IBM System x Options and Data Center Technologies Overview

8/10/2019 IBM System x Options and Data Center Technologies Overview

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System x Options and Data

Center Technologies overview

Inc reasing value w ith every server sale

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System x Options and Data Center Technologies overview 2Increasing value with every server sale

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System x Options and Data Center Technologies overview

Welcome to IBM's System x Options and Data Center Technologies overview module. In this module you will learn the market play for System x Storage andMemory, Rack and Power and Networking infrastructure. Make sure you navigatethrough all the screens so that you are able to successfully complete the quiz for thismodule.

To qualify for KYI points or promotions associated with the module you must completethe quiz within three attempts before the deadline. If you do not successfully completethe quiz within three attempts before the deadline then unfortunately you will not qualify

for KYI points or promotions associated with the module.





Introduction

IBM System x offers quality components that will enhance and optimize theperformance and capability of your client's servers. System x options turn a "server"purchase into an integrated "system" purchase.

By the end of this module you will be able to:

Know System x Options and Data Center Technologies

List the System x Options key attributes Present the benefits of IBM System x Options List the products included in the System x Options offering

Sell System x Options and Data Center Technologies

Identify the sales process steps List target customers and their business needs Explain the System x Options value propositions Identify the different sales opportunities Identify the top challenges to sell System x Options Explain how System x Options contributes to a Smarter Planet Explain the competitive differentiators Communicate the value of System x Options in a sales conversation





Menu


Visit this section to have an overview of System x Options

Increasing value with every server sale Benefits of System x Options and Data Center Technologies IBM offering options for System x Storage and Memory IBM offering options for System x Rack and Power IBM offering options for System x Networking

Sell x Options and Data Center TechnologiesVisit this section to learn about System x Options selling process and opportunities

Sales steps you need to follow Target customers and business needs System x Options value proposition and clients pain points Know the sales opportunities: Storage and Memory Know the sales opportunities: Rack and Power Know the sales opportunities: Networking Top challenges to selling System x Options and Data Center Technologies Smarter Systems for a Smarter Planet IBM System x Options and Data Center Technologies Competitive

differentiators A sales conversation example for System x Options Rack and Power

Handle a sales conversation: System x Options Storage A sales conversation example: Questions for Networking client conversation Quiz on System x Options and Data Center Technologies Conclusion






Increasing value with every server sale

IBM System x offers a wide range of value focused choices tailored to optimize datacenter operation. With 500 options across 3 categories which:

Are designed and tested for System x

Represent over 40% of the revenue and profit in every server sale

Provide optimized platform performance and improve systems reliability

Support today's and emerging technologies

Storage and Memory

Maximize data retrieval and backup with System x storage and memory options. Fastlocal SAS, SATA and Self Encrypting (SED) drives, pooled network storage,processors, adapters and industry leading RAID solutions optimize data centeroperations.

Rack and power

Optimized infrastructure equipment is critical to drive improved IT efficiency andavailability for data centers of today and tomorrow. IBM's rack and power infrastructureofferings are custom designed for IBM System x servers.

Networking

Top of Rack Ethernet network switches from IBM System x are ideal for data centernetworking requirements where integration of networking and servers is key.






Benefits of System x Options and Data Center Technologies

IBM System x Options help to increase business value and lower operating and capitalexpenses of Small and medium businesses.

Consolidation Physical infrastructure and workload

Reduced floor space Lower power usage Lower fixed costs Improved Infrastructure Management

Rack and Power, Storage and Networking Solutions

Virtualization Server and I/O integration

Improve utilization Speed for fast business responsiveness Proven scalability in large virtualized data centers Reliability/Availability/Recovery Memory capacities and performance

Networking and Memory Solutions

Convergence Network and Storage Integration

Innovations in the servers

The emergence of solid state devices Coupling of processors and memory Ability to provide more I/O from the server

Beyond the server

Enabling migration to 10 and 40Gb Network switching optimized for the datacenter Utilizing new storage capabilities - iSCSI and FCoE

Storage, Networking and Memory Solutions






IBM offering options for System x Storage and Memory

System x Storage and Memory Options portfolio consists of a wide array of products tohelp solve customer pain points across an entire server storage subsystem.

