1. Sun StorageTek™ 2500 Series
Vanquishing the Competition!
Sonny Singh,
Bill Leslie
Jerry Ledingham
2500 Product Management / Marketing
Sun Microsystems, Inc.

2. What We Will Cover Today
• ST2500 Changes and Complete Product-Line
Overview
• ST2510 Details
• 2500 Segmentation
• Marketing Initiatives (GTM, Programs, Spiffs)
Sun Proprietary/Confidential Page 2

3. ST2500 Overview
Sun Proprietary/Confidential Page 3

4. What’s Here? – Changes to the 2500
• Lower pricing on most existing (2540, 2530, and 2501)
configurations – up to 23.7% lower, averaging ~12% across the
entire line! – 1/29/08 Announcement
• Increased warranty duration to 3 years! – 1/29/08 Announcement
• Significantly decreased service upgrade pricing – average list
price decreases of 44.7% and both Silver and Gold levels
decreased over 50%! – 1/29/08 Announcement
• New drive options – 1/29/08 Announcement:
> 400GB 10K rpm SAS drives = 14.4TB Maximum Capacity (19.2 TB future)
> 1.0TB 7.2K rpm SATA drives = 36.0 TB Maximum Capacity (48.0 TB
future)
Sun Proprietary/Confidential Page 4

5. ST2500 Provides Multiple Ways to
Compete Shipping Just
Now Released
Dual controller specs ST2540 (FC) ST2530 (SAS) ST2510 (iSCSI) NEBS
Host ports 4 FC ports 6 SAS ports 4 GE ports
RAID 0, 1, 3, 5, 1+0 (Single RAID, dual RAID)
Cache memory 1 GB (512 MB per Controller)
Drive trays 2U, 12-drive
Up to 36 drives (48 in 2Q08) – 12 per tray, 1 controller tray
Max. drives per system and up to 3 expansion trays
SAS 15krpm (73GB/146GB/300GB) / SAS 10krpm (400GB) /
Disk types SATA 7.2krpm (500/750GB and 1TB)
SAS/SATA intermix Yes
Cache: ~ 100,000 IOPS, ~1,500 MB/s Disk: ~ 20,000 IOPS,
Performance 900 MB/s
Data services Data Snapshot (up to 128), 2 domains included (up to 16)
Management (included) Common Array Manager (CAM)
Solaris 9 (ST2540), 10, Windows, Linux,
O/S VMWare ESX (2540 and 2510)
Ruggedization NEBs Level 3 Certification and DC Power Versions
Sun Proprietary/Confidential Page 5

6. ST2510 Detail
Sun Proprietary/Confidential Page 6

7. ST2510 1 Gbps iSCSI RAID array
• iSCSI connectivity well-suited for low-cost storage networks
• Two 1 Gbps iSCSI host ports per controller
• Low-cost iSCSI networking – DAS to IP SAN migration
> Consolidating direct attached storage with IP networking
> Simple and rapid set-up of a SAN without the cost and complexity of FC
• Pervasiveness of IP networks and the ST2500 brought together
> Utilize existing reliable Internet Protocol (IP) networks for connectivity
around the globe
> Great expandability and no distance limitations
Solution of choice for small LOW-COST SAN environments
Sun Proprietary/Confidential Page 7

8. ST2510 Controller
Two 1 Gb/s iSCSI
Ethernet port for host interfaces Integrated TOE
remote management support
One 3-Gbps SAS
drive port for I/O system core
expansion with integrated
XOR engine
Sun Proprietary/Confidential Page 8

9. ST2510 – A Closer Look
• Two 1 Gbps iSCSI host ports per controller
iSCSI
host ports Ethernet
(Ethernet In-band) SAS expansion port management port
Power Supply / Cooling Disabled SAS port Diagnostics port for servicing
Sun Proprietary/Confidential Page 9

10. ST2510 Configurations
Highly Available Direct Highly Available IP SAN
Host Connections Configuration
Sun Proprietary/Confidential Page 10

11. ST2510 Operating System Support
• Solaris Operating System 10, x86
• Microsoft Windows 2003
• SUSE Linux 9.0, 10.0
• Red Hat Enterprise Linux 4.0, 5.0
• VMware ESX (3.5 and higher – coming soon!)
Sun Proprietary/Confidential Page 11

