© 2006 ibm corporation information assets and systems ibm confidential - this educational piece is...

© 2006 IBM Corporation1 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.

IBM Systems and Technology Group University 2006

© 2006 IBM CorporationIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.

Winning the World OverIBM Software University 2006

IBM Systems and Technology Group University 2006

January 2006Las Vegas, Nevada

© 2006 IBM Corporation

Resource Virtualization for Sales . . .SAN Volume Controller

Roger WoffordStorage Software Product Marketing

IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.


Session Agenda

Information on Demand and our Systems Agenda

How SVC addresses the volume of data challenge

Sales Approach for 2006

Using TPC and TSM to increase value

Interoperability Update

Competitive Update

Performance Update

What’s coming in 2006

Market Leadership Update

Other miscellaneous Items

Session expertise level: Advanced


Learning Points

How SAN Volume Controller addresses the challenges today’s

businesses face

Provide customer references as proof points

Learn the recommended sales approaches for 2006

How to use SVC + TPC to provide increased value

How to use SVC + TSM to provide increased value

Learn two competitive advantages SVC has over EMC, HDS, HP and

FalconStor

Learn the latest interoperability and performance enhancements

What’s coming in 2006

How SVC enhances Grid Computing & our Services Offerings


Information Assets & Systems

Resource Virtualization

Systems Storage Servers Networking

Infrastructure Management

Business Continuity

Information Assets & Systems

Retention & Lifecycle

Management

Virtualization Engine

Servers

– Virtual Machines

– Hypervisor

– Virtual Ethernet

– Virtual I/O

Storage

– Tape Virtualization

• TS7000 series

– Disk Virtualization

• SAN Volume Controller

– Array Partitioning

• DS8300 LPARs


IBM Systems agenda ─ our evolving commitment

Virtualize everything

Flexible, well –controlled environment based on virtualization for new levels of functionality and value.

OpennessGo beyond just industry standards to build IBM Systems based on open designs.

Collaborate to Innovate

Our agenda is to deliver IBM Systems that accelerate the possible and encourage things never believed possible.


Why Virtualize everything?

Expands the traditional view of virtualization beyond just basic partitioning

Extends to the whole of IT to include:

– Virtualization solutions for dynamic partitioning

– Advanced systems management resource discovery

– Provisioning

– Workload allocation

– Storage virtualization tools

VirtualizeVirtualizeEverythingEverything


How SAN Volume Controller

Addresses the Volume of Data


Storage Pool

SAN Volume Controller Helps Address the Explosive Growth of Storage

SAN

HDSDS8000

VirtualDisk

VirtualDisk

VirtualDisk

VirtualDisk

SAN Volume Controller

DS4000 HPEMC Combine the capacity from multiple arrays into a single pool of storage

Combine the capacity from multiple arrays into a single pool of storage

Advanced Copy Services

Apply copy services across the storage pool

Apply copy services across the storage pool

Manage the storage pool from a central point

Manage the storage pool from a central point

Make changes to the storage without disrupting host applications

Make changes to the storage without disrupting host applications


SAN Volume ControllerImproves Asset Utilization

Traditional SAN

Capacity is isolated in SAN islands

Multiple management points

Poor capacity utilization

Capacity is purchased for, and owned by individual processors


Combines capacity into a single pool

Manage all types of storage in a common way from a common point

Provision capacity to applications easier

Improves personnel productivity

SAN

25%cap

25%cap

25%capacity

25%capacity 95%

capacity

95%capacity SAN

SANVolume Controller

A combined, more balanced

capacity (55%)

A combined, more balanced

capacity (55%)


Business Challenge Benefits

Integrate IT infrastructure with Softbank due to acquisition

Create tiered storage to reduce costs

Reduce the cost of implementing copy services

Improved scalability and flexibility for a lower cost

Reduced the need for more capacity by using their existing storage more efficiently

