01 - Intro - Brand Manager

7/30/2019 01 - Intro - Brand Manager

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2006 IBM Corporation

This presentation is intended for the education of IBM and Business Partner sales personnel. It should not be distributed to customers.

IBM Systems & Technology Group Education & Sales Enablement 2010 IBM Corporation

XSR04: Up to Speed on IBM System xSystem x and BladeCenter Sales Education Series


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Agenda do curso

Segunda (13/09)

08:30 as 09:00 - Welcome Coffe

09:00 as 10:00 - Introduo a linha System x e BladeCenter da IBM (Rafael Cunha)

10:00 as 10:30 - Break

10:30 as 12:00 - Servidores High Volume IBM System x (Rafael Cunha)

12:00 as 14:00 - Almoo

14:00 as 15:30 - Servidores Blade (Leo Couto)

15:30 as 16:00 - Break

16:00 as 17:30 - Servidores High End IBM System x (Leo Couto)

Tera (14/09)

08:30 as 09:00 - Welcome Coffe

09:00 as 10:00 - Ferramentas IBM System x (Rafael Cunha)

10:00 as 10:30 - Break

10:30 as 12:00 - Storage (Juliana Dantas)12:00 as 14:00 - Almoo

14:00 as 15:00 - Cool Blue (Rafael Cunha)

15:00 as 15:30 - Diferencie-se com opcionais IBM (Rafael Cunha)

15:30 as 16:00 - Break

16:00 as 16:45 - Ferramentas de gerenciamento (Rafael Cunha)


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Test 000-153: System x Sales Specialist V6

Test info rmat ion:

Number of quest ions: A t least 39

Time al lowed in minu tes: 75

Requ ired passing sc ore: N/A%

Test langu ages:

Engl is h, Chinese Sim pl i f ied, French , Ital ian,

Japanese, Portug uese B razi l ian, Russian,

Spanish Cast i l ian, Spanish LA


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Section 1 - Gathering Requirements

Understand market environment for System x family and other x86 serversDescribe System x family (i.e. - high volume servers, high performanceservers, BladeCenter)

Relate customer requirements to family characteristics and the relatedcompetitive advantages.

Compare the System x Server family including eX5 and high volume serversto competitors, previous System x servers and communicate the businessvalue to customers

Describe total cost of ownership including total cost of acquisition, energy

efficiency, power and cooling, backward and forward compatibility, andsystems management.


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Section 2 - Propose Solution

Select and use basic presales tools (i.e. - xRef, Competitive Sales Tool, QuickSolution Tool, Configuration and Options Guide (COG), and ServerProven)

Select and use advanced presales tools (i.e. - CDAT consolidation, Power Calculator,Interoperability Guide, SSCT, Blue Horizon).

Select and use appropriate support structure (i.e. - Techline, Competeline, FTSS,

Business Partner support, Distributor support)

Relate the differences between scale-up and scale-out deployment strategies.

Demonstrate other top selling or competitive strategies. Bid to Win Manage to Profit.

Discuss and apply the total solution (i.e. - software, storage, tape, rack and rack

options, switches, services, training, networking, SAN, and other options).


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Course Agenda

Topic 1: Introducing IBM System x andBladeCenter?

Topic 2: Entering the System x Portfolio

Topic 3: BladeCenter and Other InnovativeSystem x Products

Topic 4: Enterprise Servers for Enterprise

WorkloadsTopic 5: IBM System x iDataPlex, IBM Cluster

1350 and introducing Cloud Computing

Topic 6: Completing the Sale with Options,Storage, Services and Support

Topic 7: Optimizing IT With SystemsManagement


7/63IBM Systems & Technology Group Education & Sales Enablement 2010 IBM Corporation

Growing your skills and preparing for certification

IBM Business Partners (IBM PartnerWorld) Skills Development

> Start with Systems Connect eXpert (now on Systems College) Created to make it easier for IBM partners to grows skills and keep them sharp

See the roadmaps and recommended education http://www.ibm.com/Partnerworld/SystemsConnecteXpert

> Leverage the Business Partner Guidebook http://www.ibm.com/partnerworld/wps/pub/overview/B5X00

IBM Team Skills Development

> Start with the System x Specialist area of the STG Smart Zone Roadmaps and "What's New" education

http://lt.be.ibm.com/smartzone/systemxsales

> Take advantage of the System x Reference Sheets (xREFs) http://www.redbooks.ibm.com/xref

Both IBM Internal and Business Partner Resources

> Take advantage of the System x Reference Sheets (xREFs) http://www.redbooks.ibm.com/xref

> Schedule a Top Gun training to quickly ramp up your selling skills http://www.ibm.com/systems/education/topgun/xtop.html
http://www.ibm.com/Partnerworld/SystemsConnecteXperthttp://www.ibm.com/partnerworld/wps/pub/overview/B5X00http://lt.be.ibm.com/smartzone/systemxsaleshttp://www.redbooks.ibm.com/xrefhttp://www.redbooks.ibm.com/xrefhttp://www.ibm.com/systems/education/topgun/xtop.htmlhttp://www.ibm.com/systems/education/topgun/xtop.htmlhttp://www.redbooks.ibm.com/xrefhttp://www.redbooks.ibm.com/xrefhttp://lt.be.ibm.com/smartzone/systemxsaleshttp://www.ibm.com/partnerworld/wps/pub/overview/B5X00http://www.ibm.com/Partnerworld/SystemsConnecteXpert



Topic 1:Why IBM System x and BladeCenter?

