Transcription
Frequently asked questionsFor HPE and Channel Partner internal use only.HPE CLOUD VOLUMES BACKUP
Frequently asked questionsFor HPE and Channel Partner internal use only.CONTENTSIntroduction . 3overview . 3What is HPE Cloud Volumes Backup? . 3What problem does HPE Cloud Volumes Backup solve? . 3What are the key benefits of HPE Cloud Volumes Backup?. 3What are the use cases for HPE Cloud Volumes Backup? . 3Who owns and manages the data center environment or equipment involved in the service? . 4What storage and/or applications can be protected with HPE Cloud Volumes Backup? . 4How can I put my backup data to work with HPE Cloud Volumes Backup? . 4How is HPE Cloud Volumes Backup a better cloud backup target than AWS S3, Microsoft Azure Blob Storage, or Google CloudStorage? . 4How is HPE Cloud Volumes Backup different from other cloud backup-as-a-service offerings?. 4How is HPE Cloud Volumes Backup different from on-premises purpose-built backup appliances such as Dell-EMC Data Domain? . 4Which of the HPE storage competitors offer a similar service?. 4How is HPE Cloud Volumes Backup different from HPE Cloud Bank Storage?. 4Service details. 5How does the service work?. 5How do customers get started?. 5How do customers use multiple clouds with HPE Cloud Volumes Backup? . 5How does HPE Cloud Volumes Backup work under the covers? . 5Is the data encrypted? . 5How does HPE Cloud Volumes Backup support multitenancy?. 5How does HPE Cloud Volumes Backup mitigate the impact of ransomware attacks? . 5What redundancy does HPE Cloud Volumes Backup provide? . 5Where is the HPE Cloud Volumes Backup service currently available and located? . 6Pricing. 6What options are available to provide service demo capability to various Geos? . 6How is the service priced and purchased? . 6Sales and gtm . 6Who can sell this service? . 6How will HPE sales teams be compensated? . 6How will VARs/CSPs be compensated? . 6How will HPE Cloud Volumes Backup help me maximize revenue and quota retirement? . 7How will HPE Cloud Volumes Backup help HPE’s position within the customer? . 7Further information . 7Who do I contact? How do I find out more? . 7
Frequently asked questionsFor HPE and Channel Partner internal use only.Page 3INTRODUCTIONThe frequently asked questions provided in this document are meant to address the most common questions from HPE sales employeesabout the general availability of HPE Cloud Volumes Backup.OVERVIEWQ. What is HPE Cloud Volumes Backup?A: HPE Cloud Volumes Backup delivers a simple, efficient, and flexible way to store customer’s backup data in the cloud. It’s a 100%cloud native backup storage target that enables the customer to backup seamlessly to the cloud—directly from HPE Storage usingHPE RMC or directly from any storage using a backup ISV—without changing existing data protection workflows. Backups can berestored on-premises or in the cloud. HPE Cloud Volumes Backup eliminates complexity by freeing you from the day-to-day hasslesand costs of backup infrastructure management. It provides peace of mind that your data is rapidly recoverable and always secure. Itoptimizes your costs with consumption based pricing and ultra-efficient data mobility across any hybrid cloud. And it empowers youto get more mileage out of your backup data, enabling you to transform backup data into a business asset that acceleratesdevelopment and reveals new business insights.Q. What problem does HPE Cloud Volumes Backup solve?A: Data is the lifeblood of any organization. But with more data being generated every day—from the edge to the cloud—it’s morecomplex than ever to protect. This creates both a challenge and an opportunity. A challenge to simplify how you safeguard your mostimportant asset. And an opportunity to make that protected data more valuable for your business than just an expensive insurance policy.Traditional backup appliances weren’t designed for today’s dynamic and distributed business environment. They are time consuming andcostly to manage. They can’t easily scale to meet dynamic needs. They require upfront capex, expensive software licensing and costlyover-provisioning. And they lock your data away only to be used in case of emergency. The agility and economics of the cloud providesan opportunity to enhance how you protect your data. But cloud backup solutions available today aren’t doing enough. They are stillcomplex, requiring bolt on gateways and virtual appliances. They can still be painful, forcing a rip and replace of your backup software andpolicies. And they are still just