IBM Confidential Storage Sales Academy Q 4 2008

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IBM Confidential Storage Sales Academy Q 4, 2008 How To Compete and Win Against

Storage Sales Academy High End Disk Marketplace Characteristics § Interoperability ► Supports all major servers, including System z, p and IBM i § Reliability, Availability and Serviceability (RAS) ► 24/7 operational duty cycle, non-disruptive service, >99. 999% ► Ensure data integrity under multiple error conditions § Performance ► For business critical workloads, typically intense OLTP/DB § Data Security ► Encryption, Business Continuity, D/R, multi-site replication § Total Cost of Ownership ► Combined capital acquisition and monthly operating costs § Support and Services 2 IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy DMX-4 Overview § DS 8000 Overview § Winning Strategies for IBM

Storage Sales Academy EMC DMX-4 (Direct Matrix) Positioning § Used to support business critical applications on open system servers, mainframes and System i ► “Highest performing, highest capacity, most functionally capable, with the most stringent service levels, yet competitively priced” § Unmatched flexibility to handle any requirement, large or small ► Configuration options are flexible and powerful ► Meet any mix of workload, budgetary, performance or capacity § EMC Symmetrix Enterprise Class disk system focus ► “Availability, Tiered Storage Consolidation, Predictable Performance, Application Integrity and Qualification, Power Efficiency, Informationcentric Security – Built-in, Simplified Management and Operations” § Positioned as gold standard in the industry by EMC ► Marketing focus on install base, sector penetration, and other statistics ► Extensive customer references, testimonials, large sales support team Quotes from: EMC Symmetrix DMX Series Data Sheet, 2008 4 IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy 1. EMC “Proven” Technology EMC Claims IBM Perspectives § Mature technology since 1993 § Symmetrix Evolution ► “Most widely deployed business continuity platform” ► ► § Install base statistics ► Over 70, 000 Symmetrix “to date” ► Many references, sector share § Access to a variety of third party endorsements ► ► Analysts, customer references, ISV partners ► 18 year history (1990) Relatively complex and costly Used to provide free onsite support ► Now rarely available or negotiated Rising EMC service dissatisfaction § DS 8000 Evolution ► ► Based on new design (ESS – 1999) Over 25, 000 DS 8000 and ESS shipped Preferred by demanding mainframe clients (recently >52% market share) Relatively easy and less expensive § Technique for emotional buy-in ► ► 5 Endorsement sell used to deflect discussion Helps to bypass technical details and discussion IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy 2. Enterprise Disk Innovator EMC Claims § EMC invented Enterprise IBM Perspectives § IBM invented the Disk in 1956 Storage sales claims ► ► EMC Marketing repetitive leadership claims with no factual corroboration § Disk Tiering Strategy ► § Virtual Provisioning ► § DS 8000 Tiers ► ► Broadest range of tiering options “in the box” ► Tier 0 – Flash Drives: (first in industry) highest performance ► Tier 2 – 1 TB SATA II: lower disk cost and energy IBM created the first Enterprise (mainframe) disk subsystem ► Tier 0 Flash Drive planned (2 H 09) Tier 1 450 GB 15 K disks (now) Tier 2 1 TB SATA-II planned (1 H 09) § SVC/DS 8000 Thin Provisioning ► ► No charge, standard SVC function Native DS 8000 support 2 H 09 § Ethernet, i. SCSI/NAS Connectivity ► ► N series Gateways Cisco and Brocade routers Media cost savings § i. SCSI and Gb. E Cards ► Access to LANs, disk replication Statements regarding IBM's future direction and intent are subject to change or withdrawal without notice, and represent goals and objectives only 6 IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy 3. Most Powerful Replication Functions EMC Claims IBM Perspectives § “Most widely used” replication § Flash. Copy Licensed Features ► ► Sales claim § Recent Engenuity improvements § Time. Finder Licensed Features ► Time. Finder/Clone, /Snap, /Mirror, /Consistency Groups, § Five SRDF Licenses ► features ► Flash. Copy, PPRC, XRC § Three Mirroring Licenses ► ► IBM Software Up to 300 km distance, only one round trip § Some Global Mirror Advantages ► ► Uses less bandwidth, no extra cache Integrated data integrity protection § New System z Replication Migration Tool ► Helps migrate competitive replication installations quickly and easily to DS 8000 § DS 8000 mainframe: full compatibility ► 7 Metro Mirror, Global Mirror, Metro/Global Mirror Consistency group support included § Some Metro Mirror Advantages ► SRDF/Synchronous, /Asynchronous, /Data Mobility, /Consistency Groups, /Star § IBM compatible mainframe ► Flash. Copy, Flash. Copy/SE Consistency group support included © 2008 IBM Corporation EMC has feature restrictions IBM Confidential

