Tivoli 2nd Half Business Partner Guidance
Storage
Presentation Developer:
John Foley, WW Channel Sales Leader, Tivoli Storage
August 2011
Sharon Feller, WW VAD Tivoli Sales Leader – sfeller@us.ibm.com
© 2010 IBM Corporation
Storage
John Foley, WW Channel Sales Leader, Tivoli Storage
foleyjoh@us.ibm.com
Telephone: 1-919-426-1042
July, 2011
© 2010 IBM Corporation
Inescapable Data Growth - Implications for IT Managers
• Information doubling every 18-24 months
• Storage growing 20-40% per year
• IT budgets are not keeping pace with
storage management requirements
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IBM Internal and Business Partner Use Only
© 2011 IBM Corporation
Storage Software Segments – 2010 Results
Overall market will grow to $15.7B by 2014,
representing a 6.5% CAGR
In 2010, 48% of the market associated with
software tied heavily to hardware
Overall Storage Software Market, IBM held its #3
share rank position in 2010. IBM, EMC and
NetApp gain share against Symantec, CA and HP
EMC
24%
Others
34%
Symantec
16%
Hitachi
3%
NetApp
9%
IBM
14%
Total WW IDCStorage Software Forecast
$13.8 Billion in 2011
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IBM Internal and Business Partner Use Only
© 2011 IBM Corporation
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What to Sell in 2011 – Storage Software Portfolio
Tivoli Storage – Tivoli Storage Manager (TSM)
•
•
•
•
•
•
•
•
TSM
TSM Extended Edition
TSM for Unified Recovery
TSM for…
• Virtual Environments
• Microsoft SharePoint
• Storage Area Networks
• Space Management
• Mail
• Databases
• ERP
• System Backup and Recovery
TSM FastBack Center
TSM FastBack
TSM FastBack for ...
• Microsoft Exchange
• Bare Metal Recovery
• Workstations (CDP for Files)
•
TSM Hierarchical Storage Management for
Windows
TSM FlashCopy Manager
•
•
•
•
IBM System Storage Archive Manager
IBM Information Archive
Cristie Bare Machine Recovery (CBMR)
Cristie TBMR
System z – Tivoli Storage Manager (TSM)
• TSM for z/OS & z/VM
• TSM Extended Edition for z/OS
• TSM for ...
• Mail for z/OS
• z/OS USS Client and API V5.3
Tivoli Storage – Tivoli Productivity Center (TPC)
• TPC for Data
STG Products – SAN Volume Control (SVC) & TPC
• TPC for Disk Mid-Range Edition
• TPC for Disk
• TPC for Replication 2 Site
• TPC for Replication 3 Site
• SVC
• SVC Entry Edition
• IBM FastBack for Storwize V7000
Tivoli Productivity Center (TPC) Bundles
• TPC Basic Edition
• TPC Standard Edition
STG System z
• TPC for Replication 2 Site z/OS
• TPC for Replication 3 Site z/OS
Open Distribution
5
Authorized Distribution
IBM Internal and Business Partner Use Only
© 2011 IBM Corporation
TSM Product News and Call-to-Action
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© 2011 IBM Corporation
Current Offerings
Continuing to Lead the Way – Time to Migrate from v5 to v6
Tivoli Storage Manager 6 has been designed to address our customers’ most challenging
issues: the continuing growth of data and the complexity of managing it.
TSM v6.1 (03/2009):
• Increased scalability, availability &
performance
• Manage up to 2 billion objects in a
single TSM server
• Built-in target-side data deduplication
• Simplified management & deployment
• Improved integration with VMware, NetApp /
N series and Windows
TSM v6.2 (03/2010):
• Tight integration with TSM FastBack
• Built-in source-side data deduplication
• Automatic deployment of Windows client
updates
• Support for VMware vStorage API and
VSS in Hyper-V
• … and much more
TSM v6.2.2 (12/2010):
• Even better support for VMware, Windows and N series / NetAPP environments
• High Availability of the TSM Server, using DB2 HADR Replication
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Current Offerings
Why should you upgrade to TSM v6.x?
