Download - 09 - Storage (Optional) - Sales Manager
© 2010 IBM CorporationSmarter Systems for a Smarter Planet
IBM and Business Partner PresentationIBM and Business Partner PresentationMay 2010May 2010
IBM System x with IBM StorageIBM System x with IBM Storage
2© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
Table of Contents
Introduction to the Storage Market
System x and Storage: Why sell IBM components together
System x and Storage: What to sell
System x and Storage: How to SellSystem x and Storage: How to Sell
Positioning IBM Storage with System x
Resources for IBM Storage with System x
Storage Product Details
Call to Action
3© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
Introduction to the Storage Market
4© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
2.5 billion RFID tags sold in 2009
900 million GPS devices sold annuallyby 2013
76 million smart electric meters in 2009. 200M by 2014
Text messages generate 400TB of data daily in the U.S.
MRIs will generate a Petabyte of data globally this year
The World is Becoming Smarter Every DayWhat’s Making it Smarter? More Information!
5© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
Clients are Struggling to Keep Up and Spending to Address Top Issues Top issues and initiatives for storage managers
Source: TheInfoPro Storage Study (12/14/09), n=186.
Managing Complexity
Backup Administration
& Management
Managing Costs
Proper Capacity Forecasting &
Storage Reporting
Managing Storage Growth
Source: The InfoPro Storage Study (12/14/09): F1000 Sample. Wave 13, n=183.
0% 20%
Archiving
Improving Performance
Virtualization Adoption
Backup Redesign
Technology Refresh
Consolidation
Tiered Storage Buildout
*Note that due to multiple responses per interview, total exceeds 100%. This is a partial list of responses received, showing only the top issues and initiatives.
0% 20% 40% 60%
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Smarter Systems for a Smarter Planet
Critical Success Factors
Data ProtectionMaintain access to information throughout its useful life
Storage Efficiency Reduce cost, improve performance, increase flexibility
Service DeliveryUnderstand what you have, improve service, beat expectations
Managing Information Growth without Complexity
7© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
System x and Storage: Why Sell IBM components together
8© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
Add commissions by selling “The Bigger Deal” as a Solution– Competition (HP & DELL) win deals by focusing on “building” complete solutions– The thought process is to sell SOLUTIONS to customers, NOT boxes!! – Your choice: sell solutions or don’t make the sale!– Increase the transaction size & margin selling IBM Storage with System x and BladeCenter– To understand commission on exact storage products, talk to your geo manager
Example of increased revenue through a single customer– Customer #1 buys: 3 System x servers: (~$10K / each) $30,000 (example purposes only)– Customer #2 buys: 3 System x servers with Storage:
1 DS3200 SAS dual controller w/12 drives 300GB SAS + cables $14,943* 1 LTO Tape drive TS2240 + cable $3,236* Incremental Product Revenue towards your Commissions $17,179*IBM or BP provided Services Revenue +$+ (based on geo and
service)
*Approximated list prices before discounts
Remember to complement your
server and storage sale with
services
System x portfolio
IBM Storage portfolio
$30K $17K
$47K$47K (+57%)
Why sell System x together with IBM Storage > More Commissions in your Pocket!
9© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
“CYA” - Cover your assets by selling IBM Storage with System x– Build barriers around your accounts to keep System x competitors out by selling solutions not boxes
• Work as ONE IBM. HP works as ONE across servers and storage; EMC and Dell work as one company
• Non-IBM Storage vendors can open the doors to System x competitors• Identify cross-brand opportunities and involve the proper sales team to back you up
Competitive X86 servers & top relationships to non-Proprietary External Storage vendors:HP HDSDell EMC, LSICisco EMC, Oracle/SunOracle/Sun HDS
IBM Storage Group competitors:EMC, HP, Dell, Hitachi Data Systems (HDS), Oracle/Sun. NetApp
System x portfolio
IBM Storage portfolio
We can team with these storage OEM’s, but who are they teaming with when we
are not looking?
Why sell System x together with IBM Storage > Keep the competition out!
10© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
System x and Storage: What to Sell
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Smarter Systems for a Smarter Planet
Where the Storage offerings fit?
