IBM Systems and Technology Group
IBM System Storage - Tape
© 2009 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for customer distribution or use with customers.
IBM Systems and Technology Group
So how can IBM Tape help customers ?
Tape Drives
Tape automation
Tape
virtualization
By Providing a Comprehensive Tape Portfolio
2
Entry
Midrange
Enterprise
+
TS7500
(open)
TS7700
(mainframe)
TS7650G (Dedup)
TS2900
(3572)
TS3500
(3584)
TS3200
(3573)
TS3100
(3573)
3494
TS3310
(3576)
TS3400
LTO 3 & 4 HH
LTO 3 & 4
LTO Media
TS1100
(3592)
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3592 Media
© 2009 IBM Corporation
IBM Systems and Technology Group
Trends and Hot Topics for Tape
 Virtual tape
 De-duplication
 Encryption
 Denser Tape Libraries
 Multi-site backup and recovery
Customers want to simplify while lowering cost
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© 2009 IBM Corporation
IBM Systems and Technology Group
Storage Networking Technology
# 1 User Need and Planned Spending for Technology
Data deduplication/virtual tape lead customer spending
Source: TheInfoPro, Inc. Wave 10 Survey, Jan 2008
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© 2009 IBM Corporation
IBM Systems and Technology Group
IBM has provided Disk to Disk to Tape Solutions for years
IBM Solution
SAN
Tape Library
IP Network
Client Backup
Primary
Disk
Move to Tape
IBM Tivoli
Storage Manager
Uses IBM Tivoli® Storage Manager or other Backup/Restore ISV
Uses IBM disk
Exploits existing disk/software/tape infrastructure
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© 2009 IBM Corporation
IBM Systems and Technology Group
Tape Virtualization Overview
Business Servers
 Tape Virtualization emulates tape devices
– Servers write to virtual tape drives
– Virtual Tapes are created initially on physical disk
– Virtual tapes are migrated to physical tape
Backup
• Tapeless Virtual Tape Library gaining popularity
– Server has transparent access to data
 Virtual Tape Library customer benefits:
Virtual Tape Drives
– Reduced backup window
– Rapid Restore of data
– Improved manageability of backup data
Virtual Volumes migrate to
physical tapes
– Improved reliability of the backup-and-restore process
– Better utilization of tape resources through enhanced
functions of hardware compression, data de-duplication
or remote replication
Virtual Volumes
– Better utilization of existing floor space
Tape Library
Virtual Tape Library
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© 2009 IBM Corporation
IBM Systems and Technology Group
IBM Tiered Storage Virtual Tape Solutions
Balancing Performance, Infrastructure Assets, Business Continuity and Costs
TS7700 Virtualization Engine
TS7500 Virtualization Engine
For Mainframe Systems
For Open Systems
•High capacity (up to
1.3PB)
•High performance (up to
4.8GBps)
•IBM exclusives:
data/control path failover
Three Site GRID
Ultimate Business Continuity
•70% Shipment and Revenue Share*
•Replication with 2 or 3 site GRID
•Synchronous data communication
•Advanced tape management
•Supports physical tape for TCO and
data protection
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Enhanced Virtualization for Growing
Customer Environments
•Up to 512 Virtual Libraries
•Up to 4096 Virtual Drives
•Up to 256,000 Virtual Volumes
•Supports physical tape for TCO
and data protection
*Source: IDC, Worldwide Tape QView Q3 CY07
© 2009 IBM Corporation
IBM Systems and Technology Group
Virtual Tape Server
IBM #1 since 1997
Outboard Storage
Subsystem View
User's View
32-256 Virtual
3490E Automated
Tape Drives
359x Highlights
4-18 Drives
Performance
Data Availability
Capacity
Attachment
1,000,000 Virtual
Volume Automated
Storage




8
Self-contained,
self-managed,
independent,
sharable data
server
Target SystemZ marketplace
90% Reduction in Cartridges
30-50% Batch run improvement
No JCL Changes
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Escon and/or Ficon
© 2009 IBM Corporation
IBM Systems and Technology Group
Addressing the Data Center Data Protection Problem
Disk Space
…A breakthrough in data reduction is required to enable the
economical utilization of disk storage deeper in the life-cycle of the data
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© 2009 IBM Corporation
IBM Systems and Technology Group
What is Data Deduplication?
 Data deduplication (often called "intelligent compression") is a
method of reducing storage requirements by eliminating redundant
data. Only one unique instance of the data is actually retained on
storage media. Redundant data is replaced with a reference or
pointer to the unique data copy.
