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D-Link Sales Specialist [Storage]
1 D-Link Sales Specialist - Storage • Agenda
Storage Course Outline
This self-paced course is designed to to teach you how to properly position, prospect for and sell D-Link Storage solutions.
Module 1: D-Link's Market Strategy Module 3: Talking To Your Customers and Value Proposition • Understanding Customer Needs • Company Profile • Qualify a Sales Lead • Market Presence • Company Solution Strategy • Product Portfolio • Competitive Points
Module 2: Selling D-Link Storage Solutions • Data Service Terminology • Product Portfolio and Features
2 Module 1 • D-Link's Market Strategy and Value Proposition Module 1: D-Link Market Strategy and Value Proposition Module 1 Outline
• Company Profile • Market Presence • Solution Strategy
3 Module 1 Company Profile Building Networks for People
Established in 1986 with a vision to make technology affordable and to provide an unmatched network experience for everyone.
4 Module 1 Company Profile D-Link Core Values
Core Competencies & Technology & Innovation Focus Maximizing Execution Efficiency Assets To Learn And Share
5 Module 1 Company Profile Quality & Innovation: Highlights
6 Module 1 Company Profile Our Business
FY2014 Revenue USD $998 million*
Founded 1986 in Hsinchu, Taiwan, 189 sales offices in 66 countries, D-Link is publicly traded on the TWSE over 3,000 employees worldwide, (Taiwan) and the NSE (India) stock regional warehouses in 15 countries; exchanges over 410 R&D personnel and 44 RMA centres globally
D-Link is a global market leader: D-Link featured in Gartner’s Wireless LAN with 52% market share Magic Quadrant for Wireless LAN Ethernet Switching with 31% market Infrastructure, positioning the share company amongst the industry’s elite vendors of Wireless LAN solutions
7 Module 1 Company Profile D-Link Global Presence
8 Module 1 Company Profile Financial Highlights
Revenue
Start of IPO in Start of $1 B Business Manufacturing in Taiwan B.B and China WLAN
Start of OEM Business OEM Carve-out, Brand only Global Financial Crisis 9
Module 1 Company Profile Financial Highlights 2014 Revenue $998 billion US
Others 8% North America 16% Digital Home Switch & 12% Security 28%
Emerging Broadband Market &APAC 19% 63% Europe 22% Wireless 33%
by Region by Product 10
Module 1 Market Presence Leader in Ethernet Switches
3rd Ethernet Switches: Port 1st Ethernet Switches: Shipments, Worldwide, 100Mbps, Port 2014Q4 Shipments, Worldwide, 2014Q4
Huawei 8.5% HP Netgear Cisco Others 20.2% 8.7% 33.4% Cisco 18.3% 22.1% HP D-Link 17.9% D-Link 14.2% 31.0%
Huawei, Others 7.5% 9.5% Netgear 8.6%
11 Module 1 Market Presence Ranked #1 in 100Mbps Enterprise Ethernet Switches
In WLAN Stand-Alone Access Points: Enterprise Market, Unit Shipments, Worldwide 2014Q4
Cisco Netgear HP 9.2% 7.6% 5.1% Others Belkin 14.9% 10.4%
D-Link 52.8%
12 Module 1 Market Presence Leader in WLAN Stand-Alone Access Points
WLAN Stand-Alone Access Points,
#1 Enterprise Market, Unit Shipments, Worldwide,2013Q4
Source: Gartner, “Market Share : Enterprise Network Equipment by Market Segment, Worldwide, 4Q13 and 2013 ”12 Mar 2014, Christian Canales, Nha Pham, Serverine Real Joe Skorupa Graph created by D-Link based on Gartner data 13 Module 1 Market Presence Global Connections: Alliances
14 Module 1 Market Presence Global Connections: Customers
15 Module 1 Product Portfolio Product Portfolio
16 Module 1 Product Portfolio D-Link Storage Product Position
iSCSI SAN
Enterprise 2U/12-Bay IP SAN 3U/16-Bay IP SAN
SMB NAS
1U/4-Bay Unified Storage DSN-6000 series DSN-4000 series
Target: Enterprise SOHO/ SMB DNS/1550-04 / DNS-1560-04 - Virtualization Environment 4 Bay Unified Storage - Mid/Large Surveillance project Home NAS 4-Bay NAS Target: SOHO to SMB DNS-340L DNS-1100-04 - Multiple CPU platform to maximize reliability - Rich backup features Consumer - Good Cost/ Performance Ratio 2-Bay NAS Target: Home user DNS-32x - Affordable price series - Ease of Use, support Mobile device and Cloud access - IP Camera support for home surveillance
17 Module 1 Product Portfolio D-Link Unified Storage Position
Target Application Application D-Link Benefits Market Type Product SOHO File (NAS) File Sharing DNS-1100-04 Concurrent NAS/iSCSI Data Backup Encrypted Volumes
Block (SAN) E-mail Remote/Cloud backup Database Encrypted Volumes Server RAID protection Virtualization Low Cost IP Surveillance
SMB File (NAS) File Sharing DNS-1560-04 Concurrent NAS/iSCSI Data Backup Encrypted Volumes
Block (SAN) E-mail Remote/Cloud backup Database Encrypted Volumes Server RAID protection Virtualization Advanced iSCSI IP Surveillance Features
18 Module 1 Product Portfolio D-Link iSCSI SAN Position
Target Application Application D-Link Benefits Market Type Product Enterprise Primary Server Virtualization DSN-6000 series High Availability IT / VDI High Performance Storage Open Architecture Consolidation Database E-mail
Secondary Backup & Restore DSN-6000 series High Throughput Disaster Recovery DSN-4000 series Open Architecture Data Archival Flexible
Video N/A IP Surveillance DSN-6000 series End to End Surveillance DSN-4000 series Solution High Throughput Easy to Manage
19 Module 1 Product Portfolio Business Solution: Focus on 4S
20 Module 1 Product Portfolio Business Solution One-Stop Solution Full range of hardware Customer Investment Protection and software: Switch, Channel Partnerships WLAN, Security, Scalability: 4S is suitable for Surveillance and Storage small-scale to large-scale Technology integration: deployment; technologies are 100% Channel business, with ASV, Surveillance Storage, extendable and integrate with Channel’s customer 4S Management each other without redundant relationships and services Strongest global presence devices or re-investment 4S integrated solution reduces and local service Accountability: A single vendor Channel’s SI work Globally-branded handles all support Extensive training helps certification training system Channels to understand and upsell related products 4S offerings allow Channels greater potential for new opportunities
21 Module 1 Product Portfolio Total Solution for Business D-Link end-to-end solutions deliver the flexibility, ease and affordability businesses need to optimise everything from data centres to disaster recovery – across departments – ultimately improving services and cutting operational costs.