Enables easy redistribution of storage assets as application requirements grow

Solution Introduced SAN Volume Controller to manage the

storage infrastructure

Added DS4500 for departmental use and as a FlashCopy target

Uses SVC-based FlashCopy between ESS and DS4500 to reduce costs


SAN Volume ControllerCreates a Tiered Storage Environment

SAN

EMC ESS ESS

Metro MirrorMetro Mirror

Traditional SAN

Moving data between arrays is disruptive

Copy Services only between like arrays

Compliance with regulations is difficult and expensive

TimeFinderTimeFinder

SANSAN Volume

Controller

ESSEMC

FlashCopyFlashCopy

MigrationMigration

DS4000


Move data between arrays without disruption

Apply Copy Services from any to any

Match the cost of storage to the business value of the data


Business Challenge

Benefits

Manage their client’s needs better

Increase their flexibility

Ensure proper access levels to research data

Reduced overall costs by 10%

Simpler to manage their large and growing environment

Set the stage for 6X storage growth expected in 2006

Solution DS4500 storage with both FC and SATA drives

SAN Volume Controller to create and manage tiers of storage from a central point

SAN File System for policy-based file movement between storage tiers


SANSAN

Volume Controller

SAN

SAN Volume Controller Enables Non-disruptive Data Movement

Traditional SAN

1. Stop the application

2. Move data

3. Re-establish host connections

4. Restart application


1. Move data

Host systems and applications are not affected

VirtualDisk



Improve the performance and scalability of their IT infrastructure

Simplify their storage administration to save costs and improve personnel productivity

Improve their disaster recovery capabilities

Increased business critical application performance by 50%

Cut end-user response times in half

Used SAN Volume Controller data movement to simplify the transition from HP storage

Solution Consolidated servers into IBM BladeCenter and

pSeries servers

Consolidated storage into ESS and DS4000 managed by SAN Volume Controller

Implemented SAN Volume Controller & ESS800 at remote site


SAN Volume ControllerImproves Business Continuity

Traditional SAN

Replication destination must be the same as the source

Different multipath drivers for each array

Lower-cost disks offer primitive, or no replication services


SAN-wide API that does not change as storage hardware changes

Common multipath driver for all arrays

Replication targets can be on lower-cost disks

SAN SAN


IBMDSx

IBMDSx

EMCSym

EMCSym

FlashCopyPPRC

FlashCopyPPRC TimeFinder

SRDF

TimeFinderSRDF

IBMDSx

IBMDS4x

EMCSym

HPMA

SVC

IBMS-ATA



Improve IT flexibility

Implement a disaster recovery capability

Increase its availability to 99.99%

Expect to save $700K in maintenance fees alone

Reduced batch processing time by 67%

Achieved 99.99% availability to their clients

Solution

Introduced SAN Volume Controller at two sites to manage multiple DS4000 storage servers

IBM pSeries servers + HACMP create their high availability environment

GPFS enables parallel applications to access the same files from either site

Charles Vogele Trading Group AG



Create a DR capability to meet APRA standards

Link their data centers, 40 km apart

Achieve more efficient storage capabilities

Flexible, reliable storage solution

Disaster recovery capabilities exceed APRA requirements

Storage is simpler to manage and their personnel are more productive

Solution

DS4400 storage at both sites

SAN Volume Controller to manage the storage

Metro Mirror for SAN Volume Controller to replicate between the sites over a Cisco DWDM network

:::



New regulations required keeping records of all security calls

Enhance business resiliency to satisfy elevated customer demands

Reduce costs to enable profitable expansion

Expects to save $1m in first 18 months

SVC enabled storage consolidation & enhanced scalability

TSM simplified storage management and enabled efficient backups

Solution Constructed a new call center that also serves as a

failover & disaster recovery site

IBM Grid Computing solution with IBM Bladecenter, xSeries and VMware server virtualization

SAN Volume Controller manages DS4000 / DS8000 storage & TSM + IBM Tape provide DR protection


SVC Client References as Proof Points

Industry Client Benefits Realized

TransportationCalifornia Dept of Motor Vehicles

Shares storage capacity from a single pool across its server environment

Simplified their infrastructure and it’s easier to manage

Professional Services

DIS-AG Simplified storage growth and server upgrades

Mirrors and copies CRM, Web interface & MS Exchange environments

Healthcare Care New England Used SVC for data migration for its new data center, increasing uptime

