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HP Integrity Solution for Oracle DatabasePowerful, reliable, simple-to-manage Oracle-ready servers for mid-size organizations
Selling guide
What is the opportunityUse this selling guide to find sales opportunities valued at US$25,000 to US$150,000 each. (Oracle licenses and software are not included in the solution.)
How do I do thisSell mid-market businesses and departments in larger organizations the HP Integrity Solution for Oracle Database, which is a database server consisting of an entry-class HP Integrity server or Integrity BladeSystem server, the HP-UX 11i operating system, and HP Serviceguard Storage Management Suite software.
Why do customers care• Enable business growth with a high-performance
database that delivers unbeatable scalability• Save database administration costs with an
easy-to-administer file system that accelerates performance
• Reduce business risk with a high-availability database server configuration
• Slash downtime with online database and server maintenance
Table of contents
What do I sell ................................................. 2
Who are the target customers ............................ 9
What are the business triggers ........................ 10
Who is the competition................................... 13
Why buy now ............................................... 17
How do I sell this solution ............................... 18
What are the objections ................................ 21
What resources are available ...........................23
Who do I contact ............................................23
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What do I sellMid-market companies and departments in large corporations desperately need solutions that enable them to manage exploding volumes of data while lowering costs and simplifying administration of their database management systems. These organizations increasingly rely on sophisticated enterprise resource planning systems, and they must comply with expanding government regulations, so they need to store more data for longer time periods. Robust, flexible, high-performance databases and mission-critical solutions are required for these organizations to succeed.
The HP Integrity Solution for Oracle Database is a set of recommended configurations that get a mid-market business, or a department in a larger corporation, up and running on an entry-class HP Integrity server with an Oracle 10g database quickly, easily, and at an economical cost. Key components include:
• HP Serviceguard Storage Management Suite (SMS) software with a file system, volume manager, and a collection of tools that simplify database administration
• Oracle Disk Manager (ODM, a feature of HP SMS) to accelerate database performance up to 92 percent of raw speed
• HP Serviceguard software, optionally included in HP SMS, for high availability
• HP-UX 11i operating system for bullet-proof security and outstanding reliability
• HP Integrity rx2660 servers or BladeSystem c-Class with HP Integrity BL860c server blades powered by Intel® Itanium® 2 processors for high performance and a foundation for growth
• HP StorageWorks disk arrays for enormous, reliable storage capacity
• Oracle 10g database software (Oracle licenses and software are not included); the solution is compatible with Oracle Real Application Clusters (RAC)
The HP SMS software is offered in a variety of bundles suitable for a range of configurations. This solution includes the HP Storage Management for Oracle bundle, or, if high availability is required, the HP Serviceguard Storage Management for Oracle bundle.
HP Integrity Solution for Oracle Database—dual rx2660 server configuration
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The HP Integrity Solution for Oracle Database configurations have been tested as integrated systems, so the solution can be deployed quickly and easily. Its simple maintenance and economical cost enables mid-size organizations to enjoy the same robustness, high performance, and rich functionality from their Oracle 10g databases that the largest corporations demand for their mission-critical solutions. The HP Integrity Solution for Oracle Database delivers greater database performance and more application uptime, to preserve data integrity, protect mission-critical database environments, and ensure service-level objectives are met. It also creates a firm foundation for growth, with the unrivaled scalability of HP Integrity servers, the simplified database manageability provided by the SMS file system and tools, HP Serviceguard disaster-tolerant solutions, and the potential for server and data consolidation using the HP-UX 11i Virtual Server Environment (VSE). The HP Integrity Solution for Oracle Database doesn’t simply bring another database into the customer’s environment; it enables the organization to begin managing its exploding volumes of data and database infrastructures.
The HP Integrity Solution for Oracle Database is available in 12 configurations to meet differing customer requirements. Eight of the configurations are shown in the charts on the next two pages. (See the HP Integrity Solution for Oracle Database shopping list document for complete ordering information for all configurations.) The options that comprise the 12 configurations are:
• Stand-alone (rx2660) or blade (BL860c) servers
• With or without HP Serviceguard for high availability
• Three choices for processors (all high-performance Intel Itanium 2 processors)
— One processor with a single core
— Two single-core processors (this option is omitted from the configuration charts)
— Two dual-core processors
What do I sell (continued)
HP Integrity Solution for Oracle Database—dual blade server configuration
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Why Sell IntegritySell HP Integrity servers to set up your customer for long term success, and save them time and money, too. The HP Integrity Solution for Oracle Database is a better value than “white box” solutions based on Oracle, x86 servers, and Linux. Here’s why.
Performance• Core for core, HP Integrity servers with Intel Itanium 2 processors outperform x86 servers.
• Built-in SMS technology accelerates Oracle performance, eliminating “double-caching” and making the most of ODM.
• HP-UX has been running Oracle for 20 years, and has been tuned to maximize Oracle performance.
Growth and flexibility• The Integrity product line allows for seamless growth, all the way to Superdome systems with 128 processing cores.
• Server capacity can be increased without adding nodes, shuffling data partitions, and managing complex clusters; just add processors.
• In high-availability configurations, the backup node can be put to work running other business applications. If a server fails, Serviceguard shifts the entire workload to a single server until repairs are complete.
Uptime• The HP-UX operating system leads in reliability; it is better than Windows or Linux in expected downtime per year
according to the Yankee Group 2006 Global Server Reliability Survey.
• SMS enables online database administration, greatly reducing annual planned downtime.
• Serviceguard delivers true high availability in the cluster configurations, unlike Oracle RAC, which allows for single points of failure, and only protects the Oracle database.
Low-cost administration• SMS converges storage and database administration, reducing time spent on routine tasks, and enabling lower cost
systems administrators to perform most database administration functions.
• HP Systems Insight Manager (HP SIM) simplifies system administration and routine tasks.
• Serviceguard simplifies deployment of high availability clusters.