Fixed Dome Camera Fixed Network Camera iSCSI SAN Array Unified Network Storage Unified Wireless Switch Managed Switch Wireless AP 22 Module 2 Selling D-Link Storage Solutions Module 2: Selling D-Link Storage Solutions Module 2 Outline
• Data Service Terminology • Product Portfolio and Features
23 Module 2 Data Service Terminology Technology Overview
• Direct Attached Storage (DAS) – storage devices directly attached to a computer i.e. internal disk drive. • Network Attached Storage (NAS) – file server attached directly to a network, imbedded file system allows users to share pool of storage. • Storage Area Network (SAN) – block level storage pools attached to a private network for mounting to host machines. Fiber Channel iSCSI – cost alternative to FC, based on Ethernet
24 Module 2 Data Service Terminology Data Service (File Access Protocols)
Common Data Services functionality in network storage device • Server Message Block (SMB) for Windows, used for providing shared access to files, printers, and serial ports • Network File System (NFS) for Linux & UNIX • Apple Filing Protocol (AFP) for Mac OS X • File Transfer Protocol (FTP) • SSH File Transfer Protocol (also Secure File Transfer Protocol, or SFTP) • iSCSI target (SCSI storage devices) • Web Distributed Authoring and Versioning (WebDAV), an extension of the HTTP that allows clients to perform remote Web content authoring operations
25 Module 2 Data Service Terminology CIFS Service
• The CIFS (Common Internet File System) option is used to setup CIFS protocol • The CIFS is a network protocol that offers file services for Windows computers • The unified storage provides CIFS capability without the need for a Windows server in the network • Starting this service will open the following ports on the unified storage system TCP 139 (smbd) TCP 445 (smbd) UDP 137 (nmbd) UDP 138 (nmbd)
26 Module 2 Data Service Terminology NFS Service
• The NFS (Network File System) option is used to setup NFS protocol • NFS is a protocol for sharing files and directories on a network among Linux machines and Unix machines • Starting this service will open the following ports on the unified storage system TCP 111 (rpcbind) TCP 2049 (nfsd) UDP 111 (rpcbind)
27 Module 2 Data Service Terminology WebDAV Service
• The WebDAV (Web Distributed Authoring and Versioning) option is used to setup WebDAV protocol • It is an extension of HTTP v1.1 protocol that allows users to manage files across different operating system platforms • Starting this service will open the following ports on the unified storage system TCP 80 (httpd)
28 Module 2 Data Service Terminology iSCSI protocol
• Is used for data transfer over local networks • Provides a fast, secure, low-cost alternative to traditional fibre channels by utilizing existing IP network infrastructure
29 Module 2 Data Service Terminology Disk Management
Hard drive set up and configurations • Hot-Swap feature enables replacing a failed hard drive without having to power down or reboot • Installing drives is as simple as popping the top, attaching the hard drive holders and then sliding them into place • Disk configurations A disk can appear in the computer as a single disk One single disk may be partitioned into several volumes. Each volume acts as an individual physical disk Multiple disks can be “pooled" so that they appear to be a single disk • JBOD (Just a Bunch Of Disks) Refers to a computer's hard disks that haven't been configured according to the RAID system
30 Module 2 Data Service Terminology Disk Management (Cont'd)
Hard drive configurations • RAID 0, 1, 5 , 6, 10 RAID 0 combines both drives in a “striped” configuration, which provides maximum performance. But, it does not offer redundancy. RAID 1 offers redundancy through mirroring. As such, data is written identically to two drives RAID 5 combines space from three of your hard drives and uses the fourth drive as a parity drive a combination of striping and mirroring, resulting in a large single volume with redundant protection RAID 6 builds upon the capability of Level 5 by adding the capacity to survive the loss of any two drives in the system RAID 10 combines RAID1 (mirroring) and RAID0 (striping). In a four- drive RAID 0+1, a pair of drives is striped for increased speed. Those drives are then mirrored to the other pair for redundancy
31 Module 2 Data Service Terminology Disk Management (Cont'd)
Hard drive pooling can be achieved by • Dedicated hot spare disks • Multiple RAID groups support • Auto volume rebuilding • Online pool expansion • Offline pool roaming
32 Module 2 Data Service Terminology Data Protection
To ensure data availability with the following functionalities • Snapshot, a marker pointing to data stored on a disk drive or in a storage area network (SAN) • Clone for volumes & file system, making an identical copy of data • Remote replication, a process of sharing information across the network ensuring the consistency between two different sites • Amazon S3 cloud replication & disaster recovery • ZFS file system, a combined file system and logical volume manager designed by Sun Microsystems