12. 2500 Segmentation
Sun Proprietary/Confidential Page 12

13. Which ST2500 Array is the Best Fit?
Interface Type SAS iSCSI FC
ST2500 Array ST2530 ST2530 ST2510 ST2510 ST2540 ST2540
Controller Configuration Single Dual Single Dual Single Dual
How many servers would
1-3 1-3 1-2 1-4 1-2 1-4
you like to directly attach?
Or – How many servers
would you like to attach via 0 0 Up to 16 Up to 16 Up to 16 Up to 16
an IP SAN or FC switch
Is high availability
No Yes No Yes No Yes
important? distance
What is the
<8 <8 <10,000 <10,000
between the host and Unlimited Unlimited
meters meters meters meters
storage system?
How important is high Most Most
Important Important Not very Not very
performance? important important
How important is Most Most
Important Important Not very Not very
affordability? important important
Sun Proprietary/Confidential Page 13

14. Quick Reference – Interface Options
Interface Type SAS iSCSI FC
Performanc Better Good Best
e
IT Expertise Server experience Network Storage Experience
Distance Limited – Experience
Infinite Adequate –
• 8 meters • 10,000 meters
Cost $ $ $$$
Server Three or less Unlimited Unlimited
attach
Availability Better Good Best
Sun Proprietary/Confidential Page 14

15. ST2500 Series Drive Support
Drive Drive rpm Max capacity per tray/
Type Capacity fully expanded array
SAS 73 GB 15,000 876 GB / 2.6 TB
(36 drives*)
146 GB 15,000 1.7 TB / 5.2 TB
300 GB 15,000 3.6 TB / 10.8 TB
400 GB 10,000 4.8 TB / 14.4 TB
SATA 500GB 7,200 6.0 TB / 18.0 TB
750 GB 7,200 9.0 TB / 27.0 TB
1.0 TB 7,200 12.0 TB / 36.0 TB
* 48 drive support available in 1H 2008
SAS drives - Highest performance SATA drives - Great cost/GB ratio
• Typically utilized for business critical and • Generally deployed for secondary data
transaction-based (IOPS) applications o Fixed content, reference data, disk-to-disk
o OLTP, databases, MS Exchange backups, file and print server
• Performance and reliability preside over cost • Cost presides over performance
Sun Proprietary/Confidential Page 15

16. Performance Comparisons
ST2530 ST2510 ST2540
Random Performance - IOPS
Cache-Based Reads 92,000 64,000 110,000
Disk-Based Reads 22,000 22,000 22,000
Disk-Based Writes 4,500 4,200 4,500
Throughput Performance – MB/s
Cache-Based Reads 1,450 455 1,600
Disk-Based Reads 900 380 925
Disk-Based Writes 320 300 320
Drives Used for Benchmark 36
Notes: 1. SAS Drives, benchmarked with dual controllers
2. Performance results achieved under ideal circumstances in a benchmark test environment. Actual customer results
will vary based on configuration and infrastructure components.
Sun Proprietary/Confidential Page 16

17. 2500 Marketing Initiatives

18. ST2500 Programs Available
Programs* ETA WW or
Regional
Try and Buy NOW WW
Modular “Modular Loaded With ” NOW WW
E-Lamps Demo Program NOW Regional
Project Blackbox NOW WW
Startup Essentials NOW WW
IBB NOW WW
SPA Rewards "Win-Win" NOW WW
NOW Regional
Cash Plus promotion (2530 and 2540 only)
Server Storage Bundle for MS Exchange, MySQL, NOW WW
Web 2.0, etc., with promo pricing
Sun Proprietary/Confidential Page 18

19. Leverage Try and Buy
Free 60-day trial period for selected system; Sun Covers All Costs
(No Freight In or Out)
System comes with standard warranty support for the trial period.
• HOW IT WORKS
> Go to www.sun.com/tryandbuy
> Choose a product and configuration
> Qualify Online
> Provide shipping and billing information
> If you don't love the product return it and pay nothing
> RMA Ships in the box
> Customer can invoice through normal channel
Sun Proprietary/Confidential Page 19

