Cisco Data Center Network Sales SolutionsDavid Hettrick

Cisco Technology Solutions Engineer

Agenda

• Understanding Data Center Concepts• Data Center Challenges• Understanding and Selling Storage Network

Solutions• Understanding and Selling Application Network

Solutions• Understanding and Selling Unified Computing

System (UCS)• Data Center 3.0

Cisco Advanced Data Center Networking Sales

• Exam number is 646-985• Course Name is Selling Cisco Data Center Networking

Solutions• You must take the exam at a certified testing center (by

yourself and leave your cell phone in the car)– http://www.pearsonvue.com/

• There are approximately 45 - 55 questions with a 60 minute time limit.

• Passing score of 790 ( yes you will pass!!)• For online version on Partner Education Center

– www.cisco.com/go/pec

What is IT and Data Ownership?

• Streamlines business processes• Improves productivity and efficiency• Supports changing business solution requirements• Protects business information assets

Data :• is owned by the organization,• is managed by the Data Center,• and decisions must include the business unit the

data primarily serves.

Domains of IT

Aligning internal resources and skills to external opportunities and risks

Groups that define workgroups, processes, standards, and policies

An undertaking with defined starting point and objectives which completion is identified

A specific order of work activities or the task of transforming input into output

Information Systems are applications that directly or indirectly define business processes

Facilities and permanent components, such as hardware, operating systems, and local and network services.

Resources and Processes

Business processes and information resources are the core of the data center. They drive the technologies, the policies, and the evolution of the data center.

“Information is what you want; data is what you get.”

Business Process

IT

The IT-Business Gap

Business Needs:• A flexible business model• To respond quickly to

change• To be reliable and

available

IT Today:• Has complex,

heterogeneous systems• Has an inflexible

technology model• Has poor utilization of IT

assets

The Hard Facts on asset utilization•Mainframes: idle ~40% of the time•Unix servers: idle ~90% of the time

•Most PCs: idle ~95% of the time•Data growing at 30 to 50% per year

•Storage utilization 30 to 50%

What is a Data Center?

• The data center plays a mission-critical role in the management of the core business

• A data center is a protected environment that houses a collection of key IT assets that are critical to the operation of the company

• It houses, manages, and facilitates the gathering, processing, and distribution of corporate information

Data Center Functions

• Supporting enterprise applications• Reducing operational overhead• Providing a politically neutral infrastructure• Defining technology standards

Data Center Resources

All of these resources revolve around the definition, management, and maintenance of business processes and information resources

Cross-functional Relationships

Groups in the Data Center

World of the Data Center

Roles in the Data Center

Business Drivers

DC Manager Responsibilities

• Where everything is and who owns it• How to manage the infrastructure and reduce costs• How to manage and control the many owners across the

organization• The effects on the cost of running the business• Funding• Maximizing the utilization of existing resources• How to enforce the rules and limit storage

Now you know who to talk to about that 100mb worth of email space!!

The Data Center Manager

Responsibilities• Efficiency• Resilience• Agility• Implementation Planning• Skill sets/Training• User Satisfaction• Speed of change

Pain Points• Risk•Risk Mitigation•Downtime•Resource Shortages•Disruptive upgrades•Failures•Backups•Project Justification•Vendor Pressure

Compelling Events•Acquisition•Contract Expiration•New applications•Corporate Moves•Opening/Closing DCs or offices•Disaster planning•Security failures

Business Drivers•Processes•Procedures•Technology•Other influences

Compliance Requirements

Compliance Requirements• Industry Sector

– All – SOX– Financial – Basel II– Healthcare – HIPAA

• Jurisdiction– USA– Europe– Australia

The Common Regulatory Framework

• Data protection and security

• Data privacy• Data retention /

deletion / audit trails

Ex. of Regulatory Mandate

At least 200 miles between DCs and on separate power grids

The SEC mandates that financial institutions recover operations on the

same day a disruption occurs

CapEx and OpEx

Power and cooling costs are one of the key contributors to OpEx

Impact on the Data Center

• Power– One of the most overlooked considerations– Considerations should include distributed power grids, multiple

outlets of various amperage, battery backup, and generator backup

• HVAC (Heating, Ventilation, and Air Conditioning)– BTU and heat dissipation need to be a consideration– Proper spacing of the equipment to allow for adequate airflow– Cooling, heating, filtration, and humidity requirements

