DM/DE Series

Competitive Presentation
David Vestal, Worldwide Product Marketing Manager

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DM Series
Competitive Information

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 Worldwide Midrange Competitive Landscape

Unified Block Only

HPE HPE Pure IBM

DELL/EMC M-Series V Series
3Par Nimble
Unity
• Simple install & mgmt • Legacy complexity • Only asynch replication • Lacks native backup • Complicated licensing
• Can’t mix hybrid & AFA • Limited investment • Limited clustering • Scale up only • Scales up and out
• DR impacts performance • Up to 6 9s uptime • Up to 6 9s uptime • Limited app integration • Limited app integration
• No scale out • Dedupe on flash only • Strong dedupe • Industry leading dedupe • No dedupe
• Native unified solution • Limited file capability • Block Only • Block Only • Limited file capability

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 AFA Competitive Comparison
 Features with included software

Dell Nimble Dell Nimble

DM5000F V5030 DM7000F V7000
SC5020 AF3000 SC7020 AF5000

Maximum FC Ports 8 8 8 24 24 16 24 24

Maximum Raw Capacity 2.2PB 7.7PB 2PB 83TB 5.9PB 7.7PB 3PB 167TB

Maximum Cluster Capacity 8.8PB 15.4PB 4PB 332TB 35.4PB 30.8PB 6PB 668TB
Not Not
Maximum Performance (70/30) 60,000* 85,000 50,000 160,000 120,000 120,000
published published
Unified Block and File

Inline Dedupe & Compression Opt Opt

Software encryption

Application aware snapshots

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DM vs 3PAR

DM Advantages:
3PAR 8200 against: • Superior application integration
DM3000H/ DM5000H • Superior Storage efficiencies
• Flexible cluster and cloud integration
3PAR 8400 against: 3PAR limits:
DM7000H • Not true Unified storage
• Only uses RAID 10 for benchmark testing
3PAR 8200 AFA against: • No Software defined solution for Remote
DM5000F Office or cloud environments
• Does not offer real time tiering

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 3PAR strengths and weaknesses (1)

Feature Strengths Weaknesses

Data reduction  Dedupe, compression, data packing,  Dedupe adds latency

thin provisioning, zero detect  Dedupe & compression are lost during replication

Scale-out Expandable from 2–4 or 2-8 controllers  Scaling is complex

 Controllers – must add disks & shelves
 Disks – must be consistent cluster-wide
 Multi-array scale-out = LUN move between arrays

SAN and NAS Very good SAN  Weak NAS

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 3PAR strengths and weaknesses (2)

Feature Strengths Weaknesses

Simplicity Simple UI (OneView)  Upgrades are complex

 Separate file systems for SAN & NAS
 Multiple app integration tools & interfaces

Performance Good  Best perf with RAID 10; customers sold RAID 5
 Deduplication adds latency

Peer Persistence  Ethernet or FC  Dedupe & compression are lost during replication
(metro clusters)  No FC-SAS bridges required  Not supported with File Persona NAS
 Integrated with server clusters
 3-site option

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 How HPE will position against DM

Positioning How to Counter

3PAR is simpler AFF:
 Simplified ONTAP® setup for SAN or NAS and key applications
 Unified NAS & SAN
 Workflow Automation Snap tools and SnapCenter®

3PAR clustering is AFF:

better  Mix and match clusters: old/new, big/small, flash/HDD, FlexArray®
 FlexGroup® massive scalability

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 How to Position against 3PAR

Positioning Why It’s Important

Data reduction 3PAR:
 Deduplication adds significant latency
 All data must be rehydrated before replication

AFF
 Very low performance impact from efficiencies
 All efficiencies maintained during replication
 AFF All-Flash Guarantee

App integration  3PAR is good, but SnapManager® and SnapCenter® are better (give a demo)

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DM vs DellEMC Isilon

DM Advantages:
H400/500 against: • Unified Management
DM3000H/ DM5000H • Synchronous Replication
• Software Based Encryption
F800 against: • Onboard Data Reduction capabilities
DM7000F
Isilon limits:
H600 against: • NAS Only
DM7000H • Disruptive Upgrades
• License needed for Dedupe
• Does not offer compression

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 DM series vs Isilon
Isilon Lenovo DM wins
Yes – SmartDedupe,
License Required No ✔
Base + Capacity licenses
How Duplicates Copies unique blocks to Shadow
Replace w/ pointer ✔
Handled Stores, then replace w/ pointer
Always post-process
Only files > 32K,
As data is written, ONTAP
Only samples 1 out of 16 blocks
holds fingerprints for all file system
Fingerprints Files must have same pool policy ID & ✔
blocks
protection policy
Consumes 6% physical space
Consumes 400MB / node + shadow
store
Savings 35% or less Up to 95% ✔
Compression No Yes ✔
Compaction No Yes ✔
Dedupe Speed ~ 1TB/Day per node ~ 24TB/Day per node* ✔

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Comparing Deduplication

Isilon Lenovo
 Dedupe 1TB/Day/Node  Dedupe 24TB/Day/Node
 4 Nodes = 4TB/Day  4 Nodes = 96TB/Day
 40TB in 10 days  960TB in 10 days

DM Series can process 200TB in ~ 2 days.

Isilon would need > 1.5 Months to process 200TB (50 Days)!

