Business Resilience Sales Play - DBGuide.net · Why Business Resilience as a Key Play? Business...

© Copyright IBM Corporation 2008

IBM Systems and Technology Group

IBM Internal Use Only Presentation

Business Resilience Sales Play

Mary MooreES Business Resilience Sales Enablement

2

Enterprise Systems Division

© Copyright IBM Corporation 2008Internal Use Only Presentation

AGENDA

Why Business Resilience

Sales success

Business Resilience in NEDC

Future directions

Resource / Contacts

3



4



Why Business Resilience as a Key Play?

Business Resilience represents a $35 billion market opportunity in 2008- Hardware -- $12 billion with an 11% growth rate- Software -- $ 9 billion with a 12% growth rate- Services -- $14 billion with an 8% growth rate & high profit margin for IBM

The market is evolving quickly and being defined by our competition- HP, Accenture, SunGard and EMC are investing to capture the opportunity and define the

market according to their strengths- HP recently acquired EDS and SunGard acquired Vericenter and Strohl Systems- IBM can become the defacto market leader by offering a one-stop shop of end-to-end

capabilities across hardware, software and services – especially considering the market trend of in-house/outsource DR/HA.

It’s a hot topic making headlines in a globally integrated economy- Improving disaster recovery capabilities is the top data center priority for businesses in all

countries in almost all industries

Executive Summary

The combination of Business Resilience as a key focus play for GTS and STG can establish IBM as a category leader relative to operational risk mitigation – especially new Business Resilience focus in NEDC

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The world is riskier than it used to be making business resilience a globally relevant topic... and disruptions have enormous impact on the business

Downtime ranges from 300–1,200 hours per year, depending on industry1

In some industries, downtime costs can equal up to 16 percent of revenue1

For 32 percent of organizations, just four hours of downtime could be severely damaging2

Some industries are enforcing fines for downtime and inability to meet regulatory compliance

1 Infonetics Research, The Costs of Enterprise Downtime: North American Vertical Markets 2005, Rob Dearborn and others, January 2005.2 Continuity Central, “Business Continuity Unwrapped,” 2006, http://www.continuitycentral.com/feature0358.htm

PR Newswire

Business success at risk with email downtime headaches

eWEEK

Disaster Recovery: Make a Copy, Stay in Business

Changing global environment increases riskexposure

Heightened impact of business disruption = greater financial implications and brand vulnerabilities

More complex regulations as industry standards and regulatory requirements increase

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SALES ENABLEMABLEMENT Develop crisp entry points

- Multiple assessments available depending on customer situation- Develop required skills WW

Demand Gen plans to match sales tactics- Marketing total IBM story – including GTS managed service

Business Partner programs underway to support this play

SALES ENGAGEMENTS Sales execution with cross-IBM team (STG, ITS, SWGSell with short term and long term value

- Short term solutions for immediate customer value and IBM revenue- Long term for IBM leadership and competitive differentiation

BR has a strong tie to virtualization / consolidation engagements

Keys to Success

7



Business Resilience Featured Products and Services

System z z10, z/OS, z/VM, z/VSE, Linux z, Specialty Engines Capacity BackUpResiliency with Parallel Sysplex, GDPS (XRC/PPRC), GDOC, Basic HyperSwap, HyperSwap Manage

Power/open System 550, 570, 595, AIX 5.4, IBM i, & Linux, (excluding Express) Capacity BackUpPowerHA for AIX, i , LinuxIBM Power Systems CopyServices ToolKitGeographically Dispersed Open Clusters (GDOC)

Storage Storage: DASD Subsystems, DS8000; Tape: TS3500 HA1, TS7700 Virtualization EngineTPC, SVC, FlashCopy, Global or Metro MirrorCompliance Warehouse

STG - ACT and Services

oSTG ACT: o HA Center of Competency o Design Centers o Briefing CentersSTG Lab Services: Platform Assessments Design and Architecture BR Briefings

Modular Modular hardware (x3850M2, x3950 M2), Blade Center S & E, blade centersClustering via MSCS, Veritas, SteelEye, Tivoli Availability Manager, etc.