Storage Sales Academy 4. Performance and Scalability EMC Claims IBM Perspectives § Aggregate processing power § DS 8000 uses a 3 -tier processor design ► Up to 130 x 1. 3 GHz Power. PCs ► Bandwidth claims (128 GB/s) (32 GB/sec) 2, 400 disk RPQ available § DMX usable capacity restriction § Performance reference selling ► Dodges SPC, says benchmarks are not representative of client workloads, so irrelevant § Dynamic Cache Partitioning ► ► Two shared pools of Power 5+ SMP Less prone to skew: where I/O shifts unevenly across host ports § DMX restricted by cache bandwidth § Scales to 1, 920 disks ► ► Up to 8 cache dynamic partitions examples ► ► 1, 920 x 300 GB RAID-5 (7+P) = 426 TB usable 1, 920 x 1 TB RAID-5 (7+P) = 575 TB usable § Sole Enterprise Disk SPC holdout § DS 8000 Superior Data Striping ► Helps avoid disk hot spots, software tuning § DS 8000 uses IBM Research cache algorithms (ARC and AMP) ► ► AMP provably optimal pre-fetch ARC outperforms LRU algorithms § DMX-4 64 KB cache slots (DS 8000 4 KB) ► 8 IBM Software © 2008 IBM Corporation Smaller slots are more efficient IBM Confidential

Storage Sales Academy 5. Security EMC Claims IBM Perspectives § RSA implementation § IBM Enterprise-wide Security Solutions ► Symmetrix Service Credential ► ► ► Prevents unauthorized access Built into service processor RSA en. Vision ► ► § IBM Certified Secure Data Overwrite Services Provides log management § DS 8000 Security EMC Certified Data Erasure ► § Power. Path Encryption with RSA ► ► ► Set of several RSA software components, lock boxes on server ► Interfaces with RSA Key Manager for the Datacenter ► Separate attached server ► ► Seagate cooperative development Protects all data on all disks No server cycles, software complexity § Tivoli Key Lifecycle Manager ► IBM Software VPN link, IPSec, SSL, encryption, firewall Three level support authorization Audit security logging § DS 8000 Disk Encryption (1 H 09) ► 9 IBM Tivoli Access Manager IBM Unstructured Data Security Solution IBM Tivoli Security Information and Event Manager © 2008 IBM Corporation Consolidated key management Disk and tape systems IBM Confidential