“SmartDedupe typically processes around 1 TB of data per day, per node”

Source: h12395 Next Generation Storage Efficiency with Dell EMC Isilon SmartDedupe Whitepaper, published September 2017

 Isilon’s data reduction story is weak

 No wonder Isilon tries to redirect people back
to their 80% raw vs. usable claim on the last
page of their dedupe document. Source: h12395 Next Generation Storage
Efficiency with Dell EMC Isilon SmartDedupe
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Whitepaper, published September 2017
Feature Comparison: DM vs Isilon
Feature Isilon ONTAP Notes
NAS & SAN NAS only #1 Unified OS ONTAP: Single OS & tools across
protocols, integrated support
Management Simple UI, rich functionality, Unified Management, broad app Isilon is scale-out only no scale-up,
limited app integration integration ONTAP scales-out and up
Snaps Claims to support ROW & COW, Redirect on Write (no impact) Isilon: customer has no control over type
COW is predominant of snapshot, 20,000 max snapshots per
cluster, ROW used mostly for large
sequential
Clones Single file only FlexClone Isilon cloning is rarely used
App Integration VMware: VAAI/VASA SnapManager/SnapCenter - heavily ONTAP: Extremely rich integration
Tools automated, broad app support features across NAS, SAN, & cloud
Replication Async only, option for Sync & Async for NAS & SAN ONTAP: Same baseline for Mirror & Vault,
“Continuous Mode” or replicate local snaps replicated too
on change
Dedupe Yes, post-process, re-hydrated Yes – all protocols Isilon dedupe requires paid license, re-
for replication hydrates, slow ~ 1TB/node per day
Compression No Yes – all protocols
Compaction No Yes Coalesces small blocks into one
Zero Elimination No Yes

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Feature Comparison: DM vs Isilon
Feature Isilon ONTAP Notes
Hybrid Option Yes, some nodes support both SDD Yes
& HDD
Scale-out NAS: 144 nodes NAS: 24 nodes, ONTAP: Old/new, big/small, hybrid/all-
SAN: 12 nodes flash, external array
MetroCluster No Yes ONTAP: Many customers, years of
support
External Array No HPE, EMC, HDS, E-series
Virtualization
Multi-tenancy Limited Yes, same for NAS & SAN ONTAP: Adaptive QoS, applied to
single node or across cluster
Double-Disk Failure Yes – EC called “Flex Protect” and Yes – RAID-DP RAID-TEC™ even protects against 3
mirroring for small files disk failure
Virtual Storage IsilonSD-Edge ONTAP Select, ONTAP Cloud ONTAP: Full featured ONTAP VSA for
Appliance (VSA) ROBO & Cloud
Encryption Yes via SEDs Yes DM series has SED and NVE
Cloud Integration CloudPools, replicates to cloud, Data Fabric across clouds, in ONTAP: Multiple consumption models
maintains stub on cluster cloud, and SaaS

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DM vs Pure

DM Advantages:
Pure M50 against: • Data Fabric
DM7000H • Superior Scale out capabilites
• Designed for 6 9’s of availability
Pure M20 and M10 : • Data Reduction Capabilities
DM5000F Pure limits:
• Sacrifice of capacity efficiency for
performance
• No Guaranteed QoS
• No Unified Block and File

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Pure Storage Feature Comparison
Capability DM5000F/7000F Pure FlashArray
Asynchronous
✔ ✔
Replication
Synchronous
✔ ✔
Replication
Snapshots ✔ ✔
Clones ✔ ✘
Application Aware
✔ s
Snaps
Policy-Based QoS ✔ ✔
All-Inclusive Software
✔ ✔
Licensing
Metro Clusters ✔ ✔

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Pure Storage Weaknesses

Capability DM7000F/5000F FlashArray

Scale-Out ✔ ✘
Application Integration ✔ s
Unified File and Block ✔ ✘
Large Drive & Multi-PB Scale ✔ ✘
Deep Application Integration ✔ ✘
Native Archiving / Data
✔ s
Protection

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DM vs Nimble

DM Advantages:
• Extensive Support options offered
NIMBLE AF3000 against: • Superior Scale up and out capabilities
DM5000F • Designed for 6 9’s of availability
• Data Reduction Capabilities
NIMBLE AF5000 against: Nimble limits:
DM7000F • SAN Only
• No Support Programs
• Architecture optimized for SATA
• Benchmarks performed with no data
reduction capabilities on

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Competing against Dell EMC with DM series

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 Summary
Dell EMC Unity Why choose DM Series Over Dell EMC unity?
• Re-engineered VNX/VNXe arrays • Simpler choices:
• DM Series arrays – robust multi-protocol storage
• Available in four different deployment models
• Hybrid, All Flash, VSA and Converged Infrastructure • Key Differentiators:
• True flash consolidation using unified, density, scale out and hybrid cloud
• Lacks enterprise grade features and scale
• Integrated backup, recovery and replication technologies reduce
• Expects to sell on price and brand but not performing per complexity and cost
expectations in mid-market – traditional sweet spot for VNX • Extensive application integration
• Dell EMC to add more storage sales specialists • Route to future with no forklift upgrades to NVMe and future flash memory
technologies
• Also expected to modify sales quotas and incentives to capture mid-market
• Integrated software development for increasing functionality through future
• Latest update include: upgrades
• New All Flash models
• Powered by ONTAP software
• Larger filesystem, inline compression for file (finally!) • ONTAP is the #1 Storage OS in the world
• Updates to its iCDM, RAID and encryption
• Inline data deduplication, sync. file replication and “data-in-place” controller
upgrades
• Future-Proof Storage Loyalty Program

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Dell EMC Mid-range Portfolio Positioning

Unity SC Series

Value Proposition Benefit Value Proposition Benefit

Customer installable and Scale-up block with the
Simple Federated
serviceable with CloudIQTM ability to federate arrays

Option to connect using

Inline compression for SAS Front-end
Inline compression SAS inter-connect
balanced cost/performance
Post-process
Compression &
Transactional and traditional compression/dedupe for
Unified Deduplication
file workloads with block flash & hybrid cost savings