• Fire suppression– Regulatory compliance– FM200 is the most commonly used waterless agent

Cost Management

• Costs in a Data Center can come from:– Siloing application resources

• Compute, storage and network resources are tied up and unavailable

• Poor utilization of existing resources drives up capital costs• Applications are often over-provisioned in an attempt to

anticipate growth and postpone the need to add capacity later

– Difficulty reallocating resources• De-allocation, which is as complex and costly as allocating new

resources• It is often less expensive to purchase new resources when

operational costs and delays are factored in

Who makes decisions?

• CFO• CIO• VP of Sales• VP of Marketing• Facilities

• CEO• CTO• CISO• Legal Department• Employees

Decisions that affect the data center can involve almost every aspect of the corporation.

Know your Decision Makers

Check Customer DBCheck Customer DB

Premium Customer?Premium Customer?

Enter OrderEnter Order

Check Account BalanceCheck Account Balance

Check CreditCheck Credit

Credit Override RequiredCredit Override Required

Check InventoryCheck Inventory

Check AvailabilityCheck Availability

Update InventoryUpdate Inventory

Initiate BillingInitiate Billing

Update RecordsUpdate Records

Check Credit HistoryCheck Credit History

RemoteUsersRemoteUsers

CustomerCustomer

ProcessProcessOrderOrder

ProcessProcessOrderOrder

CheckCheckCreditCreditCheckCheckCreditCredit

ShipShipOrderOrderShipShip

OrderOrderBillBill

CustomerCustomerBillBill

CustomerCustomer

Business ProcessBusiness Process

Today’s Business Processes Are Complex

UpdateUpdateCust SvceCust Svce

UpdateUpdateCust SvceCust Svce

DATA CENTERDATA CENTERBRANCH / WANBRANCH / WAN

EXTENDEDENTERPRISEEXTENDED

ENTERPRISE

Customer Hits “Buy”Customer Hits “Buy”

Trading Partners

EDIEDI

ebXMLebXML

SOAPSOAP

Notify Sales RepNotify Sales Rep

Update Call CenterUpdate Call Center

Update ContractsUpdate Contracts

Credit ApprovedCredit Approved

Warehouse Warehouse Pack & Ship OrderPack & Ship Order

Deliver OrderDeliver Order

Confirm ShipmentConfirm Shipment

Billing NotificationBilling Notification

Update Call CenterUpdate Call Center

Order CompleteOrder Complete

LogisticsLogistics

CreditCredit

ERPERP

SCMSCM

CRMCRM

Cust MasterCust Master

AcctsAccts

PurchasingPurchasing

Procure MaterialProcure Material

WANWAN

IntranetIntranet

ExtranetExtranet

Information Lifecycle Management – ILM

• Keep the data accessible to those that have rights• Determine the availability and accessibility

– User requirements– Strategic value vs. local value– High availability, disaster recovery and backup– Regulatory requirements – Basel II, SOX, HIPAA, etc…

• Determine the best software, hardware and storage• Address three storage resource management problem

– Ineffective storage utilization– High cost of storage management– Complexity of storage growth

Challenges with managing information

• How to classify data?– Data classification is core to effective data management– There is currently on universal way to classify data– Storage Networking Industry Association (SNIA) and

Data Management Forum (DMF) are leading the way

• How to apply policies?– Processes and technology must work in harmony

• How to change policies as requirements evolve?– The DC must be agile enough to adapt to change

ILM is not a technology!

