Cloud storage market change to see who can seize the opportunity

Cloud storage technology and solutions are important to users, but how to get the cloud into the ground as quickly as possible, that is, to achieve the landing of cloud storage is more important. Coincidentally, in the past two months, HDS, EMC, NetApp has been in the channels of exerting force, we invariably will cloud computing, cloud storage landing as the key to the future channel strategy adjustment. HDS has been brewing for two years and has finally launched its Platinum partnership this year, emphasizing full cooperation with channel partners. EMC recently announced a capital injection into Fortis, targeting virtualization and private cloud construction. NetApp also focuses on developing systems integrators and cloud storage businesses. Starting with the channels to focus on the sales, deployment, and services of cloud storage solutions, HDS, EMC, and NetApp are at the forefront of the industry in cloud storage landing.

Private cloud faster than public cloud

Before joining the Channel summit in Chengdu, NetApp's vice president and Asia Pacific General manager, Simon Green, stayed in Beijing for a few days. During that period, he visited a number of important clients, most of them mentioning cloud computing and cloud storage. "Some large users are interested in private cloud, with the goal of reducing the complexity and cost of the entire information infrastructure." Enterprises are very concerned about how to transform from the existing chimney-style architecture to the fully shared architecture of resources. NetApp's biggest advantage is that it can provide storage solutions for heterogeneous environments, better help users reduce the overall cost of ownership of the system, and improve storage utilization. In addition, NetApp can provide an pluggable storage solution that does not affect the user's existing application environment. "Migrating from existing architectures to private cloud architectures takes many steps and cannot happen overnight," says Simon Green. Users need to be open to cloud storage solutions that are compatible with existing architectures. ”

"NetApp is driving cloud business around the world," says Julie Parrish, vice president of global channel Sales at NetApp. NetApp, for example, is aggressively implementing the Global System Integrator (GSI) program, primarily for large enterprise customers with more complex application requirements. NetApp currently has more than 50 experts in charge of implementation of plans such as GSI. NetApp's goal is to provide users with more choices, rather than imposing cloud computing solutions on users. At present, some large enterprise users are actively implementing migration to the private cloud architecture. The development of the public cloud depends more on the development of the service provider and the external economic environment. As a result, public cloud development is slightly slower relative to private cloud. Simon Green also believes that users are more likely to accept private clouds based on considerations of cost, security, and business complexity.

Marked by the release of the virtualization product Vplex This May, EMC focused its business strategy on the private cloud. EMC recently announced a high-profile partnership with Fortis and has a strong technical strength in virtualization and private cloud. While NetApp, EMC, and so on, have adjusted the internal organization architecture and sales strategy according to the needs of the cloud business, these companies are not currently able to provide specific sales figures indicating the extent to which cloud storage contributes to the company's business. From the current situation, cloud storage is only a future growth point.

Learn to play Taiji

In the cloud storage market, there are two important alliances: one is the VCE Alliance of VMware, Cisco and EMC, and the other is a consortium of NetApp, Cisco, and EMC. All two alliances are able to combine virtualization software, networking, and storage offerings to provide customers with a comprehensive cloud computing solution. For members of the Alliance, a necessary skill is to achieve full collaboration, to play the strengths of their products, to form complementary solutions. This is like playing Tai Chi, can be different parts skillfully fused together, forming a resultant force.

"In the Asia-Pacific region, NetApp has more than 200 people specializing in cloud-related businesses," said Simon Green, vice president and Asia Pacific general manager for NetApp. NETAPP, Cisco, and EMC three companies are staffed to coordinate their work. At present, the alliance's cloud business is focused on enabling channel partners to gain a deeper and more comprehensive understanding of the unique value of the three joint solutions in virtualization, cloud computing and Dynamic Data centers, through training and other effective means. Chen Wenjun, general manager of NetApp Greater China, added: "In China, NetApp is also careful to choose a channel partner for cloud computing, with only a handful of qualified and Neusoft companies currently accredited." ”

NetApp has recruited a dedicated cloud business this year, according to reporters. These people are currently working in Shanghai, and the work on cloud business development is still at a nascent stage.

Vblock is a cloud storage product launched by the VCE Alliance. This is a packaged solution that users can buy directly. If users are unwilling to buy packaged Vblock, they can also purchase products from VMware, Cisco, and EMC, and then assemble their own cloud computing solutions. "Vblock is a single cloud storage product, and NetApp and Cisco and EMC are committed to promoting an open, secure multi-tenant computing architecture," says Chen Wenjun. One is the product, the other is the architecture, which determines the difference between the two alliances in specific promotional strategies. ”

HDS's upcoming Unified Computing Architecture solution includes blades, storage, and networking and software, where Hitachi is capable of providing blade servers, storage, and software, but network products need to find partners. HDS has not disclosed which of the future network product partners it is. However, it is certain that, regardless of the ultimate choice of network manufacturers, HDS's core work is to achieve the integration of the solution.

How many unknowns are there?

In 2011 years, HDS will formally launch a unified computing solution. So some people think that HDS has lagged behind in the spread of cloud computing. In fact, now claims to have cloud computing, cloud storage solutions vendors, mostly still stay in the hype concept of the stage, the success of the case is not many. China's cloud computing market is still in its infancy and the market needs to be nurtured. Cloud computing market development can only be step-by-step, it is impossible to leap in a short time. For manufacturers, a perfect cloud computing solution is a prerequisite, but more importantly, manufacturers must really understand the needs of users, cloud computing technology to use the edge. NETAPP, EMC, HDS, and so on, are the first steps in a long cloud computing journey, and there are many unknowns in the future.

First of all, the channel must follow the original manufacturer's channel strategy adjustment, and actively realize the transformation, from selling products mainly to selling solutions. Channel operators must have a certain system integration capabilities and service capabilities, according to the actual needs of customers to provide customized solutions. "When choosing channel partners, NetApp is adhering to the principle of seeking quality," said Chen Wenjun, general manager of NetApp Greater China. At this stage, NetApp will not blindly increase the number of channel partners, but will carefully choose those who have a thorough understanding of cloud computing, but also have strong integration capabilities and service capabilities of partners. ”

Second, the storage vendors began to consciously choose to be comprehensive with the cloud service provider. In this context, telecom operators became the sweet cakes. Simon Green predicts: "In the next 2-3 years, the global cloud computing market may emerge with 12-14 large telecom operators offering cloud services." What NetApp has to do now is to work more closely with these carriers to meet the requirements of technology and application aggregation. ”

Thirdly, training is not to be neglected. Chen Wenjun says NetApp has provided a number of training courses for channel partners to help channel partners better understand NetApp's products and cloud storage solutions. Meiminling, director of market and channel strategy at EMC Greater China, said Fortis has a technology team dedicated to virtualization applications, but after the injection of Fortis, EMC has a lot of training for Fortis-related technical personnel to meet the need to exploit private cloud business.

Finally, give full play to the role of the Alliance. Whether it is the VCE Alliance, or NetApp and VMware, Cisco's Alliance is a relatively loose alliance, the Alliance's parties can provide a combination of cloud computing solutions, but in peacetime or fragmented. No matter which alliance, the future should establish an effective coordination mechanism, especially in the pre-sale consultation and after-sale technical services to deepen cooperation. This March, NetApp, in collaboration with VMware and Cisco, launched the End-to-end security multi-tenant design Architecture and launched a 24-hour collaborative support model worldwide. Collaboration on this kind of services is essential to driving cloud computing to the ground.