33 Module 2 Data Service Terminology S.M.A.R.T.
• Self-Monitoring, Analysis and Reporting Technology (S.M.A.R.T. ) • A monitoring system included in computer hard disk drives (HDDs) and solid-state drives (SSDs) • A diagnostic tool for hard drives to deliver warning of drive failures in advance • Detects and reports on various indicators of drive reliability, with the intent of enabling the anticipation of hardware failures • S.M.A.R.T. disk diagnostics help to ensure data integrity with strict monitoring of attached hard drives • S.M.A.R.T. only supports SATA drives. SAS drives do not have this function and will show N/A in the web page
34 Module 2 Data Service Terminology Thin provisioning
The following are the thin provision features: • Avoid allocated but unused capacity: Thin provisioning technology allows users to purchase the disk capacity actually needs and no more for the up-front capacity allocation • Maximize storage utilization • Reduce costs • Enhance efficiency of IT infrastructure
35 Module 2 Product Portfolio and Features Types of Network Storage
• SAN (Storage Area Network) • Unified Storage • SMB NAS (Network Attached Storage) • Consumer NAS
36 Module 2 Product Portfolio and Features Types of Network Storage
• SAN (Storage Area Network) • Unified Storage • SMB NAS (Network Attached Storage) • Consumer NAS
37 Module 2 Product Portfolio and Features SAN (Storage Area Network)
• SAN storage devices can include tape libraries and disk-based devices, like RAID hardware. • A secure high-speed data transfer network that provides access to consolidated block-level storage • An SAN makes a network of storage devices accessible to multiple servers • Within a SAN, data can be transferred from one storage device to another without interacting with a server • SAN speeds up the backup process and eliminates the need to use server CPU cycles for backup • The high-speed disk costs have gradually dropped and SANs have become a mainstay for greater organizational storage
38 Module 2 Product Portfolio and Features SAN (Storage Area Network) (Cont'd)
SAN solutions are available as two types • Fiber Channel (FC) Storage and servers are connected via a high-speed network of interconnected fiber channel switches Commonly used for mission-critical applications where uninterrupted data access is required • Internet Small Computer System Interface (iSCSI) Protocol This infrastructure gives the flexibility of a low-cost IP network
39 Module 2 Product Portfolio and Features DSN-6000 Series Hardware Specifications • DSN-6210 2U/12 SAN Storage Single controller (1GbE ports x 6), includes HDD tray, BBU, no SATA bridge • DSN-6510 2U/12 SAN Storage single controller (10GbE ports x 2 + 1GbE ports x 2), includes HDD tray, BBU, no SATA bridge • DSN-6020 iSCSI SAN Expansion JBOD, 12 Bays, 2U • DSN-626 1GbE controller (1GbE ports x 6) for DSN-6210 • DSN-656 10GbE controller (10GbE ports x 2 + 1GbE ports x 2) for DSN-6510 40 Module 2 Product Portfolio and Features DSN-6000 Series Technical Features • Host Interface iSCSI Multiple nodes support: up to 64 Hosts support: up to 64 Session per controller: up to 256 session • Data Protection Remote replication Snapshot Volume cloning • Virtualizations VMware (Version 5.1 (above) + VAAI) Citrix (Version 6) Hyper-V (Version 3.0)
41 Module 2 Product Portfolio and Features DSN-6000 Series Technical Specifications
DSN-6210 DSN-6510 Model DSN-6220 DSN-6520 Form Factor / 2U / 12 bays Drive Bay (3.5”) Controller Single/Dual Network Interface 6 x GbE 2 x 10GbE + 2 x GbE (Per Controller) Drive Interface JBOD Expansion 5 x DSN-6020
Max. Drives 256 (Max. TB) Max. Throughput R: 650 / 1300 MB/s R : 700 / 3200 MB/s (MB/s) W: 500 / 1000 MB/s W: 850 / 1500 MB/s Power Supply Redundant 400W, 80 Plus Gold RAID level 0/ 0+1/ 3/ 5/ 6/ 10/ 30/ 50 /60 and N way Virtualization VMware VAAI; Citrix; Hyper-V
42 Module 2 Product Portfolio and Features DSN-6000 Value Proposition
• Typical applications Simple shared storage Reliable back-up and fast restore targets Easy to implement and manage storage consolidation solution • End-to–end network and data storage solution from a single vendor Ensuring interoperability Simplifying integration Simplifying support
43 Module 2 Product Portfolio and Features DSN-6000 Value Proposition (Cont'd)
• High Performance network storage from a leader in network infrastructure • A high quality alternative for customers who require the benefits of a recognized brand without having the budget for a Tier-1 solution (EMC, HP, Dell, IBM) • Certified for Server Virtualization Simple storage integration and management • Complete solution included in the price No Hidden extras charges for snap-shoting or replication No lock-in to expensive older technology drives
44 Module 2 Product Portfolio and Features DSN-6000 Series Key Features
• Fully redundant & hot swappable design Single or Dual RAID controllers Hot Swappable Power supplies Replaceable Fan modules Battery backup modules • Advanced data protection include Full RAID level support including RAID 0, 1, 0+1, 3, 5, 6, 10, 30, 50, 60, JBOD, N-way mirror Snapshots: with Windows VSS support Replication Vmware, Citrix and Microsoft Certification
45 Module 2 Product Portfolio and Features DSN-6000 Series Key Features (cont'd)
• Flexible volume management for multiple applications Server Virtualization (VMWare, Hyper-V, Citrix) ISP Storage, SQL, E-Mail, IP Surveillance, and File backup Boot from SAN for diskless servers and workstation • Scalable up to 256 drives • Fast Rebuild Focus only on the parts that have changed Skips any partition of the virtual disk where no write changes have occurred • Green Design Auto disk spin down Advanced cooling mechanism 80 PLUS energy-efficient power supplies
46 Module 2 Product Portfolio and Features DSN-4000 series Hardware specification