Storage PCIe Flash Adapters

Capable of over 100,000 IOPS per adapter

Available in capacities ranging from 160GB to 1.28TB

SLC Technology for endurance focus

MLC Technology for capacity focus

Standard PCIe form factor supports a wide array of System x racks and towersand BladeCenter

Chip-Level redundancy provides peace of mind with data protection

Fibre Channel Adapters

Unified SAN Management tools can easily manage and optimize resources byextending fabric intelligence and services to servers

True low-profile MD2 form factor is ideal for space limited server environments

8Gb Fibre Channel HBAs can auto-negotiate with 4Gb and 2Gb environments

Offers management tools from 3 industry leading players, Brocade, Emulex andQLogic

Offers end-to-end management from adapter to the storage switch with a singlepoint of manageability

Hard Disk

Widespread usage across industry

Available in SAS, SATA, NL SAS and NL SATA with SED

Cost Effective

Capacities range from under 100GB to 3TB

Solid State Disks

Available in 1.8" and 2.5" form factor

Uses SATA technology enabling connection to a variety of disk controllers

Ideal for storage applications needing high performance and serviceability

Hot Swappable, front loadable modules for ultimate serviceability

RAIDability for added data protection

Saves valuable PCIe slots for other mission-critical I/O devices





SAS Host Bus Adapters

Provides basic non-RAID connectivity to SAS Media

Horsepower to handle SSD performance

Support for tape and external storage enclosures

Removable Disk Solutions and Tape

Lowest cost per GB and continue to make tape the preferred archival and tieredstorage application

Available in USB 2.0 and 3.0

Memory 1.5 V and 1.35 V DIMMs

Both RDIMMs (32GB maximum DIMM size) and UDIMMs (8GB maximum DIMMsize)

1.35V DIMMs offer up to 20% reduction in energy consumption at full load with2DPC at 1.35 V

1.35V DIMMs are dual voltage and can run at both 1.35V and 1.5V

RDIMMs and UDIMMs

RDIMMs

Offer highest DIMM capacities with more advanced error detection

Recommended for capacity, reliability and workload performance

UDIMMs

Offers lower DIMM capacities

Lower list price points vs RDIMM with basic ECC

1GB, 2GB, 4GB, 8GB, 16GB, 32GB capacities

Capacity flexibility for maximum memory for all workloads

Single-, dual-, quad-rank

Offers maximum memory performance for Intel Xeon Processors

Dual Rank DIMMs to maximize performance on Intel Xeon 5500/5600Processors

Quad Rank DIMM to maximize performance Intel Xeon E7-8800/4800/2800Processors






IBM offering options for System x Rack and Power

IBM Rack and Power solutions provide the security, stability and reliability that allbusinesses need and are designed to provide high availability and to manage andprotect mission critical data and systems while reducing operations and energy costs.Leading with an IBM Rack opens the door to more options sales!

Rack System Enclosure Optimized equipment mounting in asecure packaged solution.

Full Line of Racks including new 42U and47U 1200mm "deep" racks.

Console Sleek design and innovative features,such as the built-in DVD Drive and USB,allow administrators to do more directlyfrom the console tray.

Uninterruptible Power Supplies (UPS) Deliver superior power protection andbattery backup for continuous operation.

1000VA LCD Tower UPS1500VA LCD Tower UPS

1500VA LCD 2U Rack UPS2200VA LCD 2U Rack UPS

3000VA LCD 3U Rack UPS6000VA LCD 4U Rack UPS11000VA LCD 5U Rack UPS

Optional Network Management Card

Optional Environmental Monitoring Probe

Software tools Interfaces provide complete monitoring,measurement and management ofinstalled servers and power devices.

KVM Console Switches Highly-scalable KVM switch allowsadministrators complete control ofsystems at the rack or across the globe.

1754D2X IBM Global 4x2x32 ConsoleManager (GCM32)

1754-A2X IBM Local 2x16Console Manager (LCM16)

1754-A1X IBM Local 1x8 Console





Manager (LCM8)

1754D1X IBM Global 2x2x16 ConsoleManager (GCM16)

Power Distribution Unit (PDU) Efficiently distributes power and flexibledesign allows for easy mounting.

