VersaStackTM Solution
A new chapter in the Cisco and IBM relationship
Channel Partner Announcement: December 3, 2014
Public Announcement: December 4, 2014
Today's Speakers
Carl Boisvert - IBM
Vice President
Global Storage Channel Sales
John Growdon - Cisco
Sr Director Operations
Worldwide Partner Organization
Company Proprietary. This presentation contains materials that are either copyright © 2014 IBM Corporation or copyright © 2014 Cisco Systems, Inc. All rights reserved.
Laura Guio - IBM
Vice President
Business Line Executive Storage
Systems
Satinder Sethi - Cisco
Vice President
Data Center Solutions and Cloud
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Why Cisco and IBM
#1
Networking
#1
x86 Blades
Americas
Fastest growing x86
Blade Server
UCS
Global companies
with leadership
based on industry
standards
History of
collaboration with
25,000 shared
customers
World Class
Storage Products
#1 in Software
Defined Storage
Common Partner Ecosystem
> Resellers are fundamental
to businesses
#1 in Flash Storage
Delivering innovation that matters
Company Proprietary. This presentation contains materials that are either copyright © 2014 IBM Corporation or copyright © 2014 Cisco Systems, Inc. All rights reserved.
3
Cisco and IBM: Strategy Alignment
Instrumented
Cloud
Analytics
Scalable
Interconnected
Intelligent
Mobile
Internet of
Things
Social
Application Aware
This presentation contains materials that are either copyright © 2014 IBM Corporation or copyright © 2014 Cisco Systems, Inc. All rights reserved.
Secure
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Traditional Data Center Infrastructure Challenges
2
1
Complex
Inefficient
Restrictive
Takes time
Consumes
Resources
Not adaptable
3
22%
50%
Server Utilization
Storage Utilization
to IDG research, 2Gartner—Cisco IT. 2“Data Center Cost Portfolio”. 3Gartner - Reduce Costs and Extend the Life of Data Centers Using Server Refresh, March 2014. 4IBM Storage
Infrastructure Optimization Studies
1According
Company Proprietary. This presentation contains materials that are either copyright © 2014 IBM Corporation or copyright © 2014 Cisco Systems, Inc. All rights reserved.
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5
Integrated Infrastructure Momentum
Analyst Views on Shift to Integration
“By year-end 2015, 35% of total
server shipped value will be as
integrated systems.”
“By 2017, nearly
two-thirds of all enterprise
application infrastructures will
be packaged in the form of a
converged solution.”
“By 2015, converged
infrastructure will represent 9.5%
of the $64B services, software,
and hardware markets.”
Integrated Systems Market CAGR at ~30% to > $14B in 2017
$6.8B in Storage; $6.7B Servers
Company Proprietary. This presentation contains materials that are either copyright © 2014 IBM Corporation or copyright © 2014 Cisco Systems, Inc. All rights reserved.
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VersaStack Solution
Efficient
Reduced Provisioning Time
Faster Time to Revenue
Lower Opex
Hypervisor
Cisco UCS Servers
Easy
Pre-tested CVD
Seamless Integration
Predictable Deployment
Cisco Nexus & MDS
Versatile
IBM Storwize V7000
Flexible Cloud Capabilities
Design Guides for Various Workloads
Lower Capex
Management
Company Proprietary. This presentation contains materials that are either copyright © 2014 IBM Corporation or copyright © 2014 Cisco Systems, Inc. All rights reserved.
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VersaStack Solution
Highlights
®
Cisco UCS B and C
Series Servers, UCS
Manager, UCS Director
• Uniform deployment model for compute, network and storage
resources
• ACI-Ready architecture
• Pre-validated by Cisco & IBM thru Cisco Validated Design
• UCS Management
®
Cisco Nexus
9000 Switches
Cisco MDS Switches
IBM Storwize V7000 &
V7000U Disk Systems
CVD in Dec 2014 with VMware ESXi 5.5
Performance & Scale
•
•
•
•
160 UCS Server Per Domain, scales to 100s of domains
Up to 8 nodes and 1056 disks per V7000/V7000U cluster
5X more data with Real-time compression
Automated data optimization with IBM Easy Tier
Reliability
• Architected with no single point of failure
• Multi Data Center scalable design for disaster tolerance
Company Proprietary. This presentation contains materials that are either copyright © 2014 IBM Corporation or copyright © 2014 Cisco Systems, Inc. All rights reserved.