DSN-4000 series shares the same 3U-16 bay enclosure, including dual power supplies and cooling FAN module
Model Description DSN-4100 4x GbE host channel DSN-4200 8x GbE host channel DSN-4000 Expansion enclosure for DSN-4100/ 4200 (can’t work independently)
47 Module 2 Product Portfolio and Features DSN-4000 Series Technical Specifications
• System on a chip, SoC implementation: Up to 80,000 IOPS, low power cost (66W) • iSCSI host interface (RJ-45) DSN-4100: Four 1GbE data ports DSN-4200: Eight 1GbE data ports DSN-4000:Expansion enclosure for DSN-4100/ 4200 • Supported RAID levels RAID-0: Stripe (up to 16 members) RAID-1: Mirror (2 members) RAID-5: Parity (up to 17 members) RAID-10: Stripe/Mirror (up to 32 members) JBOD: includes concatenation of multiple physical drives • Support for SATA-II (3-Gbps) or SAS drives (up to 6-Gbps)
48 Module 2 Product Portfolio and Features DSN-4000 Series Technical Specifications
• Expandable to 80 drives for dynamic capacity growth • Storage volume virtualization to maximize utilization of LUN (see detail in backup slides) Up to 1024 volumes, with any combination of RAID types Volumes with different RAID types can co-exist on the same hard drive • Maximum volume size of 32TB Selectable block-size of 512B or 4096B for supporting >2TB volume on Windows XP/ 2000
49 Module 2 Product Portfolio and Features DSN-4000 Series Enclosure
RAID Controller Module
Redundant Power Supplies
Rear View: DSN-4100
RAID Controller Module
Redundant Power Supplies
Rear View: DSN-4200 50 Module 2 Product Portfolio and Features DSN-4000 Series RAID controller module
Management Port iSCSI Data Ports (8 x 1GbE shown) JBOD (SAS RS-232 Serial Expansion Port) Diagnostic Port
Hot-Swappable Hot-Swappable Cooling Fan Cooling Fan
Ejector Lever
Rear View of RAID Controller Module Example: DSN-4200
51 Module 2 Product Portfolio and Features DSN-4000 JBOD
Redundant AC Power JBOD (SAS Cable) Supplies Input Port Management Port JBOD (SAS Cable) Output Port
Hot-Swappable Cooling Fan
Rear View: DSN-4000 JBOD Ejector Lever
DSN-4000 enclosure equips with dual redundant 80 plus power supply. 13% power efficiency improvement against traditional disk array. 52 Module 2 Product Portfolio and Features DSN-4000 Enclosure Expansion Every DSN-4100/ or DSN-4200 can connect up to 80 drives via DSN- 4000 expansion enclosure (Max. 160TB by SATAII, 240TB by Near line SAS HDD) DSN-4100 or DSN-4200 (primary array)
Mini-SAS (SFF-8088) cable
DSN-4000 JBOD #1
DSN-4000 JBOD #2
DSN-4000 JBOD #3
DSN-4000 JBOD #4 53 Module 2 Product Portfolio and Features DSN-4000 Series features (cont'd) Traditional Disk Storage: DSN-4000 Storage Virtualization:
Capacity Utilization Capacity Utilization - Over provisioning @ installation - Less Capacity Requirement @ installation - Excess spaces can’t be shared by other Apps - Disk pool (Free Space) is shared with all Apps - Result in higher capital cost upfront - Only Buy What You Need Today
Performance Performance Imbalanced I/O distribution. Performance is limited by - Increases performance by spreading data among HDD spindles when Apps with fewer capacity greater spindle of drives demand requires high IOPS (such as Database) - Optimized RAID level for each Application
Availability Availability Data rebuild = Re-write entire HDD. The bigger HDD Minimize Rebuild time by Micro Rebuild Technology. the higher probability of Unexpected system Reduce data corruption probability and System downtime occurs during HDD rebuild Downtime.
LUN 0
RAID 5 Disk Group LUN 1 RAID 1 Disk Group
LUN 2 RAID 1+0 Disk Group 54 Module 2 Product Portfolio and Features DSN-6000 vs. DSN-4000
DSN-6210 DSN-6510 Model DSN-4100 DSN-4200 DSN-6220 DSN-6520 Form Factor / 3U / 16 Bays 2U / 12 bays Drive Bay (3.5”) Controller Single Single/Dual Network Interface 4 x GbE 8 x GbE 6 x GbE 2 x 10GbE + 2 x GbE (Per Controller) Drive Interface SAS & SATA II support JBOD Expansion 4 x DSN-4000 5 x DSN-6020 Max. Drives 80 256 (Max. TB) Max. Throughput R: 650 / 1300 MB/s R : 700 / 3200 MB/s 425 MB/s 800 MB/s (MB/s) W: 500 / 1000 W: 850 / 1500 MB/s Power Supply 450W Redundant 400W, 80 Plus Gold RAID level 0/1/5/10 0/ 0+1/ 3/ 5/ 6/ 10/ 30/ 50 /60 and N way Virtualization VMware; Citrix VMware VAAI; Citrix; Hyper-V
55 Module 2 Product Portfolio and Features Types of Network Storage
• SAN (Storage Area Network) • Unified Storage • SMB NAS (Network Attached Storage) • Consumer NAS
56 Module 2 Product Portfolio and Features Unified Storage
• Also known as network unified storage • Refers to a single logical system that is capable of presenting both dedicated LUNs (SAN) as well as folders within a file system (NAS) • Accommodates file-based and block-based access in a single storage platform and supports fibre channel SAN, IP-based SAN (iSCSI), and NAS (network attached storage) • Examples about file-based: Windows Common Internet File System (CIFS) File Services, Network File System (NFS) File Services • Examples about block-based: iSCSI SAN, Fiber Channel (FC) SAN
57 Module 2 Product Portfolio and Features Unified Storage (Cont'd)
When adapting Unified Storage solutions, you shall be analyzing • Any potential conflicts that have to do with data caching methods, memory allocation, or • Any other issue where mixing block-based and file-based storage can tax systems not set up to handle this kind of dynamic use
58 Module 2 Product Portfolio and Features DNS-1560-04 Specifications
• ƒFour SATA II / SATA III HDD or SSD • Maximum storage capacity: 24TB • Multiple RAID types for a wide range of storage options (JBOD, RAID 0, 1, 5, 6,10) • Supports protocols, such as SMB, NFS, AFP, FTP, WebDAV, as well as iSCSI • Supports Snapshot, Replication, and Virtualization
59 Module 2 Product Portfolio and Features Z File System (ZFS) (for DNS-1560-04)