Intelligent

Switched & Monitored

0U 12 C13/12 C19 PDUs

Enterprise

Ultra Density

Extended Battery Module (EBM) Prolongs UPS battery run time.






IBM offering options for System x Networking

IBM's Strategy in the data center is to drive Client Value through Reduction ofComplexity and Improved Price Performance. While the switches enhance that throughsuperior performance, ultra-low latency and virtual machine awareness are ideallysuited to handle dynamic workloads at the network edge.

Switches for IBMBladeCenter

Layer 2/3

Key selling features

Cost effective 1Gb Choice: Copper or Fiber Excellent upstream bandwidth

Layer 2-7


Industry exclusive 1Gb Layer 2-7 Ideal for Load Balancing Environments Great for Web Servers -security and scalability

Layer 2/3 1/10Gb Uplink


1Gb from the blade Flexibility of 1/10Gb uplinks VMready & Stacking support

Virtual Fabric 10Gb Switch


1/10Gb from blade & 1/10Gb uplinks

Virtual Fabric, VMready and/or Stacking CEE/DCB - NAS, iSCSI or FcoE

IBM RackSwitchFamily

IBM RackSwitch G8000


44 RJ-45 and 4 SFP 1G ports Up to 4 ports 10G, SFP+ optional Redundant fans and power supplies







48 ports 1G, RJ-45 standard 4 ports 10G, SFP+ Uplinks standard Hot-swap redundant power and fans

IBM RackSwitch G8124E


Faster Control Plane Larger L3 networks 24x 10G SFP+ ports Redundant power Virtual Fabric CEE/DCB - NAS, iSCSI, FCoE



48 ports 10G SFP+ & 4 ports 40G QSFP+ Hot-swap redundant power and fans Virtual Fabric, Stacking & CEE/DCB



Optimized for applications requiring high bandwidth and low latency Sixteen 40 Gb QSFP+ ports in a 1U form factor Up to 64 10 Gb SFP+ ports to form a high-density 10 Gb cluster Powerful control plane providing higher performance to aggregate

multiple racks of servers 1.28 Tbps nonblocking throughput

System xNetworkingAdapters

1GbE Network Interface Cards

1GbE Network Adapters

Full line of 1GbE NIC solutions from industry leaders Intel andBroadcom

Designed for multi-core processors and support for virtualizedenvironments

Acceleration Technologies improve data acceleration across theplatform, from networking devices to the chipset and processors,which helps to improve system performance and applicationresponse times

Provide single, dual and quad port offerings for adapter levelredundancy

10GbE Network Interface Cards





10GbE Network Adapters

Simplified Networking, Trusted SAN Interoperability and IncreasedBusiness Agility with 10GbE Networking

Scalable solution for virtualization with up to 8 virtual NICs giving

customers the choice to run management and data traffic on onenetwork with IBM Virtual Fabric adapters Top-to-bottom driver commonality and shared hardware strategy

with 10GbE solutions integrated into servers Copper or Fibre fabric offers customers multiple choices to fit their

datacenter needs

10GbE Converged Network Adapters (CNAs)

Provide an opportunity to reduce data center costs by convergingdata and storage networking onto a single adapter

Standard TCP/IP and Fibre Channel (FC) traffic can both run on thesame high-speed 10 Gbps Ethernet wire, resulting in cost savingsthrough reduced adapter, switch, cabling, power, cooling andmanagement requirements

Supports enablement of iSCSI and FCoE Data Center Solutionsfrom industry leaders Brocade, Emulex and QLogic

High performance 10Gbps Ethernet, DCB support, scalableconnectivity features and unified fiber channel, Ethernet and FCoEdriver stacks

Infiniband Adapters

Infiniband's properties are excellent for high-transaction, low-latency,and high- bandwidth environments

The ConnectX-2 QDR Infiniband Adapter delivers 40 Gb/s and 1uslatency

ConnectX-2 delivers Remote Direct Memory Access (RDMA) andeliminates TCP/IP processing that increases CPU efficiency by over30%. Server uses CPU for applications






Sales steps you need to follow

Learn to identify the different steps of selling and what it is expected from you at eachstage.