Identifying the Complexity

• Application Silos– Disparate systems being used– Operation costs are higher

• Complex, heterogeneous infrastructure– Decreases management efficiency– Increase Operating Expense ( OpEx)

• New Developments– New applications being introduced– New Technology that is being looked at to benefit the business

• Volume and value of data• Network and server virtualization

Other considerations

• Location, location, location– Centralized vs. decentralized design– Weather and environmental factors– Physical sizing of the data center– Weight of the equipment in the data center

• Security– Is the data center planned as a showcase for the business– Out of sight, out of mind– Only privileged access should be granted

Storage Networks

–Understanding SAN technologies

–Cisco products for the SAN

–Selling the SAN

Some of the Challenges

• Standalone servers• Scalability• Deployment time• Inefficient use of resources• Manageability• Availability• Environmental logistics• Facilities

Legacy Storage

• Disk– Non-volatile data storage that uses a magnetic surface and has heads read/write

data in blocks

• Tape – Magnetic tape medium that writes a sequential string of data that is accessed in

the same manner – ideal for backup purposes where read time is not important

• RAID – Redundant Array of Independent Disks– Method to add high availability by writing information across multiple disks but

retain a logical unit as one disk

• SCSI – Small Computer System Interface– Commonly used interface to transfer data from a server to a storage device

(Fibre Channel, iSCSI over ethernet, SAS

• Optical Media– Laser recordings onto removable media like CDs, DVDs, and other types of

media

SAN Connections

• Fibre Channel– Gigabit speed network technology used for storage. Does not necessarily need to

run over fiber, can be used with copper cabling

• iSCSI (Internet SCSI)– Network protocol standard that allows SCSI over TCP/IP. – Cost effective option to traditional dedicated Fibre Channel SANS

• FICON (Fiber Connectivity)– FC4 Fibre Channel storage protocol with speeds capable of 1, 2, and 4Gbps speeds

with distances up to 100km

• FCIP (Fibre Channel over IP)– IP-based storage protocol that tunnels FC over IP-based networks.– Allows for sharing data over a geographically distributed enterprise

• DWDM/CWDM (Wave-division multiplexing)– Using multiple optical signals over single fiber optic cable– DWDM is slightly faster than CWDM that is limited to fewer channels

Business Continuity Plans

• Disaster Recovery Plan– Recover mission-critical technology and applications at an alternate

site

• Business Resumption Plan– Continue mission-critical functions at the production site using

workarounds until functionality is fully restored

• Business Recovery Plan– Recover mission-critical business processes at an alternate site

• Contingency Plan– Manage an external event that

has far-reaching impact on the business

BC/DR Options

• Offsite tape backup– Send tapes offsite by truck daily

• Electronic vaulting– Use WAN instead of a truck to send information

• Remote disk replication– Continuously update information at remote site, no data loss

• Cold site– Tapes stored at standby data center for re-creating a DC

environment . Organizations can opt to cut costs by sharing space

• Duplicated hot site– Ready instantly to take over from primary site

Most business will opt for a combination of these depending on the applications level of

importance for business function

What about Remote Sites?

• Remote sites still need access to data and applications– E-mail, Databases, Files, Storage, etc…– Need fast access to corporate applications

• Most applications were not designed for the WAN

– All of these sites will still have bandwidth needs

• A traditional solution would be to provide local servers– These add to maintenance time and costs– Require servers to be synchronized to be effective– Remote backups must be performed– What if connectivity is lost to main data center?

