Competing against

Nutanix
Updated November 16, 2016

v28 HPE and Channel Partners - For Internal Use Only

 Agenda
 Core things you should know

 Hyperconvergence marketplace and competitive landscape

 Nutanix – who they are

 Nutanix – their current solution, strategy and messaging

 HPE Hyperconverged solutions

 HPE vs. Nutanix Competitive Positioning

 HPE Hyper Converged System Competitive Positioning – Where to go for more info

 Backup Slides

HPE and Channel Partners - For Internal Use Only

Core things you should know

3
HPE and Channel Partners - For Internal Use Only
 HC Marketshare
2%

o Founded in 2009
6%
o Headquartered in San Jose, CA 23%
Nutanix
o Shipped its first systems in 2011 Dell EMC
o Market leader in the HC 52% Other
17%
SimpliVity
o $300M+ in venture funding over 5 rounds
HPE
o 2000+ employees, 750 in engineering
o 3800+ customers in 80 countries including
57 *Source: IDC Worldwide Quarterly Integrated Infrastructure and Platforms Tracker Sept 2016

US government agencies
o 300 Global 2000 customers Go to Market
o Leaders quadrant of the Gartner “Magic Channel
Quadrant for Integrated Systems” - 2016 Software-
o OEM deals with Dell and Lenovo, software Only Support
support for Cisco OEM
HPE and Channel Partners - For Internal Use Only
o Successful IPO on September 30, 2016
Worldwide Converged Systems Market
Worldwide Converged Systems Segmentation (Revenue Share)
45.0%
42.5%
40.0%
YoY rates
WW Converged Systems Market

35.0%
32.4% Integrated Infrastructure
+13.9%
30.0% 29.9% 29.1% Integrated Platforms -3.5%
25.0% 24.4%
22.4% Certified Reference Systems -6.2%
20.0%

15.0% 16.2% Hyper-converged Systems +137.5%

10.0%

5.0% 87% of the absolute

3.1%
0.0%
growth of converged
2014Q2 2014Q3 2014Q4 2015Q1 2015Q2 2015Q3 2015Q4 2016Q1 2016Q2 systems attributed to
Certified Reference Systems Hyperconverged Systems Hyperconverged
Integrated Infrastructure Integrated Platforms

Converged Systems Market Segmentation

Source: IDC Worldwide Quarterly Integrated Infrastructure and Platforms Tracker Sept 2016

HPE and Channel Partners – Internal Use Only 5

Competitive Landscape
70%

60% Hyperconverged REVENUE MARKET SHARE

CQ2'16: $0.5B, 16% of Total Market
50%

40%

30%

20%

10%

0%
Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2
CY13 CY14 CY15 CY16

CQ2'16 SHARE ∆ (pts) GROWTH

SHARE QoQ YoY YoY
Market is still young
Nutanix 22.5% -2.0 -7.8 76.6%
Dell EMC 17.3% 1.1 10.9 542.5% ~50% ~50%
SimpliVity 6.1% -0.1 -7.0 10.3% Assigned Others
HPE 2.2% 0.0 1.1 371.5%
Source: Gartner, Magic Quadrant for Integrated Systems
10 October 2016, G00291000 NetApp 0.0% 0.0 0.0 N/A
Analyst(s): Andrew Butler | Philip Dawson | Julia
Palmer | George J. Weiss | Kiyomi Yamada

Market 137.5%
HPE and Channel Partners – Internal Use Only
8
 Xtreme Computing Platform
hardware Hyper-convergence OS Management Software

OEMs

Software
+
Support Only
Nutanix Xtreme Computing Platform (XCP) at a glance
• 6 appliance family options offering 1, 2 and 4 node 2U configurations – all CTO, all Flash, all
Storage options (SX-series, newly announced Nutanix Xpress appliance) Go to Market
• Run Acropolis OS and Prism mgt suite
• Dell (re-upped relationship) and Lenovo hardware based alternatives
Channel
• Recently announced software support for Cisco UCS servers
Software-
• Hypervisors supported: vSphere, Hyper-V and AHV (claimed 15% customer penetration)
• Minimum configuration 3 nodes Only Support
• Max config - Claims any workload at any scale but configurations are constrained by workload,
hypervisor and fault domain limits
OEM

HPE - For Internal Use Only

* Market Share based on publicly available revenue estimates for competitors
Nutanix Key Solution Elements Product portfolio
• 100% of Nutanix IP resides is in their software (3rd party h/w)
• Markets Invisible Infrastructure - “make cloud, virtualization, and storage invisible”
• Laser focus on simplicity – make things easy
Nutanix appliance on Supermicro
• Solution comprises two software families – Acropolis OS and Prism Management (6 models)
Suite
• Multi hypervisor/heterogeneous cluster support: vSphere, Hyper-V and AHV
(AHV- Nutanix developed KVM based hypervisor - ships free with Acropolis)
Nutanix on Dell PowerEdge
• Application mobility fabric – Acropolis technologies that support applications and (7 models)
data to move freely between runtime environments with one click mgt
• Management, Resilience, Optimization, and Protection Capabilities:
Distributed storage fabric with Inline De-dupe and Compression (MapReduce), EC-X Erasure
Coding (integrated high efficiency data storage tier), Prism mgt suite with one-click and
analytics, Data Protection (Repl+DR), multi-site DR, encryption, Cloud Connect - VM-centric
backups to AWS or Azure for DR Nutanix on Lenovo Converged
HX-Series
• SAP Certification for SAP Business Apps, Oracle certification for AHV (8 models)
• Instant On VDI with Citrix XenDesktop solution – Low cost ($415/seat) VDI solution
• Openstack cloud integration option with orchestration support
Nutanix on Cisco UCS
HPE and Channel Partners - For Internal Use Only Servers
(3 models)
 Over that past 4 years Nutanix has rapidly evolved their solution
by building out software functionality
2011 2012 2015 2016
Phase 1: Phase 2: Phase 3: Phase 4:
Hyperconverged Web-Scale Architecture Enterprise Enterprise Cloud

– Integrated appliance -Building – Drive the value of web-scale – Evolve from invisible storage – Continue evolving invisible
blocks with computes and capabilities with commercial to invisible infrastructure infrastructure to fully self-
storage and virtual software quality service AWS-like cloud
controller – Fully embrace application delivery model
centric management model
– “Ban the SAN” – Drive simplicity for the
– Drive simplicity for the customer
customer

Target: VDI workloads Target: All virtualized Target: All workloads Target: Enterprise cloud –
workloads including enterprise All workloads including all
apps. enterprise apps – even
those
Ultimate objective - on bare metal
re-platform the
enterprise datacenter
with Nutanix technology
HPE and Channel Partners - For Internal Use Only
Nutanix company major points

• Early entrant into the HC space

• Very experienced bus mgt and technical teams
• Consumerizing the “web-scale” experience
• Characterized by rapid innovation and tech transparency
• Focus on enterprise (also going after SMB market with dedicated kit
• Solution now marketed as enterprise cloud platform
• No legacy to protect - full speed disruptor
• Next step – focusing on convergence of consumption models – i.e.,
Hybrid IT

10
HPE and Channel Partners - For Internal Use Only
Top level messages - Why we win over Nutanix
• Comprehensive roadmap with HC solutions upgradable to Composable
Superior Vision • Full portfolio of solutions to address all needs in the enterprise including Synergy
• Nutanix: Bottoms up strategy with “One hammer for every problem” leading to datacenter sprawl
and Roadmap with new, isolated islands of computing
• #1 x86 platform with 20 years of server leadership and experience in enterprise
• The most extensive hardware qualification for systems and options
Superior • HPE Smart Memory with Advanced ECC and Rank Sparing, Enterprise SAS Smart Drives
Hardware Platform • Active Health System to monitor and help pre-empt hardware failures
• Full 3 year warranty NBD

• Enterprise class Data Fabric built on HPE StoreVirtual: Most resilient SDS with 99.999%
Superior Data uptime – even with 2-node configurations. Over 200K installations
Fabric • Data mobility delivered across systems, sites and cloud vs. Nutanix: Appliance to Appliance
only or crude “bare metal” support with new Acropolis Block Service
• Customer self-install in minutes with unique HPE IP with pathway to Composable
Superior • HC management built with HPE OneView technology & consumer inspired UI
Management • HPE solutions managed with HPE’s OneView common management foundation for the
enterprise - avoid expensive new management silos
• 20%* lower cost to start than Nutanix - start small with 2-node configurations
5 Lower overall Cost • Support for more VMs per node - save HW and SW costs as you grow ^
• Lower service costs with 3X longer warranty coverage

HPE Brand and • Worldwide leadership and global reach in Enterprise Infrastructure, Services,
6 Reach
Consulting and Financial Services
• Stability in a rapidly consolidating hyperconvergence market
HPE and Channel Partners - For Internal Use Only ^ Estimates – may change based on final pricing, costing and ongoing validation
Winner: HPE Hyper Converged 380

http://www.crn.com/rankings-and-lists/ti2016.htm

http://www.crn.com/rankings-and-lists/ti2016-details.htm?c=96&wc=4
The details

13
HPE and Channel Partners - For Internal Use Only
 For the user, why hyper-convergence ?
Scalability 35%

Speed of deployment 33%

Ease of set up 30%

Easier disaster recovery 30%

Easier to secure budget 28%

Different type of backup 26%

Reduction in Technical support

23%
staff

Elimination of SAN 20%

0% 5% 10% 15% 20% 25% 30% 35% 40%

Source: IDC European Storage Survey 2015,

(410 responses). 1Q15 (only companies using Hyperconverged)

Source: ActualTech Media Survey Dec 2015

HPE and Channel Partners - For Internal Use Only

IDC Hyper-convergence projected growth - published in 2015

Estimated Worldwide Hyperconverged Systems Revenue and Growth 2013–2019

Source IDC 2015

HPE and Channel Partners - For Internal Use Only

Gartner predicts HCIS* will be mainstream in 5 years
*Hyperconverged Integrated Systems

16
HPE and Channel Partners - For Internal Use Only
Worldwide Converged Systems Market
Worldwide Converged Systems Segmentation (Revenue Share)
45.0%
42.5%
40.0%
YoY rates
WW Converged Systems Market

35.0%
32.4% Integrated Infrastructure
+13.9%
30.0% 29.9% 29.1% Integrated Platforms -3.5%
25.0% 24.4%
22.4% Certified Reference Systems -6.2%
20.0%

15.0% 16.2% Hyper-converged Systems +137.5%

10.0%

5.0% 87% of the absolute

3.1%
0.0%
growth of converged
2014Q2 2014Q3 2014Q4 2015Q1 2015Q2 2015Q3 2015Q4 2016Q1 2016Q2 systems attributed to
Certified Reference Systems Hyperconverged Systems Hyperconverged
Integrated Infrastructure Integrated Platforms

Converged Systems Market Segmentation

Source: IDC Worldwide Quarterly Integrated Infrastructure and Platforms Tracker Sept 2016

HPE and Channel Partners – Internal Use Only 17

Competitive Landscape
70%

60% Hyperconverged REVENUE MARKET SHARE

CQ2'16: $0.5B, 16% of Total Market
50%

40%

30%

20%

10%

0%
Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2
CY13 CY14 CY15 CY16

CQ2'16 SHARE ∆ (pts) GROWTH

SHARE QoQ YoY YoY
Market is still young
Nutanix 22.5% -2.0 -7.8 76.6%
Dell EMC 17.3% 1.1 10.9 542.5% ~50% ~50%
SimpliVity 6.1% -0.1 -7.0 10.3% Assigned Others
HPE 2.2% 0.0 1.1 371.5%
Source: Gartner, Magic Quadrant for Integrated Systems
10 October 2016, G00291000 NetApp 0.0% 0.0 0.0 N/A
Analyst(s): Andrew Butler | Philip Dawson | Julia
Palmer | George J. Weiss | Kiyomi Yamada

