[ Subtitles have been automatically generated ] Hello. Good morning everyone. I'm Ashka Radheya. I'm a product manager with the Keystone team. Thank you for joining my session. NetApp Keystone stars foundations. Just some housekeeping rules before we get started. All the material in these slides are confidential, so please don't share them without written permission from NetApp. We also have a couple of other technical presentations as well as customer presentations on Keystone. I will add a link or reference to those presentations at the end of this slide. Do check them out. In this session I will walk you through how NetApp Keystone stars Transform storage consumption. Unlocking a cloud like experience on prem in your own data center. In the agenda, we will cover storage as a service or stash. Overview. I will introduce Keystone stars to you and we will deep dive into some of the benefits of stars. And lastly, why Keystone wins with our customers. Firstly, before we get started, I want to make sure everyone here is familiar with the concept of stars. To do that, I will give you a simple everyday life scenario. Let's say I have just moved to San Jose and need a car to commute. I have three options. I could either buy a car, I could lease a car, or I could get an Uber. If I buy a car, I can drive without limitations or any restrictions on mileage. But of course, there are downsides, such as it requires an upfront investment and there is a maintenance cost. If I lease, there is no upfront investment and it comes with much lower maintenance. But there is a limitation on mileage of 10 to 12 miles a year, and I'm locked into the contract for three years. If I get an Uber, there is no upfront investment. There are no overheads. I can call for it whenever I need to, but there is an unpredictable dollar surge and of course I can't use it for long distance. Right. For example, if I want to go from San Jose to Napa, Uber is not the first option I would think of. It would be expensive. And even if I do find an Uber driver, I don't know if you would want to hang out there the whole day. And the third is trust and safety. Would I always trust a random person to drive me around the city? And out of all of these. The biggest disadvantage is the unpredictable dollar surge. I'm sure all of you have experienced it going to the airport or when you got to Vegas trying to get to the sphere, expecting to pay about $1,012, but having to shell out like $2,530 plus the wait weight involved, right? So that's not a fun experience. But what if I could say that there is a better option available? Commute as a service. So what is commute as a service? I know my usage and I only commit and pay for what I need. I'm going to break down my commute into work, travel and leisure travel. My work travel is about three times a week, amounting to 40 miles a week. And leisure travel is all the travel I do for groceries. My pickleball game and maybe weekend trips, or some kind of hiking or winery trips that I do. All of this amounts to 6000 miles a year. This commit is much lesser than the assumption of leasing model, which is about 10 to 12,000 miles a year. There are no maintenance or upfront overheads. I don't have to worry about the car I'm driving because as long as I'm able to drive this distance Without any limitations and at the performance I have required, I'm okay. But the only catch is I am responsible for fuel because I can't get too greedy, right? But with this model, someone could question that. This doesn't account for any random, uh, unplanned trips that I might want to take. Well, that's not a problem because this comes with a 20% buffer. So let's say I want to do a summer trip to Yosemite or a weekend trip to Tahoe. I can absolutely do that because that is covered within the 6000 miles, uh, buffer of 20% . That is 1200 miles. So that gives me the flexibility tohave some kind of unplanned trips accommodated. Someone could question that. What if I really get into hiking and I want to do more frequent trips to Yosemite? Let's say once a month. And that doesn't get covered in the 6000 miles. That's all right. Whenever I decide to take that up as a hobby, I have the option to increase my commit from 6000 to 11,000 miles a year. But someone could then say that you are going to have a baby in December. Do you really think you're going to have monthly trips to Yosemite? Well, I'll say probably not, but come January I can reduce my commit and make it to once every two months. And let's say that comes up to a reduction of 2500 miles. I can absolutely do that with this and reduce my commit from 11,000 to 8500 miles a year. Great. Then what if with a baby, I need more space in a car or a more spacious car for the car seat, the stroller, or the Amazon return boxes or whatever else, right? So that's all right too, because with this model, I can upgrade from a sedan to a SUV. But then what if I end up with a car which is really fuel inefficient? Well, that's not a problem as well, because this comes with a guaranteed fuel efficiency of 36 miles per gallon. So I can be rest assured that I will get a fuel efficient car. Well, at this point, I'm sure anyone faced with this scenario is convinced that commute as a service works best for their requirements. So this model is what Keystone brings to storage.as a service is a consumption based pay as you grow model, which removes the burden of storage, management and lengthy procurement cycles. With the evolution of storage market, we have seen various models develop and evolve and being offered to organizations to meet their storage infrastructure. But let us see where Stass fits in all of this. So Stass doesn't