Storage Sales Academy August 2007 Solution Selling Strategies

Скачать презентацию Storage Sales Academy August 2007 Solution Selling Strategies

7edec80ecbaca60984e6058a9c4f0e35.ppt

Количество слайдов: 45

Storage Sales Academy Session Objectives At the conclusion of this session, participants should be able to: ► Identify target accounts that provide the highest odds of sales success. ► Explain who to talk to at target accounts and what qualification questions to ask. ► Understand engagement models to use to advance and grow the solution sale. ► Know 2 what resources are available to help. IBM Software © 2007 IBM Corporation

Storage Sales Academy The Market Opportunity Is Great – People Are Buying § 2007 market for e-mail software = $2. 8 Billion ► IBM + Microsoft share = $2. 5 Billion (42% and 50% respectively) ► Microsoft Exchange Server growing 14. 1% for 2006 ► IBM Lotus Notes growing 10. 5% for 2006 § 2007 market for e-mail archiving software = $404 Million ► Growing 36. 7% Compound Annual Growth Rate through 2010 ► US growth expected to be slightly higher than overall market growth ► SMB growth expected to be slightly higher than overall market growth ► 15% of the total market is companies sized 100 -199 employees $ Millions 2006 2007 2008 2009 2010 CAGR E-mail Market 2, 503. 0 2, 777. 7 3, 082. 7 3, 421. 0 3, 796. 6 11. 0% E-mail Archiving Software Market 263. 9 404. 2 576. 9 758. 7 921. 0 36. 7% E-mail Archiving Software Growth 53. 2% 42. 7% 31. 5% 21. 2% NOTE: All numbers are $M. Preliminary market estimates from a combination of Industry Analysts and IBM. 4 IBM Software © 2007 IBM Corporation

Storage Sales Academy IBM Direct Share and Channel Share Common. Store – 2004 -2006 Direct VAD/VAR AG CSLD 32. 8% 67. 2% CSX 46. 8% 53. 2% AG Total 36. 8% 63. 2% Historically 63% through VAD/VAR Channels in the Americas Legend: AG = Americas Group CSLD = Common. Store for Lotus Domino CSX = Common. Store for Exchange 5 IBM Software © 2007 IBM Corporation

Storage Sales Academy Customer Issues To Look For…. § Mounting regulatory pressure and risk of non-compliance ► ► ► High penalties and brand damage Managing regulations Ensuring e-mail authenticity § Increasing risk and cost of litigation ► ► ► Frivolous and legitimate lawsuits E-mail is in 75% of corporate litigation and is not easily searchable Exposure, keeping data too long § Inability to extract content value and link to process improvement 6 IBM Software § Rising storage and management costs ► Exploding e-mail / data volumes ► Backup and recovery windows § Reduced user productivity ► ► ► Slow system response times Time spent archiving Time spent searching for information § Managing information in silos ► Inability to integrate information into enterprise content management strategy © 2007 IBM Corporation

Storage Sales Academy Customer Environment To Look For…. § IBM Strengths ► #1 as an ECM vendor. We win when we sell email archiving as part of an ECM vision ► Integrated Records Management and Business Process Management ► ► ► Less Exchange references and installs than competitors who have been in market with Exchange for a long period of time ► #4 or #5 in market share in email archiving Strong install base and functionality for Domino – we have #1 market share position for email archiving in Domino ► 7 Preload is bundled hw+sw solution – no other vendor has this (not even EMC) § IBM Weaknesses Only major vendor with Group. Wise support IBM Software © 2007 IBM Corporation

Storage Sales Academy Customer Environment To Look For…. Messaging System: Group. Wise More Likely Prospect Less Likely Prospect IBM Customer (Products Installed) ► Lotus Domino (Notes) ► Content Manager ► IBM server ► IBM storage IBM Customer (Products Installed) ► MS Exchange ► Content Manager ► IBM server ► Group. Wise ► IBM storage ► Filenet ► IBM server ► IBM storage IBM Customer (Products Installed) Etc. 8 IBM Software © 2007 IBM Corporation

