HP StorageWorks x510 Data Vault Selling Tips and Competitive Info

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HP StorageWorks x510 Data VaultSelling Tips and
Competitive Info

• HP Confidential
• Not for external printing/hard copy distribution
  before September 1st 2009
• HP reserves the right to change, edit or amend
  any of the products and details contained in this
  document. Whilst the information contained is
  accurate at the time of sharing, it should not be
  regarded as a guaranteeof commercial activity or
  final product specifications.

Andrew Dodd EMEA Marketing Manager HP Storage
Works x510 Data Vault
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HP StorageWorks x510 Data VaultStore it. Secure
it. Share it for under 1,000
USB 2.0 ports (1 front, 3 rear) Gigabit
Ethernet eSATA-2 connectivity Intel Pentium
processor 2GB DRAM
Comes with all the backup software you need plus
option to subscribe to Amazon S3 online backup
service
De-duplicates data for efficient drive space
utilization improved TCO
Automatic file backups can be set to run daily or
scheduled entire hard disk drive image can be
copied, and easily restored over the network
using Windows Home Server
Smart energy-saving hard disk drive spin down and
exceptional power consumption
Provides remote access to files from any computer
connected to the Internetand access for
authorized visitors to view and retrieve
information.
4 x 3.5 HDD hot-swap carriers for massive
expansion capabilities(Additional storage
automatically configured by the system)
Default 1TB, 2TB, 3TB capacitieswith folder
duplication support for protecting 10 PC clients
or Apple Macs
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What am I?

• I am the HP StorageWorks x500 Data Vault, and Im
  an easy-to-use, affordable, expandable, and
  configurable network attached storage (NAS)
  solution tailored to the needs of smaller
  businesses or workgroups with 10-15 PCs.
• Im not just another USB hard disk drive or
  network server. I can provide your small business
  customers with what theyve been missing.
• Did you know that data protection is a big gap
  that smaller firms identify with their IT?
• A July 2009 survey, the IT Effectiveness Index,
  sponsored by Microsoft, found that only 26
  percent of small firms have implemented a
  disaster recovery and business continuity plan

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How I help your smaller customers

• Protect
• I automate file backups for up to 10 PC/Mac
  clients, creating mirrored copies of customers
  most important files, and providing 2 GB of
  online data storage1.
• Connect
• I give users easy access to their data whether
  theyre in the office or at a remote location via
  the Internet 2.
• Simplify
• I help users stick to business by allowing them
  to set me up in a few simple steps, then leave me
  running 24 x 7 consuming no more energy than a
  normal PC
• Grow
• Im easily expandable and you dont need IT
  specialists to look after me

1 Amazon S3 service with subscription 2
Internet service required not included
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Why sell me?

• I am an easy, no-hassle, quick sell, at
  attractive margins
• You can cross-sell me alongside HP desktop and
  notebook PCs, increasing your average invoice
  amount and enhancing your commissions.
• I will help you establish yourself as a trusted
  advisor to your small customers, many of whom
  dont have adequate data-protection solutions in
  place.
• By educating them about NAS solutions
  (specifically me) you will save them from the
  huge problems they would be subject to in case of
  a disaster. That will earn you some serious
  loyalty.
• I complement other HP StorageWorks products,
  positioning you to sell additional storage
  solutions as the customers business grows.

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When to sell me?

• Watch out for the following key scenarios
• If a customer is buying notebooks or desktops,
  ask him, How will you protect the data on these
  computers?
• If customers ask for a direct attach USB hard
  disk drive, ask them, How many PCs do you need
  to back up? Would you like to hear about a
  solution to automatically back up your client
  PCs?
• Use the Data Vault as a reason to call customers
  and ask them about their needs for PC client
  backup, file sharing, or remote access to data.
• Ask your customer if you can add the Data Vault
  to quotes for multiple HP PCs or competitor PCs.

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Who to sell me to?
1 Amazon S3 service with subscription
A MORE DETAILED VERSION OF THIS SLIDE IS IN THE
APPENDIX
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The Pitch

• Consider the new HP StorageWorks x510 Data Vault.
  The Data Vault will provide up to 6 TB of storage
  and can be easily expanded as your data grows
  without needing costly or proprietary upgrades.
• Its simple to set up and easy to use like a
  consumer device and you can share files and
  backup your PCs over the network or the Web with
  no special IT expertise.
• It runs Microsofts Windows Home Server so it
  gives you complete data security and includes a
  90 day free trial of McAfee Anti-Virus to keep
  your system clear of threats.
• Normally, the Data Vault will operate in
  background but it only consumes 1 Watt of power
  when in sleep mode, which makes it very
  eco-friendly and inexpensive to run.
• And even with all these features, the Data Vault
  is super-affordable. Prices begin at less than
  700.

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Features and Benefits
A MORE DETAILED VERSION OF THIS SLIDE IS IN THE
APPENDIX
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Handling Objections

• Sometimes customers dont immediately understand
  what an incredible solution I am. If you should
  run into one of them, I recommend the following
  responses

• Q What is Folder Duplication and why is it
  better than RAID for smaller businesses?
• A Selected folder duplication is superior to
  RAID in that you only need mirror the folders
  that you choose rather than the entire drive.
  Ultimately, this solution utilizes hard disk
  drive space more efficiently and cost effectively
• Q Does the Data Vault have Active Directory
  support?
• A Active Directory allows IT to distribute
  software updates to all PCs within a domain on
  the network. Small businesses wont need to push
  software updates, wont have a domain controller,
  and may not even have an IT person onsite.
• Q How does the Data Vault compare to USB hard
  disk drives?
• A A USB hard drive provides inexpensive storage
  expansion for a single PC. The Data Vault is a is
  a complete solution that provides automated
  backup and file sharing for multiple PCs. The DV
  has greater value than a USB drive in
  environments with more than one computer. USB
  hard disk drives may not provide backup software
  and typically do not support streaming media.
• Q Why doesnt Data Vault have Distributed File
  System support?
• A DFS allows administrators to group shared
  folders located on different servers by
  transparently connecting them to one or more DFS
  namespaces. Data Vault is aimed at smaller users
  with less sophisticated , peer to peer networks.
  As such, very few of these companies are likely
  to need DFS today. This is reflected in the
  entry price for the Buffalo TerraStation III,
  Data Vaults nearest competitor, which costs
  several hundred dollars more.

