© 2009 IBM Corporation October LAUNCH ESSENTIALS: “What You Need to Know!” Dynamic...

© 2009 IBM Corporation© 2009 IBM Corporation

October LAUNCH ESSENTIALS: “What You Need to Know!”

Dynamic Infrastructure Education Virtual Event

© 2009 IBM Corporation2

Dynamic Infrastructure launch drumbeat

Fall Positioning

Clear tie-ins to smarter planet

Position cloud and Dynamic Infrastructure launches to deliver IBM’s strategy

Visible reinforcement of three IBM differentiators

– Workload optimized approach

– Integrated service management

– Flexible delivery choices

Dynamic Infrastructure Introduction

Dynamic Infrastructure In Action

Smart Business

Dynamic Infrastructure: Designed for a Smarter Planet

February

April

May toSept.

October

1

2

3a

3b

Cloud Computing:Addressing Workload Challenges

Smart Analytics

Information Infrastructure


Learning objectives: Key questions

How can I leverage IBM strategies for Smarter Planet, Cloud Computing and Dynamic Infrastructure to…

– Differentiate IBM from the competition?

– Help me find more sales opportunities?

What new offerings do I have to sell?

What new enablement and education is being announced?

Where do I get more information and resources to help me sell?


Smarter planet: The need for smarter IT

A SMARTER PLANET...

WHAT IT MEANS FOR I.T.(Infrastructure needs to become more dynamic)

CLIENT IMPERATIVES

IBM’s KEY DIFFERENTIATORS

IBM Vision

Dynamic Infrastructure

Strategy

Why is our approach so unique?

What we help clients achieve Improve service Reduce cost Manage risk

A Workload Optimized Approach Integrated Service ManagementFlexible Delivery Choices


“Five Things To Know” about the October launches

1. Cloud Computing

What’s New: IBM Smart Business storage and analytics solutions. IBM Smart Business collaboration and productivity solutions. New IBM consulting services for cloud computing.

Objective: Cloud solutions to address specific workload challenges and leverage the power of cloud computing.

2. Systems for a Smarter Planet

What’s New: New Virtual System Pools for dynamic workloads. New Data Center Networking capabilities. New workload optimized systems for business and IT.

Objective: A workload optimized approach to system design, management and delivery.

3. Service Management

What’s New: Improved service lifecycle management across development, test,

and operations. Enhanced system and service management integration. New and enhanced Service Management Industry solutions. Service Management strategy, planning, implementation services

Objective: Faster time-to-market of services through enhanced visibility, control, and automation.

4. Information Infrastructure

What’s New: Advancements in virtualization, solid-state storage and encryption. New private cloud solution for archiving. Mainframe advancements for information-driven workloads. Robust Information Infrastructures for mid-sized environments.

Objective: Information Infrastructure solutions enable significant cost reduction and information-led transformation.

5. Sales Enablement

What’s New: Use of integrated launch enablement to jump-start 4Q sales activity. Development of consultative selling skills to add more value with clients. Expansion of technical skills and community to help clients take action. Cultivation of broader business partner support to expand DI penetration. Increase industry focus to align DI offerings with business value.

Objective: Training, tools and support for using Dynamic Infrastructure and Cloud to sell offerings and close out the competition.


October announcements in support of a Dynamic Infrastructure

1. Enhancements to the Cloud portfolio across delivery models.

Rich EspositoGTS VP, ITS&A Services, Middleware Services

2. Systems for a smarter planet: A workload optimized approach to system design, management and delivery.

Rod Adkins

3. Faster time-to-market of services through enhanced visibility, control, and automation.

Al Zollar

4. Information Infrastructure solutions enable significant cost reduction and information-led transformation.

Curtis Tearte

5. Training, tools and support for using DI and Cloud to sell offerings and close out the competition.

Rich Esposito


Cloud: Consumption and delivery models optimized by workload

“Cloud” is a new consumption and delivery model inspired by consumer Internet services.

Cloud enables:

– Self-service – Sourcing options – Economies-of-scale

“Cloud” represents: – The Industrialization of Delivery

for IT supported Services

Multiple Types of Clouds will co-exist: – Private, Public and Hybrid– Workload and / or

Programming Model Specific

An effective cloud deployment is built on a dynamic infrastructure and can be part of an overall data center transformation plan.

Cloud Services

Cloud Computing Model


Cloud portfolio enhancements…

… To gain control of the information and data explosion, unleash employees with collaboration and productivity tools, and leverage the power of cloud computing with IBM consulting services.

Gain control of the information and data explosion with IBM Smart Business storage and analytics solutions.

– IBM Smart Business Storage Cloud– IBM Smart Analytics Cloud– IBM Information Archive

Unleash the employee’s potential with IBM Smart Business collaboration and productivity solutions.

– IBM Smart Business Desktop on the IBM Cloud– IBM Smart Business End User Support – IBM Service Assist– IBM LotusLive iNotes

Leverage the power of cloud computing with IBM consulting services designed to use this new delivery model to optimize business value.

– IBM Infrastructure Strategy and Planning for Cloud Computing– IBM Strategy & Change Services for Cloud Adoption – IBM Strategy & Change Services for Cloud Providers– IBM Testing Services for Cloud




Rich Esposito


Rod Adkins SVP, Development & Manufacturing, STG


Al Zollar


Curtis Tearte


Rich Esposito


Smarter planet increases the scale and complexity of workloads

Pervasive instrumentation will create vast amounts of data & drive new types of applications that require real time data analysis and prediction.

Analytics with Online Transaction Processing

Network Security& Threat Management

3D On-Line Infotainment

FinancialAnalytics

MedicalImaging

Video Surveillance

AdvancedSearch


October announcement – systems for a smarter planet

A workload optimized approach to system design, management and delivery.

Automated & dynamic management, provisioning & relocation of virtual images & machines across a virtual pool of systems with new IBM Systems Director VMControl Enterprise Edition

Reducing hardware costs by up to 50% with new Data Center Networking hardware & converged FibreChannel over Ethernet capabilities

Faster time to implementation & optimal configurations with pre-integrated systems including IBM System Cluster 1350, IBM Information Archive, Cloudburst 1.2 & Retail Store Systems


Workloads key to addressing client needs

Not all workloads are the same. They influence platform choices.

