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IBM Systems and Technology Group University 2006 Winning the World Over IBM Software University IBM Systems and Technology Group University 2006 Winning the World Over IBM Software University 2006 IBM Systems and Technology Group University 2006 January 2006 Las Vegas, Nevada 1 IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Resource Virtualization for Sales. . . SAN Volume Controller Roger Wofford Storage Software Product Resource Virtualization for Sales. . . SAN Volume Controller Roger Wofford Storage Software Product Marketing IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Session Agenda Session expertise level: Advanced Ø Information on Demand our Systems Agenda Ø Session Agenda Session expertise level: Advanced Ø Information on Demand our Systems Agenda Ø How SVC addresses the volume of data challenge Ø Sales Approach for 2006 Ø Using TPC and TSM to increase value Ø Interoperability Update Ø Competitive Update Ø Performance Update Ø What’s coming in 2006 Ø Market Leadership Update Ø Other miscellaneous Items 3 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Learning Points Ø How SAN Volume Controller addresses the challenges today’s businesses face Ø Learning Points Ø How SAN Volume Controller addresses the challenges today’s businesses face Ø Provide customer references as proof points Ø Learn the recommended sales approaches for 2006 Ø How to use SVC + TPC to provide increased value Ø How to use SVC + TSM to provide increased value Ø Learn two competitive advantages SVC has over EMC, HDS, HP and Falcon. Stor Ø Learn the latest interoperability and performance enhancements Ø What’s coming in 2006 Ø How SVC enhances Grid Computing & our Services Offerings 4 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Information Assets & Systems § Virtualization Engine § Servers Information Assets & Systems Infrastructure Information Assets & Systems § Virtualization Engine § Servers Information Assets & Systems Infrastructure Management Retention & Lifecycle Management – Virtual Machines Business Continuity – Hypervisor – Virtual Ethernet – Virtual I/O Resource Virtualization § Storage – Tape Virtualization Systems Storage Servers Networking • TS 7000 series – Disk Virtualization • SAN Volume Controller – Array Partitioning • 5 DS 8300 LPARs Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

IBM Systems agenda ─ our evolving commitment Virtualize everything Flexible, well –controlled environment based IBM Systems agenda ─ our evolving commitment Virtualize everything Flexible, well –controlled environment based on virtualization for new levels of functionality and value. Openness Go beyond just industry standards to build IBM Systems based on open designs. Collaborate to Innovate 6 Our agenda is to deliver IBM Systems that accelerate the possible and encourage things never believed possible. Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Why Virtualize everything? § Expands the traditional view of virtualization beyond just basic partitioning Why Virtualize everything? § Expands the traditional view of virtualization beyond just basic partitioning § Extends to the whole of IT to include: – Virtualization solutions for dynamic partitioning – Advanced systems management resource discovery – Provisioning – Workload allocation – Storage virtualization tools 7 Virtualize Everything Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

How SAN Volume Controller Addresses the Volume of Data 8 Information Assets and Systems How SAN Volume Controller Addresses the Volume of Data 8 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

SAN Volume Controller Helps Address the Explosive Growth of Storage Make changes to the SAN Volume Controller Helps Address the Explosive Growth of Storage Make changes to the storage without disrupting host applications Manage the storage pool from a central point Virtual Disk SAN Apply copy services across the storage pool SAN Volume Controller Advanced Copy Services Storage Pool DS 8000 9 HDS DS 4000 EMC HP Combine the capacity from multiple arrays into a single pool of storage Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

SAN Volume Controller Improves Asset Utilization Traditional SAN Volume Controller § Capacity is isolated SAN Volume Controller Improves Asset Utilization Traditional SAN Volume Controller § Capacity is isolated in SAN islands § Combines capacity into a single pool § Multiple management points § Manage all types of storage in a common way from a common point § Poor capacity utilization § Capacity is purchased for, and owned by individual processors 25% capacity 25% cap 10 SAN 95% capacity § Provision capacity to applications easier § Improves personnel productivity A combined, more balanced capacity (55%) SAN Volume Controller Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Solution § Introduced SAN Volume Controller to manage the storage infrastructure § Added DS Solution § Introduced SAN Volume Controller to manage the storage infrastructure § Added DS 4500 for departmental use and as a Flash. Copy target § Uses SVC-based Flash. Copy between ESS and DS 4500 to reduce costs Business Challenge § Integrate IT infrastructure with Softbank due to acquisition § Create tiered storage to reduce costs § Reduce the cost of implementing copy services 11 Benefits § Improved scalability and flexibility for a lower cost § Reduced the need for more capacity by using their existing storage more efficiently § Enables easy redistribution of storage assets as application requirements grow Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