Reduced costs by replicating between different classes of storage

Insurance Desjardins Created a tiered storage environment for easier backups

Simplified provisioning across all storage from a single point

Media & Entertainment

Yurion, Inc Ensures 100% availability of its music services to its users

Enables a single admin to monitor and configure the grid remotely

Consumer Products

Smithfield Foods Simplified managing storage and streamlined admin tasks

A principal factor in achieving 10% annual profit growth

Financial Services

Australian Administration Services

Increased flexibility and scalability to support expected growth

Supports multi-vendor strategy to reduce costs


Sales Approach for


in 2006


2006 SVC Sales Approach

Client ProfileRecommended Sales Approach

Comments

Existing

-Using SVC > 1 year

- Upsell Capacity- Upsell I/O Groups- Add or upgrade copy services

- Upgrade to Ver 3.1 is reason to call- Migrate clients to PPA

Enterprise New

-IBM clients not using SVC

- If SWG leads, sell the IoD vision & long term storage mgmt agenda

- If STG leads, help determine how SVC can enhance the deal

- Use SVC to help increase clothing with servers

- Don’t bid just disks

Enterprise New

-Clients with competitive storage

- Determine strategy together with business partner

- Client’s propensity to buy IBM is key

- If low propensity, use Trojan Horse strategy

- If high propensity, use Sweep the Floor strategy

SMB

-Clients with competitive storage

-Determine strategy together with business partner

- Client’s propensity to buy IBM is key

- Same as above

- Create pull from industry specific ISVs


IBM TotalStorage Productivity Center

Enhances the Value

of SAN Volume Controller


TPC Enhances SAN Volume Controller

Physical Storage

SAN

VDisk

VDisk

VDisk


MDisk

MDisk

MDisk

Host Host HostSVC Masterconsole

TotalStorageProductivity Center

TPCConsole • Asset and Capacity Reporting

Physical characteristics such as the manufacturer, model, serial number, capacity, etcShow the allocated and free capacity of every SVC on the network

• Configuration Reporting and Management Reports on SVC's storage allocated to logical host volumes (which appear to hosts as disk drives) and the managed disks being used on the backside Display the physical managed disks behind what the host sees as a disk drive List all SVC volumes which have been allocated but aren't in useShow which hosts have access to a given SVC volumeShow which hosts have access to a given disk drive (within the SVC)Show which SVC volume (and managed disks) a host has access toDiscovery, Show the Storage Controllers (ex. ESS/DS4000) that provide volumes to SVC

• Performance Management

• Basic and Automated Provisioning


TPC uses SVC metrics to create

SAN Volume Controller Thresholds

– Total Virtual Disk IO Rate (IO per sec/IO group)

– Total Virtual Disk Transfer Rate (MB per sec/IO group)

– Total Managed Disk IO Rate (IO per sec/Mdisk group)

– Total Managed Disk Transfer Rate (MB per sec/Mdisk group)

Exception Gauges to show when threshold warning and error levels are exceeded

IBM Director Event Action Plans to map threshold events to actions

IBM TotalStorage® Productivity Center for Disk

Performance Management for SAN Volume ControllerTPC For Disk

Managing SAN Volume Controller Performance with TPC


TotalStorage Productivity Center & Advanced Provisioning

IBM TotalStorage Productivity Center with Advanced Provisioning provides storage capacity provisioning for:– DS8000 Family

– DS6000 Family

– ESS

– DS4000 Family

– SAN Volume Controller

– SAN Fabric

workflow

Step 1 Step 2 Step N

WEB SvcinvocationWEB Svcinvocation

SSHDriverSSH

Driver

TIVOLI PROVISIONINGMANAGER

STORAGE PROVISIONINGWORKFLOWS

STORAGE PROVISIONINGWORKFLOWS

ProductivityCenter

For Disk

ProductivityCenter

For Fabric

Through automated storage workflows driven by Tivoli Provisioning Manager

SVC


IBM Tivoli Storage Manager Enhances the

Value of SAN Volume Controller


Zero Impact Backup with SVC FlashCopy and TSM for HW

Storage Area Network

TSM for HWTSM for …

Local Area Network

Application/DBTSM for HWTSM for …

- FlashCopy from any to any- Copy on lower class of storage- SAN infrastructure flexibility

SVC-based storage pool

FlashCopyFlashCopy©

Inside or Inside or outside the boxoutside the box



Required Product Components for a virtualized solution

mySAP on Oracle

– SVC, TSM Server, TSM for ERP, TSM for Hardware

mySAP on DB2

– SVC, TSM Server, TSM for ERP, TSM for Hardware

Oracle

– SVC, TSM Server, TSM for Databases, TSM for Hardware

DB2*

– SVC, TSM Server, TSM for Hardware

• DB2 delivers TSM for Databases equivalent functionality with DB2• AIX Hosts only