1.
Reduce Costs
 Improved scalability = 75% fewer backup servers needed*
 Built-in data deduplication = 40% less storage capacity needed*
2.
Simplify Administration
 DB2 ‘under the covers’ eliminates all database management tasks
 Streamlined Admin Console = faster completion of admin tasks
 Automatic agent updates = reduced maintenance time
3.
Improve Application Availability
 Faster, smarter backups = less downtime
 Built-in reporting and monitoring = find and fix problems faster
 Rock solid, enterprise-class internal database = fewer problems
4.
Upgrade from v5 to v6 is FREE
 For those on Subscription & Support contract
5.
It’s (reasonably) Easy
 Thousands have done it
 Automated, wizard-based installation and migration
* Results will vary based on environmental variables
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Call on existing TSM customers – Call Guide HERE
Check for Customer’s
existing Infrastructure
TSM v5.5 or
older?
Yes
Refer to TSM
v6.2.2
VMware?
Remote
Offices?
Yes
Yes
Refer to TSM
for VE
Refer to TSM
FastBack
IBM
System
Storage?
Yes
Refer to
FlashCopy
Manager
Desktop &
Laptop
Protection
Yes
Close
Refer to TSM
FastBack for
Workstations
The easiest thing you can do to drive revenue!
Tivoli Storage Manager Call Guide
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Call to Action
Sell the value of migrating from TSM v5 to V6
 TSM V6 helps customer reduce licensing costs, reduce capital hardware
expenditures and increases overall ROI
 Migrating to TSM V6 is one of the highest priorities that can quickly and
easily be accomplished
 Use the value of a “Data Reduction” solution &
the Tivoli Storage Manager 6/2x Upgrade Guide
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© 2011 IBM Corporation
TSM for Unified Recovery – Responding to Customer’s Needs
Customers have told us:
• They want a pricing metric aligned with the amount of data under protection rather
than the processor type / number of cores on protected systems
• Are concerned with cost increases associated with the increase in managed server
processor cores when servers are refreshed / upgraded
• Have difficulties counting and managing PVU’s for on-going compliance
• They would like access to a full range of TSM product family capabilities in one
bundle with convenient, simplified licensing terms
• Would like to provide TSM as an internal or external service with charge back on a
per TB basis (CLOUD)
• Are considering competitive alternatives to TSM because a competitor is offering a
per TB charge metric
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© 2011 IBM Corporation
Announcing: Tivoli Storage Manager for Unified Recovery
• A bundle of 10 tightly-integrated products that meet a broad range of enterprisewide data protection and recovery requirements
• Use the right tool for each job
• Pay for the amount of primary data being stored and managed (not for copies of
backup data)
• A customer may install as many of the individual bundled products as needed for
their environment, there is no per server, per install or PVU charge, they are
simply charged for the TB stored in TSM primary storage pools and FastBack
repositories.
