IBM Systems & Technology Group
System x™ and BladeCenter®
Quick Solution Tool
Enhance your proposals
Increase System x revenue
IBM System x
© 2009 IBM Corporation
IBM and Business Partner Training Only: Not for Customer Distribution
STG 1Q09 Sales Initiative
IBM Seller Use Only: Not for Customer Distribution
System x Stack puts money in your pocket TWO ways
 1. Solutions sales drive additional System x placements and revenue
MAKE YOUR SALES TARGETS – Many solutions need multiple System x servers:
– CLIENT REPS: Solution Sales can increase your AUR up to 71% and GP by 56%
– BPs: Richer configurations and solutions help to maximize soft dollar and program payments.
– SYSTEM X REPS: Assist your colleagues in IGS and SWG in closing the System x portion of the
solution sale to increase your volume of x closes.
 2. Clothing with IGF, Maintenance, Services, Software and Storage increases your revenue
and profits
MAKE YOUR REVENUE AND PROFIT CHALLENGES - Get additional credit for:
– IGF 15% Revenue and Profit Adders get you more commission dollars
– Warranty and Maintenance can add $500- $2,000
– Software Support can garner up to $8,000
– Implementation Services ServicePacs can net another $4,000-$7,000
Using TEAM IBM increases the System x Stack and makes IBM money too:
Did you know that in 2008 the System x Stack drove an additional
$2.3 BILLION revenue and
$350 MILLION profit?
© 2009 IBM Corporation
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System x Stack makes real money – revenue and profit
 For every dollar of revenue System x and BladeCenter generated in 2008, the System x
Stack (SW, MTS, Storage, IGF, and ITS) also generated
$.68 in additional revenue at 55 percent gross profit.
2008: Every dollar generated by System x &
BladeCenter generated $.68 of xStack revenue
$1.00
100
$.68
80
60
40
20
System x and
BladeCenter
SW, Storage,
GTS, IGF
 In 2009, if we increase the added revenue of the System x Stack by 3 cents, this will
bring IBM an additional $168M revenue and $94M in gross profit.
© 2009 IBM Corporation
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Decision Tree
Take Cost Out Now!
Xperience IT Acquisition Tactic
Xccelerated Refresh Retention Tactic
Opportunity Identification
© 2009 IBM Corporation
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Servers
Memory
Cores/Processor Speed
Open Fabric Manager
Integrated Switching
10GB Ethernet
MSIM with BC-H
Solid State Drive Technology
Services
Financing with IGF
Hardware Maintenance
Software Support
Implementation ServicePacs
Software
Systems Director
VMware
Oracle
SAP
Microsoft EBS
UpSell External Storage
External Storage
© 2009 IBM Corporation
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Servers
BladeCenter
High performance and efficient memory configuration
What to propose
Benefits to customer
• 8GB solution w/4 2GB DIMMs (42W) instead of 8 1GB DIMMs (65W)
• Double total number of supported VMs.
• 16GB solution w/4 4GB DIMMs (42W) instead of 8 2GB DIMMs (84W)
• 8GB solution w/4 2GB DIMMs (42W) = savings 23 watts per Blade/322W per
chassis = $423 annual power & cooling savings at equivalent of 1-2
additional blade servers.
• 16GB solution w/4 4GB DIMMs (42W) = savings 42 watts per Blade/8400W
per s00 Blade data center = $11,083 annual power & cooling savings at
equivalent of 28 additional blade servers.
Configuration information
Did you know?
• Increasing memory can increase performance in most applications.
• More VMs for customers who virtualize their workloads
• Using fewer large capacity DIMMs can cut power cost.
• Large DIMM capacities leave room to grow.
© 2009 IBM Corporation
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Servers
BladeCenter
Add cores or upgrade to faster processor
What to propose
• Populate all available CPU sockets to get best system performance
• Highest processor skew for best performance per watt
Benefits to customer
• All standard Quad Core processors specified at 80W: moving from 2.33GHz
to 3GHZ provides 30% performance uplift in the same power envelope.
• Seamless application scaling with additional processors.
• Buying higher BIN processors can eliminate the need for additional servers
as business needs grow.
Configuration information
Did you know?
• Higher bin processors provide higher performance under same power envelope.
• Low voltage processors provide massive performance/watt gains.
• License costs outpace hardware costs – additional processors allow you to get
the most from every software license customer buys.
Cost of adding a 2nd processor
26% Incremental
System Cost
System Cost
System with one
processor
up to 96%
Performance
increase
Performance
© 2009 IBM Corporation
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Servers
BladeCenter
Add BladeCenter Open Fabric Manager to every chassis
What to propose
• Advanced BOFM where customer wants to roll out a few chassis in
small to large SAN environment
• Basic BOFM for small setup with 1 or 2 chassis, or when booting
from local disk with data on SAN
Configuration information
Benefits to customer
Save time by pre-configuring LAN and SAN connections once for each
blade server slot
Manage growth and complexity with up to 100 chassis, 1,400 blades
and over 1,000 SAN and LAN addresses
Remain open with infrastructure flexibility that works with many
BladeCenter chassis, blades and switches across multiple vendors
Connect with ease by using a single, simple interface for server and
switch management
Manage risk to keep your business running with automated I/O failover to
standby blades
Did you know?
Advanced BOFM: PN 46C3551
• BOFM helps customers dramatically speed blade deployments.
Basic BOFM: PN 44W3981
• Open Fabric Manger can simplify failure mgt, keeping you in production.
• No new hardware required. Customers likely have they need to get
started now.
© 2009 IBM Corporation
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Servers
BladeCenter
Integrate networking and storage switching inside BladeCenter
What to propose
Better: Integrated switch provides better investment value for
customer.
Best:
TCO is even lower in case of using a fully configured
switch like Cisco 3012/3110 series due to superior
performance and security protections.
Configuration information
Benefits to customer
• Reduced BladeCenter acquisition and maintenance costs….reduce cost by
up to 50%.
• Reduce energy costs by over 80%.
• Superior density…efficient use of datacenter space.
Did you know?
Nortel Layer 2/3 Gb ESM: PN 32R1860
• You can pay for a BladeCenter chassis with cable and SFP savings alone.
Cisco 3012: PN 43W4395
• More than 40% of all IBM blades are attached to SAN today.
Cisco 3110: PN 43W4434
• Big power savings with integrated switches compared to external devices.
BladeCenter I/O:
http://www-03.ibm.com/systems/bladecenter/hardware/openfabric/
© 2009 IBM Corporation
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Servers
BladeCenter
Move to 10GB Ethernet
What to propose
Benefits to customer
• 10G Ethernet I/O cards and switches for high performance and I/O
consolidation
• Over 65% savings to deploy 10G Ethernet in blades versus rack servers
from having to buy fewer extra parts.
• BC-H for blazing fast fabric
• Remove bottlenecks, increase throughput.
• Future proof IT….vital for virtualized environments and FCoCEE
Configuration information
Did you know?
IBM Part numbers
• 10G is cheaper than you think…price per port is less than $500, and dropping
http://www03.ibm.com/systems/bladecenter/hardware/openfabric/ethernet.html
• WW 10Gb switching revenue projected to grow at about 30-40%.