• A 128bit file system which combined file system and logical volume manager • Its features include protection against data corruption, support for high storage capacities, efficient data compression, integration of the concepts of file system and volume management
Repairs wrong data and Detects wrong data Identifies correct data returns correct data
Block pointer checksum validates the entire I/O path and detects silent data corruption such as phantom writes and misdirected Read/Write
Disk block checksum validates only media and detects only bit rot 60 Module 2 Product Portfolio and Features DNS-1100-04 Specifications
• Unified Storage with four 3.5-inch standard SATA drives • Two Gigabit Ethernet ports • Two USB 2.0 ports, connecting ƒUPS, printer, and external storage support • Security Features include ƒƒVLAN Tag Support, ƒƒAES Support • Backup Features Remote backup ƒƒLocal backup ƒƒExternal backup ƒƒPC client to NAS backup ƒƒWeb File Manager ƒƒScheduled downloads from web or FTP sites
61 Module 2 Product Portfolio and Features Types of Network Storage
• SAN (Storage Area Network) • Unified Storage • SMB NAS (Network Attached Storage) • Consumer NAS
62 Module 2 Product Portfolio and Features NAS (Network-Attached Storage)
• Is able to provide data storage and sharing abilities across a network • Provides file-level storage for end users • Small business networks Terabytes of data with multiple RAID configurations Data redundancy and recovery Data mirroring from one drive to another Security protection, such as data encryption and/or user access control • Consumer NAS (home use) Multimedia Video server Photo and music collection
63 Module 2 Product Portfolio and Features NAS in Business Environment
In Business Environment, NAS can be used as • A shared volume for backing up and sharing files across your network • Sharing a printer among your networked PCs, acting as a media streamer • A surveillance system by supporting IP cameras
64 Module 2 Product Portfolio and Features Consumer NAS
There are three computer storage in Consumer segmentation: • Internal A hard drive that hosts your computer's operating systems • External The external drives that connect to a computer via a peripheral port • Network Attached System Communicates with storage space and services with a network switch
65 Module 2 Product Portfolio and Features DNS-320L Specifications
• Home Storage Solution to share, stream, manage and back up digital files • 2x SATA II 3.5 HDD interfaces • Support RAID 0 and RAID 1 • File system EXT3 for internal HDD FAT32, NFTS (read only) for USB external storage • Acts as a Server UPnP Media server (PS3, Xbox, Boxee Box) iTunes server FTP server USB Print server
66 Module 2 Product Portfolio and Features DNS-327L Specifications
• Provides smart library applications to manage files with the built-in applications such as My Music, My Files, My Photos and P2P downloads • My Surveillance allows you to record and manage videos from mydlink cloud cameras • Supports Media Streaming Digital Living Network Alliance (DLNA) Certified media server Music & Photo Center software iTunes media server with AirPlay support Peer to peer download engine
67 Module 2 Product Portfolio and Features DNS-340L Specifications
• 4-Bay Cloud Network Storage • Supports JBOD, RAID 0, 1, 5, 10, 1+0 • Supports iSCSI protocol for data transfer across multiple servers and virtual machines • USB ports can be used to attach A multifunction USB printer, or An Uninterruptible Power Supply (UPS), or An external USB storage drive
68 Module 2 Product Portfolio and Features System Service Management
• Displays all system services for monitor and manage the system • Displays Network Services and Application status. Also able to Enable/Disable services
69 Module 2 Product Portfolio and Features Syslog Server
• Syslog Server which allows other network devices to send event messages to its logging server • Key features including Email Notification by Severity Level Multiple Archive Log Setting Syslog Viewer (filter by date, Severity, Host, Facility, Application, Keyword) Export syslog data to *.csv file
70 Module 2 Product Portfolio and Features D-Link Vault
• Provides simple and secure cloud backup for your NAS device • It is powered by ElephantDrive, an online backup service that supports Windows, Mac, and Android App • ElephantDrive provides more advanced features like mapped drive, file sharing, external drive support, drag and drop backup functionality, and saves older versions of modified files • An easy way to create automated remote backups of shares or other folders to a secure cloud directly from D-Link NAS • Files can be accessed and backups managed from anywhere with internet connection
71 Module 2 Product Portfolio and Features NAS Built-in Applications
• My Files (Web File Server) • My Photos (Photo Center) • My Music (Music Center) • My Surveillance (Surveillance Center)
72 Module 2 Product Portfolio and Features NAS Built-in Applications(Cont'd)
• My Files (Web File Server) Access, and Manage (Copy, Move, Delete, Rename, zip/unzip) Files through Web Browser Share Files to Social Network (Facebook, Picasa, Flickr) Open Files on Web Browser or from PC’s DefaultProgram Shows File Properties • My Photos (Photo Center) • My Music (Music Center) • My Surveillance (Surveillance Center)
73 Module 2 Product Portfolio and Features NAS Built-in Applications(Cont'd)
• My Files (Web File Server) • My Photos (Photo Center) An easy way to create albums and manage photos, and share through social networks Generates Photo Library, and Sort by All Photos, and by Timeline Share Photos to Social Networks (Facebook, Picasa, Flickr) Shows and Adds GPS information of Photos Views Photos through Cooliris Slideshows Supports AirPlay • My Music (Music Center) • My Surveillance (Surveillance Center)
