Competitive battlecard CONFIDENTIAL | AUTHORIZED HPE CHANNEL PARTNER USE ONLY HPE GREENLAKE FOR STORAGE VS. COMPETITORS CONTENTS Highlight HPE’s advantages over the competitors................................................................................................................................................................2 Leverage the detailed positioning to avoid traps and emphasize our strengths………………………………………………………………...3 The value and benefits of HPE GreenLake for Storage over competitors………………………………………………………….4 Where to go for more information………………………………………………………………………………………………………………………………………………………………..4 Competitive battlecard Page 2 CONFIDENTIAL | AUTHORIZED HPE CHANNEL PARTNER USE ONLY 1 HIGHLIGHT HPE’s ADVANTAGES OVER THE COMPETITORS Customer Benefit HPE GreenLake AWS Microsoft Azure GCP Dell Apex Pure-as-a-Service NetApp Keystone Connection to public cloud not required (Multitenancy isn't supported for disconnected deployments) Support both modern and traditional workloads (Little experience supporting traditional production workloads in a customer environment) Easily move to different solutions and avoid egress charges Advanced analytics and monitoring of entire hybrid cloud environment with single solution Service modelling tools to optimize mix of public, private and hybrid cloud End to end as-a- service offering from a single vendor Workloads as-as- Service (HPC, MLOps, Splunk, SAP HANA etc) Short initial commitment (Storage price based on effective (Requires commitment but cost (AWS Outposts requires 3 year capacity written. Requires (Subject to higher costs) (Subject to higher costs) effective) commitment) expensive 3 year Evergreen Gold subscription.) - Supported - Not supported - Supported with limitations Competitive battlecard Page 3 CONFIDENTIAL | AUTHORIZED HPE CHANNEL PARTNER USE ONLY 2 LEVERAGE THE DETAILED POSITIONING TO AVOID TRAPS AND EMPHASIZE OUR STRENGTHS Customer Benefit HPE GreenLake AWS Microsoft Azure GCP Dell Apex Pure-as-a-Service NetApp Keystone Connection to public ✓ Gives the cloud experience Requires the on-premise ✓ Can run on-premises, Requires periodic GCP cloud ✓ Can operate completely on- ✓ Can operate completely on- ✓ Can operate completely on- cloud not required without requiring a tethered infrastructure to be tethered to disconnected from the public connection. premises without connection premises without connection premises without connection connection to the public cloud. AWS cloud. cloud. Can not support dark sites or to cloud. to cloud. to cloud. ✓ Meets data sovereignty and Can not support dark sites or Multitenancy isn't supported autonomous operation. compliance requirements. autonomous operation. for disconnected deployments. Support both modern ✓ Decades of experience in ✓ Public cloud vendors can run their own data centers in a highly orchestrated manner for modern ✓ On-premise expertise. ✓ On-premise expertise. ✓ On-premise expertise. and traditional delivering traditional on-prem workloads. Immature modern service ✓ Portworx by Pure Storage Developing modern service workloads workloads. They have little experience supporting traditional production workloads in a customer environment. experience. offers modern application experience but lacks compute. ✓ Modern as-a-Service experience experience. for on-premises workloads. Easily move to ✓ Easily move data to meet Customers often incur exorbitant, and sometimes unexpected, egress charges. ✓ Dell technologies Cloud ✓ On-premises storage does not ✓ On-premises storage does not different solutions workload requirements. Switching to another cloud provider for compute resources requires the moving of data which is subject Storage for Multi-Cloud can incur egress charges and can incur egress charges and can and avoid egress ✓ No costs to snapshot or copy to high egress charges. avoid egress costs when be migrated cost effectively. be migrated cost effectively. charges data back on-premises. Not easy to move data because egress charges make it very expensive to migrate data out of public switching between compute Migrating data between Pure Cloud Volumes ONTAP can ✓ Easily switch between compute cloud upon termination of service, resulting in lock-in or loss of data. from AWS, Azure, GCP or on- Cloud Block Store and on- incur high egress charges when from AWS, Azure, GCP or on- premises. premises or between AWS and migrated to other cloud premises without egress costs. Only available through Faction, Azure incurs egress charges. providers or on-premises. a 3rd party service provider. Advanced analytics ✓ Advanced monitoring and Limited to AWS environment. ✓ Strong ability to monitor VMs Limited even within GCP. CloudIQ was developed for ✓ Can