9124 Fabric Switch from Cisco

Total 24 FC ports – offered in 8, 16, and 24 port configurations

8-port incremental licensing

24-ports of 4/2/1 Gb FC SW / MR (4Km) / LW (10Km) SFPs available

Affordable - No hidden charges for software licensing

Ease of use

Quick Start Guide

Quick Configuration Wizard

Rear View

2 hot-swappable power supplies with integrated fans (one power supply in base unit with option to buy the 2nd)

3 Fans + 1 Fan per Power Supply Complete SAN-OS 3.x feature set, with

few exceptions Non-disruptive software upgrade Support for 16 VSANs 1 SPAN session Full MIB and SMI-S support Rack kit included

9134 Fabric Switch from Cisco

Total 32 FC ports – offered in as a 24-port base unit

8-port incremental licensing

10Gb ports a separate license

32-ports of 4/2/1 Gb FC SW / MR (4Km) / LW (10Km) SFPs available

2-ports of 10Gb FC (for stacking)CX4 X2 copper (15m or 1m cables)SW / LW X2 fibre transceivers

Ease of use

Quick Start Guide

Quick Configuration Wizard

2 hot-swappable power supplies with integrated fans

2 hot swappable fan trays with 2 fans each

Complete SAN-OS 3.x feature set, with few exceptions

Non-disruptive software upgrade Support for 16 VSANs FICON support 1 SPAN session Full MIB and SMI-S support Rack kit included

Rear View

MDS 95XX

• MDS 9506, 9509, 9513• Six, nine, or thirteen expansion slots• Two Supervisor Modules (requires 2 slots)• Up to 528 FC ports• Redundant Crossbars

8Gb FCReady!!

MDS lines cards

Original Source Manufacturer (OSM)

Cisco MDS FC Blade Switches

• 16 internal copper 1/2/4-Gbps Fibre Channel connecting to blade servers through blade chassis backplane

• Up to 8 SFP uplinks• Offered in 4+8 and

8+16 configurations via port licensing

14 internal copper 1/2/4-Gbps Fibre Channel connecting to blade servers through blade chassis backplane

Up to 6 SFP uplinks

Offered in 3+7 and 6+14 configurations via port licensing

Interoperability Mode

Storage Services Module

With the SSM, the storage team can move data on-the-fly from Tier-1 storage to Tier-2 and then to Just a Bunch of Disks (JBOD),

without ever having the data movement touch a host.

SANTap

• SANTap is a protocol used to pass data between an MDS and a storage appliance.

• SANTap enables storage application appliances without impacting primary I/O– No disruption of the primary I/O from server to storage array

• Storage applications enabled by SANTap include:– Heterogeneous storage replication– Continuous log-based data protection– Online Data migration– Storage performance/ SLA monitoring

Continuous Data Protection

CDP with SANTap

Data Mobility Manager

• The DMM is a fabric-based data migration solution that transfers data non-disruptively across storage volumes–even from different manufacturers.– Data Mobility Manager (DMM) is a function delivered by the SSM

• DMM can deliver this functionality even across distances, regardless of whether the host server is online or offline.

Catalyst 6500 Series

6500 VSS technology

Embedded Event Manager

• Enables customization• Consists of Event Detectors, Event Manager, and Event

Manager Policy Engine• Allows users to configure either Applet or TCL policies:

– Automates network management task– Increase availability– Notifies of critical events

• CPU hog detection

• Memory usage

• Memory lead detection

• Makes devices running IOS an active participant• Allows customer to have control

Nexus Series of DC Switches

Simpler More Stable Layer 2 Network Highly Available Platform Preserves operational best practices

FCoE based Unified Fabric Virtualization Optimized Networking Support for CE, FCoE, DCE, and FC

Nexus 5000 Series Reduces power, cooling, cabling Up to 1.2 Tbps capacity

Nexus 7000 Series Modular chassis design with variety of

modules Available in 10 and 18 slot versions Up to 15 Tbps capacity

Virtual Device Contexts

Nexus OS

Nexus 1000V

The Competition

Competitive Difference

Brocade LSAN

Cisco VSAN

VSANs

If customer’s need to interoperate with a non-Cisco switch, IVR can

be used to route between the legacy

fabric to the new MDS fabrics utilizing IVR

VSANs

• Allows for virtualization of SAN islands that previously used separate equipment

• Resource sharing• Simplified management• Give each business unit

control of their own policies

Cisco DC Lifecycle Services

Lots of Objections

• Having the SSM mode in the data path must mean that there will be a performance impact on my server to storage data flow.– The SSM doesn’t not sit in the data path. It is able to tap of the data

stream due to the MDS architecture which benefited from years of Cisco data networking experience.