Key termsDual-core processor—a single silicon chip containing two processing cores, essentially squeezing two processors into one socket; future versions of the Intel Itanium 2 processor with four and more cores are planned
GB—gigabyte, equal to 1,000 megabytes
Itanium—Intel processor architecture with native 6�-bit capability, and Explicitly Parallel Instruction Computing (EPIC) technology that boosts performance by enabling many execution units to operate in parallel
RAC—Real Application Clusters; Oracle product that enables multiple servers to run a single Oracle database to boost database performance and availability
Scale out—expand the processing power of a system by adding more servers; Oracle RAC is needed to scale out an Oracle 10g database
Scale up—expand the processing power of a system by adding more memory, more cores, more processors, or more powerful processors to the servers (Oracle RAC is not needed to scale up a single-server Oracle 10g database)
TB—terabyte, equal to 1,000 gigabytes or 1 million megabytes
Xeon—an Intel processor that has a �2-bit x86 architecture with 6�-bit extensions available
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Sample configurations for the HP Integrity Solution for Oracle Database The table below illustrates typical implementations of the HP Integrity Solution for Oracle Database, not including Serviceguard. See the shopping list document for specific solution configurations.
rx2660 value solution1
rx2660 performance solution1
BL860c BladeSystem value solution1
BL860c BladeSystem performance solution1
Database size2 1�6GB 1�6GB 1�6GB 1�6GB
Maximum logged on user load 3 180 600 180 600
Maximum transactions per hour �50,000 1.5 million �50,000 1.5 million
Operating system4 HP-UX 11i v2 HP-UX 11i v2 HP-UX 11i v2 HP-UX 11i v2
Storage management software HP Storage Management for Oracle (SMS)
HP Storage Management for Oracle
HP Storage Management for Oracle
HP Storage Management for Oracle
Database software (these licenses and software are not included in the solution)
Oracle 10g Standard Edition One
Oracle 10g Standard Edition One
Oracle 10g Standard Edition One
Oracle 10g Standard Edition One
Database server5 One rx2660 server
• 1 core
• 1.6 GHz
• 6 MB on-chip cache
• � GB memory
• Two �6GB disks
One rx2660 server
• � cores
• 1.6 GHz
• �6 MB on-chip cache
• 16 GB memory
• Two �6GB disks
One BL860c blade server
• 1 core
• 1.6 GHz
• 6 MB on-chip cache
• � GB memory
• Two �6GB disks
One BL860c blade server
• � cores
• 1.6 GHz
• �6 MB on-chip cache
• 16 GB memory
• Two �6GB disks
Database storage Four 7�GB disks
Scale up to six 1�6GB disks
Four 7�GB disks
Scale up to six 1�6GB disks
HP StorageWorks SB�0c
Four 7�GB disks
Scale up to six 1�6GB disks per SB�0c blade
HP StorageWorks SB�0c
Four 7�GB disks
Scale up to six 1�6GB disks per SB�0c blade
Management HP System Insight Manager HP System Insight Manager HP System Insight Manager HP System Insight Manager
Average HP pricing—HW+SW US$16,62� US$�5,��9 US$2�,287 US$�8,78�
Average Oracle pricing US$5,000 US$10,000 US$5,000 US$10,000
Average HP pricing—start-up service US$�,�25 US$�,�25 US$10,1�5 US$10,1�5
Average HP pricing—maintenance and support (to augment warranty)
US$2,5�9 US$7,967 US$2,��8 US$7,665
Notes: 1. Configurations are provided to accelerate budget setting and quoting. Consider these configurations to be a starting point. Individual customer may
require additional products and services to meet their particular needs. In addition, HP local terms and delivery arrangements may vary, and therefore must be verified before finalizing your customer’s particular quotation. Some HP resellers may also prefer to handle some or all of the integration and start-up processes.
2. Database size is based on � disks x 7�GB per disk x estimated 50% overhead factor; does not include two system disks. Larger drives and additional disk arrays can be added to support larger databases, up to multiple terabytes in size.
�. Assumes 50 percent of logged-on users are concurrent users. Users are “medium” weight, performing a mix of read and write transactions. Sizing an Oracle database depends heavily on the demands of the individual transactions, and vary widely from one situation to another. The requirements of a particular customer situation must be thoroughly understood prior to finalizing the capacity. In addition, a well tuned Oracle database environment may support slightly higher user and transaction loads, while poor tuning may result in significantly lower user and transaction loads.
�. Due to SMS software compatibility, HP-UX 11i v2 will be used until the HP-UX 11i v� port is complete in �Q2007.5. Blade solutions include one HP BladeSystem c7000 Enclosure; customers may have room for the new server blades in existing enclosures, eliminating the
need for this item and reducing cost; see the shopping list for complete BladeSystem configurations.
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Sample configurations with HP Serviceguard for high availability For customers who require a high-availability solution for mission-critical applications, the typical implementations shown in the table below include HP Serviceguard software and redundant servers.
rx2660 value solution1
rx2660 performance solution1
BL860c BladeSystem value solution1
BL860c BladeSystem performance solution1
Database size 1�6GB2 1�6GB2 58�GB3 58�GB3
Maximum logged on user load4 180 600 180 600
Maximum transactions per hour �50,000 1.5 million �50,000 1.5 million
Operating system5 HP-UX 11i v2 HP-UX 11i v2 HP-UX 11i v2 HP-UX 11i v2
Storage management software HP Serviceguard Storage Management for Oracle (SMS)
HP Serviceguard Storage Management for Oracle
HP Serviceguard Storage Management for Oracle
HP Serviceguard Storage Management for Oracle
Database software (these licenses and software are not included in the solution)
Oracle 10g Standard Edition One
Oracle 10g Standard Edition One
Oracle 10g Standard Edition One
Oracle 10g Standard Edition One
Database server6 Two rx2660 servers, each with
• 1 core
• 1.6 GHz
• 6 MB on-chip cache
• � GB memory
• Two �6GB disks
Two rx2660 servers, each with
• � cores
• 1.6 GHz
• �6 MB on-chip cache
• 16 GB memory
• Two �6GB disks
Two BL860c blade servers, each with
• 1 core
• 1.6 GHz
• 6 MB on-chip cache
• � GB memory
• Two �6GB disks
Two BL860c blade servers, each with
• � cores
• 1.6 GHz
• �6 GB on-chip cache
• 16 GB memory
• Two �6GB disks
Database storage7 HP StorageWorks MSA�0 MI
Four 7�GB disks
HP StorageWorks MSA�0 MI
Four 7�GB disks
HP StorageWorks EVA�100
Eight 1�6GB disks
HP StorageWorks EVA�100
Eight 1�6GB disks
Management HP System Insight Manager HP System Insight Manager HP System Insight Manager HP System Insight Manager
Average HP pricing—HW+SW US$�7,�89 US$82,819 US$82,�21 US$121,815
Average Oracle pricing US$5,000 US$10,000 US$5,000 US$10,000
Average HP pricing—start-up service8 US$6,150 US$6,150 US$18,090 US$18,090
Average HP pricing—maintenance and support (to augment warranty)
US$15.��8 US$�2,112 US$15,2�6 US$�1,508
Notes: 1. Configurations are provided to accelerate budget setting and quoting. Consider these configurations to be a starting point. Individual customer may
require additional products and services to meet their particular needs. In addition, HP local terms and delivery arrangements may vary, and therefore must be verified before finalizing your customer’s particular quotation. Some HP resellers may also prefer to handle some or all of the integration and start-up processes.