C
B
A
C
C
A
B
A
C
B
A
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2. Signature values are
compared to identify all
duplicates
B
A
C
A
B
B
A
1. Data building blocks are
evaluated to determine a
unique signature for each
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A
C
A
B
A
B
A
A
B
3. Duplicate data building
blocks are replaced with
references or pointers to
a single stored block,
saving storage space
© 2009 IBM Corporation
IBM Systems and Technology Group
Announcing: IBM acquires Diligent
 Privately held Company
 Founded June 2002
 Headquartered in Massachusetts
 Development in Israel
 More than 100 employees
 Installations in 100 Fortune 500 Companies
“…ProtecTIER represents a breakthrough that will enable enterprise
customers to fundamentally alter their use of disk for data protection
and archiving.”
GlassHouse Technologies – July 2006
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© 2009 IBM Corporation
IBM Systems and Technology Group
Overview of Diligent Product Differentiators
Performance
Up to 450 MBPS per node,
performing in-line de-duplication
Capacity
Up to 1 PB physical capacity per
node representing up to 25 PBs of
de-duplicated capacity
Data integrity
Binary differential process during dedupe helps support high data
integrity
Processing Requirements
Inline de-duplication helps reduce or
eliminate need for significant
secondary processing
Complementing IBM Information Infrastructure
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© 2009 IBM Corporation
IBM Systems and Technology Group
ProtecTIER Delivers Value
 Increase speed of backup
operations
 Recover data more quickly
using high speed disk
 Improve service levels by using
disk for all short term backup
and recovery operations
 Meet growing backup
requirements more cost
effectively
 Improve business continuity by
facilitating cost effective remote
vaulting
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© 2009 IBM Corporation
IBM Systems and Technology Group
Current TSM Customer
 Multiple ProtecTIER systems installed
 Backup 80 TBytes per night to these systems
 Each ProtecTIER manages 80 TBytes of disk capacity
 Each ProtecTIER manages over 1 PByte of TSM data
 Averaging 1.5 TBytes / hour / ProtecTIER
 Are looking to grow each system to 200 TBytes
“TSM is busy 25 hours a day”
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© 2009 IBM Corporation
IBM Systems and Technology Group
Current NetBackup Customer
 Multiple ProtecTIER systems installed
 Backup 40 TBytes per night to these systems
 Each ProtecTIER manages 32 TBytes of disk capacity
 Each ProtecTIER manages over 300 TBytes of NBU
data
 Averaging 1.2 TBytes / hour per ProtecTIER
“Backup and Vault take us 18-22 hours a day”
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© 2009 IBM Corporation
IBM Systems and Technology Group
Current NetBackup Prospect
 Backup 84 TBytes on weekend full
 Start backup on Friday, must be finished Sunday morning
 Looked at several de-duplication options
 Were leaning toward a particular system
 De-duplication process of the weekend payload would not
complete till Wednesday afternoon
 Re-evaluating
“Looking at the Diligent Difference”
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© 2009 IBM Corporation
IBM Systems and Technology Group
ProtecTIER Overview
Virtual Tape Library
FC
ProtecTIER
Server
Backup Server
Disk Array
ProtecTIER VT
Application
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1.
Software solution that resides on standard Linux server
2.
Emulates a tape library unit, including drives, cartridges and robotics
3.
Uses FC-attached disk array as the backup medium
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© 2009 IBM Corporation
IBM Systems and Technology Group
The Impact of HyperFactor
Up to 25X the
physical
capacity
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© 2009 IBM Corporation
IBM Systems and Technology Group
Replication with ProtecTIER
Primary Site
PT-server based
replication
Secondary Site
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Significant bandwidth
reduction
© 2009 IBM Corporation
IBM Systems and Technology Group
ProtecTIER Vision and Criteria:
Most elements of new-data backed up today
already exist in previous backups.
1. Data-agnostic factoring of 25x
2. Enterprise Class inline performance: 400 MB/s
3. Unmatched scalability: 1 PB physical data
4. 100% data-integrity
--------------------------------------5. Simple, non-disruptive deployment
6. Software-only solution: hardware agnostic
No other de-dupe technology meets all these criteria!
