Transcript Digital Imaging Guidelines

®
Tivoli Storage Manager (TSM)
April Solution Prospecting Seminar
Michael Gunzelmann
April 11, 2007
Partner
Smart.™
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IBM’s Point of View:
Business Continuity is the MOST Critical IT Strategy Trigger
Question:
Which three of the following statements best describe the most critical IT TRIGGERS
driving your IT infrastructure and IT management software strategies?
40%
Disruptions to Critical IT Services
61%
Business Continuity /
Security Requirements
53%
59%
43%
Strategic IT “Triggers”
Business Application Availability /
Performance
53%
40%
IT Ops & Support Too Expensive
40%
Improve Internal IT Staff Productivity
30%
29%
18%
Integrate New IT Resources
form M&A
20%
22%
Pressure to Outsource to Third Party
Source: IT Infrastructure and IT
Management, North American Adoption,
Drivers and Triggers Survey
IT Infrastructure
Strategy
35%
High IT Cap Investment
Requirements
Other
IT Management
Strategy
34%
17%
8%
4%
0%
10%
20%
30%
40%
50%
60%
70%
Percentage Based on Actual Respondent Count
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Why Sell TSM?
Storage-related expenditures
as a % of IT budgets
Storage-related expenditures
Volume of Data and Rising Storage
Costs
25
Percentage (%)
20
15
of 2005 CIO
Variety of Information and Its Effective 10 70%
Customers
budget
is labor
Employees
Transactions
Use
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Source: IBM Commissioned IDC Study 1Q05
Velocity of Change and Its
Effect on Labor Costs
Hardware
Services
Labor
Software
Partners
Products Organizations
0
Financials
1996
2002
2007
Web
E-mails
content
Databases
Reports
Media
Documents
Discuss with customers to identify pains
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®
Tivoli Storage Manager (TSM)
SAN
Integrated Solution Console
E-Mail
TSM for SAN
TSM for Mail
ERP
Databases
TSM for ERP Apps
TSM for Database
7x24
Services
WAS
HSM
TSM for Copy Services
TSM for Application
Servers
HSM for Windows
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®
Features that set TSM Apart
1. A better backup method
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“Full” nightly backups are not required
Just backup the changed data (Progressive Backup)
TSM creates a “full” backup from the “changed” data
Dramatically reduces backup times
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®
Features that set TSM Apart con’t
2. Disk and tape are a single resource
–
–
Data is written to disk, automatically overflows to tape
No extra work to:
 Copy data to tape
 Delete original data on disk
–
Flexible
 Can choose to use only disk
 Only tape
 A combination of both
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®
Features that set TSM Apart con’t
3. Faster Restores
–
–
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Designed to minimize restore times
Features that simplify disaster recovery
Bare Metal Recovery (Christie)
Customizable to fit any customer’s restore needs
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®
Features that set TSM Apart con’t
4. Inherently secure data
–
–
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Tapes alone do not reveal the data
Must have tapes and the TSM database to read data
Can also be encrypted (56 or 128 bit)
Automatically recycles media to insure data reliability
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®
TSM Elevator Pitch
Are your Disaster Recovery Plans current?
Are your data retention policies meeting your current business
requirements?
Are you consistently meeting your backup windows?
Are you following “best practices” in your data management policies?
Who to Target: Database Admins, IT Managers, System Architects
One liner: IBM Tivoli has a solution for backup and retrieval of
critical data to comply with corporate and government regulations
and to ensure business continuity in the event of natural disasters
or human error.
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®
The Play for TSM (Std & Ext)
What is it?
TSM – Provide automated, scaleable data
protection through backup, archive, space
management and bare-metal restore.
What does it cost?
TSM Extended - $640/100 VU’s
TSM (Standard) - $360/100 VU’s
Avg. deal size is $10,000 in software
revenue
Successful sales cycle averages 2 months
Target Audience
Upper SMB customers with heterogeneous
IT environments
Mid-Market customers with basic data
storage needs
Partner Profile & Qualifications:
Existing Storage partners
Resellers with Database experience
Regional / local VARs
Partners focused in regulated accounts
(Healthcare, Finance, Government etc.)
