solidfire and saas winning the operational battle

© 2016 NetApp, Inc. All rights reserved. 1

SolidFire and SaaS: Winning the Operational Battle

Jeramiah Dooley Principal Architect, SolidFire Office of the CTO @jdooley_clt


Agenda

1) Market Overview

2) FBSF and a History of Success

3) SaaS and the New Normal

4) Introduction to SolidFire

5) Call to Action

© 2016 NetApp, Inc. All rights reserved. --- NETAPP CONFIDENTIAL ---

About SolidFireThe de facto flash block storage for service providers worldwide

• Over 450 Employees • Group HQ: Boulder, Colorado• North America• EMEA• APJ• Acquired by NetApp Feb 2016

• Scale-out Architecture• Self Healing High Availability• Guaranteed QoS• Complete System Automation• In-line Data Reduction• 3rd Generation of Hardware• 8th Generation of Software

The de facto flash block storage for service providers worldwide


Global Service Provider Market Trends The de facto flash block storage for service providers worldwide

www.451research.com SP Trends 2016 Report

http://www.451research.com/


The Hosting Market is ChangingThe de facto flash block storage for service providers worldwide

$82B2019

$20B2019

IaaSFrom $8B in 2015

Managed HostingFrom $42B in 2015

By 2019 total market size will be $20B with AWS owning over

64% market share

While not growing as fast the total market opportunity is greater at

$82B by 2019


The Fueled by SolidFire Program is designed to help hosting service providers define, develop and capitalize on the new market opportunities made available by implementing SolidFire storage as part of their core

infrastructure.

Welcome to the Fueled by SolidFire Program™The de facto flash block storage for service providers worldwide


Program BenefitsThe de facto flash block storage for service providers worldwide

1Reduce Productization TimeBy offering SP experienced resources to deliver onsite go-to-market pricing and positioning workshop assistance for both executive and product management teams.

2Driving Improved Systems UtilizationBy collaborating on joint marketing efforts to drive leads to cloud provider’s sales teams driving both revenue and utilization.

3Help Develop New Marketing OpportunitiesBy delivering broad industry expertise and market knowledge, SolidFire can help you develop unique solutions with differentiating value propositions to better serve your customers cloud-hosting needs.

4Improve Sales Engineering EffectivenessBy delivering deep technical training to your sales engineers that aligns with the technical architecture of SolidFire storage architecture and the overall value proposition of your productized solution.

5Improve Account Executive EffectivenessBy delivering effective sales training to ensure your account executives deliver the right storage related value proposition to your customers.

6Help Service Providers Reduce ChurnBy delivering an innovative storage architecture specifically designed for large-scale service providers.


Business Outcomes when Fueled By SolidFireThe de facto flash block storage for service providers worldwide

1Monetize Storage Like Never Before• Charge for performance delivered don’t give away to fix a

issue• Sell additional services (snap, encryption, etc.) without

licensing fees• Multiple ways package storage: IOPS/GB, Tiered, IOPS

add-on

2Streamline Operations• Eliminate up to 93% of performance related issues (ESG

report)• Troubleshooting by L1 resources• Automation and integration for now & tomorrow• Eliminate tech refresh data migrations (cost 54% of original

purchase price)

3Win More Customer Applications• Differentiate with market focused, specialized services

backed by meaningful SLAs• 68% of enterprises run less than a fifth of their application

portfolio in the cloud; target business critical applications• “Branding Story”

4Reduce Risk• No more start-overs or heavy lifts to automation and

integration - Flash Forward Guarantee• Movable storage – no stranded assets• Avoid integration lock-in and deep platform skill costs - our

support


Global ExperienceThe de facto flash block storage for service providers worldwide

Fueled by SolidFire Program service provider customers are supported across all global markets


FBSF PortfolioThe de facto flash block storage for service providers worldwide


The SaaS Market Dwarfs BothThe de facto flash block storage for service providers worldwide

$112B2019

SaaSFrom $50B in 2015

The growth is due to organizations of all sizes

becoming comfortable with cloud software offerings to add to, or at

the expense of, on-premise solutions.