Business Applications Web, Collaboration & Infrastructure

Transaction Processing & Database

Analytics & High Performance Computing

Data Mining Applications Numerical Enterprise Search

Application Database Data Warehousing Online Transaction Processing Batch

Systems Management Web Serving/Hosting Networking File & Print

Enterprise Resource Planning Customer Relationship

Management Application Development


VMControl Systems SoftwareSimplify & automate management to make data center ‘Cloud Ready’

Today: Multiple Heterogeneous PlatformsIndividual platforms managed by individual tools



System Pools:Pooled platformsmanaged as clusters

NetworkStorageServers



Supporting New & Diverse Types of Workloads for a Smarter Planet

Clouds:All platformsmanaged as one




Rich Esposito


Rod Adkins


Al ZollarGM, Tivoli Software, SWG


Curtis Tearte


Rich Esposito


IBM’s integrated approach to Service Management delivers service visibility, control & automation…

Converged Service Management for Industries

Service Lifecycle Management

Service Management in the Data Center

…within the data center, across IT & beyond.


October announcements for IBM Service Management

IBM delivers IBM Service Management Industry solutions for cost-effective delivery and management of services across IT and business environments.

IBM delivers improved service lifecycle management across development, test, and operations that help speed delivery of high-quality applications and services.

IBM provides new solutions and enhanced system and Service Management integration to drive greater operational and energy efficiency and data center transformation.

IBM delivers Service Management strategy, planning, and implementation services that leverage IBM's global intellectual capital, reduce integration cost and improve service levels.


Service Management within the data center

Integrated systems, service and energy management enable data center transformation.

Tivoli Provisioning Manager offers enhanced provisioning of virtualized systems and new image management.

New Maximo energy management solution with data center heat maps to help improve management of energy.

Tighter integration of Tivoli and Systems Director to speed problem resolution by integrating network, system and application metrics.

Enhanced Remote Managed Services to support cost-effective management of IT environments.

High Automation



New integrations and solutions from Tivoliand Rational to align development, testing and operations processes.

Integrated discovery and provisioning across test and production to speed service delivery.

Sharing of asset & configuration data to ensure high quality assets are used in production.

Integration of performance data across production and testing to speed problem replication and resolution.

Enhanced Rational offerings help improve business flexibility and organizational agility

Enhanced Tivoli offerings for service desk and change and configuration mgmt.

IT Strategy and Architecture services help define service portfolio and service catalogs.

Improvement

Continual Improvement

Strategy

Design

TransitionOperation

Service Lifecycle


Converged Service Management for industries

New industry solutions support delivery of smarter services across converging business and IT infrastructures.

Energy & Utilities: Visibility of grid health (IP, SCADA. IT and smart meters) to improve reliability and reduce costs.

Healthcare: Monitoring, security and compliance capabilities improve service quality and patient focus.

Chemicals & Petroleum: Management of converged infrastructures improves asset lifecycle, reducing costs.

Banking: Monitoring of systems and infrastructure coupled with user identity tracking ensures availability and compliance.

Smarter Services


Clients report success with IBM Service Management solutions

Lowered asset management costs, and improved employee and environmental safety, and production efficiency.

Projected US $75 million in annual operating cost savings and unified access to inventory availability across all businesses.

Consolidated and virtualized its server & storage environment, deployed a modular data center, and implemented energy monitoring driving

30% savings in operational expenses.

Integrated performance testing in test lab and production from Rational & Tivoli -- data from production is now automatically fed back to testing

to speed problem resolution.

British Petroleum DTE Energy Bryant UniversityUK Financial Products & Services Firm


Summary: October 2009 Service Management announcements

New:• Maximo® Asset Management for

Energy Optimization v7.1

Enhanced: • Tivoli Provisioning Manager

(TPM) and TPM 7.1.1 for Images

• Integration: Systems Director 6.1.2, Tivoli Network Manager 3.8 and Tivoli IT Monitoring 6.2.2

• IBM Remote Managed Infrastructure Services (RMIS)

New:• Energy and Utilities: Monitoring

of SCADA and IP and smart meters

• Healthcare: Monitoring, security and compliance

Enhanced:• Banking: Monitoring of banking

systems and infrastructure• Chemicals and Petroleum:

Monitoring and event management

Enhanced Integrations: • Rational Test Lab Manager, TPM & App.

Dependency & Discovery Mgr• Rational Asset Manager (RAM) & Tivoli

Change & Configuration Mgmt Database• Rational Performance Tester & Tivoli

Composite Application Manager• Tivoli Service Request Manager (TSRM) &

Rational ClearQuestEnhanced Offerings:

• Rational System Architect• Rational Quality Manager• Tivoli Service Request Manager 7.2• Tivoli Change and Config. Mgmt Database• Integration Rational Team Concert (RTC)

and RAM• Integration: RTC and Rational Developer

(for System z)• IBM IT Management Consulting

Services – IT service strategy

Industry Solutions

Service LifecycleData Center

New solutions and enhanced system & service

management integration.

Service Management Industry Solutions for management of both business and IT assets.

Improved service lifecycle management and software delivery.


IBM’s integrated approach to Service Management delivers service visibility, control & automation…

Converged Service Management for Industries


Service Management in the Data Center

…within the data center, across IT & beyond.




Rich Esposito


Rod Adkins


Al Zollar


Curtis TearteSGM, Storage Systems, STG


Rich Esposito


New Information Infrastructure solutions enable significant cost reduction and information-led transformation.

IBM extends its Information Infrastructure technology leadership with significant advancements in virtualization, solid-state storage, and encryption.

All-new private cloud storage integrated solution can provide cost effective, long-term information retention and compliance support.

IBM Information Infrastructure advancements for Mainframe clients can support new information-driven workloads more effectively.

IBM continues its “no compromises” approach to delivering robust Information Infrastructures for mid-sized environments, with expanded disk virtualization, encryption, and performance options.


IBM Information Infrastructure enhancements can help improve throughput and security while controlling costs.