insurance, restricting how you restore and use your data. Now is the time to modernize your data protectionand make it more valuable for your business. Now is the time for cloud backup done right.Q. What are the key benefits of HPE Cloud Volumes Backup?A: HPE Cloud Volumes Backup delivers an enterprise grade cloud backup service that unlocks agility and powers innovation.HPE Cloud Volumes Backup—Cloud backup done rightEffortlessTake the time and stressout of backup Change where you backup, not how you backup: Instantly cloud-enable a storage array or backup ISV, without having tochange existing backup workflows Set it and forget it: Start backing up in seconds with automated backup policies,—in just a few clicks—and recover with ease Secure by design: Safeguard against any threat with encrypted backups that are invisible to ransomware attacksEfficientOptimized cloud economicsFlexibleActivate backup data—whereand when it is needed Say goodbye to backup infrastructure: Reduce your management costs— on-premises and in the cloud Pay as you grow: Avoid upfront CAPEX expenses and costly overprovisioning with predictable consumption-basedbilling that matches the cost-to-business value Fast and efficient—to and from the cloud: Reduce bandwidth usage, data transfer costs and backup storage consumptionby 20X with source-side deduplication, change based tracking and compression 1 Recover anywhere: Avoid cloud lock-in and data-egress charges with flexible recovery on-premises or in the public cloud Make backups productive: Unlock the value of backup data, using it for cloud-based test/dev, reporting, analytics,compliance, and archive Deliver on SLAs: Complement cloud backup with rapid on-premises recovery for end-to-end protectionQ. What are the use cases for HPE Cloud Volumes Backup?A: HPE Cloud Volumes Backup service can be used to deliver a secondary or tertiary backup capability for on-premises storage. It can bedeployed for cloud backup at remote sites. It can also remove the need for backup infrastructure at secondary data centers.1Assuming dedupe ratio of 20:1 as compared to a fully hydrated backup
Frequently asked questionsFor HPE and Channel Partner internal use only.Page 4Q. Who owns and manages the data center environment or equipment involved in the service?A: HPE Cloud Volumes Backup provides a true cloud backup service; customers do not need to own or manage any physical or virtualbackup appliances. They just pay for the backup storage resources they provision and use each month, with no long-term commitments.Q. What storage and/or applications can be protected with HPE Cloud Volumes Backup?A: HPE Cloud Volumes Backup delivers seamless, plug-and-play cloud backup storage for the customer’s preferred backup app. Anydata source on any array from any vendor can use the service via major backup ISVs such as Commvault, Veeam, Veritas, and Micro Focus.No plug-ins are required and customers can use their existing backup sets, catalogues and policies.Using HPE Recovery Manager Central (RMC) customers can simplify their backup infrastructure even more by backing up directly fromHPE Primera, HPE 3PAR, and HPE Nimble Storage to the HPE Cloud Volumes Backup service, without the need for separate ISV backupmaster servers and media servers. HPE RMC with HPE Cloud Volumes Backup enables faster cloud backup and recovery with less cost andcomplexity.Q. How can I put my backup data to work with HPE Cloud Volumes Backup?A: HPE Cloud Volumes Backup service empowers customers to transform their backups from being a reactive insurance policy to aproactive value-add service for their organization. Workloads backed up to HPE Cloud Volumes Backup can be recovered on-premises foroperational restores. Alternatively, customers can restore workloads to the HPE Cloud Volumes Block service to leverage public cloudcompute resources for multiple secondary use cases, including test/dev, reporting, and analytics. Supporting multiple workloads on acommon backup data set significantly reduces costs. With no additional software, infrastructure, or replicated storage, organizations canstreamline data management and increase overall business agility.Q. How is HPE Cloud Volumes Backup a better cloud backup target than AWS S3, Microsoft Azure BlobStorage, or Google Cloud Storage?A: HPE Cloud Volumes Backup service reduces the time, cost, and network bandwidth for cloud backup and recovery by 20X due to highlyefficient source-side deduplication, change-based tracking, and advanced compression. HPE Cloud Volumes Backup also helps the customeravoid