monitor on-prem storage ✓ Active IQ can monitors both and monitoring of seamless mobility of data on- and containers. No ability to monitor hybrid IT storage and has very limited and Pure Cloud Block Store in on-premises and cloud storage. entire hybrid cloud prem, public cloud and edge. Requires different solutions for environment. ability to monitor servers or AWS or Azure. Only storage, no capability to environment with ✓ Automatically provision correct different products. HCI Only storage, no capability to monitor compute or HCI. single solution SLA It has very limited hybrid cloud monitor compute or HCI. ✓ Consolidated view for all reporting abilities. information. Service modelling ✓ Strong service modelling Limited to suggesting the best ✓ Strong cost management Lacks service modelling Lacks service modelling Lacks service modelling Lacks service modelling tools to optimize mix capabilities with Right Mix AWS instance for an capabilities. Shows usage capabilities. capabilities. capabilities. capabilities. of public, private and Advisor. application. based costs of Azure and third- hybrid cloud ✓ Optimally provision storage on- party offerings. prem, or in cloud to align with workload requirements. End to end as-a- ✓ Comprehensive offering for ✓ Can offer both cloud and on- No, requires all 3rd party No ✓ Most extensive portfolio, after Storage only vendor. Storage only vendor. service offering from compute, storage, networking, premises infrastructure as-a- hardware on-premises. HPE. Must partner with other Must partner with other a single vendor and even 3rd party software. Service through Outposts. Lacks network as a service vendors to sell and support vendors to sell and support ✓ Purchase your entire hybrid IT capabilities. complete hybrid IT solution. complete hybrid IT solution. infrastructure as-a-service on a Storage-as-a-Service comes single monthly bill. from 3rd party. Workloads as-as- ✓ Provides a range of workloads ✓ Provides a range of workloads ✓ Provides a range of workloads ✓ Provides a range of workloads Doesn't provide now, but is on Limited to storage. Limited to storage. Service as a service such as HPC, as a service. Strong in Web as a service. Strong in Data as a service. Strong in AI and the roadmap. MLOps, Splunk, SAP HANA, etc. Application, Mass Storage, Analytics, AI, media streaming, Data Analytics. Media Streaming, HPC, Edge, Edge, and IoT. and IoT. Short initial Offers 3, 4 or 5 year term, with ✓ Can start and stop services as desired without specific commitment. Subject to higher costs. ✓ Generally flexible when it ✓ Can start with commitment of ✓ Can start with commitment of commitment a minimum reserve capacity ✓ Unlimited ability to flex capacity up or down. comes to commitment term only 12 months. only 12 months. commitment typically 80%. AWS Outposts for on-premises requires a 3 year term commitment. with option for 1 year Requires expensive 3 year - Good - Bad ✓ Price advantages. commitment. Evergreen Gold subscription. Competitive battlecard Page 4 CONFIDENTIAL | AUTHORIZED HPE CHANNEL PARTNER USE ONLY 3 THE VALUE AND BENEFITS OF HPE GREENLAKE FOR STORAGE OVER COMPETITORS Connection to public cloud not required • Some public cloud providers require a tether to their public cloud datacenters even if the cloud service is on premises. This is the public cloud vendor’s version of lock-in, potentially limiting the customer’s ability to manage and optimize usage and costs across their hybrid environment. • HPE GreenLake is a true distributed cloud service that enables the workload requirements (data gravity, application latency, etc.) to determine the best location for the cloud experience without a connection to a centralized cloud. Support both modern and traditional workloads • Regardless of their cloud strategy, customers still need to support existing workloads and applications. Providers need to un derstand the challenges of modernizing and managing complex IT environments to support new modern applications, alongside traditional workloads. • HPE has Decades of experience in delivering on-premises mission critical apps and advisory services. • HPE GreenLake brings the modern cloud experience to your applications, data, and workloads in your locations with self-serve, pay-per-use, scale up and down, and managed for you as a service by HPE. Easily move to different solutions and avoid egress charges • Customers want the flexibility select different providers to meet their unique workload requirements. Cloud providers make th is difficult by charging high egress charges to move data away from their environments. • HPE GreenLake does not charge egress charges, which reduces data gravity, and gives customers the flexibility