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Josh Krischer - How to get more for less (4 november 2010 Storage Expo)
- 2. ©
Storage Challenges/Facts
Growth in capacity is, on average, more than 50 percent per year,
but the storage technology development pace is fast enough to
answer the requirements for capacity and performance.
File-based data growth is faster than block-based data
Unstructured data growth is faster than structured data
Server virtualization driving demand for networked storage
Storage currently accounts for 37-40% of overall data center energy
consumption from hardware
Energy consumption will influence technology procurement criteria
Compliance regulations will accelerate the growth in storage
capacity requirements and prompt the developments of new
technologies for storing and archiving
Compliance regulations will force the users to migrate to new media
several times in the information life time
New technologies are emerging but more as evolution than
revolution.
- 3. ©
Consumption of Enterprise Disk Capacity
by Type
0.0
5.0
10.0
15.0
20.0
25.0
2005 2006 2007 2008 2009 2010 2011
Replicated data
Unstructured data
Traditional structured data
Consumption of Enterprise
Disk Capacity by Type CAGR
32.3%
63.7%
(EB)
43.9%
Source: IDC, "Virtualization and Storage: A 360 Degree Strategy for Building a
Virtual Datacenter," Doc # 210084, December 2007
- 4. ©
Disk Subsystem Requirements
Scalability
Functionality: basic and
advanced (lock-in)
Secure Multi-Tenancy
Performance (absolute & constant)
Price
Investment protection
Service and support
Connectivity
Multiplatform connectivity
Clustering & Virtualization support
User-friendly storage management
Automation
Availability – nonstop operation
– RAID X
– Dynamic hot sparing
– Dual controller (at least)
– Redundant power
and cooling
– Mirrored cache for writes
– Non-disruptive upgrades
and repairs (―hot plugging‖)
– Remote copy
– Point-in-time copy
- 5. ©
Disk Subsystem TCO
Visible Costs
Hardware and Software
(depreciation or leasing rates)
Maintenance
Bandwidth
Environmental (sometimes visible)
– Power and cooling
– Floor space
Hidden Costs
Storage management
– Capacity planning/allocation
– Data migrations
– Configuration changes
– Performance evaluations
– Backup/restore
– Data protection
– Training
Cost of planned/
unplanned downtimes
Cost of data recovery
Costs of business damage
- 6. ©
Hardware & features %
0%
10%
20%
30%
40%
50%
‘03 ‘04 ‘05 ‘06 ‘07 ‘08
Everything Is Negotiable !
Hardware
– Initial acquisition
– Upgrades
Software Features
– Ditto
Professional
Services
– SAN Design
– Data Migration
– Conversions
Maintenance
– Warranty time
– Discounts
Non-hardware %
- 7. ©
How to Negotiate Contracts
There are almost always negotiable!
Avoid damage limitations ("Vendor's liability
for any loss, damage or expense of any kind,
resulting from the products or services,
negligence, or any other cause whatsoever,
regardless of the form of action, whether in
tort or in contract, shall be limited to the
selling price of the products or services.―)
general rule is that a party can limit its liability
for ordinary negligence, but not gross
negligence.
Don't walk into a deal thinking about how big
they are. They want your business or they
wouldn't be talking to you
Source: Mark Grossman, Attorney at Law
- 8. ©
Disk Storage pricing facts
In the years1999 -2006 disk prices declined at a
rate of 40-45 percent per annum, currently 30-35%
Price reduction of 35% per annum means ca. 10%
per qtr.
GB of upgrades should be cheaper in comparison
to the initial procurement
Vendors will seldom agree to more than
30%/annum in future price projection
(-9%/qtr) usually 5% /qtr or 20% per annum
Usually the price/TB ratio between the High-end
and midrange storage is 2:1
Markets are competitive and cost-driven
The maintenance costs (after the guarantee
period) prohibit long term amortization
- 9. ©
Big Steps?When to Acquire?
What to consider
– Price erosion
– Vendor upgrade
granularity
– Software band‘s
granularity
– Operation disruptions
– Faster utilization of
spare capacity
– RFP overhead
– Contract administration
overhead
TB
1 2 3 4
0
10
20
30
40
50
60
70
Small?
Years
- 11. ©
Installed Storage Life Time
2007 2008 2009 2010 2011 2012
Purchase
Price
1,000,000 650,000 422,500 274,600
MMC 120,000 120,000 120,000
Year 2010
To continue with the old equipment will cost
360,000 for the next 3 years
To purchase new subsystem with better
functionality, performance and 3 years free
MMC will cost 274,600
- 12. ©
Best Practices in Storage Procurement
1st year 2nd year 3rd year 4th year
Initial procurement, negotiate 3 or 4 years of free maintenance
(this example shows intial 3 years with 4th extended)
Recomended u/g. Negotiate with the upgrade
extension for free maintenance for the full subsystem
Price decline 5-9% per qtr.
Purchase new subsystem
Don‗t pay maintenanance charges up-front
If you want to keep the subsystem longer
re-negotiate future maintenace prices 6 month before the
contracts expire.