– Complementary System x and IBM Storage offerings better position and differentiate IBM
– IBM external storage: for multi-server, shared-storage System x environments (DS5000/DS3000 and N3400)
– IBM Linear Tape Options (LTO 5): Gen 5 tape series with System x for removable data protection and security (TS2350/TS2250)
Mapping System x to selected IBM Storage > Where Storage Fits
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Smarter Systems for a Smarter Planet
Key messages for the System x to IBM Storage link(Scalability, resource optimization & energy savings)
– DS3500: (Entry Level Disk Storage)• Entry level disk storage for System x database workloads• Options of 6Gbps SAS, 6 Gbps SAS with 1 Gbps iSCSI networking technology and 6 Gbps SAS with 8 Gbps Fibre
Channel connectivity
– DS3950/DS5020: (Lower Mid-range Disk Storage)• Excellent mid-range disk storage for System x database workloads• Workloads: consolidation & virtualization, interactive database & OLTP, and HPC & Data Warehouse applications • These System storage units are the same; DS5020 ordered via AAS; and DS3950 ordered via HVEC & Accelerator
– DS5100/5300: (Upper Mid-range Disk Storage)• Enterprise performance and highly scalable for HPC and mixed workloads• Strength in IOPS and MB/s; ideal for System x virtualization environments
– N3400: (Entry Level Disk Storage)• Entry level and lower mid-range storage needs with unified (file and block) storage for versatility• High integration with core business applications for virtualization and database
– TS2250/TS2350: (Application Managed encryption)• TS2250 with LTO5 technology provides adequate performance & capacity for System x servers in any industry• Encryption in the LTO Gen 5 tape drive can be performed at native data rates
– IBM Storage Manager software tools for System x are easy to use and implement
Mapping System x to selected IBM Storage > Key Messages
13© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
When Choosing the best Enterprise x86 Servers don’t forget:Shared/External Storage Drives from IBM System Storage™
DS3000 Series DS5000 Series
Workloads
• Entry level and distributed enterprise sites
• Excellent for applications with interactive database workloads
Value Proposition
• Performance at lower price and reduced TCO
• DS3500: Energy Star certified and allows users to lower power consumption by 10 %*
Workloads
• Entry level and distributed enterprise sites
• Excellent for applications with interactive database workloads
Value Proposition
• Performance at lower price and reduced TCO
• DS3500: Energy Star certified and allows users to lower power consumption by 10 %*
Workloads
• Mixed workload / consolidation / virtualization environments
• Excellent for applications with interactive database workloads
Value Proposition
• Mid-range performance for compute-intensive and core business applications
• No one else has the balance in both IOPS and MB/s
Workloads
• Mixed workload / consolidation / virtualization environments
• Excellent for applications with interactive database workloads
Value Proposition
• Mid-range performance for compute-intensive and core business applications
• No one else has the balance in both IOPS and MB/s
N3000 Series
Workloads
• Entry level and mid-range storage needs.
• High integration with core business applications for virtualization and database
Value Proposition
• Unified (file and block) storage for versatility
• N3400: reduced TCO of up to 50% with bundled Software Packs
Workloads
• Entry level and mid-range storage needs.
• High integration with core business applications for virtualization and database
Value Proposition
• Unified (file and block) storage for versatility
• N3400: reduced TCO of up to 50% with bundled Software Packs
DS3500
Announce: February 9 GA: March 5 Announce: February 9 GA: March 5 (Not Available for BladeCenter at this time)(Not Available for BladeCenter at this time)
DS5000
View more details on Storage Devices for System x: DS3000/DS5000 and N3000
N3400NewNew Announce
date May 18
*When compared with its predecessor the DS3000
14© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
When Choosing the best Enterprise x86 Servers don’t forget: Linear Tape Options from IBM System Storage™