• Real-time apps such as VoIP & streaming video need plenty of bandwidth.
IBM Interoperability Program (Ecosystem)
http://www-03.ibm.com/systems/bladecenter/advantages/alliance/interop.html
© 2009 IBM Corporation
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Servers
BladeCenter
Provide more I/O flexibility in BladeCenter H with MSIM
What to propose
Attach MSIM to BladeCenter H sales when customers need to run
both ultra high performance I/O or high port count applications.
Benefits to customer
• Ultimate IO flexibility:
• Up to 8 I/O ports to every single blade
• Up to 4 10G capable I/O ports to each blade
• Ability to mix and match three different I/O types on any blade
• Increased throughput:
• Applications like virtualization, next-gen content delivery, and
voice
applications demand more from I/O – MSIM designed to deliver the
required connectivity needs
Configuration information
MSIM: PN 39Y9314
Did you know?
• BladeCenter H supports up to eight fabrics from each blade.
• Today’s applications are very I/O throughput and port intensive.
• You can mix and match up to four types of I/O fabrics on a single blade.
More Information:
http://www-03.ibm.com/systems/bladecenter/hardware/expansion/iomodule.html
© 2009 IBM Corporation
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BladeCenter
Servers
Integrate solid state drive technology
What to propose
Benefits to customer
For performance acceleration, greater reliability, and increased energy
savings, propose:
• Extreme reliability: SSDs deliver 4X the availability of traditional server
level disks.
• Ultra efficient solid state drives
• Ultra low power: 87% less than traditional spinning SAS drives (~16W per
blade).
• For a data room of 500 blades, savings of 16W/blade translate to savings
of over $10000 in annual power and cooling costs.
• At rack level, SSDs save enough power to add 5 additional servers in the
same power envelope.
Configuration information
Solid State Drive
HS22
16GB NHS SSD
LS41
LS42


Did you know?
HS12
HS21
HS21 XM



16GB NHS Dual SSD

32GB NHS SSD
© 2009 IBM Corporation


16GB Hot Swap SSD
32GB Hot Swap SSD



• IBM Enterprise Solid State Drives (SSD) could consume up to 88%
less power.
• These drives deliver 4X the availability of standard SAS drives.
• IBM SSD is supported by all your OS and applications.
• Traditional HDD account for half of all service/repair calls. With SSD,
that’s a thing of the past.

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Servers
Memory
Cores/Processor Speed
RAID
Intelligent Power Management
Fibre Channel
Services
Financing with IGF
Hardware Maintenance
Software Support
Implementation ServicePacs
Software
Systems Director
VMware
Oracle
SAP
Microsoft EBS
External Storage
External Storage
© 2009 IBM Corporation
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Servers
High Volume
Boost memory configuration
What to propose
Benefits to customer
• Propose more memory to boost system performance
• Compatibility tested & tuned for optimal System x performance & throughput
• Propose larger DIMMS to leave expansion slots for growth with no parts
on floor
• Tested to ensure IBM signal clarity & electrical guard band tolerances are
met for better overall system performance
• More memory at initial server sale which is easier then selling into
installed server
• IBM memory specifications integrated into the Light Path Diagnostics for
immediate system performance feedback & optimum system uptime
• 8GB solution w/2 4GB DIMMs uses up to 21% less watts power then 4 2GB
DIMMS
Configuration information
44T1568
44T1570
39M5782
46C7418
46C7419
46C7420
46C7577
46C7571
46C7572
41Y2759
41Y2762
41Y2771
41Y2765
46C7539
46C7538
41Y2768
43V7356
46C7443
46C7428
46C7429
x3200M3, x3250M3
PC3-10600 CL9 ECC DDR3 1333MHz Low Power LP UDIMM
1GB
(1x1GB) Single Rank
2GB
(1x2GB) Single Rank
x3400,x3500,x3550,x3650,Z30 ,HS21,HS21XM, x3450 & iDataPlex
PC2-5300 CL5 ECC FBDIMM 667MHz
1GB
(2x 512MB Kit)
PC2-5300 CL5 ECC Low Power FBDIMM 667MHz
2GB
(2x 1GB Kit) Single Rank
4GB
(2x 2GB Kit) Dual Rank
8GB
(2x 4GB Kit) Quad Rank
16GB
(2x 8GB Kit ) Blade Only HS21 & XM
x3450 Lido / iDataPlex 1.7
PC2-6400 CL5 ECC Low Power FBDIMM 800MHz
4GB
(2x 2GB Kit)
8GB
(2x 4GB Kit)
x3455 , x3655 & x3755,x3950M2 + x3610
PC2-5300 CL5 ECC DDR2 667MHz RDIMM
1GB
(2x 512MB Kit)
2GB
(2x 1GB Kit)
4GB
(2x 2GB Kit)
Single Rank
4GB
(2x 2GB Kit)
4GB
(2x 2GB Kit)
8GB
(2x 4GB Kit )
8GB
(2x 4GB Kit )
16GB
(2x 8GB Kit )
x3200M2, x3250M2, x3350
PC2-6400 CL6 ECC DDR2 800 DIMM
1GB
(2x 512MB Kit)
2GB
(2x 1GB Kit)
4GB
(2x 2GB Kit)
© 2009 IBM Corporation
Did you know?
• IBM Memory automatically assumes the IBM server warranty
• Increasing memory can increase performance in most applications
• More VMs for customers who virtualize their workloads
• Using fewer large capacity DIMMs can cut power cost.
• Large DIMM capacities leave room to grow
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Servers
High Volume
Add CPU cores or upgrade to faster processor
What to propose
Benefits to customer
• Propose higher core processors and/or higher BIN processors
• Boost system performance with a modest increase in system price
• Propose second processor at time of server sale as additional cost
spread across the system purchase
• Applications scale better with the addition of a second processor
• Buying higher speed processors can eliminate the need for additional
servers as you grow your business
• Higher-end processors enhance server performance for a minimal increase
in TCO
Configuration information
Did you know?
• Software vendors do not always license per core so customers can get more
application performance by increasing the number of processor cores.
• The processor is like the engine in a car. A faster processor will put more
muscle in a server.
32% more
performance
© 2009 IBM Corporation
• Higher BIN processors provide much better performance/watt
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Servers
High Volume
Economically priced full RAID solution with advanced data protection capabilities
What to propose
Benefits to customer
ServeRAID-MR10i and MR10M SAS/SATA controllers
• High-performance RAID architecture featuring LSI1078 ROC (RAID on
chip) for best-in-class storage subsystem performance.
• Ideal for supporting server applications including e-mail, database, video
streaming, web content, video-on-demand, security and surveillance, and
reference data storage.
• Provides investment protection by supporting SAS and SATA hard drives.
• Dedicated Storage processor / IO controller and cache with battery backup
option provides full featured RAID stack (RAID 0, 1, 5, 10, 50, 6 and 60).
Configuration information
Did you know?