require an upfront capital investment. Stass offers the security of on prem data storage. The maintenance overhead of storage systems is on NetApp to make sure that we are able to deliver the performance that our customers have committed to with the scaling flexibility. Storage is always right sized based on the requirement at that point of time. And while the capacity consumption is flexible but not many variables in terms of pricing or rates, unlike Cloud, which has multiple performance levers, data ingress, egress, and in general, higher price volatility. So we can safely say that storage as a service fits in and blends the best of all models. We have spoken to market analysts such as Gartner and IDC, and they have also confirmed that status is a top trend in the enterprise storage market. With these needs, we can clearly see a shift to status, and this is a trend reported by many other industry analysts as well. So status essentially transforms the approach from a product based storage to an outcome based service. Outcome based service is where the focus is on performance, duration of the service and the capacity requirement, and all the while abstracting the product that is used to deliver these outcomes and all of the storage system administration and maintenance headache is on NetApp or on the partners. So let's see what are the benefits of outcome based Keystone status. It's simple to get started and scale. It's agile and flexible, like the cloud. It's transparent storage consumption. It gives visibility into data center operations and costs. And it optimizes storage management resources. Let's introduce or look at what specifically is NetApp Keystone SAS. Keystone is an integrated hybrid multi-cloud storage service. It is consumption based pay as you grow outcome driven source storage solution. Customers only pay for outcomes they have purchased, that is capacity and performance and only pay for what they use, giving them the flexibility to scale. It comes with built in data protection features such as snapshots and autonomous ransomware protection. And these and all other features that ONTAP offers and that our customers know and love. It is a service backed by SLA guarantees around availability , performance and sustainability. Customers have the flexibility to move some of their workloads or applications to the cloud with the ONTAP operating model throughout for a seamless experience. And all of this comes in with complete support from NetApp, as well as partners taking care of all their storage system management functions. Based on the customer's workload, storage, and performance requirements, we have different service tiers. You can see that we have recommendations depending on the workloads. So if a customer has a high performing ML workload requirement, we would recommend an extreme service tier, whereas if they have a backup database requirement, we would probably recommend a value service tier. With extreme, we offer sub one millisecond latency, whereas for backup it's under 17 milliseconds. And as you can see, our service covers multiple storage protocols such as NFS, SMB, CIFs, iSCSI, Fibre Channel, as well as S3. The Keystone based storage service comes in with the option to add on certain services to the subscription. The first one and the newest one is NetApp, Cloud Insights or NetApp Data Infrastructure Insights, which offers a single pane of glass observability for the entire data center operations, whether it has Keystone or non Keystone storage, whether it has NetApp or non NetApp storage, as well as all the compute elements within the data center. Next is enhanced data management. Add ons such as Advanced data protection or MetroCluster or data tiering, which enables the customer to tier certain data to the cloud or to non NetApp destinations. There is the option to hold on to non-returnable non-volatile components of the storage at the end of the subscription, in case the customer doesn't want to return it for a small fee. There is an option to get support exclusively from US citizens, which is especially useful for our federal or government customers. And lastly, there is an option for co-location if you don't want the hardware to be in your own data center. If for whatever reason you're scaling down or don't want to scale up your data center operations, there is an option to have the hardware installed at an Equinix colocation of your choice. Now let's deep dive into the benefits of Keystone stars. The first one being it's simple to get started and scale. Let's see how easy it is to get started with NetApp Keystone. Getting started with Keystone is as simple as one, two, three. All we need is three customer inputs the what, the where, and the duration in the what. We need answers to what workloads the customer has and what are their performance needs. With service tiers, can we map them to and what capacity of storage is required and which add ons does the customer need such as? Do they need Cloud Insights? Do they need advanced data protection or Nrd or USC's? Or none of them? Where do they want all of this? In their own data center or in an Equinix? Colo. And for what duration? Which can range from 1 to 5 years. In some cases, we see that customers already know exactly what their requirements are. But in some cases, we can help the customer identify or narrow down their requirements by offering an optional Cloud Insights workload Analysis workshop where we run Cloud Insights or data infrastructure insights in the customer's environment for two weeks and observe their workload requirements, which helps us to map their workloads to the service tiers and capacity requirements. Bydrawing up I o