Cisco Data Center Network Sales Solutions

David Hettrick
Cisco Technology Solutions Engineer
Agenda

• Understanding Data Center Concepts

• Data Center Challenges
• Understanding and Selling Storage Network
Solutions
• Understanding and Selling Application Network
Solutions
• Understanding and Selling Unified Computing
System (UCS)
• Data Center 3.0
Cisco Advanced Data Center
Networking Sales
• Exam number is 646-985
• Course Name is Selling Cisco Data Center Networking
Solutions
• You must take the exam at a certified testing center (by
yourself and leave your cell phone in the car)
– http://www.pearsonvue.com/
• There are approximately 45 - 55 questions with a 60
minute time limit.
• Passing score of 790 ( yes you will pass!!)
• For online version on Partner Education Center
– www.cisco.com/go/pec
What is IT and Data Ownership?

• Streamlines business processes

• Improves productivity and efficiency
• Supports changing business solution requirements
• Protects business information assets
Data :
• is owned by the organization,
• is managed by the Data Center,
• and decisions must include the business unit the
data primarily serves.
Domains of IT

Aligning internal resources and skills to

external opportunities and risks
Groups that define workgroups,
processes, standards, and policies
An undertaking with defined starting point
and objectives which completion is identified
A specific order of work activities or the
task of transforming input into output

Information Systems are applications that

directly or indirectly define business
processes
Facilities and permanent components,
such as hardware, operating systems, and
local and network services.
Resources and Processes
Business processes and information resources are the core of the
data center. They drive the technologies, the policies, and the
evolution of the data center.

Business Process

IT

“Information is what you want;

data is what you get.”
The IT-Business Gap

Business Needs: IT Today:

• A flexible business model • Has complex,
• To respond quickly to heterogeneous systems
change • Has an inflexible
• To be reliable and technology model
available • Has poor utilization of IT
assets
The Hard Facts on asset utilization
•Mainframes: idle ~40% of the time
•Unix servers: idle ~90% of the time
•Most PCs: idle ~95% of the time
•Data growing at 30 to 50% per year
•Storage utilization 30 to 50%
What is a Data Center?

• The data center plays a mission-critical role in the

management of the core business

• A data center is a protected environment that houses a

collection of key IT assets that are critical to the operation
of the company

• It houses, manages, and facilitates the gathering,

processing, and distribution of corporate information
Data Center Functions

• Supporting enterprise applications

• Reducing operational overhead
• Providing a politically neutral infrastructure
• Defining technology standards
Data Center Resources

All of these resources revolve around the definition,

management, and maintenance of business processes
and information resources
Cross-functional Relationships
Groups in the Data Center
World of the Data Center
Roles in the Data Center
Business Drivers
DC Manager Responsibilities

• Where everything is and who owns it

• How to manage the infrastructure and reduce costs
• How to manage and control the many owners across the
organization
• The effects on the cost of running the business
• Funding
• Maximizing the utilization of existing resources
• How to enforce the rules and limit storage

Now you know who to talk to about that

100mb worth of email space!!
 The Data Center Manager

Business Drivers Responsibilities Pain Points Compelling Events

•Processes • Efficiency • Risk •Acquisition
•Procedures • Resilience •Risk Mitigation •Contract Expiration
•Technology • Agility •Downtime •New applications
•Other influences • Implementation •Resource •Corporate Moves
Planning Shortages •Opening/Closing DCs
• Skill sets/Training •Disruptive or offices
• User Satisfaction upgrades •Disaster planning
• Speed of change •Failures •Security failures
•Backups
•Project Justification
•Vendor Pressure
Compliance Requirements

The Common Compliance Requirements

Regulatory Framework
• Industry Sector
• Data protection and
– All – SOX
security – Financial – Basel II
• Data privacy – Healthcare – HIPAA
• Data retention / • Jurisdiction
deletion / audit trails – USA
– Europe
– Australia
Ex. of Regulatory Mandate

