Sales Presentation
DS3500 Express – the ideal choice for the
SMB space
© 2010 IBM Corporation
Topic Overview
 What is the Objective?
 DS3500 Express Series Overview
 Why Attach Storage to a Server Sale?
– Benefits to You
– Benefits to Your Customer
 Resources
 Wrap Up
2
© 2010 IBM Corporation
What is the Objective?
3
© 2010 IBM Corporation
Storage Is At The Heart Of Today’s IT Challenges
 Information is critical to a company’s success
– It must be stored, protected and available when needed
– Application performance can create a competitive advantage
 Server virtualization places unique/complex demands on storage
– Number of virtual machines often dictated by capabilities of storage
 Data growth is certain
– IDC predicts 500% over next 4 years
– Gartner predicts 650% over next 5 years
– SLA’s must continue to be met through growth
 Budgets cannot keep up
– IT looking for ways to reduce acquisition and operational costs
© 2010 IBM Corporation
Your Mission:
 With every Modular System x server, BladeCenter, or Power Systems servers
sold, a DS3500 should go out the door
 Individually, these modular servers and the IBM System Storage DS3500 are
exceptionally compelling for your customer and you!
 The VALUE comes in their combination and helping your
customers solve their business challenges with the RIGHT choice!!
Ensure that your customer gets the most out of the server purchase by
suggesting a DS3500 Express!
5
© 2010 IBM Corporation
Challenges of Internal Storage
 Customers are growing beyond the limits of internal storage
– Data is spread across multiple servers
– Wasted capacity, duplicated functions, and inefficiencies
 Data is not being shared
– Storage is held captive to the server which it is attached to
– Unbalanced utilization and limited access to data across the
organization
 Data availability is vulnerable
– Each internal storage configuration is reliant on the host to
which it is attached, creating data protection inconsistencies
 Further constrains IT budgets
– Over-using the capacity on some internal storage devices and under-using the
capacity on others = failing to fully leverage the current drive investment
 Inefficient management of data and limited features
– Manage dispersed and complex data protection schemes
– Other IT projects are delayed as more time is spent managing isolated data
© 2010 IBM Corporation
DS3500 to the Rescue!
With its low-cost and simple management, the DS3500 is an ideal “my
first external storage" solution for current DAS configurations!
Marketing
Finance/Sales
(virtual servers)
Consolidate
internal storage
HR
Internal storage
7
Product Mgmt
Internal storage
© 2010 IBM Corporation
Market Demands
Virtual Infrastructure
Increased reliance on consolidated storage
Availability
Today’s demands – availability 24/7/365
Simplicity
Lack of IT expertise demands simplicity
Restrictive budgets
Performance
Reliability
Demands are increasing, budgets are not
Productivity and competitiveness relies on it
Data value is increasing and protecting it is critical
Security
Industry standards and customer retention calls for it
Remote sites / Dept’s
Simplicity and low-cost is key to support these sites
BC/DR and migration
Slow or no plan leaves data exposed / reduced flexibility
© 2010 IBM Corporation
Entry Revenue Share – EMEA
LSI up slightly in
Q2
LSI
Pro
© 2010 IBM Corporation
DS3500 Overview
10
© 2010 IBM Corporation
IBM Entry-Level And Midrange Storage Positioning
DS5100, DS5300
• FC, iSCSI connectivity
• (480) SSD, FC, SED, SATA drives
• EXP5000 (16 drives) or new EXP5060 (60
drives) expansion units
DS5020,DS3950*
• FC, iSCSI connectivity
• (112) FC, SED (DS5020 only), SATA drives
• EXP5020 (16 drives) expansion unit
DS3500
• FC, SAS, iSCSI connectivity
• (96) SAS, SED-SAS, NL-SAS drives
• EXP3512 (12 3.5-in drive), EXP3524 (24
3.5-in drive) expansion units
DS3200, DS3300, DS3400
• FC, SAS, iSCSI connectivity
• (48) SAS, SATA drives
• EXP3000 (12 drive) expansion unit
SMB / Entry-level
•
•
•
•
SAS, iSCSI connectivity
DAS/shared DAS/IP SAN
Simple management
Snapshot replication
Workgroup
•
•
•
•
iSCSI, FC connectivity
Shared DAS, small SAN
Simple management
Snapshot replication
Department
•
•
•
•
•
Data Center
FC, iSCSI connectivity
Homogeneous SANs