SWG Tivoli Systems Management Family, Tivoli Storage Manager, Tivoli Systems Automation, Tivoli Availability Process Manager, Tivoli Availability Manager

GTS IBM Resiliency Consulting Services – assessment and planningIBM Managed Resiliency Services – managed availabilityIBM Implementation Services for Parallel Sysplex and GDPSIBM Implementation Services for Geographically Dispersed Open Clusters

IGF Economic Stimulus Advantage (US) o Competitive rates for financing IBM and non-IBM HW, S and ServicesProject Financing o Asset Disposal solutions

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Business Resilience

Infrastructure resilience

Application resilience

Business resilienceIT Processesand Services

Application andMiddleware SW

Servers, Storage, and Network HW/SW/FW

Resilience: the ability to be ready – to take advantage of good changesand bounce back from bad changes

Lisa Spainhower & BR team

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Disaster RecoveryRecover Quickly

Minimize the impact of unforeseen events – from the minor to the catastrophic – with the goal of responding more effectively and minimizing the costs and time associated with outages.

High Availability or Fault Tolerance Minimize

Implement the right level of availability to meet increasing 24/7 internal or regulated recovery and uptime demands.

Enterprise Availability ManagementManage and Monitor

Increase resiliency through availability management at the component, business system, and enterprise levels. Monitor to reduce outages. Simplify management and reduce overhead.

Business Resilience Increase Business Value

Move from a recovery strategy to business resiliency to create an agile, responsive business that allow you to go where the competition won’t.

Critical Client NeedsReliable. Recoverable. Resilient.

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Asset Name/Type Description Audience

1. Defining the New Enterprise Resiliency with IBM Distinguished Engineers 2. Total Economic Impact Analysis with Forrester Research3. “Resiliency as a competitive advantage” with Richard Hunter, Group Vice

President, Gartner4. Podcast Series: POWER RAS, Five things you should know about GDPS,

RAS System z5. iView – Business Resiliency Drivers with Jean Bozman, IDC6. The Resilient Cloud:

IT Managers

IT Managers/CIOIT Managers/CIO

IT Managers/Staff

IT ManagersIT Managers/Staff

IT ManagersIT Managers/StaffIT Managers/Staff

IT Managers/StaffCIO (short version)

IT Managers/CIOIT Managers/CIOIT Managers/CIOIT Managers/CIO

IT Managers

Case Studies 1. Estes Express Lines 2. Bank of Montreal3. Spotlight Encryption4. POWER HA, Parallel Sysplex, Information Infrastructure

nownow3Q3Q/4Q

Web 1. High Availability landing page2. HA Flash3. Vanity url and landing page4. Update to IBM.COM resilience page – include broader thought for

resiliency and STG content

NowEarly 3Q3Q

1. The Resilient Enterprise2. Resilience in the NEDCMaster Business Resiliency 3. The Resilient Cloud: Resiliency requirements and benefits in Cloud

Computing4. The Resilient Infrastructure (details on resiliency features for each othe

server lines and storage) – technical (long version) – executive (short version)

1. IDC Achieving High Availability through IT Optimization2. Forrester Research Total Economic Impact (TEI) Analysis 3. NEDC Resiliency and Security Analyst White Paper4. 5 Point of View Papers with Gartner:

1. NEDC and Resiliency2. Resiliency and Cloud Computing

5. The Resilient Cloud

Availability

Webcasts/Podcasts 4Q

4QOctober

JulyJuly

October/Novemebr

Presentations 1. After Aug 152. After Aug 153. September/October

4. September

White Paper/Point of View Papers nowMid-Late OctMid- AugOctober/November

October/November

Planned Demand Gen Offers

http://www.amazon.com/Risk-Turning-Business-Competitive-Advantage/dp/1422106667/ref=pd_bxgy_b_img_a

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Sample Customer Pain Points

Pain point- Requirement to minimize planned outages

Business Impact:- Business applications requiring 24x7 availability- Putting off maintenance can increase risk of outage

Benefit:- Non-disruptive hw, sw, application changes - Increased availability of business processes- Increased IT productivity

Pain point- Regulatory compliance requires more aggressive disaster recovery processes

Business Impact- Risk of penalties and fines- IT staff taken off other higher-profit projects

Benefit:- End-to-end disaster recovery for business applications- Automation of procedures to reduce risk- Help avoid the cost of outages

Pain pointConsolidation projects are

driving need for higher resiliency

Business Impact- Risk of outage is deterring server consolidation project and preventing significant savings

- Single server failure would result in an outage to many business systems

Benefit:- Building a high-availability plan with your consolidation project can result in more savings