At least 200 miles between DCs

and on separate power grids

The SEC mandates that financial

institutions recover operations on the
same day a disruption occurs
CapEx and OpEx

Power and cooling costs are one

of the key contributors to OpEx
Impact on the Data Center

• Power
– One of the most overlooked considerations
– Considerations should include distributed power grids, multiple
outlets of various amperage, battery backup, and generator backup
• HVAC (Heating, Ventilation, and Air Conditioning)
– BTU and heat dissipation need to be a consideration
– Proper spacing of the equipment to allow for adequate airflow
– Cooling, heating, filtration, and humidity requirements
• Fire suppression
– Regulatory compliance
– FM200 is the most commonly used waterless agent
Cost Management

• Costs in a Data Center can come from:

– Siloing application resources
• Compute, storage and network resources are tied up and
unavailable
• Poor utilization of existing resources drives up capital costs
• Applications are often over-provisioned in an attempt to
anticipate growth and postpone the need to add capacity later
– Difficulty reallocating resources
• De-allocation, which is as complex and costly as allocating new
resources
• It is often less expensive to purchase new resources when
operational costs and delays are factored in
Who makes decisions?

• CFO • CEO
• CIO • CTO
• VP of Sales • CISO
• VP of Marketing • Legal Department
• Facilities • Employees

Decisions that affect the data center can involve

almost every aspect of the corporation.
Know your Decision Makers
 Today’s Business Processes
Are Complex
BRANCH / WAN Business Process DATA CENTER
Customer Hits “Buy” Process
Process Check
Check Ship
Ship Bill
Bill Update
Update
Order
Order Credit
Credit Order
Order Customer
Customer Cust
Cust Svce
Svce
Confirm Shipment
Billing Notification Customer
Order Complete CRM
Premium Customer?
Update Records
Notify Sales Rep

ERP
Update Contracts Remote WAN Enter Order
Credit Approved Users Check Inventory
Update Inventory
Update Call Center SCM
Update Call Center Check Availability
Initiate Billing

Trading Partners Intranet Accts

Logistics ebXML Check Account Balance
Deliver Order Check Credit
Credit Override Required

Warehouse EDI Cust Master

Pack & Ship Order Extranet Check Customer DB

Credit SOAP
Check Credit History
EXTENDED Purchasing
Procure Material
ENTERPRISE
Information Lifecycle
Management – ILM
• Keep the data accessible to those that have rights
• Determine the availability and accessibility
– User requirements
– Strategic value vs. local value
– High availability, disaster recovery and backup
– Regulatory requirements – Basel II, SOX, HIPAA, etc…
• Determine the best software, hardware and storage
• Address three storage resource management problem
– Ineffective storage utilization
– High cost of storage management
– Complexity of storage growth
Challenges with managing
information
ILM is not a technology!
• How to classify data?
– Data classification is core to effective data management
– There is currently on universal way to classify data
– Storage Networking Industry Association (SNIA) and
Data Management Forum (DMF) are leading the way
• How to apply policies?
– Processes and technology must work in harmony
• How to change policies as requirements evolve?
– The DC must be agile enough to adapt to change
Identifying the Complexity

• Application Silos
– Disparate systems being used
– Operation costs are higher
• Complex, heterogeneous infrastructure
– Decreases management efficiency
– Increase Operating Expense ( OpEx)
• New Developments
– New applications being introduced
– New Technology that is being looked at to benefit the business
• Volume and value of data
• Network and server virtualization
Other considerations

• Location, location, location

– Centralized vs. decentralized design
– Weather and environmental factors
– Physical sizing of the data center
– Weight of the equipment in the data center
• Security
– Is the data center planned as a showcase for the business
– Out of sight, out of mind
– Only privileged access should be granted
Storage Networks