Prospecting Your search for (new) customers

Searching for new customers How to deal with objections and leave the door open for

future sales Introduce yourself, state your purpose, qualify, plan next

steps

Finding CustomerPains

Becoming a Sales Consultant

Understand customer needs Identify problems your products and services can solve. Understand the competition Help your customer understand the business

implications of the problem and move from problemawareness to solution commitment

Qualifying theCustomer

How to avoid wasting your valuable time in chasingprospects who will never become customers

Make sure the solution solves the customer's problem Find out if the customer sees the value of your product Confirm that the customer has the budget to purchase

and determine if ready to purchase Talk to the right person who can make a buying decision

Closing the sale Basic pointers to winning

Close from the beginning Recognize when potential customers are ready to buy Note that free trials often lead directly to sales Choose from the IBM portfolio of migration or

consolidation assessment tools and incentive offerings toopen doors with customers and progress deals






Target customers and business needs

IBM System x Options cater to a wide spectrum of clients from small to medium andlarge enterprises that rely on server infrastructure. Whether looking to manage mission-critical data, increase efficiency or reduce cost, System x Options have an answer. Oneof the clients below does not belong to this target group. Which of these would you sayit is?

(Select the right option.)

Companies creating new data centers or expanding their current facilities

Clients with distributed environments, such as banks and retailers dealing withsensitive personal data

Customers who run small and midsize businesses looking for cost efficiency andscalability for growth

High-density datacenters looking to reduce power, cooling, hardware and managementoverheads

Clients looking at improving network connectivity

Customers with HP Proliant server installed

That is correct!

Since they are not using IBM System x, customers with HP Proliant server installed arenot a target for System x Options.






System x Options value proposition and clients pain points

Extend competitive advantage with innovative offerings from IBM System x Optionsand Data Center Technologies.

Storagemanagement iscomplex

Simplify your storage management by deploying ServeRAIDand Fibre Channel options. MegaRAID storage manager offersa single point of manageability for all your SAS/SATAinfrastructure while Fibre Channel options from Brocade,Emulex and Qlogic can provide a simplified managementscheme from server to SAN.

Lack of ITflexibility and roomfor future growth

System x options offer a modular, built-from-bottom set ofproducts. This flexibility allows clients to tailor a solution tospecific needs or upgrade at a later time to enable growth.

Total cost ofownership

System x options are designed and delivered to satisfy thegrowing IT demand in your business in the short term and staycompetitive in the long term. The primary goal is to improvenetworking, storage, memory, hardware and managementoverheads thereby reducing total cost of ownership.

Insufficient

performancehinderingproductivity

IBM realizes that our clients need best-in-class performance.

System x Options portfolio delivers industry leadingperformance in Networking and Memory by providing:

Single Point for comprehensive solutions Data Center Innovation and Cloud development Industry standards compliance and client lock-in

protection More IBM DDR3 memory is an inexpensive way to

boost system performance

IT infrastructure isinefficient

IBM Optimized rack and power infrastructure delivers:

Increased power efficiency Improved data center efficiency Increased space efficiency - avoid overdesign! Lower cost thru better data center utilization






Know the sales opportunities: Storage and Memory

In the world of storage and memory, there are 5 aspects you need to focus on.

RAID Why?

It is standards based Pervasive skill sets available Lowest price band for data protection and

reliability Strong industry resurgence of Direct Attach

Storage

IBM bet:

Use What's Proven. IBM ServeRAID solutions arean industry-proven solution based on multiplegenerations of success. The solution is built on theindustry-leading LSI storage stack.

Fibre Channel Why?

It is standards based Pervasive skill sets available Continues to be the choice for robust external

storage Higher performance shared storage Enabled Server-SAN connectivity

IBM bet:

Choice of solutions. IBM offers Fibre Channelsolutions from three industry leading technologypartners: Brocade, Emulex and Qlogic. Choice of

technology enables clients to pick the solution bestmatches their storage needs.

Media Why?

Enable high performance storage Datacenter-in-a-box Offer predictive failure

IBM bet:

Focus on $/IOPS. Offering focus on providing clients





with the best cost-performance balance - $/IOPS. Avaried portfolio of in disk and PCIe form factor catersfor clients who are looking for raw performance andsuperior serviceability.