By the end of Topic 1, you should be able to:

> Summarize the market forces that impact your clients businesses

> Recall how IBM innovation and expertise can help clients to solve realbusiness challenges and remain competitive

> Describe the System x value proposition and differentiation

> Recall the broad capabilities and benefits of engaging Team IBM



Points to Ponder

Think about the following as youprogress through this topic:

What concerns do you hear from yourclients around their IT strategy?

How does IBM's leadership in the ITindustry help us when selling x86solutions?

How can you build value from the larger

IBM "Big Blue"?



Topic 1 Agenda

> The Changing Global Marketplace

>How IBM helping our Clients build a Smarter Planet.

> Leveraging IBM to provide higher value solutionswith our System x and BladeCenter solutions

> Overview of System x and BladeCenter

> Review



Globally, systems andinfrastructure are reaching abreaking point.

Meanwhile, customer expectations andcompetitive pressures are increasing.

IDC has just released estimatesthat this year, the Digital Universe

meaning every electronicallystored piece of data or file outthere will reach 1.2 millionpetabytes, or 1.2 zettabytes, thisyear.
http://en.wikipedia.org/wiki/Petabytehttp://en.wikipedia.org/wiki/Zettabytehttp://en.wikipedia.org/wiki/Zettabytehttp://en.wikipedia.org/wiki/Petabyte



IT has felt the impact of current economic conditions

Organizations have had tochange their IT strategy.

They must do more with less,fully utilize every resource andautomate wherever possible.

Workloads deployed

Servers deployed

Management $

New thinking

IT Spending IT Deployment

2009

2005



At the same time, the world is becoming smartermore instrumented, interconnected and intelligent

Data volumes are exploding.

Workloads are growing.

Analytics are no longer optional.

contains millions of transactions.

EVERYMOMENT

InsightData

Action

Analytics

Management automation

Adding more servers isnt the solution.

Our infrastructure must become smarter



Easy toManage

Value

Customer satisfaction

Quality/Service

Technology

Why do clients succeed with IBM?

Leadership Brand

#1

BusinessWeek Brand

BusinessWeek IT Brand

#2

#1



We must move past todays challenges to seizetomorrows opportunities.

HOW CAN WE ADDRESS WHILE ALSO LAYING A FOUNDATION

FOR

HIGHER SERVICE EXPECTATIONSInternet-savvy consumers andemployees expect 24x7 access to qualityservices.

RISING COST PRESSURESStaggering levels of complexity andinefficiency drive up cost and stifle

innovation.

NEW RISKS & THREATSThe connected, collaborative world isalso a more vulnerable world.

BREAKTHOUGH PRODUCTIVITYAlmost any person, object, or service canbecome digitally aware and connectedcreating new possibilities for change.

ACCELERATED VALUE CREATIONMore adaptive capabilities like cloudcomputing create new opportunities.

INCREASED VELOCITYThe faster pace of business and societydemands a more responsive, agileinfrastructure.



The world has become flatterand smaller.Now it must becomesmarter.

IBM going to market aroundfour major initiatives

Smart Work

New Intelligence

Green & Beyond

Dynamic Infrastructure

The Vision of a Smarter Planet showcases what makes IBM unique andmakes System x the leader in x86 innovation

The Vision of a Smarter Planet



REDUCE COST

IMPROVE SERVICE

MANAGE RISK

Energy Efficiencyand Performance

X-ArchitectureReliability andResiliency

Dynamic Infrastructure:Addressing todays challenges and tomorrows opportunities.

Systems Director



Introducing the Dynam ic Infrastruc ture Whiteboard




I d i h




I t d i th



Systems IBM Software & ServicesSystems Software

Dynamic Infrastructure

Management

Energy

Security

Availability

Multiple OSsVirtualization

Delivering business value by helping clients improve service,

reduce cost and manage risk Systems that are fit for purpose

Technology and expertise to drive business advantage

Leading management, energy, security, resiliency and virtualization &consolidation capabilities

Breadth of IBM to provide end-to-end business solutions

IBM is setting the infrastructure agenda for the industry



IBM Systems, the Right Fit for a Dynamic Infrastructure

Reduce cost while mitigating risk and improving service

> IBM Systems designed to help reduce cost, improve service and manage risk

> Flexible solution approach for the right fit and a commitment to open standards

> Systems software embedded with leadership virtualization, management and security

System StoragePower Systems System zSystem xan d

BladeCenter


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The PC architecture has already been pushed to its limits

Are easy to acquire.

Support a broad application base.

Take advantage ofreadily available administration skills.

In distributed computing environments,85 percentof computing capacity sits idle.1

Power and cooling costs are now eight times greaterthan they were 12 years ago.2

Management costs now represent 70 percentof IT budget.

1 Based on IBM estimates.2,3 Clabby Analytics, The Data Center ImplosionExplosion and the Need to Move to a New Enterprise

Data Center Model, February 2008

x86SERVERS

BUT


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Traditional server paradigms need to change

Personal

Computers

Rack

optimized

Blade

Servers

Tower

PC Servers

The x86-based PCarchitecture is now 28 years old.

It has evolved through PCs, towers, racks and blades.

It holds 53 percentof the server market and that number is growing.

?

New thinking is required.

It ti t d fi th 86 l d


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The fundamentalengineering of thesystem at the heart

ofyoursystem matters.

Its time to redefine the x86 server landscape

Its about more than just the processorits about the system.

The next generation x86 architectures mustbe able to keep up with the proliferation of

workloads and explosion of data of a smarter,

more interconnected planet.

c

DATAWorkloads

Underutilization

&High OPEX

Reactive

vsProactive

Memory

bottleneck

Wh i M th B ttl k N ?


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Why is Memory the Bottleneck Now?