Option
SBB/MFI
Description
• RAID 6 protection provides recovery from simultaneous two drive failure or
an uncorrectable error while rebuilding in degraded mode.
43W4296
44E8825
43W4298
43W4340
ServeRAID-MR10i SAS/SATA Controller
ServeRAID-MR10M SAS/SATA Controller
with Remote Battery Kit
• Half-Length Form Factor is ideal for space limited server environments.
• Advanced RAID Management Suite allows administrators to efficiently
configure, monitor and manage RAID volumes locally or over the network.
• Intelligent battery backup unit provides an additional layer of data
protection.
© 2009 IBM Corporation
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Servers
High Volume
Keeping confidential data available and secure
What to propose
Benefits to customer
• Delivers cost effective state of the art security with advanced XTS-AES-256
IEEE 1619 disk encryption.
ServeRAID-MR10is Vault controller
• Safeguards against costly security breaches and exposure of proprietary
data if a system or hard drive is stolen
• Helps to ensure compliancy with data security, information disclosure, and
privacy regulations for data at rest.
• Securely erases data for disk disposition, redeployment, or service calls.
• Supports all key RAID levels (0, 1, 10, 5, 50, 6, 60) for mission critical
applications.
Configuration information
Option
SBB/MFI
Description
44E8695
44E8839
ServeRAID-MR10is VAULT SAS/SATA
Controller
Did you know?
• Eliminating business impact and personal liability caused by exposure to
regulation if data stolen or otherwise lost can save you up to $14M per
incident.
• Drives can be re-deployed or sold into secondary channel, instead of
destroyed or erased.
• Failing drives under warranty can be returned or repaired.
• ServeRAID-MR10is Vault controller also provides HW RAID 0/1/5/6 function.
© 2009 IBM Corporation
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Servers
High Volume
Drive Intelligent Power Management Solutions
What to propose
Intelligent Power Distribution Units (PDU+) versus basic PDUs
Benefits to customer
• Enables cross-platform rack level power & thermal trending analysis for
improved power management
• Single pane of glass reporting with integration into IBM Systems Director
Active Energy Manager
• Provides exceptional scalability and flexibility: The modular design enables
users to mix and match components and line cords to accommodate growing
or changing power distribution needs.
• Provides remote accessibility for lights out datacenter environments
• Maximum power density in space efficient 1U form factors
Configuration information
39M2816 IBM DPI C13 PDU+
• 12 IEC-320-C13 Receptacles
• NA 1Ø 30A & 60A Offerings (DPI Line Cord (LC) Dependant)
• AP & EMEA 1Ø 32A, 63A & 3Ø 32A Offerings (DPI LC Dependant)
DPI Line Cord Options:
• 40K9611 IBM DPI 32a Cord (IEC 309 3P+N+G)
• 40K9612 IBM DPI 32a Cord (IEC 309 P+N+G)
• 40K9613 IBM DPI 63a Cord (IEC 309 P+N+G)
• 40K9614 IBM DPI 30a Cord (NEMA L6-30P)
• 40K9615 IBM DPI 60a Cord (IEC 309 2P+G)
• 40K9617 IBM DPI Australian/NZ Cord
• 40K9618 IBM DPI Korean Line Cord
© 2009 IBM Corporation
Did you know?
• According to IDC, by 2010 for every $1 spent on hardware, 70 cents will be
spent on power and cooling and by 2012 for every $1 spent on hardware,
$1 will be spent on power and cooling
• Proposing a properly sized monitored PDU can help increase power
efficiency & lower infrastructure costs
• 1U PDUs can be mounted in the side pockets (0U) compartments in our
racks preserving valuable rack space
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Servers
High Volume
High Performance Fibre Channel solution for external shared storage
What to propose
8Gb FC Single and Dual port HBAs for IBM System x
Benefits to customer
• Advanced management suite allows administrators to efficiently configure,
monitor and manage HBA and fabric.
• 1.6Gb/sec throughput per port provides the superior performance required
by clients with mission critical storage applications.
• These HBAs are part of a solution of switches, fabric and management
tools forming a comprehensive storage offering.
• Fibre Channel HBAs for IBM System x are optimized for virtualization,
active power management and high performance computing needs.
Configuration information
Did you know?
Option
SBB/MFI Description
• In-flight data encryption provides end-to-end security while solving the
business challenges posed by security and regulatory compliance.
42D0485
42D0494
42D0501
42D0510
46M6049
46M6050
42D0486
42D0495
42D0502
42D0511
46M6051
46M6052
• Unified SAN Management tools can easily manage and optimize
resources by extending fabric intelligence and services to servers saving
you valuable management dollars.
Emulex 8Gb FC Single-port HBA for IBM System x
Emulex 8Gb FC Dual-port HBA for IBM System x
QLogic 8Gb FC Single-port HBA for IBM System x
QLogic 8Gb FC Dual-port HBA for IBM System x
Brocade 8Gb FC Single-port HBA for IBM System x
Brocade 8Gb FC Dual-port HBA for IBM System x
• True low-profile MD2 form factor is ideal for space limited server
environments.
• 8Gb Fibre Channel HBAs can auto-negotiate with 4Gb and 2Gb
environments providing investment protection.
© 2009 IBM Corporation
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Servers
Memory
Cores/Processor Speed
I/O
Solid State Drive Technology
Services
Financing with IGF
Hardware Maintenance
Software Support
Implementation ServicePacs
Software
Systems Director
VMware
Oracle
SAP
External Storage
External Storage
© 2009 IBM Corporation
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Servers
High End
Boost memory configuration
What to propose
Benefits to customer
• For virtual environments or customers running highly memory intensive
applications like SQL, Oracle, and DB2, maximize the memory.
• 8GB solution w/2 4GB DIMMs uses up to 21% less watts power then 4 2GB
DIMMS
• Upsell up to 4 memory cards, each configured with up to 8 memory
DIMMs
• Compatibility tested & tuned for optimal System x performance & throughput
• Fill up to 32 DIMM slots with either 2, 4, or 8GB memory
• Tested to ensure IBM signal clarity & electrical guard band tolerances are
met for better overall system performance
• IBM memory specifications integrated into the Light Path Diagnostics for
immediate system performance feedback & optimum system uptime
Configuration information
Did you know?
• IBM Memory automatically assumes the IBM server warranty.
• Increasing memory can increase performance in most applications;
using fewer large capacity DIMMs can cut power cost and leave
room to grow:
• eX4 architecture employs 4 memory cards, with each card having
two Advanced Buffer eXecution chips to buffer the DDR2 PC-5300
DIMMs. These chips move the 4.5 watts per DIMM in FB-DIMM
technology off of the DIMM and onto the memory card, thereby
consolidating the total power draw to 10 watts per memory card,
which reduces overall power consumption.
© 2009 IBM Corporation
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Servers
High End
Add CPU cores or upgrade to faster processor
What to propose
• 2 processors are standard in a preconfigured system, with a
maximum of 4 processors
• For a 4-socket server, the obvious upsell is to fill the remaining 2
sockets
Benefits to customer
• Decrease the number of servers via consolidation and save:
•Management costs
•Power/cooling costs
•Maintenance costs
•Footprint costs
• Boost system performance with a modest increase in system price
• Applications scale better with the addition of a second processor
• Buying higher speed processors can eliminate the need for additional servers
as you grow your business
Configuration information
Did you know?