• Does not replace TSM PVU's product,
it is another option for purchasing TSM products
Announcement Letter
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© 2011 IBM Corporation
Products included in TSM for Unified Recovery
1. TSM Extended Edition: Highly-scalable enterprise-class backup/restore, archive and disaster recovery
2. TSM for Virtual Environments: Advanced protection and flexible recovery of VMware environments
3. TSM for Databases: Non-disruptive protection of Oracle and Microsoft SQL data
4. TSM for ERP: Protects vital SAP R/3 system data more efficiently, consistently and reliably
5. TSM for Mail: Secures Domino and Exchange data; granular restore of Exchange objects
6. TSM for SAN: Maximizes storage network connections for TSM servers and client computers
7. TSM for Space Management: Software that moves inactive data to reclaim online disk space
8. TSM FastBack: Advanced data protection and near-instant recovery for Windows and Linux servers
9. TSM FastBack for BMR: Restore a Windows or Linux Server Operating System volume within an hour
10. TSM FastBack for Exchange: Fast and easy recovery of individual e-mail objects
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© 2011 IBM Corporation
TSM for Unified Recovery Benefits
Benefits include:
• Easy to measure for on-going compliance
• TSM deduplication and compression reduces amount of stored TB’s and license costs
• Easier for customers and partners to provide TSM on an
internal / external charge back model (CLOUD ENVIRONMENTS)
• Simplified procurement with a bundle that delivers
comprehensive Unified Recovery Management capabilities
• No charge for replicated DR copies of data
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IBM Internal and Business Partner Use Only
© 2011 IBM Corporation
Call to Action
• Call on existing customers that have expressed dissatisfaction with PVUs:
• Difficulties measuring and tracking PVUs
•
Want a metric aligned with the data they manage
•
Have experienced ‘sticker shock’ on cost increases related to server refreshes
• Use TSM for Unified Recovery as an opportunity to entrench TSM into an
account:
• Introduce the full range of TSM product family capabilities into an account that
is currently using only one or a few TSM products
• Win competitive battles, lead with TSM for Unified Recovery where customers:
• Are considering competitive alternatives to TSM because
a competitor is offering a per TB charge metric
•
Want a simplified licensing and pricing option with a full
range of product capabilities to meet their RPO/RTO objectives
Education Replay on Partner World: TSM Suite for Unified Recovery
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© 2011 IBM Corporation
THIS TERM GENERATES OVER
54 MILLION RESULTS ON GOOGLE
What is Cloud Computing?
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© 2011 IBM Corporation
Protecting the Integrity of the Data on Virtual Machines
is a Critical Stage to Cloud Deployments
Extract from: June 2011- Are You Ready for Cloud? - Reinvent Your Business Now with this Short-list of Tips
Customers need the ability to
• Leverage tools that offer the ability to offload backup processing from virtual machines
• Automatically discover and protect new VMs
• Restore normal operations without the need for a traditional
backup window and without disruption
• Capture incremental backups at the block level and periodic
full backups at the image level
• Provide flexible recovery options—file, volume and image
…from a single-pass backup
… Requires the scalability, performance and reliability needed by even the largest
cloud environments & …data reduction technologies and unified recovery
management to reduce capital and operational expenses
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© 2011 IBM Corporation
Virtual Server Environments
Introducing Tivoli Storage Manager for Virtual Environments
• Utilizes VMware’s vStorage APIs for Data Protection
including block-level incremental backups based on VMware’s Change Block Tracking
• Offloads the backup workload
from virtual machines and production ESX hosts to vStorage backup servers
• Provides flexible recovery options
– file, volume or image – from a single-pass backup
• Near-instant restore
of Windows and Linux disk volumes and ensures data is made
available immediately while it is copied in the background
• Simplifies day-to-day administration
with the centralized Tivoli Storage Manager console
• Automates discovery of new VMs; automatically applies backup policies
Announcement Letter: Tivoli Storage Manager for Virtual Environments Announcement Letter
Education Replay on Partnerworld: https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/EPT_DMON-8FEJQ3
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Call to Action
Cloud, Cloud, Cloud
• By 2014 more than 50% of all new storage capacity will be deployed in a public
cloud*
• Customers may not be ready for cloud, but it’s on their mind, and they are
looking for staged solutions that don’t require a re-engineering of their
environments
• Cloud requires the ability to manage and backup virtual environments
• If your customer is:
Click here for FAQs on
• talking cloud,
TSM for Virtual
• planning cloud
Environments
• looking for data protection and backup in the cloud,
• Brush up on your cloud skills, and sell TSM for Virtual Environments
and use the “Smarter Backup for Virtual Servers” solution
Replay: Storage Talk - What Storage Professionals Need to Know About Cloud
* Source: IDC Directions 2011, March 2011
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© 2011 IBM Corporation
TPC Product News and Call-to-Action
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© 2011 IBM Corporation
Tivoli Storage Productivity Center - Price Action Details
Reduced pricing for TPC for Data & TPC Standard Edition
• What’s New?