Storage Sales Academy EMC FUD #1: Ding Dong! The DS 8000 is Dead DS 8000 sales are declining and there are no future investment planned. IBM’s acquisition of Grid XIV Enterprise Disk confirms the DS 8000’s imminent demise. §IBM Response: ► ► 10 DMX growth is declining ● Too costly and complex, service and support degrading CX 4 announcement looks to overlay DMX sales ● Much more Enterprise storage functionality ● Over twice the scalability of CX 3 DS 8000 has product roadmap until 2011 (three year plan) ● Significant new capabilities, performance and scalability XIV complements DS 8000 ● DS 8000 has higher maximum capacity, z and i support ● XIV is optimized for ease of management IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy EMC FUD #2: IBM Innovation That Doesn’t Matter The DMX-4 offers: thin provisioning, SSD flash drives, 1 TB SATA-II disks, i. SCSI or Gb. E channels, and 4 Gbps disk connectivity. The DS 8000 offers none of these innovations. §IBM Response: ► ► ► 11 Vendor feature leapfrog occurs, based on development priorities ● DS 8000 offers unique capabilities: ARC and AMP cache algorithms, 3 -tier processor design, first to market with switched FC back end … IBM focuses on the features that offer most client benefit ● IBM Server synergy features (System i, p, z) ● z/OS DFSMS has managed storage cost effectively for >20 years DS 8000 has native thin provisioning, flash drives, 1 TB SATA-II disks on the roadmap for 2009 ● SVC can provide free thin provisioning today for the DS 8000 et al ● SVC “Quick. Silver” shows more flash drive promise IBM offers N series Gateways for i. SCSI, NAS or Gb. E connectivity 4 Gbps disk pathing delivers negligible performance improvement IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy EMC FUD #3: “DS 8000 is a CLARii. ON in Disguise” The IBM DS 8100 is a similar architecture to that of the EMC CLARii. ON, in that it is built on a dual-controller p 570 cluster for processing. Additional processing power can only be achieved by adding more independent DS 8100 systems and building separate storage pools. §IBM Response: ► ► 12 DS 8000 has a 3 -tier processor design (CLARii. ON is single tier) ● Top tier: up to 64 host adapter Power. PC processors plus ASICs ● Central tier: 2 x Power 5+ 2 - or 4 -way SMP processor complexes ● Bottom tier: up to 32 disk adapter Power. PC processors plus ASICs No comparison: scalability is irrelevant without linear performance ● DMX-4 cannot support average access density with maximum disks A more reasonable comparison is a CX 4 and a DS 5000 ● CX 4 still doesn’t measure up in terms of DS 5000 I/O per TB Customer Question: what can you compare CX 4 performance to? ● EMC fearful of SPC benchmark; but Net. App did the CX 3 IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy DS 8000 Overview § DMX-4 Review § DS 8000 Review §

Storage Sales Academy IBM DS 8000 Positioning § Superior technology for Enterprise Class business critical applications on virtually any host ► ► Many mainframe synergy items in 2007 – 2008 Excellent open systems support; new IBM i enhancements § Exceptional Disk Replication disaster recovery functions ► ► Metro Mirror provides longest distances and fastest response times Global Mirror optimizes link bandwidth, includes safety copy, supports RPO as low as 3 -5 seconds § Extremely stable, high performance technology ► ► Fastest response time for FC disk as proven by SPC-1 More self-tuning (3 -tier processor architecture, striping, 4 KB cache segments, cache ARC and AMP algorithms) § Low Total Cost of Ownership, upgradeable, scalable ► ► Focus on Operational Budget efficiency Scales from 150 TB raw (146 GB) to 460 TB (450 GB) with FC disks § Ultimate System z Storage ► ► 14 IBM has timeliest delivery of synergy items ● Optimized by joint storage and z development Extended Address Volume 3390 -A, Basic Hyper. Swap, High Performance FICON, z/OS GM Incremental Resynch IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy 1. Advanced IBM 3 -Tier Architecture DS 8000 Highly Efficient Channels Efficient mirrored write cache Inefficient cache mirroring of reads and writes 4 KB block management N-way SMP Non-shared Power. PC processors 64 KB block management ARC/AMP cache Algorithms LRU cache Algorithms RAID processing in adapter RAID processing utilizes cache Switched Design Striped pools minimize “hot spots” More prone to disk hot spots Fast RAID-5 rebuild Cache PCI-BUS Shared pools of SMP POWER 5+ processors Higher Bandwidth Fault Tolerant Interconnect Inefficient Channels RIO-G Loop Host Adapters DMX-4 Improved RAID-5 rebuild NVS B D D Dual Cluster with failover Cache N-way SMP B D D NVS cache RAID RAID Adapters Switched Design Efficient SMP Centralized Design 15 IBM Software © 2008 IBM Corporation Channel Director Channel Director Mirrored Cache 16 GB Memory Disk Director 256 MB Mirrored 16 GB cache 16 GB Memory Cache Disk Director 16 GB Memory Disk Director Switched Design Independent, Distributed Power. PC Design IBM Confidential

