economics of Nand and future flash applied sciences enrich. but there are basic challenges across the economics of building Nand manufacturing unit capacity, whereas you’ve got disk force vendors with a mature know-how pushing ever bigger drive capacities. Disk will be round for the skill tier for a very long time to return. just as tape continues to be round – despite many predictions, it nevertheless isn’t lifeless.
Nicholas Maigne: the way to analyze it is to understand that there are expertise evolutions in flash in an effort to exchange the economics and potentially make flash attainable for backup and secondary storage. Now, the caveat is that the flash business creation skill cannot these days exchange the total HDD [hard disk drive] creation potential. SSD [solid-state drive] “bits” shipping this yr represent about 10% of the whole storage trade “bits” – so there's ninety% room to develop for the trade. The trade needs to put money into flash creation capability.
Chris James: I’ve simply received one caveat right here that they see lots of: that flash isn’t suitable for everyone, although there’s a typical view that it's the panacea and it'll remedy every little thing. I’ll provide you with an instance. There turned into a really giant economic services business that went out to a few flash carriers and said, ‘here's their utility workload. You come up with your suggestion and we’ll verify it within the lab.’ they had benchmarked their application on spinning disk and it ran at round 4ms response. Two suppliers got here in at beneath 2ms, and one at 70ms – one enterprise became manner slower. It changed into simply the style the finance business’s operating system become set up that wasn’t suitable with that business enterprise’s flash, and that’s with the company giving its most advantageous system.
James corridor: The ultimate 4 or five Tier 1 organizations that launched orders I’ve been involved with had been pushed via TCO, now not efficiency – it’s all house, energy and cooling. For the measurement of these estates, and the numbers they have been speakme about, you didn’t even deserve to reduce the information. It’s nevertheless worked out over 5 years in cost reductions to go from what they needed to all-flash. but it surely must be the right delta, and in a metropolis like London the place the cost of cooling is astronomically excessive.
one of the smarter companions are going to purchasers and having the TCO conversation – they get engaged in understanding the landscape, figuring out no matter if it’s oversubscribed and how effective the customer is these days, after which understanding what it looks like from a flash point of view over 5 years and taking that enterprise case to the again to the consumer since it’s more desirable to start flash without having to reduce the information as a result of then anything the customer gains is a improvement and that’s always decent.
Flash isn't right for every workload. The principle is ‘all-flash is magic’ – it’s completely now not.
Do you feel your channel partners are in the optimum position to face current market challenges?
Andy Corcoran: As companies, they still ought to spend greater time encouraging resellers to invest in advantage and to be capable of have a conversation focused on the issue. So, making access to the certification and that form of stuff continues to be a extremely important element of the programme they offer companions. The 2nd issue they might do, that I see as being fairly new, is the consumption fashions they give through financing for the companions to take develop for their users. it is a very unique part of the portfolio going ahead as a result of they are capable of say to a accomplice, ‘You don’t must undertake any of the hazards in deploying some of the options. With the finance they are able to supply, that you may take a sort of module place that you just are looking to take an outstanding chunk of the revenue for the primary year and then they are able to reduce that payment that you operate with that client and they received’t charge the person a word from capex [capital expenditure] to get on with the technology.’
after which say that if it seems with the aid of the end of the 12 months that it wasn’t the appropriate element for the user, then they can set up some thing if you want to fit. That’s whatever I haven’t viewed available before, and it doubtless gets it nearer to the thought of the actual utility mannequin this is available. So we’re seeing lots of hobby in that – in that Cloud Flex solution they launched couple of months ago. So I suppose the channel has seen that as a tremendous support in being able to circulate in, notably for the hyper-converged solutions that they had been speaking about.
Mathias Grobet: They work with probably the most greatest IT manufacturers and help their companions transform. The companions need to rethink their company fashions and make the transformation required to survive the subsequent three to 5 years – how to become that trusted consultant. It’s about enterprise model design and how that you can transition for the subsequent three or 5 years and rethink your mannequin and turn into that relied on marketing consultant, as a result of that’s what users are searching for.
