BNY Mellon Insight Investments John Clark Technical Account Manager Month 06 2010 2010 Brocade Communications Systems Inc CONFIDENTIALFor Internal Use Only 1 Legal Disclaimer All or some of the products detailed in this presentation may still be under development and certain specific ID: 809643
Download The PPT/PDF document "Quarterly Meeting 2014 Case Study" is the property of its rightful owner. Permission is granted to download and print the materials on this web site for personal, non-commercial use only, and to display it on your personal computer provided you do not modify the materials and that you retain all copyright notices contained in the materials. By downloading content from our website, you accept the terms of this agreement.
Slide1
Quarterly Meeting 2014
Case StudyBNY Mellon Insight Investments
John ClarkTechnical Account ManagerMonth 06, 2010
© 2010 Brocade Communications Systems, Inc. CONFIDENTIAL—For Internal Use Only
1
Slide2Legal Disclaimer
All or some of the products detailed in this presentation may still be under development and certain specifications, including but not limited to, release dates, prices, and product features, may change. The products may not function as intended and a production version of the products may never be released. Even if a production version is released, it may be materially different from the pre-release version discussed in this presentation. NOTHING IN THIS PRESENTATION SHALL BE DEEMED TO CREATE A WARRANTY OF ANY KIND, EITHER EXPRESS OR IMPLIED, STATUTORY OR OTHERWISE, INCLUDING BUT NOT LIMITED TO, ANY IMPLIED WARRANTIES OF MERCHANTABILITY, FITNESS FOR A PARTICULAR PURPOSE, OR NONINFRINGEMENT OF THIRD-PARTY RIGHTS WITH RESPECT TO ANY PRODUCTS AND SERVICES REFERENCED HEREIN.
Brocade, the B-wing symbol, BigIron, DCX, Fabric OS, FastIron, IronView, NetIron, SAN Health, ServerIron, and TurboIron are registered trademarks, and Brocade Assurance, DCFM, Extraordinary Networks, and Brocade NET Health are trademarks of Brocade Communications Systems, Inc., in the United States and/or in other countries. Other brands, products, or service names mentioned are or may be trademarks or service marks of their respective owners.
3/10/2017
© 2010 Brocade Communications Systems, Inc. CONFIDENTIAL—For Internal Use Only
2
Slide3Win in Finance? How??
Challenger….
The Challenger Selling™ Model
The
Answer is Challenger
And even some good technical work!
Plus some old-school selling advantages
;)
Slide4Insight Investment
Company Background
3/10/2017© 2010 Brocade Communications Systems, Inc. CONFIDENTIAL—For Internal Use Only
4
Slide5Insight Investments
Company Background
HBOS plc
is a banking and insurance company in the United Kingdom, a wholly owned subsidiary of the
Lloyds Banking Group having been taken over in January 2009
. It is the holding company for Bank of Scotland plc
, which operates the Bank of Scotland and
Halifax
brands in the UK, as well as HBOS Australia and
HBOS Insurance & Investment Group Limited, the group's insurance division
.
Lloyds sells Insight Investment to Bank of New York Mellon November
2009
Lloyds inherited Insight in its rescue takeover of HBOS
Lloyds TSB shareholders give green light to HBOS acquisition November 20, 2008
The fate of HBOS appeared to be sealed yesterday after 96 per cent of Lloyds TSB shareholders voted to buy its rival at a meeting in Glasgow.
Insight Investment
manages funds for institutional and retail clients across a range of asset types including equities, bonds, derivatives and alternatives. Launched in 2002, Insight Investment has grown to be one of the largest asset managers in the UK
Slide6Sales Advantage – Foundry Win 2008
LAN & SAN Customer – Before Foundry
Aquisition
!