SAN Volume Controller Creates a Tiered Storage Environment Traditional SAN Volume Controller § Moving SAN Volume Controller Creates a Tiered Storage Environment Traditional SAN Volume Controller § Moving data between arrays is disruptive § Move data between arrays without disruption § Copy Services only between like arrays § Apply Copy Services from any to any § Compliance with regulations is difficult and expensive § Match the cost of storage to the business value of the data SAN EMC Time. Finder 12 ESS SAN Volume Controller ESS DS 4000 EMC Metro Mirror Migration Flash. Copy Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Solution § DS 4500 storage with both FC and SATA drives § SAN Volume Solution § DS 4500 storage with both FC and SATA drives § SAN Volume Controller to create and manage tiers of storage from a central point § SAN File System for policy-based file movement between storage tiers Benefits § Reduced overall costs by 10% Business Challenge § Simpler to manage their large and growing environment § Manage their client’s needs better § Set the stage for 6 X storage growth expected in 2006 § Increase their flexibility § Ensure proper access levels to research data 13 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

SAN Volume Controller Enables Non-disruptive Data Movement Traditional SAN 1. Stop the application 2. SAN Volume Controller Enables Non-disruptive Data Movement Traditional SAN 1. Stop the application 2. Move data 3. Re-establish host connections SAN Volume Controller 1. Move data § Host systems and applications are not affected 4. Restart application SAN 14 Virtual Disk SAN Volume Controller Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Solution § Consolidated servers into IBM Blade. Center and p. Series servers § Consolidated Solution § Consolidated servers into IBM Blade. Center and p. Series servers § Consolidated storage into ESS and DS 4000 managed by SAN Volume Controller § Implemented SAN Volume Controller & ESS 800 at remote site Business Challenge Benefits § Improve the performance and scalability of their IT infrastructure § Increased business critical application performance by 50% § Simplify their storage administration to save costs and improve personnel productivity § Cut end-user response times in half § Improve their disaster recovery capabilities 15 § Used SAN Volume Controller data movement to simplify the transition from HP storage Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

SAN Volume Controller Improves Business Continuity Traditional SAN Volume Controller § Replication destination must SAN Volume Controller Improves Business Continuity Traditional SAN Volume Controller § Replication destination must be the same as the source § SAN-wide API that does not change as storage hardware changes § Different multipath drivers for each array § Common multipath driver for all arrays § Lower-cost disks offer primitive, or no replication services Flash. Copy PPRC IBM DSx 16 SAN IBM DSx EMC Sym § Replication targets can be on lower-cost disks SAN Time. Finder SRDF EMC Sym SVC SAN Volume Controller IBM DSx IBM DS 4 x EMC Sym Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. HP MA IBM S-ATA © 2006 IBM Corporation

Charles Vogele Trading Group AG Solution § Introduced SAN Volume Controller at two sites Charles Vogele Trading Group AG Solution § Introduced SAN Volume Controller at two sites to manage multiple DS 4000 storage servers § IBM p. Series servers + HACMP create their high availability environment § GPFS enables parallel applications to access the same files from either site Business Challenge § Improve IT flexibility § Expect to save $700 K in maintenance fees alone § Implement a disaster recovery capability § Reduced batch processing time by 67% § Increase its availability to 99. 99% 17 Benefits § Achieved 99. 99% availability to their clients Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Solution § DS 4400 storage at both sites : § SAN Volume Controller to Solution § DS 4400 storage at both sites : § SAN Volume Controller to manage the storage § Metro Mirror for SAN Volume Controller to replicate between the sites over a Cisco DWDM network Business Challenge § Create a DR capability to meet APRA standards § Link their data centers, 40 km apart § Achieve more efficient storage capabilities 18 Benefits § Flexible, reliable storage solution § Disaster recovery capabilities exceed APRA requirements § Storage is simpler to manage and their personnel are more productive Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Solution § Constructed a new call center that also serves as a failover & Solution § Constructed a new call center that also serves as a failover & disaster recovery site § IBM Grid Computing solution with IBM Bladecenter, x. Series and VMware server virtualization § SAN Volume Controller manages DS 4000 / DS 8000 storage & TSM + IBM Tape provide DR protection Business Challenge Benefits § New regulations required keeping records of all security calls § Expects to save $1 m in first 18 months § Enhance business resiliency to satisfy elevated customer demands § Reduce costs to enable profitable expansion 19 § SVC enabled storage consolidation & enhanced scalability § TSM simplified storage management and enabled efficient backups Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

