HP aims to bury EMC, IBM, customers with boredom

YET AGAIN, flurries of documents from the New Age P are penetrating customers' brains everywhere, with this latest missive - which we reprise below - almost repeating the Martini line, except that instead of "anytime, anywhere, anywhen - that's the right time", we have "anyone, anytime, anywhere".

Everyone assumes storage is boring, perhaps with some justice, but compared to long documents like this about storage, it is the hippest and coolest thing in the known cosmos, we reckon.

Does every New Age P document have to be three times as long as a Capellas post-it note, and contain more lipids than a lipid-rich saturated lipid thing, we ask ourselves?

Now read on - or save it for bedtime if you're an insomniac:

network storage solutions
Q: What is the name of HP's storage business?
A: The new HP Storage Business is called Network Storage Solutions (NSS) Global Business Unit.

Q: What is the business focus for NSS?
A: NSS is focused on a solution that delivers storage as a utility service to the enterprise. To do this, we will provide enterprise and corporate customers with the industry's strongest portfolio of open, modern, and modular enterprise and network storage strategies including storage management software, virtualization technologies, network storage, NAS/SAN fusion, and comprehensive solutions.

Q: What do you mean by “delivering storage as a utility?”
A: Delivering storage as a utility is the ability to provide a constant data supply using pools of networked storage that can be managed centrally and agnostically. It's a bit like a water utility, and we believe delivering storage as a utility is the key to helping customers solve their most pressing storage challenges today such as scaling, cost, and simplifying storage management.

In NSS, HP and Compaq visions (FSAM and ENSA) have converged to accelerate the realization and adoption of the storage utility which will, in turn, enable customers to streamline business operations, accelerate their time to market, and leverage the power of their information. The storage utility will make it possible for customers to deliver the right information to Anyone, Anytime, Anywhere.

[When visions converge, it means something to opthalmologists - let us never forget that truth, Ed.]

Q: Do you expect any issues integrating HP's FSAM strategy with Compaq's ENSA II strategy?

A: There will be few, if any, problems related to reconciling the two strategies because both companies were driving towards very similar goals prior to the merger (i.e. scaling, reduced storage management complexity, interoperability, lower TCO, and increased ROI). HP storage will leverage the most advanced and visionary network storage architecture in the industry

. Q: How does HP plan to deliver storage as a utility?
A: HP is committed to delivering storage as a utility by focusing on three separate solutionss:

· Invest in innovation to enable customers to streamline business operations, accelerate their time to market, and leverage the power of their information

· Accelerate our network storage vision by quickly delivering an open, modern, modular portfolio of network and enterprise products for the heterogeneous storage market

· Leverage our unique ability to integrate with our servers and our other technologies to deliver complete infrastructure solutions

Q: What new technologies will support the storage utility vision?
A: HP's storage strategy is to deliver storage as a utility service to the enterprise. We believe that this strategy addresses the key challenges faced by most enterprise customers today. The key new technologies that will support delivery of storage as a utility include:

· New storage management/utility technologies

- Storage provisioning [Storage grocers, Ed.]
- Automated storage management [Storage robots, Ed.]
- Lifecycle data management {Clearing out all stuff fast, Ed.]
· Storage virtualization [Reservoirs of storage, Ed.]
· NAS/SAN fusion into a single Universal Network Storage Architecture [UNSA, Ed.]

Q: How will this strategy help customers solve their most pressing storage challenges?
A: Acceleration of our shared network storage vision will allow HP to deliver solutions that answer critical customer challenges. We will deliver those solutions through commitment and through data protection solutions, and offering return on investment on storage as our vision converges.

Q: What are your key storage technology investments?

A: Those are:
· Storage management software including storage provisioning, automated storage management, and lifecycle data management

· Virtualization technologies that will remove complexity, thus increasing the efficiency, flexibility, and functionality of storage

· Network storage that includes NAS and SAN fusion, expanded storage networking protocols, and continued investment in next generation arrays

· Solutions¾integrating hardware, software, business applications, and services, that solve specific customer problems such as SAP high-availability

the market and the competition

Q: Is this merger a good thing for the storage business? A: Yes! We believe this merger will be great for the storage market for four reasons:

1) Quicker realization of innovative and useful technologies: We believe increased innovation will be delivered as a result of the increase in combined engineering resources.

2) Quicker realization of open standards: The merger will combine resources from both companies to drive the development of industry standards that each company was pursuing independently.

3) Improved customer service levels: The merger will expand distribution channels and customer services to provide a better overall customer experience. Further, investments in storage management software will enable customers to deliver improved service to their own organizations.

4) Increased flexibility: We believe that our virtualization strategy will simplify storage management. Because storage will become easier to understand and to manage, efficiency and utilization will improve and the issue of finding and retaining trained staff can be mitigated.

Q: Who are the key storage competitors for the HP storage business?
A: The HP storage business (NSS) will offer the industry's strongest portfolio of storage products including storage management software, virtualization technologies, network storage (including online and nearline storage), NAS/SAN fusion, and comprehensive solutions. As a result, no individual storage competitor can truly offer the same portfolio of storage solutions offered by the HP. However, we do believe that our key competitors will include EMC®, IBM®, and Sun®.