SaaS Market Opportunity

Reports of SaaS market size vary BUT generally agree that:o 2015 SaaS Market: ~$50B (IDC, 2016, TBR, 2016)

– Storage opportunity: ~$16.5B(1)

o 2018 SaaS Market Forecast: ~$70B, with an ~8% CAGR (IDC, 2016, TBR, 2016)

– Storage opportunity: ~$23B(1)

o Regional Trends: (TBR, 2016)

– North America: >50% of SaaS sales – EMEA: 2nd largest market driven by UK, France, and Ireland– APJ: Smallest opportunity but fastest growth

Jessica Haze

[email protected] Hi! Can you please review and update slides 7-9 if needed based on the latest report that Patrick sent over? Just want to make sure the numbers we have here also match what we used in the white paper. Thanks!

SaaS Market Opportunity

Global Opportunity:2015: Global SaaS market earmarked $49

billion 2018: Global SaaS forecasted to earn $67

billion with a CAGR of 8.14%Public cloud SaaS growth driven by social

networking, search, ecommerce, email trends

H1CY15 SalesForce was #1 SaaS provider with 10.8% of market, MSFT #2 with 7.9% share

Source: Technology Business Research, 2016

SaaS Market Growth

● SaaS 5x the growth of traditional software

● Cloud software will grow to surpass $112.8 billion by 2019 at a CAGR of 18.3%

● 5-30% of SaaS revenue is from initial sales, 75-95% is from new functionality delivery and upsell

*Only “applications” (green) considered SaaS for SolidFire campaign(IDC, August 2016)

SaaS Value Proposition & Proof“A growth market: 5x more growth than traditional software” - ESG

Development and Testing

Accelerate development:

1. Reduce risk and simplify the software development lifecycle on a common platform

2. Enhance developer productivity with a programmable infrastructure

3. Automate every aspect of global efficiency, self-healing, scale-out architecture

4. Integration with commonly used tools and platforms, such as OpenStack

Production Applications

Predictable end user experience:

1. 24/7 application availability prevents user churn

2. Deliver quality user experiences with consistent high performance guaranteed by QoS

3. Scale performance and capacity without end user disruption

4. Keep cost in line with revenue - scale out enables granular growth, reducing capital expenditures (CapEx)


Taking Care of the Business AND the Developers

Balance storage spend with revenue

Unlock new markets through differentiated

offer

Reduce Complexity and Time To Value

Improve customer experience and

satisfactionBusiness Benefit





offer



satisfaction

From Commit to Customer

Be the disruptor, create something

amazing

Exceed customer expectations

Develop all you want, we’ll make more

Business Benefit

SaaSBenefit





offer



satisfaction



amazing



Business Benefit

SaaSBenefit

Technical Advantages

Grow Granularly (performance & capacity)

No wasted capacity

Accelerate Innovation / Flexibility to experiment

Continuous Integration / Continuous Delivery

Eliminate handoffs

Develop in parallel environments

(production/test)

Predictable, guaranteed performance

Multi-tenant, Multi-workload consolidation

24/7 Application Availability

Integrate w/Existing Orchestration Suites

(OpenStack & VMware)

Simplify Solution Automation No growth limitations





offer



satisfaction

CODE ON.



amazing



Business Benefits

SaaSBenefits

Technical Advantages

Grow Granularly (performance & capacity)

No wasted capacity

Accelerate Innovation / Flexibility to experiment

Continuous Integration / Continuous Delivery

Eliminate handoffs

Develop in parallel environments

(production/test)

Predictable, guaranteed performance

Multi-tenant, Multi-workload consolidation

24/7 Application Availability

Integrate w/Existing Orchestration Suites

(OpenStack & VMware)

Simplify Solution Automation No growth limitations

“SolidFire is an all-flash array. We know we’re going to consistently get faster response times. I don’t have to segregate applications on it; I don’t have to think about it. It helps us in terms of planning and the resources and time required to maintain it.”

Ultimate can now deliver business-critical apps from a shared storage infrastructure with guaranteed storage performance. “SolidFire alleviated the performance and stability challenges we were having,” Steven said. “Now the customer experience is back to what they expect. They’re happy, and we’re happy.”

“It all ties into reaching markets that were previously untappable,” Talton said. “We wouldn’t have been able to move toward a cloud-centric model without starting to decentralize things in a more distributed manner. The transformation is everything from an architecture and a mindset to how you spin up and deliver applications. You’re changing how quickly you can release next-generation products and services and build out performance to guarantee a better customer experience.”