2. Database size is based on � disks x 7�GB per disk x estimated 50% overhead factor; does not include two system disks. Larger drives and additional disk arrays can be added to support larger databases, up to multiple terabytes in size.
�. Database size is based on 8 disks x 1�6GB drives (the minimum available for the EVA�100 used with the BL860c) x estimated 50% overhead factor; does not include two system disks. Additional drives can be added to support larger databases, up to multiple terabytes in size. (Note: The MSA�0 is not compatible with the BL680c server blade.)
�. Assumes 50 percent of logged-on users are concurrent users. Users are “medium” weight, performing a mix of read and write transactions. Sizing an Oracle database depends heavily on the demands of the individual transactions, and vary widely from one situation to another. The requirements of a particular customer situation must be thoroughly understood prior to finalizing the capacity. In addition, a well tuned Oracle database environment may support slightly higher user and transaction loads, while poor tuning may result in significantly lower user and transaction loads.
5. Due to SMS software compatibility, HP-UX 11i v2 will be used until the HP-UX 11i v� port is complete in �Q2007.6. Blade solutions include one HP BladeSystem c7000 Enclosure; customers may have room for the new server blades in existing enclosures, eliminating the
need for this item and reducing cost; see the shopping list for complete BladeSystem configurations.7. (a) Some customers may be able to minimize overall system cost by utilizing existing rack space and SAN storage. (b) HP StorageWorks MSA�0 MI is selected because MSA 1500 is not certified with SMS software (SMS certification is expected soon).8. Does not include one-site cluster start-up.
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Key featuresOracle Database 10g
• Robust, full-featured relational database management system (RDBMS) suitable for any data and all types of applications
• Massive scalability and high availability
• Market leader with �� percent RDBMS market share according to IDC (Oracle external: http://www.oracle.com/features/hp/oracle-number-one-database-idc.html)
• World record holder for TPC-C benchmark with � million transactions per minute achieved on an HP Integrity Superdome server running HP-UX 11i v� and HP StorageWorks disk arrays (a �-core HP Integrity server logged 2�0,000 TPC-C transaction per minute) (HP external: http://h20��1.www2.hp.com/integrity/downloads/Superdome_TPCC_UX.pdf)
HP Storage Management for Oracle• Volume manager (VxVM) and Oracle Disk Manager (ODM) for high performance while greatly easing database
administration
• 256TB file system, 2TB file size supported
• Online storage reconfiguration, volume and file system creation and resizing, dynamic storage expansion, and dynamic reclamation of unused capacity for increased application uptime
• Dynamic Multipathing for automatic I/O load balancing and high availability
• I/O fencing to isolate failed nodes for rapid application recovery
• Portable Data Containers to reduce database migration costs and time
• Hardware Assisted E-Copy to accelerate backups by moving data directly across the storage area network (SAN)
HP Serviceguard Storage Management for Oracle• Clustering for automatic failover to secondary servers for high availability
• Online hardware and software updates to improve application uptime
• Full integration of Serviceguard with SMS and Oracle 10g software
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Key features (continued)HP-UX 11i operating system
• Proven track record of solid reliability
• Highly tuned for Oracle database performance
• Supports HP SMS software (SMS is not supported under Linux or Windows)
• Lowest cost enterprise UNIX® according to Alinean (HP external: http://h20��8.www2.hp.com/hpux11i/cache/�2�57�-0-0-225-121.html)
• Includes additional features and capabilities that save business cost, reduce business risk, and support flexible business growth as customers expand their HP Integrity business technology infrastructures, such as:
— HP Virtual Server Environment (VSE) that creates virtual servers which automatically grow and shrinkHP Virtual Server Environment (VSE) that creates virtual servers which automatically grow and shrink based on the service-level objectives; VSE facilitates server and application consolidation and doubles server utilization by providing operating systems isolation, shared I/O, and dynamic resource allocationby providing operating systems isolation, shared I/O, and dynamic resource allocation
— HP Integrity Virtual Machines (HPVMs), a virtualization technology with sub-CPU partitioning granularity, that enables virtual devices by emulating them with real hardware devices (for example, a virtual Serviceguard cluster can be built within a single server for development and testing purposes)
— Real-time host intrusion detection and Identity Management integration for comprehensive security
— Scalability from one to 128 processing cores, with dynamic addition of processors and memory to support growth without interruption
HP Integrity rx2660 and BL860c servers• One or two single- or dual-core Intel Itanium 2 processors, with Intel Explicitly Parallel Instruction Computing (EPIC)
technology and extremely high I/O and memory bandwidth for blazingly fast database performance
• � GB memory per processor, expandable to �2 GB (rx2660) or �8 GB (BL860C) total memory to enable more rapid in-memory processing
• Extensive error correction coding (ECC), hardware retry mechanisms, and automatic failed-CPU de-allocation for unparalleled reliability, availability, and data integrity
• HP Systems Insight Manager (HP SIM) for simplified management
• Support for the HP-UX11i, OpenVMS, Linux, and Windows operating systems so servers redeploy flexibility
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Ideal prospectsThe ideal prospect is a mid-market business or a department in a larger company that has selected an Oracle 10g database and a UNIX-like server for a new project. The organization’s size is 100 to 1,000 employees, and it reports US$20 million to US$500 million in annual revenue. It expects toUS$20 million to US$500 million in annual revenue. It expects to see its databases grow over the long term, so the solution’s scalability is an important consideration. The prospect may already have some HP-UX infra-The prospect may already have some HP-UX infra-structure in house, or another UNIX-like operating system, and they may be mixed with other HP operating environments and servers from other vendors.