Competency in backup and recovery
solutions
Who are the key competitors?
EMC, CommVault, Symantec, HP, CA
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®
The Play for TSM Express
What is it?
TSM Express – Provide an easy to use
and cost effective data protection tool for
SMB Windows users. Disk based
backups with automated offsite tape
functions.
What does it cost?
TSM Express - $201/100 VU’s
Target Audience
SMB customers with 5 – 20 Windows
servers without an easy-to-use, small
footprint, backup solution
Businesses that store critical data but
maintain small IT departments
Partner Profile & Qualifications:
Existing Storage partners
Resellers with Database experience
Regional / local VARs
Avg. deal size is $1000 in software
revenue
Competency in backup and recovery
solutions
Successful sales cycle averages 2 months
Who are the key competitors?
Symantec, HP, CA, Yosemite
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®
Why Clients should buy TSM
Complete data recovery and management
 Backup, restore & archive data
 Built on superior relational database technology
 Database and application protection
 Hierarchical Space Management
 Bare Metal Recovery (Christie)
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Why Partners should sell TSM
Good Revenue Opportunity
 Storage is an ever increasing requirement for policy
and regulatory compliance
 Relatively inexpensive solution with strong services
opportunities.
 Storage is a fundamental requirement for businesses
– allowing the opportunity to up-sell and cross-sell
additional solutions. ie security and monitoring. (get
your foot in the door)
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®
Backup: Client Pain Points
Shrinking backup windows
Media reliability and integrity issues
– Unrecoverable data on tape media
– Unable to identify offsite media for restores
Too many backup applications
– One solution for Windows environments
– Separate one for Linux
Need for a cost effective DR strategy
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Value Statement for TSM
Drastically reduces backup windows
Media reliability and integrity issues
– Constant verification identifies tape errors
– Offsite media indexed for quick access
A single end to end backup solution
– AIX, HP-UX, Linux, Solaris or Windows
Cost Effective Disaster Recovery
– Existing tape resources also used for DR
– Less expensive and complicated than other solutions
– Fully automated DR process
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®
TSM Opportunity: WAS Customers
WebSphere Application Server (WAS)
– Runs mission critical applications
– Investment in application development (.ear/.war files)
TSM for Application Servers
– Backs up .ear and .war files while open
– Competition uses less reliable open file technology
– Complete DR support for your WAS environment
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®
TSM Up Sell Opportunities
TSM for Databases
– Oracle
– MS SQL
– Free for DB2 and Informix v10
TSM for Mail
– MS Exchange
– Lotus Domino
Tivoli Storage Manager HSM for Windows
TSM for Enterprise Resource Planning (ERP)
TSM for System Backup and Recovery (Sysback)
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®
Opportunity Identification – Q’s
If you have a disaster, how long will it take you to
recover?
Would your IT staff benefit from a more efficient
and effective backup solution?
When was the last time you performed a test
recovery? Did it work??
Are you having problems getting enough time to
complete backup operations?
Do you have data security concerns and/or
regulations to meet?