Objections Cont’d

• Networks are only plumbing, I focus on servers.– This objection requires explanation of how the network is not just

connectivity, but also about embedded applications which can facilitate a more cost effective performance in other technology areas.

• I question Cisco’s commitment to the Data Center.– You can counter this objection by pointing to Cisco’s history of

being a industry leader in all areas of endeavor, a position they are not likely to relinquish lightly.

More Objections

• That MDS is too complex. I don’t need all those features, I just need a switch.– The MDS switch bought today will allow you to grow seamlessly as

your environment grows with new technologies and techniques such as virtualization expanding across the data center.

• I am concerned that merging my SAN with others will mean that they can access my data. I need department level control.– The MDS supports many security features to ensure your data is

protected from unauthorized access.

Storage Network Services

• MDS Infrastructure Planning and Design Service– Comprehensive support offering to ensure storage solutions can

fulfill security, scalability, performance and network management requirements.

• SAN Extension Planning and Design Service– Ensures storage solutions meet requirements for storage

consolidation, back-ups, data mirroring and replication.

• Storage Networking Proof of Concept Service– Helps storage networks meet requirement and goals by providing a

validated high level system design, indentifying opportunity for design enhancement.

More Storage Network Services

• SAN Assessment Service– Network is ready to support a storage network solution by

assessing the security, resiliency, operation and readiness of the network infrastructure.

• Storage Networking Plan Development Service– Accelerates successful implementation of storage solutions– Assists with developing complete network implementation plan.

Application Networking Solutions

• Understanding ANS• Selling ANS• UCS B-series

ANS Solutions

They are designed to:• Improve response time• Improve quality of service• Increase security• Eliminate downtime to possibly achieve 99.999% availability• Reduce operating costs

Application Content Engine (ACE)

• Available as 6500 series services module and also in appliance form-factor, 4710

• Integrates server load balancing (SLB), application optimization and security

• Embedded virtualization for logical partitioning and workflow improvements

• High performance HTTP security• Fabric-integrated within a 6500 series chassis for

unmatched integration and performance

High Performance Computing

Also referred to as server fabric switching• Allows for consolidating and virtualization of server CPUs

I/O resources• CPU resources are interconnected with InfiniBand

technology and switches allowing the pooling and virtualization of CPU resources

• Provides an easy path towards application virtualization• Better storage resource access

Firewall Services Module

• Integrated firewall module for the 6500 series chassis• Fastest firewall data rates in the industry - up to 5 Gbps• Can add up to 4 modules per 6500 chassis• Based on Cisco PIX firewall technologies• Provides multiple security contexts

– Virtual, independently managed firewalls within HW

• Reduces cost and operational complexity

Global Site Selector (GSS)

• Next-generation networking product that allows customers to leverage global content deployment across DCs

• Optimizes site selection• Improves DNS responsiveness• Ensures data center availability• GSS 4491 acts as the cornerstone of multisite DR plans

and to deploy global Internet and intranet applications• GSS 4492R uses the DNS rule, gives administrators

control on which sites are load balanced and offers real-time business continuance solution

GSS Explained

WAN Application Services

Wide Area Application Services– Branch office solution providing

• Throughput Optimization– Improve the behavior of TCP

• Application Acceleration– Mitigate latency through protocol optimizations, prediction

and caching

• Bandwidth Optimization– Minimize redundant traffic through DRE (data redundancy

elimination) and compression

– Customer Benefits• Faster application access• Improved WAN utilization• Near LAN-like performance over a WAN

WAAS Topology

WAN

Application Competition

WAAS Planning and Design Service

Ace Planning and Design Service

Application Services

• Application Profiling Service– Enhances effectiveness of data center while maintaining

performance, security and availability.– Recommends ways to enhance application environment – Map business processes to applications.