density report. This is just an example of how a customer can get started. So let's say their workloads are databases and media objects. The service tiers are extreme sorry premium and object to 50 tips and 1000 tebibytes and they choose to add on data tiering of 100 tebibytes. They want this in their own data center in Texas, and they just want it at one site. And they have chosen the service for a term of three years, and they have chosen to pay monthly in arrears. That's it. All we need are answers to these questions and these inputs to spin up a Keystone subscription. Let's look at the second benefit. How is it agile like the cloud. What happens after a subscription activation. Right. So let's say there is a subscription with premium 250 Tebibyte and object 1000 Tebibyte. And we see that when they start out or throughout the duration of the subscription, the object service level is well within the committed range or the usage is well within the committed range. But for premium, we see slight spikes in consumption as it goes into slightly over the committed range or into the dark blue region. So that is an instance where the subscription is consuming more than the commit, or what we call as burst. So when we notice that a particular subscription or service level is consuming burst, we recommend that the customer increase their commit for that service level, because within our service, we say that we will meet the performance needs for the storage up to 120% of the commit, and if they burst or their usage is over 120% of the commit, we might not be able to meet those performance requirements. So to avoid that situation, we always recommend to the customer that whenever they observe constant burst usage, they upgrade. Or rather add capacity to that particular service level, which gives them room to scale and which makes it agile like the cloud. All right. So what's the next benefit? It is flexible. Okay. Let's see how. So after subscription activation the customer has the option to add capacity. They have the option to add service tiers. They can reduce capacity. They can reallocate their spend from on prem to the cloud. And they can add any add ons to their subscription. Any of these modifications can be done either via a digital wallet, or it can be done by reaching out to their Csms or Keystone success managers, and any modifications done during the term would be up to the end of the subscription. So let's look at the subscription, which started out with certain commit for extreme service level. We see that in the first year they notice a burst. So they add some more capacity to that service level. Then they still notice some more burst and assess that maybe this requires another service level. So they add another service level standard to the subscription, which is again going into burst. So then that prompts them to add some more capacity to the standard service level. So this way we can see that we have the flexibility to add capacity, as well as add service levels to a subscription based on the needs at that time. Well, let's say we want to reduce capacity for whatever reasons. Our needs have changed and we don't need as much storage. So if a subscription has started out at a higher capacity, but now we notice that we need to reduce it. We can absolutely do that. But that comes in with certain guardrails or limitations, such as the reduction has to be up to 25% of the commit at that time. And there are certain requirements of the minimum annual contract value as well, as this can only be done when it is an upfront annual billing. Customers have the flexibility to reallocate spend to the cloud, so if the customers have committed to certain on prem spend, but then they realize they want to move some workloads or applications to the cloud, they can absolutely do that by reallocating up to 25% of their spend to CVO. And of course, their cloud spend can grow or ramp up independent of what their on prem spend is, and there are no limitations around that. Let's look at the next benefit. How do we offer transparency in storage consumption. So we do this through our very robust self-service dashboard. And we report on alerts and warnings, historical consumption, current consumption performance reporting as well as offer APIs. Apart from that, we have our service backed by SLAs, which makes sure thatwe stand behind our service and stand behind our word to deliver the performance. So let's look at alerts and warnings. So this is a screen which shows NetApp digital advisor. One portion of the Digital Advisor is Keystone subscription widgets. So as you can see here, we have or can show a summary of all the subscriptions that a customer might have. If the customer goes into all subscriptions, they will get a list of all the subscriptions, but at a high level they get to see any alerts around their subscription so they can see how many subscriptions are coming up for renewal or expiring soon, or how many subscriptions have shows warnings associated with them, and all they need to do is click on the four subscriptions that you see here to find out which are those four subscriptions coming up for renewal, and maybe reach out to the Csms and make a decision on whether or not they want to renew it. So this one screen gives a lot of actionable insights that the customer can take for their subscription. If they want to look at historical consumption, they can do so by navigating to the list of all subscriptions and clicking on the widget to look at historical consumption. So let's say they want to see their consumption from 1st October 2023 to end of August 2024. Right. So they can select the dates and then they will see historical