Encryption Improve security with little or no overhead:

– Drive-level encryption for disk and tape– Automated encryption key management

Solid-state Storage Improve throughput up to 8x with solid-

state storage, available for all IBM servers. Smart use of solid-state storage can gain

3x throughput with just 10% solid-state.

More encrypting drive options:– New DS8700 enterprise storage.– New DS5020 Express.– New 600GB encrypting drive for DS5000.

New performance monitoring and analytics for solid-state optimization on DS8000.

New solid-state option for SAN Volume Controller achieves up to 800,000 IOPS.

Storage Virtualization Simplify storage management. Increase storage utilization by up to 30%. Reduce energy costs through efficient use of

tiered storage.

Enhanced SAN Volume Controller v5 adds solid-state option, Reverse Flash Copy, multi-site mirroring, iSCSI, and faster internal processors.


New archive and compliance IBM Smart Business System, ready for private clouds.

Private Cloud Capabilities On-Demand Self-Service. Rapid Elasticity. Advanced Virtualization.

Cloud Consulting Cloud impact analysis, conversion, and

service level management. Additional options for cloud providers.

IBM Smart Business Systems Integrated hardware, software and

services. Leverage IBM’s investment in workload

optimized system configurations.

Network Accessible. Measurable Service Levels. Chargeback Option.

New Cloud Infrastructure Workshop. New IBM Smart Business Storage Cloud.

Based on deep experience: Customer engagements and usage patterns.

Client benefits can include lower costs, faster time to value, and higher performance.

Archive and Compliance Solution Single integrated solution for both simple

archive and policy-based retention. Built-in tiered storage, including tape.

New IBM Information Archive, integrated system for archive and retention management.


IBM Information Infrastructure can help mainframe clients support new information-driven workloads more effectively.

High End Enterprise Disk Up to 3x throughput increase with just

10% solid-state storage.– New performance monitoring and

analytics for solid-state optimization.

Multi-Site Tape Virtualization Improve resiliency and security by

electronically replicating virtual tape volumes to remote sites.

New IBM System Storage™ DS8700– Over 2.5x performance improvement for popular

workloads, with new chip set.– Reliable upgrade – reuses over 90% of DS8300

microcode

Enhanced IBM Virtualization Engine TS7700.– Coordinate up to 4 sites for enhanced resiliency

capability. Expanded IBM System Storage™ TS3500 now

stores more cartridges on less floor space. Up to 20,000 slots per library.

Data Mobility, On-line Data Migration New support for extended remote copy

(XRC) and TCP/IP Communication in a Multi Sysplex environment.

Enhanced Hyperswap support. Enhanced Softek Transparent Data Migration

Facility (TDMF) for z/OS.


IBM continues its “no compromises” approach to delivering robust Information Infrastructures for mid-sized environments.

Storage VirtualizationSimplify management of SAN disk arrays. Increase storage utilization by up to 30%.

High Throughout OptionsSignificantly improve the performance of hard-to-

tune, disk-bound applications without tuningEnhanced DS5000 with new 600 GB solid-state

storage option.

Encryption Improve security with little or no overhead:

–Drive-level encryption for disk and tape.–Automated encryption key management.

Optimization and Integration Services Improve your ability to plan and optimize

storage resources.

Enhanced SAN Volume Controller v5 with new solid-state option, Reverse Flash Copy, multi-site mirroring, and faster chips.

Enhanced N series models feature expanded Performance Accelerator Module cache memory, which can improve response time by up to 35%.

New 600GB encrypting drive for DS5000.Enhanced new encrypting drive option for

DS5100 and DS5300.

New Business Partner enablement for:–global insight, version 2.0–transformation strategy, including new rapid version

Express Advantage: SAN Volume Controller Entry Edition now with faster processors and Flash Copy

Express Advantage: New DS3950 Express. Updated N series N3300 Express and N3600 Express

Express Advantage: New DS5020 Express with optional encrypting drives

Express Advantage: RAPID version of transformation strategy service offering


Clients report stunning success with IBM Information Infrastructure solutions.

“We replaced a broad mix of storage from different vendors with two XIV systems from IBM. Service levels improved, and the temperature in our data center dropped 6 degrees Fahrenheit.”

“In the past 3 years, INTTRA has grown 200% while reducing its compute footprint by 50 percent and reducing its power costs by 30 percent.”

“We get 12 to 1 data reduction with ProtecTIER. Our backup window shrank immediately. Now, the typical restore request takes 5 minutes.”

“To help [our growers] capitalize on what may be very brief windows of opportunity, we need to deliver the kind of always-on service they expect from their banks.”

Greg Johnson, CTO, Virginia Commonwealth

University Health System

Anthony Costa, Managing Director of Global

Infrastructure and Corporate Systems,

INTTRA

Karl Barth, Director of Systems and Operations, Fox Chase Cancer Center

Mathew Regan, Operations Manager,

Co-Operative Bulk Handling Group Ltd.




Rich Esposito


Rod Adkins


Al Zollar


Curtis Tearte


Rich EspositoGTS VP, ITS&A Services,Middleware Services


October LAUNCH ESSENTIALS Polling question

In my opinion, the most valuable skills enablement for Dynamic Infrastructure would be:

A. How to use a consultative sales approach to talk to clients about Dynamic Infrastructure.

B. Information to clearly link offerings to Dynamic Infrastructure.

C. Client references of Smarter Planet and Dynamic Infrastructure.

D. Programs and techniques to facilitate cross-IBM teaming.


Dynamic Infrastructure sales enablement

• NEW – Simulator Education

• NEW Whiteboarding approach

• UPDATED Seller Offering Guide

NEW Whitepaper … Evolving to a Dynamic Infrastructure

NEW Technical Certification roadmaps Extended Virtual Project Office to

provide assessment and offering advice NEW SME community enabling quick

identification of technical sellers

Dynamic Infrastructure Partner Program– Now includes ISVs

Develop Consultative Selling Skills

Cultivate Broader Partner Support

Expand Technical Skills and Community

More Depth and Breadth on Industry Focus

Healthcare FSS

Government

Telco

RetailEnergy & Utilities

Insurance

Oil & GasNew!