public cloud lock-in for their on-premises storage. It also provides a more integrated and easier way to extend their on-premisesHPE storage to the cloud with simple, built-in cloud backup and recovery using HPE Recovery Manager Central (RMC). HPE Cloud VolumesBackup pricing is based on consumed capacity (after dedupe and compression) and does not include any egress charges.Q. How is HPE Cloud Volumes Backup different from other cloud backup-as-a-service offerings?A: HPE Cloud Volumes Backup service allows customers to use their existing backup ISV, or no-ISV at all, rather than having to switch toa cloud vendor’s backup application or gateway. It reduces the time, cost, and network bandwidth for cloud backup and recovery by 20Xdue to highly efficient source-side deduplication, change-based tracking, and advanced compression. HPE Cloud Volumes Backup alsohelps the customer avoid public cloud lock-in for their on-premises storage. It also provides a more integrated and easier way to extendtheir on-premises HPE storage to the cloud with simple, built-in cloud backup and recovery using HPE RMC.Q. How is HPE Cloud Volumes Backup different from on-premises purpose-built backup appliances such asDell-EMC Data Domain?A: HPE Cloud Volumes Backup is delivered as a true cloud backup service. It enables the customer to provision data protection storagewithin minutes, securely with on-demand elastic capacity, without the overhead of additional hardware, software, or maintenance. It alsoenables native cloud recovery to AWS, Azure, and Google Cloud Platform (GCP).Q. Which of the HPE storage competitors offer a similar service?A: No storage competitor matches the simplicity, efficiency, reliability, and agility that HPE Cloud Volumes Backup offers. Some vendorsfocus on selling built-in cloud protection for their storage arrays. However, this is not a true cloud backup service offering as it locks thecustomer into the vendors’ hardware and a specific public cloud. It also requires on-premises gateways for fast restores and doesn’t enablethe customer to unlock the value of backup data for cloud-based test/dev, reporting, analytics, compliance, and archive. Other vendors offera cloud array as software, which can allow backup from arrays into the cloud.However, this still leaves the customer with the burden of managing storage infrastructure—defeating one of the goals of moving to thecloud in the first place. Also, other vendors do not improve upon the reliability or performance characteristics offered by native cloud storage.Q. How is HPE Cloud Volumes Backup different from HPE Cloud Bank Storage?A: HPE Cloud Bank Storage stores data in public or private object storage and is positioned as a tape replacement for long term backupretention and archive. You cannot use or recover from HPE Cloud Bank Storage without an HPE StoreOnce appliance.
Frequently asked questionsFor HPE and Channel Partner internal use only.Page 5SERVICE DETAILSQ. How does the service work?A: Getting a true cloud backup experience with enterprise-grade capabilities, reliability, and security is effortlessly simple. The customerjust logs into the HPE Cloud Volumes web portal and provisions a backup target by specifying its name, capacity, and global location. Thenadd this backup target to the chosen backup app or HPE RMC software 2 and set automated backup policies. Volumes are backed up to theHPE Cloud Volumes Backup target using HPE Catalyst technology. 3 Application-consistent backups can be restored on-premises (using abackup app or HPE RMC) or to the HPE Cloud Volumes Block service 4 (by clicking the restore button in the GUI) where it can be accessedby production workloads on AWS, Azure, and GCP.HPE Cloud Volumes Backup Service enables source side, low bandwidth deduplication (using HPE Catalyst) which enhancesbackup performance by only sending unique data/delta changes (after the initial baseline snap) from the backup server or clientto the HPE Cloud Volumes Backup Service. This means accelerated performance and deduplication efficiency with 95% 5 less networkutilization/transfer costs for leading backup ISVs such as Commvault, Micro Focus Data Protector, Veritas, and Veeam, as well asHPE RMC—as well as increased storage/space efficiency. This smart data transfer helps customers accelerate time to recoveryand meet SLAs.Q. How do customers get started?A: Customers can register directly on the website at cloudvolumes.hpe.com/welcome/ to get started. Sales teams can sell customers prepaidcredits, either as a standalone offering or