– Understanding SAN technologies

– Cisco products for the SAN
– Selling the SAN
Some of the Challenges

• Standalone servers
• Scalability
• Deployment time
• Inefficient use of resources
• Manageability
• Availability
• Environmental logistics
• Facilities
Legacy Storage
• Disk
– Non-volatile data storage that uses a magnetic surface and has heads read/write
data in blocks
• Tape
– Magnetic tape medium that writes a sequential string of data that is accessed in
the same manner – ideal for backup purposes where read time is not important
• RAID – Redundant Array of Independent Disks
– Method to add high availability by writing information across multiple disks but
retain a logical unit as one disk
• SCSI – Small Computer System Interface
– Commonly used interface to transfer data from a server to a storage device (Fibre
Channel, iSCSI over ethernet, SAS
• Optical Media
– Laser recordings onto removable media like CDs, DVDs, and other types of media
SAN Connections

• Fibre Channel
– Gigabit speed network technology used for storage. Does not necessarily need to run
over fiber, can be used with copper cabling
• iSCSI (Internet SCSI)
– Network protocol standard that allows SCSI over TCP/IP.
– Cost effective option to traditional dedicated Fibre Channel SANS
• FICON (Fiber Connectivity)
– FC4 Fibre Channel storage protocol with speeds capable of 1, 2, and 4Gbps speeds with
distances up to 100km
• FCIP (Fibre Channel over IP)
– IP-based storage protocol that tunnels FC over IP-based networks.
– Allows for sharing data over a geographically distributed enterprise
• DWDM/CWDM (Wave-division multiplexing)
– Using multiple optical signals over single fiber optic cable
– DWDM is slightly faster than CWDM that is limited to fewer channels
Business Continuity Plans

• Disaster Recovery Plan

– Recover mission-critical technology and applications at an alternate
site
• Business Resumption Plan
– Continue mission-critical functions at the production site using
workarounds until functionality is fully restored
• Business Recovery Plan
– Recover mission-critical business processes at an alternate site
• Contingency Plan
– Manage an external event that
has far-reaching impact on the business
BC/DR Options
• Offsite tape backup
– Send tapes offsite by truck daily
• Electronic vaulting
– Use WAN instead of a truck to send information
• Remote disk replication
– Continuously update information at remote site, no data loss
• Cold site
– Tapes stored at standby data center for re-creating a DC
environment . Organizations can opt to cut costs by sharing space
• Duplicated hot site
– Ready instantly to take over from primary site

Most business will opt for a combination of

these depending on the applications level of
importance for business function
What about Remote Sites?

• Remote sites still need access to data and applications

– E-mail, Databases, Files, Storage, etc…
– Need fast access to corporate applications
• Most applications were not designed for the WAN
– All of these sites will still have bandwidth needs

• A traditional solution would be to provide local servers

– These add to maintenance time and costs
– Require servers to be synchronized to be effective
– Remote backups must be performed
– What if connectivity is lost to main data center?
9124 Fabric Switch from Cisco

Rear View

 Total 24 FC ports – offered in 8, 16, and 24  2 hot-swappable power supplies with

port configurations integrated fans (one power supply in
base unit with option to buy the 2 nd)
8-port incremental licensing
3 Fans + 1 Fan per Power Supply
 24-ports of 4/2/1 Gb FC
 Complete SAN-OS 3.x feature set, with
SW / MR (4Km) / LW (10Km) SFPs available few exceptions
 Affordable - No hidden charges for software  Non-disruptive software upgrade
licensing
 Support for 16 VSANs
 Ease of use  1 SPAN session
Quick Start Guide  Full MIB and SMI-S support
Quick Configuration Wizard  Rack kit included
9134 Fabric Switch from Cisco