Performance value
Configuration flexibility
Local/remote replication
•
•
•
•
•
FC connectivity
Heterogeneous SANs
Highest performance
Configuration flexibility
Local/remote replication
HPC
•
•
•
•
•
FC connectivity
System clusters
GPFS
Maximum bandwidth
Capacity density
* DS3950 not available in North America
© 2010 IBM Corporation
IBM System Storage™ DS3500 Express
6 Gbps SAS-based storage system
 Next generation entry-level storage system featuring 6 Gbps SAS technology,
improved performance, concurrent iSCSI/SAS or FC/SAS host connectivity,
increased scalability and enhanced features
Benefits
 Affordable entry-point with midrange performance, scalability and features
 Green efficiencies reduce energy expenditures
 Extensive suite of Microsoft and VMware solutions
 Ease-of-use built into a powerful and intuitive management software
 Multi-protocol connectivity support concurrent DAS / SAN
 Balanced performance ideally-suited for mixed workloads and virtualization
 Enhanced security features provides relentless data protection
© 2010 IBM Corporation
DS3500 Overview
 Three interface options – SAS, FC/SAS, iSCSI/SAS
– Four or eight 6 Gbps SAS host ports
– Eight 8 Gbps FC ports and four 6 Gbps SAS host ports
– Eight 1 Gbps iSCSI ports and four 6 Gbps SAS host ports
 Up to 96 SAS drives
– High performance SAS, nearline SAS, and self-encrypting SAS
– EXP3512 (2U 12 3.5-in drives) and EXP3524 (2U 24 2.5-in drive)
 Optional Turbo Performance Feature
 IBM DS Storage Manager
– Robust and intuitive storage management
– Enhanced remote mirroring across FC host ports
3.5-in
2.5-in
© 2010 IBM Corporation
DS3500 Unique Value
6Gbps SAS storage system delivers mid-range performance
and scalability attributes at entry-level prices
 Double the performance and capacity of the DS3000 series
– Meets performance requirements with fewer drives
– Achieved at an affordable price point
– Easier than ever to keep up with increasing performance
and capacity demands
IOPs (Reads)
DS3000 – 20,000
DS3500 Base – 30,000
DS3500 Turbo – 40,000
Throughput (Reads – MB/s)
DS3000 – 940
DS3500 Base – 2,000
DS3500 Turbo – 4000
Capacity
DS3000 – 96 TB (48 2-TB SATA drives)
DS3500 – 198 TB (96 2-TB NL SAS drives)
Performance – disk reads
© 2010 IBM Corporation
DS3500 Unique Value
Green Efficiencies: Get More, Pay Less
 Designed to meet multiple power efficiency standards
 Exceptional drive utilization meets performance requirements with
fewer drives
– Reduces power consumption and heat dissipation
 Lower overall power consumption / heat dissipation with 2.5-in. drives
Power Consumption
DS3000 – 1,444 watts (48 drives, 4 enclosures)
DS3512 – 1,210 watts (48 drives, 4 enclosures)
DS3524 – 570 watts (48 drives, 2 encl)
=
$
Low power consumption
Runs cooler
A single DS3524 can save over
$1,600 annually in
energy expenses
© 2010 IBM Corporation
DS3500 Unique Value
Widest range of leading interface options
increases flexibility and choice
SAS
Benefits
Affordable shared DAS
Simple
Great performance
Target Markets/Applications
Integrated rack solutions
Single room data centers
Small server / BladeCenter consolidations
Virtualization and MS applications
iSCSI
Smaller departmental SAN use
Low-cost storage network
Pervasive and well understood
Extensive reach
FC
Proven and mature technology
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Performance and reliability
Investment protection
with auto-link speeds
Department and remote sites
Tier 2 server consolidation
Moderate traffic demands
Virtualization and MS applications
Current FC SAN implementations
Midrange/enterprise data centers
Backup and recovery implementations
Heavy traffic demands
Virtualization and MS applications
© 2010 IBM Corporation
DS3500 Unique Value
Multi-protocol support provides consolidation flexibility
to increase efficiencies and lower cost
 Concurrent iSCSI/SAS or FC/SAS host connectivity
– Use interface best suited for the server and/or I/O type
 One storage system to meet a variety of applications’ demands
Secondary
dispersed servers
on 1 Gbps iSCSI SAN
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Local production servers
on 6Gb SAS
Primary
dispersed servers
on 8 Gbps FC SAN
Blade Center
on 6Gb SAS
© 2010 IBM Corporation
DS3500 Unique Value