Intel CPU Trends(sources: Intel, K. Olukotun)

Pentium

386

Xeon

Paxville

Montecito

Breakdown inFrequency

scaling

Warning

A little technical

Starting with what changed

Multi-core processors

A 2-socket, quad-core processor systemhas 8 processing threads

Most applications are designed for 4 to 8

processing threads

This is driving the requirement forvirtualization not just for higher utilization.

These systems with a large number of

processors, working at much higherutilization requires need a lot of data ready tobe processed. The memory provides thatdata.

St f t h l d ti f i t li d i t


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Stages of technology adoption for virtualized environments

Decouple complexityfrom scale

Share resourcesoptimally

Automate workloadmanagement

Incorporate HA & DR

Physical

Consol idat ion

Improve utilization

Reduce costsLower power

usage

Advanced

Virtual

Resource Pools

Cloud

Comput ing

Sense and respond toworkload requirementsDynamically move

workloads to best-fitinfrastructures

Integrated virtualization

management with ITprocesses

Fully v irtual ized IT with

integrated Servic e

Management

Hands-free operation,

el iminate mundane tasks

and manual processes

and deploy workloads in

minutes

Save time and reduce skil l

level required for wo rkload

provis ioning through pre-

packaged autom ation

templates

Give users the flexibi l i ty to

request and pay for services

they want without the

comp lexi ties of establ ish ing

an IT infrastruc ture

Improv e capacity

ut i l izat ion by as m uch

as 60%, while

reducing the power

and cool ing costs

Low cost through

economies of scaleAlways on

Globally available

Elastic scaling

Pay for use

Self-service with rapidprovisioning

Service catalog

IBM has products services and experience


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IBM has products, services and experienceto help at each stage of adoption

VMControl Standard

VMControl Enterprise

SAN Volume Controller

BladeCenter virtualfabric switch & OpenFabric Manager

WebSphere VirtualEnterprise

Virtualization optimized

servers

Choice of softwareoptions and hypervisors

Systems Director andVMControl Express

IBM TotalStorage

Productivity Center

Tivoli ProvisioningManager

Tivoli Workload Automationsuite

Tivoli License Compliance

Manager

Tivoli Usage andAccounting Manager

Tivoli Business ServicesManager

Tivoli Service Automation

Manager

IBM CloudBurst

IBM Information Archive

IBM Smart AnalyticsSystem

WebSphere CloudBurst

Appliance

IBM Smart BusinessTest Cloud

IBM Smart BusinessDesktop Cloud

Private test cloudimplementation service

Physical

Consol idat ion

AdvancedVirtual

Resource Pools

Fully v irtual ized IT with

integrated Servic e

Management

Cloud

Comput ing

IBM h hi t f k t l l di i ti


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IBM has a history of marketplace-leading innovation

The first x86 server with a scalable 16 processor design.

The first x86 server with 100 #1 benchmarks.

The first x86 server with hot-swap memory.

The first x86 server to break 1 million tpmC.

Its time for IBM to lead the way yet again

INVESTED

No. 1 market share leader for scalable x86 servers.

17 Consecutive Year of US patent leadership.

In 10 years enterprise x86 server innovation.

Over theyears IBM

has

ENGINEERED

ACHIEVED

A t l t d d t t


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A smarter planet demands smarter systems

Scale quickly and efficiently.

Remove memory bottlenecks.

Maximize utilization.

Are optimized for workloads.

Provide rapid access to data.

Clients need smarter systems that:

Its about more than just the processorits about the system.

The fundamentalengineering ofthe system at theheart ofyoursystemmatters.

The next generation x86 architectures must be able to keep up with the proliferation ofworkloadsand explosion of data of a smarter, more interconnected planet.

System x and BladeCenter Portfolio


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Scale out / distributed computing

x3550 M3

x3650 M3

Clusters, HPC,

Virtual izat ion,

Web 2.0& Cloud

High densi ty

Cluster 1350

x3200 M3

Scaleup/SMPcomp

uting iDataPlex

dx360 M3

x3250 M3

x3400 M3x3500 M3

x3690 X5

Large symmetr ical

mu lt iprocessing (SMP)

x3850 X5

x3755

HS22

HS22V

BladeCenterS, E, H, T, HT

HS12/ 22/ 22VLS22/ 42JS12/ 22/ 23/ 43QS21/ 22

HX5

System x and BladeCenter Portfolio

eX5

x3100 M3AP Only

C h i d t d D t C t S l ti


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Scale out / distributed computing

BladeCenter

x3550

x3650

x3250 M2

x3850 M2

Clusters andvirtualization

High density

Large symmetrical multiprocessing

(SMP)

x3950 M2

Cluster 1350

Comprehensive end-to-end Data Center Solutions

x3400x3500

x3200 M2

Scaleup/SMPcomp

uting

x3755

x3655

x3455 iDataPlex

Scale Up Scalability and performance critical Stress on data delivery features Larger emphasis on server availability

OS/middleware scalability and availabilitysignificant

x3350

x3450

Scale Out Emphasis on hardware

acquisition costs

Availability throughreplication

Power / cooling / floorspace issues

Industry standardcomponents

Management costconsiderations

Cloudand HPC

Virtualized Workloads Scalability and performance

critical

Stress on data deliveryfeatures Larger emphasis on server

availability Flexibility through

virtualization

The Right Innovation


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The Right Innovation

Building a dynamic infrastructure requires a partnerwith an unparalleled history and dedication to x86 innovation.

OnlyIBM continues to break new ground in the data center year after year.