BigIron RX
Brocade DCX
Slide7Press Release & FY2009 Report
Win Highlighted by Brocade CEO Mike
Klayko
Home
>
Company
>
News Room
>
Press Releases
06/25/2009
Insight Investment
Standardises
on Brocade Across Ethernet and Storage Area Networks
Brocade DCX Backbone, Brocade BigIron RX, and FastIron SX Combine to Improve Back-up Efficiency by 30 Per Cent and Significantly Reduce Operational Costs
GENEVA--(BUSINESS WIRE)--Jun. 25, 2009-- Brocade® (
Nasdaq:BRCD
), today announced that Insight Investment, part of the
HBoS
group and a specialist asset manager at the forefront of designing investment solutions specifically intended to meet clients’ needs, has selected Brocade to provide its entire business network. With Brocade DCX Backbones in the storage fabric and Brocade BigIron RX and FastIron SX switches in a dual core-edge design, the company has been able to reduce overnight back-up times by almost a third whilst also reducing power consumption and heat production. This has allowed much better efficiencies to be gained from the machine rooms, resulting in an overall reduction of operating costs and providing further capacity for growth.
Customer Wins
Brocade showcased several data
center
and enterprise IP networking customer wins, including the San Diego Super Computer
Center
(SDSC), Mizuno, a number of Independent Operating Companies (IOCs), Insight Investment,
Denit
Hosting Solutions and
Purewire
.
SDSC -
http://newsroom.brocade.com/article_display.cfm?article_id=888
Mizuno -
http://newsroom.brocade.com/article_display.cfm?article_id=922
IOCs -
http://newsroom.brocade.com/article_display.cfm?article_id=932
Insight Investment -
http://newsroom.brocade.com/article_display.cfm?article_id=943
Brocade Reports Q3 FY 2009 Results
Revenue Up 35 Percent Year-Over-Year
SAN JOSE, Calif., August 20, 2009 - Brocade
®
(NASDAQ:BRCD) today reported financial results for its third fiscal quarter, which ended August 1, 2009. Brocade reported Q3 revenues of $493.3 million, reflecting 35 percent year-over-year growth.
Commenting on Brocade's third quarter financial results, Michael
Klayko
, Brocade CEO, said:
“We are very pleased with our financial performance which delivered a 35 percent year-over-year revenue growth and a healthy sequential increase in gross margins during a seasonally and economically challenging quarter. The traction Brocade has made in both new and existing partnerships, the opportunities we see in our core markets, combined with our continued product and technology innovation all demonstrate that we are executing on our well-defined strategy and make us optimistic for both the near- and long-term future.”
Recent Business Highlights
Slide8Post Project Customer Entertainment
Tower 42,
Old Broad Street
Slide9Existing
Network
Cisco Incumbent
Slide10Core Replacement
BigIron RX-16 & RX-8
Slide11Core Replacement
Acceptance Criteria
1) Bottleneck 80% of the current bandwidth is in use at night. The switches need to ensure this is improved.
The proposed designed of Foundry Rx-16 core switches features multiple 10 gig links. This will provide a ten fold increase in raw bandwidth to the servers.
2) Batch - Must perform no worse than current batch times
As detailed in point 1, the new network core provides a theoretical increase in bandwidth of 10 x that of the current network core. For both points one and two is should be noted that application response times and performance are dependent on many factors outside of the scope of the network upgrade, and that a 10 x increase in bandwidth does not guarantee a 10 x increase in batch times, or application response.
3) Load
The current network core has a maximum capacity of 32 gig. The proposed design of Foundry RX-16 switches provides 800 gig of capacity, and a capability to switches 1.14 billion packets per second, 32 times the performance of the current switches.
4) Interoperability -Needs to be compatible with Insight’s current components IP telephony
including recording, fax, existing switches, firewalls, proxy servers etc. The proposed network upgrade will provide the same functionality as prior to the upgrade, with an overall aim to improve failover, resilience, and performance. (4 and 5)
5) Security -Port security, ACL setting and VLAN segmentation
The proposed network upgrade will provide the same functionality as prior to the upgrade The current ACL’s, Port Security will evaluated and
rationlised
and set up as required. The VLAN configuration will modified to be more suited to the new network.