Extensive intermix capabilities meet application
and energy requirements with the least investment
• Intermix EXP3512 and EXP3524
enclosures
• 2.5” drives for IOPS-intensive
applications
• 3.5” drives for cost-effective
capacity
• Intermix drive types within enclosures
• SAS, NL SAS and SED SAS
• Drive intermix reduces multiple storage
systems down to one to meet a range
of workload requirements
$
DS3500 Controllers
EXP3512 (3.5-in drives)
15K SAS
Tier 1
7.2K NL SAS
Tier 2
SAS SED
Security
EXP3524 (2.5-in drives)
15K SAS / 7.2K NL SAS
SAS SED
Tier 1
Tier 2
IOPs-Intensive
Energy Efficient
© 2010 IBM Corporation
DS3500 Unique Value
High Availability – Always on Data
Hardware
•
•
•
•
•
Fully-redundant I/O paths with automated failover
Dual-active, hot-swappable controllers and components
Data cache is mirrored, battery backed, destaged to flash
Global hot spares
Hardware-assist RAID 6
Software
•
•
•
•
Reconstruct read data for slow drives
Enhanced first time data capture
Extensive diagnostic and statistics collection
Media scan with automated parity correction
Data Availability
=
$
Productivity, Customer Satisfaction, Retained Revenue
© 2010 IBM Corporation
DS3500 Unique Value
Intuitive and a powerful management that does not sacrifice
control – ensuring investment protection with mirroring
 Enhanced and powerful capabilities built into the software
with the new DS Storage Manager
 Common interface across the DS5000, DS4000, DS3500 and DS3000
– Reduced learning curve
– Centralized management of multiple storage systems from any location
 Increased replication, consolidation, security, and dynamic tasks
 Physical view of the storage system
 Enhanced remote mirroring now supported across
FC host ports and compatible with DS5000
© 2010 IBM Corporation
www.ibmdsseries.com
Key Value Propositions
Cost-effective performance and flexibility for Microsoft environments
 Benchmark proven performance delivers scalable performance
– Up to 55,000 Exchange mailboxes
– Hyper-V mixed workload tests
– SPC-validated OLTP and OLAP
performance for SQL Server
 Realize full benefit of Microsoft functionality
– VDS/VSS compatibility simplifies backups
– Distributed Cluster Storage Failover (DCSF) integration
enables remote failover for Windows clustering
– System Center Operations Manager (SCOM) management pack
enables alerting and monitoring of DS5000/DS3000 through SCOM console
 Modular design ideally-suited for growing environments
– Exceptional performance value with enterprise-class reliability
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© 2010 IBM Corporation
www.ibmdsseries.com
Key Value Propositions
Extensive interoperability testing ensures
infrastructure / application compatibility
 Operating Systems
– AIX 5.2-6.1, Windows Server 2003-2008,
Red Hat Linux 4.6-5.5, SUSE Linux
10.2-11.0, IBM i5OS 6.1-7.14,
VMware ESX 3.0-4.1, VIOS 1.5-2.1,
Solaris, HP-UX, Netware 6.5
– Over 120,000 combinations of HBAs,
switches, routers in interop matrix
 Key infrastructure applications
– VMware – vCenter plugin; SRM; vMotion; DRS
– Oracle – Enterprise Manager plugin; RAC; ASM; RMAN, Smart Flash Cache
– Microsoft – VSS/VDS; SCOM; DCSF; SQL Server Management Studio add-in
– SAP – NetWeaver Business Warehouse (BW) Accelerator
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© 2010 IBM Corporation
www.ibmdsseries.com
Key Value Propositions
Strategic alliance partnering enables
storage wins at end user sites with
multi-vendor infrastructures
 Leverage the install base
of alliance partners
 Leverage industry leaders
to compete effectively
 Enhance the DS5000/DS3000
data protection offering
– Remote IP replication
– Fast application recovery
– Deduplication
– Integrated SRM
21-page Sales Guide
23
© 2010 IBM Corporation
www.ibmdsseries.com
DS3500 Unique Value
Delivers highly integrated IBM server and storage solutions
 Full testing and integration with IBM System x, BladeCenter and
Power Systems servers
– Worry-free compatibility - proven and reliable technology working
together
– Smooth and quick implementation
of servers and storage
• Integrated into IBM Systems Director
multi-platform management solution
– Flexible financing through IBM Global Financing
– Single warranty and support provider!