- 13. ©
Dual-Supplier policy ?
Easier procurements, usually (vendor dependent) better
price
Freedom of choice
Only for large capacities
More complicated storage management*
More operator traning*
More administration overhead (contracts, etc.)
More complicated Disater Recovery*
* Can be reduced by using virtualization
- 14. ©
How to Lower the Storage TCO and
help to save the Environment?
Tiered storage, SSDs, ―Smart Data
Placement‖
Storage consolidation within a tier
De- duplication, compression
Thin provisioning
Alternative technologies (tapes, VTLs)
Consolidation and Virtualization
New HDDs (larger capacity, smaller
forms), SSD
Power control for HDDs
Storage resource management
(SRM) programs
$
€
$ $
$ $
€
$
Low hanging fruits
Data storage devices had the highest power consumption growth
rate (191%) and the highest overall power consumption!
- 15. ©
Storage Designed for Archiving
Disk Archiving subsystems
Designed specially for „persistent― data
Low cost (usually SATA) HDDs
Modular built, scale well,
cluster connected
FC or LAN attached
Contain server with fast search and
retrieval software
Metadata on storage
May, or not include
imbedded CAS mechanism
EMC‗s Centera, IBM‗s DR550,
Hitachi Content Archive Platform (HCAP)
Hp‗s ExDS 9100
- 16. ©
MAID - Massive Array of Idle Disks
or other Power Saving Features
Disk Archiving subsystem
Designed specially for „persistent― data
SATA HDDs with RAID implementation
Turning HDD group off, turning electronic off,
putting HDD in ―stand-by, ―parking the heads‖
Currently delivered by Copan (SGI), Fujitsu (ETERNUS),
and DATABeast from Nexsan
HDS Power Savings Storage Service (PSSS)
EMC CLARiiON spin-down feature
Lower power consumption and heat dissipation
TCO - Lower than disk subsystem but
higher than tape
- 17. ©
De-Duplication and Data Compression
Accepted technology for backup,
archiving on secondary storage
All major hardware vendors
Embedded in major backup
applications
Future developments:
– Primary Storage, mainly for NAS (de-dup of
NetApp, ―in-flight‖ compression of StorWize
(IBM), Ocarina Networks (Dell), e.g.)
– New players such as Exar (via its acquisition
of Hifn) with ASIC technology that combines
data deduplication and compression or
GreenBytes.
– Deduplication embedded in storage
subsystem control unit.
Users‗ requirements
Easy integration with the
existing backup
Easy deployement and
management
Users‗ concerns
Where to put it?
Integration with existing
applications
Data integrity
Software reliability (loosing
access to all backups)
Performance, scalability
Costs (ROI)
- 19. ©
„Thin provisioning―
Virtual image, data blocks
scattered across the
subsystem
Virtual LUNs span over
different physical HDDs
Capacity is allocated only
when required
Less time required for
storage allocation
Non-disruptive LUNs
creations and expansions
„Uniform― performance
Reduced equipment and
energy costs
StorageTek‗s „Iceberg―
(RVA, SVA), 3PAR,
Compellent , XIV (now IBM)
Nextra, DataCore Software
Corp., LeftHand Networks
Inc., Network Appliance
Inc., IBM SVC 4.3
High-end storage: Hitachi‗s
USP V, VSP and
comparable hp‗s models
To Consider
More attention
All applications may need
more storage at once
―clean-up‖ overhead if writes
to new place
―charge back‖ mechanisms
- 20. ©
Virtual Tapes – tiered storage at lower
costs
Tape/
Library
Control,
HSM
Buffer
Popular in mainframe, emerging
in UNIX
Faster performance
– "Instantaneous load"
of cartridges
– Disk transfer rate
More tape (virtual) drives,
potentially fewer physical drives
Better exploitation of media
(compression and compaction)
IBM‘s (TS7700, TS75x0), STK‘s
VSM, FSC‘ CentricStor
ADIC‘s Pathlight VX 450 Bus-Tech inc.,
Diligent‘s VTF (IBM), FalconStor (Dell,
EMC, Sun), NetApp NearStore VTL
,Quantum, hp (Sepaton) Bus/Tech (MDL),
EMC DLm (MF)…
- 21. ©
Disk Storage ‗Lock-In‘
Software Compatibility
Value-added features that
use special APIs
Operational Compatibility
Special features
Hardware Interoperability
Interface
SRDF, PPRC, TrueCopy
SANs
Vendor Policy and Practices
Certification
Troubleshooting
Availability commitments
Leasing
―Lock-in‖ Avoidance
Business-case evaluation for
proprietary features
“Share” migration costs
Negotiate hard
- 22. ©
Consolidated Disk Storage
SAN, NAS or High-End Enterprise Storage
Larger investment in procurement, but
Better use of ―spare capacity,‖ flexible LUN sizes with
dynamic reconfiguration
Improved availability, security and disaster recovery
Ability to consolidate and automate backups, tape libraries
Multiplatform data transfer
More efficient access, sharing and distribution of information
throughout the enterprise
Lower storage management costs
- 23. ©
Disaster Recovery TCO (New Items)
Disaster protection
– Additional capacity
– Additional channels, ports
– More-complex infrastructure
to manage
– Communications bandwidth
– Protocol converters
Limited cost control
– Distance
– Multiplexers, DWDM (Dense
Wave Division Multiplexing)
– De-duplication, compression
- 24. ©
Standard lease
Subsystem storage costs are spread equally
over the lifecycle of the lease (flat rate).