Supported Environments



SAN Volume Controller Version 3.1.0 Supported Environments

SAN

IBMFAStT

100/200/500600/600T700/900

HitachiThunder

920095xxV9520V

HPEVA30005000

IBMDS

DS4K / 6KDS8000DS4800

HitachiLightning

9980V9970V

9910/9960

HPMA/EMA

80001200016000

EMCSymm

8000DMX

EMC/DellCLARiiON

FC4700CX2/3/4/5/6/700

MicrosoftMSCS

MPIO, VSS, GDS

IBMAIX

HACMP/XDGPFS / VIO

SunSolaris

VCS ClusteringSUN Cluster

HP/UXTRU64

ServiceGuardClustering

Linux(Intel/Power/zLinux)

RHEL/SUSEW / LVM

IBMBladeCenter

Win/Linux/VMWare/AIXOPM/FCS/IBS

SAN


Continuous CopySynchronous

Asynchronous (Kashya and other 3rd party solutions)

VMWareWin / NW

guests

Point-in-time CopyFull volume

Copy on write

IBMESS

F20750800

NovellNetWare

Clustering

Sun

9910/99609970/9980

HPXP

48 / 1285121024

. . .

1024Hosts

CiscoMcData

iSCSI to hostsVia Cisco IPS

NewNew NewNew

New Engines

Array-based copy services

New



Competitive Update


Top Competitive FUD and How to Respond

This thing runs on xSeries servers? – We designed and built SVC with the resiliency of a storage controller

– We’ve never had both nodes within a cluster fail at the same time

– SVC now supports non-disruptive firmware updates and hardware maintenance on the disk arrays to further increase its availability

– SVC is running at 5 nines availability in the field !

SVC is in the data path so it must have performance problems– SVC has the fastest SPC-1 benchmark EVER submitted (155K IOPS)

– SVC has the fastest SPC-2 benchmark EVER submitted (3.5 GBPS)

– Many references quote significant performance improvements (up to 10X faster)

SVC does not scale to manage large environments– SVC scales from very small configurations (1TB) to large enterprises (> 500TBs)

and growing !

– SVC now manages over 13PB of production storage worldwide


Update on EMC Invista

What they announced What they delivered

Availability 3rd quarter 20054th quarter 2005 – still limited to test environments

Function

- Network based volume management

- Data Migration

- PIT Copy (Clone)

- Manually intensive network based volume management

- Data Migration

- PIT Copy (Clone)

Interoperability

-EMC, IBM, HDS, HP

- Windows, VMware, AIX, HP-UX, Solaris, Linux

-EMC, HDS 9900, HP EVA

- Windows, Solaris, Linux

List Pricing $225K for CPC, either Cisco SSM or Brocade 7420 & SW they say can manage 64TB

No change but. . .

Maintenance charges unknown


How to Engage Customers about InvistaEMC has finally delivered a virtualization offering 2 ½ years after IBM

– Avoid the architectural holy war

– Acknowledge their offering as another way to implement storage virtualization and point out the following:

1. SVC is mature and reliable 8th Software release Operating at 99.999% availability in production environments

2. SVC has the fastest performance benchmarks ever submitted Both SPC-1 & SPC-2 ! ! Many references quote significant performance improvements with SVC

3. SVC can simplify managing large and diverse storage environments Most extensive interoperability in the industry from SMB to large enterprises SVC is managing over 13PB of production storage – and growing


Compare SVC with EMC’s PowerPath Software

Manage 5TB across 10 servers Base HW Base SW 1st yr Maint Total Price

SAN Volume Controller $30,000 $35,000 0 $65,000

EMC PowerPath Win 0 $71,300 $12,834 $84,134

EMC PowerPath AIX 0 $144,000 $25,920 $169,920

Prices are based on a sample configuration:- SVC base HW is a 2-node cluster- SVC base SW is 5 TB- EMC PowerPath assumes attachment to 10 servers, Windows and AIX- EMC Maintenance charges for the first year are 18% of the list price for the entire year- EMC raised its SW maintenance charges from 15% after 90 days to 18% for the entire first year