Industry Sales Kit IBM BP


Dynamic Infrastructure simulator

Launch Link IBM BP

Convince clients that an IBM Dynamic Infrastructure Assessment or Workshop would enable them to improve their IT/business situation.

Learn how to have a consultative discussion with C-level executives on issues that affect their business.


Dynamic Infrastructure “whiteboard selling”

The Whiteboard Selling Approach:

Elevate the communication of value from a slide presentation to an interactive, confident and compelling discussion with prospects.

1 Frame the

key challenges and listen to the client

4 Finish by

talking about how capabilities “make the day better”

2 Establish a

“real-world” day in the life example scenario

3 Clearly position

capabilities (not products) as the way to address the agreed-upon challenges


Dynamic Infrastructure sales offering guide

Two editions (V3 Oct 20, 2009):

Large Enterprise IBM BPs

Mid Market IBM BPs

Service Management

Virtualization

Green Infrastructure

InformationInfrastructure

Security

Business Resiliency

Asset Management

Converge Business and IT Automate IT Processes Manage Business Services Manage SOA Environments Improve Service Delivery with Cloud Computing

Desktop sprawl Escalating storage costs Server sprawl Application Infrastructure Inefficiencies Reduce Test/Development Cost with CloudBurst

IT Energy Efficiency Green Data Center Energy Management Environmental Leadership

Compliance Availability Retention Security

Security Compliance Identity and Access Management Network, Server and Endpoint Security Application Security

High Availability Disaster Recovery Information Protection Business Continuity

Enterprise Asset Management IT Asset Management Asset Intensive Industry Solutions

Manage RiskImprove Service Reduce Cost

Dynamic Infrastructure

IBM Initiatives

Client scenarios: Client Pain Points Leading Questions Decision Tree Lead Offerings Where to start

IBM Global Financing

Index of Offerings (GTS, SWG, STG)

New! Roadmap with hot-links – Large Enterprise edition


Broadened technical support structure

Expanded Virtual Project Office– Role is to help sellers navigate the Dynamic Infrastructure portfolio – Membership now includes STG, GTS and SWG reps at IMT level– Responsibilities include:

Existing– Review and understand client requirements

– Direct the sellers to the right Dynamic Infrastructure assessment in the portfolio

– Provide linkage to offerings delivery across all the brands

– Link to the Dynamic Infrastructure leadership centers

– Link to Virtual Project Office IBM / BP

New– Help identify Dynamic Infrastructure

opportunities

– Provide info on Subject Matter Experts (SME)

– Provide guidance on DI offerings

– Collect IOT/GMT metrics - roll up to WW Project Office

New WW technical community for Dynamic Infrastructure– An SME community shares best practices and collaborate around Dynamic

Infrastructure opportunities, resulting in faster revenue and larger roadmaps.


New technical enablement

Evolving to a Dynamic Infrastructure Whitepaper– See how the CIO of Hot Products deals with infrastructure

challenges and HOW she addresses them to move to a more Dynamic Infrastructure

– Client consumable– IBM / BP

A Practical Guide for Initiating Dynamic Infrastructure Discussions

– Conversation starter for consultative solution selling with C level executives. Back of the napkin drawings included to support three scenarios:

• Reducing Cost• Changing the Relationship with your Customers• Bringing Control Into Your Data Center Operations• IBM / BP

Technical Sales Certification Roadmaps– Now available on SmartZone – Technical Certification IBM BP

OI Tech OO Tech

STG Arch - SA FTSS, Techline

SWG Arch - SWITA Techline

GTSArch - Tech Sol Arch, Tech Sol Mgr

Arch - Tech Sol Arch, Tech Sol Mgr

S&DArch - CITA, Tech Advisors (TA)

GB Spec BP Spec BP


IBM Business Partner Dynamic Infrastructure Central

Introducing IBM Business Partner Dynamic Infrastructure Central– The Entry Point for all things relating to Dynamic Infrastructure for partners– Incorporation of the System Reseller Specialty with NO changes to criteria or benefits– Transition Technology Partner Program with NO changes to criteria

• Extending the Dynamic Infrastructure Specialty Accreditation Mark to Technology Partners

– Extend to ISVs with unique ISV criteria and benefits

www.ibm.com/partnerworld/dynamic_infrastructure live 10/20/09

NEW Community Area

Link to specialty detail about criteria and benefits

Education roadmaps

Marketing materials

Sales support materials

Community features i.e., blogs and forums


Dynamic Infrastructure sales engagement resources

Lead with Sellers:

S&D & GB Client Reps Brand sellers (e.g. CSL/ITO, CSM, SCL) Specialty Business Partners

Brand sales specialists CITA Specialty Business Partners

Brand sales specialists System architects Business partners

Delivery lead Client account team

Seller Action(IBM & Business Partners)

Understand client’s critical business issues to be solved

Utilize consultative approach (whiteboard, provocation based) to engage client executives (CxO) in Dynamic Infrastructure discussion

Offer Innovation Workshop to clarify needs

Offer Industry Framework briefing relevant to industry (e.g. SAFE, SPDE)

Qualify opportunity & build plan

Leverage cross IBM Sales Plays & assets (Virtualization, Information Infrastructure and Service Management) for next steps / options

Offer in depth briefing or workshop to expand upon client’s critical business needs

Identify desired IT capabilities and impact and show how IBM options uniquely meet these needs

Shift to opportunity owners, local architects and / or Business Partners to develop client solution

Engage solutions centers (e.g. Lab Services, Design Centers, Benchmarking Centers, Proof of Concepts, BPICS, PSSC)

Implement solution capabilities to achieve desired performance, impact and benefit

Build the client‘s solution skills

Manage the contract/ project

Measure performance, impact and benefit and confirm that the client’s expectations are met

Resolve issues thru Delivery Single Point of Contact (SPOC)

Apply what we’ve learned to discover and explore new issues and “white space” opportunities

Hold Client Value Realization Conversation for overall account relationship

SellerPreparation(IBM & Business Partners)

Attend How to Tell / How to Sell IBM / BP

Attend Oct 13 Dynamic Infrastructure Launch Overview IBM / BP

Strengthen consultative selling skills (self study):