Rear View

 Total 32 FC ports – offered in as a 24-port  2 hot-swappable power supplies with

base unit integrated fans
2 hot swappable fan trays with 2 fans each
8-port incremental licensing
 Complete SAN-OS 3.x feature set, with
10Gb ports a separate license few exceptions
 32-ports of 4/2/1 Gb FC  Non-disruptive software upgrade
SW / MR (4Km) / LW (10Km) SFPs available
 Support for 16 VSANs
 2-ports of 10Gb FC (for stacking)
 FICON support
CX4 X2 copper (15m or 1m cables)
SW / LW X2 fibre transceivers  1 SPAN session
 Ease of use  Full MIB and SMI-S support
Quick Start Guide  Rack kit included
Quick Configuration Wizard
MDS 95XX
8Gb FC
Ready!!
• MDS 9506, 9509, 9513
• Six, nine, or thirteen expansion slots
• Two Supervisor Modules (requires 2 slots)
• Up to 528 FC ports
• Redundant Crossbars
MDS lines cards
Original Source Manufacturer
(OSM)
Cisco MDS FC Blade Switches

 14 internal copper 1/2/4-

• 16 internal copper
Gbps Fibre Channel
1/2/4-Gbps Fibre connecting to blade
Channel connecting to servers through blade
blade servers through chassis backplane
blade chassis
backplane  Up to 6 SFP uplinks
• Up to 8 SFP uplinks  Offered in 3+7 and 6+14
• Offered in 4+8 and configurations via port
8+16 configurations via licensing
port licensing
Interoperability Mode
Storage Services Module

With the SSM, the storage team can move

data on-the-fly from Tier-1 storage to Tier-2
and then to Just a Bunch of Disks (JBOD),
without ever having the data movement
touch a host.
SANTap

• SANTap is a protocol used to pass data between an MDS

and a storage appliance.
• SANTap enables storage application appliances without
impacting primary I/O
– No disruption of the primary I/O from server to storage array
• Storage applications enabled by SANTap include:
– Heterogeneous storage replication
– Continuous log-based data protection
– Online Data migration
– Storage performance/ SLA monitoring
Continuous Data Protection
CDP with SANTap
Data Mobility Manager

• The DMM is a fabric-based data migration solution that

transfers data non-disruptively across storage volumes–
even from different manufacturers.
– Data Mobility Manager (DMM) is a function delivered by the SSM
• DMM can deliver this functionality even across distances,
regardless of whether the host server is online or offline.
Catalyst 6500 Series
6500 VSS technology
Embedded Event Manager

• Enables customization
• Consists of Event Detectors, Event Manager, and Event
Manager Policy Engine
• Allows users to configure either Applet or TCL policies:
– Automates network management task
– Increase availability
– Notifies of critical events
• CPU hog detection
• Memory usage
• Memory lead detection
• Makes devices running IOS an active participant
• Allows customer to have control
Nexus Series of DC Switches

 Simpler More Stable Layer 2 Network

 Highly Available Platform
 Preserves operational best practices
 FCoE based Unified Fabric
 Virtualization Optimized Networking
 Support for CE, FCoE, DCE, and FC
Nexus 5000 Series
 Reduces power, cooling, cabling
 Up to 1.2 Tbps capacity
Nexus 7000 Series
 Modular chassis design with variety of
modules
 Available in 10 and 18 slot versions
 Up to 15 Tbps capacity
Virtual Device Contexts
Nexus OS
Nexus 1000V
The Competition
Competitive Difference
Brocade LSAN
Cisco VSAN
VSANs

If customer’s need to
interoperate with a non-
Cisco switch, IVR can
be used to route
between the legacy
fabric to the new MDS
fabrics utilizing IVR
VSANs

• Allows for virtualization of

SAN islands that previously
used separate equipment
• Resource sharing
• Simplified management
• Give each business unit
control of their own policies
Cisco DC Lifecycle Services
Lots of Objections

• Having the SSM mode in the data path must mean that
there will be a performance impact on my server to storage
data flow.
– The SSM doesn’t not sit in the data path. It is able to tap of the data
stream due to the MDS architecture which benefited from years of
Cisco data networking experience.
Objections Cont’d

• Networks are only plumbing, I focus on servers.