Storage Sales Academy Customer Industries To Look For…. ► Tier 1: ● Insurance (includes Broker/Dealers), Financial Services, Securities & Mutual Fund Brokers, Healthcare, Legal (large law firms), Government (including State and Local) ► Tier 2: ● Pharma, Telecommunications/Media, Service Providers, Education, Regulated Utilities ► Tier 3: ● Non-profits, Retail, Wholesale, Manufacturing, High Tech (medical devices), Transportation, Consumer Goods 9 IBM Software © 2007 IBM Corporation

Storage Sales Academy The Best Target – The “Perfect Storm” ► Is in Tier 1: ● Insurance (includes Broker/Dealers), Financial Services, Securities & Mutual Fund Brokers, Healthcare, Legal (large law firms), Government (including State and Local) ► Is an IBM Customer (Products Installed) ● Lotus Domino (Notes) ● Content Manager ● IBM server and storage ► Have ● ● ● 10 Business and/or IT Issues Mounting regulatory pressure and risk of non-compliance Increasing risk and cost of litigation Rising storage and management costs Reduced user productivity Managing information in silos IBM Software © 2007 IBM Corporation

Storage Sales Academy What Are E-mail Archiving Buyers Saying? § CEO/President/Line of Business Executive: ► “My employees don’t have the time to think about which e-mails should be saved and which should be destroyed. We need a standard policy” ► “There a lot of e-mails that are customer service related that we never see or know about because we are not included in the distribution. It would be great if we could do a search on a repository for specific words, terms or names to research the e-mails our customers are sending” ► “We need to be prepared to handle potential litigation…. we need to do a risk assessment of our various lines-of-business” § Corporate Attorneys: ► “We must treat e-mail like any other business document – protect it, control it, retain it. Our users currently can erase anything they want to. This has to stop!“ ► “In fact, IT has automated deletion programs and they are deleting important email concerning commitments our employees have made. ” 12 IBM Software © 2007 IBM Corporation

Storage Sales Academy What Are E-mail Archiving Buyers Saying? § CIOs and IT Directors/Managers: ► “I think it is ridiculous that we have so much redundant information being stored in our email system. People send the same email and attachments to multiple people and we store the same information multiple times” ► “The business units are all over me about the restrictions we impose to keep mail box sizes down” § E-mail and Storage Administrators: ► “My e-mail users are complaining about poor response time” ► “I need to keep adding more and more disk storage because of the explosive growth in e-mail volume and large attachments. Backups and restores take too long. It’s a challenge to keep control of our e-mail system” ► “Retrieving old e-mails from backup tape storage for litigation cases is costly and time consuming” 13 IBM Software © 2007 IBM Corporation

Storage Sales Academy Take A New Approach…. Talk To Someone New - Outside of IT § § § CEO/President/Owner Line of Business Executive Corporate Legal Council Corporate Compliance Officer Corporate Risk Manager Corporate Records Manager But what do I say? 14 IBM Software © 2007 IBM Corporation

Storage Sales Academy Remember The Email Marketplace Material? § The courts will view the following as “BAD” = 1. NOT having a Records Management Program 2. NOT having a consistent deployed Records Management Program § According to Osterman Research: ► Nearly three out of four enterprises have faced a requirement during the past three years to search through backup tapes to recover old e-mails. § International Data Corp. research: ► Worldwide e-mail archiving application revenue is expected to grow dramatically from 2006 through 2010. ► e. Discovery is the main driver behind the 37% compound annual growth rate in e-mail archiving applications revenue through 2010. ► The top three concerns of compliance officers are: ● E-mail archiving ● Document management ● Data security 15 IBM Software © 2007 IBM Corporation