–Anatomy of a deal–Whiteboarding–Dynamic Infrastructure Simulator

IBM / BP–Consultative Selling Paper–Evolving to a DI paper

Understand the competition IBM / BP Download client presentation from SAM

/ BP BPs – Become

dynamic infrastructure Specialty accredited

Take Sales Play education IBM / BP for relevant sales scenarios

Go to sales kit / support materials IBM / BP for each initiative

Review Dynamic Infrastructure Sales Play Offering Guide Enterprise / Midmarket / BP

Review Lead with Assessments & Workshop guide IBM / BP

Engage Virtual Project Office for guidance on appropriate assessment / offering IBM / BP

Find appropriate client references IBM / BP

Utilize Quick Proposal Process to create client proposal

Attend Dynamic Infrastructure education on applicable initiatives (virtualization, energy efficiency, bus resiliency, security, info infrastructure, service mgmt, asset mgmt)IBM / BP

Review initiatives architectural papers

Leverage dynamic infrastructure technical community SMEs

Understand skills and capabilities of local dynamic infrastructure Specialty Business Partners

Finalize client satisfaction/success criteria and plan

Plan and prepare for review meeting

Dynamic Infrastructure Sales Portal IBM / BP


What makes IBM’s strategy so unique?

Workload Optimized

Service Management

Flexible Delivery Choices

… looking at IT service delivery from the business’ perspective.

Infrastructure optimized for specific workloads, tasks, or services in ways that deliver orders of magnitude better performance, scale and efficiency.

Provides visibility, control and automation across the business and IT infrastructure to accelerate the delivery of high quality services.

New delivery choices characterized by self-service, elastic scaling and rapid provisioning for optimal performance with reduced costs and risk.


Learning objectives: Key questions

How can I leverage IBM strategies for Smarter Planet, Cloud Computing and Dynamic Infrastructure to…

– Differentiate IBM from the competition?

– Help me find more sales opportunities?

What new offerings do I have to sell?

What new enablement and education is being announced?

Where do I get more information and resources to help me sell?


Dynamic Infrastructure: Designed for a smarter planetCross-IBM launch with integrated Cloud content – October 20

KEY THEMES…

Attend all of the Dynamic Infrastructure Education Virtual Events for IBM sellers and IBM Business Partners featured on October 13 (NA / LA / Europe) and October 14 (AP / Japan).

Invite clients and prospects to attend the IBM Dynamic Infrastructure Client Webcast on October 20.

Access the Dynamic Infrastructure Sales Portal for IBM sellers and IBM Business Partners, with new assets being added throughout the launch.

Attend follow-on business unit education sessions.

Systems for a smarter planet: A workload optimized approach to system design, management and delivery.

Service Management: Faster time-to-market of services through enhanced visibility, control and automation.

IBM Information Infrastructure: Solutions enable significant cost reduction and information-led transformation.

CALL TO ACTION…


Backup


Announcement highlights offering summaries



1. Cloud Computing

What’s New: IBM Smart Business storage and analytics solutions. IBM Smart Business collaboration and productivity solutions. New IBM consulting services for cloud computing.

Objective: Cloud solutions to address specific workload challenges and leverage the power of cloud computing.

2. Systems for a Smarter Planet

What’s New: New Virtual System Pools for dynamic workloads. New Data Center Networking capabilities. New workload optimized systems for business and IT.

Objective: A workload optimized approach to system design, management and delivery.

3. Service Management

What’s New: Improved service lifecycle management across development, test,

and operations. Enhanced system and service management integration. New and enhanced Service Management Industry solutions. Service Management strategy, planning, implementation services

Objective: Faster time-to-market of services through enhanced visibility, control, and automation.

4. Information Infrastructure

What’s New: Advancements in virtualization, solid-state storage and encryption. New private cloud solution for archiving. Mainframe advancements for information-driven workloads. Robust Information Infrastructures for mid-sized environments.

Objective: Information Infrastructure solutions enable significant cost reduction and information-led transformation.

5. Sales Enablement

What’s New: Use of integrated launch enablement to jump-start 4Q sales activity. Development of consultative selling skills to add more value with clients. Expansion of technical skills and community to help clients take action. Cultivation of broader business partner support to expand DI penetration. Increase industry focus to align DI offerings with business value.

Objective: Training, tools and support for using Dynamic Infrastructure and Cloud to sell offerings and close out the competition.


1. What’s New: Cloud Computing – Portfolio enhancements to gain control of information/data explosion, increase collaboration and productivity, and leverage power of cloud computing.

Gain control of the information and data explosion with IBM Smart Business storage and analytics solutions– IBM Smart Business Storage Cloud provides highly scalable, function rich private storage cloud

services enabling simplified data access and reduced operational costs– IBM Smart Analytics Cloud, an on-site private analytic cloud solution with user-driven services for

accessing and analyzing data from different data sources and for enterprise-wide knowledge dissemination

– IBM Information Archive, a cloud-ready Smart Business system that offers an integrated, purpose-built solution for archiving data and content with scalability and performance to deliver immediate archiving capability at a reduced cost

Unleash the employee’s potential with IBM Smart Business collaboration and productivity solutions– LotusLive iNotes enhances LotusLive with secure web accessible email and Notes databases

from anywhere, anytime, and any device– Recently announced IBM Smart Business Desktop on the IBM Cloud and IBM Smart Business

End User Support – IBM Service Assist increase end-user productivity and reduce service desk support costs

Leverage the power of cloud computing with IBM consulting services designed to use new delivery model to optimize business value– IBM Infrastructure Strategy and Planning for Cloud Computing– IBM Strategy and Change Services for Cloud Adoption– IBM Strategy and Change Services for Cloud Providers– IBM Testing Services for Cloud


2. What’s New: Systems for a smarter planet – A workload optimized approach to system design, management and delivery.

New Virtual System Pools that can reconfigure and scale for dynamic workloads. Manage virtual system pools with the same cost and effort as a single system. Delivered by IBM Systems Director with new VMControl Enterprise Edition. Essential building block for cloud computing architectures.