– This objection requires explanation of how the network is not just
connectivity, but also about embedded applications which can
facilitate a more cost effective performance in other technology
areas.

• I question Cisco’s commitment to the Data Center.

– You can counter this objection by pointing to Cisco’s history of
being a industry leader in all areas of endeavor, a position they are
not likely to relinquish lightly.
More Objections

• That MDS is too complex. I don’t need all those features, I

just need a switch.
– The MDS switch bought today will allow you to grow seamlessly as
your environment grows with new technologies and techniques
such as virtualization expanding across the data center.
• I am concerned that merging my SAN with others will mean
that they can access my data. I need department level
control.
– The MDS supports many security features to ensure your data is
protected from unauthorized access.
Storage Network Services

• MDS Infrastructure Planning and Design Service

– Comprehensive support offering to ensure storage solutions can
fulfill security, scalability, performance and network management
requirements.
• SAN Extension Planning and Design Service
– Ensures storage solutions meet requirements for storage
consolidation, back-ups, data mirroring and replication.
• Storage Networking Proof of Concept Service
– Helps storage networks meet requirement and goals by providing a
validated high level system design, indentifying opportunity for
design enhancement.
More Storage Network
Services
• SAN Assessment Service
– Network is ready to support a storage network solution by
assessing the security, resiliency, operation and readiness of the
network infrastructure.
• Storage Networking Plan Development Service
– Accelerates successful implementation of storage solutions
– Assists with developing complete network implementation plan.
Application Networking
Solutions
• Understanding ANS
• Selling ANS
• UCS B-series
ANS Solutions

They are designed to:

• Improve response time
• Improve quality of service
• Increase security
• Eliminate downtime to possibly achieve 99.999%
availability
• Reduce operating costs
Application Content Engine (ACE)

• Available as 6500 series services module and also in

appliance form-factor, 4710
• Integrates server load balancing (SLB), application
optimization and security
• Embedded virtualization for logical partitioning and
workflow improvements
• High performance HTTP security
• Fabric-integrated within a 6500 series chassis for
unmatched integration and performance
High Performance Computing

Also referred to as server fabric switching

• Allows for consolidating and virtualization of server CPUs
I/O resources
• CPU resources are interconnected with InfiniBand
technology and switches allowing the pooling and
virtualization of CPU resources
• Provides an easy path towards application virtualization
• Better storage resource access
Firewall Services Module

• Integrated firewall module for the 6500 series chassis

• Fastest firewall data rates in the industry - up to 5 Gbps
• Can add up to 4 modules per 6500 chassis
• Based on Cisco PIX firewall technologies
• Provides multiple security contexts
– Virtual, independently managed firewalls within HW
• Reduces cost and operational complexity
Global Site Selector (GSS)

• Next-generation networking product that allows customers

to leverage global content deployment across DCs
• Optimizes site selection
• Improves DNS responsiveness
• Ensures data center availability
• GSS 4491 acts as the cornerstone of multisite DR plans
and to deploy global Internet and intranet applications
• GSS 4492R uses the DNS rule, gives administrators
control on which sites are load balanced and offers real-
time business continuance solution
GSS Explained
WAN Application Services
Wide Area Application Services
– Branch office solution providing
• Throughput Optimization
– Improve the behavior of TCP
• Application Acceleration
– Mitigate latency through protocol optimizations, prediction
and caching
• Bandwidth Optimization
– Minimize redundant traffic through DRE (data redundancy
elimination) and compression
– Customer Benefits
• Faster application access
• Improved WAN utilization
• Near LAN-like performance over a WAN
WAAS Topology

WAN
Application Competition
WAAS Planning and Design
Service
Ace Planning and Design
Service
Application Services

• Application Profiling Service

– Enhances effectiveness of data center while maintaining
performance, security and availability.
– Recommends ways to enhance application environment
– Map business processes to applications.
• Application Networking Assessment Service
– Evaluates the data center infrastructure assessing the scalability
and availability of application and network services.
– Cost effectively optimizes the performance and availability of the
application network infrastructure.
Unified Computing Building Blocks
Unified Fabric Introduced with the Cisco Nexus Series