Storage Sales Academy 2. Exceptional Replication Synchronous Disk Mirroring Asynchronous Disk Mirroring Metro Mirror advantages (examples) § Response time ►MM has faster response time; SRDF/S can take >1 round trip, appears to have higher overhead per write ►MM has no limits on volume write parallelism; SRDF/S has limit of 8 concurrent writes per open volume EMC Bandwidth IBM Bandwidth § Distance ►MM supports up to 303 km, vs. 200 km for SRDF/S DMX-3 or -4 with new Engenuity code DS 8100 Global Mirror advantages (examples) § RPO ►GM designed to minimize RPO, resulting in less data loss; SRDF/A defaults to >30 sec data loss § Bandwidth ►GM uses bandwidth immediately; SRDF/A is “bursty” § Remote site integrity ►GM has built-in safety copy; EMC recommends customers implement it on their own § Cache ►GM 16 IBM Software © 2008 IBM Corporation does not require more cache; SRDF/A does IBM Confidential

Storage Sales Academy 3. Sustained Stellar Performance EMC DMX requires performance tuning to adapt

Storage Sales Academy 4. Easy to Use with Lower Op. Ex Costs IBM EMC DS 8000 Charges if use vendor’s host I/O driver and No charge SDD is standard later add a server H/W DMX-4 Extra charges Power. Path BIN File reconfiguratio n charges Not applicable Priced BIN File changes True warranty rather than prepaid maintenance Yes 1 -4 year warranty No No uplift on Factory cost of Disk drives for upgrades Yearly maintenance per 100 146 GB 15 K RPM disks – list Yes No IBM DS 8000 Standard hardware warranty 1 -4 years (covers both hardware and licensed features ) Standard 1 -4 years licensed feature (covers both hardware and warranty EMC DMX-4 2 years (includes “core software” = Enginuity) 90 days licensed features ) $15, 150 $18, 100 Upgrades get new, sameduration warranty No; Example: Yes Prices from industry analyst, 09/2008 18 S/W IBM Software © 2008 IBM Corporation IBM Confidential Install new disks 1 day before end of std. warranty, get only a 1 day warranty

Storage Sales Academy 5. Delivery of System z Synergy Items (examples) IBM ESS or DS 8000 Selected items EMC Symmetrix FICON Express 2 MIDAW 2005 2006 4 Gb/s FICON 3 Q 2006 1 Q 2007 Support for 64 K cylinder 3390 s (about 19 3390 -3 s) 4 Q 2004 Yes (as of 1 Q 2006) Maximum concurrent FICON requests per FICON port 120 DMX-2: 32 DMX-3: unknown Maximum PAV aliases per volume 255 (1999) DMX-2: 15 (2004) DMX-3: 255 (1 Q 2006) Hyper. PAV Announced – compatibility unknown C. U. I. R. (Control Unit Initiated Reconfiguration) 1994 No I/O Priority Queuing 1999 1 Q 2007 (“Priority Controls”)? Full Flash. Copy compatibility 2000 Announced -- compatibility unknown GDPS/Global Mirror 1 H 2006 No XRC (a. k. a. z/OS Global Mirror) 1994 2004 z/OS Global Mirror (XRC) write pacing 1 Q 2005 1 Q 2007 z/OS Global Mirror (XRC) suspend rather than long busy 3 Q 2006 1 Q 2007 Dynamic volume expansion 4 Q 2007 No z/OS Global Mirror (XRC) multiple reader 4 Q 2007 No Basic Hyper. Swap 2 Q 2007 No 3390 volumes >64 cylinders (EAV) 19 4 Q 2006 3 Q 2007 No IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy SVC/DS 8000 “EMC Killer” Benefits* § SVC / Disk Hardware Purchase ► ► ► Increased disk utilization by 15% (prior to R 4. 3) Floor space (688 ft 2), power reclamation Improved disk response times and throughput Accumulative disk purchase avoidance (~ 86 TBs) Easier to provision new LUNs from storage pools § Avoidance of Planned Downtime (Migration) ► ► Migrate data without application downtime Fast data migration; eliminate months of planning/downtime Ability to migrate 40 TBs (within 8 hours) Ability to avoid using LVM / Host Based Replication § Enhanced Productivity with Centralized Management ► ► Achieved significant reduction in past headcount (5: 1) Presently manage over 600 TB with less than one headcount § Other Considerations ► Cost avoidance of multipath device drivers * Actual benefits accrued to a customer in the Southern U. S. 20 IBM Software © 2008 IBM Corporation IBM Confidential A potent pair

