Hosted by Planning For A Storage Array Purchase

Hosted by Planning For A Storage Array Purchase and Developing an RFP Randy Kerns Evaluator Group Copyright © 2003 - All Rights Reserved Evaluator Group, Inc. 7720 E. Belleview Avenue • Suite 210 • Greenwood Village, CO 80111 (303) 221 -7867 • Fax: (303) 221 -1615 http: //www. evaluatorgroup. com

Hosted by Business Imperatives l Storage Strategy • Need a strategy to address storage § Storage is crucial to business • Investment • Company growth • Transact business § Strategy must cover all aspects – connectivity, security, performance, capacity, storage devices, administration, archiving, storage networking, etc. • Must fit in with overall corporate strategy § Closely aligned with other plans § Promoted to peer organizations • Effective storage decisions are integral to the strategy

Hosted by Business Imperatives l Business requirements • Understanding business requirements will help determine what are product requirements § Function § Economics – TCO / ROI § Characteristics – example: whether SAN, NAS, other type of storage is needed • Minimizes risk of getting the wrong solution

Hosted by Complexity of Choices l Many vendors with many solutions • Some will satisfy your needs § Many different attributes § Different features/capabilities accentuated • Are they important to you? • Long-term implications § Commitment to a specific vendor § Support issues § May change the way you do business • How do you decide?

Hosted by Types of Storage Systems l Cache-centric storage • All data through the same cache • Used in mainframes – adapted for open systems l Distributed storage • Separate controllers (usually two) • Cache distributed on controllers • Failover between controller l Clustered distributed storage • Multiple distributed storage systems • Connected via internal mesh / fabric • Presents single image

Types of Storage Systems Hosted by

Hosted by Types of Storage Systems l Standard base storage systems • Trend to use standard platform for storage § Faster time to market • Built on base platforms • Quick turn for new technology incorporation • Proven technology – low risk for “do over” § Leverage other company R&D money • Invest in areas to add value § Added value in other areas • Feature/functions enabled by software • Differentiated from other products – unique § Expected lower product cost – more competitive

Standard Platform Storage Hosted by

Hosted by Process to Make an Effective Decision l Solutions • Evaluate the solutions – whether storage products or storage management software • Create a set of criteria for analysis § What is important § What you use to evaluate § Translate terminology § Review relevance § Compare solutions on an equal, unbiased footing

Hosted by Process to Make an Effective Decision l Information Sources • Acquire information from vendors § Remember, they’re selling § Will highlight strengths, ignore weaknesses • Use independent, unbiased source § Accurate information § Better if expert analysis provided § Capitalize on expertise of specialists

Hosted by Process to Make an Effective Decision l Information – Misinformation • Yes or No to criteria is not good enough § Example: Point-In-Time copy supported – but is resynchronization supported? Big difference in time for clone copies § Example: Remote Copy supported – but are consistency groups supported? If not, Remote Copy usability is limited § Example: Raw Capacity – one vendor reports 74. 6 TB. BUT, usable is only 55. 6 in current best case configuration • Many reasons to do more in-depth research

Hosted by Process to Make an Effective Decision l Assemble product information • From chosen sources • Ensure accuracy l Compare against criteria • Create comparison of relevant data • Use to bring decision to limited number of choices • Leverage information when dealing with vendors

Comparison Matrices Create or acquire matrices to compare products features / functions Hosted by

Hosted by Developing an RFP l General guidelines • Clearly state what you want • • • § Don’t mix multiple purchases in one RFP Have criteria well-defined § Do homework first Very narrow definitions § Reduce variations § Limit vendor “stretching the definition” Establish the rules § Dates § Format § Protests § Clarifications § Process

Hosted by Developing an RFP l RFP Content • Contractual Terms and Conditions § Describe the legal mechanics that your company uses § Very specific about rules, resolution, etc. • Factors to be Considered § Describe consideration priorities § Timeline with specific dates for submittal, award, etc. • Vendor information § Company information § History of providing similar product / solution § Criteria key to show vendor credibility

Hosted by Developing an RFP l RFP Content - continued • Specifications § § § • Product / solution specifications Environment for usage / operation Details – derived from criteria Service / support / training Performance guarantee Pricing § Details on product / solution (hardware and software) § Include maintenance, licensing § Guarantee of completeness

Hosted by Developing an RFP l RFP Content - continued • Proposal Response Format § Specific format for reply from vendor § Provide common set of information for evaluation • Evaluation Criteria / Process § Description of process of the criteria that will be used in decision process

Hosted by RFP Legal Issues l RFP is part of a binding legal contract. • Put it in writing (an unsigned e-copy won’t do) • Retain it as you would other capital-goods trade contracts • • Signed by the authorized representative of both parties • Designate a formal point of contact and method of communicating (eg. John Jones, e-mail) If more than one supplier, be sure that your “prime” can commit its subcontractors

Hosted by RFP Legal Issues • Be very specific § Remedies expected in event of breach of SLAs § Change/interpretation/clarification process. Be sure all the bidders get all amendments and clarifications § Define a termination date for the RFP, eg. end of selection period (when contract is awarded), end of successful implementation, etc. You will need to provide formal notification when that occurs § Define who keeps (or returns) any work product • • Assume it will be appealed Agree in advance on an arbitration process if you want to stay out of court § Court is expensive, time-consuming and resource intensive

Hosted by Cost of Making Decision l Requires • Resources and time to do investigation § Use of experts § Analysis data • Executive support l Results in cost and time • Needs to be part of overall storage strategy

Hosted by Making An Effective Decision l Critical choices to be made for storage strategy • Storage strategy § Accommodating growth § Plans for acquisition of storage § Retirement (lifespan) of storage systems • Software and infrastructure has long life § Vendor choices • Multiple vendors - % as incentive • Qualifications

Hosted by Conclusion l Storage is critical to a business • Make effective decision requires an investment • Potential to impact the corporation without adequate plans and procedures l Develop process for making decision • Part of overall strategy • Use independent, unbiased resources – cost effective • Leverage their information, expertise • Make best possible decision based on timely, accurate, in-depth information

Hosted by www. evaluatorgroup. com T M