bundled (at a 30% discount) with compatible HPE Primera, HPE 3PAR, HPE Nimble Storage, andHPE StoreOnce platforms.Q. How do customers use multiple clouds with HPE Cloud Volumes Backup?A: HPE Cloud Volumes Block currently supports Amazon Web Services, Microsoft Azure, and GCP. Any backups restored to a newly createdHPE Cloud Volume Block can be attached to AWS EC2, Azure Virtual Machine, and Google Compute Engine instances and can be switchedat any time without any data migration. HPE does not charge to switch between cloud providers.Q. How does HPE Cloud Volumes Backup work under the covers?A: HPE has built a cloud backup service using our flash storage and backup technologies (we do not use AWS, Azure, or Google-providedcloud storage). Our cloud is strategically placed around the world in data centers that are in close proximity to Amazon, Azure, and Googlecloud infrastructure, which ensures low-latency access. Our cloud infrastructure is redundant, and owned and managed by HPE. Wedesigned our service to be as simple to use as native AWS, Azure, or Google storage. Users access our service through a cloud portal,APIs, or CLIs and never have to deal with any underlying backup infrastructure.Q. Is the data encrypted?A: Yes, data is encrypted in flight and at rest. Data on wire travels with frequently rotating TLS certificates to HPE Cloud Volumes Backup.Data at rest can be encrypted with 256-bit AES-encryption. The keys are handled by HPE. We do plan to integrate with external keymanagement services in the future.Q. How does HPE Cloud Volumes Backup support multitenancy?A: HPE Cloud Volumes Backup offers built-in multitenant security. Backup volumes created by one user are not visible to others, even ifthey are stored on the same device. Management or provisioning access, as well as data access, is also multitenant.Q. How does HPE Cloud Volumes Backup mitigate the impact of ransomware attacks?A: Ransomware can’t infect and encrypt what it doesn’t see. HPE Cloud Volumes Backup makes this possible with backup stores, which arenot directly accessible by the OS. This makes backup images invisible and inaccessible to ransomware, thereby ensuring data integrity andmaking restores possible in the event of a ransomware attack.Q. What redundancy does HPE Cloud Volumes Backup provide?A: HPE Cloud Volumes Backup operates out of fully redundant storage and networking infrastructure. Triple Parity protects back-endbackup storage and it has built-in spares to increase the redundancy.The HPE RMC software is a centralized data protection and copy data management software solution that ships as standard with every HPE Primera, HPE 3PAR, andHPE Nimble Storage array as part of the all-inclusive array license.3HPE StoreOnce Catalyst is a data protection protocol developed by HPE that is optimized for cloud-based data protection. The Catalyst technology is supported bymany market-leading protection applications, such as Veritas NetBackup and Backup Exec, Veeam Backup & Replication, BridgeHead Healthcare Data Management,and Micro Focus Data Protector, as well as HPE RMC.4HPE RMC is required to recover to the HPE Cloud Volumes Block service.5Assuming dedupe ratio of 20:1 as compared to a fully hydrated backup.2
Frequently asked questionsFor HPE and Channel Partner internal use only.Page 6Q. Where is the HPE Cloud Volumes Backup service currently available and located?A: HPE Cloud Volumes Backup service will be available globally and will be located in the U.S. (West and East), U.K. (London), EU (Dublin),and Japan (Tokyo). We plan to rollout each region over time.PRICINGQ. What options are available to provide service demo capability to various Geos?A: Demo accounts are available for HPE sales staff and can be made available to partners on demand.Q. How is the service priced and purchased?A: 0.10 per GIB consumed capacity (after dedupe/compression). Customers will have two payment options:1. Month-to-month pay as you go (available in the U.S. only)—Customer credit card is charged for the month’s provisioned or usedresources.2. Prepaid credits purchased in three tiers of SKUs—With each tier offering an increasing percentage of bonus credits. The bonuscredits afford the customer a price advantage of getting additional consumption of HPE Cloud Volumes services for free. Credits can beused for any cloud data services offered now or introduced in the future. The breakout of the SKU tiers and associated bonus credits areas follows:Tier 1: 500 in cloud data services credit 15% bonus credits ( 75)Tier 2: 5,000 in cloud data services