TS2250/TS2350 Express
WorkloadsTape: integral part of storage hierarchy:
• 4-15X more data on tape than disk • Cost effective, removable, portable• High volumetric efficiency
• Complete data protection and security strategy• Tape provides “infinite capacity” on demand• With LTO5 6Gbps SAS interface, Higher speed
allows data to be moved faster into the drive Value Proposition• Helps reduce costs with lower power consumption,
consolidation and space reduction • Supports media partitioning on LTO™ Ultrium™ 5
Media and new IBM Long Term File System technology
• Nearly doubles the cartridge capacity of previous-generation LTO4 drives
• Designed to provide greater capacity and performance to address the most demanding backup and archiving requirements
WorkloadsTape: integral part of storage hierarchy:
• 4-15X more data on tape than disk • Cost effective, removable, portable• High volumetric efficiency
• Complete data protection and security strategy• Tape provides “infinite capacity” on demand• With LTO5 6Gbps SAS interface, Higher speed
allows data to be moved faster into the drive Value Proposition• Helps reduce costs with lower power consumption,
consolidation and space reduction • Supports media partitioning on LTO™ Ultrium™ 5
Media and new IBM Long Term File System technology
• Nearly doubles the cartridge capacity of previous-generation LTO4 drives
• Designed to provide greater capacity and performance to address the most demanding backup and archiving requirements
LTO Tape Series
New
15© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
System x and Storage: How to Sell
Positioning IBM Storage with System x
16© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
IBM System Storage criteria for System x ServersDifferentiating Criteria for level of External Storage Needs
Entry Level Lower Mid-Range Upper Mid-Range
# of Servers to attach 1 to 10 servers 10 to 20 servers > 20 servers
Client Key Decision Points • Low Cost, • Easy installation /
management• Reliability / availability
• Performance value / scalability
• Reliability / high availability
• Premium replication features
• Easy management
• Balanced, scalable performance• Business Continuity through highest
availability / reliability, and premium replication features
• Configuration flexibility • Service and Support
Aggregate IOPS workload2 Up to ~ 16,000 IOPS Up to ~ 40,000 IOPS Up to ~ 130,000 IOPS
Aggregate MB/s workload Up to ~ 900 MB/s Up to ~1,600 MB/s Up to ~ 6,400 MB/s
Host connectivity SAS, iSCSI, FC iSCSI, FC iSCSI, FC
Attach method DAS, NAS, SAN NAS, SAN NAS, SAN
Max raw disk capacity per system controller(supported drive types)
DS: 96 TB¹ / N: 136 TB
(SAS, SATA)
DS: 224 TB / N: 840 TB
(FC, FDE, SATA)
DS: 960 TB / N: 1176 TB
(SSD, FDE, FC, SATA)
DS Series DS3200, DS3300, DS3400 DS3950/DS5020 DS5100, DS5300
N Series N3300, N3400, N3600 N6040, N6060, N6070 N7900
Price Band < $50k $50-$150k $50-$300k
Environment Windows, Linux, VMware Windows, Linux, VMware Windows, Linux, VMware
¹Considers 2TB SATA drive option to be announced April 132Based on max disk IOPS using 75/25 read/write mix2
17© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
Storage Positioning for System x
High-End Large Enterprise Centric Storage:(Special case Storage for System x & BladeCenter)• DS8000, SVC, XIV
Up
pe
rM
id-R
an
ge
Sto
rag
e
DS5000• Modular, scalable disk storage (start small and grow incrementally)• Low cost /TB• Basic snapshot and mirroring capabilities• Strength in IOPS and MB/s; ideal for mixed workload / consolidation / virtualization environments• Optimized for capacity < 50TBs
Lo
we
rM
id-R
an
ge
Sto
rag
e
Distributed
Hig
h-E
nd
Sto
rag
e
NAS
N series• NAS or File Sharing• Concurrent unified file & block support • SnapManager Application integrated with core business applications• Data protection and recovery• Gateway for IP connect to competitive FC disk
En
try
Le
ve
lS
tora
ge
DS3000• Distributed/Remote office, low-end modular
Tape
LT
OS
up
po
rts
all
ran
ge
s o
f in
du
strie
s a
nd
co
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y si
zes
18© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
Storage Positioning for System x Choosing DS Series or N Series?