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Top Competitors – Sun, HP, EMC SALES GUIDANCETop 3 advantages vs. Sun Top 3 issues you will have to overcome vs. Sun

1.Single vendor for end to end solution with hardware, software, services and managed services

2.Full spectrum of experience and offerings from high level business strategy to specific product solutions

3.Industry leadership with enterprise-wide automated disaster recovery offerings, which include the mainframe

1.Challenge to penetrate loyal RISC customer base

2.Strong business partner program providing added value and industry targeted solutions

3.Strong partnership with Veritas for automated cluster fail-over and Hitachi for enterprise storage

Top 3 advantages vs. HP Top 3 issues you will have to overcome vs. HP



3.Industry leadership with enterprise-wide automated disaster recovery offerings, which include the mainframe

1. Well articulated vision of business resilience

2. Strong alliances with System Integrators (Accenture, DeLoitte, CapGemini) and recent acquisition of EDS

3. Position IBM as complex and expensive

Top 3 advantages vs. EMC Top 3 issues you will have to overcome vs. EMC



3.EMC product portfolio is focused on storage and data protection

1.Excellent marketing with strong messaging on business resilience

2.Sales focus on cultivating C-level relationships

3.Creative in working the deal (pricing, Ts&Cs, etc.)

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Justifying Business Continuity to the Business

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Why is IT Business Continuity often too “low” on the priority list?

Perceptions and reasons why BC Planning is often behind:- “Difficult, complex, time consuming”- Budget, cost, time, resources constraint- Lack of skills- Lack of support from Line of Business- Undefined ownership

- Lack of prioritization- Lack of knowledge business processes, interdependencies- BC has “too wide of a span” for IT to control- Don’t know where to start- Needed information hard to come by- Difficult to get consensus on the right directions

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TrueCluster

UFS

ZFSJFS

JFS2

Ext3SAM FS

QFSOCFSSAN-FS

ReiserFSGPFSSun Cluster

PolyServeMSCS

PPRC

ASM

SecurePathInstantImage

MPxIO

LVM

TrueCopy

HDLM

SVM

MPIO

LDM

PowerPathTimeFinder

MirrorDisk-UX

SnapView

ShadowCopy

SDS

MirrorView

SRDF

SnapFlashCopy

SAN Copy SnapShotRepliStor

ServiceGuard

Data Replication Manager

EVM

SVC

HACMPGeoSpan

DLM

ShadowImageDoubleTake

ClusterFrame

SNDR

QFSTOOLS

SHOWN:

0102030405060708091011121314151617181920212223242526272829303132333435363738394041424344454647484950+

Start by getting buy-in that IT BC/DR starts with ……

IT Consolidation and Simplification

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Start with Strategic InfrastructureSimplification / Consolidation

Provides Compelling IT Value to address Strategic Business Issues

Solve the Enterprise Business Issues and IT issues at the same time

Fewer Components to Recover

Percentage of Savings

Invest in more robust Business Continuance

Standardize and optimize Business Resiliency solution design:

Load Balancing

Solution architecture

Start to minimize “silo” politics and processes

IT Business Continuity is an intended byproduct of IT Simplification

This is best practice for IT Business Continuity justification to the Business

Up-level existing IT Simplification to produce IT BC as intended by-product

Improve Business Continuity

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Here’s how to handle: use the six key IT Business Continuity Planning Steps

For today’s real world environment

Integration into IT ManageBusiness Prioritization

StrategyDesign

riskassessment

businessimpactanalysis

Risks, Vulne

rabiliti

es

and Threats

programassessment

Impacts of

Outage

RTO/RPO

• Maturity Model

• Measure ROI• Roadmap for

Program

ProgramDesign

Current

Capability

Implement programvalidation

Estimate

d

Recovery T

ime

ResilienceProgram

Management

Awareness, Regular Validation, Change Management, Quarterly Management Briefings

crisis team

businessresumption

disasterrecovery

highavailability

1. People2. Processes3. Plans4. Strategies5. Networks6. Platforms7. Facilities

Database andSoftware design

High Availability Servers

Data Replication

high availabilitydesign

i.e. how to streamline this “ideal” process?1. Collect information for prioritization 2. Vulnerability, risk assessment, scope3. Define BC targets based on scope4. Solution option design and evaluation5. Recommend solutions and products 6. Recommend strategy and roadmap

4. Solution option design and evaluation5. Recommend solutions and products 6. Recommend strategy and roadmap

Most IBMersand BPs

can do thesesteps well!