Oracle sees significant opportunities for growth in the mid-market seg-ment, and it is targeting this segment with various Oracle 10g database sales and marketing campaigns. By selling into this same market, HP leverages Oracle’s market penetration. Because Oracle does not sell hardware, its sales teams should support your sales efforts and reinforce the HP Integrity server, HP-UX 11i operating system, and HP SMS software solution.
Note: Oracle sales teams are likely to propose a Linux server-based solution, but they are not vested in this platform. Connect with the Oracle representative on your accounts to inform them of the HP solution and to further craft your joint selling proposition.
Qualifying questions
Talk to:• IT directors and managers
–They make the buying decision• Higher-level executives
–They may influence the decision
Questions you can use to qualify prospects and raise their interest in the solution include:
• Is your new application mission-critical? What is the impact if your application cannot access the database?
• Does your solution need to scale easily and flexibly—scaling up as well as out—to support growing business needs?
• Do you need a more robust database to comply with regulations that require more data to be stored for longer timeframes?
• Is the complexity of your database infrastructure incurring too much administrative time and expense?
• Is long-term cost at least as important as the acquisition cost of your solution?
• Are you interested in consolidating servers or storage, now or in the future?
• Is it important that your new solution is up and running quickly?
• Are you concerned about managing your data, not just getting another database?
Prospects who answer yes to most of these questions are likely to be pleased when they see what the HP Integrity Solution for Oracle Database has to offer.
Decision makersInformation technology (IT) directors or managers usually make the buying decisions for this solution because it is highly technical. They will be most interested in the SMS file system and ODM, multipathing, online database administration, and HP Serviceguard.
Although higher-level executives will not make the buying decision, you should turn them into allies by selling these business benefits:
• Increased customer satisfaction due to quick response times and high levels of application availability
• The ability to easily and flexibly grow the database infrastructure to support business growth
• Lower overall costs due to simplified configurations and database administration
• The HP reputation as a reliable business technology leader
Who are the target customers
HP restricted—for HP and HP channel partner internal use only
What are the business triggersThis section presents common business problems that lead customers to consider the HP Integrity Solution for Oracle Database. For each business problem, the table lists features and capabilities of the solution that address the problem, and proof points to use in your discussions with customers.
“HP Serviceguard provides the level of high availability we can count on for our mission-critical applications.”
— Harold Fischer, MAN Nutzfahrzeuge AG Person
Business problems Solution features and capabilities Proof points
A new project or application requires an industrial-strength database
The HP Integrity Solution for Oracle Database is an ideal entry-class, industrial-strength database server because:• It is a complete, proven solution that includes an entry-class
HP Integrity server, the HP-UX 11i operating system, and HP Storage Management for Oracle software (SMS)
• Fully tested configurations and tools make installation easy• The HP-UX 11i operating system delivers the reliability,
security, and standardization that UNIX is known for• HP Integrity servers are built with standard components
such as the Intel Itanium 2 processor for great cost-performance
• Advanced features like the HP Integrity Virtual Server Environment provide a firm foundation for growth
Industry analyst Alinean found HP-UX systems to have the lowest total cost of ownership of any enterprise UNIX system. (HP external: http://h20��8.www2.hp.com/hpux11i/cache/�2�57�-0-0-225-121.html)
One customer who deployed an HP SMS solution said, “We only had to learn a couple of new commands. It is very straight forward.”
HP-UX 11i v� complies with the UNIX 0� standard. (HP external: http://www.opengroup.org/openbrand/certificates/1188p.pdf)
Oracle raw mode and RAC make database administration costly and time-consuming
The HP solution simplifies database administration by elimi-nating the need for Oracle raw mode and RAC because:• SMS has a file system that eases database administration
while delivering up to 92 percent of raw mode performance• The HP Integrity Solution for Oracle Database can scale up
for higher performance instead of scaling out with Oracle RAC• HP Serviceguard SMS provides high availability through
automatic failover to a secondary server rather than with RAC clustering
• HP Systems Insight Manager (HP SIM) simplifies system maintenance and management
Healthcare giant McKesson Corporation’s Tod Wiederholt commented, “HP Serviceguard Storage Management Suite is helpful, and the administrators really like it.”