Converged, software defined Transparent Metro DR for

Flexible or cloud enabled. DIP Metro DR block with Live Volume Auto
upgrades. Failover

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 Positioning DM series against Dell EMC Unity
Dell EMC Unity Lead with DM Series
Entry-level storage targeting SMB and mid-market Performance oriented systems offering rich data management functionalities

Unified SAN and NAS Market recognized Unified SAN and NAS solutions
ONTAP 9 offers simplified out-of-the-box experience with various pre-
Easy Installation with multiple management methods
configured settings and easy options for storage configuration
Easy to quote, all software inclusive pricing. Optional software For customers requiring simplicity – emphasize Lenovo optimized
include multiple a la carte titles - Data protection suite, AppSync configurations – standardized configurations, all inclusive Premium S/W. No
Advanced, RecoverPoint Advanced, VPLEX and PowerPath Hidden costs.
Multiple deployment models - Hybrid, All Flash, Software only Advanced Hybrid and All-Flash configurations. Option to offer ONTAP Cloud
and converged Infrastructure on AWS for data management.
Discuss the overall TCO of owning AFF - Reduce data footprint with leading
Less than $1/GB effective price
storage efficiency features, guaranteed capacity savings
High density flash solutions that can scale up to 16 PB DM7000F Can scale to 70PB NAS storage
Doesn’t allow intermixing of Hybrid and All Flash Models Allows scaling out by intermixing nodes of hybrid and flash models

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 Dell EMC Unity Strengths and how to Counter with ONTAP

Strengths Customer Impact How to counter?

 ONTAP offers rich data services, integrated data protection, native cloud tiering,
metro clustering, scalable NAS containers and extensive app. integration with its
simplified software bundles
Unity leads with easy to quote all software
Low entry price  Unity charges extra for metro clustering, advanced app. integration, data
inclusive with the base offering
protection and for migrating data from multiple arrays or non-VNX systems
 Also, Unity offers no support for dedupe, compaction and triple RAID parity

 ONTAP 9 offers simplified out-of-box experience

 Cluster, SVM, aggregates and FC LIFs are all factory configured
Easy to install and quick demos of the
Simplified  ThinkSystem DM flash systems fast provisioning workflows lets the customer
user interface are available
deploy key workloads like Oracle RAC, SQL, virtual servers, virtual desktops
and SAP HANA on in under 10 minutes

 Unity lacks key features required for Flash like dedupe, compaction, guaranteed
QoS minimums
Flash Optimized Storage array Added support for inline compression for
 Unity compression increases overall CPU load - increased latency and
and aligned to 3-D flash drive NAS file systems and NFS datastores in
performance overheads*
future an all-flash pool
 Lead with Lenovo’s flash innovations and optimization technologies - enhanced
built-in QoS, inline data reduction technologies etc.

 Volume Encryption works on standard SSDs and HDDs, across multiple

EMC Unity has inbuilt key manager platforms and supports storage efficiency features
Data at rest Encryption embedded in their Storage OS – no
expensive self-encrypting drives required  With ONTAP 9 we’ve also introduced onboard encryption key managers –
they’re simple, integrated - included with DM systems, and automatic

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Dell EMC Unity Strengths and How to Counter with DM Series
Strengths Customer Impact How to Counter?

 DM Series offer choices of deployment with enterprise grade

 Unity is offered in three deployment models Hybrid, capabilities for on-prem deployment with ONTAP Select
Multiple deployment models All Flash and Software only, giving customers more
choice of deployment for any workloads  DM Series also offers customers the choice to deploy ONTAP
Cloud on AWS and Azure for data management.

 Discuss Fabric Pool - Moves data to the optimal tier intelligently

 Automated policy-based file tiering and block and automatically
archiving to public/ private clouds – Virtustream,  Lenovo has no complex policy requirements for tiering. Data tiering
Cloud Tiering Azure, Amazon S3, Elastic Cloud Storage (ECS) is based on growth-rate of the aggregate. No compromises in
 Requires Cloud Tiering Appliance (physical H/W or security or efficiency. No separate hardware required
deployed on a VM)  Requires no extra licenses for tiering data to capacity based
license for AWS

 Unified SAN & NAS, no need for extra equipment

Unified Storage (Data Movers &control Stations)  ONTAP is a recognized unified storage software platform
 Storage pools service both SAN & NAS data

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Dell EMC Unity Weaknesses and How to Win
Weaknesses Customer Impact How to attack?
• No support for data compaction
• ONTAP 9 - top of grade data efficiency functions, supports
• Weak compression data reduction for all drive types
• Affects system performance • Combined space savings as high as 67:1 by using inline
data compaction and inline compression together with an
• Restricted to All-Flash pools and AFAs
Limited data efficiency technologies Oracle database has been observed
• Selective compression recommended at 50%
utilization and compression should be turned off • ONTAP’s inline compression has a near-zero performance
impact
at 70%
• It’s expanded inline deduplication particularly effective for
• Recently added inline dedupe - can be set on or off
per LUN – performance impact remains to be seen VDI workloads, where it can achieve 70:1 reduction rates

• Potentially disruptive upgrades from VNX

• Heavy-lift professional services still necessary
Complex upgrades • Data in place upgrades
• Added DIP upgrades from all-flash Unity to another all-
flash Unity, or from a hybrid to another hybrid Unity
• Performance and scale limits due to controller
overhead
Lacks scale-out capability • NDO capabilities and data in place upgrades
• Customer would have swap and move to the next
model controllers to add more workloads
• Unity snapshots have many restrictions
• Performance impact due to high CPU utilization • Integrated data protection
• Snapshots and replication operate most
efficiently in all-Flash pools • Saves the customer complexity and cost with our array-
Lacks Integrated Data Protection based Snapshot technology compared to EMC’s
• Unity needs to rely on external back up software for
Snapshots management appliance-based solution’s (RecoverPoint, Data Domain,
Avamar).
• Requires multiple S/W for DP - VPLEX, RecoverPoint,
Data Domain and DP Suite

Guaranteed Quality of Service (QoS) • QoS support is limited to block only workloads • ONTAP 9 supports QoS across multiple protocols
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Dell EMC Unity Weaknesses and How to Win

Weaknesses Customer Impact How to attack?