We’llFocushere

We’llFocushere

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Business Resilience Assessment Options for 2008

Client NeedAssessment Option Output

Client in early stages of BR improvement. Needs strategy guidance in formulating action plans / next steps for improving the availability and the management of the IBM System infrastructure.

Client needs to understand the business risks of their current BR capability and guidance on how to address the risks.

HA AssessmentWorkshop

Business ImpactAssessment

High level recommendations on steps to take to improve the deployment and management of the IBM System and storage infrastructure to achieve client availability goals.

Client needs holistic, comprehensive BR strategy that drives IT architecture and design decisions. Entry offering for GTS services.

Identification of most critical business processes, recommended recovery strategies, and financial data to guide appropriate investment in BR.

Comprehensive review of current environment that yields blueprint for availability and disaster recovery, both in terms of technologies and management processes.

Platform Availability QuickCheck

Client looking for quick turnaround on recommendations to improve the availability of System P, Sysplex or storage deployments.

Lead: HACoC (3Q)SALs, CITAs, FTSS, zITAs (4Q)

Lead: HACoC (3Q)

Lead: ITS

Customized platform-specific Availability Report that identifies gaps and recommends follow-on actions for the client and IBM Services to enhance availability of System P, Sysplex or Storage deployments.

Lead: ITS

HA Self-Assessment Simple Initial entry point for client to begin BR engagement with IBM

Web based: 4Q

On-line multi-platform demand-gen tool that helps clients and/or CSMs self-assess their availability needs.

Resilient EnterpriseBlueprint

Level of sophistication

LOW

HIGH

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Typical BR Sales Process

Business Continuity and Resiliency Services

GDPS,GDOC, and HACMP Services

Implementation Services•Sysplex•Power

•Modular•Storage

NEDC Workshop

Opportunity Identification

Client Pain PointsHA QuickCheck

HA WorkshopDR Workshop

Implementation

Large Transformational Implementations:

•STG•GTS•SWG

Sales Entry Points

No Charge

For Fee5 in a Box

BR BriefingNEDC Briefing

RecommendationsOpportunities

Project Status Briefings... ...

IBM Data Continuity Services

•Opportunity Ownership

Services

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Link to HACoC-Japan/AP Wiki: http://w3.tap.ibm.com/w3ki/display/HACoCJ/HomeLink to HACoC-WW Internal Web: http://w3-03.ibm.com/systemstechnology/actcenters/hacoc.htmlLink to HACoC-WW Wiki: http://w3.tap.ibm.com/w3ki/display/HACoC/Home

HACoC: High Availability Center of Competencythe focal point related to HA

I’d like to realize HA!

Principles/ Policies？

Network？

Storage？

Servers？

Processes？

But, where , who to ask for

support

DB？

ContactHACoC

HACoC providesa variety of offerings from

Briefingto Assessmentto help clients

improve availability

HACoC-EuropeHACoC-WW

HACoC-Japan/AP

ContinuousAvailability

HighAvailability

ContinuousOperations

http://w3.tap.ibm.com/w3ki/display/HACoCJ/Home

http://w3-03.ibm.com/systemstechnology/actcenters/hacoc.html

http://w3.tap.ibm.com/w3ki/display/HACoC/Home

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HACoC Nomination Form -

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Organizations: TSS (Technical Sales Support)Technical Sales Support

