![]() ![]() But HP-DP cost grows exponentially as the environment grows complex. We wanted to demonstrate to customer that HP-DP is only cheap for entry level non critical backup’s. We did a one on one licensing comparison exercise with customer, comparing HP-DP and Netbackup (NBU). It does not have any story in a multi vendor environment.ĥ) We had different meetings with customer to educate him on various aspects other than price that he need’s to consider when selecting backup software vendor We pointed out that NBU is vendor agnostic and its off-host capabilities are far superior to that of HP-DP.Ĥ) HP-DP sell’s only with HP hardware. It can not offer similar functionality for other vendor’s disk array’s / OS. We countered that it was limited to HP’s own hardware. We pointed out the limited support it has for AIX.ģ) Customer was awed by HP’s off-host backup strength. It still needs a separate open file license.Ģ) HP-DP is not truly heterogeneous. We also educated customer on some facts which HP typically forgets to inform the customer, Some of this facts included :ġ) HP-DP unlimited license does not cover open file backup. Specially the need for encryption and reporting. We educated the customer on best practice for BFSI segment. We asked customer to ask HP to give him a separate BOM only depicting Backup component’s, to separate hardware and backup software BOM.īeing in financial sector, customer needed to comply with PCI. So effectively customer was provided one price tag for the whole bundle - server hardware plus OS plus backup agents/options. The way HP projected this to the customer, it looked as if each server comes bundled with HP-DP agents and option’s. This BOM included line items for each server hardware and the HP-DP components needed to backup the respective server. Customer was satisfied with the demo and settled for not doing a PoC.Ĭustomer was provided the consolidated BOM for his hardware. We also did a 2 Hour demo for him in our small lab (we could demonstrate Oracle and Exchange backup). We started the initial seeding by providing him with name drop of customer in his industry (peer’s). ![]() Fourth challenge, was to separate the “Backup software” quote that HP had bundled along with its own hardware.Īvoid PoC: We knew that if we are to win this customer within the stipulated time, we will need to avoid doing any PoC at customer premise. The third challenge was to unroot the “dirt cheap price” tag that HP had associated with HP Data Protector. The second challenge for us was to un-do all the learning’s he had got from his hardware vendor (HP in this case). The first challenge set for us was the short time we had in hand considering that the customer needed to finalize on the backup software within 15 Days. Beware, he warned us, HP will provide me with unlimited license to backup any new server’s I may add in near future in my DR Data Center. ![]() For compliance he however needed to get comparative quotes from two different vendors and asked us to provide the same for NetBackup. During our initial engagement’s we learned that he has finalized on almost all aspects of hardware procurement and is in advanced stage of negotiation with hardware Vendor(HP) to provide him with Backup Software for his server’s. He had called us to negotiate for purchasing Microsoft OS licenses for his Desktop’s. The customer, a small financial institution in INDIA, was implementing a new Data Center in city of Mumbai for which he was procuring new servers and storage.
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