74 Module 2 Product Portfolio and Features NAS Built-in Applications (Cont'd)
• My Files (Web File Server) • My Photos (Photo Center) • My Music (Music Center) Acts ShareCenter NAS as a music server Generates Music Library, and Sort by All Tracks, Albums, Artists, and Genres Supports Playlist Integrates Music Player Supports AirPlay • My Surveillance (Surveillance Center)
75 Module 2 Product Portfolio and Features NAS Built-in Applications(Cont'd)
• My Files (Web File Server) • My Photos (Photo Center) • My Music (Music Center) • My Surveillance (Surveillance Center) Camera Auto Installation 4-Channel Motion JPEG, MPEG4 or H.264 Recording Audio & Video recording in Synchronization Recording Type : Record by Schedule, Manual Record Auto Recycling Recording 4-channel Live Video 4-channel Synchronous Playback E-map Support Backup Recorded Video
76 Module 2 Product Portfolio and Features NAS Built-in Applications(Cont'd)
• My Files (Web File Server) • My Photos (Photo Center) • My Music (Music Center) • My Surveillance (Surveillance Center), supporting DCS-930, DCS-930L, DCS-931L, DCS-932, DCS-932L, DCS-933L, DCS-942L DCS-1100, DCS-1100L, DCS-1130, DCS-1130L DCS-2103, DCS-2130, DCS-2132L, DCS-2210, DCS-2230, DCS- 2310L, DCS-2332L DCS-5010L, DCS-5020L, DCS-5211L, DCS-5222L, DCS-5230, DCS- 5230L DCS-6010L, DCS-6045L DCS-7010L
77 Module 2 Product Portfolio and Features Power Management Features
• Power management to conserve energy and extend hard drive life • ƒƒScheduled power on/off • ƒƒPower saving by cable length • ƒƒPower saving by link status • ƒƒHard disk hibernation • ƒƒSmart Fan
78 Module 3 Product Portfolio and Features mydlink Portal
• mydlink Portal redesign (portal v2.6.4) for ShareCenter Cloud NAS series, providing an easy way to manage and access your NAS files and applications easily • New designs: New Tab : Applications : Connects to NAS applications for the access of the Files, Photo, Music, Surveillance, and P2P downloads New Tab : System Status > Monitor system status and system resource
79 Module 3 Product Portfolio and Features mydlink Access-NAS App
• Free mydlink Access-NAS app for iPhone and iPad, or Android smartphone and tablet, to set up personal cloud and access files from any remote locations • The latest iOS app (v1.3.0) supports iOS 7 and come with iOS 7 style UI
80 Module 3 Talking To Your Customers Module 3: Talking To Your Customers Module 3 Outline
• Understanding Customer Needs • Qualify a Sales Lead • Company Solution Strategy • Competitive Points
81 Module 3 Understanding Customer Needs Target Customers
• Small to medium businesses • Educational institutions and enterprises in the following Higher education vertical markets: K-12 Entertainment & Post-Production Financial Services • Government agencies Healthcare & Medical Imaging Federal State Legal Local Manufacturing Telecommunications Construction Retail & Hospitality
82 Module 3 Understanding Customer Needs Know Your Customer
Learn about the industry trends and acquire some familiarity with industry terminology.
• The business or industry the organization is involved in — and the clients or customers it serves
• Strategic jobs in the organization
• Functions or departments within the organization
• Customer and client satisfaction and retention goals
• The industry, state and federal regulations it must comply with 83 Module 3 Understanding Customer Needs Target Customer Profile
DAS NAS SAN (SMB NAS)
Company Small & Medium Business / 1. 1 to 200 employees 1. 100 to 1000 employees Profile enterprise 2. Limited IT & storage 2. Experienced IT staffs expertise staffs 3. Plenty IT budget Pros & Cons Pros: Pros: Pros: Simple deployment 1. Easy & central data 1. High bandwidth Cons: management 2. Central data management 1. Single point of 2. Low deployment cost 3. High storage utilization management without 3. Embedded data efficiency central management management feature sets Cons: capability Cons: 1. Professional IT staffs are 2. Low storage utilization 1. Limited bandwidth required efficiency 2. High deployment cost Applications 1. Primary storage 1. File sharing 1. Database 2. Database 2. Backup & Recovery 2. File sharing 3. File sharing 3. Messaging 4. Messaging 4. Data mining 5. Data mining 5. Backup & Recovery Capacity Fixed capacity per array Scalable Scalable Storage 1. Server storage 1. Data centralization 1. Disaster Recovery solutions expansion 2. Data achieve 2. Replication 3. Storage consolidation 84 Module 3 Understanding Customer Needs Know the Issues Your Customers Face
• Tough economic times are forcing customers to seek cost-effective solutions that can stay in production for an extended lifecycle. • Outdated storage methods are not keeping up with the explosion of high-capacity data, voice, video and multimedia flies. • Departments must cut costs, yet customers and constituents expect services to continually improve. • Globalization requires unlimited information access across departments, facilities, and regions.
85 Module 3 Understanding Customer Needs Market Trend – Driving Force
• The need of multiple computing devices share common storage, content access, and media sharing will become a key component that drives consumer value which will pushing the consumer NAS product shipment. • The need of for terabytes (TBs) of storage in the home is driven by the desire of consumers to store and distribute audio and video content. • The NAS market opportunity will continue to be driven by consumers that use a number of portable CE and computing devices in the home and demand remote access to their content. • Cloud services, as opposed to RAID, are being positioned as complementary online backup solution that also provide a better alternative for remote access.