20. Resources to Help Make the Deal
Collateral and Sales Tools
• MySales – http://mysales.central/storage
> product brochures, datasheets,etc.
• OneStop – http://onestop.central
> technical documentation for SE's coming soon!
• SunWin - http://sundoc.central
> Sales tools and collaterals
Please contact your sales/mkt contacts for more info
Sun Proprietary/Confidential Page 20

21. Resources to Help Make the Deal
Sales and Product Marketing Resources
•
Product Management
>
Jerry Ledingham, Product Mgr, Modular
Storage (Jerry.Ledingham@Sun.COM)
>
Bill Leslie Product Mgr, Modular Storage
(william.leslie@sun.com)
>
Nancy Hart, Group Mgr, Modular Storage
(nancy.hart@sun.com)
•
Product Marketing
>
Sonny Singh, Product Marketing Manager,
Modular Storage (sonny.singh@sun.com)
•
Sales Support
>
1-800-ASK-4STK
Sun Proprietary/Confidential Page 21

22. 2500 Series
Advantages New Announcements
•
TCO=attractive entry pricing, more attractive expansion •
SAS/SATA intermix within enclosure
•
NEBS Level 3 Design included •
Great OS Support
•
No added charge for expansion included •
Support for 1TB SATA & 400GB SAS drives
•
Partition License (2 incl.) included •
Up to 48 drives (coming 1H 2008)
(addl: 4 for $750, 8 for $1,200 or 16 for $1,500) •
Increased warranty duration to 3 years!
•
Cache Battery included •
Decreased service upgrade pricing
•
2 SAS Port Daughter Card (for SAS) included •
Aggressively priced to win business!
•
Management software included
•
Sun cluster support included
•
Manage both SAS and SATA disks included
•
Multi-pathing Drivers (Solaris-based) included
Sun- All for One Price
Sun Proprietary/Confidential Page 22

23. Thank You!!!
Sun Proprietary/Confidential Page 23

24. Back-up Slides
Sun Proprietary/Confidential Page 24

25. iSCSI Market
Information
Sun Proprietary/Confidential Page 25

26. Welcome to the Network
Sun Proprietary/Confidential Page 26

27. iSCSI Market
Between 2006 – 2011, IP SANs will experience 60.9% CAGR!
WW Disk Storage Systems Revenue ($M)
30000
25000
20000 ESCON/FICON
IP SAN
15000 FC SAN
NAS
10000 DAS
5000
0
2006 2007 2008 2009 2010 2011
Source: IDC WW Disk Storage Systems 2007-2011 Forecast
Sun Proprietary/Confidential Page 27

28. iSCSI Market Revenue Growth
2006 WW External Rev ($M)
2011 Forecasted WW Ext Rev ($M)
ESCON ESCON
IP SAN /FICON /FICON
7% NAS 3%
4% 20%
NAS
22%
IP SAN
27%
FC SAN
48%
FC SAN
69%
IP SANs revenue is expected to grow to 27% of the overall
shared external storage market in 2011 from 4% in 2006
Source: IDC WW Disk Storage Systems 2007-2011 Forecast
Sun Proprietary/Confidential Page 28

29. iSCSI Market
Percentage Breakdown of 2010 Forecasted IP SAN
Revenue - Total $5.1B
PB 6-8
iSCSI has turned the corner, 3%
with a large number of PB1-3
35%
installations in companies of
all sizes
Users are growing more
familiar with the lower-cost
alternative to FC PB 4-6
62%
Sales of iSCSI SAN to top $5.1 Billion by 2010.
SAN IDC Market Analysis (2005-2010)
Market Forecast
Sun Proprietary/Confidential Page 29

30. iSCSI Market
Percentage Breakdown of 2010 Forecasted IP SAN
Revenue - Total $5.1B
PB 6-8
iSCSI has turned the corner, 3%
with a large number of PB1-3
35%
installations in companies of
all sizes PB5-6
Users are growing more 25%
familiar with the lower-cost
alternative to FC
PB 4
37%
Sales of iSCSI SAN to top $5.1 Billion by 2010.
SAN IDC Market Analysis (2005-2010)
Market Forecast
Sun Proprietary/Confidential Page 30