High-End Large Enterprise Centric Storage: (Special case Storage for System x & Blades)
Up
per
Mid
-Ran
ge
Sto
rag
e
DS5000
Lo
wer
Mid
-Ran
ge
Sto
rag
e
Distributed
Hig
h-E
nd
Sto
rag
e
NAS
N series
En
try
Lev
elS
tora
ge
DS3000ar
Tape
LT
O
DS5000
Block Storage: read/write in blocks (512 bytes)
Block access for faster raw I/O performance than File Storage(for mixed workload / consolidation / virtualization environments)
Lower cost per usable TB
> 10 servers: SAN storage for performance, advanced features,
high availability, scalability and affordability
DS3000
Block Storage: read/write in blocks (512 bytes)
Block access for faster raw I/O performance than File Storage(apps with interactive database workloads)
Lower cost per usable TB
1 to 10 servers:going from Internal to DAS, or transitioning from DAS to SAN
N series
File and Block (unified) Storage:treats a sequence of blocks as files for read/write access
Better file sharing between clients than block storage;for file sharing workloads
Moving from DAS to NAS,N series: 1-30 servers,N3400: 1-10 servers
Lower cost implementation due to ethernet use and reduction of HW
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Smarter Systems for a Smarter Planet
Quick Reference for Interface Options
Interface Type SASSerial Attached SCSI
iSCSISCSI mapped over TCP/IP
FCFibre channel
Performance &
Connection Availability
Better Good Best
IT Expertise toManage Storage
Server experience Network Experience Storage Experience
Distance ~ 8 meters Infinite ~ 10,000 meters
Cost $ $ $$$
Server attach3 for direct attach to System x
14 for BladeCenter® attachUnlimited Unlimited
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Smarter Systems for a Smarter Planet
Resources for IBM Storage with System x
System x and Storage: How to Sell
21© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
Storage Devices
Demonstrating the value (internal)
Sales KitCase Study
(client ready)
Demand Generation Resources
DS5000 DS5020/DS3950 + HS22 + VMware
DS5000 IBM, BP
DS5020 IBM, BP
DS3950 IBM, BP
IDEAProtect More, Store Less
(Competitive Play)
DS3000 DS Storage Manager Simulator
DS3000 IBM, BP Northwest Radiology
How to Sell and Make Money with DS3k
N3000 N Series + VMware
N Series IBM, BP
N 3400 IBM, BP
N 3000 Express IBM, BP
Banco ABC Brasil
N series Sales Tactics
LTO LTO and the Mid-MarketTape IBM, BP
TS2240 IBM, BPAhlers Group Storage Sales Tactics
Sales Kits
22© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
Download the IBM System Storage Product Guide A quick reference for all IBM System Storage solution products
This guide is an excellent resource for all the System Storage products that are available.
http://www.ibm.com/systems/storage/resource/pguide/index.html
Downloadit now.
23© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
System Storage Integration with System x and BladeCenter Advertising and Demand Generation
Our strategy for System x and BladeCenter advertising and demand generation consistently integrates storage offerings.
– We currently have a System Storage offering included in one of two spots for secondary offerings in the Intel-based executions of our Express Seller print ads, and advertising landing pages on our site.
– BladeCenter advertising (TV, Print, Banner) features storage as a proof point on its Web landing pages.
– Product Web sites promote System Storage from home page links
Express Seller Adv
Web Content
Print/ Web/TV Adv Landing Pages
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Smarter Systems for a Smarter Planet
System Storage Integrates with System x and BladeCenter on Channel Enablement
There are a large number of resources available for you– We currently have a BladeCenter Storage Strategy Q&A (A) document in development.
– Sales Guides (B) feature storage offerings within Key Options area
– CE Supermodule deliverables such as the Quick Reference Guide (C) include storage offerings
– (D) education
(A)
(B) (C)
(D)
25© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
Resources from our Partners: IBM BladeCenter and Storage Solution Centers (BSSC) Program
Objectives:• Grow reseller sales loyalty and expand Reseller share-of-wallet in critical Blades and
Storage SMB growth markets
• Effectively recruit, and enable top tier of BladeCenter resellers to proactively sell IBM Blades & Storage
• Ensure BP skills and capabilities through defined set of participation requirements
Partner Commitment:
• Blade and Storage Skill Certifications
• Onsite Equipment
• Demo Capability
Program Benefits:
• Recognition as an IBM Blades Leader
• Equipment Lease Programs
• Community Support
• Demand Generation Support
26© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
Sales Incentives and Promotions
Business Partner Incentives and Rebates
Incentive / Rebate Description
Know Your IBM
(KYI)
Employees of eligible IBM Business Partners can receive points that can be redeemed for merchandise: Requires approval from BP for employees to participate.