 NVMe particularly beneficial for BI, data warehousing, advanced
real-time analytics and decision support
 NVMe Cache included in all of our DM series Hybrid models
No NVMe support  Dell EMC addressed this need by throwing another array in mix
(DSSD) and then abruptly discontinued it  NVMe over Fabric supported on DM7000F
 No clarity regarding future support for NVMe on Unity

 Requires AppSync for basic app integration

 Lead with SnapCenter for application-consistent backup and clone
 Offers integration with Oracle, MS SQL and Exchange and management across the Data Fabric
Minimal app VMware
integration  Extensive support across MS SQL, Oracle DB on Linux, SAP
 AppSync starter pack supports 20 app copies at a time, single HANA, Windows host file system, VMware virtual machines, NAS
array and manages only local copies – greater scalability requires file Services and user-defined custom plug-ins
advanced pack

 Native async & synchronous replication for Block and file only  Highlight ONTAP SnapMirror capabilities – One to many
Complex  Compressed data – uncompressed during sync replication  One replication mechanism across NAS and SAN
replication  Multiple replication technologies  Discuss MetroCluster - scales from a two-node to an eight-node
mechanisms  Native replication for Unity systems cluster, even with a mix of All Flash and hybrid controllers, extends
 RecoverPoint for heterogenous arrays up to 300 Kms

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 Dell EMC Unity Weaknesses and How to Win

Weaknesses Customer Impact How to attack?

 EMC generally recommends RAID-5 for performance and RAID-6 for
drives in the capacity tier – no support for triple parity RAID  Triple-Parity RAID or RAID – TEC: Provides drive protection
RAID Protection
against 3 disk failure
 RAID 6 (14+2) SSD config can handle double drive failure*
High Speed  DM7000H/F series provide high-speed 40GbE and 32Gb
 Unity has support for 16 GB FC and 10GbE
Connectivity FC connectivity
No rack level  Unity has HA in a single chassis – if cabinet goes down, services to the  ONTAP can architect a controller per chassis for rack level
resiliency business go down resiliency to achieve a highly available design

 DM Hybrid leverages NVMe performance to boost

 Utilizes SAS Flash 2 flash drives for FAST Cache
throughput, lower latency, and meet stringent SLAs
Limited Caching  Limited capacity for caching: 6 TB max. (Unity 600)**
 DM7000H support up to 24TB of onboard NVMe flash
capabilities  Inefficient use of flash: RAID-1 on SSD; 64KB page granularity; no cache
dedupe amplification for FAST Cache
 Hot data automatically promoted to flash in real time

Lacks support for  Lacks supports for File level retention and WORM like capabilities, put  Discuss SnapLock - high-performance compliance solution
Data retention customers data at compliance risk**  Single license but multiple retention models
 Unity does not support SSD’s with MSW technology
No MSW support  DM All Flash AFF support SSDs with MSW technology

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DM Series Advantage

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Winning Strategies

• Position the right product – Unity is essentially a hybrid array, not optimized for Flash, lead with DM All flash
series followed by hybrid
• Make operational use-cases and multitenancy part of the agenda

• Functional gaps must be addressed with other tools or technologies. Push EMC to close in those gaps and
emphasize on our native feature integration
• Highlight Unity scale weaknesses; conduct performance testing using real workloads and test for latency.

• Highlight why scale out is important for NDO. Also highlight the massive scale out capabilities of the new DM
Series
• Expose EMC’s painful forklift upgrade history with their mid-range product line

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Positioning ThinkSystem DM Series All Flash

DM5000F DM7000F

Entry level solution capable of taking on Mid-Range solution with high scalability
several higher priced mid-range solutions and high speed connectivity options
from competitors • The DM7000F is a powerful system
• Provides an attractive entry point to with a small footprint that targets
Lenovo’s enterprise flash storage midrange configurations
portfolio and is powered by ONTAP • It offers configuration flexibility through
Software a modular design
• Strong Performance at sub-millisecond • High Scalability - Scales out to 12
latency arrays in a NAS environment and 6
• Unified Block and file Storage arrays in a SAN environment
• High Speed Networking – Supports
32Gbs FC and 40GbE host interfaces

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ThinkSystem DM Series Hybrid Overview
All DM hybrid models include onboard NVMe Flash Cache
 Ultralow-latency read cache
 Flash resources are self-managing

Support massive capacity growth

 Up to 57 PB

Maximum reliability and availability

 All models engineered for 99.9999% availability
 Reduce TCO and simplify maintenance

Support of high-speed connectivity

 32Gb Fibre channel and 40Gb Ethernet on DM7000H

Integration and support for emerging apps

 OpenStack integration
 Connector for Hadoop
 Connector for Docker

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Dell EMC Unity- Detailed Overview

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 Dell EMC Unity GTM
 GTM Pitch
 Affordable, Flexible, Simple & Truly Unified Storage Array for modern All Flash Datacenters
 Flash first , lead with Unity All Flash offering to displace previous gen VNX’s
 All inclusive S/W licensing – includes most of the essential S/W

 Targeting SMB and mid-enterprise deployments - opportunity of $18.5B addressable market

 Risk free trials

 Dell EMC Unity Demo Simulator
 Free Dell EMC Unity VSA (Community Edition license for up to 4TB of capacity)