• Software vendors do not always charge more per core so customers
can get more application performance by increasing the number of
processor cores.
• The processor is like the engine in a car. A faster processor will put
more muscle in a server.
© 2009 IBM Corporation
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Servers
High End
Integrate solid state technology
What to propose
For performance acceleration, greater reliability, and increased energy
savings, propose:
• New high IOPS solid state drive
Benefits to customer
• Extreme reliability: 4X availability of traditional server level disks
• High IO performance: Up to 8X IOPS more than HDDs (67/33% read/write
OLTP transaction base mix)
• Yield better $/IOPS: Less capacity (GB) required to achieve higher IOPS
• Ultra low power…87% less than traditional spinning SAS drives (~16W/blade)
• For a data room of NNN servers, savings of x translates to savings of over
$xyz in annual power and cooling costs.
• At rack level, save enough power to add 5 additional servers in same power
envelope.
Configuration information
43W7722
IBM 50GB SATA 2.5" SFF HS High IOPS SSD
Did you know?
• IBM Enterprise Solid State Drives (SSD) will consume 88% less power
• These drives deliver 4X the availability of standard SAS drives
• IBM SSD is supported by all operating systems and applications
• Traditional HDDs account for half of all service/repair calls. With SSDs,
that’s a thing of the past
© 2009 IBM Corporation
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Servers
High End
Provide more I/O flexibility
What to propose
• Server has 7 I/O slots
• For environments requiring fast upload of data to storage devices,
connectivity, and networking needs, propose any of the following:
• For storage and networking needs, high performing I/O
adapters
Configuration information
Benefits to customer
• As the number of cores in a processor has increased, the need to supply
these cores with enough I/O to keep them busy has become an increasing
problem. The eX4 platform addresses this by providing seven x8 PCI-e I/O
slots.
• Additionally, the eX4 platform has integrated dual Broadcom 5709c network
chips on the planar board.
Did you know?
• The storage tasks for eX4 systems are handled by an LSI 1078 SAS.
• This controller supports RAID levels of 0 and 1 in the base system.
The addition of the ServeRAID™ MR10k, which is a RAID-on-a-chip
(ROC) solution, supplies 256MB of battery-backed cache and works
with the on-board LSI 1078 chipset to provide additional functionality
© 2009 IBM Corporation
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Services
Financing
Finance through IGF incentives
What to propose
• Present a monthly payment option with every proposal.
• Include all deal components in your financing proposal; IGF will finance
both IBM and non-IBM hardware, software and services.
Benefits to customer
• Leasing can lower IT acquisition costs anywhere from 10-20%; and lower
overall TCO in outlying years.
• Leasing helps minimize technology obsolescence risk.
• Leasing can increase purchasing power and help stretch budgets.
• Leasing eliminates asset disposal concerns; IGF bears that responsibility.
• Leasing helps better match upfront project costs to expected benefits,
providing clients a “faster time to value.”
Additional Revenue from Sale
• IBM sellers earn a 15% revenue and profit uplift on every deal financed.
• Business partners earn fees on every financed transaction.
Did you know?
• IBM Market Intelligence validated that all sellers have a higher odds to
win when IGF is included in their opportunity.
• 36% higher odds with IGF for STG opportunities over $100K that are
owned by a business partner.
Check with your local IGF representative for details.
Links:
IBM Hardware Financing
• For competitive deals, IGF asset buyback and disposal capabilities can
simplify the migration process and potentially provide clients value on
their older equipment. Total solution financing of IBM and non-IBM
hardware, software and services can also be a competitive differentiator
for you in positioning IBM.
• Leasing helps drive customer loyalty because IGF owns the asset and
provides you ongoing reason of call.
© 2009 IBM Corporation
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Services
Services
Include software support
What to propose
SupportLine or Remote Technical Support (RTS) ServicePacs for:
• System x Microsoft, Linux and VMware
• System x Linux Support with Subscription
SupportLine is used with the annuity contracts, ServiceElite, and
ServiceSuite.
Benefits to customer
• Comprehensive remote technical support for servers, storage, operating
systems and applications
• Toll-free access to live technical experts
• Unlimited calls and unlimited callers – call as often as needed
• Fast, precise answers and problem resolution
• Hardware, software and support from a single source
Additional Revenue from Sale
Did you know?
SupportLine and RTS are priced very reasonable and are commensurate
with the various System x platform prices:
• You can order software services using ServicePacs as well as via annuity
contracts like ServiceElite and ServiceSuite.
• Pricing ranges from $110 to $8000 depending on server, service and
length of contract.
• Most customers expect an E2E solution to contain software support in the
proposal.
Links:
Service Pac for Remote Technical Support Services
© 2009 IBM Corporation
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STG 1Q09 Sales Initiative
IBM Seller Use Only: Not for Customer Distribution
Services
Services
Add hardware maintenance
What to propose
Warranty and Maintenance Options:
• When you are selling a new machine you should first consider a Warranty
Service Upgrade (WSU). WSU will provide additional levels of hours and
days covered as well as improved response time objectives during the
warranty period.
• Also, customers may wish additional years of Maintenance coverage
beyond Warranty. Maintenance Options are available to extend the service
period by 1 and 2 years with various hours/days/response time objectives.
Additional Revenue from Sale
• Warranty and Maintenance Options range from $150 to over $6000.
• Typically the pricing for most WSU and Maintenance Options fall between
$500 to $2000 per machine.
Benefits to customer
• Warranty and Maintenance Options allow customers to upgrade the base
warranty to the levels of service they require for enhanced responsiveness
and availability.
• Extending the Maintenance period beyond warranty will ensure uninterrupted
service coverage post warranty.
• Minimize costly downtime, protect against outages & accelerate recovery.
• Service can be purchased with the product or at any time during the original
product warranty period.
Did you know?
• You may be eligible to include a 5% of TI Challenge in your sales plan for
selling ServicePacs. See your manager for additional details.
• WAMO services are available in ServicePacs as well as with annuity
contracts like ServiceElite and ServiceSuite.
Links:
MTS Sales One Hardware Maintenance
© 2009 IBM Corporation
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STG 1Q09 Sales Initiative
IBM Seller Use Only: Not for Customer Distribution
Services
Services
Implementation ServicePacs
What to propose
• Drive additional IBM revenue with the sale of the Hardware.
• Position for additional hardware sales.
• Provide clients with a solution to allow them to achieve a faster
return on their investment
Benefits to customer
• Rapid design and implementation by dedicated, experienced resources which
frees up limited client resources
• End-to-end solution from one provider
• Expertise with IBM technology to accelerate adoption of new product
capabilities for faster ROI
• Access to deep technical IBM skills who have extensive, first-hand
knowledge of IBM server and storage products
• Knowledge transfer to client staff
Additional Revenue from Sale
$4,000 - $7,000
GTS installation services are available for any BladeCenter and/or rackmounted server configuration. Installation services include: plan the
implementation, rack and stack BladeCenter chassis, update BIOS and
firmware as required, install supported Microsoft or Linux OS and configure
basic networking. Services include: testing/verification of server operation and
2 hours of basic skills instruction for 2 employees. Server is then turned over to
customer for application and data loading.