Storage Sales Academy DS 8000 Technology Directions IBM Confidential New Disk – 1 TB SATA New Disk – 450 GB 15 K RAID 6 Factory Encrypted 146, 300, 450 GB HDDs 15 K IPv 6 Support Extended Distance XRC FICON z. IIP Assisted z. OS GM 1 H 09 2 H 08 1 H 08 2 H 09 Disk Encryption RAID-6 Field Certified Secure Erase Service Intelligent Write Caching Extended Address Volumes (3390) z. OS GM Incremental Resynch R 3. 1 R 4. 0 R 4. 1 Non/Encrypted Disk Intermix New P 6 Model Green Archival Variable LPAR 25/75 or 75/25 High Performance FICON Drive Qualification Solid State Drives Remote Pair Flash. Copy Fast Data Restore (System z) Thin Provisioning Continued GUI Enhancements R 4. 2 Usage Based Licensing R 5. 0 Statements regarding IBM's future direction and intent are subject to change or withdrawal without notice, and represent goals and objectives only 21 IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy Winning Strategies for IBM § DMX-4 Review § DS 8000 Review § Winning Strategies for IBM § Resources to Help You Win § Summary 22 IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy IBM Winning Sales Tactics § Focus on EMC’s Weaknesses ► ► ► DS 8000 synergies and unique functions for System z, p and IBM i IBM Encryption strategy (disk and tape) vs. Power. Path/RSA ► Tivoli Key Lifecycle Manger consolidated key management SAN Volume Controller Disk Virtualization vs. Invista GTS / LAB services: extensive added value portfolio: assess, implement, manage Tivoli Storage Manager vs. Legato “Xtenders” § Does it really matter? What real benefit does this provide? ► ► EMC will distract the client with dozens of seemingly critical, unique DMX-4 functions ● Many are not implemented well or easy to use, and are of little value Evaluate and quantify the real benefit of these proposed DMX-4 features ● Compare and quantify the business value of proposed DS 8000 features § Ensure EMC includes all necessary software ► 23 Many necessary software licenses may be missing ● Ensure apples-to-apples software functionality in proposal IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy Four EMC Silver Bullets § Affordable to Buy, but Expensive to Run ► ► Complicated to manage and maintain ● Forces mandatory services, slower provisioning, error-prone EMC charges up to $450 K/year for Technical Residents ● Configuration changes typically $5 K/each (modify BIN file) § Less Effective Replication Services ► Synchronous: shorter distance, slower response times ► Asynchronous: more bandwidth, cache, no safety copy, longer RPOs ► Unproven mainframe D/R automation solutions (GDPS vs. GDDR) § Sub-par and Late IBM Server Synergies ► System z functions late and with lower capability (e. g. FICON, PAV …) ► Non-compliant on many new IBM i advanced external storage functions § Declining EMC Service ► ► 24 Free service and support, on-site EMC SE(s) less common today Frustrating for customers who need help with day-to-day operations IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy Enterprise Disk Best Practices and Messages § Present Strategic Initiatives and S 4 Solutions ► ► ► Executive message: IBM holistic approach to IT infrastructure Integrated packages with servers, storage, software, services IBM GTS Assessment services to optimize IT infrastructure § TPC and TPC-R Storage Management ► ► ► Easier to use, better GUI, better integration than ECC a poor investment: vulnerable to be replaced (SMARTS) TPC-R offers extensive functions that eclipse Replication Manager § Focus on Operating Cost (Op. Ex budget) ► ► Push 4 year warranty for both hardware/software ● Warranty is not the same as pre-paid maintenance (upgrades) No charge for SDD multipath software vs. Power. Path ● Future server licensing and additional maintenance § SVC infrastructure simplification provides many strategic benefits ► ► 25 IBM Software Leadership disk virtualization compared with “In(visible)ista” SVC “Quicksilver” a powerful SSD design planned for 2009 © 2008 IBM Corporation IBM Confidential