86 Module 3 Understanding Customer Needs User Requirements
• Small and medium businesses face an ever-increasing need for data consolidation and sharing • Multiple protocols support including SMB, NFS, AFP, FTP, WebDAV as well as iSCSI • Managing and securing important files • High data throughput
87 Module 3 Understanding Customer Needs Business Drivers behind SAN Implementation
• The ability to pool disk storage resources and the sharing of storage at the block level instead of file or directory level • Server virtualization has created another demands on storage capacity • The remote branch NT file servers would be replicated over the WAN back to hub site filer locations
88 Module 3 Understanding Customer Needs Major trends in SMB NAS markets
SMB NAS • NAS appliances allow access to the stored data from any location, which is a major advantage for the end-users • The increasing adoption of video surveillance services by the end- users • An increasing demand on data loss prevention can be satisfied by NAS’s automatic data backup and data-recovery options • Multimedia content store to allow your DLNA and UPnP supported customers to stream that data • Run as email or lightweight database servers
89 Module 3 Understanding Customer Needs NAS in Small and Medium Enterprises
• SMEs (small and medium enterprises) are challenged with Setting up a robust IT infrastructure Supports and protects a company’s data With limited budgets • Factors to consider when implementing NAS The number of drives in the application The reliability of the drive relative to the anticipated workload, and The available security features
90 Module 3 Understanding Customer Needs Major trends in Consumer NAS markets
Consumer NAS • Fulfills all data backup and sharing needs • The capability to manage digital entertainment and digital content collections • Designates a folder to automatically upload pictures you place into it to websites such as Facebook or videos to YouTube
91 Module 3 Qualify a Sales Lead Ways to keep ahead of the competition
• Know the competition, you shall find out Who your competitors are What they are offering, and What their unique selling point is • Know your customers’ most concern Device’s brand Total cost of this solutions More flexible service The latest products and functionalities available in the market
92 Module 3 Qualify a Sales Lead Ways to keep ahead of the competition (cont'd)
• Marketing campaigns: timely update your images and make sure your customers know Who you are What solution you can offer What services you are going to provide, and Why they should buy from you • Target new markets (customers) by Seeking references from your exisitng customers Exposing yourself to the new industry Obtaining opportunities in emergent market Total cost of this solutions
93 Module 3 Qualify a Sales Lead Qualify a Sales Lead
Ways to make sure you're talking with a real customer by asking • Who are the key users of this storage solution and their expectations? • What challenges are you encountered with that your present solution? • What are the relevant issues regarding data backup? • What remedial actions would be taken, if this solution is not adapted?
94 Module 3 Qualify a Sales Lead Qualify a Sales Lead (Cont'd)
Ways to make sure you're talking with a real customer by asking • When would be the planned last date to implement this solution? • What is the budget resource of this purchase? • What is the timeframe to conduct Proof of Concept (PoC) testing? • What is the company general practice to purchase Information Technology Solutions? • Whom are the ones involved in this decision making process?
95 Module 3 Qualify a Sales Lead Initial Discussion Openers Are any of these unmet needs? • What is your IT-based architecture (SAN or NAS)? • What is your current storage capacity? • What is expected growth of your storage environment in the next 6-12 months? • What is the business application storage requirements? • Are you installing or planning a SAN for your physical or virtual server projects?
96 Module 3 Qualify a Sales Lead Initial Discussion Openers Are any of these unmet needs? • What is your Business Continuity strategy for your information systems? • What applications and servers you would like to protect to avoid storage related outages? • Are budgets preventing you from upgrading or expanding your storage capacity?
97 Module 3 Qualify a Sales Lead Prospecting Questions for Business Applications •Do you need a high-performance solution to support any of the following applications? •Transactional database applications •E-mail hosting or archival •Audio or video post-production •IP Video surveillance •Disk backup and restore •Disaster recovery and business continuation
98 Module 3 Qualify a Sales Lead Deploy and Optimize a Storage Network
Before deploying and optimizing a storage network, the following questions should be addressed with your customer • Determining business drivers • Network topology to select • Advanced switch configuration • Sizing SAN requirements • Planning for service levels and backup, and • Developing standard naming and operating procedures
99 Module 3 Qualify a Sales Lead Prospecting Questions for Business Applications
• Do you need to consolidate files throughout the local network or across the Internet? • What operating systems need to be supported? • Does capacity need to be expandable, how far? Is fault-tolerant storage needed? • Do your workstations need to boot from the network and access additional storage? • Do you need to implement a backup strategy that can support quick and reliable data restores? 100 Module 3 Qualify a Sales Lead
Prospecting Questions for Server Virtualization Having a networked storage platform in place is critical to supporting a virtualized server environment. Ask these questions when interviewing a prospect about their storage needs: • Do you need to consolidate the data currently distributed across multiple servers? • Are you considering migrating to a virtual operating environment? • Do you run more than one serious Which virtualization platforms are business application on separate you considering? servers? What applications? • Are you concerned about the • Does your organization plan to costs of networked storage virtualize server applications? quoted to you by other SAN vendors to support your virtualized environment? 101 Module 3 Qualify a Sales Lead Common Challenges in SAN Deployment
The following is a list of questions customers would discuss with you: • The proliferation of virtual machines since numerous virtual servers on one physical machine • SAN performance tuning include Specific VM storage demands Configuration of inter-switch links Network bandwidth and traffic flow Throughput bottlenecks and workload of storage application performance Host Bus Adapter (HBA) queue depths
102 Module 3 Qualify a Sales Lead Common Challenges to NAS acquisition
Your customer would be interested in learning how to • Spend less time managing data and more time building customer’s business architecture • Efficiently utilize NAS capacity resources and • Optimize your disk space with D-Link integrated features, including: Data reduplication Thin provisioning Snapshots