 Aggressive channel promotions

 Multiple deployment models

Unity Hybrid 300, 400, 500, 600

Unity All Flash 350F, 450F, 550F, 650F
Allows data management features to be deployed
Unity VSA
on a VMWare ESXi server
Unity Converged Infrastructure VxBlock System 350

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 Dell EMC Unity- Product Features

 Unified block and file (from a single controller) - Native File, Block and Virtual Volumes support

 Dual-active controller architecture

 All-inclusive software

 64-bit scalable file system scalable up to 256 TB

 Inline compression (all-flash pools, Unity OE version 4.2 or later only)

 Complete REST-API for automation and DevOps use cases

 VMware VASA 2.0, VAAI, VVols, VMware-Aware Integration

 Integrated Copy Data Management with EMC iCDM

 CloudIQ SaaS management solution provides real-time analytics about performance, capacity, and configuration for health-
based reporting and remediation

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Competitive Product Mapping

Unity Model DM Flash Product Mapping DM Hybrid Product Mapping

Unity 300/350F DM5000F DM3000/5000H

Unity 400/450F DM5000F/70000F DM5000H

Unity 500/550F DM7000F DM7000H

 Unity 600/650F DM7000F DM7000H

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Hardware Spec Comparison-DM Hybrid vs EMC Unity Hybrid

Features Unity 300 Unity 400 Unity 500 Unity 600 DM3000H DM5000H DM7000H

Memory 48GB 96GB 128GB 256GB 64GB 64GB 256GB

• 4xSAS • 4xSAS • 4xSAS • 4xSAS • 4xSAS • 4xSAS • 8xSAS

Onboard • 4x10GbT • 4x10GbT • 4x10GbT • 4x10GbT • 4x10GbT • 4x10GbT • 4x10GbT
Ports/Controller • 4x UTA2 • 4x UTA2 • 4xUTA2 • 4xUTA2 • 8xUTA2 • 8xUTA2 • 8xUTA2
• 24x10Gbe • 24x10Gbe • 24x10Gbe • 24x10Gbe • 4x10Gbe • 4x10Gbe • 4x10Gbe

800GB 1/2TB 3.2TB 6TB NVMe Flash Cache NVMe Flash Cache NVMe Flash Cache
Flash Cache
– 2TB – 2TB – 4TB

Form factor 2U 2U 2U 2U 2U 2U 3U

PCIe Slots 2xPCIe 2xPCIe 2xPCIe 2xPCIe 4xPCIe

480 (up to 2880

144 (up to 576 with 144 (up to 576 with
Max Drives 150 250 500 1000 with SAN scale-
SAN scale-out) SAN scale-out)
out)

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Hardware Spec Comparison-DM All Flash vs EMC Unity All
Flash

Features Unity 350F Unity 450F Unity 550F Unity 650F DM5000F DM7000F

Memory 96GB 128GB 256GB 512GB 64GB 256GB

• 4xSAS • 4xSAS • 4xSAS • 4xSAS

• 4xSAS • 8xSAS
Onboard • 4x10GbT • 4x10GbT • 4x10GbT • 4x10GbT
• 8xUTA2 • 4x10GbT
Ports/Controller • 4x UTA2 • 4x UTA2 • 4xUTA2 • 4xUTA2
• 8x10Gbe • 8xUTA2
• 2x10Gbe • 2x10Gbe • 2x10Gbe • 2x10Gbe

Form factor 2U 2U 2U 2U 2U 3U

PCIe Slots 2xPCIe 2xPCIe 2xPCIe 2xPCIe 4xPCIe

144 (up to 576 with 384 (up to 2304 with

Max Drives 150 250 500 1000
SAN scale-out) SAN scale-out)

Performance 130K 305K 395K 440K 148K 352K

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 Dell EMC Unity Compared to Previous Gen VNX2
Feature / Function VNX2 Unity
Previous Gen VNX2 Unity Linux Container
Classic LUNS, Thick &
Storage Pool Thin LUN
Thin LUN

Data Mover /control Physical Data Movers Embedded Virtual NAS

Front End Station HW & Virtual Data Mover servers
File
Contr File UFS 32 NFS v2/3/4.1 UFS 64 bit, NFS v3/4.2
File System type &SMB/CIFS & SMB/CIFS
ol System
File Front End
Path (32 bit)
Svcs Unified Snapshot
Replication SnapView , Snapshots
Volumes Local Block Replication , Recover Point
(redirect-on write) ,
RecoverPoint
File
Unifie VVOLs Local Async file
File control path required Add on Unifi Block System Local File Replication Snapsure checkpoints
d replication
(64 bit)
hardware to run the OS Contr ed
ol Svcs
Native Synchronous,
Path Unified Pool Remote Block Mirror view,
Front End Asynchronous &
Replication RecoverPoint
RecoverPoint
MCx
Block VVOLs Block & File Supported Supported
Block Block compression
Contr Svcs Back End
ol
Block & File Dedupe Supported Not Supported
Pool
Path File Level Retention Supported Not Supported
MCx File and Block OE runs as VM’s , KVM Anti-Virus Supported Supported
based virtualization. No more NAS add HW Failsafe Supported Supported
Back End required
Controller - based
Encryption Supported
encryption
Windows control Path , FLARE suffered
from security vulnerabilities

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Refuting Dell EMC
Unity Technology
claims

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Dell Unity x50F – real world performance sizing

Competitive
observations
• Don’t be influenced with Marketing
“hero number’s” –

• These are the real workload

• Maximums at best case

All Workloads are 80/20 R/W

RAID5 (8+1) or (12+1)
RAID6 (6+2 or (14+2)
*** Sizings are to MAX IOPs Adding more
drives does not increase IOPs