• List prices of TPC for Data and TPC Standard Edition are reduced by 35%
• Business Value
• Enhanced overall solution value for storage acquisitions
• More affordable solutions for
• Data usage analysis, file-level reporting, capacity management, chargeback reporting and
intelligent data migration for efficient utilization
• Advanced analytics, SAN analysis and planning, and storage resource optimization
• Achieve quicker time-to-value & improved return on storage investments
• Seller Value
• Competitive pricing that reflects detailed analysis of market trends, business results and seller
feedback
• Helps improve outreach to both enterprise and midmarket customers
• Available May 13, 2011
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© 2011 IBM Corporation
Price Action Details
Prices for Tivoli Storage Productivity Center for Data & Tivoli Storage
Productivity Center Standard Edition modules are cut by 35%.
OLD
• TPC for Data pricing now better
aligned with TPC for Disk
Terabytes
Data
Disk
• TPC Standard Edition price
differential from TPC for Data or
Disk reduced
1-12
13-32
33-64
65-100
101-250
251
$6,200
$5,240
$3,810
$2,850
$2,380
$1,910
$3,350
$2,820
$2,060
$1,550
$1,290
$1,030
Terabytes
Data
Disk
1-12
13-32
33-64
65-100
101-250
251
$4,000
$3,382
$2,463
$1,841
$1,535
$1,229
NO
CHANGE
• Cost of upgrading to obtain
additional value of TPC SE has
been greatly reduced
• Data to SE: 43%
•
Disk to SE: 53%
Replication
Two-site
$6,365
$5,386
$3,914
$2,935
$2,451
$1,957
Replication
Three-site
$3,182
$2,678
$1,926
$1,524
$1,266
$1,079
Standard
Edition
$5,100
$4,321
$3,141
$2,361
$1,960
$1,570
Replication
Two-site
Replication
Three-site
NO
CHANGE
NO
CHANGE
NEW
TPC Basic Edition
TPC for Disk MRE
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Standard
Edition
$7,890
$6,680
$4,860
$3,660
$3,030
$2,430
$3,400 per server
$8,099 per enclosure
IBM Internal and Business Partner Use Only
NO CHANGE
NO CHANGE
© 2011 IBM Corporation
Call to Action
•
Call on new customers who previously may have not considered TPC for Data or Standard
Edition because they were perceived as cost prohibitive
•
Call on your existing TPC customer base and encourage them to expand their storage
management coverage with additional licenses of TPC for Data or Standard Edition
•
Call on your existing TPC for Disk or Data customers and encourage them to take
advantage of the wealth of additional value available with TPC Standard Edition, available
now at a lower cost to upgrade.
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IBM Internal and Business Partner Use Only
© 2011 IBM Corporation
Sales Plays
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© 2011 IBM Corporation
Smarter Backup & Recovery with TSM
Why should business partners care?
Most organizations are facing an explosion of data. Managing this rapid growth in data requires a more
sophisticated storage management solution, one that helps you understand, classify, protect, and retain
your data according its purpose and value. And of course, it needs to do it cost effectively.
Market Opportunity:
•
Storage Software is a $12+B market today, and growing fast!
•
Overall market will grow to $15.5B by 2014, representing a 6.2% CAGR
In Data Protection and Recovery,
IBM grew 18% y/y for full-year 2010.