31. Why iSCSI is Gaining SAN Market Share
Benefits
> Low hardware costs – takes advantage of ubiquitous Ethernet
equipment
> Extensive IT experience and skills with IP / Ethernet
> Little to no additional training
> Simplicity of implementation
> Flexibility
> Ease of reconfiguration
> Shared-storage benefits
> Consolidation, single management, increased efficiencies
> Extensive reach
> Smaller organizations have a need for block-level storage
without the additional complexity of adding Fibre Channel
Sun Proprietary/Confidential Page 31

32. Competition
Sun Proprietary/Confidential Page 32

33. Competitive Landscape
Competitor Strategy
“Leverage MSA install base;
>
HP server/storage solution sell”
Products (MSA1500, MSA500, MSA 60/70)
Unified server/storage management
Modular controller shelf, SCSI, SAS or SATA storage
Preconfigured SAN kits, investment
protection
>
Dell / EqualLogic “Price and Simplicity”
Products (AX150/AX150i, PS-series)
FC/SATA connectivity, Navisphere Express Reduce sales sycle - web pricing & ordering
Simple, customer installable
>
IBM “Sell integrated solutions”
Products (DS300/400, DS3400/3200) Additional revenue from licenses
FC/SCSI, iSCSI/SCSI, FC/SAS, SAS/SAS “On demand Express” offerings
>
2nd tier OEMs & White Box “Price,price,price”
Vendors Lowest price wins
> 20 vendors in this space
Sun Proprietary/Confidential Page 33

34. EqualLogic
Pros
●
20 minute setup (realistic)
●
Automatic RAID configuration and Hot Sparing
●
Multi-level security access control
●
Thin Provisioning
●
Automatic load balancing across the IP SAN
●
Up to 8 PS Systems can participate in a PS Group
●
Bundled SW - “no server SW or licensing fees - ever”
●
Snapshots, Clones, Mirroring
●
Supports RAID 5, 10, 50
Not really an SMB Storage System – need two or more
systems for redundancy
No interface flexibility - It is iSCSI or nothing
Obtaining decent bandwidth (MB/s) is costly – requires
additional systems
Flexibility ONLY possible with LARGE
installations… and even Proprietary/Confidential costs
Sun
LARGER Page 34

35. 2500 and IBM DS3x00 Series
IBM Weaknesses 2500 Strengths over IBM
•
Lack of market traction due to problems from •
TCO=attractive entry pricing, more attractive expansion
older series product (DS300/DS400)
•
NEBS Level 3 Design included
•
Extra hidden costs (licenses, MP drivers,
add-ons, services) •
No added charge for expansion included
•
Partition License (2 incl.) included
Extras
(addl: 4 for $750, 8 for $1,200 or 16 for $1,500)
•
Software Pack $995
•
Management software included
•
Blade Center Boot Disk $3,004
•
Sun cluster support included
•
Partition License (2 incl.) included, but…
•
Manage both SAS and SATA disks included
(addl: 4 for $2,095, 8 for $6,285 or 16 for $12,570)
•
Multi-pathing Drivers (Solaris-based) included
•
Expansion license $1,995 per tray
•
Cache Battery included
•
Cache Battery $249 per contr. •
2 SAS Port Daughter Card (for SAS) included
•
2 SAS Port Daughter Card $849 per contr.
(for SAS Host connectivity)
Sun- All for One Price
Sun Proprietary/Confidential Page 35

36. EMC AX4 / Dell AX4-5 – What is it?
• BASIC AX4 System
> 2U single or dual controller (FC or iSCSI)
> Up to 12 Drives
> Minimum 4 drives
> Includes Navisphere Express for management
> Includes PowerPath for failover
> Includes Snapshots – 16 per system, 1 per LUN
> DOES NOT INCLUDE
− Support for SAS drives
− Support for external DAEs
− Support for more than 10 hosts
− Support for array-based clones
• EXPANDED AX4 System
> 2U dual controller (FC or iSCSI)
> Up to 60 SAS & SATA Drives
> Support for up to 64 hosts
Sun Proprietary/Confidential Page 36