• Application Networking Assessment Service– Evaluates the data center infrastructure assessing the scalability

and availability of application and network services.– Cost effectively optimizes the performance and availability of the

application network infrastructure.

Unified Computing Building BlocksUnified Fabric Introduced with the Cisco Nexus Series

Physical Wire once infrastructure

(Nexus 5000)

Fewer switches, adapters, cables

Virtual VN-Link (Nexus 1000v)

Manage virtual the same as physical

Scale Fabric Extender (Nexus 2000)

Scale without increasing points of management

Virtual

Physical

EthernetFibreChannel

Why UCS?

UCS Solution

Know the Basics

UCS architecture benefits

• A single system that encompasses:– Network: Unified fabric– Compute: Intel Xeon Processors– Storage: Access options– Virtualization: Optimized

• Unified Management: – Dynamic resource provisioning

• Efficient scale:– Same effort to manage 8 blades as 320 blades

• Lower cost– Fewer servers, switches, adapters, cables– Lower power consumption

UCS ROI

Simplification!

UCS Fabric Switch

Fabric Switch Modules

UCS Front view

UCS Backview

Overview of Fabric Extender

Half width Blade

Full Width Blade

UCS Adapters

Putting it all Together

Policy-Based Provisioning

• The ability to roll out new apps and scale existing ones– E-Commerce– Customer Relationship Management (CRM)– Supply Chain Management– Human Resources

• Increasing the capacity of an existing application– Workload scalability

• Support for rapid business process change– Ability to seamlessly change multiple resource elements

Disaster Recovery with VM’s

Service in an Architectural Approach

• Business Challenge Prioritization– Engage service early to understand business challenge and

prioritize them

• Assessment Workshops– Workshops to understand current business and technology

architecture

• Architecture Design– Design services take an architectural approach to validate that a

customers environment will achieve expected benefits of a UCS and build out the design to get there.

• Deployment and Support– Deployment, installation, support and proactive monitoring help

accelerate the solution and protect the customers investment

Sales Process – Getting Started

• Become familiar with the process• Take training as needed.

– A wealth of training material available on Cisco.com

Sales Process - Prospect

• Prepare– Involves researching your customer and indentify a potential

opportunity

• Profile your customer– Engaging internal support– Developing an account plan and strategy– Interviewing key customer stakeholders and presenting briefings to

the customer

Sales Process - Qualification

• Step 1: Define and Plan– Align a Cisco solution with customer issues. Next provide

benchmarking and strategic alliance information• Step 2: Engage extended sales team to develop preliminary solution

– Determine architecture and service requirements– Use a configuration tool to configure a solution, usually Netformix

DesignXpert.– Understand and communicate competitive positioning– Pursue a demo strategy

• Step 3: Confirm Strategy– Present to Technical decision makers– Request that customer engages in a solutions workshop

Sales Process - Proposal

• Value Proposition– Express a value proposition and develop a business case– ROI analysis

• Propose the Solution– Addressing the competition– Defining service delivery requirements– Developing a statement of work (SOW)

Sales Process – Agreement and Closing

• Agreement– Accelerate the sale– Final Customer References– Finalize partner strategy– Route Deal for approval

• Closing– Receive order– Provide Support– Track win/loss Data

Customer Objections

Customer Objections

Customer Objections

Customer Objection

Data Center 3.0

• Data Center 3.0 Value and Benefits• Three phase approach• Unified Fabric• SONA

Evolution of the Data Center

When there is a major shift in data center technology, it is often referred to as a paradigm shift or an inflection point.

How Cisco Views the DC

The network is heading to a place where all devices are networked and everything is over IP. There are

embedded services andall services will be virtualized.