2018 Lenovo Internal. All rights reserved.

Dell EMC Unity Architecture
Technology
• Multi core processors, multi-threaded code Competitive observations
• Containerized NAS and FLARE OE, SUSE Linux based • Clean Sheet Design? Still runs the same old DART
kernel and Flare as containers
• 12 GB/s backend SAS connectivity • Data services and the underlying OS use Unity
• Drive mobility FAST VP , FAST Cache ,vVOLS memory partitions for operation—very little of the
• New 2U drive enclosure and support for TLC drives memory is actually used for data caching
• Performance taxes
Messaging • RAID parity and LUN virtualization
• Hypervisor based data services
• Design that exploits multi core processor technology to
unleash the power of flash
Front End
• Clean sheet design—Combining VNX and VNXe OE Replication
together there by eliminating add on appliances for NAS File
services and management Unified Unified Block System VVOLs
Control (64 bit)
Svcs
Path
• Provides the best of all worlds—Simple to deploy and Unified Pool
manage , Flexible deployment models and lowest $/GB
MCx
Back End

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Dell EMC Unity Hybrid Arrays and FAST
Technology Competitive observations
• FAST Suite • Limited capacity for caching: 6 TB maximum usable for
• FAST Cache—caches from HDD or NL-HDD caching (Unity 600)
tiers to SLC SSD
• Uses SAS Flash 2 flash drives – no NVMe support
• FAST VP—dynamically moves data between
eMLC SSDs, HDD, and NL-HDD tiers; 256MB • Inefficient use of flash cache: RAID-1 on SSD; 64KB
granularity page granularity; no dedupe amplification for FAST
• Flash 1st cache
• Flash 1st policy—start with Flash for very high • Inconsistent support across data services
initial performance; graduate down
automatically as data decays
• Constant and dynamic data placement

Messaging

• Immediate performance boost across your

applications with FAST Cache
• CAPEX savings—fewer spindles, smaller footprint ,
less cooling

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 Dell EMC Unity Data Protection and Recovery
Technology Competitive observations
• Unified Snapshots for block & file • Block only technologies—NAS technologies
• Redirect-on-write less capable
• For virtual pools & file system • Unity Snapshots—performance taxes,
• Crash consistent but not application consistent despite ROW design
• 1000 (Unity 300) to 6000 (Unity 600) snapshots per array (block)
• Multiple replication technologies
• Native async and sync replication for block and file
• Bandwidth throttle not supported • Native async and sync for block and file
• RecoverPoint for replication—add-on • RecoverPoint for block
• Sync and async; local and remote
• RecoverPoint
• Supports on the underlying LUN
• External appliances, complex
clustering, wasted capacity
• Block only
Messaging
• No-impact snaps
• Roll back to any point in time, locally and remotely
• Best of all worlds—DPR and DR rolled into one

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Dell EMC Unity Data Efficiency
Technology Competitive observations
• Thin pools • Weak Data Efficiency features –compression only
• Virtual pool software on all-flash pools
• Space efficient snapshot for file and block • Recently added inline deduplication
• Unity Snapshots are Redirect on writes
• Inline compression and dedupe for file and block • Depends only on usable capacity post RAID over
• Compression supported on Thin LUNs, VMware VMFS • ONTAP 9 is highly efficient with data compaction ,
Datastores, Thin File Systems, and Thin VMware NFS inline deduplication &compression
• To support compression, Thin File storage resources must be • We provide a lower $/GB with guaranteed Storage
created on Dell EMC Unity OE version 4.2 or later and be
created within an All Flash Pool savings

Messaging & Positioning

• Flexible and Reliable
• For data reduction features, position XtremIO

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Dell EMC Unity Migration Technologies
Technology Competitive observations
• Block Migration • Multiple disparate techniques depending upon
• VPLEX, RecoverPoint, SAN Copy (Push), PowerPath source array and the type of data/application
Migration Enabler, Basic Copy/Paste, VMware Storage
• Native migration tool for VNX
vMotion, Host-Based LVM Migration (Linux)
• File Migration • EMC includes RecoverPoint Basic in Unity Base
• Basic Copy/Paste, EMCopy / Sharedup / LGDup, S/W for migration of block data from single VNX or
Robocopy / Richcopy / Securecopy, Rsync VNXe. For scale and other arrays, RecoverPoint
• Third party Datadobi DobiMiner for NAS & Cirrus Data DMS for Advanced required – extra expense
SAN accelerated migrations • EMC also provides a 180-day VPLEX license for
• Native migration tool supporting FC, iSCSI, NFS and SMB (H1 migration –
2017) migration from VNX
• Transparent to file and minimally disruptive for block • Source storage system has to be licensed for
• DIP online upgrades for existing Unity customers from 2H17 VPLEX
• Appliance based solution, requires a license
Messaging & Positioning • Decommissioning VPLEX post migration
• Flexibility requires downtime
• Added complexity to manage and expensive
EMC professional services

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Dell EMC Unity with VPLEX for Scale-Out capabilities

Technology Competitive observations

• Non-disruptive migrations and technology refreshes • Operational complexity
• Provides Scale-Out capabilities up to 4 engines • Scale-Out capability
• VPLEX with EMC Recover Point delivers a 3-site continuous
• Infrastructure complexity
protection and operational recovery solution
• Heavy footprint
Messaging & Positioning • Separate services
• All-flash Always-On: Performance optimization for AFAs,
• Disjointed upgrades with storage systems
support for thin- provisioning space reclamation
• Non-disruptive and agile • $$$$$
• Online tech-refresh
• All-inclusive solution for flash storage: Includes S/W required
to attach unlimited capacity on any number of EMC AFAs

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DE Series
Competitive Information