Links:
Server Product Services for System x
IBM Implementation Services for System x – ServicePac
Implementation Services for System x Data Sheet
Did you know?
It’s more than just out-of-box experience – it’s helping our customers
with an end-to-end approach.
Reasons clients give when they leave a vendor
for another company
Customer
Service 68%
Product
Other
5% 12%
Price
15%
Source: WW Client Sat data
© 2009 IBM Corporation
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STG 1Q09 Sales Initiative
IBM Seller Use Only: Not for Customer Distribution
Software
Software
IBM Systems Director for BladeCenter Offerings
What to propose
• Implement Systems Director and its extensions
Benefits to customer
• Simplifies management of physical and virtual infrastructure.
• Active Energy Manager
• Reduces time-consuming management tasks.
• TPM for OS Deployment
• Improves system availability and performance.
• Virtual Image Manager
• Virtual Availability Manager
• Enables delivery of quality services with integration with Tivoli.
• Bridge to Tivoli for cross-enterprise management
Additional Revenue from Sale
• Depends on size of customer environment
• Above Systems Director extensions are fee-based
Did you know?
• Systems management is sticky - it increases a customer’s likelihood of
repurchasing IBM hardware; customers who use Systems Director are 70%
more likely to buy IBM systems again.
• Systems Director to IBM Tivoli Monitoring bridge is no charge
• Customers can save an average 28% on server administration and energy
costs through enterprise-wide use of IBM Systems Director 6.1 over three
years. (ITG, 2008 study)
Don't forget to include Software Support as part of the proposal.
• The tight integration between Systems Director and Tivoli helps you compete
against HP. It delivers a set of unified offerings to help your clients align
their server operations with their business objectives. HP doesn’t have it.
© 2009 IBM Corporation
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STG 1Q09 Sales Initiative
IBM Seller Use Only: Not for Customer Distribution
Software
Software
IBM Systems Director for High Volume Offerings
What to propose
• Implement Systems Director and its extensions
Benefits to customer
• Simplifies management of physical and virtual infrastructure.
• Active Energy Manager
• Reduces time-consuming management tasks.
• TPM for OS Deployment
• Improves system availability and performance.
• Virtual Image Manager
• Virtual Availability Manager
• Enables delivery of quality services with integration with Tivoli.
• Bridge to Tivoli for cross-enterprise management
Additional Revenue from Sale
• Depends on size of customer environment
• Above Systems Director extensions are fee-based
Did you know?
• Systems management is sticky - it increases a customer’s likelihood of
repurchasing IBM hardware; customers who use Systems Director are 70%
more likely to buy IBM systems again.
• Systems Director to IBM Tivoli Monitoring bridge is no charge
• Customers can save an average 28% on server administration and energy
costs through enterprise-wide use of IBM Systems Director 6.1 over three
years. (ITG, 2008 study)
Don't forget to include Software Support as part of the proposal.
• The tight integration between Systems Director and Tivoli helps you compete
against HP. It delivers a set of unified offerings to help your clients align
their server operations with their business objectives. HP doesn’t have it.
© 2009 IBM Corporation
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STG 1Q09 Sales Initiative
IBM Seller Use Only: Not for Customer Distribution
Software
Software
IBM Systems Director for High End Offerings
What to propose
• Implement Systems Director and its extensions
Benefits to customer
• Simplifies management of physical and virtual infrastructure.
• Active Energy Manager
• Reduces time-consuming management tasks.
• TPM for OS Deployment
• Improves system availability and performance.
• Virtual Image Manager
• Virtual Availability Manager
• Enables delivery of quality services with integration with Tivoli.
• Bridge to Tivoli for cross-enterprise management
Additional Revenue from Sale
• Depends on size of customer environment
• Above Systems Director extensions are fee-based
Did you know?
• Systems management is sticky - it increases a customer’s likelihood of
repurchasing IBM hardware; customers who use Systems Director are 70%
more likely to buy IBM systems again.
• Systems Director to IBM Tivoli Monitoring bridge is no charge
• Customers can save an average 28% on server administration and energy
costs through enterprise-wide use of IBM Systems Director 6.1 over three
years. (ITG, 2008 study)
Don't forget to include Software Support as part of the proposal.
• The tight integration between Systems Director and Tivoli helps you compete
against HP. It delivers a set of unified offerings to help your clients align
their server operations with their business objectives. HP doesn’t have it.
© 2009 IBM Corporation
31
STG 1Q09 Sales Initiative
IBM Seller Use Only: Not for Customer Distribution
Software
Software
Oracle Applications & Database for BladeCenter Offerings
What to propose
• BladeCenter S for an All-in-one solution for SMB/MM customers to host
all 3-tiers of a Oracle E-Business Suite or JD Edwards infrastructure
• BladeCenter H for Oracle DB and Oracle Cluster (RAC) opportunities for
MM to Large Enterprise opportunities
• BladeCenter E for Oracle Application and database solutions that require
more then 6 total blades
Benefits to customer
• BladeCenter S with new RSSM module can easily support from 1-1000
concurrent users for Oracle E-Business and JD Edwards customers and
requires only 110V power. Internal storage eliminates need for external
storage.
• BladeCenter H with 10GB back plane offer ample bandwidth for the largest
Oracle DB customers.
• BladeCenter can run up to 4 different operating systems to allow for multiple
workloads to be re-hosted and run simultaneously .
Configuration information
Did you know?
• Lead with HS12 blade for SMB opportunities up to 500 concurrent
users.
• System x – Oracle sales kit has many references, and technical papers to
help position blades with Oracle solutions.
• Lead with HS21 XM and follow on HS22 for opportunities greater then
500 concurrent users.
• BladeCenter tops Dell on Oracle Telco Application benchmark.
• Always configure one spare blade and sell IBM Director’s ability to
automatically have the spare blade assume the workload for any faulty
blade.
Don't forget to include Software Support as part of the proposal.
© 2009 IBM Corporation
• BladeCenter has leading PeopleSoft benchmarks using AMD based
blades. Plus new LS42/Shanghai result is due end of Q1.
• Wells Fargo Bank runs their commercial loan application on 1,500 Intel
based blades.
• Oracle customer briefing centers in Atlanta, Georgia; and Reading, UK
have BladeCenter for customers to test Oracle product on.
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STG 1Q09 Sales Initiative
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Software
Software
Oracle Application and Database for High Volume Offerings
What to propose
Benefits to customer
• X3550 (x3550 M2) as the Application and web tier for any
configuration with more then 200 users
• System x usually saves power and space compared to other vendor’s
offerings.
• X3650 (x3650 M2) for an All-in-one solution for customers to run an
Oracle ERP solution with all three tiers on one server
• Oracle VM will allow for virtualized solutions on high volume servers.