37. EMC AX4 / Dell AX4-5 – What is it?
• BASIC AX4 System
> 2U single or dual controller (FC or iSCSI)
> Up to 12 Drives
> Minimum 4 drives
> Includes Navisphere Express for management
> Includes PowerPath for failover
> Includes Snapshots – 16 per system, 1 per LUN
> DOES NOT INCLUDE
− Support for SAS drives
− Support for external DAEs Expansion
−
−
Support for more than 10 hosts
Support for array-based clones
License
$2,000 Additional
• EXPANDED AX4 System Charge
> 2U dual controller (FC or iSCSI) $???
> Up to 60 SAS & SATA Drives
> Support for up to 64 hosts Additional
> Includes Navisphere Express Charge
> Optional - Navisphere Management Suite (not available until March, 2008) $???
> Includes Snapshots – 16 per system, 1 per LUN
> Optional – SnapView for snaps & clones – REQUIRES full Navisphere Additional
> External Replication – REQUIRES Fibre Channel version of AX4 Charge
Sun Proprietary/Confidential
> Optional MirrorView / s, MirrorView / A, SAN Copy $??? Page 37

38. EMC Says, “Buy now starting at $8,599”
• Apparently there is a low-end model with three small
SATA drives and a single controller
> Dell apparently doesn’t carry it – it is not on their website
> Apparently EMC’s FAQ states that four drives are a minimum
Sun Proprietary/Confidential Page 38

39. EMC Says, “Buy now starting at $8,599”
• Dell’s lowest price for the most minimally configured AX4-5i is $13,158 and includes:
> One controller
> Four 750GB SATA drives
> Downgraded to 3-Year Silver Warranty Support
> No SPS (standby power supply only supported on dual controller systems)
> No support for additional drive enclosures (requires $2,000 Expansion Enabler Key)
> No support for SAS drives (requires same $2,000 Expansion Enabler Key)
> No support for more than 10 hosts (requires same $2,000 Expansion Enabler Key
Sun Proprietary/Confidential Page 39

40. EMC Says, “Buy now starting at $8,599”
• Dell’s more likely configuration for AX4-5i is $20,058 and includes:
> Two controllers
> Four 750GB SATA drives
> Expansion Enabler Key to support SAS drives and additional drive expansion trays
> Four 146GB 15K SAS drives
> Standby Power Supply
> Support for up to 64 hosts
> 3-Year Gold Warranty Support
Sun Proprietary/Confidential Page 40

41. Dell/EMC AX4 Competitive Summary
●
$8,599 – unrealistic pricing, represents special configuration only from
EMC
●
No expansion of any type unless dual controller configuration
●
Any type of expansion requires the purchase of a single $2000
Expansion - Enabler Key:
●
To use SAS drives
●
To to add an expansion drive enclosure
●
To to purchase array-based software
●
To obtain support for 64 HA servers (10 supported by default)
●
Navisphere management is a prerequisite for software enhancements
●
iSCSI version does not support external replication services
Sun Proprietary/Confidential Page 41

42. 2500 and Dell/EMC AX150/150i
Dell / EMC Weaknesses 2500 Strengths over Dell / EMC
•
AX150/150i doesn't provide a SAS host •
ST2500 provides 3 interface versions– FC, SAS,
interface version and iSCSI
•
AX150/150i only supports desktop quality SATA •
ST2500 supports SAS drives and will support
drives Enterprise class SATA drives in next release
•
AX150/150i is not expandable beyond a single •
ST2500 is expandable to 3 trays, or from 5-36
tray (12 drives) drives
•
AX150/150i products have weak performance •
ST2500 provides industry leading performance
(300-350MB/s sequential reads) and price/performance (800-1000MB/s sequential
reads)
•
AX150/150i doesn't support hot-swap controllers
and requires downtime to replace •
ST2500 provides hot-swap components
(power/cooling, drives, controllers)
•
Low utilization (up to 4 dedicated system drives)
•
ST2500 has 30% more utilization in drives (over
80% utilization vs. 50%)
Sun Proprietary/Confidential Page 42