“A lot of clients join HedgeServ not only for the services we offer today, but for those we can develop for them quickly. SolidFire accelerates our production and QA environments so we can develop and deliver high-quality applications faster—our advantage for staying profitable and competitive.”

SaaS Customer Examples


Unlock new markets through differentiated offer


Improve customer experience and satisfaction

http://info.solidfire.com/rs/solidfire/images/SolidFire_CaseStudy_Endicia_RGB.pdf

http://info.solidfire.com/rs/solidfire/images/Case%20Study%20-%20Ultimate%20Software.pdf

http://info.solidfire.com/rs/538-SKP-058/images/SolidFire_CaseStudy_FICO.pdf

http://info.solidfire.com/rs/538-SKP-058/images/SolidFire_CaseStudy_HedgeServ.pdf


Builtfor dynamic

infrastructure

Bornout of the cloud

Designedfor consolidation

of mixed workloads

Enablesa next generation

datacenter


Self-healing, shared-nothing data protection

Deep automation integration with

management and orchestration platforms

Always-on global deduplication,

compression and thin provisioning

Granular, non-disruptive scale

Predictable, guaranteed storage

performance

The All-Flash Array for the Next Generation Data Center


Scale-Out Agility

Linear and non-linear scaleof performance and capacity through mixed node support

Expand / contract without disruption or reconfiguration

Automatic load balancing across nodes

Guaranteed compatibility between all SolidFire storage nodes

Performance

Cap

acity

58TB 200,000 IOPS

78TB 250,000 IOPS

98TB 300,000 IOPS

138TB 400,000 IOPS

Future-proof your storage investment

Eliminate storage migrations and forklift upgrades

Never wait 3 years for an upgrade


Guaranteed Quality of Service (QoS)

SolidFire QoS Eliminates of traditional performance related storage problems – ESG 2015

Dynamically Allocate, Manage and Guarantee storage performance independent of capacity

Define / enforce Min, Max and Burst settings for each application / volume


Boot Storm

SolidFire QoS Eliminates of traditional performance related storage problems – ESG 2015

93%

Eliminating Noisy Neighbor Applications


Complete System Automation

A fully automated next gen datacenter is critical to delivering greater strategic value to the business Native REST-based API Deep integration with management and

orchestration platforms Support development of user-facing storage controls Reduce risk of human error and associated with

complex administrative tasks Enables rapid deployment of applications and services

“SolidFire Automation helps lower operating expenses by up to – ESG 2015

67%


Complete System Automation

SDK

Self-Service PortalLeverage SolidFire’s upstream OpenStack integration for day one operational efficiency

Simple Push Button ManagementAllow clients to create

volumes & accounts, set up new host configurations,

boot from SAN or image with APIs through PowerShell

Completely Programmable Storage

Deep API integration builds upon the programmatic nature of the Software Defined Data Center

© 2016 NetApp, Inc. All rights reserved. --- NETAPP CONFIDENTIAL ---28

VMware Virtualization on SolidFirevSphere Integration

SRAfor Site Recovery Manager

Fully Integrated, on-node VAAI and VASA providers

VMware vCenterweb plug-in

SolidFire QoS integrated with VMware Storage I/O Control

VVolsgranular, per-VM QoS


VMware Virtualization on SolidFire

Customer SuccessValidated Interoperability


The Performance Block Storage Choice for OpenStackDeep OpenStack Integration

Create, snap, clone and manage SolidFire volumes directly

SolidFire driverfully integrated into OpenStack - no additional features / licenses required

Eliminates arduous management layers between OpenStack and the storage system

SolidFire Cinderdriver enables all OpenStack block storage features

Configure SolidFire as block storage back-end in under a minute

Ability to setand maintain true QoS levels on a per-volume basis


The Performance Block Storage Choice for OpenStack

Customer SuccessValidated Interoperability


256-bit encryption-at-rest

Global efficiencies Dedupe and compression

Snapshots and clones

Replication Synchronous / asynchronous

Cloud-based monitoring

Integrated cloud backup

Comprehensive logging

All Inclusive Feature Set

Secure multi-tenancy VLAN support, volume access groups

Simultaneous multiprotocol support FC / iSCSI

Deep integrations VMware, OpenStack, CloudStack

Provided at no additional costs


Customer ApprovedThe de facto flash block storage for service providers worldwide

Service Providers Cloud Providers


Thank you!