Physical
Virtual
 Wire once infrastructure (Nexus
5000)
 Fewer switches, adapters, cables

Virtual
 VN-Link (Nexus 1000v)
Fibre Manage virtual the same as physical
Ethernet 
Channel
Scale
 Fabric Extender (Nexus 2000)
 Scale without increasing points of
management

Physical
Why UCS?
UCS Solution
Know the Basics
UCS architecture benefits

• A single system that encompasses:

– Network: Unified fabric
– Compute: Intel Xeon Processors
– Storage: Access options
– Virtualization: Optimized
• Unified Management:
– Dynamic resource provisioning
• Efficient scale:
– Same effort to manage 8 blades as 320 blades
• Lower cost
– Fewer servers, switches, adapters, cables
– Lower power consumption
UCS ROI
Simplification!
UCS Fabric Switch
Fabric Switch Modules
UCS Front view
UCS Backview
Overview of Fabric Extender
Half width Blade
Full Width Blade
UCS Adapters
Putting it all Together
Policy-Based Provisioning

• The ability to roll out new apps and scale existing ones
– E-Commerce
– Customer Relationship Management (CRM)
– Supply Chain Management
– Human Resources
• Increasing the capacity of an existing application
– Workload scalability
• Support for rapid business process change
– Ability to seamlessly change multiple resource elements
Disaster Recovery with VM’s
 Service in an Architectural
Approach
• Business Challenge Prioritization
– Engage service early to understand business challenge and prioritize
them
• Assessment Workshops
– Workshops to understand current business and technology
architecture
• Architecture Design
– Design services take an architectural approach to validate that a
customers environment will achieve expected benefits of a UCS and
build out the design to get there.
• Deployment and Support
– Deployment, installation, support and proactive monitoring help
accelerate the solution and protect the customers investment
 Sales Process – Getting
Started
• Become familiar with the process
• Take training as needed.
– A wealth of training material available on Cisco.com
Sales Process - Prospect

• Prepare
– Involves researching your customer and indentify a potential
opportunity
• Profile your customer
– Engaging internal support
– Developing an account plan and strategy
– Interviewing key customer stakeholders and presenting briefings to
the customer
Sales Process - Qualification

• Step 1: Define and Plan

– Align a Cisco solution with customer issues. Next provide
benchmarking and strategic alliance information
• Step 2: Engage extended sales team to develop preliminary solution
– Determine architecture and service requirements
– Use a configuration tool to configure a solution, usually Netformix
DesignXpert.
– Understand and communicate competitive positioning
– Pursue a demo strategy
• Step 3: Confirm Strategy
– Present to Technical decision makers
– Request that customer engages in a solutions workshop
Sales Process - Proposal

• Value Proposition
– Express a value proposition and develop a business case
– ROI analysis
• Propose the Solution
– Addressing the competition
– Defining service delivery requirements
– Developing a statement of work (SOW)
Sales Process – Agreement
and Closing
• Agreement
– Accelerate the sale
– Final Customer References
– Finalize partner strategy
– Route Deal for approval

• Closing
– Receive order
– Provide Support
– Track win/loss Data
Customer Objections
Customer Objections
Customer Objections
Customer Objection
Data Center 3.0

• Data Center 3.0 Value and Benefits

• Three phase approach
• Unified Fabric
• SONA
Evolution of the Data Center

When there is a major shift in data center

technology, it is often referred to as a
paradigm shift or an inflection point.
How Cisco Views the DC