SVC Client References as Proof Points Industry Client Benefits Realized Transportation California Dept of SVC Client References as Proof Points Industry Client Benefits Realized Transportation California Dept of Motor § Shares storage capacity from a single pool across its server environment Vehicles § Simplified their infrastructure and it’s easier to manage Professional Services DIS-AG Healthcare Care New England Insurance Desjardins Media & Entertainment Yurion, Inc Consumer Products Smithfield Foods Financial Services Australian Administration Services 20 § Simplified storage growth and server upgrades § Mirrors and copies CRM, Web interface & MS Exchange environments § Used SVC for data migration for its new data center, increasing uptime § Reduced costs by replicating between different classes of storage § Created a tiered storage environment for easier backups § Simplified provisioning across all storage from a single point § Ensures 100% availability of its music services to its users § Enables a single admin to monitor and configure the grid remotely § Simplified managing storage and streamlined admin tasks § A principal factor in achieving 10% annual profit growth § Increased flexibility and scalability to support expected growth § Supports multi-vendor strategy to reduce costs Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Sales Approach for SAN Volume Controller in 2006 21 Information Assets and Systems IBM Sales Approach for SAN Volume Controller in 2006 21 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

2006 SVC Sales Approach Client Profile Existing -Using SVC > 1 year Enterprise New 2006 SVC Sales Approach Client Profile Existing -Using SVC > 1 year Enterprise New -IBM clients not using SVC Enterprise New -Clients with competitive storage SMB -Clients with competitive storage 22 Recommended Sales Approach - Upsell Capacity - Upsell I/O Groups - Add or upgrade copy services - If SWG leads, sell the Io. D vision & long term storage mgmt agenda Comments - Upgrade to Ver 3. 1 is reason to call - Migrate clients to PPA - Use SVC to help increase clothing with servers - If STG leads, help determine how SVC can enhance the deal - Don’t bid just disks - Determine strategy together with business partner - If low propensity, use Trojan Horse strategy - Client’s propensity to buy IBM is key - If high propensity, use Sweep the Floor strategy -Determine strategy together with business partner - Same as above - Client’s propensity to buy IBM is key - Create pull from industry specific ISVs Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

IBM Total. Storage Productivity Center Enhances the Value of SAN Volume Controller 23 Information IBM Total. Storage Productivity Center Enhances the Value of SAN Volume Controller 23 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

TPC Enhances SAN Volume Controller TPC Console SVC Master console Total. Storage Productivity Center TPC Enhances SAN Volume Controller TPC Console SVC Master console Total. Storage Productivity Center Host V Disk SAN Volume Controller M Disk Physical Storage • Asset and Capacity Reporting 4 Physical characteristics such as the manufacturer, model, serial number, capacity, etc 4 Show the allocated and free capacity of every SVC on the network • Configuration Reporting and Management 4 Reports on SVC's storage allocated to logical host volumes (which appear to hosts as disk drives) and the managed disks being used on the backside 4 Display the physical managed disks behind what the host sees as a disk drive 4 List all SVC volumes which have been allocated but aren't in use 4 Show which hosts have access to a given SVC volume 4 Show which hosts have access to a given disk drive (within the SVC) 4 Show which SVC volume (and managed disks) a host has access to 4 Discovery, Show the Storage Controllers (ex. ESS/DS 4000) that provide volumes to SVC • Performance Management • Basic and Automated Provisioning 24 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

TPC For Disk Managing SAN Volume Controller Performance with TPC uses SVC metrics to TPC For Disk Managing SAN Volume Controller Performance with TPC uses SVC metrics to create § SAN Volume Controller Thresholds – Total Virtual Disk IO Rate (IO per sec/IO group) – Total Virtual Disk Transfer Rate (MB per sec/IO group) – Total Managed Disk IO Rate (IO per sec/Mdisk group) – Total Managed Disk Transfer Rate (MB per sec/Mdisk group) § Exception Gauges to show when threshold warning and error levels are exceeded § IBM Director Event Action Plans to map threshold events to actions 25 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. IBM Total. Storage® Productivity Center for Disk © 2006 IBM Corporation

