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Business Situation
Customers of HP-UX 11i understand that consolidating servers and taking
advantage of the increased power and performance of the operating environment
would lower the Total Cost of Ownership (TCO).
Financial justification is important for customers in
the Adaptive Enterprise. Customers need to know how IT Infrastructure
changes would save budgets, provide the infrastructure to improve business
agility, adapt quickly to changing business needs and improve the bottom
line profit. HP strives to help customers decide IT infrastructure trade-offs
that are factual and data impartial.
HP chose to partner with Alinean, the market-leading provider
of IT benchmarking and ROI measurement tools. The Alinean ROI Analyst was
selected to implement a formal TCO/ROI analysis program for the Business
Critical Servers business unit starting with the HP-UX 11i Operating Environment
and the HP-9000 AND HP Integrity Servers it powers.
Alinean is an independent and respected third-party supplier
of TCO/ROI analyses systems, unbiased and credible business value selling
software, models, research and training. Alinean has a unique and exclusive
relationship with IDC to research costs and supply the third-party data
so important for unbiased analysis.
Solution
Alinean developed a tool that could analyze any customers current
server opportunity, uncovering trouble spots in hard costs such as administration,
maintenance, support, upgrades, facilities and overhead, and soft costs
such as those caused by availability and security issues.
The ROI Analyst can be used to model and suggest compatible
configurations from HP and the competition. The model includes workload
and cost of ownership information for 500 different servers, eight operating
systems, eight databases, and over 40 different business applications.
“What-if” analysis can be performed to highlight the advantages of different
virtualization settings, platform selections, operating system, database
and application configurations, consolidation strategies, and fault tolerant
configurations. For each scenario, the team can quickly configure and
quantify the costs, benefits, TCO and ROI of each proposed option in order
to help the customer decide the best option.
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| Using the tool’s analytics, three
white papers were created by Alinean to highlight the value of
HP-UX 11i in typical sales situations, and aid in the sales process: |
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The Business Value of HP-UX 11i on
Integrity Servers vs. IBM AIX 5L on eServer»» |
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The Business Value of
HP-UX 11i on Integrity Servers vs.
Sun Solaris 10 on Sun Fire»» |
| These case studies establish the
business value of HP-UX 11i v2 on Integrity servers then compare
HP's enterprise UNIX TCO to that of either SUN Solaris or IBM AIX. |
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Savings of up to 13% over Sun Solaris 9 on SUN
Fire 15 k servers can be expected with HP-UX 11i on HP Integrity
Intel® servers, with incremental agility and adaptability benefits
providing additional upside for a total savings of 15% or more |
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Savings of up to 12% over IBM AIX on p6902 servers
can be expected with HP-UX 11i on HP Integrity Intel® servers,
with incremental agility and adaptability benefits providing additional
upside for a total savings of 14% or more |
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“Alinean support of HP’s TCO/ROI effort is exemplary, Alinean updates
ROI Analyst regularly with industry benchmark data and logic to keep abreast
of ever changing pricing, services and features. While customers can and
do undertake TCO/ROI studies on their own, the use of ROI Analyst with
its independent data, system, logic and benchmarking capabilities encourage
customers to partner with HP in these studies as a trusted advisor.”
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- Don Jenkins,
VP Marketing HP’s Business
Critical Systems
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The ROI Analyst proved beneficial for other HP business units who decided that
application and business process analysis is also valuable data for customers.
Since HP offers multiple operating environments, often on the same hardware
servers, TCO data for the operating environments can be added to the depth
of details in the ROI Analyst. The ROI Analyst is structured to provide analysis
for not only HP-UX 11i on HP Integrity servers, but to also show financial
trade-offs with Windows, Linux, or OpenVMS on the same HP Integrity server.
Customers not only want TCO trade offs with HP supplied systems
and services, but also with competitive systems. The ROI Analyst supports more
than 1,000 TCO and ROI analysis combinations with the addition of specific
templates that are user selectable. New templates are created by HP or Alinean
to support the analysis needs of customers. Field training is easier with
one system and multiple templates.
In the ROIAnalyst-Enterprise toolset licensed to HP, Alinean
has delivered ROI and TCO analytics for almost 40 different business value
selling models, covering everything from business process reengineering, technology
practice improvements, outsourcing data center and network management and
server TCO. In its initial phase, almost 1,000 HP consulting and sales professionals
have been trained on using the tools in over 45 different countries.
“Alinean support of HP’s TCO/ROI effort is exemplary,” say
Don Jenkins, VP Marketing of HP’s Business Critical Systems. “Alinean updates
ROIAnalyst regularly with industry benchmark data and logic to keep abreast
of ever changing pricing, services and features. While customers can and do
undertake TCO/ROI studies on their own, the use of ROIAnalyst with its independent
data, system, logic and benchmarking capabilities encourage customers to partner
with HP in these studies as a trusted advisor.”
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