• X3450 single socket may be configured to run the web and apps tier
for SMB to MM customers when future growth is slow to moderate
Configuration information
• Oracle DB required 8GB of memory as a base,
• 10 GbE or IB is not required for Oracle Cluster (RAC) configurations
• Oracle does not allow the internal RAC and external communication to
be on the same I/O cards.
• Most customers prefer Linux to Windows as an operating system.
Don't forget to include Software Support as part of the proposal.
© 2009 IBM Corporation
• Cost effective solution for customers who do not want to invest into
BladeCenter infrastructure and to match the price points of Dell.
Did you know?
• IBM Oracle Competency Center proved 2 years ago that 2-socket rack
optimized servers can run up to 200 concurrent users in an All-in-one
solution.
• Oracle Professional Services recommends the x3550/x3650 to many
customers looking at Oracle E-Business Suite and JD Edwards.
• Oracle Retail developed their Standard Edition v12 product on the x3650
server.
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STG 1Q09 Sales Initiative
IBM Seller Use Only: Not for Customer Distribution
Upsell Software
Software
Oracle Application and Database for High End Offerings
What to propose
• X3950 M2 for Oracle DB scale-up opportunities for MM and large
enterprise customers
• X3850 M2 for SMB to MM database opportunities
• X3850 M2 for cluster (RAC) opportunities for >SMB customers, from
1 to 4 nodes
• SCON solutions require Oracle VM to setup the hard and soft
partitions
Benefits to customer
• Only IBM offers customers the ability to scale up to 16 sockets.
• eX4 chipset frees up more CPU cycles to process real work.
• ChipKill Memory, Memory eXpand, etc. help improve the availability of the
database server.
• X3950 M2 16-socket implementation, can transform to a cluster (RAC)
solution by adding OS license/chassis and Oracle RAC licenses.
• Oracle VM allows for sub-capacity pricing, one only has to license the
sockets or cores needed to run the DB not all sockets in the server.
Don't forget to include Software Support as part of the proposal.
Configuration information
Did you know?
• All sizings should be based upon a review by Techline of a completed sizing
questionnaire.
• X3850 M2 with 6-core Intel Xeon 7400 series set the #1 result on the Oracle
Application Standard Benchmark Payroll batch v12 beating HP by 17%.
• A rule of thumb is to configure at least 8GB of memory and then a 2 : 1 ratio of
memory to cores.
• X3850 M2 set the #1 result on Oracle E-Business (PiMMS) benchmark
running RHEL.
• Scaling up to 8 socket+ for the x3950 M2 requires Oracle Database 10g
V10.0.2.4 or Oracle Database 11g.
• Joint testing with Oracle using TPC-H workload showed scalability of
3.37/4.00 scale for the x3950 with 16-sockets and Oracle Database 11g.
• 10GbE is not required as the communication between nodes in a cluster is not
of sufficient volume to warrant this bandwidth.
• Oracle reps want to work with IBM instead of HP or Dell because the Oracle
rep can maintain complete control over 100% of the Oracle licensing pricing.
• Oracle VM run on top of Oracle Enterprise Linux – both of these products are
only available and supported by Oracle.
• Oracle does not allow the internal RAC and external communication to be on
the same I/O cards.
© 2009 IBM Corporation
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STG 1Q09 Sales Initiative
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Software
Software
VMware Server Virtualization Solutions for BladeCenter Offerings
What to propose
Benefits to customer
• BladeCenter S and VMware: This is the ideal all in one solution for
SMB/MM customers.
• BladeCenter S supports up to 12TB of internal storage and can support more
than 75+ workloads.
• BladeCenter E and VMware: This is the ideal solution for SMB/MM/LE
customers that are highly space and power constrained.
• BladeCenter E is our most power efficient and dense blade server offering.
Combined with VMware we can deliver extreme workload density and power
efficiency is a small amount of space.
• BladeCenter H and VMware: This is the ideal solution for MM/LE
customer that require high performance and maximum I/O bandwidth for
their virtualized workloads
• Virtual Client Solutions with VMware View: This is the ideal solution for
SMB/MM/LE for Desktop Virtualization
Configuration information
• BladeCenter H with 10Gb midplane offers ample bandwidth for larger Virtual
Machines supporting applications like SAP and DB2
• In general, when VMware is combined with our broad server portfolio it can
help to reduce complexity, increase IT resiliency, increased flexibility and can
increase server utilization and decrease operating costs by 50%-70%.
Bottom line IBM BladeCenter can help to save the customer money – NOW!
Did you know?
•
Lead with HS22 to maximize virtual machines per blade server
while reducing overall power consumption and IT costs.
• The VMware sales kit has many references, and technical papers to help
you understand and communicate the benefits of blades and virtualization.
•
Include BladeCenter Open Fabric Manager (I/O Virtualization to
simplify blade server deployment, redeployment and expansion
while increasing server resiliency.
• The New Orleans Saints used BladeCenter S and VMware to consolidate
the teams servers which resulted in reduced power/cooling costs and
space.
•
Always include remote storage (N
Series/DS3000/DS4000/DS5000) with your BladeCenter E and H
configurations and include VMware vCenter Site Recovery
Manager (SRM)
• The City of Stirling saved over $1M in IT costs with IBM BladeCenter H
and VMware.
Don't forget to include Software Support as part of the proposal.
© 2009 IBM Corporation
• That IBM is the only blade server offering that provide redundant I/O and
power connections from every blade in every chassis reducing the risk of
losing multiple virtual machine if one I/O or power connection from the
server were to go offline for any reason. No system admin would ever
want to rely multiple VMs (workloads) on one I/O connection.
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STG 1Q09 Sales Initiative
IBM Seller Use Only: Not for Customer Distribution
Software
Software
VMware Server Virtualization Solutions for High Volume Offerings
What to propose
• x3650 M2 and/or x3550 M2 and VMware: For SMB/MM/LE
customers that are dealing with server sprawl and eases the
management of many servers running single infrastructure and
collaboration applications.
• x3400 M2 and/or x3500 M2 and VMware: For SMB/MM/LE
Distributed customers that would like to leverage internal storage
and save costs while reducing server count and increasing server
utilization.
Configuration information
• With the x3650 M2 and x3550 M2 configure maximum memory to
maximize the number of VMs per server.
• Always configure your system with redundant I/O (Ethernet and/or Fibre
Channel) and redundant power. Resiliency is paramount when running
multiple workloads per server.
• Always include remote storage (N Series/DS3000/DS4000/DS5000)
with your configurations and include VMware vCenter Site Recovery
Manager (SRM)
Benefits to customer
• Including VMware with a rack configuration is a cost effective way to reduce
IT costs, reduce complexity, increase flexibility of some of the most frequently
used applications in the data center today.
• Customer can reduce power consumption and increase responsiveness by
implementing VMware with their file print, email, and distributed database,
applications.
Did you know?
• Asio.net reduced its cooling and power consumption costs by 60 percent
and enabled itself to sustain rapid growth by consolidating nearly 100
standalone servers on four IBM System x3650.
• Carillion PLC virtualization solution replaced 92 servers, System x servers
(x3650 and x3850) and minimized server footprint and complexity, and
increased utilization >70%.