Match situation when storage requirements
are not growing or grows by new lease or
purchase of additional subsystems
Check the ―residual value‖ – usually 0 after 3,
4 years
Check the interest rate and compare it with
the financial market figures
If the new lease is replacing an old one avoid
paying interest and maintenance charges
Avoid upgrading or extending of the lease
- 25. ©
Lease deal Example
Übernahme Altvertrag in Neuvertrag Leasingrate ab 01. Juli 2010:
24.995,-- € / pro Monat für 48 Monate
Die Leasingrate beinhaltet diese Zahlen:
PS: € 59.510,00
HW: € 478.450,00
SW: € 196.573,00
Wartung: € 86.345,00
Total € 820.878,00
Ablösewert €194.332,00
(ist nur bei Leasing Folgegeschäft gültig, da der Restwert nicht gegen den neuen Deal
gerechnet wird)
Kalk. AW € 1.015.210,00
Leasing: € 1.199.760,00
(2 x € 0,- + 48 € 24.995,-/Monat netto)
Finanziertungskosten € 184.550,00
(= Differenz zwischen Summe der Raten und dem Kalkulatorischem Anschaffungswert)
- 26. ©
New Financing Models (1st)
Pay per forecast
– This model is designed for users with constant,
continuous and predictable growth rates.
– Instead of paying flat leasing rates up front, the monthly
lease payments are made according to the use forecast
- 27. ©
New Financing Models (2nd)
Capacity on demand or pay per use — This ―utility‖ model is best
suited for users with unpredictable storage demands.
COD considerations
– Speed of activation
– Dynamic activation?
– Coverage of temporary peak demands.
Challenges to overcome
– Variable cost vs. static budget
– Peak‘s tracking
– Measurement rationale
“Storage as Service” or Cloud Storage
- 28. ©
―Cloud‖ Storage
Cloud computing is simply the increasing movement of compute
and data resources onto the Web.
Questionable for high-performance databases
Flexibility, scalability, CapEx to OpEx conversion, eliminates
over-provisioning, suggesting lower costs (pay-by-use)?
Typical granularity LUN or File System
Slow adoption, main concerns
– Network security and letting 3rd party to guard company information
– A gap between the liability that providers are willing to accept and the
responsibility customers want them to take
– Data integrity, compliance issues, fear of loosing data when moving to cloud
– Latency/response times in cloud environments
– Availability, at least three major outages of Amazon in Feb, July 2008, Google,
Rackspace Hosting, and Equinext Inc. mid 2009, T-Mobile Sidekick Oct.2009
– ―lock-in‖, charging methodology
It is not so easy to sell a solution that potential
buyers may perceive as making them redundant.
- 30. ©
Never purchase under time pressure
Use a dual-supplier policy wherever feasible
Don‘t allow a vendor to bypass the technical staff
Align the booking time with the vendor‘s timings
Don‘t show enthusiasm
Obtain line-item pricing
Lean toward purchase rather than standard lease
if upgrades or extension are planned
Destroy the self-confidence of the
sales representative
Competition
The Fundamentals of Negotiating Mutually
Acceptable Deals
- 31. ©
Tips for Better Storage Purchasing
Identify your needs before choosing technologies
Buy storage, not visions
Separate storage procurement from server
procurement
Negotiate pricing for future capacity or
feature/function upgrades that include quarterly
pricing adjustments.
Buy only what you need
Pay attention to software/features prices
Check hardware and, in particular, software
maintenance prices and free periods in detail
With financial life cycles of three years try to
negotiate at least three-year warranties
Best deal is win-win deal!
- 32. ©
Recommendations
Careful purchasing procedures will help enterprises
buy storage to keep pace with their growing need for
capacity.
Consider emerged storage reduction techniques
Pay attention to “software features”:
– Create “lock-in” situations
– Vendors shifting revenue and margins from
hardware to software
Evaluate hardware and feature maintenance prices and
the free maintenance period
Make decisions based on TCO calculations and SLAs.
Skillfully use the fierce competition in the storage
market. There are enough viable vendors to provide
healthy competition, which results in better deals.
- 33. ©
A selection of our coverage areas:
Procurement & price evaluations
Enterprise storage
Mid-range storage
Disaster recovery techniques
Data center consolidation
Data center design
Mainframes
GmbH
josh@joshkrischer.com
Joshkrischer
Tel +49 6251 580626
Mobile + 49 172 6203272
Fax +49 6251 67952
http://www.joshkrischer.com