T. Nagasawa

Technical Support Planning

J. Shimizu

DE-SR.CONS.ITSJ. Ohuchi

DE-SR.CONS.ITSI. Tohgoh

DE-SR.CONS.ITSM. Murozumi

DE-SR.CONS.ITAH. Morita

DE-SR.CONS.ITSS. Takeo

Systems Technical Sales

T. Seki

Techline & TLS

J. Fujita

High ValueSolution Center

Y. Ogunii

Client & PartnerTechnical Support

M. Kutsukake

ISE

T. Senta

System zTechnical Sales

Y. Ohya

System p & iTechnical Sales

T. Yoshio

System Storage Technical SalesH. Kanazashi

Techline No.1

M. Kitagawa

Techline No.2

T. Takagi

Techline No.3

H. Suzuki

Server Solution Business Development

S. Yoshida

Design Center

M. Hamada

Beta Works

M. Mori

Systems Architect Promotion

K. Nishikado

CSI Support

H. Kanda

Partner Technical Support

H. Katoh

KX000

KX100

KT000 KV000 KS000 KU000 X1500

KT100

KT200

KT300

ＫＶ100 KS100 KU100

ＫＶ200

ＫＶ300

KS200

KS300

KU200

KU300

DE-SR.CONS.ITSH. Nagano

KT400

LinuxTechnical Sales

S. Ohkubo

KT500

System xTechnical Sales

H. Kanaji

Systems Technical Sales WestO. Okada

KT600

Technical Solution Lead

K. Yamada

ＫＶ400

Technical SupportProject Office

Y. Mifune

KX200

Technical Sales Support

T. Nagasawa

Technical Support Planning

J. Shimizu

DE-SR.CONS.ITSJ. Ohuchi

DE-SR.CONS.ITSI. Tohgoh

DE-SR.CONS.ITSM. Murozumi

DE-SR.CONS.ITAH. Morita

DE-SR.CONS.ITSS. Takeo

Systems Technical Sales

T. Seki

Techline & TLS

J. Fujita

High ValueSolution Center

Y. Ogunii

Client & PartnerTechnical Support

M. Kutsukake

ISE

T. Senta

System zTechnical Sales

Y. Ohya

System p & iTechnical Sales

T. Yoshio

System Storage Technical SalesH. Kanazashi

Techline No.1

M. Kitagawa

Techline No.2

T. Takagi

Techline No.3

H. Suzuki

Server Solution Business Development

S. Yoshida

Design Center

M. Hamada

Beta Works

M. Mori

Systems Architect Promotion

K. Nishikado

CSI Support

H. Kanda

Partner Technical Support

H. Katoh

KX000

KX100

KT000 KV000 KS000 KU000 X1500

KT100

KT200

KT300

ＫＶ100 KS100 KU100

ＫＶ200

ＫＶ300

KS200

KS300

KU200

KU300

DE-SR.CONS.ITSH. Nagano

KT400

LinuxTechnical Sales

S. Ohkubo

KT500

System xTechnical Sales

H. Kanaji

Systems Technical Sales WestO. Okada

KT600

Technical Solution Lead

K. Yamada

ＫＶ400

Technical SupportProject Office

Y. Mifune

KX200

Masahiko Hamada

Masao Hayashi

Yoshi. Miyamoto

Kiyo. InayamaKensho Sugitani

Manager of Design Center

Lead of HACoC-AP Members of HACoC-AP

GCG: Mei, Xia Xia Mei/China/IBM@IBMCN

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STG Lab Services Opportunity ManagersMainframeSystem z

Jerry Koger(623) 505-4932, [email protected]

Tony Di Lorenzo(845) 926-3838, [email protected]

Storage Jim Surmacewicz (520) 799-4519, [email protected]

Bill O’Brien (919) 254-1367, [email protected]

Power SystemsSystem i

Mark Even(507) 253-1313, [email protected]

Karen Anderson(972) 561-6337, [email protected]

Frank Kriss(507) 253-1354, [email protected]

System p Stephen Brandenburg (US East & Central)(301) 803-6199, [email protected]

George Henningsen (US West & Federal)(516) 349-3530 [email protected]

Modular SystemsSystem x, BladeCenter & System Cluster 1350

Michael Karchov (US East & Federal)(919) 342-6619 [email protected]

Mike Sigl (US Central & West)(425) 803-5901, [email protected]

Cross Platform -Data Center Services;Optimization, ILM, & Virtualization Studies

Greg Mallare (Data Center Services)(813) 412-1079, [email protected]

Scott Barielle (Power/Space, Central US)(877) 630-0702, [email protected]

Tim Blythe (Financial, Eastern US)(877) 477-9229, [email protected]

Barbara Read (ILM, Western US)(206) 587-2144, [email protected]

AP Systems, Storage

US Contact for AP

Jenny Chen886-2-8170-6895, [email protected]

Mu [email protected]

Thomas Domin91-080-41777501, [email protected]

Jin-Ming Liu(507) 253-0391, [email protected]

A 15 year track record… proven methods & techniques, worldwide results

www.ibm.com/systems/services/labservices

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IDC Outlook for the Changing Role of Virtualization

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High Availability• Redundant HW• Failover/Cluster SW