Storage Sales Academy Enterprise Disk Best Practices and Messages (continued) § Consolidated IBM Encryption strategy ► ► ► IBM / Seagate partnership for disk encryption With critical consolidated disk and tape key management More cost effective, less server resource cost, less complex § IBM Tiering strategy includes Tier 3 ► ► ► Tier 2 1 TB SATA (1 H 09); Tier 3 Tape for largest cost/green impact Tier 0 SSD (2 H 09) with optimal design and price Tier 1 450 GB 15 K FC disks (IBM first) § Use the Tucson Executive Briefing Center ► Access to IBM Disk and Tape development engineering § Reinforce sole lack of participation in SPC benchmarks ► 26 IBM Software HDS and IBM and many other vendors participate. Not EMC. Why? © 2008 IBM Corporation IBM Confidential

Storage Sales Academy Lee Memorial Hospital Standardized on SVC / DS 8100 § Situation ► “Technology refresh” for open systems storage § Strategy ► ► ► Storage consolidation Improved reliability Automated migration capabilities § Customer Value ► ► ► Improved performance and availability SVC virtualization benefits Lower TCO § IBM Solution ► ► 2 x Brocade Directors 1 x DS 8100 2 x SVC nodes Flash. Copy SVC capabilities combined with DS 8100 27 IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy Lakeland Regional Medical Centre Replaced EMC and HP § Situation ► “Technology refresh” for Open Systems storage § Strategy ► ► ► Server, SAN and storage consolidation Improved reliability and removal of single points of failure Migration capabilities § Customer Value ► ► ► Improved performance and availability SVC virtualization benefits Lower TCO with IGF financing § IBM Solution ► ► ► Systems P 595 and 49 x System X Blade Center Brocade Directors and Switches 1 x DS 8300, 6 x SVC nodes, 3 x DS 4700 ● Flash. Copy, Metro Mirror, Global Mirror Improved reliability after EMC caused a 5 -hour outage 28 IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy Lexis. Nexis z 10 DS 8100 and DMX Consolidation § Situation ► System z 10 disk technology refresh § Strategy ► ► Storage consolidation with focus on environmentals ATS and Disk Magic to model performance § Customer Value ► ► Improved performance ● Today 80, 000 IOPS / DS 8300 ● By year-end 2008: 100, 000 IOPS / DS 8300 Lower TCO (environmental savings) ● Floor space: 910 ft 2 260 ft 2 ● Power: 26. 8 KW 19 KW ● Cooling: 184 k. BTU/hr 75 k. BTU/hr § IBM Solution ► 4 x DS 8300 s replacing 10 x DMX and 4 x DS 8100 s System z performance (AMP, Hyper. PAV), environmental savings 29 IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy Resources to Help You Win § EMC DMX-4 Review § IBM DS 8000 Review § Winning Strategies for IBM § Resources to Help You Win § Summary 30 IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy Resources: Key Contacts WW Solution Leads and Opportunities Director, Worldwide Storage Sales, Enterprise Systems • Jeff Barber 4 barberj@us. ibm. com 4 Office: 1 -412 -667 -3167 WW Technical Support WW Contacts • Compete. Line/Compete. Center http: //w 3 -03. ibm. com/support/americas/competeline/ 31 IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy Resources: Enterprise Disk Information EMC Competitive Sales Kit § SSI: http: //w 303. ibm. com/sales/support/Show. Doc. wss? docid=X 454509 U 78072 F 61&infotype=SK&infosubtype =S 0&node=&ftext=%22 emc%20 competitive%20 sales%20 kit%22&hitsize=&sort=recommended& show. Details=&offset=0&campaign= § Partnerworld: https: //www. ibm. com/partnerworld/wps/servlet/Content. Handler/Info. Infra. EMCCompete IBM Enterprise Disk External Web Pages § § § http: //www. ibm. com/storage/enterprisedisk http: //www-03. ibm. com/servers/storage/disk/ds 8000/index. html http: //www-03. ibm. com/servers/storage/disk/ds 6000/index. html Customer References § http: //w 3. ncs. ibm. com/crmd. nsf/home? Open. Form References just for DS 6000 and DS 8000 § http: //w 3. ncs. ibm. com/crmd. nsf/ADSD? open. Form&HW=DS 6000&HW=DS 8000&HWend=2&HWa o=OR& Sales Support Information STG § http: //w 3 -03. ibm. com/sales/support/information/stg/ Competitive Information § Http: //w 3. ibm. com/sales/competition/compdlib. nsf/pages/comp Click on an any web link above to be directed to the Explorer page 32 IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy Summary § EMC DMX-4 Review § IBM DS 8000 Review §