> First to market with solid state drives, offering greater speed and reliability> First to market with Unified Extensible Firmware Interface (UEFI), the next generation

of BIOS, in the data center

> IBM is a leader in providing cloud computing resources for lease and enabling you to buildyour own cloud computing clusters

> Pressure-sensitive altimeters standard in our rack and iDataPlex new generation servers toincrease your energy efficiency

> Cutting-edge memory management and mainframe-inspired reliability standard in the eX4enterprise servers

> IBM and VMwarea relationship of firsts

First VMware system vendor

First VMware joint development partner First to leverage VMware SDK

First to offer comprehensive support

First to integrate VMware into virtual client solution

> Coming Soon Converged networking technology to reduce costsand power

KNOWLEDGE CHECK


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KNOWLEDGE CHECK

1. What challenges are our clients facing today? How do these challenges affect ITstrategy?

2. How is IBM turning these challenges into opportunities?

3. Why is IBM in the best position to help clients address these challenges?

Refreshing the Entire HV portfolio in 1Q 2010!


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Refreshing the Entire HV portfolio in 1Q 2010!

x3500 M3Business Critical

Tower Server

x3400 M3General Business withEnterprise Features

x3650 M3The Ultimate

Business CriticalServer

x3550 M3General BusinessCompact Server

x3200 M3Entry Value Business Engine

x3250 M3Big Performance at Entry Value

January 5, 2010 Announcement

New lower cost DC Processors Increased Memory UDIMM Support

More NICs (x3200 M3) 6Gb RAID (Optional)

March 16, 2010 AnnouncementLatest Intel 4C & 6C Processors Increased Memory & HDD capacity Supports 6Gb RAID

UDIMM Support Expanded support for redundant power (x3400 M3)

New Options

16GB & LV1.35 DIMMS, UDIMM support

6Gb RAID FusionIO 320GB SSD adapter

Self-encrypting drives

10Gb Ethernet adapter

Digital and analog KVM switches

2.5 600GB SAS HDD

2TB Nearline SAS and SATA HDDs

The New 1 & 2 Socket Rack & Tower Portfolio


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The New 1 & 2 Socket Rack & Tower Portfolio

Performance, efficiency,availability, powerfulmanagement, TCO

Enterprise/MegaData Center

Cost, density, higheravailability, networking,

power, management, TCOAttributes

MissionCritical

Value

Perfor-mance

Server Room / DataCloset

Desk side IT




power, management, TCO

Acquisition cost,security, rugged, easyAttributes

BusinessCritical

EntryValue

GeneralBusiness


Desk side IT

WebServing

Virtualization/C

onsolidation

Email CollaborationWeb Serving

Virtualization / Consolidation

Email Collaboration

Web Serving


TopWorkloads

TopWorkloads

x3500 M3

x3650 M3

x3400 M3

x3550 M3

x3200 M3

x3250 M3

Email/Collaboration




power, management, TCOAttributes

MissionCritical

Value

Perfor-mance


Desk side IT




power, management, TCO

Acquisition cost,security, rugged, easyAttributes

BusinessCritical

EntryValue

GeneralBusiness


Desk side IT

WebServing

Virtualization/C

onsolidation

Email CollaborationWeb Serving


Email Collaboration

Web Serving


TopWorkloads

TopWorkloads

x3500 M3

x3650 M3

x3400 M3

x3550 M3

x3200 M3

x3250 M3

Email/Collaboration

IBM is responding to the needs of todays businesses by delivering newSystem x3650 M3 and x3550 M3 servers with greater performance, valueand lower overall cost of ownership. Businesses who are seeking to gainmore leverage from their IT systems would be wise to consider these newservers from IBM System x, the trusted leader in server technology.

John Spooner, Technology Business Research

+3ptsof

Share

4Q09

1 & 2 socketservers haveMore VMware

licensesthan

any other

Theres a lot of money to be saved on space,cooling and electricity with the IBM solution.

Rene KirkebyCIO Danske Telecom

x3650 M3Leading

Enterprise

SAPServer

10 + 50 Second Elevator Pitch for 1- and 2-Socket Servers


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10 + 50 Second Elevator Pitch for 1- and 2-Socket Servers

Significantly lower your costs & dramatically improve performance while relying on IBMs trusted brand.

Intels new 6-core Xeon 5600 Series processors offer up to 60% performance per watt boost over IntelXeon 5500 processors(1)

Systems use same performance as Xeon 5500 processors at 30% less power(1)

The x3650 M3/x3550 M3 servers offer 15:1 consolidation - up to 50% reduction in operating expense, 3

month ROI(1) compared to legacy servers Our new servers offer 95% lower power and facilities costs(1) compared to legacy servers

The x3650 M3 and x3550 M3 servers have 50% more memory capacity than most recent generationservers to support compute intensive applications(2)

The x3650 M3 and x3550 M3 lower cost and increase flexibility with a 60% increase in local storagecapacity over most recent generation servers. They support 9.6TB and 4.8TB internal storage respectively.

The x3650 M3 and x3550 M3 offer an annual power savings of $100 per server compared to legacy

servers or $50k+ for a typical data center of 500 systems(3) with new energy efficient design. Reduce administration costs up to 35% when running Windows and up to 44% when running Linux withredesigned systems management, including Director, IMM, UEFI, ToolsCenter(3).

Complete 6Gb RAID solutions for increased performance and throughput

2. Use real dollar factoids

IBM, the #1 trusted brand. has significantly enhanced our 1 & 2 socket portfolio with new processors,increased storage, more memory and RAID while delivering industry leading quality, performance,making it easier for you to deploy, manage and service your systems all at an excellent value.

1. You have 10 Seconds to get their attention

We can significantly lower your costs and dramatically improve your performance while relying IBMstrusted brand.

3. What will the customer remember?

Presenting eX5


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The newthinking of x

5th generation portfolio of IBM industry-leading

technology in enterprise x86 computing.