The network is heading to a place where all devices

are networked and everything is over IP. There are
embedded services and
all services will be virtualized.
SONA
Data Center 3.0 Value
Proposition
• Unified Fabric
– Using Ethernet as the backbone connection system
– Simplifies infrastructure wiring and creates a foundation on which the data center
can be built
• Network-embedded application intelligence
– Within this unified fabric, embedded intelligence assists in data movement at all
levels
– Allows a single instance of a function to be deployed across the data center with a
single coherent policy set applied
• Virtual data center infrastructure
– Physical resources to be pooled then deployed as logical devices and assets.
– The ability to deliver change in the data center in response to changing business
requirements, and a less disruptive environment as change is logical, not physical .
• Service Orchestration
– Provide the tools to allow the virtualized resources to be provisioned to applications
– Creates a single, coherent architecture for the data center.
Data Center 3.0 Benefits
The Three-Phase Approach

Many IT organizations have taken a three-phase

approach to building the next-generation data center

• Phase 1 – Consolidation
• Phase 2 – Virtualization
• Phase 3 – Automate
Phase 1 - Consolidate

• Consolidating servers and storage into the Data Center

• Consolidating multiple Data Centers and/or branch offices
• This enables increased scalability, density and availability
• Results in an immediate improvement in resource
utilization and manageability
• Requires the development of a standardized architecture

Investment protection is a key

asset during this phase
Storage Consolidation
Phase 2 - Virtualization

• Creates virtual resource pools for servers, storage and

applications
• Enables rapid delivery of new services
• Increases availability and utilization
• Helps the business track operational expenditures
• Reduces operational expenditures by conserving power
and only using what is needed at that time
Optimizing Application
Performance
Phase 3 - Automate

• Provisioning workflow is now possible

• Data Center resources are classified and managed by
policy-driven processes
• Services levels are inherent in the policy
• Enables the creation of on-demand, utility-based
computing infrastructure that allows IT to align with the
business goals
 What is a Unified Fabric?

Unified fabric consolidates these different types of traffic onto a single,

general-purpose, high-performance, highly available network that greatly
simplifies the network infrastructure and reduces costs. To do all this, a
unified fabric must be intelligent enough to identify the different types of
traffic and handle them appropriately.
Unified Fabric (FCoE)

Management

Network
Storage
Network

Primary
Network Unified
Fabric

Secondary
Network

Complexity, Universal I/O,

Cost, Power Ubiquitous Connectivity
DCE
What is Vblock?

Managing risk while delivering the power of

virtualization
Data
solution packages
What is it:
– Combined best-of-breed technologies
from Cisco and EMC, together with VMware
Applications
– Pre-integrated, pre-tested, and validated
Operating
Systems
– Redefines the foundation of datacenter Virtualization
virtualized infrastructure

How it works: Compute

Rather than buying and assembling individual
components, now acquire validated Vblock Network
Infrastructure Packages from partners with a
seamless services and support experience
Imagine the power of three … Storage
Redefining the foundation of data center infrastructure Vblock Infrastructure Packages
Partner Benefits

Market Demand - Pre-tested validated designs by Cisco, EMC & VMware

provide market equity and opportunities with customers

Partner Recognition - Designation by Cisco, EMC & VMware as being

qualified to sell Vblock solutions

Partner Enablement – Vblock Technical, Sales and Service Enablement

Training

Demand Generation - Joint Cisco, EMC & VMware Demand Generation

Activities with Partners

Partner Support - Pre-sales Technical Partner Support (through SST)

Practice Questions
SONA provides a roadmap to build a service-oriented
infrastructure using Cisco’s DCNI products in three main
phases. Which are they? (Choose three)

A.Consolidation
B.Expansion
C.Virtualization
D.Automation

Anwser: A,C,D
Practice Questions

What problem with a VSAN does the usage of IVR help to

solve?
A. VSAN’s are less secure then physical SAN’s
B. A shared resource is unavailable to other SAN’s
C. A disruptive event can ripple through all areas of a VSAN
D. VSAN’s lack their own logical MDS switches

Anwser: B
Practice Questions

Which of the following are stages of the information lifecycle?