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© 2010 IBM Corporation
IBM System Storage™ DS3500 Express
..Join the Evolution
 Next generation 6Gbps SAS entry-level storage system
Scalability to midrange performance and features starting at entry-level prices
Green efficiencies reduce energy expenditures
Simplicity built into a powerful and intuitive management software
Increased efficiencies reduce TCO and resources
Security and protection avoids data loss and breaches
The right solution at the right time – complement to many leading applications and
System x, BladeCenter and Power Systems servers
25
© 2010 IBM Corporation
Why Attach Storage to a Server Sale?
26
© 2010 IBM Corporation
How Selling the DS3500 Benefits You
Revenue impact of selling Storage
 All customers need storage
– Internal storage limits reached soon after purchase
– Data continues to grow at a rapid pace
– Customer and/or legal requirements for storage
and securing of data
 If the DS3500 is not included at the time of the
server purchase…
– IBM not perceived as a ‘total solution’ provider
or SMB friendly
– A customer is more likely to ‘price hunt’
– You have lost an ongoing revenue stream
27
© 2010 IBM Corporation
How Selling the DS3500 Benefits You
Revenue impact of selling Storage (cont’d)
 Storage can increase your revenue and profit
– Increased transaction size and margin
– Achieve quota more quickly
– Develop a trusted advisor relationship
– Incremental warranty and services revenue
– Take advantage of spiffs and KYI offerings!
 The DS3500 provides an on-going revenue stream
– Consolidating storage provides a level of expandability and
scalability
– For every storage system, HBAs, licenses, drives, expansion
units and switches are also sold
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© 2010 IBM Corporation
DS3500: A Large Component of Your Overall Sale
$
A DS3500
configuration can
account for almost
half of a complete
System x and storage
solution sale!
Item
List Price
System x Configuration Only
$ 12,490
Addition of DS3500 Configuration
$ 12,144
Total Potential Sale
$ 24,634
29
* Estimated entry price configuration includes lowest priced
system with 5 1TB NL SAS drives
© 2010 IBM Corporation
How Selling the DS3500 Benefits Your Customer
 A Common Scenario for the DS3500
– Internal storage, at first glance, is often the
configuration-of-choice due to its low initial cost
investment and simplicity
Marketing
Finance/Sales
(virtual servers)
HR
Internal storage
Product Mgmt
Internal storage
Organizational growth
 However, as business grows…
►
►
Additional servers are added with each
server housing their own internal
storage
This creates islands of storage with
data isolated to the drives housed
within each individual server
© 2010 IBM Corporation
DS3500 – Why Would Your Customers Buy?