consumption for each service level within their subscription. So first we see extreme. So we see that um up to Jan 2024 their usage is um normal meaning it is within 80% of the commit from Jan 2024. It goes higher than 80% of their commit, which is still okay , but just something to keep an eye on. Next we see the premium service level and that shows that the subscription has been or the service level has been in burst usage since 1st October, all the way to August 2024, indicating that the customer might want to think about increasing their capacity commits to make sure we are able to meet their performance obligations. Let's see how can they look at currentconsumption? So again, they can go to the list of all subscriptions. Click on the widget to look at current consumption. They can see here that their current consumption tab shows the service levels within the subscription, and they can see that both premium and Standard are consuming. Above the comet premium is in burst, whereas standard is above burst, meaning it is above 120% of the comet. So now the customer might want to double click, let's say, into premium and see whether or not we are able to meet the performance requirements of premium service level. So they can do that by navigating to the performance tab, putting in the date range. And here we can see that the target IOPs per tebibyte for a premium service level is 4096. But the performance we are delivering is, uh, under like 250 or 300 IOPs per tebibyte. Now, this could be for two reasons. One is either the application or workload running on this volume does not require or demand a higher performance, or second, it is actually requiring a high performance, but for whatever reason we are not able to. Our systems are not able to deliver it, in which case we would need to look at other performance metrics to make sure that's not the case. And if it is indeed a situation where we are not able to. Our systems are not able to deliver performance. It would get captured in the latency metric, right? So if I look at latency, I can see that okay, for premium it targets a latency of under two milliseconds. And we can see here that we have consistently delivered that. So we are all good. And the customer can confirm that they are getting the performance that they have purchased. Next are reporting APIs. So all of this reporting that we saw is on the UI of Digital advisor that is either in IQ or Blue XP, but it would require the customer to log in to a Blue XP or IQ and manually click through these reports. But if the partner or customer wants to automate this data ingestion, we have public APIs that can enable them to do so and get information on capacity commits on any burst usage by subscription, by service level for a given date range. Right? And very soon we are going to have APIs which enable um API, uh API data ingestion for all the data in all of our Keystone widgets. Next we look at SLAs. So like I said, Keystone status is backed by four SLA guarantees. The first is availability, where we guarantee five nines of uptime up to 120% of committed capacity. The next is performance, where we guarantee that we will meet the target latency associated with each service level. The third is sustainability, where we guarantee a certain watts per tebibyte energy consumption that aligns to every service tier. And the fourth is Ransomware Recovery Guarantee. Now the last one is something that the customer has to purchase. And what it essentially guarantees is all the snapshot data that is within a SnapLock compliant volume will be recovered in an event of a snap in an event of a ransomware attack, right? So in this, we basically make sure that your SnapLock compliant volumes are properly configured and a professional services team goes in and validates that. And we can absolutely make sure that in an event of a ransomware attack, you will not lose the data that is in there. So all of this is supported by a 24 over seven dedicated line of support, as well as a strong Keystone success manager team who are with you all along the way to manage your subscription. And it comes in with SLA reporting for our csms and internal audience so that we can look at any proactive remediation we can take to avoid a situation of breach. And of course, in an event where we are not able to meet any of our SLAs to make up for it, there is a service credit element involved where we try to make good on our promise. All right. The next benefit we look at is how do we offer visibility into data center operations and costs. So like I said this is a new announcement that we are making, which is the introduction of Cloud Insights or Data Infrastructure Insights with Keystone stats. So what is Cloud Insights or Data Infrastructure Insights? So it is essentially a vendor agnostic, uh, monitoring software tool which allows the customer to monitor and view in a single pane of glass their entire data infrastructure, irrespective of vendors. So it is one place or one dashboard where you can see your Keystone non Keystone NetApp non NetApp elements in your data center and monitor performance, availability and all or any other metrics related to that hardware. It helps our customers optimize cost and storage efficiency across their data infrastructure. Um, and it comes with certain features like storage, workload security, uh, custom alerts and custom dashboards, which are really appreciated by our customers. So complimenting Cloud Insights with Keystone enhances Keystone offer and makes it an intelligent monitoring, troubleshooting and optimizing solution to our service. So essentially the big picture is we have these service tiers or base service tiers. Within