Storage Sales Academy Beating the EMC Direct Matrix EMC Pricing Model § Deliver the IBM business value and solution ► ► ► EMC Cap. Ex Get in early / first; call top-down and bottom-up Executive value and vision messages (I 3 and NEDC) Reference selling is essential § Stress storage as a component of the total solution ► ► Create software and services packages Leverage your end-to-end capabilities with servers Relate IT solution to the specific business benefits Review IBM’s dedication to open standards EMC Op. Ex § Involve IBM software, services and financing teams ► Force the focus on Operational Costs § Shift the focus to complimentary IBM technologies ► 34 Virtualization, tape, deduplication, encryption, balanced performance … IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy 35 IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy 36 IBM Software © 2008 IBM Corporation IBM Confidential

Storage Sales Academy Trademarks and Disclaimers 8 IBM Corporation 1994 -2008. All rights reserved. References in this document to IBM products or services do not imply that IBM intends to make them available in every country. Trademarks of International Business Machines Corporation in the United States, other countries, or both can be found on the World Wide Web at http: //www. ibm. com/legal/copytrade. shtml. Intel, Intel logo, Intel Inside logo, Intel Centrino logo, Celeron, Intel Xeon, Intel Speed. Step, Itanium, and Pentium are trademarks or registered trademarks of Intel Corporation or its subsidiaries in the United States and other countries. Linux is a registered trademark of Linus Torvalds in the United States, other countries, or both. Microsoft, Windows NT, and the Windows logo are trademarks of Microsoft Corporation in the United States, other countries, or both. UNIX is a registered trademark of The Open Group in the United States and other countries. Java and all Java-based trademarks are trademarks of Sun Microsystems, Inc. in the United States, other countries, or both. Other company, product, or service names may be trademarks or service marks of others. Information is provided "AS IS" without warranty of any kind. The customer examples described are presented as illustrations of how those customers have used IBM products and the results they may have achieved. Actual environmental costs and performance characteristics may vary by customer. Information concerning non-IBM products was obtained from a supplier of these products, published announcement material, or other publicly available sources and does not constitute an endorsement of such products by IBM. Sources for non-IBM list prices and performance numbers are taken from publicly available information, including vendor announcements and vendor worldwide homepages. IBM has not tested these products and cannot confirm the accuracy of performance, capability, or any other claims related to non-IBM products. Questions on the capability of non-IBM products should be addressed to the supplier of those products. All statements regarding IBM future direction and intent are subject to change or withdrawal without notice, and represent goals and objectives only. Some information addresses anticipated future capabilities. Such information is not intended as a definitive statement of a commitment to specific levels of performance, function or delivery schedules with respect to any future products. Such commitments are only made in IBM product announcements. The information is presented here to communicate IBM's current investment and development activities as a good faith effort to help with our customers' future planning. Performance is based on measurements and projections using standard IBM benchmarks in a controlled environment. The actual throughput or performance that any user will experience will vary depending upon considerations such as the amount of multiprogramming in the user's job stream, the I/O configuration, the storage configuration, and the workload processed. Therefore, no assurance can be given that an individual user will achieve throughput or performance improvements equivalent to the ratios stated here. Photographs shown may be engineering prototypes. Changes may be incorporated in production models. 37 IBM Software © 2008 IBM Corporation IBM Confidential

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