Why you want to sell:
•
•
Customers need it
•
Businesses need cost-effective solutions that reduce the risk of data
loss while improving application availability and service levels
•
Businesses need to reduce their TCO, including precious data
center footprint and the costs that go with it, including the rising
costs to power and cool these devices
Well positioned in the Marketplace
•
The Tivoli Storage Manager family of data protection and recovery
management solutions is is proven technology, with more than 15
years in the market, supporting more than 20,000 customers
including more than 60% of the Fortune 500
2005 2006 2007 2008 2009 2010
Data created and copied is expected to
grow at 48% CAGR through 2012
Source: IDC Quarterly Storage Software Tracker; IBM Market Insights
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IBM Internal and Business Partner Use Only
© 2011 IBM Corporation
Tivoli: Smarter Backup & Recovery with TSM
Global Play Owner: David Rice/John Foley
Play Date: 3Q2011
Target: GB-LE & GB-MM*
Business Area/Need: Service Management for IT + Business Continuity
Program Framework: ISM&S + MMPF* Smarter Planet: Smarter Business Infrastructure
Industries: cross-industry
Primary Product Groups: Storage Management
ISM&S Tactic Codes: 100H903D (Complete), 100J902D (Lite)
WW SWG Tactic Codes MM: 108B301D (VAD: 108B302D)
* GB-MM product focus: TSM FastBack, TSM FastBack for Workstations; Upsell TSM, TSM for Virtual Environments, FastBack for Storwize V7000
Play Description
Deliver the Smarter Backup story to customers that need to address the challenges caused by the explosion of data, the tightening of business service
level requirements, and the need to better manage costs. IT managers need to find smarter approaches to protecting an increasingly distributed and
complex data storage environment. A Smarter Backup solution can help your customers reduce administrative costs, make faster and smarter
decisions, and improve quality of service for their IT users and customers.
Customer Value
Proposition
For businesses that need to protect data, lower costs, manage data growth, and ensure compliance, as well as data availability and rapid application
data recovery, the TSM family helps to speed recovery, simplify heterogeneous storage management, dramatically reduce storage capacity and
administration requirements, creates a single point-of-control, administration, and security.
Lead Offerings
Software:
• TSM
• TSM for VE
• * TSM FastBack
• * TSM FB4WKS
• Flashcopy Mgr
Sales Scenario
Upsell, Cross Sell:
• FastBack for Storwize V7000
• Storwize V7000
• XIV
Competitive Differentiation:
• IBM is the leading vendor with a comprehensive set of data
reduction and storage management technologies
• IBM’s broad portfolio of data reduction and storage management
solutions solve customer issues with cutting edge “Incremental
Forever” technology
Avg. Deal Size: $50-$100K+ is typical with multiple entry points; $150K+ is attainable with a total transformation project
Audience:
IT (Typical sponsors: CTOs, IT directors; Influencers: system administrators, data managers, IT directors)
Sales Cycle:
60 to 90 days
Partners
VARs, RSIs
Reasons to Sell
• Strong existing Storage/TSM Customer Base; strong hardware and services x-sell
• Excellent SVI opportunity
• Quick Ramp-up, Time to Value, and Revenue (training requirements: 1-2 days Sales, 2-3 day Tech Sales, 3-4 day Config, Implementation and
Support)
• IBM Cost Buster Solutions – includes data protection!
Demand Gen
Web Assets
Demand Gen: Sales and Marketing Guidance
New! Start using now: TSM Call Guide and Flex Asset for Virtual Environments
Close the deal: 2Q Progression Toolkit for Tivoli Storage Business Partners
Key Link:
Details and customer collateral on the Web; Go to the QRG
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Recommended Certification: IBM Certified Solution Advisor - Tivoli Storage Solutions
IBM Internal and Business Partner Use Only
© 2011 IBM Corporation
Additional Plays to Consider
IBM Information Archive SEI Offering for STG Tivoli and ECM
Sales play:
Sell IBM Information Archive to customers who need the ability to retain selected
information, for specific time periods, in a secure environment with controlled access to help meet
regulatory compliance requirements.