SONA

Data Center 3.0 Value Proposition

• Unified Fabric– Using Ethernet as the backbone connection system– Simplifies infrastructure wiring and creates a foundation on which the data center

can be built• Network-embedded application intelligence

– Within this unified fabric, embedded intelligence assists in data movement at all levels

– Allows a single instance of a function to be deployed across the data center with a single coherent policy set applied

• Virtual data center infrastructure– Physical resources to be pooled then deployed as logical devices and assets.

– The ability to deliver change in the data center in response to changing business

requirements, and a less disruptive environment as change is logical, not physical.• Service Orchestration

– Provide the tools to allow the virtualized resources to be provisioned to applications– Creates a single, coherent architecture for the data center.

Data Center 3.0 Benefits

The Three-Phase Approach

Many IT organizations have taken a three-phase approach to building the next-generation data center

• Phase 1 – Consolidation• Phase 2 – Virtualization• Phase 3 – Automate

Phase 1 - Consolidate

• Consolidating servers and storage into the Data Center• Consolidating multiple Data Centers and/or branch offices• This enables increased scalability, density and availability• Results in an immediate improvement in resource

utilization and manageability• Requires the development of a standardized architecture

Investment protection is a key

asset during this phase

Storage Consolidation

Phase 2 - Virtualization

• Creates virtual resource pools for servers, storage and applications

• Enables rapid delivery of new services• Increases availability and utilization• Helps the business track operational expenditures• Reduces operational expenditures by conserving power

and only using what is needed at that time

Optimizing Application Performance

Phase 3 - Automate

• Provisioning workflow is now possible• Data Center resources are classified and managed by

policy-driven processes• Services levels are inherent in the policy• Enables the creation of on-demand, utility-based

computing infrastructure that allows IT to align with the business goals

Unified fabric consolidates these different types of traffic onto a single, general-purpose, high-performance, highly available network that greatly simplifies the network infrastructure and reduces costs. To do all this, a unified fabric must be intelligent enough to identify the different types of traffic and handle them appropriately.

What is a Unified Fabric?

Management

Network

Storage Network

UnifiedFabricUnifiedFabric

Primary Network

Secondary Network

Universal I/O,Ubiquitous Connectivity

Complexity, Cost, Power

Unified Fabric (FCoE)

DCE

What is Vblock?

Managing risk while delivering the power of virtualization

What is it:– Combined best-of-breed technologies from Cisco and EMC, together with VMware

– Pre-integrated, pre-tested, and validated

– Redefines the foundation of datacenter virtualized infrastructure

How it works:Rather than buying and assembling individual components, now acquire validated Vblock Infrastructure Packages from partners with a seamless services and support experience

ComputeCompute

NetworkNetwork

VirtualizationVirtualization

OperatingSystems

OperatingSystems

ApplicationsApplications

DataData

StorageStorage

Vblock Infrastructure Packages

solution packages

Imagine the power of three …Redefining the foundation of data center infrastructure

Partner Benefits

Market Demand - Pre-tested validated designs by Cisco, EMC & VMware provide market equity and opportunities with customers

Partner Recognition - Designation by Cisco, EMC & VMware as being qualified to sell Vblock solutions

Partner Support - Pre-sales Technical Partner Support (through SST)

Demand Generation - Joint Cisco, EMC & VMware Demand Generation Activities with Partners

Partner Enablement – Vblock Technical, Sales and Service Enablement Training

SONA provides a roadmap to build a service-oriented infrastructure using Cisco’s DCNI products in three main phases. Which are they? (Choose three)

A.ConsolidationB.ExpansionC.VirtualizationD.Automation

Anwser: A,C,D

Practice Questions

Practice Questions

What problem with a VSAN does the usage of IVR help to solve?

A. VSAN’s are less secure then physical SAN’s

B. A shared resource is unavailable to other SAN’s

C.A disruptive event can ripple through all areas of a VSAN

D.VSAN’s lack their own logical MDS switches

Anwser: B

Practice Questions

Which of the following are stages of the information lifecycle? (Choose three)

A. Storage data

B. Creation and/or acquisition of the data.

C.Publication and the use of data.