2018 Lenovo Internal. All rights reserved.

DE Series - Competitive Differentiators
Feature Benefit
Competitiv

Advantage
Lowest Cost per Gb/IOP
Upgradeable Controllers
e

• Industry Leading TCO for 1M IOP Performance

• Improved max capacity from 96 drives to 480 drives
In-chassis upgrades without data migration or downtime
• Increased users, snapshots, IOPS, and host ports
Industry

All-Flash Array Performance

Above

All Flash Array with best performance • Streamlined architecture optimized for low-latency workloads
Streamlined architecture optimized for low-latency • Supports both Sequential and Random workloads
workloads

Built for Six “9’s” Availability

Industry
Above

• Reliable systems you can count on

Designed for 99.9999% Availability • No downtime saves time and money
Always-on availability when you want • NEBS Compliant, ruggedized development and components
Competitiv

Simplified Storage Management

• Setup in under an hour
ThinkSystem SAN Manager
e

• Intuitive GUI makes administrative tasks simple

Easy-to-use GUI with NEW Easy Startup helper • Instant access to performance data
• Increased functionality with XClarity connectivity
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 Entry & Mid-Range SAN Competitive Landscape
Lenovo ’17 Lenovo ’18 HPE ’18 DELL ’18 Huawei

DE6000H/F
12Gb SAS
16/32g FC
Mid-Range

10/25g iSCSI
2U24/4U60 SC5020
DS6200 Up to 1M IOPS 12Gb SAS
12Gb SAS StoreServ 8200 FC/iSCSI
8/16g FC 12Gb SAS 3U30
1/10g iSCSI 8/16g FC Up to ? IOPS Oceanstor 2600v3
2U24 1/10g iSCSI 12Gb SAS
Up to 375K IOPS Up to 320K IOPS 16g FC
DE4000H/F 10g iSCSI
12Gb SAS 12 LFF / 24 SFF / 4U60
16/32g FC 32GB/64GB cache
10/25g iSCSI
SCv2000 SCv3000
12Gb SAS 12Gb SAS
2U12/2U24/4U60
16g FC 16g FC
DS4200 Up to 300K IOPS
MSA2040 1/10g iSCSI 10g iSCSI
SAN

12Gb SAS
2U12/2U24/5U84 3U16/3U30
8/16g FC 12Gb SAS
Up to 270K IOPS Up to 270K IOPS
1/10g iSCSI 8/16g FC
2U12/2U24 1/10g iSCSI
Up to 235K IOPS 2u12/2u24

PowerVault MD3
Entry SAN

12Gb SAS
16g FC Oceanstor 2200v3
10g iSCSI 12Gb SAS
DS2200 DE2000H MSA1050 2U12/2U24/4U60 16g FC
12Gb SAS 12Gb SAS 12Gb SAS Up to 200K IOPS 10g iSCSI
8/16g FC 8/16g FC 8g FC 12 LFF / 24 SFF
1/10g iSCSI 1/10g iSCSI 1/10g iSCSI 16GB/32GB cache
2U12/2U24 2U12/2U24 2U12/2U24
Up to 100K IOPS Up to 100K IOPS Up to 100K IOPS

DE Series will reset the industry positioning for Price/Performance storage

2018 Lenovo Internal. All rights reserved.
Entry SAN Positioning at announcement
DE Series: Price/ Performance NEW
NewSALES
Sales PREMIUM
Existing Customers Only
 Best Performance with Disruptive price
DE Series DS Series V Series
 New Entry AFA offering
DE6000F
 Premium Feature/Function DE6000H
Q3 2018

DS6200 V5030
Dec 2016
Midrange
DE4000F
DE4000H
Q3 2018 DS4200 V3700 V2
Sept 2016
XP
Entry
Sept 2016

DE2000H DS2200 V3700 V2

Q3 2018 Sept 2016 Sept 2016

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Competitive Landscape
HPE MSA Dell HPE MSA Dell
DE2000 DE4000H V3700V2 DE6000H
1050 MD3800 2050 PS6610X
Maximum FC Ports 4 4 12 8 4 8 12 4

Maximum iSCSI Ports 4 4 12 8 8 8 12 8

Maximum SAS Ports 4 4 8 8 8 8 8 8

Maximum Raw Capacity 1.47PB 576TB 2.3PB 4.05PB 1.92TB 1.15PB 5.76PB 2.4PB

Maximum Drives (QTY) 96 96 192 264 192 192 480 264

Maximum Performance (IOPs) 100K 100K 300K 65K 300K 300K 1M N/A

SSD Cache Standard Standard Standard NA Opt Standard Standard Opt

Self-encrypting drives Standard Standard Standard NA Standard Standard Standard Standard

Opt Opt Opt Opt Opt

Snapshot Opt Opt Opt
512 512 2048 2048 4096

Asynchronous Replication Opt NA Opt Opt NA NA Opt NA

Synchronous Replication NA NA NA Opt NA NA Opt NA

Advantages in Green . Disadvantage in Red DE6000F will include Asynchronous/synchronous replication

2018 Lenovo Internal. All rights reserved.

DS2200 vs DE2000

Feature DS2200 DE2000

Chassis 2U12 / 2U24 2U12 / 2U24
Max Drives 96 96
FC/iSCSI – 4 or FC/iSCSI – 4 or
Controller I/O
SAS – 4 SAS – 4 + FC/iSCSI – 4
System Cache 16GB 16GB
Snapshots (Base / Optional) 128 / 512,1024 128 / 512
Data Tiering Yes No
SSD Read Cache Yes Yes
Asynchronous Replication Yes Yes
Controller Upgrade Yes Yes
Distributed RAID ADAPT DDP
Performance 100k IOPs @ < 1ms 100k IOPs @ < 1ms