Expansion ofEnterprise X-Architecture toIBM BladeCenter.

2X the memory capability of competitive

offerings resulting in up to 2/3 software costs.

Lowest costs of acquisition and deploymentfor enterprise x86 computing in the industry.

#1 Market share leader in scalable x86 servers

Presenting eX5

Introducing the eX5 Portfolio


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Introducing the eX5 Portfolio

MAX5

eXFlash FlexNode

Maximum memory scalingindependent of processors

Extreme IOPs SSDstorage

Scheduled

provisioning

Two 2-SocketSystems

One 4-SocketSystem

System x3850 X5 IBM BladeCenter HX5BladeCenter HX5 System x3690 X5

eX5 Systems are Built for Enterprise Workloads


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eX5 Systems are Built for Enterprise Workloads

Virtualization / SCON

Unmatched memory capacity for betterworkload density, more reliability/availability

features for confidence consolidatingworkloads, scalability greater than 4-way for

better economies of scale

Database

Greater processor, memory and I/Operformance for larger, faster databases;greater reliability/availability for more

confidence in leveraging the value of x86design, scalability greater than 4-way for pay-

as-you-grow as your business prospers

Enterprise Applications

With high performance, energy-efficient designto lower combined with the reliability and

availability necessary for confidence in runningyour business on x86 servers

10 + 50 Second Elevator Pitch for eX5 Products
http://images.google.com/imgres?imgurl=http://core.ecu.edu/psyc/wuenschk/Images/SAS_logo.jpg&imgrefurl=http://core.ecu.edu/psyc/wuenschk/SAS.htm&h=201&w=381&sz=30&hl=en&start=3&um=1&tbnid=XCmvonXWW7Xe6M:&tbnh=65&tbnw=123&prev=/images?q=SAS+logo&svnum=10&um=1&hl=en&rls=IBMA,IBMA:2006-43,IBMA:enhttp://images.google.com/imgres?imgurl=http://www.aposdle.tugraz.at/var/aposdle/storage/images/media/images/sap_logo/638-2-eng-GB/sap_logo_large.gif&imgrefurl=http://www.aposdle.tugraz.at/partners/sap&h=148&w=300&sz=12&hl=en&start=31&um=1&tbnid=LAQnt-AunpB2DM:&tbnh=57&tbnw=116&prev=/images?q=SAP+logo&start=20&ndsp=20&svnum=10&um=1&hl=en&rls=IBMA,IBMA:2006-43,IBMA:en&sa=Nhttp://images.google.com/imgres?imgurl=http://itsafeature.com/wp-content/uploads/2006/02/Oracle%20Logo%20with%20Clouds.thumbnail.jpg&imgrefurl=http://itsafeature.com/index.php?tag=crm&h=92&w=128&sz=4&hl=en&start=26&um=1&tbnid=6aHEWstipthDQM:&tbnh=65&tbnw=91&prev=/images?q=oracle+logo&start=20&ndsp=20&svnum=10&um=1&hl=en&rls=IBMA,IBMA:2006-43,IBMA:en&sa=Nhttp://images.google.com/imgres?imgurl=http://www.stylusstudio.com/images/database/logo-ibm-db2.gif&imgrefurl=http://www.stylusstudio.com/ibm_db2.html&h=52&w=200&sz=2&hl=en&start=3&um=1&tbnid=rERIW_3mStpQIM:&tbnh=27&tbnw=104&prev=/images?q=DB2++logo&svnum=10&um=1&hl=en&rls=IBMA,IBMA:2006-43,IBMA:enhttp://images.google.com/imgres?imgurl=http://www.alphaeducation.com/graphics/logo_oracle10g_2.gif&imgrefurl=http://www.alphaeducation.com/Courses-OCA.htm&h=278&w=224&sz=31&hl=en&start=1&um=1&tbnid=iviDU_inT0S9SM:&tbnh=114&tbnw=92&prev=/images?q=Oracle+database+logo&svnum=10&um=1&hl=en&rls=IBMA,IBMA:2006-43,IBMA:enhttp://images.google.com/imgres?imgurl=http://www.forsql.com/images/for_sql_logo.jpg&imgrefurl=http://www.forsql.com/privacy.shtml&h=122&w=343&sz=13&hl=en&start=5&um=1&tbnid=_9q7Jf17ksooTM:&tbnh=43&tbnw=120&prev=/images?q=SQL+logo&svnum=10&um=1&hl=en&rls=IBMA,IBMA:2006-43,IBMA:en


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10 + 50 Second Elevator Pitch for eX5 Products

The new eX5 technology from System x offers up to 3x the performance of todays currentplatform, allows you to save $800K in database storage for your demanding storageenvironments or achieve 50% more virtual machines without increasing software licensingcosts.

2. Use real dollar factoids

Do you have a plan to keep the systems infrastructure that supports your key business

applications up to date? If not, you will:1) suffer from poor application performance, system outages and service disruptions to

clients and

2) pay too much for software

1. You have 10 Seconds to get their attention

IBM has free services that can help you understand what is needed to keep your systemsinfrastructure supporting key business applications up to date this will eliminateunnecessary risk, reduce costs and improve the service you can provide to your clients

Can I schedule some time next week to look specifically at your environment to determinethe recommendations IBM can make?

3. What will the customer remember?

Why is management so important?


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Why is management so important?

Using the right virtualizationtechnologies is a critical success factorin a virtualization or consolidationproject

Management of virtualized systems is a

critical success factor for continuedoperations

> Physical and virtual resources

> Ability for management tools tointeroperate

> Enabling for service management

As a seller, you should care because ofthe platform management stickiness

factor

the days of focusing on physicalsystem management are now gone.