43. 2500 and HP
HP Weaknesses 2500 Strengths over HP
•
MSA RAID uses older SCSI technology •
ST2500 architecture uses SAS, which is newer
technology than SCSI
•
For FC version, uses older 2Gig FC
•
For FC version, uses 4Gig FC
•
MSA RAID provides an active/passive
failover design •
ST2500 RAID uses active/active failover design
•
MSA products have weak performance (200- •
ST2500 provides industry leading performance and
300MB/s sequential reads) price/performance (800-1000MB/s sequential reads)
•
Single points of failures (drive enclosure) •
ST2500 provides no single points of failure
(controller+drive)
•
MSA uses desktop quality SATA drives
•
ST2500 will use Enterprise class SATA drives
•
Enclosure+drive for MSA 1500 is at least 4U
•
ST2500 is 2U for rack intensive environments
•
MSA 60/70 is only a JBOD
•
ST2500 JBOD can be expanded to a RAID, and vice
•
Low margins in the channel versa
•
CAT F discount (more channel margin)
•
MSA 2000 expected to solve many
weaknesses, but have a higher price
•
Pricing expected to be better than that of MSA 2000
Sun Proprietary/Confidential Page 43

44. HP MSA1510i
• MSA1510i
> 2 iSCSI host ports (single controller)
> Up to 56 SCSI / 96 SATA Drives or mixed
> RAID 0, 1, 1/0, 5, ADG (RAID 6)
> Support up to 20 servers
> TOE implemented on storage
> Somewhat low-cost
> $3,799 for 0TB – 1 controller (without drive enclosure)
Sun Proprietary/Confidential Page 44
All prices from HP’s website 1/24/08

45. HP MSA1510i
• MSA1510i
> 2 iSCSI host ports (single controller)
> Up to 56 SCSI / 96 SATA Drives or mixed
> RAID 0, 1, 1/0, 5, ADG (RAID 6)
> Support up to 20 servers
> TOE implemented on storage
> Somewhat low-cost
> $3,799 for 0TB – 1 controller (without drive enclosure)
• Competitive Bullets
> Additional controller @ $2,594 (redundancy also requires additional Ethernet iSCSI module)
> Active/Passive Controllers
> Must add drive enclosure to controller units
> MSA20 (SATA) @ $2,199
> MSA30 (SCSI) @ $2,594
> Only supports Windows environments & VMWare ESX 3.0.1 (single controller only)
> SCSI interface to drive enclosures
> SPOF, more enclosures = more SPOF
> Dual Channel SCSI attachment reduces potential SCSI drives by 50% (Max of 2 enclosures, not 4)
> Requires different disk enclosures for SCSI / SATA Drives
> Warranty 3 yr. parts exchange, 1 yr. labor, 1 yr. on-site NBD
> SATA uses desktop quality drives
> MTBF = 500,000 hr. @ 50%
> SATA warranty limited to 1 year Sun Proprietary/Confidential Page 45
> Very low IOPS with SATA
All prices from HP’s website 1/24/08

46. Dot Hill 2330
> 12 Drive 2U device
> 2 iSCSI host ports per controller
> Supports 16 hosts
> Up to 56 SAS / SATA Drives – support intermix within enclosure
> RAID 0, 1, 3, 5, 6, 10 and 50
> EcoStorTM – use of super capacitors to preserve cache contents
> SimulCache – only applies to dual controller configurations – claim to deliver higher cache writes
> Dedicated PCI-Express bus
> Built-in snapshot (AssuredSnapTM)
> 16 snaps included with dual controllers, option to purchase license for 64
> Writeable snapshots that support snapshot rollback and supports roll forward
> Built-in volume copy (AssuredCopyTM) – Requires premium charge (per FAQ)
> Supports Windows Managed with RAIDar, a Web Based Interface
> Provide access to CLI via RS-232
> Warranty – 3 years HW, 90 days SW
• Competitive Bullets
> Only supports Windows environments
> Cache limited to 512MB per controller – not expandable
> Apparently lack TOE on the storage array
> Apparently lacks performance –Sun Proprietary/Confidential
none publicly published Page 46