Market 137.5%
HPE and Channel Partners – Internal Use Only
8
Integrated Systems market is quite fluid
2014 Gartner Magic Quadrant for Integrated Systems 2015

HPE and Channel Partners - For Internal Use Only

Major players will dominate over time
2015 Gartner Magic Quadrant for Integrated Systems 2016

Dell EMC now

Source: Gartner, Magic Quadrant for Integrated

Systems
10 October 2016, G00291000
Analyst(s): Andrew Butler | Philip Dawson | Julia
HPE and Channel Partners - For Internal Use Only Palmer | George J. Weiss | Kiyomi Yamada
 Gartner MQ for Integrated Systems 2016
Gartner Magic Quadrant for Integrated Systems 2016
HPE has established a strong leadership
position for 2016 in the latest Gartner MQ for
Integrated Systems
• HPE moves forward to take a leadership position
in the latest Gartner Integrated Systems MQ evaluation

• HPE vision for composable as expressed with Synergy

and our comprehensive integrated system portfolio which
includes our hyperconvergence and converged systems
makes it mark

Source: Gartner, Magic Quadrant for Integrated

Systems
10 October 2016, G00291000
Analyst(s): Andrew Butler | Philip Dawson | Julia
Palmer | George J. Weiss | Kiyomi Yamada
This graphic was published by Gartner, Inc. as part of a larger research document and should be evaluated in the context of the
entire document. The Gartner document is available upon request from HP: http://www.gartner.com/reprints/hp-essn?id=1-
2EEWKHH&ct=150504&st=sb

Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users
to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of 21
Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or
 Current top HPE Hyperconverged competitors

/ OmniCube
XCP VxRail HyperFlex
OmniCube Accelerator
OmniStack
Tier 1

Many other
HC offerings
HPE and Channel Partners - For Internal Use Only 22
Nutanix company background

23
HPE and Channel Partners - For Internal Use Only
 HC Marketshare
2%

o Founded in 2009
6%
o Headquartered in San Jose, CA 23%
Nutanix
o Shipped its first systems in 2011 Dell EMC
o Market leader in the HC 52% Other
17%
SimpliVity
o $300M+ in venture funding over 5 rounds
HPE
o 2000+ employees, 750 in engineering
o 3800+ customers in 80 countries including
57 *Source: IDC Worldwide Quarterly Integrated Infrastructure and Platforms Tracker Sept 2016

US government agencies
o 300 Global 2000 customers Go to Market
o Leaders quadrant of the Gartner “Magic Channel
Quadrant for Integrated Systems” - 2016 Software-
o OEM deals with Dell and Lenovo, software Only Support
support for Cisco OEM
o Successful IPO on September 30,
HPE and 2016
Channel Partners - For Internal Use Only
 Xtreme Computing Platform
hardware Hyper-convergence OS Management Software

OEMs

Software
+
Support Only
Nutanix Xtreme Computing Platform (XCP) at a glance
• 6 appliance family options offering 1, 2 and 4 node 2U configurations –
all CTO, all Flash, all Storage options (SX-series, newly announced Go to Market
Nutanix Xpress appliance) Channel
• Run Acropolis OS and Prism mgt suite
• Dell (re-upped relationship) and Lenovo hardware based alternatives Software-
• Recently announced software support for Cisco UCS servers Only Support
• Hypervisors supported: vSphere, Hyper-V and AHV (claimed 15%
customer penetration) OEM
• Minimum configuration 3 nodes
• Max config - Claims any workload at any scale but configurations are
constrained by workload, hypervisor and fault domain
* Market Share based on publicly available revenue estimates for competitors
HPE - limits
For Internal Use Only
Nutanix company major points
• Early entrant into the HC space
• Very experienced bus mgt and technical teams
• Consumerizing the “web-scale” experience
• Characterized by rapid innovation and tech transparency
• Focus on enterprise (also going after SMB market with
dedicated kit
• Solution now marketed as enterprise cloud platform
• No legacy to protect - full speed disruptor
• Next step – focusing on convergence of consumption
models – i.e., Hybrid IT
HPE and Channel Partners - For Internal Use Only
26
 Nutanix IPO occurred on September 30th, 2016

$44.46
IPO went out at $16/share
NTNX Stock performance
Stock ticker NTNX

Current market cap $5.15B

(as of Nov 16, 2016) $34.70

$28.92

27
Nutanix Summary
Company overview Customers and customer profiles
• Based: San Jose, CA
• Founded: 2009
• Customer names: 2,600+ customers including eBay, McKesson, PWC,
• Employees: 2000+
AT&T, Huyandi, Starbucks, Toyota, Yahoo! Japan, Liberty Global, U.S.
• Description: Nutanix delivers web-scale converged infrastructure to DOD
small, medium and large enterprises with its software-driven Virtual
• Customer value: $50 million customers
Computing Platform, natively converging compute and storage into a
single solution to drive unprecedented simplicity in the data center. With • Largest deployment: 2,000+ nodes
a proprietary elastic data fabric and consumer-grade management, • Customer satisfaction: Net Promoter Score of 92;
Nutanix is the blueprint for application-optimized and policy-driven
infrastructure.

Market messaging Revenue and financial backing

• To fundamentally re-platform the enterprise datacenter replacing
traditional IT products, including x86 servers, conventional storage
systems, virtualization software as well as systems and cloud
management software with their own integrated web-scale solution • Revenue : FY $31M, FY14 $127M, FY15 $241M, ½ FY16 $192M
• Set up complete test environments in minutes and cut QA cycles • Sales run rate: $400 million for FY16
by as much as 50% • Funding: $317 million
• Accelerate time to market and improve quality through better test • Valuation:Maket Cap ~5B
coverage using private cloud-based orchestration and automation
• Lower costs through VM-centric operations and centralized
management using intuitive tools and open APIs

28
HPE and Channel Partners - For Internal Use Only
Nutanix – solution, strategy and messaging

29
HPE and Channel Partners - For Internal Use Only
Defining the Nutanix Solution*
The Nutanix solution is comprised of two comprehensive software product families,
Acropolis and Prism, integrated with x86 hardware to create a hyperconverged appliance.

Acropolis
Acropolis includes the Distributed Storage Fabric that replaces traditional storage arrays and
delivers efficient and high performance enterprise-grade data management. Acropolis
also includes the Application Mobility Fabric that will enable increasing levels of application
placement, conversion and migration across hypervisors and public clouds. Additionally, the built-
in Acropolis Hypervisor can replace expensive third-party hypervisors and eliminate an additional
infrastructure silo.

Prism
Built with consumer-grade design, Prism delivers integrated virtualization and infrastructure
management, robust operational analytics and one click administration capabilities. Prism allows
routine IT operations that are typically manual and cumbersome to be fully automated or completed
with just one click, including capacity planning, provisioning of new applications and resources,
troubleshooting and software upgrades.

* As defined by Nutanix inHPE

their Nutanix IPO filing SEC Form S-1
and Channel Partners - For Internal Use Only
30
 Xtreme Computing Platform
hardware Hyper-convergence OS Management Software

OEMs

Software
+
Support Only
Nutanix Xtreme Computing Platform (XCP) at a glance
• 6 appliance family options offering 1, 2 and 4 node 2U configurations – all CTO, all Flash, all
Storage options (SX-series, newly announced Nutanix Xpress appliance)
Go to Market
• Run Acropolis OS and Prism mgt suite
Channel
• Dell (re-upped relationship) and Lenovo hardware based alternatives
• Recently announced software support for Cisco UCS servers Software-
• Hypervisors supported: vSphere, Hyper-V and AHV (claimed 15% customer penetration)
• Minimum configuration 3 nodes
Only Support
• Max config - Claims any workload at any scale but configurations are constrained by workload, OEM
hypervisor and fault domain limits

HPE - For Internal Use Only

* Market Share based on publicly available revenue estimates for competitors
Nutanix Key Solution Elements Product portfolio
• 100% of Nutanix IP resides is in their software (3rd party h/w)
• Markets Invisible Infrastructure - “make cloud, virtualization, and storage invisible”
• Laser focus on simplicity – make things easy
Nutanix appliance on Supermicro
• Solution comprises two software families – Acropolis OS and Prism Management (6 models)
Suite
• Multi hypervisor/heterogeneous cluster support: vSphere, Hyper-V and AHV
(Nutanix developed KVM based hypervisor - ships free with Acropolis)
Nutanix on Dell PowerEdge
• Application mobility fabric – Acropolis technologies that support applications and (7 models)
data to move freely between runtime environments with one click mgt
• Management, Resilience, Optimization, and Protection Capabilities:
Distributed storage fabric with Inline De-dupe and Compression (MapReduce), EC-X Erasure
Coding (integrated high efficiency data storage tier), Prism mgt suite with one-click and
analytics, Data Protection (Repl+DR), multi-site DR, encryption, Cloud Connect - VM-centric
backups to AWS or Azure for DR Nutanix on Lenovo Converged
HX-Series
• SAP Certification for SAP Business Apps, Oracle certification for AHV (8 models)
• Instant On VDI with Citrix XenDesktop solution – Low cost ($415/seat) VDI solution
• Openstack cloud integration option with orchestration support
Nutanix on Cisco UCS
HPE and Channel Partners - For Internal Use Only Servers
(3 models)
Nutanix solution details

33
HPE and Channel Partners - For Internal Use Only
Nutanix’s first hyperconverged solution (2011)
Nutanix started out by delivering hyperconverged infrastructure that replaced traditional datacenter
architectures built with separate servers and storage with a single converged appliance. First
workloads focused on VDI.

34
HPE and Channel Partners - For Internal Use Only
 Over that past 4 years Nutanix has rapidly evolved their solution
by building out software functionality
2011 2012 2015 2016
Phase 1: Phase 2: Phase 3: Phase 4:
Hyperconverged Web-Scale Architecture Enterprise Enterprise Cloud

– Integrated appliance -Building – Drive the value of web-scale – Evolve from invisible storage – Continue evolving invisible
blocks with computes and capabilities with commercial to invisible infrastructure infrastructure to fully self-
storage and virtual software quality service AWS-like cloud
controller – Fully embrace application delivery model
centric management model
– “Ban the SAN” – Drive simplicity for the
– Drive simplicity for the customer
customer

Target: VDI workloads Target: All virtualized Target: All workloads Target: Enterprise cloud –
workloads including enterprise All workloads including all
apps. enterprise apps – even
those
Ultimate objective - on bare metal
re-platform the
enterprise datacenter
with Nutanix technology
HPE and Channel Partners - For Internal Use Only
Nutanix Web-Scale Converged Infrastructure - developing across several planes

Hyper-convergence Distributed Everything Grow and shrink to

on x86 servers your needs

Self-Healing System API-based Automation

Intelligence in Software
and Rich Analytics

HPE and Channel Partners - For Internal Use Only

Nutanix Solution Platform as presented today

Software Support
OEM
Only

37
HPE and Channel Partners - For Internal Use Only
Nutanix software

38
HPE and Channel Partners - For Internal Use Only
 Nutanix solution strategy has been characterized by rapid software evolution

Nutanix has pushed out several updates to their Acropolis Hyperconvergence OS (AOS) since first released

AOS 5.0 (Asterix)