Storage Sales Academy Questions You Might Ask Include § Are you knowledgeable of the archiving and data retention policies and practices being used within the technology environment of your organization? Are the IT policies and practices linked with and sanctioned by the corporate governance process? § Do you have a standard process for fulfilling discovery requests in legal proceedings? Does it include Electronically Stored Information (ESI)? § Assuming you have had to produce ESI in the past, are there any parts of the process that you believe may have introduced risk that could be mitigated through improvements? What areas / activities of the process would you want improve? § Would you like to learn how to reduce exposure and risk (typically due to lack of preparedness), which could result in fines, potential loss of law suits and exorbitant costs with the discovery process during legal proceedings? § Would you like to find out how to prepare your organization to identify and preserve “sources” of discoverable content which may be “identified” under legal discovery? § Would you like to learn how electronic records management policies and procedures will help your organization identify and produce relevant information to reduce your risk and discovery costs? § Are you concerned about cost of discovery regarding your company records in the event you are sued? § How quickly could you locate a critical business document for a legal purpose? § Are you paying for storage for documents you may not legally need anymore? 16 IBM Software © 2007 IBM Corporation

Storage Sales Academy Questions You Could Ask Within IT § Do you know what information and documents need to be kept, for how long, for which compliance or legal reasons and what can be destroyed? § Can you electronically locate critical business information, documents, email, attachments and messages? § Are your critical business docs, email, attachments and records available electronically for auditors to review? § Did you know the CEO & top executives at your organization can be personally liable for adequate record keeping? § If you company was sued, could you easily locate critical business documents? § Do you know how you can leverage your information to gain greater value? § Ask questions about their IT environment for qualification. 18 IBM Software © 2007 IBM Corporation

Storage Sales Academy Even More E-Mail Conversation Starters § What is your biggest challenge with e-mail? § Can you effectively leverage the knowledge buried in e-mail? § Can you link e-mail into your business processes? § How rapidly is your e-mail growing? § How are you responding to the growing amount of e-mail storage? ► How much are your storage costs increasing? ► How often does your e-mail system go down? Do users see performance issues? ► What are your e-mail backup/restore challenges? ► How do you impose mailbox size limits? Do you delete e-mail after a period of time? ► How are your employees getting around these restrictions to get their work done? § Are you capturing and retaining e-mail for compliance and legal support? ► ► How would you search through e-mail backup tapes or employee PCs? ► How would you demonstrate e-mail authenticity for a lawsuit? ► 19 If you had to produce e-mail as evidence for an audit or lawsuit, how would you go about finding the relevant e-mail, and how long would that take? How would you prevent e-mail from being deleted or edited? IBM Software © 2007 IBM Corporation

Storage Sales Academy Elevator “Pitch” for E-mail Archiving “Do you use Domino or Exchange or Group. Wise for e-mail? Are you struggling with operational issues such as mailbox management, escalating storage costs, resources necessary for e-mail backup and restore or business issues such as regulatory compliance and litigation support regarding e-mail? We have a solution that can help with these issues. Would you like to learn more? ” 20 IBM Software © 2007 IBM Corporation

Storage Sales Academy Engagement Model – IBM Direct Rep. § Talk with customer and qualify the opportunity. ► See previous section for suggestions. § Register the opportunity. ► Note to askcm@us. ibm. com. ● Request/Complete/Submit the Storage Registration Form ● Incentive bonus available (IBM storage reps. ) when closed. § Engage ECM resource to drive SW sale. ► Askcm@us. ibm. com will help find local ECM resource. ● IBM Direct ECM rep. ● Qualified Reseller. § Combine with hardware for complete solution. ► IBM IR 3000 or other appropriate alternatives. 22 IBM Software © 2007 IBM Corporation

Storage Sales Academy Engagement Model – Partner / Reseller § Talk with customer and qualify the opportunity. ► See previous section for suggestions. § Inform IBM Direct team about opportunity. ► IBM rep. can register the opportunity. ► Determine resources needed to drive and close deal. § Partner takes the deal to closure… BAU ► Assumes solution skills are all in place (hw/sw/sv). ► Utilize Solution Builder Express program (next presentation). ● Email archive software pre-load and IR 3000 recommended for SMB. § Partner teams with hardware reseller, takes to closure… BAU ► Assumes “lead” partner has software solution skills only. § Partner teams with software reseller, takes to closure… BAU ► Assumes “lead” partner has hardware solution skills only. 23 IBM Software © 2007 IBM Corporation