Tony Chubb, Operations Manager at Open Text Corporation, a provider of enterprise content management solutions, declared, “HP management software provides the toolset we need to streamline virtually every aspect of our server management processes.” (HP internal: http://customer.corp.hp.com/admin/materials/1126�9_Open%20Text%20HP%20Software%20Case%20Study.pdf)
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Business triggers (continued)
Business problems Solution features and capabilities Proof points
Service-level agreements (SLAs) are not being met because the file system is slowing down database performance
The HP SMS file system delivers near raw mode performance because:• A special interface gives SMS low-level access to the disks,
enabling operation similar to raw mode• SMS software is optimized for HP Integrity servers and the
HP-UX 11i operating system
In a performance test, an Oracle database with SMS ran ten times faster than the same database and file system without SMS. (HP internal: http://haweb.cup.hp.com/ATC/Web/Whitepapers/content/�AA1-2527ENW.pdf)
Scale-out expansion is causing system complexity to get out of hand
The HP Integrity Solution for Oracle Database accommodates inevitable database growth without exploding system complexity because:• A wide range of available HP Integrity server models
enables customers to stay with the HP Integrity line and achieve virtually unlimited growth
• HP Integrity servers scale up for higher performance by adding additional processors and memory, with in-box upgrades that preserve asset depreciation value
• Even in a scale-out system, industry-leading HP OpenView system maintenance tools tame system complexity
The TPC-C benchmark world record of more than � million transactions per minute is held by an Oracle 10g database running HP-UX 11i v� on an HP Integrity server scaled up to 128 processing cores. (HP external: http://h20��1.www2.hp.com/integrity/downloads/Superdome_TPCC_UX.pdf)
In June 2006, industry analyst Gartner Inc. placed HP OpenView software in its Leaders quadrant in evaluation of the IT Event Correlation and Analysis market. (HP external: http://h20229.www2.hp.com/news/press/pr_0001.html)
Market research firm IDC ranked HP as the worldwide market share leader in distributed system management software for 2005. (HP external: http://h20229.www2.hp.com/news/press/pr/2006/pr_0117.html)
Database downtime is impacting 2� x 7 business operations
Database uptime is increased with the HP Integrity Solution for Oracle Database because:• HP SMS software optionally includes HP Serviceguard
fully integrated to provide high availability, automatically switching operation to a secondary server when the primary server fails or is taken down for maintenance
• HP Integrity servers and the HP-UX 11i operating system are designed from the ground up for security and high reliability, with extensive error-correction coding (ECC) and automatic failed-CPU deallocation
Harold Fischer of German truck manufacturer MAN Nutzfahrzeuge AG said, “HP Serviceguard provides the level of high availability we can count on for our mission-critical applications.”
One customer who deployed an HP Serviceguard SMS solution reported, “We deployed in August last year; it’s now March and we have not had a single interruption or any issues.”
In September 2006, leading IT consultant The Standish Group found that UNIX clusters have three and a half times less downtime than Linux clusters (70 hours per year for Linux, versus only 20 hours per year for UNIX), and five and a half times less than Windows clusters (which have 111 hours of downtime per year). (External: http://www.standishgroup.com/)
HP restricted—for HP and HP channel partner internal use only
Differentiators • An industrial-strength database server targeted for mid-size
organizations• Quick and easy to install• Easy to administer• Fast file system—delivers up to 92 percent of raw
performance• Flexible scalability—scale up as well as scale out• Foundation for growth with virtualization, security, and
in-box upgrades• High availability without the complexity and expense of
Oracle Real Application Clusters (RAC)• Oracle RAC supported if desired
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Who is the competition
Companies looking to implement a new database-driven application will review several options as listed in the table below. Use the talking points to steer the customer toward the HP Integrity Solution for Oracle Database.
“In recent years, both IBM and Sun Microsystems have aggressively developed and marketed virtualization in one form or another. But it’s actually HP that has been virtualizing UNIX servers the longest, and that has the most diverse experience with deploying it in the field.”
—Industry analyst Illuminata
Alternative solutions Talking points
Add the new application into an existing database, or put a new database on an existing server
• Will the new application cause the existing database server to slow down or run out of capacity?
• Will the existing database server still have sufficient headroom to expand as the business grows?
• Does the existing database server have good enough reliability and uptime to meet the needs of the new application?
• Will adding the new application degrade the reliability or uptime of the existing database server?
Use a desktop database like Microsoft Access or MySQL
• Is the new application mission critical? • What is the impact if the application fails? • Do these databases meet the necessary reliability and uptime criteria? • Will these databases easily accommodate expansion as the business grows? • Will the time and cost of their maintenance and database administration soar as the
database grows?
Use Microsoft Windows SQL Server
• Is the new application mission critical? Does SQL Server meet the necessary reliability and uptime criteria?
• Have you analyzed the complete lifecycle cost of an SQL Server solution?
Deploy another copy of an existing database solution such as Linux, Sun, or IBM
• Is there room for improvement in the performance, reliability, and uptime of the existing solution?
• Should the maintenance and database administration costs be lower than the existing solution requires?
Find a new solution—is the HP Integrity Solution for Oracle Database the best choice?
• Use the competitive analysis on the following pages to position the HP solution favorably against the competitors.
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HP solution competitive strengthsSome of the strongest reasons why customers should choose the HP solution over the competition include:
• Strong partnership—HP and Oracle share more than 100,000 joint customers.
• Market leader—More than 70 percent of HP-UX customers run Oracle databases.
• Proven performance—�0 percent of the world’s largest UNIX data warehouses are running on HP-UX.
• Leadership functionality—The SMS software incorporates the Veritas File System (VxFS) and Veritas Volume Manager (VxVM) from Symantec, the number one provider of file system and volume management solutions.
• Reduced database downtime—SMS also incorporates HP Serviceguard software, providing a solid foundation for disaster recovery solutions.
• Maximum database uptime—Database management is simplified resulting in a more robust environment and less time spent with the database offline for maintenance and administration.
Primary competitor—OracleThe primary competition is Oracle itself, which advocates Oracle10g Real Application Clusters (RAC) running on a cluster of Linux servers. Oracle offers an entry solution with a low acquisition cost by bundling:
• Two Oracle 10g Standard Edition One licenses (supporting up to two processors with any number of cores), for the price of a single license
• RAC, included for free
• “Unbreakable Linux,” a Linux operating system distribution that is fully compatible with Red Hat Enterprise Linux, included for free (Oracle supports it, but support is not free)
Advantages of the HP Integrity Solution for Oracle Database compared to the seemingly attractive Linux and RAC based solution from Oracle include:
• Simplicity—SMS provides the same performance, scalability, and manageability benefits without the complexity of RAC—which must be used with Oracle clusterware and Automatic Storage Manager (ASM) as well.
• Extended functionality—SMS provides additional valuable features not available in the Oracle solution, such as the ODM that enables file-system simplicity for system management without sacrificing performance, Dynamic Multipathing and network monitoring for high availability, and elimination of single points of failure (Oracle ASM is a single point of failure).
• High performance—HP Integrity servers outperform Xeon-based Linux servers (with the same numbers of processors and cores) when running Oracle 10g databases.
