Evolving from Products to Product Suite Solutions in High-Tech
- 1. Evolving from Products to Product Suite Solutions in High-Tech Brian Cox Sr. Director of Software Marketing Hewlett-Packard Company © 2008 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice
- 2. Challenges facing enterprise IT software deployments • Abundance of software product offerings and features options overwhelms customers slowing purchase decisions • Multiplicity of related product offerings creates horrendous installation duration and complexity • Numerous layers in the software stack create paranoia of incompatibility upon installation and that installing patches will create further incompatibility 2
- 3. Case study: How to more cost effectively deploy HP’s Unix software suite with higher customer satisfaction • Simplify choice • Ease installation • Build confidence Particularly needed when your product sector matures and no competitor has major features leads or gaps relative to competitors’ offering: TCO and Ease of Use become the differentiating factors 3
- 4. Where to focus to drive down TCO Freeing your customers’ resources for innovation Direct one-time costs ~25% • Hardware acquisition • Software acquisition • Support contracts Shrinking costs through: •Ensuring the purchase of the + On-going costs right product upfront • Support costs Total •Ease of installation • IT Operations & Admin Cost •Ensured compatibility •Comprehensively tested • Facility costs of patching • Change costs ~75% • Downtime planned Ownership •Predictable release of new versions and updates • Downtime unplanned • Security • Business impact & opportunity 4
- 5. HP’s Unix Operating System and related system software MirrorDisk/UX Serviceguard Caliper, WDB C++ linking for Oracle EBS Online JFS Math Library Virtualization Manager Auto Port Aggregator HPVM or vPars HA Monitors NFS Toolkit ECM Toolkit gWLM or WLM 3D Graphics RTE Message Passing Interface •Process Resource Manager GlancePlus PAK Capacity Advisor 5
- 6. HP shifted to selling software bundles or product suites called Operating Environments Mission Critical Operating Environment Availability Enterprise Operating Environment Manageability Foundation Operating Environment Reliability Security Serviceability HP-UX Technical Computing Operating Environment Scientific and Engineering speciality 6 (circa 2000)
- 7. Software bundles cannot remain static as innovation adds more choice HP Serviceguard HP Virtual Storage Server Management Suites Environment Suite Mission Critical OE New High Availability New Availability Enterprise OE Virtualization Manageability Solutions Foundation OE Solutions Reliability Security Serviceability HP-UX Technical Computing Operating Environment 7
- 8. Need to further simplify as further software invention creates more choice • Pioneered in 2000. . . • Updating value in 2008 HP Serviceguard Storage HP Virtual Management Suites Server (some minor confusion Environment •Match with OE’s) Suite customer Data Center OE (overlaps OEs) needs High Availability Virtual Server Mission Critical OE Availability OE OE •Simpler Enterprise OE Base OE Manageability •More Foundation OE complete Reliability Security •Ahead of Serviceability competition HP-UX Technical Computing Operating Environment 8
- 9. New HP-UX 11i v3 Operating Environments Data Center Operating Environment (DC-OE)* HA-OE, VSE-OE, BOE High Availability OE (HA-OE)* Virtual Server OE (VSE-OE) Base OE • Base OE • • MirrorDisk/UX Base OE (BOE) • MirrorDisk/UX • Serviceguard • VSE Suite: • Foundation OE • gWLM or WLM • ECM Toolkit • Auto Port Aggregator • HPVM or vPars • NFS Toolkit • Process Resource Manager • Capacity • Online JFS • C++ linking for Oracle EBS Advisor • GlancePlus PAK • HA Monitors • Caliper, WDB • Virtualization • 3D Graphics RTE Manager • Message Passing Interface • Online JFS • Math Library • GlancePlus PAK • HA Monitors 9
- 10. Richest set of integrated software with HP-UX 11i v3 shortens time to deployment Pre-Integrated Installation Steps Reboots Software Packages 100 4 90 87 80 70 3 60 50 2 2 2 2 35 40 30 27 1 1 20 10 9 0 HP Vendor A Vendor B HP Vendor A Vendor B Vendor B Vendor C Vendor A Vendor C HP Vendor C Only HP-UX 11i facilitates changes or operator error correction during the installation 10
- 11. Changing the game with HP integrating in the lab, so customers don’t have to! Comparing full stacks HP Vendor A Packaged functionality HP-UX 11i v3 Operating System Data Center + APV Standard Operating + Workload Mgmt Environment + Mgmt SW Vendor A VS. + Virtualization SW + Integration Simplified + Services Perf Analyzer SW – + Factory integrated + Monitoring SW virtualization HA SW & high availability Separately installed 11
- 12. What the new operating environments mean to existing HP-UX customers Achieve your adaptive infrastructure with less time & worry • Reduce TCO overall by up to 15% compared to v2 on the same hardware: • a 60% reduction in planned downtime • 14% reduction in operations cost • Reduced operations costs: • More software & support for equal or less money • Manage up to 159 software products as one 12
- 13. HP-UX install base moving quickly to v3 Expected timeframe for implementation for those planning to migrate to HP-UX 11i v3 6 - 12 months 18 months + 30% 35% < 6 months 35% * Source: HP Integrity Server Customer Satisfaction Program 2007 Performed by Technology Business Research, Inc. 12/11/2007 13
- 14. HP-UX 11i v3 adoption rate ahead of aggressive HP schedule 100% Projected ramp 80% 60% 40% Actual Original forecast 20% 0% Q107 Q308 Q409 Q210 ACTUAL FORECAST 14
- 15. Ideas International on HP’s leadership Functionality and integration "HP-UX has a very strong portfolio of functions ... Its balanced functionality of core OS features, its superior integration between critical components, and its flexible deployment options . . . make HP-UX ideal for broad deployment across the enterprise." www.hp.com/go/v3ideas Ideas International, Inc. “HP-UX 11i v3 Delivers Superior Capabilities for Virtualized Data Centers”, March 2008 15
- 16. “Selling HP-UX 11i v3 Operating Environments simplifies my selling process to days versus weeks when compared with the previous Operating Environments. The v3 performance optimization and new capabilities have helped me win over both IBM and Sun accounts in the past 12 months. My customers see the value in the added software included in the Operating Environments...especially the new Virtualization Server Operating Environment.” Scott Reynolds Account Executive Agilysys, Inc. August 1, 2008 16
- 17. Deploy with less worry, cost and risk HP-UX 11i v3 operating environments • Prepackaged Data Center Operating Environment functionality Built in business-critical virtualization -- The Data Center OE is the ideal offering for customers who are doing server consolidation, or building an infrastructure for the future. The DC-OE is the most complete, fully tested and integrated UNIX® offering available. • Matches customer needs High Availability OE Virtual Server OE For customers For customer Base OE seeking high Provides seeking higher availability for resource integrated and utilization or large mission tested HP-UX critical embarking on • Simplified applications functionality consolidation projects installation requiring virtualization • Reduced risk 17
- 18. Technology for better business outcomes