IBM Software Group | DB 2 Information Management Software Solution Builder Express for E-mail Archiving All assets are available at no charge to all BP Partnerworld members at: http: //www. ibm. com/partnerworld/solutionsbuilder Solution Overview Illustrates an Email Archive solution for Domino messaging or Microsoft Exchange environments. Covers full implementation steps and examples, including differentiation of e-mail technologies, repositories and the various archive options, and strategies for migration from an entry level compliance solution to records management. . Solution Planning Guide Helps you understand solution concepts, business value, and system architecture considerations Helps you identify skill requirements and plan your customer engagement ü Skill 1 ü Skill 2 ü Skill 3 ü …. Solution concepts & business value Solution architecture Recommended SW, HW, tools Implementation Guide Structured learning opportunity showing how to quickly set up an instance of the solution and important techniques to develop and deploy a custom solution Customization information Implementation checklists Instructions & tips for solution installation Skills required to implement the solution Assumptions & task list Task descriptions with time estimates to plan & best practices services engagement Demo Toolkit Provides customizable demonstration assets to help you sell the solution Sample code, data, scripts Use cases for demo & education Customizable presentation with solution benefits & overview Video clips of the solution How-to document to assist with using & customizing the assets 24

Storage Sales Academy IBM Enterprise Content Management (ECM) - Importance to System Storage Sales § IBM ECM drives significant storage growth: ► ► ► E-mail archiving: typically 5 -50 TB in year 1 Imaging Systems: 15 TO 200 TB over more than 10 years Report Management / COLD: 1 GB to 1 TB per month § IBM ECM counterparts can bring you into deals you might not know about: ► $50 M+ in 3 Q archive opportunity that will require storage § Effectively compete against an EMC solution: Centera / Documentum / Legato. § Your ECM teammate can address your client inquiries about e-mail archiving, e. Discovery, Federal Rules of Civil Procedure, compliance, records management, imaging etc. 26 IBM Software © 2007 IBM Corporation

Storage Sales Academy IBM System Storage - Importance to IBM ECM Sales § Storage is a critical core infrastructure for ECM. Key to: ► Document ingestion and retrieval performance – Customer Service and Business Productivity ► System availability and business continuity – HA/DR, replication ► Document immutability when WORM storage mandated – Compliance (SEC 17 a-4) ► Predictable solution performance, availability and scalability § Total solution architecture and implementation strengthens IBM value proposition to client. § Surpass competition: EMC’s Centera / Documentum / Legato solution. § Broaden client access and relationship. Note: ILM is the intersection between IBM System Storage and IBM ECM - IBM’s ILM offerings embrace ECM / Storage – Archiving & Retention, CM for ILM, Tiered Storage. 27 IBM Software © 2007 IBM Corporation

Storage Sales Academy IBM’s Broader Content Management Solutions Invoices, statements, reports Scanned Paper and fax Wireless & PDA ERP, SCM, CRM data Business Content in a Central Repository E-mail Office documents & correspondence Kiosk Portal / Browser Audio, Video, Photo Web Content Call Center 28 IBM Software © 2007 IBM Corporation

Storage Sales Academy You Can Up-sell and Grow the Deal - E-mail Archiving Is Just The Beginning! Document Management Imaging & Capture (collaborative doc mgmt; leveraging office docs, forms, tools…) (scanning paper) Archiving (email / attachments, messages, folders, SAP, file system, Sharepoint) Digital Asset Management Content-Centric Business Processing (insurance claims processing) (medical images, rich media, video, audio) Records Management (retention/purge/compliance) Web Content Management (assembling, approving and deploying content to a web site) Search And e. Discovery (legal/compliance nitiates) Output / Report Management (COLD) (reports, statements, invoices) Enterprise Content Management - The technologies and processes used to capture, manage, store, preserve and deliver content and documents. 29 IBM Software © 2007 IBM Corporation

Storage Sales Academy IBM ECM Integrated Approach Content Imaging/Capture Document Management Web Content Mgt. Content Federation Collaboration IBM ECM Strength Process Dev. Framework Workflow Simulation Analytics Forms Compliance Records Mgt. E-mail Mgt. Discovery Shared Drive Mgt. Applications Drives More Storage Sales You Must Get the First Footprint! 30 IBM Software © 2007 IBM Corporation

