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, Enterprise Market, #1 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