Upper-level management wants greater IToperational efficiencies. CIOs requireresources to be virtualized to increaseresource ut i l ization and sim pl i fy

managem ent, and that data center energy

consum pt ion be reduced.

- Clabby Analytics, March 2009

Growing use of virtualization solutions has

started to slow the rate of growth in physicalserver bases. But large-scalevir tual izat ion creates new s ets of

manageabi l i ty and service qual i ty

challenges.

International Technology Group,September 2008

The Total Systems Management Experience


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The Total Systems Management Experience

Del iver ing inno vat ions through out the systems management stack

Integrated Management Module (IMM) Standards-based hardware which combines

diagnostic and remote control

UEFInext generation BIOS Richer management experience and future-ready

Hardware and

firmware advances

which are standard

across all new

systems

ToolsCenter Consolidated, integrated suite of management tools

with powerful bootable media creator

IBM Service Advisor Customized for eX5 with automatic reporting to IBM

Redesigned system tool

portfolio for single-

system management and

scripting

IBM TivoliUpward integration into Tivoli

Service Management

IBM Systems Director Platform management that is easy and efficient

Management of physical and virtual resources

across heterogeneous systems

IBM Systems platform solution

for System x, BladeCenter,

Power Systems, System z

and storage

IBM Systems Director 6.1.2 can help save 34% in administrative costs.Challenges of Operational Management for Enterprise Server Installations, International Technology Group, 2008

IBM Offers End-to-End Management
ftp://ftp.software.ibm.com/common/ssi/sa/wh/n/xbw03007usen/XBW03007USEN.PDFftp://ftp.software.ibm.com/common/ssi/sa/wh/n/xbw03007usen/XBW03007USEN.PDF


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IBM Offers End to End Management

Hardware

Other SystemsManagement Software

Automation

Status

Virtualization

Discovery

Update

Remote Access

Core DirectorServices

Configuration

System x & Blade Center

System z

Power Systems

Storage Configuration

Active

Energy

Manager

$$

Image

Manageme

nt

$$

TPMfOSD

$$ $$

Additiona

lPlug-Ins

Additiona

lPlug-Ins

Additiona

lPlug-Ins

Additiona

lPlug-Ins

BOFM

$$

Serv

icean

dSupport

Manager

Additiona

lPlug-Ins

$$

Managed virtualand physicalenvironments

ResourceManagement

Base SystemsDirector Managers

&Hardware

Platform Managers

Enterprise ServiceManagement

AdvancedManagers

&Priced Plug-Ins

IBM and non-IBMhardware

Generate Revenue with Systems Software


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Generate Revenue with Systems Software

IBM Virtual Media Key (VMK)The options takes the Integrated Management Module to the next level, by providing full remote control ofyour System x servers. The IBM Virtual Media Keys allow administrators to fully manage servers remotelyregardless of server or operating system condition.

> Remote control to manage, monitor, and troubleshoot from any corner of the world> Ability to manage the server even when it is turned off

Active Energy Manager (AEM)Provides a single view of the actual energy usage across the systems and facilities within customers datacenter. It measures, monitors, and manages the energy and thermal components built into IBM systemsenabling a cross-platform management solution.

> Monitor and measure server energy usage and activity> Control system power states and modes of operation

> Energy thresholding: set power or temperature threshold to cause notification or action

> Soft power capping to set a power cap lower than a value that can be guaranteed

BladeCenter Open Fabric Manager (BOFM)

Designed to help customers manage growth and complexity by making it easy to manage I/O and networkinterconnects for up to 100 BladeCenter chassis, or up to 1400 blade servers.

> Advanced Management Module based firmware

> Optional Advanced Upgrade: standalone utility or Systems Director plug-in

I/O Address assignment plus policy based automation

Creates blade failover pools with Event Action Plans

Provides I/O parameter and VLAN migration in case of failover

IBM business know-how and technology expertise helps


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gy p pyou leverage technology for your business advantage . . .

IBM Business

Partners, System s

Integrators (SIs) andIndependent so f tware

vend ors (ISVs) IBM Research

IBM Global

Financing

IBM Software

Group

Global Technolog y

Services(GTS),Global Business

Services (GBS), and

Techn ical Servic es

Indus try Innovat ion

Centers

. . . our innovation can help enable your clients innovation.

IBM Worldwide Client Centers


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Skilled professionals applying IBM and partner technologies to solve realcustomer problems

> Worldwide supportcenters for thoughtleadership and expertise

> Decades of experienceharnessing newtechnologies formainstream business

PlannedActive

IBM Cloud

Computin g Centers

Seattle, WA

San Jose, CAUS, East Coast

Dublin,Ireland

So Paulo,Brazil

South Africa

Middle East

Bangalore,India

Hanoi, Vietnam

Wuxi, China

Seoul, S Korea

Tokyo, JapanBeijing, China

Silicon Valley Lab

Tucson

Austin

DallasRochester

Guadalajara

PoughkeepsieNYCGaithersburgRaleigh

GreenockLondon

Montpellier

Mainz

Boeblingen

Singapore

Sydney

Tokyo / Makuhari

IBM Worldwide

Client Centers

WW Execut ive

Brief ing CentersWW Design

Centers

WW Benchmark

POC Centers

High

Availabil i ty

Center of

Competency

Industry

Solut ion

Centers

Business

Partner

Innovation

Centers

New Enterprise

Data Center

Leadership

Centers

New Enterpr ise Data Center

Leadership Centers

Available Planned1Q 2009

IBM is Working with Clients to Evolve their Data Center


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g

Consolidated & virtualized 89 standalone servers to 5System x servers and one IBM BladeCenterenabling anew appl icat ion to be deployed inminu tes rather than weeks