Storage Sales Academy Customer Example: Growing The Deal Multiple Active Projects with LOB Sponsorship Records Management Project -mail Archive Project e-mail ECM Platfor m Priority 1 RM Priority 2 Replace legacy departmental CM/DM system/s 31 IBM Software ECM & Storage Spend Time © 2007 IBM Corporation

Storage Sales Academy Key Indicators that you should engage an IBM or Reseller ECM specialist…. besides E-mail Archiving § Requirements for digitizing paper, replacing paper, process automation (of previous paper) workflows § SAP Archiving requirement, compliance, search, records management § Requirements for advanced search / discovery of information § Requirement for federation of multiple repositories, or multiple content or data sources § Requirement for content management, web content management, document management, records management, imaging, report management, electronic forms § If you are competing against Documentum, Legato, Open. Text, Hummingbird, Zantaz, Symantec / Veritas / KVS, IXOS, Vignette, Interwoven, Mobius 32 IBM Software © 2007 IBM Corporation

Storage Sales Academy Key IBM ECM and Storage Alliance Contacts § Worldwide ► Pete ● IBM ECM sales contact for IBM Storage alliance. ► Mark ● Hanson, mlhanson@us. ibm. com, 1 -818 -539 -3334 IBM Storage sales contact for IBM ECM alliance. ► John ● Jensen, pjensen@us. ibm. com, 1 -424 -893 -7020 Power, jpower@us. ibm. com, 1 -408 -956 -3269 IBM Storage marketing lead for IBM ECM alliance. ► Laurence ● Leong, leongl@us. ibm. com, 1 -408 -463 -3228 IBM E-Mail Archiving Product / Program lead. § IBM ECM Help in the Americas: ► Contact 34 askcm@us. ibm. com IBM Software © 2007 IBM Corporation

Storage Sales Academy Key Links of Value ► IBM Common. Store E-mail Archiving Preload press releases: ● Aug 1 - http: //www 306. ibm. com/software/swnews. nsf/n/hhal 6 rwtgs ● Oct 19 - http: //www-03. ibm. com/press/us/en/pressrelease/20457. wss ► IBM Common. Store E-mail Archiving Preload: ● http: //www. ibm. com/software/data/commonstore/email. html ► IBM DB 2 Common. Store Homepage: ● http: //www-306. ibm. com/software/data/commonstore ► IBM E-mail Archive Solutions Sales Kit: ● BPs: https: //www 304. ibm. com/jct 09002 c/partnerworld/mem/mkt_camp_im_email_o. ht ml ● IBMers: http: //w 3. ncs. ibm. com/rocv 2/roctop. nsf/web/EJUG 6 VMMLL? Open. Document&RP=SMB&RGN=&CTR 35 IBM Software © 2007 IBM Corporation

Storage Sales Academy Key Links of Value ► IBM E-mail Archiving demos: ● Exchange: http: //demos. dfw. ibm. com/on_demand/Demo/IBM_Demo_DB 2_Common. Store_for_E xchange-Jun 05. html ● Domino: http: //demos. dfw. ibm. com/on_demand/Demo/IBM_Demo_DB 2_Common. Store_for_L otus_Domino-Jan 05. html ► IBM System x Homepage: ● http: //www. ibm. com/systems/x/ ► IBM Storage Systems Homepage: ● http: //www-03. ibm. com/systems/storage/disk/ds 4000/ds 4200 ► IBM Solutions Builder Express: ● BPs: http: //www. ibm. com/partnerworld/solutionsbuilder ● IBMers: http: //w 303. ibm. com/software/salesite. nsf/salestools/Business+Partner+Sales+Manage rs$IBM_Solutions_Builder_Express 36 IBM Software © 2007 IBM Corporation