Total. Storage Productivity Center & Advanced Provisioning § IBM Total. Storage Productivity Center with Total. Storage Productivity Center & Advanced Provisioning § IBM Total. Storage Productivity Center with Advanced Provisioning provides storage capacity provisioning for: – DS 8000 Family – – – DS 6000 Family ESS DS 4000 Family SAN Volume Controller SAN Fabric Through automated storage workflows driven by Tivoli Provisioning Manager 26 TIVOLI PROVISIONING MANAGER workflow Step 1 Step 2 WEB Svc invocation Step N SSH Driver STORAGE PROVISIONING WORKFLOWS Productivity Center For Fabric Productivity Center For Disk SVC Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

IBM Tivoli Storage Manager Enhances the Value of SAN Volume Controller 27 Information Assets IBM Tivoli Storage Manager Enhances the Value of SAN Volume Controller 27 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Zero Impact Backup with SVC Flash. Copy and TSM for HW Local Area Network Zero Impact Backup with SVC Flash. Copy and TSM for HW Local Area Network Application/DB TSM for HW TSM for … Storage Area Network - Flash. Copy from any to any - Copy on lower class of storage - SAN infrastructure flexibility SAN Volume Controller Flash. Copy© Inside or outside the box SVC-based storage pool 28 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Required Product Components for a virtualized solution § my. SAP on Oracle – SVC, Required Product Components for a virtualized solution § my. SAP on Oracle – SVC, TSM Server, TSM for ERP, TSM for Hardware § my. SAP on DB 2 – SVC, TSM Server, TSM for ERP, TSM for Hardware § Oracle – SVC, TSM Server, TSM for Databases, TSM for Hardware § DB 2* – SVC, TSM Server, TSM for Hardware • DB 2 delivers TSM for Databases equivalent functionality with DB 2 • AIX Hosts only 29 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

SAN Volume Controller Supported Environments 30 Information Assets and Systems IBM Confidential - This SAN Volume Controller Supported Environments 30 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

SAN Volume Controller Version 3. 1. 0 Supported Environments Novell VMWare Microsoft MSCS Net. SAN Volume Controller Version 3. 1. 0 Supported Environments Novell VMWare Microsoft MSCS Net. Ware Win / NW Clustering guests IBM AIX HP/UX Linux (Intel/Power/z. Linux) IBM TRU 64 HACMP/XDVCS Clustering Service. Guard. RHEL/SUSEBlade. Center MPIO, VSS, GDSGPFS / VIO New Sun Solaris Clustering SUN Cluster i. SCSI to hosts Via Cisco IPS W / LVM Win/Linux/VMWare/AIX OPM/FCS/IBS New 1024 Hosts . . . SAN Continuous Copy Full volume Copy on write Synchronous Asynchronous (Kashya and other 3 rd party solutions) SAN Volume Controller F 20 750 800 31 Cisco Mc. Data SAN Point-in-time Copy IBM ESS New IBM FASt. T IBM DS Hitachi HP HP Lightning Thunder EVA MA/EMA 100/200/500 DS 4 K / 6 K 9980 V 600/600 T DS 8000 9970 V 700/900 DS 4800 9910/9960 9200 95 xx. V 9520 V 3000 5000 8000 12000 16000 New Engines HP XP 48 / 128 512 1024 SAN Volume Controller EMC/Dell Sun Symm CLARii. ON 8000 FC 4700 9910/9960 DMX CX 2/3/4/5/6/700 9970/9980 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. Array-based copy services New © 2006 IBM Corporation

SAN Volume Controller Competitive Update 32 Information Assets and Systems IBM Confidential - This SAN Volume Controller Competitive Update 32 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Top Competitive FUD and How to Respond § This thing runs on x. Series Top Competitive FUD and How to Respond § This thing runs on x. Series servers? – We designed and built SVC with the resiliency of a storage controller – We’ve never had both nodes within a cluster fail at the same time – SVC now supports non-disruptive firmware updates and hardware maintenance on the disk arrays to further increase its availability – SVC is running at 5 nines availability in the field ! § SVC is in the data path so it must have performance problems – SVC has the fastest SPC-1 benchmark EVER submitted (155 K IOPS) – SVC has the fastest SPC-2 benchmark EVER submitted (3. 5 GBPS) – Many references quote significant performance improvements (up to 10 X faster) § SVC does not scale to manage large environments – – 33 SVC scales from very small configurations (1 TB) to large enterprises (> 500 TBs) and growing ! SVC now manages over 13 PB of production storage worldwide Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Update on EMC Invista What they announced What they delivered - Manually intensive network Update on EMC Invista What they announced What they delivered - Manually intensive network based volume management - Data Migration - PIT Copy (Clone) Function 4 th quarter 2005 – still limited to test environments - Network based volume management Availability 3 rd quarter 2005 - PIT Copy (Clone) -EMC, IBM, HDS, HP Interoperability - Windows, VMware, AIX, HPUX, Solaris, Linux List Pricing 34 $225 K for CPC, either Cisco SSM or Brocade 7420 & SW they say can manage 64 TB -EMC, HDS 9900, HP EVA - Windows, Solaris, Linux No change but. . . Maintenance charges unknown Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

