Here’s an edited transcript of my interview with Bob Davis, VP of Marketing for Atlantis Computing about their recently announced HyperScale Appliance.
Sanjeev: Hi, this is Sanjeev Aggarwal from SMB group and in today’s SMB spotlight I’m talking to Bob Davis, who is Atlantis Computing’s Vice President of Marketing. Hi Bob, thanks for joining me in this discussion. To start it would be good to know what types of storage solutions Altantis provides.
Bob: Okay, well first of all thank you for the opportunity to be on the call today, Sanjeev. We are excited to be launching an all-flash hyper-converged appliance, which we call Atlantis HyperScale, that provides not only compute, networking and storage, but all together in one box for up to 90% less cost than competing alternatives.
Sanjeev: And why should mid-size companies care about this solution?
Bob: I think the focus here is that this is the first commercially viable choice that SMBs have had to really adopt such a powerful component for their compute needs or their data center needs. It takes all of that functionality that I just described and makes it affordable, really addressing the needs for performance, which all-flash addresses, but it’s very expensive. It also provides simplicity, which our hyper-converged architecture promises but which has been priced out of the market for most, if not all SMBs.
Sanjeev: How do you define a hyper-converged appliance? And what services does this appliance provide?
Bob: Well, obviously the appliance manifests itself as a hardware box, as a hardware server. On it we provide an all-flash architecture, with the ability to deploy on any of your favorite hardware. For example, Super Micro, Cisco, HP or Lenovo servers, which contain, as I mentioned, compute capabilities, state of the art X86 compute capabilities and networking capabilities. So it plugs right into your infrastructure, and obviously your storage, and the storage comes in 12 and 24 TB configurations. Upon that architecture, it can run really any workload, any application. So far, customers have used it for things like desktop virtualization, database acceleration, collaboration, storage, and applications like email and other virtualized server applications that are found typically in SMB and commercial environments.
Sanjeev: Thanks. Cost is an important consideration for the mid-sized company, so how does the price point of the Atlantis solution compare to the competitors that have similar solutions?
Bob: You’re absolutely right, Sanjeev, I think cost and simplicity or time-to-value are two of the primary drivers that were included in the evolution and the development of this product line. From a cost point of view, our product starts at a price of $80,000 for an all-flash 12 TB appliance. Compare that with other all-flash appliances and you can spend up to $800,000. So a factor of 10 more expensive, even against lower performance hybrid type converged boxes you’re looking at a price savings of greater than 50%. So again, really making it commercially viable for the first time.
Sanjeev: How easy is it to deploy this appliance, and does one need to be a storage expert to deploy it?
Bob: Yeah, that points to the second of our previous comments and that is the simplicity aspect. That was really important to us, so we developed it with the idea that the customer would have very little in terms of an IT staff, that the IT Staff would be generalists or perhaps even an external IT staff. We wanted it to be able to be very straightforward. It takes less than 20 minutes to install at a customer site. Answer a few questions and boom the volumes serve up, the virtual server comes alive, and it’s available on the network for high performance. It’s very straightforward and the time-to-value is like lightning. So it’s really an awesome product for that market.
Sanjeev: And does this appliance integrate some of the previous storage systems that SMBs and mid-market companies have?
Bob: Yes, it conforms to every standard on the planet, it comes complete with networking, so it’s a plug and play component from that point of view, and serves up the storage to the network so it’s visible through the network management application that might be present at the site through common APIs.
Sanjeev: Okay, can you give some examples of initial targets for the vertical solutions and also some examples of mid-market beta customers that have tested the solution?
Bob: Sure, I think that you know, we have historically at Atlantis computing, seen a lot of pickup in the healthcare and financial services area for Software-Defined Storage as a category as a whole, Atlantis HyperScale has seen some similar kind of attraction, so mid-sized banks, regional banks, healthcare organizations, pharmacy, these are all verticals that have been very, very prominent. Another is schools. We’ve had tremendous success, historically and with Atlantis Hypsercale in the area of schools. A lot of the things that are in common in these environments, are desktops that move around whether its doctors, or students for example, or tellers, where I have a desktop virtualization application which by the way are very inefficient relative to storage and require a lot of performance which makes a hyper-converged architecture in this case, Atlantis HyperScale, perfect for those environments. And that is indeed the environment where our beta customers have come from, in addition to that, some retail and manufacturing facilities. And our customers have been both North America as well as EMIA, in terms of their geography, so we see a very global presence with Atlantis HyperScale.
Sanjeev: How does Atlantis go to market with the solution, does it sell directly or through channel partners?
Bob: Great question Sanjeev, because that’s very central to our strategy. We are going to market exclusively through Value-Added-Resellers, solution providers and so forth. We have an Atlantis Channel Program where we are beginning this through to our gold partners, but we will be expanding it to those that service the SMB market, that deal in storage virtualization markets. But again key point, a hundred percent through the channel is the fulfillment strategy of Atlantis Hyerscale
Sanjeev: And can you help mid-market companies connect with these partners?
Bob: Yes, you are able to go to our website at Atlantiscomputing.com, the HyperScale sections on the website are clear and from that you’ll be able to find a partner and get a quote. You’ll obviously get more information and really learn anything you’d like about Atlantis HyperScale and in this particular point, especially about where to buy it.
Sanjeev: Okay, thank you. Thanks for taking the time to talk to me today. I look forward to seeing the progress this innovative and competitive solution makes in the market.
Bob: Thank you very much Sanjeev, we will be sure to keep you and your listeners and readers apprised of our progress.