Storage Sales Academy More Questions You Could Ask If speaking with Legal Counsel: § Do you believe that Legal has had the appropriate support of modern tools and best practices from the Technology side of your business? § Do you have a discovery (or e-discovery) cross-disciplinary team and a repeatable process (with appropriate tools) for communicating, managing, and fulfilling ediscovery requests? § Do you see opportunities for streamlining or otherwise improving your e-discovery process that might result in lowering risk, decreasing costs, or improving legal outcomes? § What is the extent of your awareness / knowledge of archiving policies and archived data within the IT environment? Does your legal staff have appropriate access to this archived data / content and the business owners? Can the legal staff conduct searches / analyses on this data? Can they easily delegate searches or analyses of this data to various business owners in a consistent (unprejudiced) manner (such as specifying structured queries), perhaps as part of a managed discovery? 40 IBM Software © 2007 IBM Corporation

Storage Sales Academy More Questions You Could Ask If speaking with Legal Counsel: § Are you knowledgeable of archiving and data retention policies and practices being used within the technology environment of your business? Are the IT policies and practices linked with and sanctioned by the corporate governance process? Are these policies and practices centrally administered to provide consistency and automated to an adequate degree to provide “routine” execution? Is records destruction (policies and execution) consistent for both physical and electronic media (for example, retention of specific types of customer records)? § Based on experience, how disruptive do you believe an e-discovery request is to the business in general (High, medium, low)? To your area or any specific part of the business? What kind of impact does it have on your operations (service impact, budget impact, staffing impacts, etc. )? Given that litigation and e-discovery is becoming almost unavoidable for medium to large companies (recent statistics show some companies have more than 80 litigations in process), have you thought of ways that this process could be made less disruptive to the business? § Would you be interested in learning about IBM archiving, records management and e-discovery solutions that could help your Legal and Technology organizations with improving these processes? 41 IBM Software © 2007 IBM Corporation

Storage Sales Academy More Questions You Could Ask If speaking with IT Management: § Do you have an inventory of all ESI (electronically stored information) – online and offline, including legacy and archived information and backup tape stores? § § Can you suspend destruction of legally required /identified ESI without having to continue to retain large volumes of “unrequired” information as well (selective legal “holds”)? § 42 Do you have a management process to suspend “routine” destruction of ESI? Are routine destruction processes (e. Mail and messaging systems, applications, tape backup stores, archives, etc. ) documented, automated, consistently applied? Do you have documentation of the basis for each policy and its implementation mechanism (e. g. , event built into the application vs. expungement by a separate records management technology)? Could you respond to specific court requests for ESI within continuing shortened time frames? How long (days / man-hours) would it require to search and produce e. Mail and messaging system records for 50 employees over a period of several years, for example? Or for 200 employees? IBM Software © 2007 IBM Corporation

Storage Sales Academy More Questions You Could Ask If speaking with IT Management: § § Can you provide your legal counsel with a list of data files (and business description / use) being retained that are “inaccessible” (or exceptionally difficult to a retrieve) and a list of those which are considered “accessible”, should they be requested as part of a court ordered discovery? What is the definition and criteria you use for each of these terms (inaccessible and accessible)? Do you have policies and mechanisms (e. g. , tagging standards) for identifying and securing confidential, privileged, and privacy-protected e-records? § Have you implemented an electronic records management solution? What percentage / amount of your data is covered by this solution (e. g. , only e. Mail, team rooms, enterprise applications, employee hard drives, web content, financial systems, etc. )? Is it a “policybased” solution, or are employees allowed / required to determine their own “policy”? Can you provide consistent application of data expungement policies regardless of whether the affected data resides in on-line storage pools or “archive” storage devices, archived tapes, etc. ? § Based on experience, how disruptive to your operations is an e-discovery request (High, medium, low)? What kind of impact does it have on your operations (service impact, budget impact, staffing impacts, etc. )? § 43 Have you met with your Legal Officer / management to discuss possible e-discovery scenarios and what may be required of your company in the event of litigation? Would you be interested in learning about IBM archiving, records management, and ediscovery solutions that can decrease your IT administrative costs, mitigate disruptions to your operations, and provide consistent, automated policy and management for data and erecords? IBM Software © 2007 IBM Corporation

Storage Sales Academy Trademarks and Disclaimers 8 IBM Corporation 1994 -2007. 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. 45 IBM Software © 2007 IBM Corporation