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®
Target Audience
Cross industry appeal, sweet spots:
– Banking, finance, life sciences, and insurance
 Industries where:
– Data is a critical asset
– Data retention regulations apply
Accounts with:
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More than a dozen servers
More than 100 workstations, desktops or laptops
At least two different operating systems
24 x 365 uptime needs
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®
TSM: Pricing and Packaging
Three versions
– TSM Express
 Entry level, Windows only (2003, XP, Exchange & MS SQL)
– TSM (Standard)
 Limited to a 3 drive library with up to 40 tape cartridges
 Includes open file support, data encryption, mgmt console
 Options ($$)
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Mail (Exchange & Domino)
Database (MS SQL & Oracle but DB2 & Informix are free)
ERP (SAP & mySAP)
HSM (Windows) or Space Management (UNIX)
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®
TSM: Pricing and Packaging con’t
Three versions con’t
– TSM Extended
 Unlimited library capabilities
 Included features
 Automated DR planning module, Library sharing, NDMP (NetApp)
support
 Options ($$)
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Mail (Exchange & Domino)
Database (MS SQL & Oracle but DB2 & Informix are free)
ERP (SAP & mySAP)
HSM (Windows) or Space Management (UNIX)
TSM for SANs
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®
TSM: Pricing and Packaging con’t
All versions licensed by Value Units (VU)
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Single or dual core Intel CPU equals 100 VU
Quad core Intel requires 200 VU
All other processors vary (30 to 100 VU per core)
Online calculator is available at:
https://www-112.ibm.com/software/howtobuy/passportadvantage/
valueunitcalculator/vucalc.wss?jadeAction=GUIDE_TREE#achor
List price per 100 VU
– TSM Express = $201
 TSM Express for MS SQL = $412
 TSM Express For Exchange = $412
 TSM Workstation client = Free
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®
TSM: Pricing and Packaging con’t
List price per 100 VU con’t
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TSM (Standard) = $356
TSM Extended = $639
TSM for Mail = $1260
TSM for Databases = $1260
TSM for Application Servers = $1260
TSM for SAN = $1260
TSM for Space Management = $1530
TSM non-VU licenses
– TSM Workstation license = $67 / node
– TSM for HSM (Windows) = $1240 / TB
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®
Sales & Marketing Enablement
Synchronicity Program
– Incentive! Fully-funded, demand-gen campaign
– Eligibility: Pass all 3 assessments
 Software, hardware and Sales Assessment
– Register at http://knowledge.elementk.com
 Questions? Contact Jennifer Willman at (800) 456-6783 ext. 67109
Agency Express End-User TSM Postcards
– Postcards will be available in Q2
Outcall campaign program
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®
TSM Opens the Vault
TSM for Mail
E-Mail
CommonStore
E-Mail
Archiving
•Better mail performance
•Regulation requirements
•Litigation driven
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®
TSM Opens the Vault
TSM for Application
Servers
WAS
SOA!
Systems Management
•Composite App Mgr
•Tivoli Provision
•Tivoli Config Mgr
Integration
•Portal
•Enterprise Service Bus
•Modeler
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®
Useful Links
www.ibm.com/software
– Plain language site
– Outline the brands and their focus
https://www-304.ibm.com/jct09002c/partnerworld/
mem/support/trs_index_technical_refguide.html
– Link for the latest version of the software cross sell
guide
– Covers all five brands
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®
Growing your Revenue: Strategies
TSM Health Check
– Service offering for partners to audit customer’s TSM
environment
– Uncover IBM Storage software and hardware
opportunities
– Sales cycle is very short – 25 to 60 days – you are not
selling the customer TSM!!!
– Suggested price: $10,000, 5-day engagement, partners
set their own prices
http://www-306.ibm.com/software/tivoli/partners/
secure.jsp?tab=playbook&content=tsmhealthcheck
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®
Growing your Revenue con’t
Review customer install base
– Installs of WebSphere Application Server (WAS)
– Other applications (databases, email, etc.)
Look for the upsell to TSM and related options
Engage your resources to help with opportunities
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Ingram Micro TSE’s
Volume License Desk
Ingram Micro Market Development
IBM resources (Darren Watts, [email protected])
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®
Ingram Micro Resources:
Technology Solutions Engineers (TSE)
Presales consultative/technical assistance that
enables sales
Sales/technical training
Identify opportunities
Customer visits, conference calls, meetings, and
events
Engineers available for storage, security, wireless,
networking and IBM Software
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®
Ingram Micro Resources:
Market Dev & Licensing Support
Volume License Specialists (VLS)
– Parts, Pricing, and Quotes
– 800-456-6783 x66043
Market Development Specialists (MDS)
– Get you started with IBM
– Help you with IBM programs (VAP, SVI) that
increase your margins
Market Development Manager (MDM)
– Marketing assistance
– Strategic initiatives and top-level issues
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®
Ingram Micro Resources:
IBM Software Market Development
East
West
Central
MDM – Cindy Ferron
MDM – Kim Alexander
MDM – Jim Coleman
MDS – Jennifer Willman
MDS – Jennifer Willman
MDS – Raffaele DiPrado
MDM = Market Development Manager MDS = Market Development Specialist
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®
®
Partner
Smart.™
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