The cloud has brought both risk and reward to MSPs. In today’s hybrid cloud world, MSPs must deliver consumption-based, private and public cloud offerings to their clients. This includes offering primary storage, offsite backup and DR that is high-performance, scalable and secure. Outsourcing primary storage along with backup and DR enables an MSP’s customers to reduce their on-premises footprint software licenses, connectivity and the problems that come with it. It also sets up the MSP to offer hybrid services like DR as a Service and the new opportunity of copy data management - stop making copies.

1. What’s Next in Storage for
Managed Service Providers?
How to move beyond backup, to DRaaS, Copy
Data Management and Primary Storage
Webinar
For audio playback and Q&A go to:
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3. Our Speakers
George Crump is the founder of Storage Switzerland, the leading storage analyst
focused on the subjects of big data, solid state storage, virtualization, cloud computing
and data protection. He is widely recognized for his articles, white papers, and videos
on such current approaches as all-flash arrays, deduplication, SSDs, software-defined
storage, backup appliances, and storage networking. He has over 25 years of
experience designing storage solutions for data centers across the US.
Marc Keating has served in senior sales and technical roles for more than two
decades. Marc joined ClearSky Data from Dell, where he worked directly with key
customers to solve their most complex challenges, and drew from those strategies
and customer successes to coach sales teams around the world. He has been a
featured speaker at conferences and training events around the world and continues
these efforts as part of the ClearSky team.

4. Why is
Backup The
Top Storage
Service
• Success in backup requires focus
(which most data centers can’t give)
• It requires 5X plus the amount of production storage
(which most data centers can’t afford nor keep up with)
• Backup data has to go off-site anyway
(providers are already “off-site”)
• Outsourcing to a provider seems like a low risk
(just a copy of production, not actual production)

5. After Backup,
Expanded Cloud Use
Means More Risk
• The Next Step is Production
Virtual Desktops
Production Applications
Etc…
• Each come with availability and
performance expectations

6. Providers Need to
Look for More Low
Risk
• Leverage the copy (backup) of data you
already have
Disaster Recovery as a Service (DRaaS)
Copy Data Management

7. Disaster
Recovery as
a Service
• Instantiation of applications to run on the
provider’s compute
• May require transfer out of backup format into
active state (costs RTO)
• May need to increase capture events (RPO).
More than once per night
• Provider needs to make sure enough compute
is available to meet demand (DR)
• Saves customer from having to have its own
DR site equipped with hardware

8. Copy Data
Management
• Providing working copies (via snapshots) for other
processes
test/dev, reporting, analytics, etc…
• May require transfer out of backup format into active
state
• May need to increase capture events
• Provider needs to make sure enough compute is
available to run other processes
Or provide access to secondary copies via connection
(be careful of latency)
• Saves customer from buying secondary storage and
compute to run processes

9. One More
Thing - The
Provider as
Production
Storage
• Gets the customer out of the storage
game
Makes backup, DRaaS and Copy Data
Management easier
• Integrated Services
Introduces extreme latency concern
Cloud cache may not be enough
Assuming provider is regional, a high performance
connection is affordable

10. Summary • Go beyond backup but stay in storage
• Leverage the copy of data you already have
• Move toward providing all storage services
(including production)
• Look for a single solution that can provide all of these
capabilities

11. 10
ClearSky delivers on-demand, primary storage with
offsite backup and DR as a single service.
Enterprises pay for their data once and gain access
to all their data, anywhere it’s needed – on prem or
in the cloud.

12. 11
THINK
ECONOMICS SCALABILITY PERFORMANCESECURITY
ON PREMISESCLOUD
RELIABILITY

13. 12
The ClearSky Way
SERVERS
PRIMARY &
SECONDARY
STORAGE
Pay to store one copy of your data
• For historical recovery points, only pay for the
changes you make
• Online restore with the click of a button

14. 13
Built-In Offsite Backup and DR
SERVERS SERVERS
DISASTER
RECOVERY
PRIMARY &
SECONDARY
STORAGE
You tell us where your DR site is
• We’ll connect you to our network
• You access your data, both current and historical
views, at no extra charge

15. 14
ClearSky Benefits
Always-on enterprise
grade encryption
Guaranteed
99.999% uptime
99.999%
Multi-site data access
without replication
DATA
RECOVERY
PRODUCTION
Pay as you grow
60 GB
100 GB
Fully managed, 24x7
customer support
On-prem performance
+ cloud scalability

16. 15
$-
$500,000
$1,000,000
$1,500,000
$2,000,000
$2,500,000
$3,000,000
Traditional Primary Storage
+ Backup + DR
ClearSky Service
Savings
53%
3 Year TCO – 100TB
$2.75M
$1.3M
$3M
$2M
$1.5M
$1M
$500K
$0
TCO Comparison
$2.5M
Storage Costs
Backup
Replication
Power Costs
Ongoing Operations
Professional Svc

17. 16
ClearSky MSP Architecture
iSCSI / Fiber
Channel
Object store
Public or private
(multiple Copies for Durability)
On-Prem ClearSky Components
Managed & Owned by ClearSky
Direct Object
Access
EDGE CACHE
All Flash
Cache • Block  Object Translation
• Secondary Cache
• Multi-Tenancy capable
Customer
SAN &
Compute
Nodes
DATA SERVICES
CLEARSKY
SECONDARY
CACHE

18. 17
Use Case: Fed Hill Consulting
The customer challenge
Their end user customers wanted to only pay for the storage they consumed
DRaaS is desired by the customers, but was complicated and expensive to deliver
ClearSky solution
Provide fully managed multi-tenant environment for MSP that delivers on-demand primary storage
with integrated backup and DR
MSP benefits
Lower ownership and management costs
Deliver value-added services (DRaaS) for extra margin $$ to end users

19. Thank you!
Storage Switzerland
http://www.storageswiss.com
georgeacrump@storageswiss.com
StorageSwiss on Twitter:
http://twitter.com/storageswiss
StorageSwiss on YouTube:
http://www.youtube.com/user/storageswiss
ClearSky
http://www.clearskydata.com
ClearSky on Twitter:
https://twitter.com/ClearSkyData
ClearSky on Facebook:
https://www.facebook.com/clearskydata

20. What’s Next in Storage for
Managed Service Providers?
For complete Audio and Q&A please register for the On Demand Version at:
http://bit.ly/NextMSPs