How to Engage Customers about Invista EMC has finally delivered a virtualization offering 2 How to Engage Customers about Invista EMC has finally delivered a virtualization offering 2 ½ years after IBM – Avoid the architectural holy war – Acknowledge their offering as another way to implement storage virtualization and point out the following: 1. SVC is mature and reliable § § 8 th Software release Operating at 99. 999% availability in production environments 2. SVC has the fastest performance benchmarks ever submitted § § Both SPC-1 & SPC-2 ! ! Many references quote significant performance improvements with SVC 3. SVC can simplify managing large and diverse storage environments § § 35 Most extensive interoperability in the industry from SMB to large enterprises SVC is managing over 13 PB of production storage – and growing Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Compare SVC with EMC’s Power. Path Software Clients can deploy SVC for less than Compare SVC with EMC’s Power. Path Software Clients can deploy SVC for less than the list price of Powerpath ONLY for one year Manage 5 TB across 10 servers Base HW Base SW 1 st yr Maint Total Price SAN Volume Controller $30, 000 $35, 000 0 $65, 000 EMC Power. Path Win 0 $71, 300 $12, 834 $84, 134 EMC Power. Path AIX 0 $144, 000 $25, 920 $169, 920 Prices are based on a sample configuration: - SVC base HW is a 2 -node cluster - SVC base SW is 5 TB - EMC Power. Path assumes attachment to 10 servers, Windows and AIX - EMC Maintenance charges for the first year are 18% of the list price for the entire year - EMC raised its SW maintenance charges from 15% after 90 days to 18% for the entire first year 36 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Compare SVC Copy Services with EMC Copy Services Clients can deploy SVC for considerably Compare SVC Copy Services with EMC Copy Services Clients can deploy SVC for considerably less than the EMC’s copy services Point-in-Time Copy for 2 TB HW Initial SW 1 st yr Maint Total Price SVC Flash. Copy 0 $14, 000 EMC Time. Finder (Clone) 0 $38, 760 $6, 976 $45, 736 Sync Replication for 2 TB HW Initial SW 1 st yr Maint Total Price SVC Metro Mirror with Consistency Groups free 0 $21, 000 EMC SRDF/Sync + SRDF Consistency Groups 0 $57, 410 $10, 333 $67, 743 Prices are based on a sample configuration: - EMC Maintenance charges for the first year are 18% of the list price for the entire year - EMC raised its SW maintenance charges from 15% after 90 days to 18% for the entire first year 37 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

How to Engage Customers about Tagmastore HDS offers virtualization capabilities within their Tagmastore disk How to Engage Customers about Tagmastore HDS offers virtualization capabilities within their Tagmastore disk array – – Avoid the architectural holy war ! Acknowledge their offering as another way to implement storage virtualization and point out the following: 1. SVC is mature and reliable – § § 8 th Software release Operating at 99. 999% availability in production environments 2. SVC has the fastest performance benchmarks ever submitted § § Both SPC-1 & SPC-2 ! ! Many references quote significant performance improvements with SVC 3. SVC’s low entry price - $45 K enables clients to start small and grow § Comparison pricing including disk HW is approx 50% less 4. SVC can be implemented simply and with minimal disruption § 38 Implementing Tagmastore is very disruptive – install the disk array, connect external disks, reconfigure SAN just to start Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