Q: How is the HP storage business ranked in key storage categories?
A: The HP storage business (NSS) will rank number one in at least five key storage categories:

· #1 in Disk Storage Systems
· #1 in External Storage
· #1 in Storage Area Networks (SANS)
· #1 in Tape Drives and Automation
· #1 in Virtualization

Q: What differentiates HP from other storage competitors?
A: HP offers customers the broadest and most flexible portfolio of storage products and solutions and we will focus on those technologies that help customers deploy solutions for competitive advantage through:

· Reduced costs [Cheaper, Ed.]
· Simplified operations [Cheaper, Ed.]
· Reduced risk [Cheaper, Ed.]
· Faster reaction to business opportunities [We're cutting prices soon, Ed.]

We will focus on:

Leadership · Accelerate the realization and adoption of the enterprise storage utility [Sell more kit faster, Ed.]
· Leverage the largest repository of customer-based storage networking knowledge to anticipate customer needs and translate those needs into solutions [Convince them to buy our kit, Ed.]

Innovation and vision

· Be first to market with innovative, customer-driven storage solutions that help customers streamline their operations, accelerate their time-to-market, and leverage the power of their information

Customer value
· Deliver entry-level through advanced solutions, including software and services, that deliver maximum value to the customer

· Exploit worldwide presence in sales, services and distribution plus a sizeable and experienced engineering staff that helps customers develop world-class storage infrastructures

products/technology

Q: What products/product lines will be discontinued because of the merger?
A: Initially, we will continue to offer virtually the same mix of products. However, when products do logically reach the end of their technology life or when we determine that there is excessive product overlap we will provide a smooth transition. No product will be discontinued in the storage product roadmap without providing a comparable or superior replacement product offering. In addition, we have outlined the following guidelines:

· All discontinued hardware and software products will be serviced and have available spares for five years beyond date of last sale

· Discontinued products will be available for a time necessary to effect planned transitions to the replacement product including add-ons and accessories

· In the event that we EOL any software product as a result of the merger, we will provide comparable licenses for the replacement product at no incremental cost

· Continuity plans with will be coordinated with key third party partners to ensure uninterrupted service offering in the solutions ecosystem

Q: What is your strategy for high-end arrays?
A: We will continue to offer both enterprise modular and enterprise monolithic storage. By offering both the EVA and XP array systems, customers can choose the array that best meets their business and infrastructure needs.

Q: What is the strategy for storage virtualization?
3 A: For the last several years, HP and Compaq have recognized the value of implementing virtualization in the storage environment and the combination of the two companies results in the broadest virtualization capabilities in the industry. The new storage organization will consolidate and merge these technologies into even more useful solutions.

HP has several virtualization technologies available and we will use each of them to help our customers achieve the benefits of virtualization—easier management as well as increased efficiency and flexibility.

· At the host level, we will continue to offer Virtual Replicator as well as support the leading host-based virtualization technologies.

· At the array level, we will continue to offer virtualization through the EVA.

· At the network level, we currently deliver network virtualization via SANlink. We will leverage this intellectual property to enhance and accelerate the deployment of VersaStor technology and deliver the enterprise storage utility.

Over the next two years, HP will increasingly invest in extending the use of virtualization by exploiting array, host and network virtualization capabilities. The end result will be an enterprise-wide SAN architecture that is incorporates virtualization and heterogeneous enterprise storage services, and has been architected to deliver infinite performance scale and minimal management complexity.

Q: Is it VersaStor or SANlink?
A: Both. Today we are delivering SANlink. SANlink provides virtualization for small heterogeneous SANs while VersaStor will meet the needs of large-scale SAN environments. Over time, SANlink will adopt the SAN-wide architecture of VersaStor.

Q: So is it in-band or out-of-band virtualization (sometimes called symmetric and asymmetric)?
A: The answer is…both! However, we expect the distinction between the two to blur over time. For now, in-band virtualization found in arrays and our SANlink appliance are appropriate in small and mid-size environments where ease of management and moderate growth are the key issues. Out-of-band virtualization provides linear scaling of performance and connectivity for large enterprise SAN environments where the size and scope of the network require optimum performance and availability. The VersaStor architecture will provide the scaling and performance necessary for large-scale enterprise SANs.

Q: What other products that feature virtualization will HP continue to offer?
A: For several years HP and Compaq have led in storage virtualization. HP pioneered array-based virtualization with AutoRAID technology and Compaq provided Virtual Replicator for Microsoft® Windows® environments. Moving forward, HP will continue to incorporate virtualization in storage systems, servers, and in the storage network. There are also opportunities for implementing virtualization in new areas such as Network Attached Storage and in network-based data protection and archival systems.