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VersaStack Platform
A Foundation for Next Generation Data Center
UCS Director
IBM Storwize
Business Continuity
Cisco
ACI
Ready
Security Services
Services
Security
Cisco
Nexus
and MDS
VersaStack
Solution
Easy Deployment
Efficient Resource Utilization
Versatile Infrastructure &
Use Cases
IBM Storwize
Virtualization
Company Proprietary. This presentation contains materials that are either copyright © 2014 IBM Corporation or copyright © 2014 Cisco Systems, Inc. All rights reserved.
Cisco UCS
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Cisco Unified Computing System
Fastest Growing Product in the Market
36,500+
#1
UNIQUE UCS CUSTOMERS 2
Americas revenue
market share in x86
blades 1
Top 5
$3B+
Server Vendor 1
More than 85% of all Fortune
customers have invested in UCS
Data Center
Annualized Revenue
Run Rate 2
500
3,650+ UCS CHANNEL PARTNERS
100 world record performance benchmarks to date
Company Proprietary. This presentation contains materials that are either copyright © 2014 IBM Corporation or copyright © 2014 Cisco Systems, Inc. All rights reserved.
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Cisco is a Leader in Integrated Infrastructure
Cisco UCS Integrated Infrastructure
Cisco UCS
Modular Stateless Computing and Application Acceleration
Cisco Nexus & MDS
Accelerate application performance with Cisco UCS servers
and 100 world-record benchmarks.
Reduce provisioning times by 86% with service profiles.
Unified fabric helps reduce cabling by 77%.
Scalable, Secure Network Fabric
Lower networking TCO by 75% with Nexus switches and Cisco
ACI.
UCS Director
Reduce time to provision virtual machines from weeks to
minutes and support 50% more customers without increasing
IT staff.
Policy-based Resource Management
Company Proprietary. This presentation contains materials that are either copyright © 2014 IBM Corporation or copyright © 2014 Cisco Systems, Inc. All rights reserved.
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Storwize Family Significant Milestones
July 2014
 Over 75,000 total Storwize systems purchased WW
> Including Storwize V7000 & Storwize V7000 Unified systems in
addition to over 11,000 SVC systems
 Over 167,000 total enclosures deployed WW
> Average >2 expansion units per system (V7000)
 Over 2.0 EB of capacity
> That’s Exabytes which is over a million TBs
 Exceeding five nines availability
The Most Efficient Midrange Storage Systems in the Industry
Company Proprietary. This presentation contains materials that are either copyright © 2014 IBM Corporation or copyright © 2014 Cisco Systems, Inc. All rights reserved.
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IBM Storwize V7000
Efficient, virtualized storage for software-defined environments
COMPUTE EFFICIENCY
Maximize CPU utilization with Flash Optimized storage driven
by Easy Tier®‘s analytics based data placement – Improve
performance up to 3X using 5% total storage as flash
NETWORK EFFICIENCY
Maximize network utilization with accelerated replication
up to 3X times faster
DATA EFFICIENCY
Drive up utilization and drive down cost. Data Virtualization
and Real-time Compression - Store up to 5X more in the
same footprint
Company Proprietary. This presentation contains materials that are either copyright © 2014 IBM Corporation or copyright © 2014 Cisco Systems, Inc. All rights reserved.
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Innovating Together
Integrated Infrastructure with Peace of Mind
Infrastructure
Solutions
Enterprise
Applications
Management
and Cloud
Delivery and
Support
Launch with VMware ESXi Multi-Hypervisor planned
IBM Applications
UCS Director integration for
unified management
Global Delivery and Support
model
IBM management solutions
Range of services from
Business Partners and IBM
Global Services
Cisco ACI ready
Multi-site solution for
Business Continuity
Other ISV solutions –
Microsoft, Citrix and more
Big Data and Analytics
Hybrid Cloud capability
Cisco and IBM Together
Company Proprietary. This presentation contains materials that are either copyright © 2014 IBM Corporation or copyright © 2014 Cisco Systems, Inc. All rights reserved.