• Florida Cancer Specialists acquired the x3650 to support a new electronic
medical record system. This affordable, scalable and highly reliable
solution reduced energy costs and increased flexibility and resiliency
Don't forget to include Software Support as part of the proposal.
© 2009 IBM Corporation
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STG 1Q09 Sales Initiative
IBM Seller Use Only: Not for Customer Distribution
Upsell Software
Software
VMware Server Virtualization Solutions for High End Offerings
What to propose
• x3950 M2 and VMware: For MM/LE customers who need the
support of the maximum number VMs per server and/or the support
of large VMs for larger workloads/applications.
• x3850 M2 and VMware: For MM/LE customers who need to support
a moderate number of VMs per server and moderately sized VMs.
• x3755 (4P) and VMware: For MM/LET customers that are price
sensitive and are looking for the best Price/Performance,
Performance per Watt, for applications that need fast access to
memory.
Benefits to customer
• Only IBM offers customers the ability to scale up to 16 sockets, 96 processor
cores and 1TB of memory. This allows high performance for a large number
and large-sized VMs. eX4 server provide unmatched scalability and
consolidation
• eX4 chipset provide many unique resiliency features required of a virtualized
environment . These systems have 3 levels of memory protection with Active
Memory and 3 levels of memory protection with Active Memory protection,
Extended I/O technology for balanced system performance and Increased
snoop filters reducing the need for memory access.
• When eX4 servers are combined with VMware, it can help to reduce
complexity, increase IT resiliency, increased flexibility and can increase
server utilization and decrease operating costs by 50%-70%. Bottom line
IBM BladeCenter can help to save the customer money – NOW!
Configuration information
Did you know?
•
To maximize the number of VMs per server, maximize your memory
configurations.
•
IBM System x 3850 M2 has 29% better virtualization performance per
watt than the HP DS585
•
Always configure your system with redundant I/O (Ethernet and/or
Fibre Channel) and redundant power. Resiliency is paramount when
running multiple workloads per server.
•
IBM System x 3950 has 100% more flexibility over the competition
•
System x 3850 has 15% lower cost per VMware VM the HP DL580 G5
(based on the latest VMmark and HP web pricing)
Always include remote storage (N Series/DS3000/DS4000/DS5000)
with your configurations and include VMware vCenter Site Recovery
Manager (SRM)
•
System x 3850 Save up to $790 per server per year in power costs over
the HP DL580 G5 (based on the latest VMware and HP web pricing.
•
IBM System x eX4 provides outstanding price performance
•
© 2009 IBM Corporation
37
STG 1Q09 Sales Initiative
IBM Seller Use Only: Not for Customer Distribution
Software
Software
SAP Applications for BladeCenter Offerings
What to propose
• Integrate and consolidate SAP applications and landscapes on BladeCenter
• BladeCenter S for an SAP Business One or Business All-in-one solutions
for SMB/MM customers to host all 3-tiers of a SAP infrastructure
• BladeCenter H for SAP Business Suite opportunities for MM to Large
Enterprise opportunities
• BladeCenter E for SAP Business Suite Applications that require more then 6
total blades
• BladeCenter H and HS21 XM or HS22 (future) for customers implementing
SAP Business Warehouse Accelerator
Configuration information
Benefits to customer
• BladeCenter S with new RSSM module can easily support from 1-1000
concurrent users for SAP Business All-in-One customers and requires only
110V power. Internal storage eliminates need for external storage.
• BladeCenter H with 10GB back plane offer ample bandwidth and redundancy
for the largest SAP Business Suite customers.
• BladeCenter can run up to 4 different operating systems to allow for multiple
workloads to be re-hosted and run simultaneously.
• HS22 provides leading SAP application performance
Did you know?
• All sizings should be based upon a Techline review of a completed
sizing questionnaire.
• System x – SAP sales kit has many references, and technical papers to
help position blades with SAP solutions.
• Lead with HS21 XM and follow on HS22.
• BladeCenter H leads in SAP Business Warehouse Accelerator
deployments
• Always configure one spare blade and sell IBM Director’s ability to
automatically have the spare blade assume the workload for any faulty
blade.
• Include virtualization, high availability, backup, and recovery
requirements in configuration.
• We have over 10 SAP Business Warehouse Accelerator customer
references
• We have standard BladeCenter S configurations for SAP Business All-inOne for 60 – 250 users
• Lead with HS12 blade for SAP Business One for small business
solutions up to 200 users.
© 2009 IBM Corporation
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STG 1Q09 Sales Initiative
IBM Seller Use Only: Not for Customer Distribution
Software
Software
SAP Applications for High Volume Offerings
What to propose
Benefits to customer
• X3550 (x3550 M2) as the Application and web tier
• Industry leading 2 socket SAP SD 2 tier benchmark performance.
• X3650 (x3650 M2) for an SAP Business All-in-One solution for
customers to run an SAP ERP solution with all three tiers on one
server
• System x usually saves power and space compared to other vendor’s
offerings.
• X3650 M2 with SAP Discovery system preload for customers
looking to upgrade or implement new SAP applications
• Cost effective solution for customers who do not want to invest into
BladeCenter infrastructure and to match the price points of Dell.
• Tower models for small business customers running SAP Business
One
Configuration information
Did you know?
• All sizings should be based upon a Techline review of a completed
sizing questionnaire.
• X3650 M2 has the leading 2 socket SAP SD tier benchmark result of
5100 users providing 2.1% more users than the HP ProLiant DL380 G6.
• SAP applications typically require a minimum of 4-8GB of memory per
processor core as a base.
• System x – SAP sales kit has many references, and technical papers to
help position blades with SAP solutions.
• Include virtualization, high availability, backup, and recovery
requirements in configuration.
• X3650 M2 with SAP Discovery system integrates a complete SAP
environment used by customers and SIs for SAP application development
and upgrades.
© 2009 IBM Corporation
39
STG 1Q09 Sales Initiative
IBM Seller Use Only: Not for Customer Distribution
Upsell Software
Software
SAP Applications for High End Offerings
What to propose
• X3950 M2 for SAP scale-up opportunities for MM and large
enterprise customers
• X3850 M2 for SAP database tier opportunities (SQL Server, DB2,
Oracle, MaxDB)
• X3950 M2 to virtualize and consolidate SAP application workloads
Benefits to customer
• Only IBM offers customers the ability to scale up to 16 sockets.
• eX4 chipset frees up more CPU cycles to process real work.
• ChipKill Memory, Memory eXpand, etc. help improve the availability of the
database server.
• X3650 M2 offers leading SAP SD 2 tier benchmark performance with proof
points highlighting the ability to scale to 16 sockets.
• Virtualizing SAP workloads can speed SAP application deployment.
Configuration information
• All sizings should be based upon a Techline review of a completed sizing
questionnaire.
• Rule of thumb is to configure at least 4-8GB of memory per processor core.
• Include virtualization, high availability, backup, and recovery requirements in
configuration.
Did you know?
• System x – SAP sales kit has many references and technical papers to help
position high end servers with SAP solutions.