Slide12Edge Replacement
FastIron SX-1600
Slide13Latest Project
BNY Cisco Corporate Standard
3/10/2017© 2010 Brocade Communications Systems, Inc. CONFIDENTIAL—For Internal Use Only
13
Slide142014 – Current BNY Cisco network
Cisco Incumbent
Slide15Challenger
The Challenger Selling™ Model
Good position with original Insight Team
Unknown/possibly bad position with new BNY Team
Turn this to our advantage…..
Establish
credibility
- Already established as trusted advisor with original Insight Team…
Reframe thinking
- Change Core Replacement project thinking to Ethernet Fabric thinking
Appropriately
placed tension
- Offer
benefits of project success of previous team to new BNY Team…
Slide162014 – VDX 8770 Core Design
Slide17Thank You
© 2010 Brocade Communications Systems, Inc. CONFIDENTIAL—For Internal Use Only
17
Slide18Initial Project
Replacing Cisco Core
3/10/2017© 2010 Brocade Communications Systems, Inc. CONFIDENTIAL—For Internal Use Only
18
Slide19Existing
Network
Telephony & Voice Recording
Slide20Pre-Stage POC
K.I.S.S
– Remove VTP Before Migration Stages
Item
Description
Action on
1
Network Logical Design. NiSa provided a review of current logical network design, STP, Routing and resilience.
Information
2
Network diagrams. Updated network diagrams to be provided.
JiPe & JaPe
3
Pre Stage. Pre-Stage of kit to be carried out at . This will be scheduled for wc 3/11/08 (subject to delivery 31/10/08)
JiPe/NiSa/JoCl/DoGe
4
The migration will be based on the implementation of the RX switches into the core producing a 4 switch core. The edge switches will then be migrated over to the new core during weekend downtime. Phase-1 will be layer 2 only.
Information
5
Layer 2 Design & STP. PVST+ is based on IEEE802.1D standard and includes Cisco proprietary extensions. Rapid−PVST+ is based on IEEE 802.1w standard and will need to be implemented. The design and process will be verified during the pre-stage and lab.
Foundryonfiguration
for migration to be provided.
JoCl/JiPe
6
Cabling. Physical inspection of the current racks was carried out. The exact telco cable lengths are dependant of the rack design. Insight need to provide rack layer to agree correct telco cable order and patch panels
NiSa
7
Voice. The current telephony system needs to be migrated away from the core. The Cisco kit delivery needs to be confirmed.
DeTo
Insight Network Design
22
nd
October 2008
Slide21Pre-Stage POC
Etherchannel & Foundry LACP
Interop
interface
ethernet
2/1 link-aggregate configure port-priority 10 link-aggregate configure key 10000 link-aggregate active
!
interface
ethernet
2/2
link-aggregate configure port-priority 10
link-aggregate configure key 10000
link-aggregate active
!
interface
ethernet
2/3
rstp admin-pt2pt-mac link-aggregate configure key 10200
link-aggregate configure timeout short link-aggregate passive
!interface ethernet 2/4
rstp admin-pt2pt-mac link-aggregate configure key 10200 link-aggregate configure timeout short link-aggregate passive!interface ethernet 2/19 rstp admin-pt2pt-mac
!interface
ethernet 2/24 rstp admin-pt2pt-mac
interface Port-channel11
switchport
trunk encapsulation dot1q
switchport
mode trunk
!
interface Port-channel12
switchport
trunk encapsulation dot1q
switchport
mode trunk
speed
nonegotiate
!
interface GigabitEthernet1/0/1
description to Core switches
switchport
trunk encapsulation dot1q
switchport mode trunk load-interval 30 channel-group 11 mode active!interface GigabitEthernet1/0/2 description to Core switches switchport trunk encapsulation dot1q switchport mode trunk load-interval 30 speed nonegotiate channel-group 11 mode active!interface GigabitEthernet1/0/3 description to Core switches switchport trunk encapsulation dot1q switchport mode trunk speed nonegotiate channel-group 22 mode active!interface GigabitEthernet1/0/4 description to Core switches switchport trunk encapsulation dot1q
switchport mode trunk speed nonegotiate channel-group 22 mode active