Released Nov, 2016
Released July, 2016

39
Nutanix Acropolis Software v5.0 (Asterix) released November, 2016
New features in 5.0
• Cisco UCS B-Series Blade Servers Support
• Acropolis Affinity and Anti-affinity
• Acropolis Dynamic Scheduling (DRS++)
• REST API 2.0 and 3.0
• Support for XenServer (TechPreview)
• Network Visualization
• What-if analysis for new workloads and allocation-based forecasting
• Native Self-Service Portal (Multi-tenant and role based access)
• Snapshots – Self Service Restore UI
• Network Partner Integration Framework
• Metro Availability Witness
• VM Flash Mode Improvements
• Acropolis File Services GA (ESXi and AHV)
• Acropolis Block Services (CHAP authentication)
• Oracle VM and Oracle Linux Certified for AHV

HPE and Channel Partners - For Internal Use Only

 Nutanix Acropolis Software v4.7 released July, 2016
Version 4.7 is latest functional release of Acropolis - includes several new capabilities that were discussed at .NEXT 2016

New features in 4.7

• SX Platform (Nutanix Xpress) – Support for the new Xpress appliances (SX-1065)
• Microsoft CPS Standard on Nutanix (Project La Jolla)
• Acropolis Block Services (aka ABS)
• Acropolis File Services (Performance Optimization)
• Acropolis File Services (TRIM Support)
• Acropolis Container Services
• ESXi management from Prism
• Degraded Node Behavior Detection
• Other features in AOS 4.7 include
• AHV affinity and anti-affinity rules –
• Entity Browser Improvements (Custom Focus, Page Size, Shift Select)
• Pulse Reminder
• 1-Click LSI HBA Upgrade
• Entity Browser Improvements (Custom Focus, Page Size, Shift Select)
HPE and Channel Partners - For Internal Use Only
 Nutanix platform evolution
In 5 short years Nutanix has evolved from a HC vendor focused at VDI workloads and barking
“Ban the San to a platform that Nutanix now targets for enterprise and cloud

• Software-based solution
o AOS (Acropolis OS) - Highly functional distributed storage fabric delivering multiple
capabilities (SDS, File services, Block services, data resiliency)
o Prism - One-click* platform management with local and federated cluster views with machine
intelligence
o Application mobility plane – migrate apps from one Hypervisor env to another with “one-
click”
o Next generation Hypervisor (AHV) based on KVM and tuned for HC environment and services
o One-click rolling infrastructure and software upgrades (Hdw Firmware, Hypervisor, AOS)
o Containers support with persistent storage
o OpenStack Integration
o Cloud Self-service portal

*One-click is Nutanix marketing metaphor for minimal management intervention

42
HPE and Channel Partners - For Internal Use Only
Nutanix software acquisitions
Nutanix purchases two software companies to bolster its solution

• PernixData
o FVP – Server side storage acceleration (Aggregates Flash storage across a cluster to make it
appear as one storage pool)
o Architect – Data management and analytics tool

• Calm.io
o Cloud automation and management software
o Container automation and management
o Visual Infrastructure as Code for modeling Microservices;

43
HPE and Channel Partners - For Internal Use Only
 Nutanix Acropolis Software is offered in 3 tiered editions at different costs
Starter Pro (Most popular) Ultimate
Starter : Starter + : Pro + :
Enterprise Storage
Cluster Size (12)
Heterogeneous Clusters Enterprise Storage Enterprise Storage
VM-centric Snapshots & Clones Cluster Size (Unlimited) VM Flash mode
Volume Groups MapReduce Compression
Data Tiering MapReduce Deduplication Data Protection
Inline Compression Erasure Coding (EC-X)
Inline Performance Deduplication Multiple Site DR (1-to many, many-
to 1)
Infrastructure Resilience Infrastructure Resilience Metro Availability
Data Path Redundancy Availability Domains
Tunable Redundancy Factor (2)
Data Protection Security
Data Protection VSS Integration Data-at-Rest Encryption
1-1 Replication & Disaster Recovery Time Stream
Bi-directional Replication & DR Cloud Connect
Online Cluster Grow/Shrink
Security Security
Client Authentication Cluster Lockdown
Management & Analytics
Prism Element Management & Analytics
Pulse Prism Central
Cluster Health Rest APIs
One-click Upgrades (Nutanix OS,
Hypervisor)
Virtualization
vSphere & Hyper-V Support
Built-in Acropolis Hypervisor
VM Operations
Intelligent VM Placement
http://www.nutanix.com/products/software-editions/
Virtual Network Configuration
Host Profiles HPE and Channel Partners - For Internal Use Only
VM High Availability

http://www.nutanix.com/products/software-editions/
HPE and Channel Partners - For Internal Use Only
 Nutanix Prism management software
Prism is Nutanix’ s distributed resource management platform which allows users to manage and
monitor objects and services across their Nutanix environment

Prism Element - Localized cluster manager

responsible for local cluster management and
operations. Every Acropolis Cluster has Prism
Element built-in

Prism Central - ◦Multi-cluster manager responsible

for managing multiple Acropolis Clusters to provide
a single, centralized management interface. Prism
Central is an optional software appliance (VM)

Prism Pro (new) – A separately licensed add-on

option for Prism that provides a rich set of analytical
capabilities

HPE and Channel Partners - For Internal Use Only

Prism-Pro adds a set of new management capabilities – but at
extra costs

46
HPE and Channel Partners - For Internal Use Only
 18
HPE and Channel Partners - For Internal Use Only
Nutanix appliance hardware

48
HPE and Channel Partners - For Internal Use Only
Nutanix infrastructure platforms available from Nutanix and from Dell /
Lenovo OEMs

Nutanix supplied Lenovo Converged Cisco UCS

hardware Dell hardware HX-series C-Series Servers

3 appliances
7 appliances
8 appliances
11 appliances
20

2U Compute/storage blocks with 1, 2 or 4 nodes per enclosure

• Nutanix hardware appliances based on Supermicro systems and can contain
the following:
• Compute, memory, storage (HDD, SSD, SATA DOM) and networking

• Dell supplied Nutanix solutions also available utilizing PowerEdge XC series systems

• Lenovo supplied Nutanix solutions utilize – HX-series servers

• Cisco UCS servers – Software Only Support (No agreement with Cisco) 19
HPE and Channel Partners - For Internal Use Only
 Nutanix HC refreshed platform portfolio
• Platforms available in 2U form factor with 1, 2 and 4 nodes
• Several series refreshed with latest Intel Broadwell technology
• All node families Configure To Order
11 appliances
• All nodes* now available as Flash Only configurations
• All nodes* can be configured as Storage Only nodes
• Newly announced Nutanix Express SX series aimed at SMB customers

• SX-1000 series: SX-1065

Nutanix Express Series
• NX-1000 series: NX-1065S, NX-1065-G5
• NX-3000 series: NX3060-G5 NX-3155G4, NX-3175-G4

• NX-6000 series: NX-6035C, NX-6035-G4

• NX-8000 series: NX-8150-G4 NX-8035-G4
• NX-9000 series: NX-9060-G4
HPE and Channel Partners - For Internal Use Only
* Does not include Nutanix Express
Nutanix Xpress – aimed at SMB

SX-1000 series
Xpress Software

51
HPE and Channel Partners - For Internal Use Only
 Nutanix/Lenovo solution platform options
• 8 platforms available in 1U and 2U form factors with 1 and 4 node
configurations
• HX-2000 targeted for Nutanix Xpress

Series HX-1000 HX-2000 HX-3000 HX-5000 HX-7000

Usage model ROBO SMB Compute- Storage- High
Heavy Heavy Performance
Form Factor 1U/1N 1U/1N 1U/1N 2U/1N 2U/1N
Node Count 2U/4N 2U/4N
2U/4N

52
HPE and Channel Partners - For Internal Use Only
Nutanix/Dell solution platform options
• 7 platforms available in 1 and 2U form factor with 1 and 4 node options

HPE and Channel Partners - For Internal Use Only

 Nutanix now offering software support for 3 UCS C-series servers
… but without any agreement with Cisco
• 3 platforms available in 1 and 2U form factor with 1 node
Model C220-M4S C240-M4L C240-M4SX
Size 1 Rack Unit, 8-drive, SFF 1 Rack Unit, 12-drive, SFF 1 Rack Unit, 24-drive, SFF
Nodes per server 1 1 1
Best For VDI, Middleware, Web Services Storage heavy, Server Virtualization Exchange, SQL, Large Databases

Server Compute
(Broadwell** 2x per Dual Intel Broadwell: Dual Intel Broadwell: Dual Intel Broadwell:]
server)

Storage Capacity 2x SSD [480 GB, 800GB 2x SSD* [480 GB or 1.6 TB] 4x SSD [480 GB, 800 GB or 1.6 TB]
(SSD) or 1.6 TB] 2x SED-FIPS SSD [400GB]

Storage Capacity Up to 6x HDD [1TB or 2TB] 2x SSD* [480 GB or 1.6 TB] 4x SSD [480 GB, 800 GB or 1.6 TB]
(HDD) 2.5 inch 2x SED-FIPS SSD [400GB]

Supported VMware ESXi 6.0 and 5.5 VMware ESXi 6.0 and 5.5 VMware ESXi 6.0 and 5.5
Hypervisors Nutanix AHV Nutanix AHV Nutanix AHV
Microsoft Hyper-V Microsoft Hyper-V

HPE and Channel Partners - For Internal Use Only

Nutanix Application Platform as presented today

“We would like to become an Amazon-like experience for the enterprise,"

said Sunil Potti, Nutanix's chief product and development officer. "

55
HPE and Channel Partners - For Internal Use Only
HPE Hyper-converged solutions

56
HPE and Channel Partners - For Internal Use Only
HPE Hyper Converged products

Azure connect
Azure connect AWS connect

OneView for OneView for

Unified User Experience vCenter System Center

HPE HC 250 for Microsoft

HPE HC 250 for VMware
User
OneView Support
Experience OneView InstantOn OneView InstantOn
OneView InstantOn
HPE HC 380

VMware Hyper-V
VMware Hypervisor
StoreVirtual VSA
StoreVirtual VSA
System
Apollo 2000
DL380
– Flexible Compute, Memory and
Add-on options – Compute Dense
– More Capacity Dense – Mixed Virtualization Workloads
– Enhanced User Experience – Cloud Ready
– Advanced vGPU options
– General Purpose Work Horse

57
HPE and Channel Partners - For Internal Use Only
HPE Hyper Converged 250
HPE Hyper Converged 250
Powered by ProLiant HW and StoreVirtual Data Services

– Built for VMware vSphere ecosystem – Built for Hyper-V and System Center,
certified Microsoft Cloud Platform System
– Supports vSphere 6.0 Enterprise and higher – Expanded storage options for greater capacity and improved
performance
– Integrated StoreVirtual Data Services
– New scaling options to increase capacity
– Flexible hardware configuration including – Latest Intel CPUs for better price – performance
1GbE networking for branch offices, and
All-Flash Storage options – Configurable hardware choices
– Integrated StoreVirtual Data Services
– Starting at 2-nodes, grow by adding single nodes
– Ready for the Hybrid Cloud deployment in combination
– Ready for Hybrid Cloud deployments with the Microsoft Cloud via Azure Services
through HPE CloudSystem 9 – Flexible 3- or 4-node configurations

20 January 2016 58
HPE and Channel Partners - For Internal Use Only
HPE Hyper Converged 380 – the next generation HPE Hyper
Converged Appliance A complete stack of technology