New Data Center Networking hardware and converged Fibre Channel over Ethernet capabilities. IBM provides the best fit from a wide choice of networking products, simplicity with integrated solutions, and

industry-leading support and services. New data center networking hardware and converged Fibre Channel over Ethernet capabilities can simplify

configurations by reducing or eliminating the costs of parallel infrastructures. In backup scenarios, this can provide up to 50% savings in servers, switch count, cables and I/O adapters.

New workload optimized systems for business and IT. Industry solutions:

– Total retail solution for quick service restaurants and major grocery clients

– IBM System Cluster 1350 and Integrated Solutions

Smart Business Systems:

– IBM Information Archive integrated system for archiving and policy-based retention.

– IBM Cloudburst 1.2, ready for production workloads


3. What’s New: Service Management – Faster time-to-market of services through enhanced visibility, control and automation.

IBM delivers improved service lifecycle management across development, test, and operations that help speed delivery of high-quality application and services.

Accelerate service deployment and improve service quality by integrating processes and information across testing and operations.

– Improve quality of service delivery integrating asset information with Rational Asset Manager and Tivoli CCMDB – Integrate trouble ticketing and fix tracking with Tivoli Service Request Manager and Rational ClearQuest– Automate the testing lifecycle process with Rational Quality Manager, Tivoli Provisioning Manager and TADDM– Integrate testing and monitoring with Rational Performance Tester and Tivoli Composite Application Manager

IBM provides new solutions and enhanced system and service management integration to drive greater operational and energy efficiency and data center transformation.

Improve provisioning and assurance of physical and virtual environments across networks and systems with new solutions and enhanced Tivoli and Systems Director integration..

– Tivoli Provisioning Manager 7.1.1, TPM 7.1.1 for Images, Systems Director Image Manager 6.1.2– Integration of Systems Director 6.1.2, Tivoli IT Monitoring 6.2.2, Tivoli Network Manager 3.8

Visibility of energy and thermal information with a data center heat map to help reduce energy costs

– Maximo Asset Management for Energy Optimization v7.1


3. What’s New: Service Management – Faster time-to-market of services through enhanced visibility, control, and automation. (p. 2)

Service Management strategy, planning, and implementation services that leverage IBM's global intellectual capital, reduce integration costs and improve service levels.

IBM IT Management Consulting Services – IT service strategy – New addition to IT Strategy and Architecture services to help clients establish an IT service strategy with a defined IT service portfolio and service catalog

IBM Remote Managed Infrastructure Services (RMIS) – Enhanced server services help companies manage server environments cost-effectively, with new support for the i platform, Microsoft Exchange server, and select network devices


Enhanced support for monitoring, security, and compliance capabilities across the following industries to help accelerate the delivery of new services, support compliance and reduce risk.

– Chemicals and Petroleum – Energy and Utilities for the IBM SAFE Framework– Healthcare – Banking


4. What’s New: Information Infrastructure solutions enable significant cost reduction and information-led transformation.

IBM extends its Information Infrastructure technology leadership with significant advancements in virtualization, solid-state storage, and encryption.

Enhancements can help clients improve throughput, resilience, and security; while controlling costs. Over 20 new and enhanced products and services, including:

– IBM SAN Volume Controller adds additional solid-state storage option and faster processors– Encrypting disk drives are available as options on the new DS8700, DS5100, and DS5300– IBM Managed Resiliency Services – managed continuity, and IBM Infrastructure Recovery Services – work area

recovery, protecting critical applications and data IBM clients report significant cost savings and service level improvements with Information

Infrastructure solutions.

Integrated, workload optimized IBM Smart Business Systems feature fast deployment and simplified management. Innovation in Information Archiving to support clients’ business, legal and regulatory information

retention needs.– IBM Information Archive – Integrated archive appliance supports retention policies, overwrite protection, and tape migration

A new private cloud solution for archiving and file services can provide cost effective, long-term information retention and access optimization.


4. What’s New: Information Infrastructure solutions enable significant cost reduction and information-led transformation. (p. 2)

Disk: IBM System Storage™ DS8700 delivers over 2.5x performance improvement for popular workloads. New performance monitoring and analytics for solid-state optimization on DS8100 and DS8300.

Virtualization: IBM Virtualization Engine TS7700 R1.6, now supports 4-way grid configurations for improved resiliency.

IBM Information Infrastructure advancements for Mainframe clients can support new information-driven workloads more effectively.

Expanded disk virtualization, encryption, and performance options. Enhanced storage optimization services are now available through Business Partners, as well as IBM.

Disk: DS5000 expands tiered storage options with solid-state drives, and 600GB fibre channel encrypting or non-encrypting drives

Services: Popular storage services offerings now packaged for mid-sized environments and Business Partners: IBM Storage Optimization and Integration Services – transformation strategy, and global insight.

IBM continues its “no compromises” approach to delivering robust Information Infrastructures for mid-sized environments.


5. What’s New: Sales Enablement – Training, tools and support for using Dynamic Infrastructure and Cloud to sell offerings and close out the competition.

Use of integrated launch enablement to jump-start 4Q sales activity. Main Auditorium Virtual Education

– Launch Essentials: “What You Need To Know”– Competitive Perspective, Business Partner Overview, Offering Overviews, Anatomy of a Deal

Education roadmaps by sales role for Offering, Industry, Business Partner, and technical deep-dive sessions Integrated launch sales kits, including “fast path” access to key assets Smarter Planet “3 Key Differentiators for Winning in the Data Center” education

Development of consultative selling skills to add more value with clients.

New whitepaper: Evolving to a dynamic infrastructure New Technical Certification roadmaps Expanded Virtual Project Office to provide assessment and offering advice New WW SME community improving identification of and collaboration with technical sellers

Dynamic Infrastructure Simulator Education in SmartZone Whiteboarding approach as a tool when calling on C-level executives Dynamic Infrastructure Offering Guide based on cross-IBM DI Sales Plays - updates include cloud and lead-with

offerings New Dynamic Infrastructure “How to Sell” web lecture

Expansion of technical skills and community to help clients take action.Expansion of technical skills and community to help clients take action.