D.Retention or removal of the data.

E. Analysis of the data.

Anwser: B,C,D

Practice Questions

What does policy-based provisioning facilitate? ( Choose three)

A. The rollout of new applications, which is critical to most enterprises.

B. Increasing the capacity of an existing application.

C.The recreated centralized model

D.Support for rapid business process change

E. More idle time

Anwser: A,B,D

Practice Questions

Which of the following best describes a data center?A. A data center is a technology-based operation in which Cisco has

significant penetration and takes a large percentage of data center spending

B. Data centers are technology-based operations that make strategic and architectural decisions based on the features and benefits of individual product sets

C. A data center is responsible for ensuring that corporate information is valued correctly

D. A data center stores, manages and delivers electronic data on behalf of the corporation

Answer: D

Practice Questions

Which of the following are key data center business drivers? (Choose three)

A. Protect

B. Sell

C.Optimize

D.Support

E. Grow

Answer: A,C,E

Practice Questions

Which phrase best describes data center virtualization?A. Creating multiple I/O connections across the data center for

redundancy.

B. Creating a siloed approach with applications to ensure that resources are adequately provisioned.

C. Using 10 Gigabit Ethernet to allow separate mechanisms such as Fibre Channel, FCoE, and Infiniband to use their own connection system.

D. Consolidating data center resources and deploying them as logical devices and resources.

Answer: D

Practice Questions

Which of the following statements regarding VFrame is false?A. The VFrame appliance deploys functions such as load balancing and

SSL security logically within the data center.

B. VFrame enables the coordinated provisioning and reuse of physical and virtualized computing, storage, and networking resources on demand from shared pools.

C. VFrame communicates directly with the Catalyst switch family.

D. VFrame data center hosts a Java based client that accesses the application running on the appliance with a fully interactive GUI.

Answer: A

Practice Questions

What are the elements that a sales professional may consider important to know when dealing with key players?

A. role, personality, and concerns

B. power, concerns and politics

C. role, personality, power, concerns and politics

D.personality, concerns, role, politics, and title

Answer: C

Practice Question

What tailored lifecycle support option would you use in order to ensure that the customers data center infrastructure is scalable and able to meet future application requirements?

A. Cisco Application Networking Assessment Service.

B. Cisco Application Profiling Service

C.Cisco Branch Consolidation Assessment Service

D.Cisco Application Control Engine Planning and Design Service

Answer: D

Practice Questions

Which is a problem posed by packet fragmentation that must be addressed?

A. Different media types have different maximum packet sizes, resulting in loss during packet transfer.

B. Redundancy is critical, as server failure during transfer may result in permanent loss of data.

C. The ACE uses an ACL to inspect traffic in both directions, but currently has no counter measures for an IP spoofing attack

D. After the first packet is inspected by a firewall subsequent packets maybe automatically accepted without inspection

Answer: D

Practice Questions

Which business driver is overseen by the legal department and security officer who has an interest in business continuance?

A. Controlling costs

B. Information management

C.Resilience and compliance

D.Business responsiveness

Answer: C

Practice Questions

During what phase of the Data Center Lifecycle should you plan for peak network performance to protect mission-critical application traffic?

A. Plan

B. Prepare

C. Implement

D.Optimize

Answer: D

Practice Questions

What is the biggest problem posed by siloed applications?A. Support is limited to 1 Gigabit Ethernet, whereas some modern

applications require 10 Gigabit Ethernet.

B. There is a lack of integration between servers and storage.

C. Inflexibility leads to over provisioning and under utilization of resources.

D. Applications incur greater latency then expected, as application developers typically build them over high speed LAN’s

Answer: C

Practice Questions

Which technology below would be used to pass traffic between an MDS and a storage appliance?

A. iSCSI

B. SANTap

C.DWDM

D.SONET

Answer: B