– A Hyper Converged system with HPE OneView User Experience UI

– HPE DL380 Gen 9 servers
– HPE StoreVirtual VSA SDS Store- Life-Cycle MGMT
Virtual VM Vending App App App
– VMware vSphere 6.x VSA Advanced Analytics
– Next Generation HPE HC User Experience UI
back-ended with
– Simple, intuitive, unified User Interface VMware vSphere 6
– System and Hypervisor life-cycle management
– Virtual Machine provisioning and management
– Solution wide performance analytics and alert

2 – 16 nodes
management
– Advanced Graphics Options

HPE DL380

HPE and Channel Partners - For Internal Use Only 59

The HPE Hyper Converged 380
Serve up VMs in 15 minutes Pathway to composable infrastructure

New HPE OneView User Experience Software

HPE Hyper Converged 380 • Simple, intuitive, unified User Interface
• System and Hypervisor life-cycle management
• 3 Click Virtual Machine provisioning and management
• Simplifies Deployment, Monitoring, Updating and Planning

Built on industry leading ProLiant DL380 servers

• Powerful
• Highly configurable
• Most deployed platform for virtualization

Software Defined Intelligence

• Solution wide performance analytics and alert management
• Analytics at your fingertips
• Plan, Predict, Pinpoint

Built-in resiliency for disaster recovery

• HPE StoreVirtual Data Protection Shield

Cloud-ready integration standard

• Helion CloudSystem stack preinstalled
HPE and Channel Partners - For Internal Use Only
 HC 380 with new HPE OneView User Experience Software

– Solution lifecycle management

– Firmware, driver updates
– Software updates
– VM Vending
– Create, delete, clone
– Power on, power off, reboot
– VM <> Template
– Monitoring
– Dashboards
– Link and Launch HPE Cloud Advisor

61
HPE and Channel Partners - For Internal Use Only
What’s New for the HC 380 NEW for
Phoenix1.1

Hardware Software*

• Intel® Xeon® E5-2600 v4 processor • Ability to view and manage VMs created
(Broadwell) support outside of the HPE OneView User
Experience (UX) –(i.e. created with
• Heterogeneous processor support vCenter)

• All-flash storage blocks • Update and patch ESX and local vCenter
via the HPE OneView User Experience
• NVIDIA M60 GPU (UX)

• Scale-up storage expansion* • User interface support for vDS

62
HPE and Channel Partners - For Internal Use Only
 HPE Hyper Converged 380 – path to composability
Simplify Infrastructure as a Service
• Hardware and Software architected
as one
• Fluid IT
Simplify deployments • Software defined everything
Improve staff • Remove complexity by • Unlimited scale
Siloed productivity eliminating SAN
• Physical, virtual and containerized
Infrastructure • Masks some complexity • Fluid virtual IT workloads
Application optimized

• Complex processes with people and software • Software defined storage

• Static IT • Preconfigured physical IT • Machine scale
• Silo defined • Hardware defined • Virtual workloads
• Human scale • Auto scale
Seconds
• Physical, virtual, and • Targeted workloads
containerized Minutes Composable
workloads
Hyper-
Days Converged
Months Converged
Traditional

Operations optimized
63
HPE and Channel Partners - For Internal Use Only
Vision and roadmap
• Hyperconverged is not the end state for infrastructure in the data
center
• Hyper Converged fits targeted use cases for medium business and
enterprise ROBO … today
Fluid
Composable
Infrastructure
(Minutes)
Simple
Hyper Converged
Infrastructure
Application optimized

(Hours)
Shared
Converged
Infrastructure
(Days)
Siloed
Traditional
Infrastructure
(Months)

Operations optimized
(speed of deployment)
23
HPE and Channel Partners - For Internal Use Only
HPE vs. Nutanix
Competitive Positioning

65
 As the HC market matures evaluation of HC solutions can/will involve
consideration of dozens of characteristics
Example: Gartner HCIS recommended evaluation criteria
Key Selection Criteria Key Selection Criteria
Virtualized resources Packaging
Infrastructure modularity and scalability Manageability
Continual workload balancing RAS
Service-level objectives Performance
Hot-swap capability Snapshot and replication features
Node availability Ecosystem
Upgradability Multitenancy and security
Health monitoring Storage efficiency
High availability and disaster recovery Capacity utilization efficiency
Cost economies Host protocol support
Price/configuration ratios Service and support
Life cycle Financials
Remote support
Channel partnering
Deployment from delivery to production

66
HPE and Channel Partners - For Internal Use Only
 Nutanix’s rapid platform evolution
Nutanix moves very fast and there are many examples where their marketing of new capabilities exceeds
the actual offering. Also, many capabilities are not extensively vetted so they may appear better than they
actually are – for example their performance claims.

• Examples of Nutanix services where marketing leads reality

o SDS Dedupe – While Nutanix offers a dedupe capability there are many cases where they recommend
using compression instead because dedupe does not provide good results or overhead is to high when
used

o Container support – Nutanix has announced container support but its inside a VM, not bare metal

o OpenStack Integration – Nutanix provides OpenStack integration but its bare bones with only basic
integration making it a complex installation

o One-click mgt, updates. One-click is not an absolute – one click is used as a “metaphor” for fewer and
simpler management steps

o Mix and match nodes in the same cluster (NTNX has 3 pages of restrictions on the “ability to mix and
match models in the same cluster”. NTNX HW Admin Guide, AOS 4.7, pg. 9)

o Bare metal (non virtualized) deployments – Actual implementation requires customers to run their bare
metal environments outside the Nutanix cluster and then use Nutanix storage services inside the cluster
– in other words Nutanix solution 67
HPEbecomes an expensive
and Channel Partners SAN
- For Internal Use Only
HPE HC Platforms - Architectural Principles

Path to
Efficiency Predictability Robustness Supportability
Composability

Tight Stable
Cost Savings Max Uptime Compliancy
Integration Performance

HPE and Channel Partners - For Internal Use Only

Winner: HPE Hyper Converged 380

http://www.crn.com/rankings-and-lists/ti2016.htm

http://www.crn.com/rankings-and-lists/ti2016-details.htm?c=96&wc=4
Top level messages - Why we win over Nutanix
• Comprehensive roadmap with HC solutions upgradable to Composable
Superior Vision • Full portfolio of solutions to address all needs in the enterprise including Synergy
• Nutanix: Bottoms up strategy with “One hammer for every problem” leading to datacenter sprawl
and Roadmap with new, isolated islands of computing
• #1 x86 platform with 20 years of server leadership and experience in enterprise
• The most extensive hardware qualification for systems and options
Superior • HPE Smart Memory with Advanced ECC and Rank Sparing, Enterprise SAS Smart Drives
Hardware Platform • Active Health System to monitor and help pre-empt hardware failures
• Full 3 year warranty NBD

• Enterprise class Data Fabric built on HPE StoreVirtual: Most resilient SDS with 99.999%
Superior Data uptime – even with 2-node configurations. Over 200K installations
Fabric • Data mobility delivered across systems, sites and cloud vs. Nutanix: Appliance to Appliance
only or crude “bare metal” support with new Acropolis Block Service
• Customer self-install in minutes with unique HPE IP with pathway to Composable
Superior • HC management built with HPE OneView technology & consumer inspired UI
Management • HPE solutions managed with HPE’s OneView common management foundation for the
enterprise - avoid expensive new management silos
• 20%* lower cost to start than Nutanix - start small with 2-node configurations
5 Lower overall Cost • Support for more VMs per node - save HW and SW costs as you grow ^
• Lower service costs with 3X longer warranty coverage

HPE Brand and • Worldwide leadership and global reach in Enterprise Infrastructure, Services,
6 Reach
Consulting and Financial Services
• Stability in a rapidly consolidating hyperconvergence market
0PE and Channel Partners - For Internal Use Only
^ Estimates – may change based on final pricing, costing and ongoing validation
HPE vs. Nutanix
In the Enterprise

71
HPE and Channel Partners - For Internal Use Only
Vision
Nutanix’s stated goal: To re-platform the datacenter Phase 4 - Today

Target: “Enterprise Cloud”

Nutanix Rapid Evolution

Phase 1 – late 2011

Target: VDI

“Ban the San”

HPE and Channel Partners - For Internal Use Only
HPE Enterprise Strategy vs. Nutanix
HPE has a vision and roadmap for the next gen enterprise
• Hyperconverged is not the end state for infrastructure in the data center
• Hyperconverged better fits targeted use cases for small and
medium business and enterprise ROBO … today Fluid
Composable
Infrastructure
(Minutes)
Simple
Application optimized

Hyper Converged
Infrastructure
(Hours)
Shared
Converged
Infrastructure
(Days)
Siloed
Traditional
Infrastructure
(Months)

Operations optimized
(speed of deployment) 23
HPE and Channel Partners - For Internal Use Only
HPE advantages over Nutanix in the Enterprise
HPE offers a comprehensive roadmap for next generation data centers with
Composable Infrastructure
Gartner defines Composable Infrastructure as the next phase of hyperconvergence
Vision and HPE’s hyperconverged solution architecture is upgradeable to HPE’s Composable
Roadmap Infrastructure

× Nutanix development strategy for entering enterprise has been a bottoms up,
piecemeal approach
HPE HC solutions employ industry leading ProLiant servers which deliver a robust
execution environment with superior fault mitigation and avoidance capabilities
Hardware In the enterprise especially, high availability starts with having the best hardware
matters more HPE utilizes hardware RAID on each node to provide another layer of data protection
than ever
× Nutanix solutions use inferior 2nd tier x86 hardware with NO hardware RAID for
local data protection and relies on software to compensate
HPE delivers single vendor HC solutions today
HPE owns and controls more of the technology stack in its HC solutions than Nutanix
Single vendor and thus is better positioned to offer real single-vendor accountability for the entire
accountability solution

× Nutanix is forced toChannel

deliver multi-vendor solutions 74
HPE and Partners - For Internal Use Only
HPE advantages over Nutanix in the Enterprise
HPE HC 380 is built on the industry’s number one x86 server (by unit volume) and the proven
standard for virtualization
20 years of ProLiant market share leadership and audited industry benchmarks
HPE delivers enterprise proven SDS technology with StoreVirtual - Millions of HPE StoreVirtual
licenses shipped
Proven & HPE is the only vendor to complete IOmark benchmarks on a hyperconverged system for key
customer use cases/workloads
Validated
× Nutanix employs 2nd tier hardware
× Nutanix talks big on performance but provides little performance validation and a muzzles
customers with restrictive EULA that prevents 3rd parties from disclosing performance
test results without their consent - thus inhibiting the transparent evaluation of
performance claims
HPE Hyper Converged Systems are architected on HPE StoreVirtual with built-in enterprise class
resiliency (most resilient SDS with 99.999% uptime using only two nodes)
No data islands HPE StoreVirtual enables a consistent data center architecture across the entire enterprise by
Enterprise class delivering a common data storage fabric thus eliminating data silos
Resilience &
True Data Mobility × Nutanix storage fabric limited to their expensive Nutanix appliances only for day to day
operations.
HPE HC solutions are managed by the same OneView technology which underpins HPE’s
No management comprehensive management strategy for the entire enterprise
75
silos × Nutanix Prism provides
HPE and Channel Partners - For Internal Use Only
siloed management services for Nutanix clusters ONLY
 HPE advantages over Nutanix in the Enterprise
HPE Helion CloudSystem 9 is factory integrated in the HC 380 delivering a complete
cloud infrastructure based on the leading cloud technology
Helion CloudSystem 9 also available for installation on the HC 250
HPE’s consumer-inspired interface (HC 380) abstracts both the physical and virtual
Complete and infrastructures so that an IT generalist can deploy VMs just like a public cloud.
intuitive cloud
experience x Nutanix offers only the most rudimentary OpenStack integration which is
complex to deploy and manage*
x Cloud self-service capabilities are “on the roadmap” for a later release of their
software
Only HPE offers true enterprise performance and scalability with pathway to purpose
designed and built Synergy Composable Infrastructure hardware
Synergy can deliver in the enterprise as HPE solutions can deliver the required scale &
performance necessary to meet the customer needs of enterprise customers
Performance &
real enterprise x Nutanix “software based” solutions are limited to off the shelf x86 server
scalability systems from third parties thus making their “enterprise solution” totally reliant
on a “software does everything good enough architecture”
x Sometimes good enough is NOT good enough
x Has never established performance
HPE and Channel with
Partners - For Internal Useindependent
Only audited benchmarks
*Nutanix has only recently added a Microsoft CPS cloud option with Azure Pack software 76
HPE advantages over Nutanix in the Enterprise
HPE provides a full portfolio of solutions to address all needs in the enterprise including true
Composable Infrastructure Synergy
HPE provides the ability to easily integrate new technology with existing datacenter
infrastructure
Comprehensive HPE delivers a single point of contact for both HPE hardware, software and private cloud,
portfolio to meet as well as hypervisor environments
all enterprise
customer needs × Nutanix enterprise integration capabilities are weak. Their recent announcement of
Acropolis Block Services reflects just how serious this deficit in their solution is.
× Nutanix can only offer an enterprise strategy built up from their SMB/ROBO solution
× With their “One hammer for every problem” approach the customer will only
propagate datacenter sprawl with new, isolated islands of computing
HPE delivers a single point of contact for both HPE hardware, software and private cloud,
as well as hypervisor environments
HPE provides a comprehensive range of support services to meet each customer’s needs