Nicholas Maigne: So we're within the method of deploying an business channel programme in Europe, starting in the UK, then France and Germany. It’s definitely centred round assisting the channel create cost around some of these new systems, together with hyper-convergence.
Jerry Rijnbeek: At Rubrik, we're lucky to had been born three years ago, in an period the place convergence, cloud, DevOps and ransomware had been already on the agenda. they are challenging channel partners by using asserting, ‘this is going to occur, so go on this event with us.’ we're guaranteeing a 100% enterprise mannequin through partners. In their first three months of existence in EMEA, they had been doing accomplice net-primarily based practicing and hiring channel managers. we've been fully focused on the channel and discovering partners that wish to take that subsequent step.
Ezat Dayeh: they are especially younger and we're opening up a part of the market that's new to lots of their companions, so it’s all about schooling and practising and advertising. while they are new to hyper-converged secondary storage solutions being deployed, we’ll help them as a whole lot as possible, through joint advertising programmes, unless they rise up to speed and might keep it up devoid of their suggestions. also, for these companions who need to expand their horizons and do this as-a-carrier piece, they have dedicated service issuer programmes as well. That’s some thing they at all times wish to hear about, and going to a customer it could support tie up reasonably properly if they are looking to do DR as a service, for example.
James corridor: It’s about enablement and accreditation. proposing not just product tips, however options that they could take to a client that handle a primary use case. creating financial mechanisms that enable partners to be inventive themselves and take much less hazards themselves, and improving how internal methods work to make it easier to take care of HPE, so we’re going for a big programme on the again conclusion. They want to deliver one device that does every little thing. There’s an extended method to head, but from a accomplice point of view it makes us a bit faster and greater reactive, and receives us right into a a whole lot more proactive state. That’s the focal point for the channel, as well as recruiting new companions. They want to stream as much business as they can into the channel as a result of companions carry price and they can get to their valued clientele.
Dan Chester: So we, too, be mindful channel focus, and they assist their partners in a number of ways. First and best, they have had a dialog round hybrid, so for purchasers that are on a cloud journey, no matter if that’s driven from the correct down, they enable their companions to go in and have a conversation around hybrid.
in particular around TCO, they give equipment and practising on a way to have that conversation and they additionally work with some of their partners who want to become service providers of their personal correct.
we've the skill to support carrier suppliers or resellers turn into service suppliers. We’ve seen that in a number of instances, people bringing out their own units of capabilities that they could then resell.
And they also present consumption-primarily based finance in that provider provider model. they are able to also offer consumption pricing. after which at last enablements and accreditation as neatly, so they support their companions cling those conversations across the whole latitude of company and business concerns and technical concerns that affect their customers’ purchasing decisions and support them cling these conversations credibly.
Chris James: we've simply set up a brand new reseller portal and are actively hunting for boutique channel companions to work with throughout the entire EMEA region, if now not the whole world. The channel has to be searching on the total infrastructure from an utility-centric element of view as well. The business is asking down, and it’s not in reality attracted to looking at the know-how, it’s attracted to how an application is running. so they need to be reporting returned as much as the company. If the channel can focal point on the total infrastructure efficiency and that message, then they're going to be triumphant.
Nigel Tozer: Commvault has a really mature channel programme, with distinct degrees and alternatives to aid many kinds of accomplice, from average resellers, through to provider providers and GSIs. we've mid-market products which are convenient satisfactory to install, so they don’t want any help from Commvault, however for more complex enterprise needs they now have a certification programme for companions to supply capabilities, or they can resell Commvault professional functions, plus their training services. Renewals are passed through companions, and their companions can also supply first-line assist, so it’s in reality an conclusion-to-conclusion story.
Bob Plumridge: So from us, as I said from the beginning, dealer-impartial education and supplier-impartial certification. It’s anything they now have provided for 15 years or so now, however expanding also the potential for individuals to get worried in necessities building. we're finding more and more of these companions wish to be concerned with these specifications and the construction of these things.
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