Mechanical and Tape Media Why?

Best value for high capacity storage Popular and widely available Pervasive skill sets available

IBM bet:

Industry-Standard Solution. System x StorageOptions portfolio provides a large selection of SAS orSATA Hard Disk, Tape media and USB RemovableDisk storage. Applications range from boot, high

capacity database storage to data archiving.

Memory Why?

Virtualization demands maximum memory torun the most efficient virtual environmentswith maximum virtual machines

Database and transaction processingapplications need maximum memory capacityand bandwidth

IBM bet:

System x Memory options are designed anddelivered to satisfy the growing IT demand in theshort term and stay competitive in the long term.






Know the sales opportunities: Rack and Power

Your customers need to invest wisely in IT purchases. They need Rack and Powerinfrastructure that offers business-class performance and flexibility that can grow tomeet their future needs. And you need to know where the sales opportunities are.

We have dense server configurationsand complex cable management

Using IBM 1200mm deep racks togetherwith Zero U mounted PDU's conservesvaluable EIA space for IT equipment,simplifies cable management, reducesinstallation time and increasesaccessibility.

We need to be able to remotelymanage and control our powerresources

IBM switched and monitored PDUs canbe set up, monitored and managedacross a network from a web browser.

My company needs to stage and shipconfigured racks to other locations

IBM has Dynamic Racks that are "shiploadable". They have robust and re-useable shipping materials. They havesecure and safe outrigger casters thatreduce any tipping hazards.

We need to protect our data andsystems from power problems

Power that is delivered by utilities canfluctuate significantly including surges,spikes, or lags. A UPS conditions andoptimizes power, protecting both data andIT equipment.

We would like to access and controlmultiple servers from a singleworkstation

A KVM switch provides secure access tomultiple servers from a single workstationsignificantly increasing staff productivity.

I need to be able to access mycompany's servers from remotelocations, any time

IBM's "Global Console Manager" allowsaccess to devices from anywhere atanytime, so emergency situations can behandled immediately.






Know the sales opportunities: Networking

In today's networking technology market there are three main opportunities you have tofocus on:

10G Ethernet The majority of clients (over 2/3rds) have either implemented 10G orhave plans to move to 10G Ethernet in the future.

Why?

It is standards based Pervasive IT skill sets available Falling prices & power savings SFP+ Direct Attach Copper cables are inexpensive Applications demanding High bandwidth & low latency Virtualization is driving the demand for more I/O

IBM bet:

Use What's Proven. IBM is the leading supplier of low latency Gigabitand 10 Gigabit Ethernet network infrastructure in blades and serverand storage racks.

Customer Deployment Plans for 10GbE

Already deployed 10GbE Technology

Investigating 10GbE Technology and Products Don't Believe there is Need for 10GbE Want 10GbE but Too Busy to Investigate

ConvergenceLAN &Storage

Some clients are looking at convergence of LAN and Storage - NAS,iSCSI or FCoE.

Why?

Lossless with Converged Enhanced Ethernet (CEE) - IP SANand Fibre Channel over Ethernet (FCoE) Low latency for high-performance clusters (HPC) Low power consumption due to fewer components Low cost

IBM bet:

Convergence onto Ethernet. Data Center Bridging (aka DCB) wasdeveloped mainly for FCoE. But, it has a number of benefits andunique advantages for iSCSI and RoCEE as well. With IBM offeringsyou are well positioned to exploit these opportunities.






Top challenges to selling System x Options and Data CenterTechnologies

Addressing common concerns with value-driven responses will help you overcomesales objections and move forward with a solution for your clients.

IBM is too expensive. These products are designed andoptimized for IBM System x, and with newlevels of price performance representexceptional value. System x Options andData Center Technologies are priced toprovide more features for the same (orlower) price than our main competitors.

IBM doesn't have the necessarysolutions.

IBM offers a complete set of cost effectivesolutions Designed for System xServers. They meet the needs of smalland medium businesses and can alsoscale to support growing data centers andnetworks. IBM solutions provide thesecurity, stability and reliability that allenterprises need. These offerings are all

supported by a comprehensive Rack andPower infrastructure, Networking andStorage portfolio.

It doesn't matter what vendor'scomponents we use with IBM servers.