• Scale up—HP Integrity servers scale up to as many as 128 processing cores in a single server. Most Linux servers only scale up to two processors, so Oracle’s Linux solution usually scales out to expand; this leads to exponentially growing complexity and soaring costs for maintenance and database administration.
In addition, the low acquisition cost of the Oracle entry solution needs careful consideration because of what happens when the system grows. If the customer needs more than two processors to meet SLAs, they must move up from Oracle 10g Standard Edition One to Oracle 10g Standard Edition, at three times the cost per processor. Then, if more than four processors are needed, they have to move up to Oracle 10g Enterprise Edition, at a much higher cost. While the HP solution faces the same Oracle 10g licensing costs, HP Integrity servers scale up for better performance with lower system complexity and without the expense of RAC.
Of course, if a customer is determined to implement the Oracle Linux architecture, all is not lost—sell them HP Linux blade servers, or scale up with Linux on HP Integrity servers!
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HP and Oracle competitive strengths and weaknessesThe table below compares various capabilities of the Oracle and HP solutions. It shows that flexibility is the silver bullet—the strongest selling point for HP against the Oracle solution—because it is the one capability where HP is strong and Oracle is weak.
The table also shows that the HP Integrity Solution for Oracle Database is stronger than the competition in the “-ability” areas—scalability, reliability, availability, and manageability, as well as flexibility. Emphasize the importance of these characteristics in your discussions with customers. The price for all these abilities is a moderately higher acquisition cost. However, the abilities return great value in the long run, so focus cost discussions on long term total cost of ownership, not purchase price.
Oracle HP HP with Serviceguard
Scalability Good* Best Best
Silver bullet Flexibility Poor* Best Best
Reliability Good* Better Best
Availability Good Better Best
Manageability Good Better Best
Acquisition cost Best Good (10 to 20 percent higher)
Good (10 to 20 percent higher)
Long-term cost Good Best Best
Skills required Good Good Good
* Customers probably perceive Oracle scalability, flexibility, and reliability to be better than they actually are
Other competitorsYou may run across these companies while selling the HP Integrity Solution for Oracle Database, but they do not compete head-to-head with the HP solution for the reasons outlined below. Selling into any account with an IT infrastructure that is exclusive to a single vendor other than HP is a challenge, but accounts that use a mix of vendors are good prospects because of the strength of the HP offering.
• Windows-SQL Server—In general, the proven reliability of the HP-UX 11i operating system is the silver bullet against competition from Windows. However, customers who have Microsoft IT environments usually use Microsoft exclusively, so they are unlikely to select a UNIX-based solution, and are not good prospects for this solution. If a Windows migration or integration opportunity does present itself, one advantage is that Windows uses Symantec Veritas tools, like HP SMS does. Therefore, Windows administrators and SQL users will find the graphical user interface for their tools to be familiar, shortening the time to learn the HP system.
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Other competitors (continued)
• IBM AIX-Power—The combination of a Power processor based server and the AIX operating system is similar to HP Integrity with HP-UX in performance, reliability, and cost. However, customers are wary of IBM for Oracle entry solutions because they suspect IBM really wants them to use DB2, and also because they know that once IBM gets its foot in the door, it will want to take over the shop.
Besides these overall concerns, the HP approach provides valuable capabilities not available from IBM, including:
— Online administration of volumes and file systems—the IBM solution does not support shrinking volumes and files systems online, so database availability is lower.
— Storage Checkpoints and Instant Volume Snapshots (available in upgraded versions of HP SMS)—these features can drastically reduce disaster recovery times; IBM does not support them.
On the other hand, an IBM p510 Q server offers eight cores in just two processors (needing just two Oracle Standard Edition One licenses), making it a formidable competitor against HP Integrity rx2660 or BL860x servers with a current maximum of four cores in two processors.
.
• Sun—Most Sun customers are loyal, and reluctant to consider other solutions. However, accounts that are not Sun loyalists are good prospects because they will easily see the performance advantages of the HP solution.
Key points that can help convince Sun customers to try the HP solution include the following:
— The HP solution has a performance advantage over Sun. In particular, Sun’s four-Opteron-processor server blade is no match for the HP BL860c.
— Sun has been managing storage using the Symantec Veritas products for more than ten years. Therefore, deploying and operating the HP system is easy because Sun users and database administrators are already familiar with the graphical user interface of the tools in HP SMS, which is also based on Symantec Veritas products.
— SUN’s new ZFS is a local files system for a single host; it does not support scale out with concurrent access by multiple hosts. HP SMS supports growth flexibly, with scale out as well as scale up.
— Industry-leading virtualization technology in the HP-UX 11i operating system is valuable to customers as they grow and need to consolidate applications, data, and servers.
In addition to these technical issues, customers may be concerned about the risks of staying with Sun going forward, considering Sun’s declining market share over the last two years. In fact, a significant number of Sun customers have already seen the value of the HP SMS solution and have successfully migrated to it.
• Symantec—HP SMS is comprised of Veritas products from Symantec (listed below). Symantec is relying on HP to sell these products into the HP-UX market, so it typically won’t compete directly for these accounts. However, customers may realize they can obtain versions of the products directly from Symantec, so in that sense Symantec is a potential competitor. In reality, HP adds value to the Veritas products by integrating, optimizing, and enhancing the quality of the software in the HP-UX 11i environment. Therefore, customers benefit by acquiring the SMS software from HP. (It may be best not to confuse a sales situation by mentioning Symantec or Veritas at all.)
Veritas products that are bundled with HP SMS include:
— Veritas Dynanic Multipathing (DMP)
— Veritas Enterprise Administrator (VEA)
— Veritas File System version �.1 (VxFS, also known as Journal File System or JFS), includes Oracle Disk Manager for Oracle 9i and 10g (ODM)
— Veritas Storage Rollback
— Veritas Volume Manager version �.1 (VxVM)
Additional ammunition for competing against IBM can be found at this internal HP Web site: http://hpcompetition.corp.hp.com/CI5/ibm/ibmmain5.htm.
Additional ammunition for competing against Sun can be found at the HP competitive attack portal, an internal HP Web site: http://essmarketing.corp.hp.com/marketing/competitive_sun.htm.