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VersaStack Solution Support
Preferred Support Option (Cisco led)
 Entitled Customer or Channel Partner calls Cisco for all support issues
 Cisco engages product support teams as needed to resolve all support issues
Entitled
Customer
or
Channel
Partner
Solution
Support
Contract
Cisco Data Center
Solution Support
for Critical
Infrastructure
Service Delivery
team
Coordinate
Coordinate
Coordinate
Coordinate
Product-level
Support
Cisco
Product-level
Support
IBM,
VMware
& Others
Alternative Support Option (Partner led)
 Customer calls the partner first
 Partner delivers Solution Support and resolves Level 1 and 2 product support issues
 Partner escalates for L3 product issues with Cisco, IBM or others
Company Proprietary. This presentation contains materials that are either copyright © 2014 IBM Corporation or copyright © 2014 Cisco Systems, Inc. All rights reserved.
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VersaStack Solution Support Option
IBM Critical Infrastructure Support
Support Option (IBM TSS)
Entitled Customer or Channel Partner calls IBM GTS for all support issues, which engages product support
teams as needed to resolve all support issues.
Entitled
Customer
Solution
Support
Contract
IBM RTSC
Managed
Infrastructure
Support
Coordinate
Coordinate
Coordinate
Coordinate
Company Proprietary. This presentation contains materials that are either copyright © 2014 IBM Corporation or copyright © 2014 Cisco Systems, Inc. All rights reserved.
Product-level
Support
Cisco
Product-level
Support
IBM,
VMware
& Others
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Optimal VersaStack Opportunity Profile
Targeted at large commercial and enterprise segments
 Clients requiring flexibility, versatility & efficiency in their compute / storage
solution & need to tame heterogeneous environments
> Flexibility & Versatility – IBM Storwize offers both block file storage
> Efficiency – UCS modular stateless computing, service profiles & management
 Clients with IBM storage and workloads which require the efficiency that an
integrated infrastructure provides, like WebSphere, DB2, & data analytics
 Clients using Cisco UCS or considering Cisco UCS as their next compute
standard
 Cisco and IBM partners selling Cisco UCS and IBM Storwize today
Company Proprietary. This presentation contains materials that are either copyright © 2014 IBM Corporation or copyright © 2014 Cisco Systems, Inc. All rights reserved.
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Partner Enablement
December 4
January
Mid-December
Public Announcement
VersaStack Resource Kit
•
•
•
•
•
•
Design Guide: high level architectural guide
Business Decision Maker presentation
Technical Decision Maker presentation
Solution Brief (8 languages)
At-A-Glance (8 languages)
Joint launch video
FOR PARTNERS: Cisco Partner Central and IBM PartnerWorld
• Sales Acceleration Card
• VersaStack Q&A
• Launch Webcast Recording & Presentation
• Implementation Guide: deep
technical CVD detail
• Worldwide targeted partner
training sessions
• Sales training
• Technical for pre & post sales
www.cisco.com/go/versastack and www.ibm.biz/BdEPf7
Company Proprietary. This presentation contains materials that are either copyright © 2014 IBM Corporation or copyright © 2014 Cisco Systems, Inc. All rights reserved.
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Partner Sales Engagement
Work with IBM SPR, Storage Sales Specialist and Cisco Partner Account Manager
 Integration
> Meet in the channel – Partner builds integrated stack
 Pricing and Ordering
> Business as usual
 Incentives
> No joint incentive between IBM and Cisco at this time
> Encourage partner registration of ‘VersaStack’ deals
> IBM deal registration unchanged, opportunities will be
tagged “VersaStack” by IBM Sales Specialist
> Cisco solution incentives (SIP) will now apply to VersaStack
 Solution Incentive Program: extra discount off the list
 VIP on eligible products
> Deal protection on Cisco portion
> Register with Cisco
Company Proprietary. This presentation contains materials that are either copyright © 2014 IBM Corporation or copyright © 2014 Cisco Systems, Inc. All rights reserved.
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Channel Partner Call-To-Action
At Launch (Dec 4th)






Visit: www.cisco.com/go/versastack or www.ibm.com/solutions/cisco
Access/share recorded announcement webcast and presentation
Leverage VersaStack Sales Kit resources and reference materials
Review current IBM curriculum required for Storwize
Review current Cisco curriculum required for UCS
Support on immediate opportunities: versastack@external.cisco.com
Next Steps
 Meet your IBM and Cisco counterparts
 Account Planning
 Joint enablement programs underway: Watch for invitations
Future Enablement
 Full VersaStack curriculum for Client Exec/AM, SE, FE under development
This presentation contains materials that are either copyright © 2014 IBM Corporation or copyright © 2014 Cisco Systems, Inc. All rights reserved.
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Thank You