思科数据中心大讲堂ucs第三篇ucscompetition.pptx

UCS Competitive Session:Selling against the competition in the fieldSession ObjectivesUnderstand the challenges that customers face with our competitors’ blade server solutionsBecome more familiar with how and what our competition sells (primarily HP)Be able to articulate our differentiated business architectural valuePointers to information internally to help you compete The case for Rack mounts vs BladesRack mount customers:Very cost consciousArent concerned with densityPerhaps havent realized PC issuesUtilize more CPU, Hard Drives, I/O cards and\or memoryHave political issues internallyMay not understand value of consolidation benefits of blades Blade customers:Typically understand consolidation and management benefitsUsually more focused on technological benefits than costWork better with their respective IT silos teamsHave more often than not virtualized, and potentially hardware virtualizationWhat your server customer needs:Low –risk platform using standards based componentsSupportabilityHardware componentsCore Operating SystemCore ApplicationsCompleter applicationsCertification with third party ecosystem (HCLs)Proven performance More green And all for less $ Server customer hot buttonsNeed to implement servers quicklyProtecting against failure scenariosManaging the platformHow do I know something is wrong? How do I recover at failure?Managing the ecosystem inside and around the server platformDid I mention Management?Overall Competitive Landscape in x86 marketHP is leading the way by far.IBM lagging and has lagged from revenue and technology perspective.Dell coming up a little stronger as a lower priced HP option but very much a cost play.Sun\Fujitsu are niche server vendors but are out there.Q3 2009 IDC #’s Blade serversHP led the market with 52.9% revenue share IBM held second place with 27.2% revenue share Dell maintained the third position with 9.1% revenue share.HP Product Mix and Business OverviewThis is the market UCS plays in ! Enterprise Server S