103 Module 3 Qualify a Sales Lead Ways to Convince Customers
D-Link’s products offer • More Cache Memory as standard than hardware option to purchase • More Giga Ethernet ports offered than the competitors’ models • More Snapshots capabilities and features comparing to other vendors Read only and Writable snapshots being offered by D-Link solutions • Replication as a standard service Some competitors does not offer this function Some competitors offer it with additional license fees
104 Module 3 Company Solution Strategy D-Link SME iSCSI SAN Strategy
D-Link’s solutions provide • Hot swappable design & Fully redundant Single or Dual RAID controllers (DSN-6000 series) Hot Swappable Power supplies and Fan modules Battery backup modules • Two variants: 1GbE or 10GbE (DSN-6000 series) iSCSI ports per controller Load balancing & failover • Advanced data protection: Redundant RAID controller (DSN-6000 series) MPIO
105 Module 3 Company Solution Strategy D-Link SME iSCSI SAN Strategy (Cont'd)
D-Link’s solutions provide • Flexible volume management for multiple applications & environments Server Virtualization (VMWare, Hyper-V, Citrix) ISP Storage Database E-Mail IP Surveillance File backup Boot from SAN for diskless servers and workstation • Scalable up to 256 drives (DSN-6000 series ) or 80 drives (DSN- 4000 series)
106 Module 3 Company Solution Strategy Potential Customer For DSN-6000
• The DNS-6000 family is the ideal storage solution for business critical applications for the SMB/SME: Server & Storage virtualization Database (i.e. SQL) E-mail/exchange Back-up • The D-Link DNS-6000 family highlights: Flexibility: Single and Dual redundant controller options Scalable: up to 256 drives Competitive pricing
107 Module 3 Company Solution Strategy D-Link SMB NAS Strategy
• Providing full line of SMB NAS products Target market is “Low-End NAS” market segment, specially, focus on “Less Than US$ 5,000” market Tower 4 drives & 5 drives are developed for SOHO market, 1U- rackmount for SMB NAS market • Unified Storage architecture Unified Storage is NAS embedded iSCSI protocol, unified storage is not only for file sharing but also storage devices for application servers • High Performance High performance SMB NAS is able to handle heavy business production tasks • Full business NAS feature sets & complete backup solutions
108 Module 3 Company Solution Strategy D-Link Consumer NAS Strategy
• Complete Backup Solutions Including PC Backups, Local/Remote/Cloud/USB Backups • Rich Add-on applications Customized add-on for special support Offer Add-on SDK Support add-on applications, including Surveillance Center, Personal Cloud Services, P2P download engine, public cloud backups, etc. • Media application support Build in media servers (UPnP AV Server, iTunes server) Build in media applications (My Photo, My Music) • Remote Access Support through mydlink technology Remote access through Mobile App Remote access through web browser
109 Module 3 Competitive Points Green Design
• Fully redundant & hot swappable design Single or Dual RAID controllers, Hot Swappable Power supplies Replaceable Fan modules, Battery backup modules
• Advanced data protection: Writable snapshot Microsoft Windows Volume Shadow Copy Services (VSS) Configurable N-way mirror Online disk roaming Instant volume configuration restoration Battery backup module (BBM)
110 Module 3 Competitive Points D-Link GreenTM Energy-saving Enterprise SAN
80 PLUS is an initiative to promote energy efficiency in computer power supply units (PSU). It certifies products that have more than 80% energy efficiency at various rated of load.
111 Module 3 Competitive Points
Case Study: ABC Public School District
Project Requirement Customer requirements: Protect its new investment, as well • easy to estimate the amount of as provide a secure learning storage capacity environment • Flexible server and storage system Solution Summary • High reliability with RAID support • DSN-4200 - iSCSI SAN for Video storage and archival • Support for different disk drives • DCS-6511 - HD Day/Night Fixed • Volume virtualization at “the Dome (Vandal Proof) right price” • DCS-7110 - HD Day/Night Camera
112 Module 3 Competitive Points
Case Study: XYZ Independent School District
Project Requirement Customer requirements: provide a secure learning • High performance iSCSI SAN environment for all of its students interface and staff • Enable longer archival storage Solution Summary • Deliver sufficient video detail • DSN-4100 - iSCSI SAN for for subsequent review as Video storage and archival needed • DCS-6111 - Day/Night Network • Easy scalability for future Camera with WDR sensor expansion • Delivered a turn-key solution • Support for different disk drives that included a ‘4S’ solution of Surveillance, Switches, Storage & Software
113 Module 3 Competitive Points Business Solution: One-Stop Solution Full range of hardware Customer Investment Protection and software: Switch, WLAN, Channel Partnerships Security, Surveillance and Scalability: 4S is suitable for Storage small-scale to large-scale Technology integration: deployment; technologies are 100% Channel business, with ASV, Surveillance Storage, extendable and integrate with Channel’s customer 4S Management each other without redundant relationships and services Strongest global presence devices or re-investment 4S integrated solution reduces and local service Accountability: A single vendor Channel’s SI work Globally-branded handles all support Extensive training helps certification training system Channels to understand and upsell related products 4S offerings allow Channels greater potential for new opportunities
114 Module 3 Competitive Points Benefits in using D-Link products
• Breadth of options from Unified Network Storage to high performance iSCSI SAN Arrays gives you the flexibility to choose the right solution for your specific needs • Innovation architecture, design and business models ensure you get a long-term solution and lower total cost of ownership (TCO) • Scalability within product categories and across storage types makes it easy to manage and centralise business data and mitigate risk • Price model that lowers your initial investment as well as your TCO
115 Module 3 Competitive Points D-Link Long Term Commitments
Corporate Social
Responsibility
• Ongoing Eco-friendly Enhancements • Rigid Adherence to
OECD Guidelines
Building Network
for People
• Affordability Be the World’s • Ease of Connectivity • Human Touch Leading Networking Company • Innovation • Global/Local Approach
• Individualized Service 116 Module 3 Competitive Points Quality + Innovation for Low TCO
High Quality • Proven Reliability • Scalable Performance • Award Winning
Unified Low TCO • Unified Management • Practical Innovation • Unified Switching • Ease of Management • End-to-end Security • Self Healing • Better Economic Model
117 Copyright © 2012 D-Link Corporation. All Rights Reserved. D-Link, D-Link logo, D-Link sub brand logos, D-Link Certification Logos and D-Link product trademarks are trademarks or registered trademarks of D-Link Corporation and its subsidiaries. All other trademarks are trademarks of their respective manufacturers and owners.
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