Q: What is your storage management software strategy?
A: HP will utilize software as a critical enabler of heterogeneous storage environments. HP Storage Area Manager (SAM) technology will be leveraged to allow customers to fully exploit their storage while significantly reducing the primary cost of storage¾ managing the storage environment. SAM will enable our customers to pool disk, tape, fabric, and applications to increase service levels and help them deliver a constant data supply via the storage utility. HP SAM software will provide customers with several benefits:

· A higher degree of flexibility to manage data growth and change without disruption

· More effective use of skilled IT personnel

Q: How does OpenView Omniback fit into the storage strategy?
A: Omniback is HP's data protection and archival solution. Omniback will allow customers to customize service levels for data protection and enable faster recovery of information as compared to other storage providers. HP will also continue to work with partners to provide additional data protection solutions.

The next generation of Omniback will also become a key component of the strategic platform for making lifecycle data management a reality.

Q: What future technologies can we look forward to?
A: NSS will continue to invent “useful” technologies that deliver storage as a utility to the Enterprise. Some of the new technologies will include:

1) NAS/SAN fusion: NAS and SANs will source files from the same storage pools.

2) Expanded storage networks: IP (iSCSI and FC-IP) and FC protocols will work together as complementary technologies to expand the storage network.

3) Easier virtualization: HP will deliver virtualization that scales easily, provides better management, and uses less skilled IT resources.

Q: What is the HP roadmap for NAS?
A: The NSS storage strategy fully embraces all key storage technologies including NAS. One of HP's key tenets is that NAS and SAN are simply complementary storage technologies that are designed to deliver content in different formats, e.g. files, blocks, and streams. In fact, we are working to overcome the difference and are developing a fusion of NAS and SAN that will allow the two technologies to source information from the same storage pools.

Q: What is your strategy for iSCSI?
A: Today, fibre channel (FC) SANs have become the standard, while iSCSI is expected to begin early adoption early in 2003. We currently leverage IP infrastructure (FC-IP) for some applications, such as remote data replication and NAS, where the technology is sufficiently mature. HP is committed to continued leadership in networked storage and will deliver iSCSI offerings when the technology is ready for our customers to realize the much-anticipated benefits.

channel and partners
Q: Who will be the key partners for the new organization?
A: The new HP will work with an extensive list of partners aimed at delivering a total storage solution to our customers including other application vendors, storage ISV's, HBA suppliers, networking vendors, and more. Currently, some of our key relationships are with Brocade®, Computer Associates®, Hitachi LTD.®, McDATA®, Microsoft®, Oracle®, Quantum®, SAP®, and Veritas®.

Q: What is your storage channel or go-to-market model?
A: HP will go to market with a "Customer Choice" model. In other words, customers can purchase HP technology via their preferred channel. Customers can purchase products, solutions, and services either directly from HP or through a partner of their choice.

Q: What does this “Customer Choice” mean to our partners?
A: Together, HP and partners can provide a viable alternative to competitors' direct-only models. We will:

· Support partners' HP relationships with customers
· Work directly with the customer when requested
· Change Ts and Cs to create a single program
customer assurance, services/warranties
Q: What are you doing for customer investment protection?
A: Although company mergers, technology evolution, and product roadmap changes are fairly common in the high tech industry, we are making every effort to ensure a smooth transition for our customers. We are fundamentally committed to protecting customer investments through programs designed to assist customers through technology and product transitions resulting from the HP/Compaq merger.

· We do not expect any products to be discontinued in the storage product roadmap without providing a comparable or superior replacement product offering.

· We will provide customers with a straightforward transition and transition path for all products impacted by a converged product roadmap.

· All discontinued products will remain available for a reasonable time period necessary to effect planned transitions to the replacement product.

· Coordinated support will be handled by experienced HP and Compaq support personnel.

· HP is committed to working with key partners to insure continuity of offerings in the solutions ecosystem.

Q: What type of storage services will the new HP offer?
A: The new HP will offer storage services that anticipate the continued dynamic growth of storage solutions, technology, and products. We will combine the strengths of HP storage with those of HP services to deliver a variety of storage services that help customers solve their most pressing storage challenges. We will offer three major types of Storage Services that can be used independently or in combination based on the needs of the customers:

1) Storage Consulting Services-The highest level of storage system integration and business value analysis designed for customers wanting to drive productivity improvements and processes that will enable them to compete more fiercely in their respective markets. Customers utilizing this resource should expect improvements in business processes and guidance related to optimizing the placement, usage, and lifecycle of their information.

2) Storage Support Services-Integrated lifecycle management support services including assessment, installation, implementation, maintenance, and technology evolution and refresh. Business continuity needs, especially those in mission-critical environment, are a specialty of this organization.

3) Storage Outsourcing Services-Managed storage offerings for customers that prefer storage be managed by a vendor.

In addition, NSS will work with Systems Integrators to offer horizontal business storage solutions and storage solutions in verticals that HP does not address.

Q: What is the warranty policy on existing products from Compaq and HP?
A: HP will honor existing warranties from both companies, and the transition for Compaq customers to HP will be transparent. After the merger, HP and Compaq service teams will be combined and cross-trained to provide service and support on the combined portfolio of products.

Q: I am a current Compaq or HP storage customer. How can I get information about my existing products and the future of those products?
A: HP Corporate and Enterprise customers will be contacted directly by their representatives as soon as it is possible. General information related to products will be available at www.hp.com and, of course, customers with existing HP and Compaq relationships can always contact their local representatives including channel partners.