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“It took us only one business day to install from start to finish.”
—An HP SMS customer
Why buy nowMany mid-size customers who are looking for a UNIX-class database server will be happy to see that HP has developed a solution that specifically addresses their needs. Use these talking points to highlight why now is the time to let HP technology and know-how help them grow their business, reduce their business risks, and save business costs to increase the bottom line.
• Time to information has never been faster—Customers expect to have their application running—now! The HP Integrity Solution for Oracle Database is designed to give them just that: a solution they can move in and have running in no time flat. Then, ODM makes sure the data flows quickly, while providing an easy-to-administer file system structure.
• An industrial-strength Oracle database has never been less expensive—Thanks to industry-standard components and HP engineering, customers will be pleasantly surprised when they see how economically they can get into an HP Integrity server and Oracle database solution, especially with the lower Oracle 10g licensing fees for dual-core servers.
• Administration has never been easier—If a customer thinks that HP-UX is too complex, ask them to take another look. HP Systems Insight Manager simplifies system maintenance, SMS eases database administration, and standardized configurations and tools make deployment quick and easy.
• The foundation for growth has never been stronger—An entry-class database is always a first step, not a final one. With the HP Integrity Solution for Oracle Database from HP, customers are positioned to grow their data massively, while increasing their performance and simplifying maintenance, and always controlling costs. That’s because HP Integrity servers and the HP-UX 11i operating system are the foundation for scaling up as well as scaling out. In addition, features such as server virtualization and consolidation, HP Systems Insight Manager tools, and award-winning HP OpenView management software create an adaptive infrastructure that grows flexibly wherever the business leads.
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How do I sell this solutionHP developed the HP Integrity Solution for Oracle Database specifically as a complete, pre-configured package that is easy for value-added resellers (VARs) to roll out to customers. The solution has been thoroughly tested, from performance to the installation procedures, so HP support should rarely be needed to complete sales and deployments. However, when you do need HP to solve a problem or move a sale along, please contact your HP regional Oracle Alliance Sales Manager using the information in the back of this selling guide.
Successful sellingThe key to selling this solution is to identify mid-size organizations that are planning a project with an Oracle 10g database, and that already have some familiarity with UNIX—preferably with HP-UX. They are probably leaning toward deploying the new database on clustered Linux servers, using Oracle RAC if the SLA demands are high enough, because they think “big iron” like HP Integrity servers would cost them a lot more, and they think HP-UX is much more complex.
You win the business when you use the information in this sales kit to show them that the HP Integrity Solution for Oracle Database on HP Integrity servers will actually save them money compared to Linux server clusters (in the long term, if not at initial acquisition), and that the solution is easy to install and administer. In addition, you win when you show that the HP solution brings many capabilities which they may not have even
HP-UX systems have the lowest total cost of ownership of any enterprise UNIX system.—Conclusion of Alinean study
considered, such as the flexibility to scale up as well as scale out, high availability and performance without RAC, and the potential to use virtualization to increase server utilization and consolidate applications.
Risk mitigationHP offers two programs to mitigate the risk in the customer’s buying decision. The preferred path is a try-and-buy proof-of-concept, where the system is installed at the customer site and tested, with an understanding that if it works, the customer will buy it. You can be confident that the solution delivers as promised, so try-and-buy is an excellent path to seal a deal. The second option is to demonstrate or test the system at an HP Solution Center. However, the modest size of the deal probably prohibits the expense of traveling to the Solution Center, so the test is conducted using remote access to the system. Remote tests can be performed with the customer’s actual data and application for complete verification of the target use. Contact your HP regional Oracle Alliance Sales Manager to participate in either of these programs.
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Steps to successFollow the guidelines in this table to work your deal, using sales representatives and sales engineers as indicated. Every opportunity is different, so modify the steps as appropriate for each situation.
Sales activity Sales account team Sales engineers
Review territory and identify prospects √
Research the prospect’s current database-driven projects √
Schedule introductory meetings with decision makers and influencers √
Present high-level overview of the HP Integrity Solution for Oracle Database
√
Develop and confirm interest with prospect √
Introduce your technical specialists √ √
Answer technical questions from decision makers and influencers √ √
Assess and confirm technical needs √ √
Understand the decision process, budgetary issues, and implementation timeframes
√ √
Write a letter of understanding √
Conduct a try-and-buy pilot or remote proof-of-concept test √
Write and present proposal √
Close the sale √
Develop detailed design √
Manage the installation and implementation √ √
Engage customer for ongoing support, optimization, and add-on sales √ √
HP restricted—for HP and HP channel partner internal use only
Business benefits• Support business growth with a high-performance,
scalable, UNIX-class database server• Reduce business risk with the proven, highly reliable
HP-UX 11i operating system• Reduce business costs with the lowest total cost of
ownership enterprise UNIX system• Improve business continuity with high-availability solutions• Increase customer satisfaction with fast response times and
greater uptime
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What are the objectionsSome of the objections customers are likely to raise are listed below. The second column explains the reasons that may underlie the objections, and the third column provides answers you might use when you encounter the objections.
Objection Reason How to answer
HP-UX products are too difficult to install and maintain.
Where will I get the HP-UX skill sets I need?
HP system set-up and administration tools make it easier than ever to install and maintain HP-UX 11i systems, and standardized, verified system configurations minimize surprises. In addition, your reseller is ready to support your HP Integrity Solution for Oracle Database.
HP-UX is not an open system like Linux.
I don’t want to get locked into a single vendor.
HP-UX has a 25 year track record of running mission-critical business applications reli-ably. Over that time, HP has invested heavily in system management tools, high-availability solutions, and partner and application resources, as well as developing and assuring the quality of the operating system itself. As for whether HP-UX is an open system, HP-UX is UNIX; in fact, HP-UX 11i v� conforms to the UNIX 0� standard (external: http://www.open-group.org/openbrand/certificates/1188p.pdf), so you can be sure applications, resources, and skill sets are available to support your HP-UX environment.
Oracle will give me “Unbreakable Linux” for free, and support it as well as the database.
Why should I pay for the HP-UX operating system?