IBM System x Options and Data CenterTechnologies products are custom-designed specifically to work with the IBMSystem x portfolio. These offerings are allsupported by a comprehensive systemsmanagement portfolio, automatingmonitoring, management and control of

all critical resources. There is also asignificant advantage in having onevendor for support and warranties of thecomplete solution.






Smarter Systems for a Smarter Planet

The world we live and work in is more complex and more demanding than ever. Theperformance of the business today hinges on the ability to meet the demands of yourcustomers, partners and employees. But these demands are changing as the worldand your market change.

The IBM System x Options portfolio contributes to a Smarter Planet by offering aflexible and highly reliable set of products without sacrificing performance gains.Leaders are embracing new management approaches and emerging technologies torealize Smarter Computing.

(Watch the video to learn more.)

Smarter computing

Mitigate Risk and Address the Threats

Correlate infrastructure with IT processes to proactively manage loads Ensure your racks have adequate cooling and power capacity Avoid service disruptions caused by energy related outages

ROI, Cost Reduction and Avoidance

Identify energy optimization strategies (Operating Expenses) Maximize your resources and minimize stranded resources (Capital Expenses) Convert more power into compute cycles

Remove Operational Barriers

Provide higher service levels to the business Free up power & cooling capacity to enable IT growth and flexibility Document and validate energy efficiency gains to stakeholders

http://www.youtube.com/v/SmfQ241O_k0








Service and Support

IBM memory is fully supported on

servers for which it is ServerProven

- Includes defect support andfailure analysis

- Seamless IBM service supportworldwide

IBM memory automaticallyassumes the IBM server systemwarranty

Reliability/Quality/Performance

Compatibility testing and signalquality tuning for specific System xand BladeCenter server platforms

IBM's precise clockingspecifications help to minimize the

possibility of data loss andinefficient system performance IBM quality control/management

in place with DRAM suppliers

Rack and power Hardware Strategy

IBM offers a complete set of Rack andPower infrastructure solutions Designedfor System x Servers and

BladeCenters that are cost effective, andenergy efficient. They meet the needs ofsmall businesses and can also scale tosupport complex enterprise data centersand networks. IBM Rack and Powersolutions provide the security, stabilityand reliability that all businesses needand are designed to provide highavailability and to manage and protectyour mission critical data and systemswhile reducing operations and energycosts. These offerings are all supported

by a comprehensive systemsmanagement portfolio, automating





monitoring, management and control ofall critical resources.

The company

IBM as a company stands out from thepack by offering a complete suite ofservices to help your clients with everyaspect of their IT. Whether your clientsneed help satisfying governmentregulations or shortening the time todeployment, there are IBM services thatcan help. We have worldwide and world-class financing options to help your

clients.

Service and Support

IBM leads the way in service andsupport. In the most recent TBR reporton client satisfaction, IBM was first ineight out of the 10 categories. We are first

in hardware quality, management andvalue amongst others. We showsignificantly higher ratings for phonesupport and virtualization. In short, clientsget a better ownership experience withIBM than the competitors.

Financing

IBM Global Financing provides workingcapital solutions that set IBM apart from

the competition, like inventory financing,to many clients worldwide. We have greatexperience with many types of financingto help improve an organization's financialstrength and optimize cash flow. IGF is atrue source of additional funds, as itusually keeps all credit risks to itself.

Networking Performance and latency

Switches that run at as much as 3-5 times

lower latency and Switches that are fullline rate and non-blocking.





Power and cooling

Switches that use up to 60% less power

and offers rear-to-front or front-to-rearmodels to match Datacenter airflow.

Simpler management

Leveraging Industry standard CLI's andTested interoperability, plus stackingallows multiple switches to be managedas one switch.

Virtualization

Unique virtualization solutions which canmake your network VM aware, helpingreduce complexity and cost, whileimproving availability (VMready).

Costs

IBM tends to entail lower costs especially

when we add all the options needed forthe competitor products. In some casesup to 50% less than Cisco or HP for Top-of-Rack.






A sales conversation example for System x Options Rack andPower

In the following scenario, an IBM Business Partner is talking with a customer involvedin an IT optimization project. Let´s look at how a sales conversation focuses on valuepropositions.