credit 20% bonus credits ( 1,000)Tier 3: 50,000 in cloud data services credit 25% bonus credits ( 12,500)Prepaid credits expire after 13 months but with co-termination, a purchase of one or more SKUs can rollover remaining credits to inherit thenew purchase’s 13-month expiration. This does not apply to bonus credits, which will expire 13 months after issuance. It is recommendedcustomers retain a credit card on their account when they run out of prepaid credits to avoid any disruptions of service.In December 2019, we introduced bundle versions of the credit SKUs offering a 30% discount when ordered with compatible HPE Primera,HPE 3PAR, HPE Nimble Storage, HPE SimpliVity, and HPE StoreOnce platforms. This will help drive more sales and customer traction withHPE Cloud Volumes, leveraging the native compatibility of the HPE storage platforms.Customers can use the same subscriptions for HPE Cloud Volumes Block and Replication to use this service. Consumption of prepaid creditswill appear on the portal.SALES AND GTMQ. Who can sell this service?A: Any HPE sales team, VAR, and CSP/MSP will be able to sell HPE Cloud Volumes Backup. Partners can make substantial margin upfront,reselling prepaid credits for HPE Cloud Volumes Backup. Partners can also provide professional services and white-glove managed services.Q. How will HPE sales teams be compensated?A: HPE field teams will get quota credit and compensation for all HPE Cloud Volumes Backup opportunities. Any HPE Cloud Volumesservice, including HPE Cloud Volumes Backup, counts as HPE Nimble Storage revenue for sales compensation. Prepaid credits will bepaid out upfront based on the PO value of the transaction.Q. How will VARs/CSPs be compensated?A: Any VAR or CSP reselling the prepaid credits get a 12% discount (subject to change at any time) and are able to mark up theservice to list price. As a standard with cloud services pricing, we do not recommend deviating from list price as pricing is published onthe HPE website.
Frequently asked questionsFor HPE and Channel Partner internal use only.Q. How will HPE Cloud Volumes Backup help me maximize revenue and quota retirement?A: PL N1 has a 3X sales credit multiplier and sales reps also get credit for subscription renewals. Selling more HPE Storage attach equatesto larger deal sizes, higher deal margin profiles and increased share of customer wallet. Attaching HPE Cloud Volumes Backup SKUs toevery HPE Storage sale is a massive HPE owned opportunity and enables sales reps to maximize their sales opportunities by offering anew and different way for customers to consume data protection. The service can be sold into accounts with no HPE footprint due toHPE Cloud Volumes Backup compatibility with the market leading ISVs.Q. How will HPE Cloud Volumes Backup help HPE’s position within the customer?A: HPE Cloud Volumes Backup provides a complete solution that solves customer problems and delivers value better than the competition.It increases customer share of wallet and it strengthens HPE’s position with the customer, allowing HPE to have better and long-termstrategic deals with customers. Sales reps can grow relationships with C-Level executives, helping them lock out the competition.FURTHER INFORMATIONQ. Who do I contact? How do I find out more?A: For more information and resources, search for “Cloud Volumes Backup” on Seismic. If you have a customer engagement that requiresfurther assistance, email us at hpe.cv@hpe.com. Copyright 2019–2020 Hewlett Packard Enterprise Development LP. The information contained herein is subject to changewithout notice. The only warranties for Hewlett Packard Enterprise products and services are set forth in the express warrantystatements accompanying such products and services. Nothing herein should be construed as constituting an additional warranty.Hewlett Packard Enterprise shall not be liable for technical or editorial errors or omissions contained herein.This document contains confidential and/or legally privileged information. It is intended for Hewlett Packard Enterprise andChannel Partner Internal Use only. If you are not an intended recipient as identified on the front cover of this document,you are strictly prohibited from reviewing, redistributing, disseminating, or in any other way using or relying on t
A: HPE Cloud Volumes Backup delivers seamless, plug-and-play cloud backup storage for the customer's preferred backup app. Any data source on any array from any vendor can use the service via major backup ISVs such as Commvault, Veeam, Veritas, and Micro Focus.