“Unbreakable Linux” is a great-sounding name, but is Linux really strong enough to sup-port your needs for reliability and scalability as your business grows? Did you know that �0 percent of the world’s largest UNIX data warehouses are running on HP-UX, and that more than 70 percent of all HP-UX customers run Oracle databases? (HP external: http://h71028.www7.hp.com/enterprise/cache/�86771-0-0-0-121.html)
HP and Oracle have been strategic partners for 25 years, and share more than 100,000 joint customers. With Oracle as the dominant UNIX database vendor and HP’s number one position in the high-end UNIX market, it is clear that HP-UX and Oracle are made for each other.
A Linux solution is cheaper. My capital budget is tight so I am looking for a low acquisition cost.
You may be able to bundle up a Linux entry solution at a lower cost, but what about the total cost of ownership? HP supplies the system management tools, server flexibility, and overall support that pay off over the long run. And did you know that if you need to expand beyond two processors, you will be looking at much higher costs for Oracle 10g and RAC licenses? In other words, the initial acquisition cost is not the whole story.
Nevertheless, I understand that acquisition cost can still be a problem. Maybe you simply don’t think you have the budget available. Did you know that HP Financing Services (HPFS) offers solutions that require no initial cash outlay, and easy monthly payments? Would you like to explore how HPFS can help fit the solution to your budget?
(Note to sales person: Keep pricing discussions at a high level, focused on business value. Line-by-line, features and functions comparisons are not wise battles to fight.)
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Objection Reason How to answer
I need RAC for high availability and scalability.
I know RAC is complex and expensive, but isn’t it the only way to scale an Oracle 10g database, and get high availability?
The HP Integrity Solution for Oracle Database is compatible with RAC, so if you find you really need it in the future, you can easily upgrade to an SMS bundle that supports RAC. However, you may simply be happy with the HP Serviceguard Storage Management for Oracle (SMS) solution, which provides reliability and scalability like RAC, without the additional cost and complexity. And when it comes to high availability, did you know that most of the 9-1-1 emergency telephone systems in the United States run on HP servers?
I think I should choose a Xeon-based solution.
I’ve heard that Intel isn’t committed to the Itanium processor architecture.
Yes, I’ve heard that rumor too. However, the facts prove otherwise. Industry analysts tell us that more than 60 of the Global 100 companies rely on servers with Intel Itanium 2 processors, so the corporate world must be convinced of Intel’s commitment to the line. In addition, more than 60 members of the Itanium® Solutions Alliance would attest to Intel’s commitment as well. Here is some direct evidence of Intel’s commitment to Itanium, as well as the commitments of Microsoft, Oracle, and HP:
Intel drawer statement, November 6, 2006 (HP internal: http://athp.hp.com/portal/go/ucmc0080�712/c0080�712.pdf)
Microsoft commitment to Itanium, May 9, 2006 and November 15, 2005 (HP internal: http://athp.hp.com/portal/go/c0060�619.pdf) (Microsoft external: http://www.microsoft.com/presspass/features/2005/apr05/0�-11Itanium.mspx)
HP and Oracle commitment, March 2, 2006 (HP external: http://www.hp.com/hpinfo/newsroom/press/2006/060�02xa.html)
Intel and HP commitment (HP external: http://www.itanium-integrity.com/index_flash.html)
Does the HP Integrity Solution for Oracle Database work?
The HP Integrity Solution for Oracle Database sounds great, but I’m worried about the risk to my business. Is it a proven solution?
Customers such as McKesson Corporation and Agence Nationale Pour Emploi (ANPE, France’s national employment agency) are currently running SMS on HP Integrity servers and have reported outstanding results. But you don’t have to take my word for it. Can we set up a remote demonstration for you, or would you like a try-and-buy proof of concept?
Objections (continued)
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What resources are availableHP Integrity rx2660 server http://www.hp.com/go/rx2660
HP Integrity BL860c blade server http://www.hp.com/go/bl860c
HP-UX 11i operating system http://www.hp.com/go/hp-ux
HP Serviceguard Storage Management Suite http://www.hp.com/go/sms
HP StorageWorks for Oracle http://h71028.www7.hp.com/enterprise/cache/7112�-0-0-0-121.html
White paper: Analyzing the impact of Oracle Disk Manager (ODM)
http://docs.hp.com/en/10�0�/SingleInstanceOraclePerformance.pdf
HP Financial Services http://www.hp.com/go/hpfinancialservices
Oracle pricing as it relates to HP products http://athp.hp.com/portal/go/c007�9691.pdf (HP internal) http://www.oracle.com/corporate/pricing/databaselicensing.pdf
Oracle Database 10g http://www.oracle.com/database/
Itanium® Solutions Alliance http://www.itaniumsolutionsalliance.org/
Who do I contact• Issac Blake – TSG Americas Partner Presales, [email protected]
+1-�80-�08-07�7
• Nancy Davidson – Oracle Alliance Sales Manager (Eastern U.S.), [email protected] +1-860-6�5-1��5
• Sandy Do – Oracle Alliance Sales Manager (Central U.S.), [email protected] +1-6�0-72�-5219
• Ann M. Mueller – Oracle Alliance Sales Manager (Western U.S.), [email protected] +1-50�-892-5�79
• Jeff Hall – Oracle Alliance Sales Manager (Federal), [email protected] +1-�10-26�-7877
• Ann Martinello – Oracle Alliance Sales Manager (Canada), [email protected] +1-905-9�8-��56
• Miguel Lavalle – Oracle Alliance Sales Manager (LAR), [email protected] +1-281-51�-68�9
• Elke Thoma – Oracle Alliance Sales Manager (EMEA), [email protected] +�9-89-9�92-�919
Intel, the Intel logo, and Itanium are trademarks or registered trademarks of the Intel Corporation or its subsidiaries in the United States and other countries.
© 2007 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. The only warranties for HP products and services are set forth in the express warranty statements accompanying such products and services. Nothing herein should be construed as constituting an additional warranty. HP shall not be liable for technical or editorial errors or omissions contained herein.
�AA1-5278ENW, October 2007