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Handling Objections

• Sometimes customers dont immediately understand
  what an incredible solution I am. If you should
  run into one of them, I recommend the following
  responses

• Q How much power does the HP StorageWorks x510
  Data Vault use when on 24/7?
• A If it is on for 24 hours a day, it will
  consume about the same amount of power as a
  mainstream PC.
• The Data Vault can also be set for a
  predetermined daily Sleep time and Wake time
  in order to save energy. During this sleep time
  hard disk drives of the DV are spun down, the
  fans are stopped, and the DV is idle, drawing
  only 1 watt of power.
• This power-saving feature makes the Data Vault
  the most efficient product compared to other
  competitors in independent testing by
  smallnetbuilder.com http//www.smallnetbuilder.co
  m/component/option,com_nas/Itemid,190/
• Q Why cant I set my Data Vault up as a print
  server?
• A Windows Home Server does not support printer
  sharing so the Data Vault cannot act as a print
  server but this is not a major disadvantage
  because most printers today offer network
  capabilities. Users can still share and access
  printers on the network, just like any other
  device, even without print server functionality.
• Q If it doesnt have encryption will my data be
  safe?
• A The Data Vault is aimed at smaller businesses
  without IT specialists who may find setting up
  data encryption technically challenging. This is
  why encryption is not a standard feature but for
  those who need, or feel comfortable in managing,
  this capability, the Data Vault can be used with
  3rd party software encryption solutions. Windows
  Home Server possesses powerful, but easy-to-use
  security features that control access to your
  data. This should be sufficient for most data
  at rest in the office.

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My Vital Statistics

• Expandable up to 6 TB of internal capacity
• Folder duplication for additional redundancy and
  peace of mind
• Network attach (NAS) via Gigabit Ethernet (RJ45)
  or 100 Base T
• I support both wired and wireless PCs
• Support for Apple Time Machine backups and file
  sharing to/from PCs Macs
• 4 USB and 1 eSATA ports so you can easily connect
  extra external drives
• Windows Home Server
• Integration with Amazon S3 online service
  (requires separate subscription)
• Windows Home Server add-in for McAfee Virus
  Protection pre-installed
• 90 day free trial and then you should subscribe
  as normal to keep the virus definitions
  up-to-date
• HP Total Care support with one-year limited
  hardware warranty and software technical support
  from date of purchase

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My Main Rivals

• Buffalo TerraStation III
• A solid solution but not as well suited to the
  needs of micro-businesses like myself
• According to independent testing by
  smallnetbuilder.com, I offer faster Read/Write
  performance thanks to my dual core Pentium
  processor
• The TerraStation rage is more expensive - 1,099
  to 2,999 whereas all my models cost less than
  1000 my 1 TB version costs just 699
• You need proprietary hardware to increase
  capacity on the Buffalo, resulting in extra cost
• The Buffalo is aimed at demanding users looking
  to implement a RAID based NAS solution. My
  target audience is less specialised. I have
  Folder Duplication via Windows Home Server that
  offers RAID protection without the cost
  overheads.
• With the TerraStation, you are paying for
  features like Distributed File System and Active
  Directory that are useful for bigger networks but
  not something a very small business is likely to
  need.
• I consume far less energy 1W in sleep mode
  versus 12W
• I have 4 USB ports and 1 eSATA port the
  TerraStation only has 2 USB and no eSATA
• I support remote media streaming to PCs, Macs and
  iPhones so you can stream music, photos and video
  from any location. The TerraStation does not.
• My Video Converter software is missing from the
  Buffalo, so you wont be able to convert your
  media files to medium or high definition for
  distribution on different devices

Need more detail? Check the next slide!
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Detailed Compare - Data Vault versus Buffalo
TerraStore III
HP Advantage HP Disadvantage
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My Main Rivals

• Iomega StorCenter ix4
• Closer to me than the Buffalo but not as adept at
  meeting the needs of micro-businesses
• The StorCenter only comes in 2 flavours and both
  cost more than my entry level
• I am a more powerful unit with a Pentium dual
  core processor and 2 GB memory, compared to a
  single processor and 512 MB in the ix4. According
  to independent testing by smallnetbuilder.com, I
  offer faster Read/Write performance.
• With the StorCenter, you are also paying for
  features like Active Directory that are useful
  for bigger networks but not something a very
  small business is likely to need.
• I have 1 x eSATA port for faster external drive
  connections the Iomega does not
• I support remote media streaming to PCs, Macs and
  iPhones so you can stream music, photos and video
  from any location. The StorCenter does not.
• I run Microsoft Windows Home Server whereas the
  StorCenter comes with EMC Retrospect. Arguably,
  WHS is more powerful and easy-to-use software.
• The StorCenter does not have any virus protection
  built into the system at launch
• My Video Converter software is missing from the
  Iomega product, so you wont be able to convert
  your media files to medium or high definition for
  distribution on different devices

Need more detail? Check the next slide!
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Detailed Compare - Data Vault versus Iomega
StorCenter ix4
HP Advantage HP Disadvantage
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Additional Slides
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Who to sell me to?
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Features and Benefits