(Choose three)
A. Storage data
B. Creation and/or acquisition of the data.
C. Publication and the use of data.
D. Retention or removal of the data.
E. Analysis of the data.

Anwser: B,C,D
Practice Questions

What does policy-based provisioning facilitate? ( Choose

three)
A. The rollout of new applications, which is critical to most
enterprises.
B. Increasing the capacity of an existing application.
C. The recreated centralized model
D. Support for rapid business process change
E. More idle time

Anwser: A,B,D
Practice Questions

Which of the following best describes a data center?

A. A data center is a technology-based operation in which Cisco has
significant penetration and takes a large percentage of data center
spending
B. Data centers are technology-based operations that make strategic and
architectural decisions based on the features and benefits of individual
product sets
C. A data center is responsible for ensuring that corporate information is
valued correctly
D. A data center stores, manages and delivers electronic data on behalf of
the corporation

Answer: D
Practice Questions

Which of the following are key data center business drivers?

(Choose three)
A. Protect
B. Sell
C. Optimize
D. Support
E. Grow

Answer: A,C,E
Practice Questions

Which phrase best describes data center virtualization?

A. Creating multiple I/O connections across the data center for
redundancy.
B. Creating a siloed approach with applications to ensure that resources
are adequately provisioned.
C. Using 10 Gigabit Ethernet to allow separate mechanisms such as
Fibre Channel, FCoE, and Infiniband to use their own connection
system.
D. Consolidating data center resources and deploying them as logical
devices and resources.

Answer: D
Practice Questions

Which of the following statements regarding VFrame is false?

A. The VFrame appliance deploys functions such as load balancing and
SSL security logically within the data center.
B. VFrame enables the coordinated provisioning and reuse of physical
and virtualized computing, storage, and networking resources on
demand from shared pools.
C. VFrame communicates directly with the Catalyst switch family.
D. VFrame data center hosts a Java based client that accesses the
application running on the appliance with a fully interactive GUI.

Answer: A
Practice Questions

What are the elements that a sales professional may consider

important to know when dealing with key players?
A. role, personality, and concerns
B. power, concerns and politics
C. role, personality, power, concerns and politics
D. personality, concerns, role, politics, and title

Answer: C
Practice Question

What tailored lifecycle support option would you use in order

to ensure that the customers data center infrastructure is
scalable and able to meet future application requirements?
A. Cisco Application Networking Assessment Service.
B. Cisco Application Profiling Service
C. Cisco Branch Consolidation Assessment Service
D. Cisco Application Control Engine Planning and Design
Service

Answer: D
Practice Questions

Which is a problem posed by packet fragmentation that must

be addressed?
A. Different media types have different maximum packet sizes, resulting
in loss during packet transfer.
B. Redundancy is critical, as server failure during transfer may result in
permanent loss of data.
C. The ACE uses an ACL to inspect traffic in both directions, but currently
has no counter measures for an IP spoofing attack
D. After the first packet is inspected by a firewall subsequent packets
maybe automatically accepted without inspection

Answer: D
Practice Questions

Which business driver is overseen by the legal department

and security officer who has an interest in business
continuance?
A. Controlling costs
B. Information management
C. Resilience and compliance
D. Business responsiveness

Answer: C
Practice Questions

During what phase of the Data Center Lifecycle should you

plan for peak network performance to protect mission-
critical application traffic?
A. Plan
B. Prepare
C. Implement
D. Optimize

Answer: D
Practice Questions

What is the biggest problem posed by siloed applications?

A. Support is limited to 1 Gigabit Ethernet, whereas some modern
applications require 10 Gigabit Ethernet.
B. There is a lack of integration between servers and storage.
C. Inflexibility leads to over provisioning and under utilization of
resources.
D. Applications incur greater latency then expected, as application
developers typically build them over high speed LAN’s

Answer: C
Practice Questions

Which technology below would be used to pass traffic

between an MDS and a storage appliance?
A. iSCSI
B. SANTap
C. DWDM
D. SONET

Answer: B