Keystone. We have add ons like NetApp Cloud Insights, and we have other add ons which can all be purchased as part of one quart, one subscription and one invoice. It will all be metered and invoiced in one place, and it just makes it easy to transact and makes it easy to consume all of these awesome features that we have within our NetApp portfolio. These are just some of the added features that you get with Cloud Insights. It comes in with intelligent insights generated through machine learning, proactive threat detection and data security discovery and health checks, which you can set up, and some, um, preset dashboards that you can download and start running for your environment, as well as powerful, customizable insights and visualizations. So we are expecting or rather, we have launched it, um, starting September 30th, it's going to be available to court for new and existing Keystone subscriptions. Um, and all of them can add it to their subscription. And all the existing functionality of Cloud Insights would be available to, um, Keystone clusters. Um, and again, it would be part of one court, one subscription, one invoice. The last benefit we look at is how do we optimize storage management resources with Keystone stars? So in a traditional data center, infrastructure management and storage system management is handled by the customer requiring specialized dedicated storage professional resources. Right. But with Keystone stars we take away some of those responsibilities and break it up into data center infrastructure management, which is on the customer, and storage system management, which either NetApp takes care of or the partner takes care of. So if we have a deployment or install task, the site readiness and networking elements are taken care of by the customer. But the actual installation rack and stack is done by NetApp or the partner. In terms of maintenance, of course the customer would have their metrics to track and would be monitoring performance, availability and capacity. But any config changes required or any maintenance required in terms of firmware or software upgrade would be done by NetApp so the customer can be rest assured that the performance or availability that they are expecting will be delivered to them, without worrying about how or what hardware is used to deliver it. The operation aspect is still mostly with the customer. That's what gives them the flexibility. So anything to do with creating provisioning a volume data management. Data access management is with the customer, but the entire support function 24 over seven remote storage monitoring, part replacement, um, infrastructure decommissioning. All of that is with NetApp or the partner. So as you can see, this would free up some of the dedicated storage resources that our customers might have. And they can be redirected to some other tasks. All right. So why do customers like Keystone or love Keystone and why do they keep coming back? And how are we able to meet our 0% attrition. So wesaw all of these features in some form. But Keystone is better because it is flexible. A customer can start with as less as 25 Tebibytes we give the flexibility to reallocate on prem spend to the cloud. We allow customers to reduce their capacity commits and give them the flexibility to tier some of their data to non NetApp storage as well as to the cloud. It is reliable and transparent with the SLAs we offer, with the dedicated line of support and csms that are always there to help you. We have a very strong partner ecosystem which can help you all along the way, depending on what it is that you need. Um, and of course, we take over complete storage system management, and you don't have to worry about the hardware element of the, uh, of storage in terms of technology. We can offer multiple service tiers with one platform. We have a powerful ONTAP ecosystem which can be utilized on prem as well as in the cloud. And all of that can be consumed through Keystone. It comes in with the ONTAP features that you know and love, um, such as data protection on box ransomware detection as well as we are one of the only storage, or rather the only storage vendor which comes integrated with a software like Cloud Insights, which gives unparalleled monitoring capabilities. And it is because of all of these features together that we see that we are dominating or having wins across verticals and segments such as entertainment, auto manufacturers, credit bureaus, semiconductor, Adas and many more. We especially see growth in the finance and healthcare sector with all the regulations and requirement to be on prem, but with this solution, it gives customers the flexibility and option to scale when they need it and how they need it. So to conclude, these are some of the ways or data points we have to say that we are indeed winning in the market. So some of the key takeaways Keystone is simple and easy to scale. We let you simplify storage system management, and you can start small and start simple and scale as you need. You can pay as you use and pay for what you consume on your own terms, whethermonthly or annual. And we offer cloud like storage with the security of on prem in your own data center. So these are some of the other sessions I want to highlight. 1594 is what we just covered. In addition we have 1467 which is a technical deep dive into Keystone stats and 1486, which highlights how AIOps streamlines processes for NetApp Keystone stars. And please stay connected, stay in touch and reach out to me. Um, my name is Aashka Aradhya. You can find me on all platforms, um, LinkedIn, uh, ECS email and let me know what you thought of this session. And lastly, thank you.