• The x3850 M2 4-processor system with six-core Intel Xeon processor X7460
achieved 2.8% more users than HP DL 580 G5 with leadership result of 5300
SAP SD benchmark users.
• The x3950 M2 8-processor system with six-core Intel Xeon processor X7460
achieved 38% more SAP SD users than HP DL 785 G5 with leadership result
of 9200 SAP SD benchmark users.
• The x3950 M2 16-processor system with quad-core Intel Xeon processor
X7350 with leadership result of 10600 SAP SD benchmark users.
• X3850 M2 set the #1 4-processor, SAP SD two-tier benchmark result on Linux
with a result of 5,156 SAP SD users and beat the leading 4-processor result
on Windows held by HP ProLiant DL580 G5’s at 5,155 SAP SD users.
• X3850 M2 set the #1 4-processor result on SAP SD two-tier virtualization
benchmark running on Windows with VMware ESX Server 3.5. The result
achieved on a 2 virtual CPU machine beat HP ProLiant DL580 G5 by 5.8%.
© 2009 IBM Corporation
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STG 1Q09 Sales Initiative
IBM Seller Use Only: Not for Customer Distribution
Upsell Software
Software
Microsoft ESB for BladeCenter S and High Volume
(Available via Reseller Options Kit)
What to propose
Microsoft Essential Business Server includes:
• Management Server (Networking, Active Directory, File & Print)
• Messaging Server (Exchange Server 2007, Forefront Security for
Exchange Server)
• Security Server (Internet Security & Acceleration Server)
Additional Revenue from Sale
• Up to $5,000 additional software (under a System x part number via
the distributor Reseller Options Kit program)
Benefits to customer
•
•
•
•
Allow groups to work together on business documents
Stay connected securely to business while on the road
Access data and programs anywhere, anytime through browser access
Protect company data
• Backup and recovery procedures
• Keep IT up and running:
• Manageability
• Automated updates and patches
• Secure and protect network
• Security at the network edge to keep intruders out
• Malware and spam control
Did you know?
• The small and midsize business (SMB) IT solutions market is estimated to
grow to US$100 billion by 2010 according to various industry analysts.
Links for more information on MS EBS:
• http://www-03.ibm.com/systems/x/solutions/os/windows/ess.html
Don't forget to include Software Support as part of the proposal.
© 2009 IBM Corporation
• https://www304.ibm.com/jct09002c/partnerworld/wps/servlet/mem/ContentHandler/bcMicroEBSsk
.skit
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External Storage
External Storage
IBM SystemStorage™ DS3000 Series
What to propose
• DS3400, DS3300, or DS3200
• Additional upgrade premium features:
• FlashCopy and Volume Copy for local replication capabilities
• SAS and/or SATA drives
Benefits to customer
• Simplifies management with task-based DS3000 Storage Manager.
• Consolidation allows for storage to be accessible and shared by multiple
servers across their organization.
• Increases data availability and protection to support and 24/7 information
available on-demand.
• Improves drive utilization and reduces overall storage hardware costs.
Additional Revenue from Sale
• Drives
• Expansion enclosures
• Replication features
• Switches (FC, iSCSI or SAS connectivity module)
• HBAs, FSPs, etc.
• Cables
• Warranty
Did you know?
• All customers need storage! As data continues to grow at a rapid pace,
customers will look to you as a “total solution” provider to help them with
both their server and storage demands.
• Consolidating, or networking, of storage such as with the DS3000 series
offer an alternative to DAS which can substantially enable increased costsavings, manageability, and data protection by efficiently making use of
drive and IT resources as well ensuring high availability to data.
• External storage provides an on-going revenue stream. Consolidating
storage provides a level of expandability and scalability. As more storage is
needed, simply add an expansion enclosure and drives.
DS3000 Sales Kit
© 2009 IBM Corporation
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External Storage
External Storage
IBM SystemStorage™ DS4000 Series
What to propose
• DS4700 for outstanding performance, capacity and remote mirroring
capabilities
• Additional premium features for data protection
• FlashCopy/VolumeCopy
• Enhanced Remote Mirroring
• FC and/or SATA drives
Benefits to customer
• Robust, yet intuitive, management with new DS Storage Manager.
• Exceptional price/performance for mid-sized configuration meets
requirements while reducing overall storage hardware costs.
• Drive intermixing (tiered storage) enables customers to accommodate
performance and price points best suited to the type of data being stored.
• Pay-as-you-grow scalability lowers acquisition costs without sacrificing future
capacity growth.
• Consolidation allows for storage to be accessible and shared by multiple
servers across their organization.
• Increases data availability and protection to support and 24/7 information
available on-demand.
Configuration information
• Drives / drive intermix license
• More partitions
• Replication features
• Switches
• HBAs, FSPs, etc.
• Cables
• Warranty
DS4000 Sales Kit
© 2009 IBM Corporation
Did you know?
• All customers need storage! As data continues to grow at a rapid pace,
customers will look to you as a “total solution” provider to help them with
both their server and storage demands.
• The DS4700 (and DS4800) are certified by VMware with SRM (Site
Recovery Manager), an integrated, automated and affordable DR solution.
• The DS4700 offers outstanding backup and recovery integration for
Microsoft environment. This includes applications like Exchange and SQL
Server with the available (free of charge) VSS provider.
• The DS4700’s RAID 6 support provides significantly higher data protection
with a minimal performance penalty (~3% in SPC-2 testing).
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STG 1Q09 Sales Initiative
IBM Seller Use Only: Not for Customer Distribution
External Storage
External Storage
IBM SystemStorage™ DS5000 Series
What to propose
• DS5100 or DS5300 Fibre Channel / iSCSI storage systems for highest
performance, expandability, investment protection and remote mirroring
capabilities
• Additional premium features
• FlashCopy/VolumeCopy
• Enhanced remote mirroring
Benefits to customer
• Robust, yet intuitive, management with new DS Storage Manager.
• Best-in-class performance with linear scalability drives faster, more
responsive applications – increasing productivity, improving customer
satisfaction, and meeting SLAs.
• Drive intermixing (tiered storage) enables customers to accommodate
performance and price points best suited to the type of data being stored.
• Designed to handle the extreme workloads created by large-scale storage
consolidation – enabling lower TCO without sacrificing SLAs.
• Increases data availability and protection to support and 24/7 information
available on-demand.
Configuration information
• Drives
• More partitions
• Replication features
• Switches
• HBAs, FSPs, etc.
• Cables
• Warranty
Did you know?
• Business Intelligence is one of the top five spending priorities for the
current environment? The DS5000 is the ideal storage platform for Data
Warehouse application using Oracle and SQL Server.
• The DS5000 series is ideal for larger consolidation environments and
offers sustained balanced performance as demonstrated by the
Enterprise Strategy Group (ESG) performance test and white paper.
• The DS5000 is one of the best values in storage with included storage
management and host failover software as well as features such as data
in place migration and flexible host interconnects.
• The DS5000 has demonstrated outstanding performance for today’s
leading applications through SPC-1, SPC-2, Exchange, Oracle and
VMware benchmarks.
© 2009 IBM Corporation
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