Global support × Nutanix lacks global logistics and support capabilities

× Nutanix also cannot offer many enterprise support options required by many
enterprise customers
× Nutanix is not even a VMware OEM which may be one reason why they push AHV so
hard
77
HPE and Channel Partners - For Internal Use Only
Summary
Nutanix’s elevator pitch: “Nutanix simplifies datacenter infrastructure by integrating server and storage resources into
a turnkey appliance that is deployed in just 30 to 60 minutes, and runs any application at any scale. The converged storage
and virtualization stack from Nutanix eliminates the bloat of legacy standalone hypervisors and makes virtualization
invisible. The tightly integrated management platform delivers true one-click infrastructure management, operational
insights and remediation.”

Nutanix sales tactics

• Nutanix will position the simplicity of a software only approach concentrating their efforts on Prism and Acropolis.
• Nutanix will claim that commodity x86 is good enough and software allows for more rapid change/easy upgrades.

HPE HC offerings are superior and offer a path to composable. Win HPE Synergy, HPE offers a true
enterprise solution
• HPE Synergy is ONE infrastructure for all workloads including physical bare metal servers,
containers and SAN. HPE Synergy Composable StorEverything architecture provides storage density,
simplicity, and performance and scalability that Nutanix simply cannot match.
• Nutanix creates a SILO in the datacenter. No SAN support, no physical server, no HW acceleration
and a management approach which does not integrate into the rest of the datacenter.

HPE and Channel Partners - For Internal Use Only

78
HPE vs. Nutanix
In the Enterprise – details

79
HPE and Channel Partners - For Internal Use Only
Understanding requirements of the enterprise
Nutanix’s product strategy is significantly deficient to meet the many varied needs of enterprise
customers
• No architectural vision with roadmap
• No demonstrated performance at
scale – Meet enterprise demands
• Solution complexity – Managing
complexity as infrastructure grows
• Problems with integration - Cannot
easily leverage existing infrastructure
investments
• Management silos – Introduces costly
new management silos across the
enterprise
• Poor Stability - Rapid software
change (How many large datacenters could
tolerate a new software release every 3 months?)

HPE and Channel Partners - For Internal Use Only

For decades HPE has been offering a comprehensive solutions portfolio for
small business to the enterprise
Each customer solution requires the right infrastructure
Higher performance blades fueling new solutions
HPE BladeSystem innovations and Reference Architectures

Largest, most powerful x86 systems

HPE Superdome X x86 scale-up innovation

The industry’s most powerful systems for Big Data

HPE ConvergedSystem 500 / 900 for SAP
HANA
Pre-configuring converged systems deliver services and
applications faster
HPE ConvergedSystem 700 takes convergence to the
next level

Transforming smaller environments with HPE Hyper-convergence

HPE Hyper Converged 250 and 380 solutions
HPE and Channel Partners - For Internal Use Only
What distinguishes HPE from Nutanix in the enterprise?
It starts with HPE’s long term vision: Composable Infrastructure

Run anything, store everything

Deliver apps and services dramatically faster

Simplify lifecycle operations and integration

Unlock value creation

Infrastructure as code

HPE and Channel Partners - For Internal Use Only

Our enterprise strengths extend with HPE’s pathway to Composable
Infrastructure
Ecosystem
Services: Transformation, Flexible Capacity, Datacenter

Ecosystem: Partners and integrations

Orchestration CloudSystem 9 & CSA

Cloud as building blocks Integrated: Analytics, Configuration Management, Workload
Placement, Hybrid Cloud Broker Services

HPE Synergy
Composable
Infrastructure
New infrastructure form factors

Converged & HPE HC, HPE BladeSystem, HPE

Hyperconverged ProLiant servers, HPE OneView, HPE Hyperconveged solutions with pathway to composable
with Composable 3PAR, CS700
attributes BladeSystem Gen 10 and new compute form factors
Software defined fabric
Care

Storage services

Today 2016 + 17
HPE and Channel Partners - For Internal Use Only
 Nutanix solution “evolution” has been bottoms up since day one
– now presenting an SMB platform as an enterprise solution
2011 2012 2015 2016
Phase 1: Phase 2: Phase 3: Phase 4:
Hyperconverged Web-Scale Architecture Enterprise Enterprise Cloud

– Integrated appliance -Building – Drive the value of web-scale – Evolve from invisible storage – Continue evolving invisible
blocks with computes and capabilities with commercial to invisible infrastructure infrastructure to fully self-
storage and virtual software quality service AWS-like cloud
controller – Fully embrace application delivery model
centric management model
– “Ban the SAN” – Drive simplicity for the
– Drive simplicity for the customer
customer

Target: VDI workloads Target: All virtualized Target: All workloads Target: Enterprise cloud –
workloads including enterprise All workloads including all
apps. enterprise apps – even
those
Ultimate objective - on bare metal
re-platform the
enterprise datacenter
with Nutanix technology
HPE and Channel Partners - For Internal Use Only
HPE has its Composable Infrastructure strategy for the enterprise
What does Nutanix really have? Simplify Infrastructure as a Service
• Hardware and Software architected
as one
• Fluid IT
• Software defined everything
Simplify deployments • Unlimited scale
Improve staff • Remove complexity by • Physical, virtual and containerized
eliminating SAN workloads
Siloed productivity
• Fluid virtual IT
Infrastructure • Masks some complexity
with people and software • Software defined storage
• Complex processes • Machine scale Fluid
• Static IT • Preconfigured physical IT
• Virtual workloads Composable
• Silo defined • Hardware defined
• Human scale • Auto scale Infrastructure
Application Optimized

• Physical, virtual, and • Targeted workloads Simple

(Minutes)
containerized Hyper-Converged
workloads Shared Infrastructure
Converged (Hours)
Siloed Infrastructure
Traditional (Days)
Infrastructure
(Months)

Operations Optimized
HPE and Channel Partners - For Internal Use Only
HPE Synergy is the first platform architected from the ground up for composable
infrastructure and delivers on the following four attributes:
HPE Synergy

86
HPE and Channel Partners - For Internal Use Only
 In the enterprise, hardware cannot be a second thought!
The simplest and most effective high-availability strategy begins by ensuring
that your hardware environment is as robust as possible

A single 2U chassis HPE Hyper Converged 380

#1
containing one powerful,
ProLiant with 44 cores and
1.5 TB of Smart Memory

What makes the major difference …

Active Health System Smart Memory Smart Array Enterprise class SSD & SAS
Smart Drives

HPE and Channel Partners - For Internal Use Only

 Server hardware is a weak area for the Nutanix solution - Nutanix server
platforms are supplied by other companies

Nutanix direct supplied

Nutanix does not own the hardware element of their solution

Each Nutanix server platform comes with its own set of issues

HPE and Channel Partners - For Internal Use Only

 Software Defined Storage – the heart of any hyperconverged solution
HPE employs StoreVirtual - enterprise proven Software Defined data services with 99.999% availability

HPE Hyperconverged Storage Fabric built with StoreVirtual VSA

StoreVirtual was software-defined before it was cool!
HPE Data Fabric
• Eliminates data islands
• Provides data mobility across multiple systems, locations, and the cloud
• No separate storage appliances required StoreVirtual VSA
Software-defined storage benefits
• Removing resource silos
8 yr. Built-In
• Improved flexibility and agility ProLiant &
SDS pioneer
• Open environment to adapt future technologies Helion OS
• Multisite clustering: HPE is only vendor certified for VMware MSC

Proven StoreVirtual technology 2M+

• All-inclusive enterprise features VSAs WW1
• Centralized management
• Non-disruptive scalability
• 99.999% high availability 1. Based on shipment data and distributions of StoreVirtual VSA license with ProLiant servers

• Support of flexible, heterogeneous environments

HPE and Channel Partners - For Internal Use Only
 Acropolis Block Services (ABS) – or turning a Nutanix cluster
into a very expensive SAN
Serve out Nutanix storage to external servers

External servers

90
HPE and Channel Partners - For Internal Use Only
HPE Hyperconverged Storage Fabric enables a consistent
Data Center storage architecture
Broad set of Data Center Architecture approaches available for different business
requirements
Software-defined and
Server-based Storage HC 380 StoreVirtual
with StoreVirtual VSA

Helion OpenStack Cloud Software

(StoreVirtual VSA) Stack

StoreVirtual 4000 Physical Storage

Appliance

StoreVirtual VSA
Virtual Storage
Appliance
4335 with Flash
and Auto Tiering
HC 380 System Hyperconverged
with StoreVirtual Storage

HPE and Channel Partners - For Internal Use Only

HPE’s HC Storage Fabric provides facilitates interoperability
across the entire software-defined enterprise

VSA

TODAY
• Federated mobility across StoreOnce VSA
VSA and StoreOnce PBBA via Catalyst
VSA

VSA
• OneView support for VSA

NDA – FUTURES
VSA
• Federated mobility from VSA to 3PAR
VSA • VSA services for File and Object
VSA • Policy-driven optimization across
platforms and technologies – SDS and SRS
VSA

VSA

StoreVirtual VSA 3PAR

Federation
92
HPE and Channel Partners - For Internal Use Only
HPE OneView strategy eliminates management silos
Avoid complex management silos with one management solution
HPE OneView Nutanix Prism

– Converged – Limited
– Simplified, consistent management across servers, – Management is focused on Nutanix environment only
storage, and networking
– Stove-piped
– Software-defined – Creates another management silo in the data center
– Rapid, repeatable, and reliable operations at lower
costs using infrastructure templates – Vision
– Lacks the vision of a Composable Infrastructure
– Automated
– Streamlined delivery of IT services to speed the
transition to hybrid cloud 93
HPE and Channel Partners - For Internal Use Only
HPE OneView Enterprise Management Strategy
With OneView, HPE delivers integration within and across a broad ecosystem of data
center management products
Current out-of-the-box operation
management integrations

Operations analytics
Software- Operations orchestration
defined Cloud Service Automation
templates Service desk
uCMDB
OMi operations bridge
Virtual performance viewer

vCenter
vRealize Operations
Converged
vRealize Log Insight
management

System Center

Converged Storage Servers Network Hyper-

system Converged*

Physical and virtual infrastructure

* Roadmap
HPE and Channel Partners - For Internal Use Only
World-class support – who can supply that for the enterprise?