Top Takeaway: Reduce costs and complexity: Storing information in IA reduces the need for primary
storage, which saves costs and improves application performance. IA provides a simple, powerful user interface for
managing all the information stored in IA, which reduces complexity. Quick time to value and flexibility: IA can
be implemented quickly and easily so clients can realize value quickly.
Link to play: IBM Information Archive SEI Offering for STG Tivoli and ECM
Data Reduction and Storage Management Transformation
Sales play:
Sell the IBM Storage Software to customers they need to reduce the amount of
data that needs to be backed up and managed. Also, convey how transformation of storage
management practices in the data center, through data de-duplication, virtualization, discovery of
devices and utilization, and high availability, can save time and money!
Top Takeaway: There are Entry Points that reach your market! Choose the entry point that
addresses your customer’s biggest pain. “Protect Your Data” entry point is focus for Mid-Market.
Link to play: Data Reduction and Storage Management Transformation
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IBM Internal and Business Partner Use Only
© 2011 IBM Corporation
Summation
• Upgrade your TSM customers to Version 6
•
Dramatic improvements from V5 and upgrade is FREE
•
Use the call guide
• Look for customers who want terabyte vs. PVU pricing from TSM
•
New capacity based pricing model with Unified Storage bundle
•
Watch the education replay
• Look for customers deploying or wanting to deploy cloud
•
By 2014 more than 50% of all new storage capacity will be deployed in a public cloud
•
Sell TSM for Virtual Environments
• Upgrade TPC customers to TPC Standard Edition
•
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35% decrease in price, 40% to 50% decrease in upgrade pricing
IBM Internal and Business Partner Use Only
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Resources and Contacts
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IBM Internal and Business Partner Use Only
© 2011 IBM Corporation
Subscribe to Weekly Storage Sales Alerts
Subscribe: Donneitta Morrison at dkmorris@us.ibm.com
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IBM Internal and Business Partner Use Only
© 2011 IBM Corporation
Storage Software Sales Resources
External Sales kits [PartnerWorld]
Additional Resources that can help:
IBM Information Archive sales kit
Sales Play – Data Reduction and Storage Management Transformation
Replay: Tivoli Talk: TSM Suite for Unified Recovery
IBM SAN Volume Controller sales kit
Replay: TSM for Virtual Environments
IBM Tivoli Storage FlashCopy Manager sales kit
IBM Tivoli Storage Manager Family sales kit
Tivoli Storage Manager FastBack for Workstations - Try and Buy
Tivoli Storage Manager FastBack – Try and Buy
Tivoli Knowledge Center
IBM Tivoli Storage Manager FastBack sales kit
Storage Management Communities
IBM Tivoli Storage Manager for Unified Recovery
Sales Kit
IBM Tivoli Storage Productivity Center sales kit
Tivoli Top Ten Newsletter
Tivoli Talks Tivoli Talks
IBM Comprehensive Data Protection Solution sales
kit
NOTE: View in screen show mode for hyper links
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Storage Software Sales Resources
PartnerWorld Resources
Try and Buy
IBM Tivoli Storage Manager FastBack for Workstations - Try and Buy
Try and Buy
IBM Tivoli Storage Manager FastBack – Try and Buy
Data Reduction and Storage Management Transformation
Sales Play
Additional Marketing Assets
Sales Play
Application-aware Data Protection with FlashCopy Manager
Sales Play
Next Generation Information Retention with IBM Information Archive
Sales Play
Smarter Backup and Recovery with TSM
Partners
Rewards
Program
