HP's MSA 1000 Provides Lesson Plan For SANs

Hewlett-Packard has created an entry-level SAN solution for the midmarket that focuses on simplicity and reducing the unknown in SAN adoption and deploying a storage-specific network.

HP's StorageWorks MSA1000—or Modular Smart Array—is designed for businesses that have little SAN storage. The MSA1000 is priced at just less than $10,000—a price point that has helped the technology gain tremendous acceptance in the midmarket. HP likes to call the product a starter kit because it gives solution providers everything they need to deploy their first SAN. The SAN includes all the management software for the array and the switch, with all the rich functionality built in, and is coupled with a simple-to-use GUI that is incorporated right into the Microsoft framework.

The MSA1000 comes in a base package, which includes the host adapters for either a high-availability single-server solution or a two-server nonredundant configuration; it also includes an integrated Fibre Channel switch, all the power supplies, cabling and all the configuration and monitoring software. At the same time, it is still highly customizable.

Customers can always add onto the SAN with HP's high-availability kit, so if solution providers underestimate the initial storage capacity, adding on to the SAN is no big deal. This then will give the solution provider a redundant solution for a two-node cluster or for a four-node entry-level SAN tool.

The configuration software must have a Windows server attached to the SAN for configuration. The array does support other operating systems, but users will not get the same simplicity with the automated tools as with the Windows VDS framework.

The licensing of the software is associated with the array, and the switch is associated with the SAN packaging, so there is no restriction per se on customers adding on to the SAN with additional enclosures and drives.

HP partnered with Microsoft and Q-Logic to offer training for the channel and create an awareness of the product offering. The companies have set up SAN demo kiosks or, as HP likes to put it, "SAN in a can," where solution providers are brought in and showed how easy it is to deploy a SAN.

HP claims that MSA sales for the past few years have jumped 30 percent, which the company attributes to the simplicity and the packaging of this product line. Most of the sales made in the midmarket space go through volume distribution partners. Incentives are provided for solution providers and customers just for trying out the SAN solution. Training is provided through a portal set up on HP's Web site, which provides a SAN 101 tutorial and everything solution providers would need to deploy the storage solution within a customer's infrastructure.

HP's PartnerOne program is nearly three years old and includes three levels. Platinum partners must have 15 HP-certified technical consultants on staff or generate $75 million in HP product revenue annually. Gold partners must employ five HP-certified technical consultants or generate $10 million in HP product revenue annually. Business partners are not required to meet authorization or revenue requirements and are simply authorized to sell HP's line of products. Solution providers can reach HP's Elite partner status by meeting additional technical and revenue requirements.