+ Rapid Failure Recovery– Brittle to change– Costly to manage

Traditional HA software

Virtualization

• Virtual resource objects • Decouples HW and SW

+ Facilitates change– Increases complexity

System Resilience Architectures


• Gets added to software stacks• Can integrate with OS / MW / app• User provides scripts that specify

actions to be taken per event+ Can provide high HA functionality− Costly to deploy and manage− Brittle to change

“Virtual Resources” approach • HA is provided outside SW stack • Automatic HA event handling • User selects behavior from menu+ Easy to deploy and manage+ Consistent for diverse SW stacks − Less HA functionality

(e.g., can’t recover applications)

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System z Parallel Sysplex

High Availability

Parallel Sysplex Coupling Facility

PR/SM WLMARM

Virtu

aliza

tion

Simplification

Proven, integrated, high-end solution • Custom software and hardware• Built upon “cloned” LPARs• Automated, transparent recovery

High Availability

XEN

Linux HA Shared storage

Redundant servers

Availability Manager

Virtu

aliza

tion

Simplification

System x Virtual Availability Manager

New, limited, low-end solution • Commodity software and hardware• “Black box” virtual images • Automated recovery options

Examples of Server Resilience Today


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Contacts and Resources

Business Resilience Sales Kit on SSI

ESQuickStart wikiOne-stop-shop Enterprise Systems portal providing sales tools, contacts and tips.

ES “How to Drive Business Resilience OfferingsFor ES Sales Leaders (SSMs/CSMs) and their teams: quick way to locate information to navigate and prepare to go after and win new opportunities

Play Owner Mary Moore Mary E Moore/Poughkeepsie/IBMSales Enablement Mary Moore Mary E Moore/Poughkeepsie/IBMOffering Manager Grant McLaughlin Grant McLaughlin/Poughkeepsie/IBMArchitect Louis AntoniolliStrategist / DE Lisa SpainhowerMarket Segment Lead Janice Dunstan Janice Dunstan/RochesterIBMMarketing Program Lead Molly Evans Molly C Evans/Waltham/IBM@IBMUSWW Sales BUE John Oldham John Oldham/Raleigh/IBMHACoC Lead Harriet Morril Harriet Morrill/Poughkeepsie/IBM

https://w3.webahead.ibm.com/w3ki2/display/ESQuickStart/Home

http://w3.webahead.ibm.com/w3ki2/display/stgsales/Business+Resilience

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SALES ENABLEMABLEMENT Develop crisp entry points

- Multiple assessments available depending on customer situation- Develop required skills WW

Demand Gen plans to match sales tactics- Marketing total IBM story – including GTS managed service

Business Partner programs underway to support this play

SALES ENGAGEMENTS Sales execution with cross-IBM team (STG, ITS, SWGSell with short term and long term value

- Short term solutions for immediate customer value and IBM revenue- Long term for IBM leadership and competitive differentiation

BR has a strong tie to virtualization / consolidation engagements

Keys to Success

29



Skills Roadmap – BR Opportunity Identification (SSMs, CSMs, Brand Sales)Description Links

Understand Business Resilience

Learn how to identify Business Resilience opportunities

Step 5 Hold an account briefing on the selected offerings. Engage with the appropriate brand specialists.

Contacts on “How to Drive Business Resilience Offerings” wiki

Step 3 Learn how to initiate the dialog with your client and understand the entry points. Listen to these sales enablement webcasts

Business Resilience - ES NEDC Sales Education STGU Sell Business Continuity Solutions & Win Against Competition

Learn how to sell Business Resilience solutions

Step 6 If your clients don’t have a priority project in Business Resilience then start off with an assessment.

Contacts on “How to Drive Business Resilience Offerings” wiki

Step 1

Read these two papers on the business importance of resiliency, high availability and disaster recovery

Read these customer case studies to understand how IBM can help our clients with their business resilience needs

Achieving High Availability Through IT OptimizationIBM Business Continuity Solutions

Estes Uses IBM Systems Storage for HABeiersdorf cuts costs and boosts resilienceBank of Montreal enables rapid recovery with IBM HA

Step 2 Understand what IBM is saying to the market and our clients. Browse these external web sites

IBM High Availability landing pageStorage – Business Continuity SolutionsGTS Business continuity and resiliency

Step 4 Learn the priority offerings from IBM that can help meet your client’s requirements and help drive ES growth.

Enterprise Quick Start Wiki:“How to Drive Business Resilience Offerings” wiki

Business Resilience Sales Play - DBGuide.net · Why Business Resilience as a Key Play? Business...

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