Clients can deploy SVC for less than the list price of Powerpath ONLY for one year


Compare SVC Copy Services with EMC Copy Services

Sync Replication for 2TB HW Initial SW 1st yr Maint Total Price

SVC Metro Mirror with Consistency Groups free

0 $21,000 0 $21,000

EMC SRDF/Sync + SRDF Consistency Groups

0 $57,410 $10,333 $67,743

Point-in-Time Copy for 2TB HW Initial SW 1st yr Maint Total Price

SVC FlashCopy 0 $14,000 0 $14,000

EMC TimeFinder (Clone) 0 $38,760 $6,976 $45,736

Prices are based on a sample configuration:- EMC Maintenance charges for the first year are 18% of the list price for the entire year- EMC raised its SW maintenance charges from 15% after 90 days to 18% for the entire first year

Clients can deploy SVC for considerably less than the EMC’s copy services


How to Engage Customers about Tagmastore

HDS offers virtualization capabilities within their Tagmastore disk array– Avoid the architectural holy war ! – Acknowledge their offering as another way to implement storage virtualization and

point out the following:

1. SVC is mature and reliable – 8th Software release Operating at 99.999% availability in production environments


3. SVC’s low entry price - $45K enables clients to start small and grow Comparison pricing including disk HW is approx 50% less

4. SVC can be implemented simply and with minimal disruption Implementing Tagmastore is very disruptive – install the disk array, connect

external disks, reconfigure SAN just to start


How to Engage Customers about NSC55

HDS offers virtualization capabilities within their NSC55 disk array– Avoid the architectural holy war ! – Acknowledge their offering as another way to implement storage virtualization and

point out the following:

1. SVC is mature and reliable – 8th Software release Operating at 99.999% availability in production environments


3. SVC’s low entry price - $45K enables clients to start small and grow Comparison pricing including disk HW is approx 50% less HDS positions NSC55 as a mid-range solution but it’s priced at the enterprise

4. SVC can be implemented simply and with minimal disruption Implementing NSC55 is very disruptive – install the disk array, connect external

disks, reconfigure SAN just to start


Compare SVC with HDS Tagmastore & NSC55 Pricing

*All configurations used 146 GB drives. In SVC / DS4300 solution, each DS4300 controller was configured with 4.1 GB of storage (28 disks). Competing solutions were configured with a comparable number of disks. Pricing and configuration data is from IDEAS International’s CPStorage service. Cost of SAN fabric components is not included in the solution price.

An SVC configured with DS4300 is roughly half the price of a comparably configured NSC55 and provides at least double the practical scalability (based on engine throughput). Against the USP, SVC price advantage ranges from > 50% in low end configs to around 25% in high-end configs.

?

Copy Services Software Only

$-

$100,000

$200,000

$300,000

$400,000

$500,000

$600,000

$700,000

2 SVC Engines(16.4 TB)




SVC (Flashcopy & MetroMirror)

NSC55 (Shadow Image & TrueCopy)

XP12000 (BusinessCopy XP & Continuous Access XP)

Source: Philip Knight, Competitive Analyst, IBM Market Intelligence 10/28/2005

Solution Price (Virtualization HW & SW + Disk HW + Copy Services)

$-

$500,000

$1,000,000

$1,500,000

$2,000,000

$2,500,000

$3,000,000

$3,500,000

$4,000,000





SVC / DS4300 Solution NSC55 Solution XP12000 Solution


Compare SVC with FalconStor IPStor

Scalability & Pooling

– FalconStor’s IPStor does not scale beyond one engine pair per storage pool

– SVC has superior scalability with linear performance increases as you add I/O Groups

– SVC supports a single storage view of all your storage, managed across all I/O Groups

– SVC’s cache-based implementation usually improves storage performance over that of the arrays alone

Performance

– IBM has published the fastest SPC-1 & SPC-2 benchmarks ever recorded

– FalconStor has not published any performance results, but with only one engine pair, results would almost certainly be lower


Compare SVC with FalconStor IPStor (2)

RAS

– SVC supports automatic engine reboot on software failure or hang

– IPStor does not support automatic reboot

Policy Management

– SVC’s Managed Disk Groups allow custom grouping of storage with different policies per group

– IPStor does not support managed disk groups



Performance Update


Latest SAN Volume Controller SPC-1 Benchmark – Ver 3.1

Key Points:

SVC delivers the highest results EVER posted in this industry-recognized storage performance test

SVC is 50% better that the next closest disk array

SVC (155,519 IOPS) + DS8000 (101,101 IOPS) lead the industry in virtualization and disk array performance benchmarks

New

http://www.storageperformance.org/results/a00043-r1_IBM_SPC1_executive-summary.pdf


SPC-2 Benchmark

Newest addition to the Storage Performance Council Benchmarks

Composite of three workloads to measure sequential performance

Large file processing – scientific and large-scale financial processing

Large database queries – data mining and business intelligence

Video on demand – streaming movies to end users

SVC posted the highest results in this industry-recognized storage performance test

SVC (3.517 GBPS) + DS8300 (3.217 GBPS) lead the industry in this new benchmark

New


SAN Volume Controller SPC-2 Benchmark – Ver 3.1

Total

LFP #

LDQ #

VOD #http://www.storageperformance.org/results/b00001_IBM_SPC2_executive-summary.pdf



What’s Coming in 2006


SVC Enhancements Coming in 2006

Rel 4.1 – 2Q 2006

– Global Mirror for SVC

– RoHS compliant HW

– 4Gb Host Bus Adapters

– Support for all N series devices attached to SVC

– Change the name to IBM Virtualization Engine for disk

– Service Delivery enhancements

Rel 4.2 – 4Q 2006 or 1Q 2007

– Upgrade storage engines to next generation xSeries

– Host connectivity and OS currency enhancements

– Storage Array interoperability


IBM Virtualization Engine for disk Structure

IBM Virtualization Engine for disk

IBM Virtualization Engine VS5300

IBM Virtualization Engine VS5300Storage Software V1R1

IBM Virtualization Engine VS5570

IBM Virtualization Engine VS5570Storage Software V4R1

N series Solution SAN Volume Controller

Introduce the “IBM Virtualization Engine for disk” family of solutions

– Use this name in the announcement literature to identify the family of solutions

Further defined by the “VS5xx0” names to distinguish between the offerings

– VS5300 for the N series solution

– VS5570 for the SAN Volume Controller



Market Leadership


IBM’s Storage Virtualization Leadership

1,700 clients – 40 countries in over 20 industries

Over 100 client references

Managing > 13PB of production storage worldwide

Strong collaboration with partners – 75% of sales

Leading SPC-1 performance

Leading SPC-2 performance

Only SNIA SMI-S certified virtualization solution

IBM EMC HDS HP

Market Penetration

1,700 sales

100+ ref.

Avail for Pilots No signs of virtualization yet

Same as HDS

Product Maturity SVC - 31 months, 8th

release

SFS – 26 months, 3rd

release

3 months 16 months (TagmaStore)

NSC556 months

Same as HDS

Portfolio 4 – SVC, SFS, DS8000 LPARs,

Virtual Tape

1

Invista

2 (Tagmastore and NSC55)

2 (XP12000 & XP10000

OEM HDS)

Heterogeneity 7 (IBM, Dell, EMC, HP, HDS,

Sun, STK)

Some models of EMC, HDS

& HP

3 (EMC, HDS, IBM)

Same as HDS

Scalability From small SANs (1TB) to

large enterprises (>300TB)

Large enterprise >

50TB

TagmastoreLarge enterprise

NSC55Midrange

Same as HDS

Entry List Price $40K (SVC) $225K $500K Tag$500K NSC55

> HDS

VIRTUALIZATION REPORT CARD



Miscellaneous Topics


Virtualize Like

Resources

Virtualize Unlike

Resources

Virtualize The

Enterprise

Virtualize Outside

The Enterprise

Vir

tual

izat

ion

SAN Volume Controller Supports Grid Computing

Grid Computing is about virtualizing and sharing

resources


– Supports Infrastructure Optimization

• Facilitates workload management and consolidation

• Reduces time to information

– Increases access to data and collaboration

• Facilitates access to information

• Supports global distribution

– Provides resilient highly available infrastructure

• Business Continuity

• Recovery and Failover


FunctionalFunctional

UtilityUtility

EffectiveEffective EfficientEfficient

Meeting Customer Requirements >>>>>>>>>>>>> Meeting Requirements at a lower CostMeeting Customer Requirements >>>>>>>>>>>>> Meeting Requirements at a lower Cost