Cultivation of broader business partner support to expand DI penetration.Cultivation of broader business partner support to expand DI penetration. Expand the partner community to include ISVs and Technology partners New Dynamic Infrastructure PartnerWorld web presence and community area

Expand the partner community to include ISVs and Technology partners New Dynamic Infrastructure PartnerWorld web presence and community area

Increase industry focus to align DI offerings with business value.Increase industry focus to align DI offerings with business value. Industry education modules Expansion of supported industries in Dynamic Infrastructure Master Industry Sales Kit

Industry education modules Expansion of supported industries in Dynamic Infrastructure Master Industry Sales Kit

Dynamic infrastructure Sales Portal IBM / BP


Clients: Financing benefits

Access to capital for credit-qualified clients Conserve cash for higher yielding investments Better manage cash flow with predictable

payments Help reduce technology obsolescence risk Lower TCO through a technology lifecycle

management approach Expand your purchasing power to obtain more

within budget Obtain what you need vs. what you can afford

…Conserve cash and accelerate ROI payback

Why IBM Global Financing

The world’s largest IT Financing provider with over 125,000 clients and an asset base of US$36 billion

Over 26 years of experience as an asset-based lender

Optimal understanding of IT

Global reach with operations in more than 55 countries

Strong balance sheet with an investment-grade credit rating and access to capital from our parent company

Leverage of equipment residual value

Provides single-source financing that helps credit qualified clients acquire business services and technology services, hardware and software

Unmatched asset disposal services


Jumpstart your Smarter IT now! No payment until 2010!

Challenge:

In the current economic climate many organizations are cash and/or credit constrained.

Clients still need to invest in their business and grow

Yet IT infrastructure needs to become more dynamic to support business needs.

At the same time IT projects need to show better ROI and payback.

IBM Global Financing is offering no payments for 90 days to help clients get projects started now

IBM Global Financing provide access to capital for credit qualified customers

Financing can:– Conserve cash for higher yielding

investments– Better manage cash flow with

predictable payments– Provide better ROI and payback


GTS announcement highlights

IBM delivers Service Management strategy, planning, and implementation services that leverage IBM's intellectual capital, reduce integration cost and improve service levels

IBM IT Management Consulting Services – IT service strategy IBM Remote Managed Infrastructure Services

IBM Information Infrastructures help lower storage acquisition costs while improving data resiliency and security

IBM Managed Resiliency Services – managed continuity IBM Infrastructure Recovery Services – work area recovery IBM Implementation Services for disk systems – IBM XIV System Storage IBM Migration Services for data for open system attached to System Storage disk systems IBM Data Mobility Services – Softek asset license – Softek TDMF z/OS v5.2 IBM Storage Optimization and Integration Services – Storage Enterprise Resource Planner v 5.5 IBM Proventia Server for Red Hat Linux 5 / Solaris10

Systems for a smarter planet: workload optimized approach to system design, management and delivery

IBM Implementation Services for System z – server time protocol

New technical support and popular storage services now packaged for mid-sized environments and business partners to offer simplicity, scalability, service, and savings

IBM Storage Optimization and Integration Services – transformation strategy (full and rapid) IBM Storage Optimization and Integration Services – global insight IBM Enhanced Technical Support – gateway

NOTE: Offerings highlighted in blue are featured as part of the cross-IBM Dynamic Infrastructure launch


Tivoli announcement highlights

Service Management Faster time-to-market of services through enhanced visibility, control, and automation.

IBM delivers improved service lifecycle management across development, test, and operations that help speed delivery of high-quality application and services.

Accelerate service deployment and improve service quality by integrating processes and information across testing and operations.– Improve quality of service delivery integrating asset information with Rational Asset Manager and Tivoli CCMDB – Integrate trouble ticketing and fix tracking with Tivoli Service Request Manager and Rational ClearQuest– Automate the testing lifecycle process with Rational Quality Manager, Tivoli Provisioning Manager and TADDM– Integrate testing and monitoring with Rational Performance Tester and Tivoli Composite Application Manager

IBM provides new solutions and enhanced system and service management integration to drive greater operational and energy efficiency and data center transformation.

Improve provisioning and assurance of physical and virtual environments across networks and systems with new solutions and enhanced Tivoli and Systems Director integration..

– Tivoli Provisioning Manager 7.1.1, TPM 7.1.1 for Images, Systems Director Image Manager 6.1.2– Integration of Systems Director 6.1.2, Tivoli IT Monitoring 6.2.2, Tivoli Network Manager 3.8

Visibility of energy and thermal information with a data center heat map to help reduce energy costs – Maximo Asset Management for Energy Optimization v7.1


Enhanced support for monitoring, security, and compliance capabilities across the following industries to help accelerate the delivery of new services, support compliance and reduce risk.

– Chemicals and Petroleum – Energy and Utilities for the IBM SAFE Framework– Healthcare – Banking

Service Management strategy, planning, and implementation services that leverage IBM's global intellectual capital, reduce integration costs and improve service levels.

IBM IT Management Consulting Services – IT service strategy – New addition to IT Strategy and Architecture services to help clients establish an IT service strategy with a defined IT service portfolio and service catalog

IBM Remote Managed Infrastructure Services (RMIS) – Enhanced server services help companies manage server environments cost-effectively, with new support for the i platform, Microsoft Exchange server, and select network devices


STG announcement highlights

IBM Systems Director VMControl Enterprise Edition – New Virtual System Pools that can reconfigure and scale for dynamic workloads.

IBM Systems Director – Improved integration with Tivoli Provisioning Manager.

Juniper OEM Ethernet switches and routers and converged Fibre Channel over Ethernet capabilities – New data center networking hardware.

IBM San Volume Controller and Storage Encryption (DS8700, DS5100, DS5300) – Additional solid-state storage options with faster processors, and new encrypting disk drives.

IBM Virtualization Engine TS7700, DS8700, Enhanced Optima Data Growth Solution – Advances for mainframe clients to support information-driven workloads more effectively with virtualization, solid-state storage and archiving.

Workload Optimized Industry solutions – Total retail solutions for quick service restaurants and major grocery clients as well as the IBM System Cluster 1350 and Integrated Solutions (iDataPlex).