“As you plan your new data center, have you considered the total solution including therack and power infrastructure?”

“Well, we were looking at IBM servers, but we hadn't given much thought to therack and power part.”

“IBM can deliver a total solution including servers and rack infrastructure. But moreimportantly there are key cost and security reasons for also including an up to date andcost-efficient UPS and KVM. This will enable you to manage your systems and controlyour costs.“

“Really, we were not sure about the value of UPS's and KVM's in ourenvironment.”

“Today's IBM UPS's have reached a whole new level of efficiency and will quicklyrepay the investment. Apart from the obvious advantages of having secure powerbackup in case of outages.”

“OK, I can see the sense refreshing our UPS's, but is the KVM investment reallynecessary? We seem to manage OK without it.”

“With the latest KVM solutions you can manage all of the servers in your data centerfrom one terminal, instead of wasting huge amounts of time going from one rack to thenext. And with the GCM version you can also manage servers in multiple locations. So,a better management system with fewer people needed in fewer locations!”

“OK, now I'm beginning to see the value of the total solution. And of course Iappreciate the "one-stop shopping" benefit and having one vendor to turn to forsupport and warranty.”






Handle a sales conversation: System x Options Storage

My name is Adam and I am the IT Director for a mid-size multinational enterprise in thefinancial sector, running a number of HP x86 servers. Our data volume continues toincrease while demanding ever higher IO performance. Our current in-server storageinfrastructure is saturated. I am willing to invest in innovative technologies such asSolid State but my storage stack is unable to drive more performance. Does IBM havea solution to suit me?

What would your answer be? (Select the right option.)

I see, HP may be easy to do business with, but IBM has a no compromise feature setfor growth with high performance storage.

We have just the right solution to drive more performance and cater to your growingdata volume challenge. Deploy x3690 X5 with three ServeRAID M5015 SAS/SATAControllers with M5000 Series Performance Accelerator Keys. Add three eXFlashsolutions with 4.8TB of total storage. This way your high performance storage dilemmawill be solved.

That is correct!

As a Business Partner you need to focus on highlighting the competitive differentiatorsfor IBM solutions instead of referring to a competitor's advantage.






A sales conversation example: Questions for Networking clientconversation

Here you have 5 key questions to ask every client to guide your sales conversation onNetworking.

“What is most important to you when making your network decision? Price,Performance, Power, Availability or brand name?”

“What are your 10G Ethernet Plans?”

“Are you looking at Convergence?”

“What are you using at the Top of your Rack or Access Layer?”

“Are you deploying virtualization? Are you interested in ways to reduce costs? Are you tired of requiring so many adapters, cables & switch ports? Are you looking for ways to reduce complexity and increase performance? How much time do you spend on configuration, setup and management tasks? Would it be of value if Network polices moved with the VM's?“






Quiz on System x Options and Data Center Technologies

With System x Rack and Power Infrastructure clients can have a secure, cost effectiveand easily managed infrastructure for their server and data room requirements.

Which of the following sales opportunities is covered by the above System xadvantage?

(Select one answer from the choices below.)

Reliability

Availability

Security

Performance

All of the above

That is correct!

IBM's total rack and power infrastructure provides high-value solutions for system

reliability, availability, security and performance.




Conclusion

This is the end of the learning module System x Options and Data CenterTechnologies Overview.

In Know System x Options and Data Center Technologies you learnedabout the lead offerings, key features and benefits of System x Rack and PowerInfrastructure, Storage, Memory and Networking

In Sell System x Options and Data Center Technologies you learned aboutthe selling process and opportunities, target clients, competitive differentiatorsand sales conversation examples for System x Rack and Power Infrastructure,Storage, Memory and Networking

To review Learn and Earn deadlines please access the Terms and Conditions located

on the Know Your IBM (KYI) site at http://www.ibm.com/partnerworld/knowyouribm.

To earn KYI points or qualify for promotions associated with the module, you mustsuccessfully complete the quiz within three attempts.

Once you enter the quiz, you will not be able to return to the module so please ensureyou have reviewed the entire module in detail and that you have downloaded thecourse cheatsheet.

Good luck !





IBM System x Options and Data Center Technologies Overview

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