InformationLifecycle

Management

Most Clients Functional Service Based Utility Based•Decentralized Storage •Low storage utilization•Lack of enterprise storage architecture & standards•Requirements not well defined•Multiple backup & restore approaches•Inability to achieve objectives for critical data

•Satisfy customer Reqs•Storage Mgmt Islands•Customized Solutions•Expensive to Sustain•Procedure-intensive•Centralized backup & restore capability

•Classes of Service•Multi-tier Storage Architecture•Common infrastructure•Cost-awareness•Process-based•Backup and Recovery Objectives Clearly Communicated

•Managed Storage Services•On-demand Service•Virtualized Resources•Automated Information Management•Proven ability to achieve recoverability Objectives

Services-basedServices-based

Bu

sin

ess

Fo

cus

Most ClientsMost Clients

SAN Volume Controller helps build an efficient, multi-tier storage architecture


AG Contacts• Doug Dubois

[email protected]: 1.312.245.7577

• John [email protected]: 1.610.578.2136

EMEA Contact• Zoran Hrustic

[email protected]: 43.1.21145 x6899

AP Contact• Adrian Cepak


WW Contacts• Steve Sorce

ssorce@us,ibm.comOffice: 1.408.256.9707

• Bill Cochran, Sales Enablement [email protected]: 1. 630.568.7044

• Roger Wofford, Storage Software Product [email protected]: 1.919.543.8154

Key Contacts

Marketing & Sales EnablementMarketing & Sales Enablement

WW Leads and OpportunitiesWW Leads and Opportunities

AG Contact• John Oldham


EMEA Contact• Frederik Fabricius


AP Contact• Wally Tung

[email protected]: 852.2825.6839

WW Solution Leads and OpportunitiesWW Solution Leads and Opportunities

• Larry Flamholtzlmflamh@us,ibm.comOffice: 1.212.493.2080

WW Contacts


Open Software Family Resource Library . . .http://www.ibm.com/storage/software/library.html The resource library offers a variety of Whitepapers, Product Datasheets and

Brochures, Redbooks, and much more valuable information for the Open Software Family of products.

Open Software Family website http://www.ibm.com/storage/software The IBM TotalStorage® Open Software Family is a comprehensive, flexible storage software solution . Its

homepage offers access to the all the product pages, news and events, latest news and awards, link to resource library, etc, etc.

Customer Case Studieshttp://www-306.ibm.com/software/success/cssdb.nsf/topstoriesFM?OpenForm&Site=sttotalstorage


TotalStorage Competitive Sales Tool

IBM Internal (via System Sales)http://w3-1.ibm.com/sales/systems/portal/_s.155/254?navID=f220s380&geoID=All&prodID=IBM

%20eServer%20And%20TotalStorage%20Products&docID=tscst• Click on the URL above (note the Password, which is shown in red on the System Sales page that this URL takes you to)• Scroll to the "Download files" section at the bottom of the page• Click on "sign in"• Enter your Email ID and Password• Scroll to the bottom of the page and click on "Download IBM TotalStorage.exe (4.01MB, run file)" to download the Tool• Launch the Tool, and enter the Password

IBM Internal (via COMP)http://w3-03.ibm.com/sales/competition/compdlib.nsf/67a4d5eda4eb7e11c1256ad50036e9f0/

e729549fcca4a26587256f71002ea88c?OpenDocument

Business Partners (via PartnerWorld)http://partners.boulder.ibm.com/src/compdlib.nsf/b1de31203d77e106c1256afc003f0863/

e729549fcca4a26587256f71002ea88c?OpenDocument

• Follow the instructions below to access this tool for help with how to compete against EMC, HDS, HP and others


Copyright IBM Corporation 2006.All Rights Reserved.

– This presentation is intended to assist IBM SWG Sales and their business partners in understanding IBM Software marketing tactics, sales tactics, and our direction during 2006.

– This presentation can be used in sales situations except individual charts labeled VENDOR CONFIDENTIAL or IBM CONFIDENTIAL, in which case they should be considered confidential under the practices in place in your firm and under any existing agreements with IBM regarding disclosure of confidential information.

– For questions or to request permission for any other use of the information or distribution of the presentation, please contact any member of the IBM software sales team.

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