Blade + BladeCenter
Solution Provider
quarterly growth targets for sales of Blades and BladeCenter Chassis. Technical competency and demo unit required. Quarterly targets equal 40% uplift of previous year’s end user reported sales for the same quarter
Channel Evaluation Program for Business Partners
Pre-sale program on System x, PWS, System x - Storage, and Blades. Maximum 90 day eval period. Eval tickets released on a quarterly basis, each Business Partner Enterprise will be eligible to receive two sales rewards tickets at the close of the first, second and third quarters if at least 75% of their evals have resulted in a sale. All eligible products approved for a 90-day channel evaluation will be assessed a 10% return fee if the product is returned to IBM. Business Partners are now able to submit special bids to address U.S. Federal, State, or Local government End User pricing issues. System x Express Seller models in IBM07-xxx are excluded
27© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
Storage Product Details
28© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
When Choosing the best Enterprise x86 Servers Don’t forget the IBM System Storage™ DS Series
DS5000 Series• Fibre Channel, iSCSI host connectivity • Tiered storage capability: SSD, FC, FDE FC, and/or SATA
drives (SSD: DS5100/DS5300 only); High-density 60-drive enclosures for SATA
• Designed for compute-intensive and core business applications, as well as large consolidation / virtualization environments
• Max sustained throughput disk read/write: 6400/5300 MB/sec• Max sustained I/O rate disk read/write: 170,000/38,000 IOPS• DS5000 Competitive: balanced, scalable midrange storage
performance– No one else has strength in both IOPS and MB/s; a
requirement for mixed workload/consolidation/virtualization environments
• Excellent for applications with interactive database workloads• Recent enhancements announced (March 2): new options:
– 2TB SATA and 300GB SSD (DS5100, DS5300, EXP5000)
DS3000 Series with new DS3500• The DS3500 provides the broadest set of connectivity
options available in a single storage system • 6 gigabit per second (Gbps) SAS, • 6 Gbps SAS with 1 Gbps iSCSI networking technology • 6 Gbps SAS with 8 Gbps Fibre Channel networking
technology • Allows clients to intermix the different host interface
connectivity to maximize system resources• DS3500 is also focused on green efficiencies, it is Energy
Star certified and allows users to lower power consumption by 10 percent*
• Data security with local key management of full drive encryption drives
• Management expertise built into an intuitive and powerful software
• Expertise built into the software so the user does not have to be
• Common management interface across DS Storage Mgr platform
• Storage Profiler and Monitor to enable informed decisions on storage infrastructure
*When compared with its predecessor the DS3000
New Announce date May 18
29© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
For the best Enterprise x86 Servers Remember IBM System Storage™ N Series and LTO Series
N3000 Series with the New N3400• Fibre Channel, iSCSI host connectivity • Fibre Channel, SAS and SATA drives supported• Unified storage equals versatility and value for
customers: – Integrated multi-protocol NAS/SAN + FCoE, – simultaneous Scalable FCP & iSCSI
• SnapManager advanced features provide high integration with core business applications
• Competitive, advanced features at no extra charge: – RAID DP, Deduplication, FlexVol and Snapshot
N3400:
– New Entry level member to the N Series family– For demanding small or midsize enterprises– Reduced TCO: Save up to 50% bundling SW Packs
• N3400 Announced February 9, GA Date: March 5 N3400 Announced February 9, GA Date: March 5 (Not Available for BladeCenter at this time)(Not Available for BladeCenter at this time)
LTO Series with TS2250 Tape Drive Express
• 6 Gbps SAS connectivity available • Dual SAS port and one Ethernet port • Native data transfer rate of 140 MBps • Maximum Storage Capacity up to 3.0 TB with 2:1
compression • Security
– Supports application managed encryption of data– Supports Write Once, Read Many (WORM) media
• Tape is an integral part of the storage hierarchy:– Customers store 4-15X more data on tape than disk – Tape is cost effective, removable, portable– Tape provides high volumetric efficiency
• Competitive:– IBM patented Magneto Resistive Flat Lapped Heads
designed to lower friction to improve head and tape cartridge longevity that enables low wrap
– IBM patented Surface Control Guiding designed to prevent edge damage and debris accumulation by eliminating edge guiding
New Product
New Product
30© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
Call to Action
31© 2010 IBM Corporation
Smarter Systems for a Smarter Planet
Before leaving your desk:– Identify 3 current clients or clients in the pipeline that you to not think have clear plans for external
storage behind their servers.
– Call each of these 3 prospects to validate their level of planning for external storage.
– Take the positive information you gather from the call to these 3 clients, then contact your local IBM Storage representative to formulate a plan and agree on rules of engagement to get IBM Storage included into the client strategy.
– Once you start selling storage with the servers, you will grow in skill and revenue.
In your daily efforts:– Make your clients and potential clients cognizant of IBM Storage.
– Look for low hanging fruit to match clients and potential with IBM Storage products.
– Never hesitate to contact your local IBM Storage representative to plan a strategy.
Call to Action
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Smarter Systems for a Smarter Planet
and Great Selling !
THANK YOU FOR YOUR TIME