2011 PartnerRewards dollars are ready to be used now to drive demand for IBM Resellers and Solution Providers
who sell IBM Power Systems, System x, System z and Storage. Submit your application now, the application
deadline is 8/31/2011. For details see IBM Channel Communications Letter CC1101-012
Tivoli
Knowledge
Center
https://www-304.ibm.com/partnerworld/wps/pub/overview/B7007PW
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© 2011 IBM Corporation
More Information
For more information
Links active in slideshow mode
Tivoli Storage Manager Suite for Unified Recovery
Solution Area Web Pages
Product Web Pages
 Storage Management Solutions
 Tivoli Storage Manager
 Unified Recovery Management
 Tivoli Storage Manager FastBack
 Backup and Recovery Solutions
 TSM for Virtual Environments
 Remote Office Data Protection
 Tivoli Storage FlashCopy Manager
 Data Reduction Solutions
 Tivoli Storage Productivity Center
 Storage Management in Cloud
 IBM Information Archive
 IBM Cloud Computing
 SAN Volume Controller
 IBM Smart Business Storage Cloud
 IBM Storage Blog
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© 2011 IBM Corporation
More Information
For more information
Links active in slideshow mode
Whitepapers
www
PW
Effective Storage Management for Cloud Computing
LINK
LINK
Leverage the IBM Tivoli advantages in storage management
LINK
LINK
Advanced Data Recovery for Mid-Sized Companies
LINK
LINK
Managing Virtualized Storage Environments with TPC
LINK
LINK
Migrate to IBM Tivoli Storage Manager easily and confidently
LINK
LINK
Reduce your data storage footprint and tame the information explosion
LINK
LINK
Simplify Remote Office Data Recovery
LINK
LINK
Maximize the availability of health data while minimizing storage costs
LINK
LINK
Flash Demos / Videos
Tivoli Storage Manager
LINK
Tivoli Storage Manager FastBack
LINK
Tivoli Storage FlashCopy Manager
LINK
Data Reduction
LINK
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© 2011 IBM Corporation
More Information
For more information
Links active in slideshow mode
Product Brochures
www
PW
Tivoli Storage Manager
LINK
LINK
Tivoli Storage Manager for Virtual Environments
LINK
LINK
Tivoli Storage Manager FastBack
LINK
LINK
IBM FastBack for Storwize V7000
LINK
LINK
Tivoli Storage FlashCopy Manager
LINK
LINK
Tivoli Storage Manager FastBack for Workstations
LINK
LINK
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© 2011 IBM Corporation
Key Contacts
TSM / FastBack /
Flash Copy
Manager
36
TPC
SVC
Information
Archive
Product Manager
Tom O'Brien
tobrien@us.ibm.com
Mike Griese
Mike.Griese@us.ibm
.com
Jason Davison
jason.davison@us.ib
m.com
Manuel Avalos Vega
jmavalos@mx1.ibm.
com
Marketing Manager
Rich Vining:
rvining@us.ibm.com
Amalore Jude
amaljude@in.ibm.co
m
Chris Saul
cbs@us.ibm.com
Vanessa Vera Nava
vanessav@mx1.ibm.
com
Sales Enablement
Lead
Jarrett Pottts
pottsj@us.ibm.com
Fredderick (Phread)
Cichowski
phread@us.ibm.com
Scott Drummond
spd@us.ibm.com
Scott Drummond
spd@us.ibm.com
WW Channel Sales
Leader – Tivoli
Storage
John R. Foley Jr.
foleyjoh@us.ibm.com
WW SWG Business
Partner Marketing,
Tivoli Storage
Software
David Rice
ricedm@us.ibm.com
IBM Internal and Business Partner Use Only
© 2011 IBM Corporation
Key Contacts
Sales Enablement Tools & Resources
• Rene Ferguson
Tivoli WW Business Partner Sales
Enablement
fergusre@us.ibm.com
• Sonia Kobdish
Tivoli WW Business Partner Sales
Enablement
millars@us.ibm.com
Technical Enablement Tools &
Resources
• Sarah Cambridge
Tivoli WW Business Partner Technical
Enablement
Cambridg@uk.ibm.com
• Marti Lombardi
Tivoli WW Business Partner Technical
Enablement
Marti.Lombardi@us.ibm.com
• Regenia Sanders
Tivoli WW Business Partner Technical
Enablement
sandersr@us,ibm.com
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IBM Internal and Business Partner Use Only
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