How to Engage Customers about NSC 55 HDS offers virtualization capabilities within their NSC How to Engage Customers about NSC 55 HDS offers virtualization capabilities within their NSC 55 disk array – – Avoid the architectural holy war ! Acknowledge their offering as another way to implement storage virtualization and point out the following: 1. SVC is mature and reliable – § § 8 th Software release Operating at 99. 999% availability in production environments 2. SVC has the fastest performance benchmarks ever submitted § § Both SPC-1 & SPC-2 ! ! Many references quote significant performance improvements with SVC 3. SVC’s low entry price - $45 K enables clients to start small and grow § § Comparison pricing including disk HW is approx 50% less HDS positions NSC 55 as a mid-range solution but it’s priced at the enterprise 4. SVC can be implemented simply and with minimal disruption § 39 Implementing NSC 55 is very disruptive – install the disk array, connect external disks, reconfigure SAN just to start Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Compare SVC with HDS Tagmastore & NSC 55 Pricing An SVC configured with DS Compare SVC with HDS Tagmastore & NSC 55 Pricing An SVC configured with DS 4300 is roughly half the price of a comparably configured NSC 55 and provides at least double the practical scalability (based on engine throughput). Against the USP, SVC price advantage ranges from > 50% in low end configs to around 25% in high-end configs. ? Source: Philip Knight, Competitive Analyst, IBM Market Intelligence 10/28/2005 *All configurations used 146 GB drives. In SVC / DS 4300 solution, each DS 4300 controller was configured with 4. 1 GB of storage (28 disks). Competing solutions were configured with a comparable number of disks. Pricing and configuration data is from IDEAS International’s PStorage service. Cost of C SAN fabric components is not included in the solution price. 40 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Compare SVC with Falcon. Stor IPStor § Scalability & Pooling – Falcon. Stor’s IPStor Compare SVC with Falcon. Stor IPStor § Scalability & Pooling – Falcon. Stor’s IPStor does not scale beyond one engine pair per storage pool – SVC has superior scalability with linear performance increases as you add I/O Groups – SVC supports a single storage view of all your storage, managed across all I/O Groups – SVC’s cache-based implementation usually improves storage performance over that of the arrays alone § Performance – IBM has published the fastest SPC-1 & SPC-2 benchmarks ever recorded – Falcon. Stor has not published any performance results, but with only one engine pair, results would almost certainly be lower 41 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Compare SVC with Falcon. Stor IPStor (2) § RAS – SVC supports automatic engine Compare SVC with Falcon. Stor IPStor (2) § RAS – SVC supports automatic engine reboot on software failure or hang – IPStor does not support automatic reboot § Policy Management – SVC’s Managed Disk Groups allow custom grouping of storage with different policies per group – IPStor does not support managed disk groups 42 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

SAN Volume Controller Performance Update 43 Information Assets and Systems IBM Confidential - This SAN Volume Controller Performance Update 43 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Latest SAN Volume Controller SPC-1 Benchmark – Ver 3. 1 New Key Points: § Latest SAN Volume Controller SPC-1 Benchmark – Ver 3. 1 New Key Points: § SVC delivers the highest results EVER posted in this industryrecognized storage performance test § SVC is 50% better that the next closest disk array §SVC (155, 519 IOPS) + DS 8000 (101, 101 IOPS) lead the industry in virtualization and disk array performance benchmarks http: //www. storageperformance. org/results/a 00043 -r 1_IBM_SPC 1_executive-summary. pdf 44 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

SPC-2 Benchmark New § Newest addition to the Storage Performance Council Benchmarks § Composite SPC-2 Benchmark New § Newest addition to the Storage Performance Council Benchmarks § Composite of three workloads to measure sequential performance § Large file processing – scientific and large-scale financial processing § Large database queries – data mining and business intelligence § Video on demand – streaming movies to end users § SVC posted the highest results in this industry-recognized storage performance test § SVC (3. 517 GBPS) + DS 8300 (3. 217 GBPS) lead the industry in this new benchmark 45 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

SAN Volume Controller SPC-2 Benchmark – Ver 3. 1 Total LFP # LDQ # SAN Volume Controller SPC-2 Benchmark – Ver 3. 1 Total LFP # LDQ # VOD # http: //www. storageperformance. org/results/b 00001_IBM_SPC 2_executive-summary. pdf 46 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

SAN Volume Controller What’s Coming in 2006 47 Information Assets and Systems IBM Confidential SAN Volume Controller What’s Coming in 2006 47 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

SVC Enhancements Coming in 2006 § Rel 4. 1 – 2 Q 2006 – SVC Enhancements Coming in 2006 § Rel 4. 1 – 2 Q 2006 – Global Mirror for SVC – Ro. HS compliant HW – 4 Gb Host Bus Adapters – Support for all N series devices attached to SVC – Change the name to IBM Virtualization Engine for disk – Service Delivery enhancements § Rel 4. 2 – 4 Q 2006 or 1 Q 2007 – Upgrade storage engines to next generation x. Series – Host connectivity and OS currency enhancements – Storage Array interoperability 48 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