Virtual izat ion enables IT simpli f icat ion and

qu ick Return o n Investment (ROI)

AISO.net:http://www.ibm.com/news/us/en/2007/06/2007_06_18.htmlSt. Helens Council:http://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-78BJXB?OpenDocument&Site=default&cty=en_us Bryant University:http://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-75TE3X?OpenDocument&Site=default&cty=en_us

AISO.net60 percent reduct ion in power and cool ingcoststhrough virtualization-based data centerconsolidation

St. HelensCouncil

BryantUniversity

Implemented an IBM Scalable Modular Data Center

solution yielding 40 to 50 percent reduc tion inf loorspace; estimated30 percent m ore eff ic ient inpower and coo l ing

IBM ServicePac for Essential Support
http://www.ibm.com/news/us/en/2007/06/2007_06_18.htmlhttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-78BJXB?OpenDocument&Site=default&cty=en_ushttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-75TE3X?OpenDocument&Site=default&cty=en_ushttp://en.wikipedia.org/wiki/Image:Her_Majesty%27s_Government_Coat_of_Arms.svghttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-75TE3X?OpenDocument&Site=default&cty=en_ushttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-75TE3X?OpenDocument&Site=default&cty=en_ushttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-75TE3X?OpenDocument&Site=default&cty=en_ushttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-75TE3X?OpenDocument&Site=default&cty=en_ushttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-75TE3X?OpenDocument&Site=default&cty=en_ushttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-78BJXB?OpenDocument&Site=default&cty=en_ushttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-78BJXB?OpenDocument&Site=default&cty=en_ushttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-78BJXB?OpenDocument&Site=default&cty=en_ushttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-78BJXB?OpenDocument&Site=default&cty=en_ushttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-78BJXB?OpenDocument&Site=default&cty=en_ushttp://www.ibm.com/news/us/en/2007/06/2007_06_18.html


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ppfor System x and BladeCenter

Features

> Single comprehensive service and price

> Unlimited calls and callers

> Software and Hardware usage support

> Hardware repair

Benefits

> Minimizes the lost productivity caused bysystem downtime with fast, convenientexchange and repair services

> Frees up internal IT resources to focus on

driving core business> Supports mission-critical operations with

round-the-clock maintenance services

> Controls maintenance expenses with fixed-price services

> Ensures peak operation of existing equipment

MTP03067-USEN-00

Why IBM?

Round-the-clock service every day, including IBM holidays

A packaged, part-numbered service that is easy to buy, sell and activate

Provides a single source for your IBM System x and IBM BladeCenterhardware and software support needs

Best practices


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p

> Pay only for what you need today pay as you grow

>Always think about growth can your server scale?> Workloads grow, so look for performance plan

ahead

> Running your business means making sure yourbusiness can run

> Leading availability features great RAS attributes> Partnerships willingness to play well with others

> Innovation choose someone who is driving themarket

> Virtualization is important start working with it today

Maximize memory, minimize cost, simplify deployment


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New think ingforthe next generation of x86 systems

Smarter Systems fo r a Smarter Planet

y, , p y p y

Why IBM?


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y

> Technology leadership

> Decades of worldwide business experience

> 50 years of solving complex IT issues around theworld

>Ability to see and address the entire scope of theproblem

> More US patents than any other company for the15th consecutive year

> More than 3,000 US patents in a single year sixtimes

> $6B annual investment in R&D on innovations for

future growth Environmental responsibility and leaderin go green movement

Moving forward


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g

> Understand the changing businessprioritiesand how new technologies

are enabling business model innovation

> Understand where your clients aretodayand move quickly to capitalizeon new technology-enabled innovation or

risk commoditization

> Identify and tackle core IT issues thatare inhibiting your clients ability to move

forward

> Layout a holistic transformationroadmap

KNOWLEDGE CHECK


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1. How can you differentiate IBM System x and BladeCenter from thecompetition?

2. What is the value proposition for IBM Systems? How does the System x andBladeCenter value proposition support this?

3. What are the advantages of engaging Team IBM?

Review


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> The changing global marketplace impacts your clients IT strategy

> IBM is focused on providing solutions that giveour clients business advantage, not just feedsand speeds.

> Innovative and forward thinking

> Providing a broad and powerful server portfolio

High Volume

Enterprise

BladeCenter

iDataPlex

Systems Management

> Excellent team of sales representativesthat are focused on the unique needs of

each client!

Q1. Which of the following factors caused a major shift in the x86 server environment?


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A1. Processor frequency growth has surpassed what was expected based on Moore's Law.

A2. Multi-core processors improve system performance

A3. The multi-core trend has resulted in rapid growth of memory, I/O capacity of the server and the threadingcapabilities of many applications.

A4. Memory is challenged to keep pace with CPU cores

Correct Answer: Memory is challenged to keep pace with CPU cores

Q2. Clients with enterprise workloads face which of the following 3 primary challenges? Select the best answer.

A1. Memory capacity, operational expenses, greater flexibility

A2. Memory capacity, do more with the resources they have, simplify

A3. Greater server utilization, energy and management expenses, optimize performanceA4. Reduce costs, more virtual machines, buy what they need when they need it.

Correct Answer: Memory capacity, do more with the resources they have, simplify

Q3. What sets eX5 systems apart from competitive servers that use the same processors and the same DDR3 DIMMS?

A1. IBM has a legacy that spans the globe and sets us apart from others.