2018 Lenovo Internal. All rights reserved.

DS4200 vs V3700 V2 vs DE4000

Feature DS4200 V3700 V2 DE4000

Chassis 2U12 / 2U24 2U12 / 2U24 2U12 / 2U24 / 4U60
Max Drives 276 264 192
FC/iSCSI – 8 or FC – 8 or iSCSI – 8 or FC/iSCSI – 12 or
Controller I/O
SAS – 8 SAS – 8 SAS – 8 + FC/iSCSI – 4
System Cache 16GB 16GB 16GB
Snapshots (Base / Optional) 128 / 512,1024 64 / 2048 128 / 512
Data Tiering Yes Yes No
SSD Read Cache Yes No Yes
Asynchronous Replication Yes Yes Yes
Synchronous Replication No Yes Yes
Controller Upgrade Yes No Yes
Distributed RAID ADAPT DRAID DDP
Performance 300k IOPs @ < 1ms 168K IOPS 300k IOPs @ < 1ms

2018 Lenovo Internal. All rights reserved.

DS6200 vs V5030 vs DE6000

Feature DS6200 V5030 DE6000

Chassis 2U24 2U12 / 2U24 2U24 / 4U60
Max Drives 276 1008 480
FC/iSCSI – 8 or FC – 8 or iSCSI – 8 or FC/iSCSI – 12 or
Controller I/O
SAS – 8 SAS – 8 SAS – 8 + FC/iSCSI – 4
System Cache 16GB 32GB 16GB
Snapshots (Base / Optional) 128 / 512,1024 4096 2048
Data Tiering Yes Yes No
SSD Read Cache Yes No Yes
Asynchronous Replication Yes Yes Yes
Synchronous Replication No Yes Yes
Controller Upgrade Yes No Yes
Distributed RAID ADAPT DRAID DDP
Performance 600k IOPs @ < 1ms 730K IOPS 1M IOPs @ < 1ms

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DESeries vs. HPE MSA – Exploiting their weakness to win
Weakness Why it matters Talking Points

No Data Assurance Data Assurance feature helps in Does not come with host to storage Data Assurance error correction.
maintaining the integrity of the data Lenovo Storage Manager FW provides industry-standard T10-Dif
from host to storage protection
No offerings in the Mid- More flexibility and more options for HPE MSA is targeted to entry-level environments. DE Series offers
range segment price & performance sensitive entry and mid-range options for HPC and big data analytics. DE
customers Series also provides data-in-place upgrades.
Remote monitoring Embedded monitoring provides real- HPE does offer 24x7 remote monitoring, pre-failure alerts, automatic
capability comes at an time proactive health monitoring of the call logging, and automatic parts dispatch, it requires the customer to
extra cost arrays purchase the HPE Proactive care service.
No High-Density shelf High Density disk shelves save on DE Series offers a high density 60-drive shelf in 4U that supports both
support rack space driving cost and LFF and SFF drives. HPE MSA has no high-density shelf.
performance.
 
Limited Encryption The ability to encrypt data at rest is a The MSA 2052 does not support encryption, while the MSA 2050
support critical feature to maintain security of supports encryption but encrypted and non-encrypted drives cannot
data be mixed within the same array. DE Series supports both encrypted
and non-encrypted drives and volumes in a single system.
Protocol Support Multi-protocol support provides more Supports FC, ISCSI, and SAS. MSA customers must purchase
accessibility options to the customer separate SFP’s for each protocol. DE Series supports all of these
protocols and has a Unified SFP transceiver to support different host
interface port types.

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DE Series vs. HPE MSA – Overcoming MSA’s perceived strengths
Strength How It is Marketed Counter Points
Performance HPE claims to offer twice the performance HPE MSA has a max IOPS of 220K RAID 1 (8K). DE Series gives 300K sustained
over the previous generation at same price. IOPS RAID 6 configuration. DE Series also gives 45K sustained IOPS in an All-
HDD RAID 6 configuration while the MSA 2050 manages only 5.2K in a RAID-5
configuration
Scalability The high scalability takes care of the future The MSA can scale up to 960 TB raw. DE Series can scale up to 5.76 PB with no
capacity needs of the customer limitations on encryption.
Virtual Disk Groups Virtual Disk Groups provide more flexibility Dynamic Disk Pools provides all the features available in virtual disk groups and
than traditional RAID protection. Volumes has other advantages like faster rebuild times, critical reconstruction, ease of
created on virtual disk groups can span administration, no requirement of hot spare drives. DE Series provides additional
across multiple disk groups flexibility by allowing Dynamic Disk Pools to co-exist with RAID.
Automated Tiering & The MSA supports up to 3 different tiers with While the MSA offers multiple tiers, it creates the potential for data thrashing as it
Volume Tier Affinity 4K data pages ranked & migrated every 5 constantly tries to move data between tiers. A more elegant way to improve
seconds between tiers. It tries to put as much performance is to add SSD caching. Both the MSA and DE Series offer SSD read
data as possible in the highest performance caching, but the performance of DE Series is significantly better than the MSA.
tier(s). Alternatively users can select a tier Customers get better ROI/TCO investment protection for the future
preference per volume (Volume Tier Affinity)
for performance or capacity/cost.
Snapshots/Volume Copy Point in time copies / clones HPE MSA 2050/2052 support up to 512 snapshots, though the 2050 requires the
add-on Advanced Data Services license to upgrade from the base 64 snapshot
limit. Volume Copies are limited to 128 in both models. DE Series includes optional
512 snapshots/volume copies, and support up to 2048
Remote Replication Disaster recovery protection HPE MSA only offers Asynchronous replication while the DE Series supports both
synchronous and asynchronous replication.

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