IBM Virtualization Engine for disk Structure IBM Virtualization Engine for disk N series Solution IBM Virtualization Engine for disk Structure IBM Virtualization Engine for disk N series Solution SAN Volume Controller IBM Virtualization Engine VS 5300 IBM Virtualization Engine VS 5570 IBM Virtualization Engine VS 5300 Storage Software V 1 R 1 IBM Virtualization Engine VS 5570 Storage Software V 4 R 1 § Introduce the “IBM Virtualization Engine for disk” family of solutions – Use this name in the announcement literature to identify the family of solutions § Further defined by the “VS 5 xx 0” names to distinguish between the offerings – VS 5300 for the N series solution – VS 5570 for the SAN Volume Controller 49 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

SAN Volume Controller Market Leadership 50 Information Assets and Systems IBM Confidential - This SAN Volume Controller Market Leadership 50 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

IBM’s Storage Virtualization Leadership VIRTUALIZATION REPORT CARD § 1, 700 clients – 40 countries IBM’s Storage Virtualization Leadership VIRTUALIZATION REPORT CARD § 1, 700 clients – 40 countries in over 20 industries § Over 100 client references § Managing > 13 PB of production storage worldwide § Strong collaboration with partners – 75% of sales IBM Market Penetration Product Maturity HP Avail for Pilots No signs of virtualization yet Same as HDS 3 months 16 months (Tagma. Store) NSC 55 6 months Same as HDS 1 2 (Tagmastore and NSC 55) 2 (XP 12000 & XP 10000 OEM HDS) Some models of EMC, HDS & HP 3 (EMC, HDS, IBM) Same as HDS Large enterprise > 50 TB Tagmastore Large enterprise Same as HDS $225 K $500 K Tag $500 K NSC 55 ü Portfolio Heterogeneity § Only SNIA SMI-S certified virtualization solution Scalability Entry List Price 51 months, 8 release HDS SFS – 26 months, 3 rd release § Leading SPC-1 performance § Leading SPC-2 performance ü 1, 700 sales ü 100+ ref. üSVC - 31 th EMC ü 4 – SVC, SFS, DS 8000 LPARs, Virtual Tape ü 7 (IBM, Dell, EMC, HP, HDS, Sun, STK) ü From small SANs (1 TB) to large enterprises (>300 TB) ü$40 K (SVC) Invista NSC 55 Midrange Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. > HDS © 2006 IBM Corporation

SAN Volume Controller Miscellaneous Topics 52 Information Assets and Systems IBM Confidential - This SAN Volume Controller Miscellaneous Topics 52 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

SAN Volume Controller Supports Grid Computing § Grid Computing is about virtualizing and sharing SAN Volume Controller Supports Grid Computing § Grid Computing is about virtualizing and sharing resources § SAN Volume Controller – Supports Infrastructure Optimization • Facilitates workload management and consolidation Virtualize Outside The Enterprise – Increases access to data and collaboration Virtualize The Enterprise • Facilitates access to information • Supports global distribution – Provides resilient highly available infrastructure • Business Continuity • Recovery and Failover 53 Virtualize Unlike Resources Virtualization • Reduces time to information Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. Virtualize Like Resources © 2006 IBM Corporation

Utility Business Focus SAN Volume Controller helps build an efficient, multi-tier storage architecture Services-based Utility Business Focus SAN Volume Controller helps build an efficient, multi-tier storage architecture Services-based Functional Most Clients Information Lifecycle Management Effective Meeting Customer Requirements >>>>>>> Efficient Meeting Requirements at a lower Cost Most Clients Service Based Utility Based • Decentralized Storage • Low storage utilization • Lack of enterprise storage architecture & standards • Requirements not well defined • Multiple backup & restore approaches • Inability to achieve objectives for critical data 54 Functional • Satisfy customer Reqs • Storage Mgmt Islands • Customized Solutions • Expensive to Sustain • Procedure-intensive • Centralized backup & restore capability • Classes of Service • Multi-tier Storage Architecture • Common infrastructure • Cost-awareness • Process-based • Backup and Recovery Objectives Clearly Communicated • Managed Storage Services • On-demand Service • Virtualized Resources • Automated Information Management • Proven ability to achieve recoverability Objectives Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