A2. eX5 technology allows clients to easily add additional processors to meet the need for demanding applications

A3. We decoupled the number of DIMMS from the number of processors, using a unprecedented amount ofconfiguration flexibility

A4. With the eX5 external memory chassis, MAX5, clients can take advantage of huge quantities of memory forvirtualization and memory-hungry applicationse.

Correct Answer: With the eX5 external memory chassis, MAX5, clients can take advantage of huge quantitiesof memory for virtualization and memory-hungry applicationse.

Q4. With the eX5 external memory chassis, MAX5 (which is available for all 3 eX5 form factors),clients will take advantage of ?


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clients will take advantage of _______?

A1. huge quantities of memory for virtualization and memory-hungry applications.

A2. huge cost savings.

A3. expanded CPU capacity.

A4. system memory and cpu capacity.

Correct Answer: huge quantities of memory for virtualization and memory-hungryapplications.

Q5. What is the eX5 Value Proposition?

A1. maximize memory,consolidate and go green.

A2. maximize memory, improve TCO and consolidate.

A3. maximize memory, improve TCO and simplified management.

A4. maximize memory, minimize cost and simplify deployment.

Correct Answer: maximize memory, minimize cost and simplify deployment.

Q6 The new new eX5 architecture has many technology advances benefitting your customers


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Q6. The new new eX5 architecture has many technology advances benefitting your customers.What is the eX5 value proposition?

A1. Maximixe Memory,New Technology,Simplify Resources.

A2. Maximize Memory,Enhanced Technology, Simplify Hardware.

A3. Maximize Memory, Minimize Cost, Simplify Deployment.A4. Maximixe Memory,Latest Technology,Simplify Resources

Correct Answer: Maximize Memory, Minimize Cost, Simplify Deployment.

Q7. Of the following which System x and BladeCenter servers are built on eX5 Architecture?Choose all that apply.

A1. HS22V

A2. HX5

A3. 3850x5

A4. All the Above

A5. None of the above

Correct Answer: HX5, 3850x5

Q8. How do the new System x enterprise Rack and Tower servers lower Total Cost of Ownership?


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y p p

A1. 25% lower annual energy costs, over 6x more performance per server and 93% FloorSpace Reduction.

A2. 50% lower annual energy costs, over 12x more performance per server and 93% FloorSpace Reduction.

A3. 75% lower monthly energy costs, over 8x more performance per server and 93% FloorSpace Reduction.

A4. 75% lower monthly energy costs, over 12x more performance per server and 93% FloorSpace Reduction

Correct Answer: 50% lower annual energy costs, over 12x more performance per server and

93% Floor Space Reduction.

Q9. In this presentation is was stated that; The transformation to smarter solutions will require smartersystems that ________?

A1. Scale quickly and lower utilization

A2. Scale quickly and reduce noiseA3. Scale quickly with low workload performance

A4. Scale quickly and efficiently

Correct Answer: Scale quickly and efficiently

Q10. Which of the following are our new 1 and 2 socket offerings?


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Q10. Which of the following are our new 1 and 2 socket offerings?

A1. 3400M3, 3500M3, 3550M3, 3650M3

A2. 3850X5.3960X5,HS22,HS22V

A3. 3200M3,3250M3,3350,3400

A4. 3350M3,3630m3,3620M3,375

Correct Answer: 3400M3, 3500M3, 3550M3, 3650M3

Q11 Compelling reasons to act generally fall into these three areas:


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Q11. Compelling reasons to act generally fall into these three areas:

A1. Datacenter, workload, platform

A2. IT, financial, business value

A3. TCO, ROI, processing power

A4. Capital expenses, operating expenses, TCO

Correct Answer: IT, financial, business value

Q12. The four steps to developing the customer story include (1) preparation - what is the reason we are calling on thecustomer; (2) setting up the customer visit/call - the value proposition; (3) saving money - direct and TCO savings; and (4)is the "final blow" -- _________________.

A1. printed consolidation tool results to show real dollar savings

A2. Have an offer ready to support your claims

A3. Be different from the competition, offer to help the customer

A4. Discuss technology in terms of business benefits

Correct Answer: Be different from the competition, offer to help the customer

Q13. Which of the following elements should be included in your 60-second elevator pitch to make a good first

impression of eX5 systems?A1. Potential impact on business strategy

A2. IT challenges for enterprise workloads

A3. Opportunity for innovation

A4. Real dollar savings and performance information example

Correct Answer: Real dollar savings and performance information example


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Q14. Comparing the consolidation study data from 2006 and 2009, there was a clear understanding of theworkload growth patterns, particularly with CPU utilization and Memory Usage. As discussed in thispresentation, what was determine by this study?

A1. That Memory Usage is the primary bottleneck to even higher virtualization consolidation ratios.

A2. That memory capacity, not CPU utilization, is a primary bottleneck to even higher virtualizationconsolidation ratios.

A3. That lack of technology advancements, not CPU utilization, is a primary bottleneck to evenhigher virtualization consolidation ratios.r is a primary bottleneck to even higher virtualization consolidationratios.

A4. That CPU utilization ,not memory capacity , is a primary bottleneck to even higher virtualization

consolidation ratios.

Correct Answer: That memory capacity, not CPU utilization, is a primary bottleneck to evenhigher virtualization consolidation ratios.

Q15. As discussed in this presentation; IBM System x servers, combined with the MAX5 memory expansiondrawer, are designed to ____________?

A1. meet the demand for server consolidation.

A2. meet the growing memory capacity demands for virtualization servers.

A3. meet the growing CPU demands for virtualization servers.

A4. create valuable servers at an affordable price.

Correct Answer: meet the growing memory capacity demands for virtualization servers

01 - Intro - Brand Manager

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