Nutanix wants to power the data center – Would you trust your business to anything less than the best for
service?

2 ISV
HPE Technology
Services

1 3

Customer

HPE offers single-vendor accountability Nutanix is not a VMware OEM

95
HPE and Channel Partners - For Internal Use Only
 Can Nutanix really adequately support enterprise customers?

HPE Technical Support Services vs. Nutanix Support Services

HPE
Datacenter
HPE
Care
Proactive
HPE
Care
Proactive
HPE Advanced
Care
Foundation
HPE
Care CTR
Foundation
Nutanix
Care
Platinum Plus
Nutanix 24x7
Platinum Nutanix does not offer these services
HPE
Foundation
Nutanix
Care
Gold
NBD
Environment Support
Proactive Support
Integrated Hardware and Software Support

96
HPE and Channel Partners - For Internal Use Only
Enhanced Support Services for HPE Hyperconverged systems

Pre-tested system patches Proactive Scanning and

& Firmware updates Recommendations
Simplified maintenance of software and Proactive scan and recommendations to
firmware through software patching HC 380 ensure compliance (2x/y)
analysis and recommendation (2 times/yr) Insights through quarterly history and
trend analysis for continuous improvement

Personalized 24x7 ‘live’ automated monitoring and logging to

Identify problems before they occur
Care Personalized dashboard to monitor progress against
KPIs

If something breaks, how critical is access to replacement parts &

local support in your language?”

HPE and Channel Partners - For Internal Use Only

Detailed Nutanix x HPE Support Compare HPE advantage

Nutanix has 2 support levels. HPE’s comparable offers are superior on a feature-by-feature basis. In
addition to the offers below, HPE offers a call-to-repair SLA, and Proactive Care Advanced
Support compare
Feature NX - Production (Platinum) HPE comparable: Proative Care NBD NX - Mission Critical (Platinum Plus) HPE comparable: Proative Care 24x7
Helpdesk coverage 24x7 24x7 24x7 24x7
Direct access to single team of senior level solution
N engineers Y Y Y
Formal support for hypervisor (L1-L2) and cloudN suite (L1-L4)? Y N Y
Target response times 2 hrs svt 1 // 4 hrs svt 2 // 8 hrs svt 3 15 min svt 1 and 2 // 2 hrs svt 3 or 4 1 hr svt 1 // 2 hrs svt 2 // 4 hrs svt 3 15 min svt 1 and 2 // 2 hrs svt 3 or 4
Parts on site NBD NBD 4hrs 4hrs
"technicians arrive 8am-5pm, 8am to 5pm, M-F, local time. Exclude "technicians arrive 8am-5pm,
Field engineer coverage window 24x7 including holidays
holidays excepted" holidays holidays excepted"
Max number of support admins per contract 6 No limit established Unlimited No limit established
Duration available 1 or 3 yrs 3, 4, 5 years, Day-One contract 1 or 3 yrs 3, 4, 5 years, Day-One contract
Root cause analysis? N Failure analysis Y Failure analysis
Critical Event manager (CEM) to accelerate elevations
N Y (internal facing) for svt 1 Y (internal facing) for svt 1
Fine print support details
Feature Nutanix HPE
Cases opened outside business hrs Priority is work around, root cause does not start until NBD Workload restoration followed by failure analysis regardless of time
Case escalations Available upon request. Handle by tech svc, engineer, QA, Prod Mgt team
Similar. Will assign technical or business escalation manager
Language Response time is for English language Response time for any language
Additional languages available in biz hrs Chinese, Japanese, Korean, Dutch, French, Italian, German, Polish, Portuguese,
30+ languages
Spanish
DMR option Available Available
CDMR option Not mentioned Available
Target response time means Customer will receive initial analysis. Not a guarantee of service HPE will start service
TSAnet member? Yes, premium Yes, premium
Start of parts onsite commitment Upon diagnostics Upon case receive acknowlegement (phone-home, web, phone)
Parts commitment scope Critical parts only. Others is reasonable time Any part (except consumables, accessories)
Spares stock Major metropolitan areas in NA, Asia, Europe 600+ stocking locations (some cities excluded for CTR)
Spare parts New or refurbished New or refurbished
Deadline to order replacement 3PM No deadline
Autosupport enablement Required Only for proactive reports, CTR, remote monitoring, auto call logging
Onsite services provider Nutanix or a subcontractor will do the service HPE-badged engineer presence in 140+ countries. CDS or partner
Who can contact support? Customer designated persons, trained and authorized/entitled by Nutanix
No limitation. We entitle the product
Problem severity determination Nutanix Customer
Multiday field engineer engagement? Yes, but needs to be authorized and scheeduled before parts ship Yes, no distinction on amont of time part replacement will take
Require support contract to access updates? Yes Yes
98
HPE and Channel Partners - For Internal Use Only
Nutanix vs HPE Composable
Infrastructure

99
HPE and Channel Partners - For Internal Use Only
Nutanix Xtreme Computing Platform
Competitive Positioning
Nutanix platform: Scale-out “commodity” x86 Virtualized storage (CVM) software – cluster Prism management
CVM USER VMs CVM USER VMs

Node N
Node 1
VM I/O VM I/O
Hypervisor Hypervisor
HW SCSI Controller HW SCSI Controller

SATA

SATA

SATA

SATA

SATA

SATA

SATA

SATA
SSD

SSD

SSD

SSD
Acropolis Hypervisor
How does Nutanix stack up? (+ Key HPE Synergy Technology Advantages)
Attribute Fluid Resource Pools Software Defined Intelligence One Universal API
Pros: • Simplified resource provisioning/ scaling • Simplified operations thru consumerized • Yes
• Storage disaggregation is minimal, most fixed to management
computes (fixed ratios)
Cons: • Silo - No external SAN support – not optimized for all • All functions implemented in software – even • Limited partner eco-system today, but
workloads, must scale by appliance only (Fluid storage raid growing.
Storage allocation, Store Everything Architecture) • Performance limited by basic hardware • Long term future carries some
• Silo - VM only – requires hypervisor, lacks physical configs. Software performs all functions – even uncertainty.
(bare metal) options (yet) those that could often benefit from more
(Image Streamer) optimized hardware performance. (Fabric
• Nutanix only management – Minimal integration Architecture, Hardware acceleration for
within entire datacenter (OneView) scale and performance)
• No integrated fabric. - Conventional rack assembly • Performance penalties of CVM running on
with customer supplied TOR switch, many cables, each node.
lower bandwidth.
(TOR Switchless Architecture)
• Yes but all software architecture creates • Comprehensive • Yes. Ecosystem sill maturing. 100
Summary HPE silo.
and Channel Partners - For Internalbut
UseatOnly
the expense of HW
acceleration.
 Why HPE Composable Infrastructure is better
Dell Rack Cisco UCS HPE Synergy
Attributes Servers Architecture
Cisco HyperFlex Nutanix ComposingN
Composable at the speed of Cloud

Store Everything Architecture: Unified

Silo – VM only
supporting DAS or remote block, file, object
Fluid Resource Limited storage Factory assembled but Silo – No SAN
ToR switchless architecture: Eliminate the
No Bandwidth not designed and No integrated fabric
Pools constrained optimized (must provide own
cost, complexity of the TOR-defined data center.
Fabric Architecture: Massive bandwidth ready
conventional TOR)
for in-chassis upgrade to Photonics

Driver/firmware Performance limited

Software Defined separated
Multiple element
by basic hardware. Image Streamer: Deploys the infrastructure, OS,
managers to handle
Intelligence Very Limited Automated OE
storage fabric and server
Software performs configuration policies with a single click of an
requires all functions image.
and networking
orchestration SW

Limited partner
HPE Composable API: One API for all
Separate APIs for UCS, ecosystem (Anti-
Unified API Limited XML API, multiple
VMware, Springpath VMware)
resource types. Delivers real Infrastructure as
code with DevOps tools.

Dell will try to paint Cisco is claiming first Cisco claims that HyperFlex Nutanix will position the
Be Aware of/ simplicity of a software
Competitors
HPE Synergy as composable infrastructure.
They will attack HPE
unifies compute, storage,
only approach. They will Win the architectural battle
proprietary and offer and networking but this is a
claim that commodity x86
Counters: a flexible option OneView scalability
without appliance
another poorly integrated
is good enough and with HPE Synergy
based on soluton which relies on a
partnerships: federation vs. UCS Central small SDS storage startup software allows for a more
Nutanix, Intel RSA, that supports 10,000 for storage technology. rapid change/easy
EVO SDDC others servers across upgrade vs. HPE Synergy
at a very low price. geographies.

101
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Strategies Comparison
HPE Composable Infrastructure Nutanix Invisible Infrastructure
Carefully planned multi-year strategy with long-term Bottom-up solution adding as they go along to
vision supported by a comprehensive portfolio their one solution
Multiple answers – recognizes that all problems Attempting to solve all problems with one
cannot be met by one solution solution
Addressing the full breadth of solution needs Nutanix portfolio is small and limited
requires broad set of hardware and software IP
Designed with openness in mind Nutanix solution is becoming more proprietary
Long-term vision lacks scope to integrate next-
The larger and more complex the solution becomes
generation hardware
the more support it will require

Designed with HPE Machine technology integration

No long-term goals because Nutanix is a captive
as a key goal
of the OEM server vendors it is partnered with

HPE and Channel Partners - For Internal Use Only

HPE Synergy and Composable Infrastructure vs.
Nutanix Invisible Infrastructure

HPE and Synergy Nutanix Invisible Infrastructure

Carefully planned multi-year strategy with long-term Bottoms-up solution adding functionally as they go
vision supported by a comprehensive portfolio along with their one solution fits all strategy
Multiple answers – recognizes that all problems Attempting to solve all problems with the same
cannot be met by one solution solution
Addressing the full breadth of solution needs requires Nutanix portfolio is small and limited
broad set of hardware and software IP
Designed with openness heterogeneity in mind Nutanix solution is becoming more proprietary

The larger and more complex the solution becomes As the Nutanix grows the base architectural
the larger the positive impact of the Synergy deficiencies become more apparent and impactful
architecture becomes
Designed with HPE Machine technology integration as Long-term vision lacks the scope to integrate next-
a key goal generation hardware. Limited control of long-term
goals as Nutanix is a captive of the OEM server
vendors it is partnered with.