55 Information Assets and Systems IBM Confidential - This educational piece is intended for 55 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Key Contacts WW Leads and Opportunities WW Solution Leads and Opportunities WW Contacts • Key Contacts WW Leads and Opportunities WW Solution Leads and Opportunities WW Contacts • Steve Sorce 4 [email protected], ibm. com 4 Office: 1. 408. 256. 9707 AG Contact • John Oldham 4 [email protected] ibm. com 4 Office: 1. 919. 871. 5984 • Larry Flamholtz 4 [email protected], ibm. com 4 Office: 1. 212. 493. 2080 AG Contacts • Doug Dubois 4 [email protected] ibm. com 4 Office: 1. 312. 245. 7577 • John Miller 4 [email protected] ibm. com 4 Office: 1. 610. 578. 2136 EMEA Contact • Zoran Hrustic 4 [email protected] ibm. com 4 Office: 43. 1. 21145 x 6899 AP Contact • Adrian Cepak 4 [email protected] 1. ibm. com 4 Office: 61. 2. 9478. 8280 56 EMEA Contact • Frederik Fabricius 4 [email protected] ibm. com 4 Office: 44. 20. 8818. 5976 AP Contact • Wally Tung 4 [email protected] 1. ibm. com 4 Office: 852. 2825. 6839 Marketing & Sales Enablement WW Contacts • Roger Wofford, Storage Software Product Marketing 4 [email protected] ibm. com 4 Office: 1. 919. 543. 8154 • Bill Cochran, Sales Enablement 4 [email protected] ibm. com 4 Office: 1. 630. 568. 7044 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Open Software Family website http: //www. ibm. com/storage/software § The IBM Total. Storage® Open Open Software Family website http: //www. ibm. com/storage/software § The IBM Total. Storage® Open Software Family is a comprehensive, flexible storage software solution. Its homepage offers access to the all the product pages, news and events, latest news and awards, link to resource library, etc. Open Software Family Resource Library. . . http: //www. ibm. com/storage/software/library. html § The resource library offers a variety of Whitepapers, Product Datasheets and Brochures, Redbooks, and much more valuable information for the Open Software Family of products. Customer Case Studies http: //www 306. ibm. com/software/success/cssdb. nsf/topstories. F M? Open. Form&Site=sttotalstorage 57 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Total. Storage Competitive Sales Tool • Follow the instructions below to access this tool Total. Storage Competitive Sales Tool • Follow the instructions below to access this tool for help with how to compete against EMC, HDS, HP and others IBM Internal (via System Sales) http: //w 3 -1. ibm. com/sales/systems/portal/_s. 155/254? nav. ID=f 220 s 380&geo. ID=All&prod. ID=IBM %20 e. Server%20 And%20 Total. Storage%20 Products&doc. ID=tscst • Click on the URL above (note the Password, which is shown in red on the System Sales page that this URL takes you to) • Scroll to the "Download files" section at the bottom of the page • Click on "sign in" • Enter your Email ID and Password • Scroll to the bottom of the page and click on "Download IBM Total. Storage. exe (4. 01 MB, run file)" to download the Tool • Launch the Tool, and enter the Password IBM Internal (via COMP) http: //w 3 -03. ibm. com/sales/competition/compdlib. nsf/67 a 4 d 5 eda 4 eb 7 e 11 c 1256 ad 50036 e 9 f 0/ e 729549 fcca 4 a 26587256 f 71002 ea 88 c? Open. Document Business Partners (via Partner. World) http: //partners. boulder. ibm. com/src/compdlib. nsf/b 1 de 31203 d 77 e 106 c 1256 afc 003 f 0863/ e 729549 fcca 4 a 26587256 f 71002 ea 88 c? Open. Document 58 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

Copyright IBM Corporation 2006. All Rights Reserved. – This presentation is intended to assist Copyright IBM Corporation 2006. All Rights Reserved. – This presentation is intended to assist IBM SWG Sales and their business partners in understanding IBM Software marketing tactics, sales tactics, and our direction during 2006. – This presentation can be used in sales situations except individual charts labeled VENDOR CONFIDENTIAL or IBM CONFIDENTIAL, in which case they should be considered confidential under the practices in place in your firm and under any existing agreements with IBM regarding disclosure of confidential information. – For questions or to request permission for any other use of the information or distribution of the presentation, please contact any member of the IBM software sales team. 59 Information Assets and Systems IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers. © 2006 IBM Corporation

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