1. Midrange attributes that meet entry-level budget
– Midrange performance and capacity priced for the entry user
– Seamlessly adapts to changing business and technology needs
2. Simple yet powerful
– Intuitive and robust management that does not sacrifice control
– Common management interface across DS Storage Mgr platform
3. Flexible connectivity and drive types increase consolidation and reduce costs
– Field-installable host daughter cards as your network evolves
– Mixed drive type and enclosure intermix meets a range of applications
4. Green efficiencies reduce environmental footprint and reduce cost
– Superior performance efficiency meets requirements with fewer drives
– Power efficiency standards and 2.5-n drives reduce power consumption
5. Complete solutions from one vendor
– Seamless integration with System x, BladeCenter and Power Systems servers
– Flexible financing, single warranty and support provider
31
© 2010 IBM Corporation
Resources
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© 2010 IBM Corporation
Use Your LSI Sales And Technical Resources
 Dedicated team that only supports IBM and IBM Partners
– Territory, DRC, Distributor, Federal, ISV, Solutions and Platform teams in place
– Average 15 years storage experience – Most are former IBMers.
 What can the LSI team do for me and my partners?
– Enablement and education – from LnL to “hands on” technical training camps
– Solution and configuration assistance
– Storage Manager software demonstrations – local or via Webex
– Competitive assistance
– Marketing Help
• Event support, demand generation, telemarketing, creative services
 Call to Action
– Contact LSI BDE(s) in your region
– Introduce the LSI team to your partner accounts
– Bring the LSI team into partner opportunities to help close them faster
33
© 2010 IBM Corporation
LSI Resources Dedicated to IBM EMEA
• CEE
 UKI
Martin Bruce, Business Development Executive
Tel:+44 7900 914 426; [email protected]
Rick Newland, Technical Consultant
• France
Predrag Teofanov, Business Development Executive
Tel: +34 629 4089 08; [email protected]
Michael Tischendorf, Technical Consultant
Tel: +44 7712 768 657;
[email protected]
Tel: +49 1728944603. [email protected]
• RCIS
Predrag Teofanov, Business Development Executive•
 Germany, Switzerland & Austria
Tel: +34 629 4089 08; [email protected]
Uwe Falk, Business Development Executive
Tel: +49 172 8656346; [email protected]
Michael Tischendorf, Technical Consultant
Jens Gerlach, Technical Consultant
Tel: +49 1728944603. [email protected]
Tel: +49 175 1839950; [email protected]
Thomas Gruber, Technical Consultant
Thomas Gruber, Technical Consultant
Tel: +49 89 458 33 325. [email protected]
Tel: +49 89 458 33 325.
[email protected]
• MENA & SSA
Deniz Ozisik, Business Development Executive
 Nordic
Tel: +44 7827 291621; [email protected]
Jan Jansson, Business Development Executive
Tel: +46 70 304 7150, [email protected]
Mohinder Toor, Technical Consultant
Tel: +44 7714-342700; [email protected]
Daniel Lowgren, Technical Consultant
Carine Roman, Business Development Executive
Tel: +33 (0)6 74 51 51 72, [email protected]
Laurent Dubois Gaché, Technical Consultant
Tel: +33 (0)6 77 00 15 64, [email protected]
SPIG
Lorena Nieto, Business Development Executive
Tel: +34 918 379 640, [email protected]
Alberto Perez, Technical Consultant Spain, Portugal
Tel: +34] 675 87 29 03, [email protected]
• Italy and Turkey
Andrea Fumagalli, Technical Sales Executive
Tel: +39 335 144 1419, [email protected]
Laurent Dubois Gaché, Technical Consultant Turkey
Tel: +33 (0)6 77 00 15 64, [email protected]
• Benelux
Carine Roman, Business Development Executive
Tel: +33 (0)6 74 51 51 72, [email protected]
Thomas Gruber, Technical Consultant
Tel: +49 89 458 33 325. [email protected]
Tel: +46 70 337 8784,
[email protected]
• LSI EMEA
Oksana Braune, Business Development Manager
Tel: +49 173 3882890; [email protected]
Marco Pozzoni, Field Marketing Manager
Tel: +39 335 625 8061, [email protected]
© 2010 IBM Corporation
DS Series Portal  Your one stop shop for all DS3500 collateral!
– www.ibmdsseries.com
Just register one time and you will have access to all IBM DS5000, DS4000 and DS3500 presentations, sales tools
and DS Storage Manager simulators at the tip of your fingertips!
35
© 2010 IBM Corporation
DS3500 eLearning Training
STEP-BY-STEP
INSTRUCTIONS!