103
HPE and Channel Partners - For Internal Use Only
HPE vs. Nutanix
SMB/ROBO

104
HPE and Channel Partners - For Internal Use Only
HPE advantages over Nutanix in SMB/ROBO
HPE offers 2-node only starter configurations
HPE offers lower cost all SAS HDD storage configuration option
HPE solution includes 3-yr NBD warranty on all hardware
Lower Entry Cost
× Nutanix minimum configuration is 3 nodes
× Nutanix requires Flash devices in ALL configurations
× Nutanix hardware warranty only covers the first year and 90 days on software
With StoreVirtual storage capacity can be easily expanded using any StoreVirtual target outside an HPE
HC cluster
Lower operational With more efficiency and use of hardware acceleration, HPE requires a smaller memory footprint for
virtual machine controller instances
costs
× Nutanix expansion storage requires expensive add-on Nutanix appliances
× Nutanix storage services (like dedupe) can cause CVM memory sizes to baloon
HPE Helion CloudSystem 9 is factory integrated in the HC 380 delivering a complete cloud infrastructure
based on the leading cloud technology
Complete and HPE’s consumer-inspired interface (HC 380) abstracts both the physical and virtual infrastructures so
intuitive cloud that an IT generalist can deploy VMs just like a public cloud
Helion CloudSystem 9 is also available for installation on the HC 250 as well as Microsoft’s Azure pack
experiences for cloud software
the small
customer x Nutanix offers only the most rudimentary OpenStack integration which is complex to deploy and manage
(Nutanix has only recently added a Microsoft CPS cloud option with Azure Pack software)
x Nutanix cloud self-service
HPE and Channelcapabilities are “on
Partners - For Internal the roadmap” for a later release of their software 105
Use Only
HPE advantages over Nutanix in SMB/ROBO

For HPE, power to fully functional in about 15 minutes with O4VC factory installation
software and advanced UX interface for management (HC 380).
Solution HC 380 interface is very easy to use, designed for IT generalists
Simplicity × Nutanix requires costly onsite services and a more lengthy process to install
vSphere based systems

HPE ProLiants offer Active Health System to continuously monitor the health of the
server
HPE ProLiant servers provide added protections to insulate customer from customer
faults including Advanced ECC and Rank Sparing on memory and RAID protection for
local storage on SMART drives
Solution StoreVirtual VSA can provide 99.999% data availability – even in two node clusters
ProLiants are designed to help customers perform maintenance onsite themselves
resiliency including features like HPE Smart Drives which aid IT staff in correct drive removal and
replacement

× Nutanix solutions use 2nd tier x86 hardware with less resilient memory, no local
storage RAID protection and no Active Health System to help admins in pre-empting
hardware problems
106
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HPE vs. Nutanix
SMB/ROBO - details

107
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HC380 Intuitive: so easy, no manuals are required
HPE OneView “UX” New consumer-inspired operating environment

Consumer-inspired experience
Respond to business needs faster
• Power on to “READY” in minutes
• Install it yourself, pre integrated appliance with no costly Update
on-site setup services
• Deploy VMs in minutes

Deploy
VM and infrastructure analytics at your fingertips
Spend more time innovating and less time Monitor
maintaining

Manage VM sprawl and over-provisioning

Increase efficiency and flexibility Designed for IT generalists, provision
virtual machines at cloud speed

108
HPE and Channel Partners - For Internal Use Only
HC380 Deploy at cloud speed: three key takeaways

5 15
One generalist Five clicks Fifteen minutes
instead of several specialists to deploy new VMs to add capacity

109
HPE and Channel Partners - For Internal Use Only
HC380 Simplifies IT operations: three key takeaways

3 90%
Three clicks 90% more efficient use of No specialists needed
to update firmware and drivers* resources to manage, maintain, and
with HPE Cloud Optimizer** integrate

* Based on HPE internal tests

** Optional, based on testing in Fortune 100 APJ Data Center 110
HPE and Channel Partners - For Internal Use Only
Lower cost of entry configurations

HC 250 and HC 380 support Nutanix minimum configuration -

2-node entry configurations 3 nodes

111
HPE and Channel Partners - For Internal Use Only
 Low cost 2-Node starter HC configuration using StoreVirtual VSA
High availability of data is still maintained – even in a 2-node configuration!

A 2-node HC 380 or HC 250 cluster

can still provide 99.999% storage
availability for SMB/ROBO HC 380

environments using the advanced HPE

storage fabric built with StoreVirtual
SDS technology

Quorum witness HC 380

as file on NFSv3 share

112
HPE and Channel Partners - For Internal Use Only
Low cost on-premise replication targets from HPE
With Nutanix more storage always requires another expensive Nutanix appliance

HPE offer flexible options Lock-in approach

Storage-only
Node

StoreVirtual
4000 series Expensive Expensive

Any Server with

Store Virtual VSA
and external DAS

HC 380
Hyper-Converge Hyper-Converge
Appliance Appliance
HC 380

Any Server with

StoreVirtual VSA 43
HPE and Channel Partners - For Internal Use Only
Rapid deployment
Everything with HC 250 or HC 380 is ready to go. True ‘plug-and-play’

Starting at 2-nodes*
Hyper-converged systems from HPE provides virtualized
compute and HA storage with rich data services for vSphere HC 250
and /Hyper-V.

–
virtualization stack, all necessary components installed
– virtualization stack, plus Helion
CloudSystem along with all necessary components installed
–

Starting at 2-nodes*
for clustered, highly available storage
HC 380
–
for initial customization and expansion
–
– or plugins
for day to day management in hypervisor management

44 Confidential 114
HPE and Channel Partners - For Internal
20 January 2016 Use Only
 Nutanix and rapid deployment … well, not quite

Nutanix uses their Foundation software for

automated installs … however,

• Nutanix has no OEM relationship with VMware which means:

• vSphere software cannot be factory installed

on Nutanix appliances ….. Therefore,

• A Nutanix Foundation installation cannot be fully automated

for vSphere since the software is not factory installed on the
appliance

• No factory install of VMware means a Nutanix installation of

vSphere requires additional installation services and time

115
HPE and Channel Partners - For Internal Use Only
HPE vs. Nutanix
Some final points

116
HPE and Channel Partners - For Internal Use Only
Nutanix: Gartner take on Nutanix weaknesses*

Storage Performance:
• A concern
• Robust services create large overhead
• Struggle with certain workload demands

No Independent Benchmarks
• EULA prohibits clients from publishing any performance results

Controller Resource Consumption (CVM)

• Can grow very large quickly (like mold)
*From In-Depth Assessment of the Nutanix NX-8150 HCIS Appliance With Acropolis 4.6

45
HPE and Channel Partners - For Internal Use Only
 •
•
•

• • •
• •
• • •
• •
• •
• • •
•
•
•

•
• •
•
•
•
• •
•
•
•
• •
•
• •
HPE and Channel Partners - For Internal Use Only
Be Aware of: points to be familiar with
• Nutanix was an early entrant into the hyper-convergence market and established a presence
Market visibility and leadership position (~38%*); however, fully ½ the HC marketplace lacks any dominant
players and is comprised of many vendors too small to be called out individually
• Nutanix has established a pattern of rapid innovation and frequent software releases. Nutanix
heavily markets their innovation through several social media channels – however some
revealed customer experiences indicate they may be “innovating” faster than their ability
Rapid Innovation to deliver high quality as well.
• Nutanix supports heterogeneous clusters with multiple hypervisors
• Rapid software releases may not be seen as desirable by enterprise customers who are
more concerned with stability
• Nutanix management focus has been to make infrastructure “invisible” with simple, intuitive
Invisible “one click*” management
• Nutanix has expended significant resources to develop a management software suite that
Infrastructure with abstracts a significant amount of solution complexity from the customer (the HC 380
One click mgt management GUI is similar in approach), but the Nutanix management suite may be seen as
more mature as it controls more elements of the solution)
• Nutanix supports vSphere, Hyper-V and their own KVM based no cost hypervisor offering called
AHV
Hypervisor choice
• With the introduction of their application mobility fabric Nutanix has developed application
and Flexibility mobility capabilities to make it simple for customers to migrate workloads running on vSphere to
AHV

*One click management is a marketing metaphor for fewer steps, not just a single click
HPE and Channel Partners - For Internal Use Only 119
*HC Markeshares: IDC Worldwide Quarterly Integrated Infrastructure and Platforms Tracker June 2016 Nutanix share also includes Dell/Nuatnix sales contribution
Be Aware of: points to familiar with
Appliance options • Besides their Dell and Lenovo relationships Nutanix offers customers a wide portfolio of
appliances which can all be configured as All Flash and Storage ONLY configurations (except
and cluster
Nutanix Xpress).
configuration • All members are also Configure To order (CTO) except Xpress. The Acropolis software is
flexibility designed to accept appliances of different characteristics in the same cluster.
• Nutanix management strategy is to not rely on hypervisor vendor management software
Staking out • Nutanix has also developed AHV - their own hardened KVM based hypervisor which they offer
position free to customers
independent of • Nutanix now offers one-click migration to and from vSphere and AHV
VMware • Nutanix will use their in house developed “no cost” hypervisor, managed by Prism, to lure
customers to a lower cost AHV based solution
• SAP Certified Solutions - Nutanix has worked with SAP to get SAP certification for SAP
Broadening the business apps
Eco-system with • Citrix- They also created certified Citrix based configurations for VDI workloads with low $$ per
desktop ($415) based on AHV and Nutanix Xpress appliances
Cloud Connect • VM centric backups via Cloud Connect to AWS or Azure for DR. Roadmap from last year
now, full nodes in showed their next step will be to move to full Nutanix node participation inside public cloud
the cloud coming infrastructure
• Nutanix does not have global reach in support but they have, to this point, developed excellent
Support phone and automated support which earns them very high Net Promoter scores from customers
for satisfaction
HPE and Channel Partners - For Internal Use Only 120
Where to go for more information

Where to go for more info - Get the latest Nutanix Competitive deck here:

http://pit.houston.hp.com/PIT/ESSN/Document_Storage/Competitive_library/
Nutanix_Competitive.pptx

46
 HPE Hyperconvergence Competitive Positioning
Where to go for more info: https://hpenterprise.sharepoint.com/sites/B1/EG/competition/Pages/index.aspx

Navigate
from the
EG CI portal

HPE and Channel Partners - For Internal Use Only

47
Thank you
123
HPE vs. Nutanix
Backup slides

124
Comparison Matrices
HPE Hyper Converged 250 and 380 vs. Nutanix XCP
− Hardware Platform
− Software Define Storage (SDS)
− Management
− Integration
− Services

125
HPE and Channel Partners - For Internal Use Only
Hardware Platform Comparison Matrix
Hyper Converged 250 Hyper Converged 380 Nutanix

NX (4N/2U, 2N/2U,1N/2U)
1 node in 2U appliance
Footprint 4 nodes in 2U appliance Dell XC (1N/1U, 1N/2U, 4N/2U)
(DL380)
Lenovo (1N/2U, 4N/2U)

Minimum node configuration 2 2 3

No
Consistent server infrastructure Yes Yes
Supermicro, Dell, Lenovo

SAS + SSD SATA + SSD

Disk configurations SAS+SSD
All Flash All Flash

All SAS drives configuration Yes Yes No

RAID Controller Yes Yes No

No (Super Micro/ Quanta)
Tier 1 server infrastructure Yes Yes
Sources:
Yes(Dell, Lenovo)
Nutanix Hardware Platforms - http://www.nutanix.com/the-nutanix-solution/tech-specs/#nav
Nutanix FAQ - http://go.nutanix.com/rs/nutanix/images/nutanix_launch_faq.pdf
OmniCube Family Data Sheet - https://www.SimpliVity.com/wp-content/uploads/SIM_DS_FINAL_4.pdf
OmniStack Deep Dive - http://www.storageconsortium.de/content/sites/default/files/OmniCube_Technical_Deep_Dive.pdf

HPE and Channel Partners - For Internal Use Only

 SDS Layer Comparison Matrix
Hyper Converged 250 Hyper Converged 380 Nutanix
Yes Yes
Yes
Proven Storage Fabric (over 1m deployments and 7+ years of (over 1m deployments and 7+ years of
(first ship 2011)
enterprise use) enterprise use)
Yes No Yes,
Hypervisor Support
(VMware, Hyper-V) (VMware) (VMware, Hyper-V, KVM)
Typical storage configuration SAS + SSD SAS + SSD 7.2K SATA + SATA DOM + SSD +
PCIe Flash

