CloudPlatform vs OpenStack: Competitive Reference Card Q2’2012

OpenStack
VMware Project Profile
Profile Why CloudPlatform wins against OpenStack
• Founded in 2010 • Proven: In use at over 100 commercial clouds including some of the world’s largest operational
• Community OS Project led by RackSpace clouds power over $1b in cloud services - BT, NTT, Zynga, China Telecom, Go Daddy & SingTel
and NASA
• Openness: No vendor lock-in, large developer community, access to source code, not a “pay
• Limited use ATT, HP, Rackspace
to play” community model – contribution drives influence
• Claim over 150 partners
• Claim over 2000 developers • API Fidelity: Enables hybrid cloud connectivity between CloudPlatform and Amazon clouds
• Commercial versions being built by Piston & • Scale: Proven to scale to 30,000+ servers – ideal for SP/Telco, F500 multi-datacenter & Web 2.0
Nebula and supported by CloudScaling & • Support: Single vendor worldwide commercial support
Mirantis
• Apache Foundation Project: known governance model that drives common development goal
• HP, IBM, Dell & Red Hat are contributors
• Non-competitive: Telco/SPs have concerns about a project led by a competitor
• CloudPlatform is a complete packaged deliverable with orchestration, networking and storage.
Key OpenStack Strengths
View
• Strong Awareness – OpenStack has done a Sales strategies in an “open” account
good job of building brand awareness among
open source developers and enthusiasts • Leverage Apache Foundation model and other Apache projects – Hadoop
• Strong Partner Universe– OpenStack has • Emphasize cost of BYO Cloud– HP has 300 developers and 1.5 years to get to beta
attracted large enterprise developer • Stress our complete packaged solution – works out of the box, no engineering required
commitments including HP, IBM, Dell • Sell single source solution of code plus Citrix worldwide support, services and training
• Highlight business momentum – 100+ customer clouds, over 100 community clouds per week
Key OpenStack Weaknesses • Leverage “Build a Cloud” workshops to help your customer understand their deployment options
• Encourage trials and POCs – Engage services team
• OpenStack is a project, not a product
• Sell CloudBridge, NS, XS or use CPBM to get them to move to commercial CS/CCP engagement
• Still establishing foundation and governance
• Limited commercial use, including by core
project founder Rackspace
Sales strategies where OpenStack has presence
• No clouds in production, only in beta • Highlight large Citrix contributions to OpenStack and ongoing commitment to leverage
• No commercial deliverable – multiple OpenStack code (already incorporated Swift storage)
separate packages • Mention customer migrations from OpenStack – NTT/Verio, Disney & Samsung
• No single source of technical support • Mention wins over OpenStack - British Telecom, Korea Telecom & Engine Yard
• No dedicated sales team to service clients • Emphasize that there is no single commercial entity behind OpenStack
• No AWS fidelity, compatibility not a priority
• Reiterate that we provide API fidelity with Amazon.
“OpenStack is a highly immature platform (it’s • Emphasize that OpenStack commercial usage is limited to only the two largest developers
unstable and buggy and still far from feature- (HP and Rackspace) and even then with very limited features and only available in beta.
complete, and people who work with it politely • Mention concerns by top contributors about governance & foundation (Piston & CloudScaling)
characterize it as “challenging”)” • Encourage a trial/POC – Invite them to join our “Build a Cloud” days
- Lydia Leong, Gartner Research VP, April 2012
 Avoiding OpenStack Traps Key feature comparison:
CloudPlatform features beat OpenStack
What they say How to respond
Capability CloudPlatform OpenStack
AWS Compatibility OpenStack is a competitive offering to AWS and their
OpenStack claims equal AWS first priority is Rackspace compatibility, not Amazon.
Platform Support - Baremetal, ESX, XS, OVM, KVM  XS, KVM
compatibility to CloudStack. Citrix has a close relationship with Amazon and is
focused on building AWS style clouds.
Management of Virtual Server resources  
Larger Partner Universe Dissention among partners regarding their homegrown
OpenStack claims over 150 foundation and the governance model. Founding ESX live migration, DRS, multiple virtual driver options 
partners and many large partners expressing concerns about pay-to-play model
companies are contributors and preferential treatment being given to larger partners Virtual Machine (VM) image management  
and developers. IBM, Dell & HP. Result: only 15 companies and less
than 75 developers are actively coding on the project. Automatic restart of VMs on host failure 

Large Developer Base The Apache model does not require code contributions Automatic restart of VMs on storage failure 
OpenStack claims that their and most of their larger partners (HP) are building
partner momentum is helping proprietary versions of OpenStack. Many of the same Live migration on ESX, XenServer, KVM, OVM 
them drive code contributions partners that are OS members are also CloudStack
and will lead to faster delivery community partners and have been for longer Cold migration (stopped VMs) across clusters and pods 
and better software. (RightScale, Enstratus).
User-concentrated & User-dispersed allocation 

Scheduled snapshots (hourly, daily, weekly, monthly) 

Competitive OpenStack Offerings
Full Snapshots on Local & Shared storage for ESX 
CloudPlatform Piston Nebula
History of Snapshot / Volume 
Package Open Source Software Proprietary Software Hardware Appliance
Aggregation of Usage data 
Perpetual
$1,400 per socket Usage records (hourly, daily, weekly, monthly) Physical
30 pack - $ 37,500 
Pricing $3,500 per server separate guest, storage & public networks
Not available
Annual (perpetual)
Networking - DHCP, DNS, LB, Firewall, RA VPN, NAT, Flat DHCP,
$765 per socket 
PAT, Port Forwarding, Virtual Router VLAN DHCP
30 pack - $21,500
Physical separate guest, storage & public networks 
Telco, Web 2.0, Small, Medium
Target Enterprise
Enterprise Enterprise Managed SSL certificate 
• 100+ customers • No known customers • No known customers User Defined Network, Disk, Storage and HA  Partial
• Citrix owned • Founders: Josh • Founder: Chris
• Apache Project McKenty, NASA Kemp, NASA CTO Multiple secondary storages (NFS, Swift) 
Key Facts
• Large community Nebula Project,
• Citrix supported and Christopher Unmanaged & Disable state for hosts, clusters, pods &

MacGown, Rackspace zones

Open Source Enterprise OpenStack Turnkey appliance for Alerts for: Host status, Resource status 
Positioning Cloud Leader Company – Most secure Enterprise – pay as
OpenStack OS you grow model Centralized logging; Audit logging 