Workload Optimized Smart Business Systems – the IBM Information Archive, an integrated archive appliance that supports retention policies, overwrite protection, and tape migration as well as IBM Cloudburst 1.2, ready for production workloads.

October 6: IBM Smart Business Cloud launchOctober 20: IBM Dynamic Infrastructure launch


Information Infrastructure announcement highlights

New Information Infrastructure solutions enable significant cost reduction & information-led transformation

IBM extends its information infrastructure technology leadership to help clients improve throughput, resilience, and security while controlling costs.

– Over 20 new or enhanced products with significant advancements to: Virtualization Solid-state storage Encryption

IBM expands cloud storage options with a new archiving & compliance solution– New IBM Information Archive solution for long-term information retention

IBM offers information infrastructure advancements for mainframe– New enterprise disk with solid-state optimization adds significant throughput

IBM continues “no compromises” approach to information infrastructure for mid-sized environments

– Expanded disk virtualization, encryption & performance options

– Storage optimization services now available through BPs too


System z announcement highlights

Improve service, reduce cost, and manage risk with new offerings from System z:

IBM Solution Edition for Cloud Computing: new, competitive services led offering focused on jump-starting the adoption of cloud computing workloads on z at the customer site.

IBM Smart Analytics Cloud for System z: Cognos-based services offering enabling enterprises to begin the transformation of analytics enterprise workloads to private clouds on z.

z10 EC GA3 and z10 BC GA2: new cryptographic features offers strong encryption, improved performance, simplification of migration and granular options for midrange customers.

z/VM Version 6.1: new version exclusively for z10 and future technologies; can help reduce the acquisition cost of consolidating workloads to System z10.

IBM DS8700 enhancements: New Power 6 based offering improves performance and I/O throughput, typically by 25 to 50%.

IBM Implementation Services for System z – Server Time Protocol: Swift and secure implementation of STP for improved availability, integrity, and performance; reduces hardware maintenance and power costs while eliminating intermediate site requirements for Sysplex Timer.


System x announcement highlights

Optimize and streamline your workloads with IBM's System Cluster 1350 integrated solutions Increase performance, improve energy and space efficiencies, and cluster management

with leading edge technology designed for high performance computing. Robust choice of portfolio of offerings that include industry leading OEM interconnects,

storage solutions and software to meet all your business needs. Data Center ready – with fully tested, integrated solutions that are easily deployed,

operated and maintained, with single point of contact for support.

Revitalized High Volume portfolio including the uni-socket x3200 M3 Tower and x3250 M3 Rack Servers Similar functionality and performance of previous generation two-socket systems, but at

uni-socket prices. 50 percent more memory DIMMs and 50 percent greater performance at a lower price to deliver incredible TCO

Enhancements to two-socket x3550 M2/x3650 M2 rack servers The high volume segment makes up over 60 percent of the total x86 server opportunity.

As a result, these new products will help us considerably in this important market.

Offering Excellence with supporting OS, solutions, and options Microsoft Windows 2008 R2 OS support with virtualization capabilities. New System x and BladeCenter Interconnects for products

– Virtual Fabric for IBM BladeCenter: Cisco Nexus 4001 Virtual Fabric switch for IBM BladeCenter, Emulex Virtual

– Fabric adapter for IBM BladeCenter and QLogic Vitual Fabric Fibre Channel Extension Module

– Open Fabric Manager for BladeCenter S: Easy deployment and management for distributed environment


Power Systems announcement highlights

Systems for a smarter planet: A workload optimized approach to system design, management and delivery:

IBM Systems Director VMControl Enterprise Edition: Manage and provision virtual images and machines across multiple physical systems as a single entity

– New Virtual System Pools that can reconfigure and scale for dynamic workloads.

– Manage virtual system pools with the same cost and effort as a single system.

Reducing planned downtime: moving down the roadmap to continuous availability

– New concurrent maintenance features for Power 570 and Power 595

Fibre Channel over Ethernet– Simplify configurations by reducing or eliminating the costs of parallel

infrastructures.

Plus enhancements to AIX, IBM i, Linux, PowerHA, PowerVM and more


Retail store solutions announcement highlights

Systems for a smarter planet: A workload optimized approach to system design, management and delivery

1. IBM’s SurePOS 500 delivers smart food service systems for Syracuse City School District – IBM SurePOS 500 point-of-sale (POS) and IBM Business Partner STG earn A+ in all 32 Syracuse cafeterias

and kitchens for designing solutions for the changing workload of 20,000 students, plus staff.– Vital student information is available, secure and retained on SurePOS 500 and SurePOS 500 Express

solutions for the school district’s non-discriminatory student I.D. system, state and federal free/reduced food programs, student allergies/food restrictions, pre-paid meals, supplies and food ordering.

– Syracuse schools maximize government reimbursement dollars for lunches, reduce employee training time and speed cafeteria lines, increasing student throughput and reducing cost with IBM SurePOS 500.

– IBM’s GTS and GBS network systems, infrastructure and SurePOS solutions enable the school district to create, monitor, control, automate, evaluate and sustain programs to increase student achievement and engagement, including cafeterias, curriculum, libraries, security, and access to state and federal programs.

2. Niagara Falls State Park beats “extreme retailing” challenges with total IBM infrastructure– IBM SurePOS 500 point-of-sale and AnyPlace kiosks are optimized for Niagara Falls park’s seasonal

workload --over 15 million visitors annually -- to help improve service, reduce cost and manage risk.– Through wind, rain, heat, bumps and mist, IBM SurePOS solutions are retail-hardened for extreme work

conditions, including outdoor souvenir carts, catering trucks, ticket booths, parking lots, restaurants, gift shops and golf courses.

– IBM Business Partner STG provides total IBM infrastructure solutions for the 25-mile Niagara Park “city” with wired, wireless, mobile, VOIP systems integrated through SurePOS 500, AnyPlace kiosk and X-series servers for retailing, security, patrols, buses, on-site school and business solutions.

© 2009 IBM Corporation October LAUNCH ESSENTIALS: “What You Need to Know!” Dynamic...

Documents

Transcript of © 2009 IBM Corporation October LAUNCH ESSENTIALS: “What You Need to Know!” Dynamic...