All Inclusive Data Services Many features require higher cost

license tier (multi-site, many-to-
Software Yes – all included Yes – all included one/one-to-many, Rest APIs, 3+
block scalability, Network RAID
10+1) Prism Pro is added cost
Snapshots Volume-level Volume-level VM-level
– Yes, 30-minute RPO – Yes, 30-minute RPO – Yes, 30-minute RPO
Replication – Volume-level – Volume-level – VM-level
– Software included – Software included -Not available in base AOS tier
All SAS drive configuration Yes Yes No
Sub-volume Tiering Yes Yes No
Data Center Failover Yes,
Yes Yes
(aka Multi-site) but not in base license
Guest OS transparent Multi-
Yes Yes No
pathing & Load Balancing
Compaction, efficiency Thin Provisioning, Thin Snapshots, Thin Provisioning, Thin Snapshots, Thin Provisioning, Snapshots, Clones
technologies Network RAID, Space reclamation Network RAID, Space reclamation Dedupe, Compression, Erasure Coding

One architecture across HC

Yes Yes
appliances and low cost No
Sources: (Any x86 server with StoreVirtual VSA) (Any x86 server with StoreVirtual VSA)
replication targets * http://www.nutanix.com/software/ HPE and Channel Partners - For Internal Use Only
 Management Comparison Matrix
Hyper Converged Hyper Converged
Nutanix
250 380
Production-ready in < 15 min < 15 min > 40 min

Yes No for VMware

Factory pre-installed Yes
(Helion CloudSystem as well) (factory install, Acropolis, Hyper-V )

Advanced GUI interface No Yes Yes

Advanced HC380 Mgt user

VMware vCenter Plugin Yes No
interface (UI)

vCenter Console
Cluster Day to day management HC380 Mgt UI Prism
MSSC

Separate Hardware (HPE Prism( SDS, Hypervisor &

HW/SW Patch Management SUM) and software patches for HC380 Mgt UI Server Firmware) +
version 1 IPMI UI(IPMI&BIOS)

Management pack for VMware

Yes Yes No
vRealize Operations

Yes
Rest API Yes Yes
(but not in base license)

Openstack support Yes Yes Yes

HPE and Channel Partners - For Internal Use Only

Integration Comparison Matrix
Hyper Hyper
Nutanix
Converged 250 Converged 380
vSphere Metro Storage Cluster certified* Yes Yes No

Support for VMware vStorage / VAAI array offload Yes Yes Yes

VMware VASA support Yes (OV4VC) Yes (OV4VC) No

No No
vVol support No
(in the road map) (in the road map)

Yes
VMware Site Recovery Manager adapter ** Yes Yes (but not in the SRM
compatibility list)

Yes Yes
Turn-key Hybrid cloud solution Yes
Layered product Factory installed

• VMware vSphere Metro Storage Cluster certified list - http://www.vmware.com/resources/compatibility/search.php?deviceCategory=san

and select ‘iSCSI Metro Cluster Storage’ in the Array Test Configuration box
** VMware Site Recovery Manager Compatibility list - http://www.vmware.com/resources/compatibility/search.php?deviceCategory=sra
*** Cinder Support Matrix - https://wiki.openstack.org/wiki/CinderSupportMatrix

HPE and Channel Partners - For Internal Use Only

 Services Comparison Matrix
Hyper Converged Hyper Converged
Nutanix
250 250
World Class Service Robust Unified Worldwide Robust Unified Worldwide 2 or 3, Distributed Support Paths –
HW/SW/Support – HW/SW/Support – response time = days/weeks
response time = hours response time = hours (Phone/web response in hours)

Smaller,
Reach Partner Ecosystem Yes Yes
but being aggressively pursued

Primary HW and SDS vendor Yes Yes No

Single support contract for the

Yes Yes Yes
entire solution (+ Virt. SW)

3 years parts, 3 years parts, 1-year return-to-factory,

Base Warranty
1 year software support 1 year software support 90 days software maintenance***

Finance Service option Yes Yes No

* Only for platform based on Dell HW. For that based on Cisco UCS HW separate support contracts with Cisco is needed.
http://community.spiceworks.com/topic/591454-SimpliVity-nutanix-or-scale?page=2
** http://www.nutanix.com/local-language-support/
*** http://go.nutanix.com/rs/nutanix/images/Nutanix_Support_Service_Program_Guide_1.3.pdf
**** https://www.SimpliVity.com/wp-content/uploads/OmniCube_User_Agreement.pdf

HPE and Channel Partners - For Internal Use Only

Nutanix hardware portfolio

131
HPE and Channel Partners - For Internal Use Only
Nutanix Xpress Appliance SX-1065

132
HPE and Channel Partners - For Internal Use Only
NX-1000 series

133
HPE and Channel Partners - For Internal Use Only
NX-3000 series

134
HPE and Channel Partners - For Internal Use Only
NX-6000 series

135
HPE and Channel Partners - For Internal Use Only
NX-8000 series

136
HPE and Channel Partners - For Internal Use Only
Nutanix and performance

137
HPE and Channel Partners - For Internal Use Only
Performance validation through independent testing1

3rd party performance testing of the HC250

IOmark and Evaluator Group announce benchmark results

for the HPE Hyper Converged 250
????
No performance results
http://www.iomark.org/content/results

138
HPE and Channel Partners - For Internal Use Only
Why you won’t see any benchmark data with Nutanix
Use restrictions from the latest Nutanix ELUA will prevent such comparisons
Consider restrictions contained in their current ELUA:
Use.
2.1. Limitations on Use.
You must not use the Software or Documentation except as permitted by this Agreement. You must not:
.
.
e. disclose the results of testing, benchmarking or other performance or evaluation information
related to the Software or the product to any third party without the prior written consent of Nutanix;

f. access or use the Software or Documentation for any competitive purposes (e.g. to gain competitive
intelligence; to design or build a competitive product or service, or a product providing features,
functions or graphics similar to those used or provided by Nutanix; to copy any features, functions or
graphics; or to monitor availability, performance or functionality for competitive purposes);

HPE and Channel Partners - For Internal Use Only

Functionality added in the last 4
releases of the Acropolis OS
(AOS)

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Enhancements planned in a future software release called “asterix” (will
follow AOS 4.7)
Planned Asterix features
• Nutanix Self-service
• AHV Dynamic Scheduling (Holistic DRS)
• Network Visualization in Prism
• What If Analysis

HPE and Channel Partners - For Internal Use Only

Nutanix Acropolis Base Software v4.7
Version 4.7 is latest functional release including several new capabilities that were discussed at .NEXT 2015
New features in 4.7
• SX Platform (Nutanix Xpress) – Support for the new Xpress appliances including the SX-1065
• Microsoft CPS Standard on Nutanix (Project La Jolla)
• Acropolis Block Services (aka ABS)
• Acropolis File Services (Performance Optimization)
• Acropolis File Services (TRIM Support)
• Acropolis Container Services
• ESXi management from Prism
• Degraded Node Behavior Detection
• Other features in AOS 4.7 include
• AHV affinity and anti-affinity rules –
• Entity Browser Improvements (Custom Focus, Page Size, Shift Select)
• Pulse Reminder
• 1-Click LSI HBA Upgrade
• Entity Browser Improvements (Custom Focus, Page Size, Shift Select)
HPE and Channel Partners - For Internal Use Only
Nutanix Acropolis Base Software v4.6
Version 4.6 is latest functional release including several new capabilities that were discussed at .NEXT 2015
New features in 4.6
• Native File Services (Tech Preview) in the Distributed Storage Fabric
• Performance - ~4X improvement in performance across the board for both random and sequential workloads
• Self Service Restore (SSR) of files
• 1-Click Upgrades of Foundation (Installation software), BIOS, BMC (Baseboard Management Controller)
• Prism
• Prism Pro (New additional layered mgt functionality for analytics at extra cost)
• Actionable Capacity Forecasting - New cross-cluster forecasting for CPU, memory, and storage capacity runway (time remaining) based on
machine-learned consumption behavior
• Customizable Dashboards
• Intelligent keywords search
• Entity Explorer
• Metro Availability with Non-Disruptive vMotion and Site Migrations
• Cross Hypervisor Conversion (AHV, vSphere) Disaster Recovery
• Project Dial: In-Place Hypervisor Conversion (Tech Preview)
• OpenStack Integration

HPE and Channel Partners - For Internal Use Only

 Nutanix releases Acropolis Base Software v4.6 con’t
Version 4.6 is latest functional release including several new capabilities that were discussed at .NEXT 2015

New features in 4.6

Foundation 3.1 Updates
• Volume Groups in PRISM • Support for the Lenovo HX platforms
• Citrix Power Management Plugin • Click Upgrades for Foundation, BIOS and BMC
• AHV Guest Customization • Easier replacement of SSD in single SSD Nodes
• AHV VLAN Trunking • Easier setup of AHV based clusters
• Prism Actionable Capacity Forecasting • VLAN tagging support for initial imaging
• Prism Customizable Dashboards • Better Logging and Progress Monitoring
• Prism Entity Explorer • New HyperV GUI SKU
• SaltStack self-healing baseline/ STIG AHV • Many improvements to the imaging process

HPE and Channel Partners - For Internal Use Only

New in 4.6 - Acropolis File Services

Nutanix implements Acropolis File Services (AFS), a web-scale native file

serving solution layered on top of their Distributed Storage Fabric

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Acropolis Base Software, formerly known as Nutanix Operating System
(NOS) version 4.5
New features in 4.5
• Increased Read Performance from SATA drives
• Erasure Coding (EC-X)
• Windows Guest VM Failover Clustering
• Virtual Machine High Availability for Acropolis Hypervisor (AHV) based clusters
• Network mappings - specify a destination network for disaster recovery protected VMs
• MPIO Access to iSCSI Disks (Windows Guest VMs)
• Install minor ESXi patches by using the VMware provided offline bundle and md5 checksum file
• File level restore (available as a tech preview)

New features in 4.5.1

• Nutanix Cluster Check (NCC) 2.1.2, which includes improved existing checks and functionality
• Erasure Coding (EC-X) improvements
• 1-Click Upgrade for BIOS and BMC Firmware
• Self-service restore of a VM fromHPE
a protected snapshot
and Channel Partners minimal
- For Internal Use Only with Nutanix administrator intervention
 Acropolis software release 4.5 introduced Nutanix Erasure
Coding (EC-X) data replication
Erasure coding is a method of data protection in which data is broken into fragments that are
expanded and encoded with a configurable number of redundant pieces of data and stored
across different locations, such as disks, storage nodes or geographical locations. EC is being
added as another replication mechanism for providing higher storage efficiency for persistent,
replicated data across a Nutanix cluster.

HPE and Channel Partners - For Internal Use Only

Nutanix Elevate Program (ECO system)
Nutanix expending significant energy to get partners to develop and integrate with their
platform

– 3 Levels
– “Nutanix Ready: Core” interoperability
– “Nutanix Ready AHV” – for solutions that work with Nutanix’ s built-in virtualization solution
– “Nutanix Ready: Integrated” for leveraging Nutanix APIs to enrich management or delivering unique features
– GTM activities increase significantly with the AHV and Integrated levels.
– 50+ Partners today
– Solution Expo at the Nutanix .Next 2016 user convergence was basically their Elevate Partners

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HPE and Channel Partners - For Internal Use Only
Nutanix Extreme Challenge marketing program

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Nutanix Distributed Storage Fabric (Formerly Distributed File System)

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HPE and Channel Partners - For Internal Use Only
Nutanix’s version of enterprise integration – suck everything in
to their solution, their infrastructure
Nutanix announces Acropolis File Services (AFS), a web-scale, native file
serving solution layered on top of their Distributed Storage Fabric

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