INTERACTIVE!
AVAILABLE
ONLINE!
NO CHARGE!
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© 2010 IBM Corporation
DS3500 Interoperability Matrix

DS3000 MTMs & Options covered by the
matrix


What comes in the box with the system






37
Supported HW & SW options by DS3000
MTM
Operating System Support
Server Support
HBA Support
Fabric Support
HDD Support
Available ServicePac Options
© 2010 IBM Corporation
DS Storage Manager Simulator
Let your customer experience first-hand the control and ease of
the DS Storage Manager
 Effectively sell the “ease of use” to
manage more with less
 Onsite selling tool
►
►
►
38
Utilize automated tools for quick to
demonstrate quick setup and
configuration
Show customer application
environment
Simulate customer environment with
custom configurations
© 2010 IBM Corporation
Become a world-class resource for your customers,
colleagues and company.
 Visibility for increased service and sales opportunities
 Valued quality and competency for customer satisfaction
 Advantage over your competitors
For more information on IBM Storage Certifications go to:
http://www.ibm.com/certify
Storage Certification is changing from many product specific certifications to fewer role specific certifications based upon the
market segment served (High Volume, Midrange, and Enterprise). This transition will continue through July 31, 2010.
Storage Sales Combined (v1)
#000-200 Storage Sales Specialist has a broad knowledge of the features, functions and benefits of IBM storage solutions and
the IBM storage portfolio, including disk, tape, storage management software, NAS, SAN and virtualization, as well as an
understanding of competitive offerings.
Midrange Storage Technical (v1)
#000-201 The Storage Midrange Specialist has a broad knowledge of the features, functions and benefits of IBM storage
solutions and the IBM storage portfolio, including disk, tape, storage management software, NAS, SAN and virtualization, as
well as an understanding of competitive offerings used in the midrange customer segment.
Enterprise Storage Technical (v1)
#000-202 The Enterprise Specialist must have a broad knowledge of the features, functions and benefits of IBM storage
solutions and the IBM portfolio including disk, tape, storage management software, NAS, SAN, and virtualization commonly
used in the enterprise customer market segment as well as an understanding of competitive offerings.
High Volume Storage Fundamentals (v1)
#Coming Soon! The IBM High Volume Storage Specialist has a wide range of technical knowledge about entry level and
selected midrange storage products and has the skills to integrate those products into customer solutions.
39
© 2010 IBM Corporation
How to get there…
1.
2.
3.
4.
5.
Review certification descriptions and pre-requisite skill requirements
•
Determine a match between skills and appropriate certification
Review Test Objectives
•
Review the skills and topics covered on the test
Take the Assessment Test (optional)
•
•
Practice a similar certification test $10 on certification site
Pinpoint areas of weakness
Gain knowledge and practical experience
•
•
•
Attend Classes and review self-study materials
Refer to various resources
Utilize a mentor or gain on-the-job practical experience
Register for your exam
•
Via the IBM certification website
for a time to take the exam
at a local Prometric site ($150 USD)
Test Language: English
Scoring: Results immediately calculated and sent to IBM for notification
Retakes: May be only taken two times in a 30 day period
For more information on IBM Storage Certifications go to:
http://www-03.ibm.com/certify/certs/sm_index.shtml
40
© 2010 IBM Corporation
Wrap Up
41
© 2010 IBM Corporation
IBM System Storage™ Supporting the Stack
If we don’t sell storage in
our stack
the competition will
42
© 2010 IBM Corporation
Why Selling Storage Adds Customer Value
 Selling Storage elevates your role at the customer
– Not just pushing another box
– Expands your scope into other departments and solution requirements
 Effectively positioning and selling our storage solutions creates future sales opportunities
– Think of storage as an annuity – If you take care of your customer they will keep calling
you for more
43
© 2010 IBM Corporation
Why Sell IBM DS3500 Storage with Every Server?
 All servers need storage!
 If you don’t sell storage someone else will!
 An easier way to exceed your revenue and
targets!
profit
Attach storage with every server that goes out the door, and
Attack the Competition!
44
© 2010 IBM Corporation