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© 2009 IBM Corporation
IBM Systems and Technology Group
New Data Stream
HyperFactor
Repository
Memory
Resident Index
Disk Arrays
FC Switch
Backup Servers
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ProtecTIER
Server
Existing Data
“Filtered” data
© 2009 IBM Corporation
IBM Systems and Technology Group
What’s new for ProtecTIER TS7650G
 Native Replication for ProtecTIER Deduplication Solutions
 ProtecTIER Deduplication Solutions for Power Systems i
 New list prices for ProtecTIER Deduplication Appliances
 Where to get additional information and sales support
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© 2009 IBM Corporation
IBM Systems and Technology Group
Reality with Current Tape or VTL Technology
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© 2009 IBM Corporation
IBM Systems and Technology Group
Challenges Associated with Today’s Reality
 Data Growth Straining Backup & Disaster Recovery Environments
 Reliability and Manual Intervention:
– Current methods require too much manual intervention
– Human intervention increases opportunities for failure
 Security Risks:
– Transporting data on tape poses a significant risk to data security
– Handling tapes creates additional “failure” opportunities
•
Human error is culprit 24 percent of the time*
 Disaster Recovery Planning & Testing Challenges:
– Difficult to test DR plans using physical tape media
– Restoring data from tape too slow to enable adequate testing
 Costs:
– Seven of 10 IT administrators struggling with increased costs of off-site data storage
– Complexity and growth greatly increasing cost of operations
* According to recent survey by Symantec Corporation
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© 2009 IBM Corporation
IBM Systems and Technology Group
New Reality with ProtecTIER Native Replication Solution
Primary Site
Represented capacity
Backup
Server
ProtecTIER
Gateway
Physical
capacity
Backup
Server
IP-based
WAN link
Deduplication
enables a large
amounts of data to
be replicated with
significantly less
bandwidth
Secondary Site
Backup
Server
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ProtecTIER
Gateway
Physical
capacity
Virtual
cartridges can
be cloned to
tape at DR site
Tape
library
© 2009 IBM Corporation
IBM Systems and Technology Group
IBM ProtecTIER Native Replication Overview
 Functional Enhancements
– Creates IP-based connection between ProtecTIER servers/clusters
– Updated GUI and policy management tools
 Native Replication included in next release of
ProtecTIER software
– Feature included with all new TS7650 Gateways & Appliances
– All existing TS7650 Gateway & Appliances require software upgrade
– Older systems need 2nd NIC card to make them “replication ready”
 Additionally priced feature
– Although all TS7650 systems with new software will have native replication
capabilities, it must be purchased and licensed before use
 GA Date – September 4th 2009
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© 2009 IBM Corporation
IBM Systems and Technology Group
IBM ProtecTIER Native Replication Features
 One-to-one replication from primary to a DR-site
 Flexible policy driven replication
– Choose which cartridges to replicate – one, some or all
– Assign priorities and schedule when replication should occur
 Define cartridge “visibility”
– Determine “where” virtual cartridges “exist” from ProtecTIER and/or
backup application standpoint
– ProtecTIER native replication will emulate moving tapes in & out of VTL’s
import/export slots
– Allows users to use the VTL export/import slots via backup app to “move”
cartridges from one library/site to another
 Manage and monitor operations during disaster
– Fail-over (when Disaster occurs) & Fail-back (to normal operation)
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© 2009 IBM Corporation
IBM Systems and Technology Group
Native Replication Functionality (Example)
Note that in this config the DR-site B/U server should be stand alone and only become part of the
Primary domain when IT becomes the Primary server (during a “disaster”)
Create your policy (per library)
Choose which tapes (7, 8, 9)
should be replicated to DR site
Choose the time frame
for replication to take place
And the priority among policies
In case a disaster hit the
Primary site…
Primary-site
Backup
Servers
DR-site NBU server is scanning the
library & updating its catalogue
OR
The catalogue could be replicated as
well, thus allow immediate use of the
library if/when needed
Tape clones
receive new
barcode through
B/U app
DR-site
Backup
Server
IP connection
DR-site
TS7650
ProtecTIER
Primary site
backup disk
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(new cartridges are being
replicated to primary repository)
User may decide to clone cartridges
to physical tape
The DR site can become
Primary-site (can
backup new data)
until….
Primary site
TS7650
ProtecTIER
Data is deDuped &
backed-up
into
repository
Primary site comes back on line
Tape
library
DR-site
backup disk
1
4
7
1
2
5
8
2
3
6
9
3
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Per policy:Tapes
7, 8, 9 are
replicated into DR
repository – only
unique data is
transferred
7
1
8
2
9
3
Any cartridge(s)
can be
replicated back
when needed
© 2009 IBM Corporation
IBM Systems and Technology Group
IBM ProtecTIER Native Replication Benefits
 Dramatic improvements in Disaster Recovery operations
– Automates electronic transfer of backup data to a remote site
– Leverages deduplication to only send unique data across the network
 Radical cost reduction to DR operations through deduplication-enabled
replication
– Bandwidth, one of the most expensive costs for replication, is greatly reduced
– ProtecTIER requires less infrastructure at both the primary and secondary sites
 “Democratization" of replication – Replication for the masses
– Replication no longer reserved for Tier one applications only
– Deduplication enables ALL applications to be replicated cost effectively
– Reduces risk of data loss and speeds recovery for most other applications
 It's all about Recovery Time Objectives (RTO)
– Replication gets data to the remote site faster and safer
– Applications can get back online quicker with fast disk-based recovery
– Deduplication enables more data to be protected with low RTO solution
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© 2009 IBM Corporation
IBM Systems and Technology Group
ProtecTIER Native Replication’s Competitive Advantage
 Strengths of our solution include:
– Scalability of performance AND capacity
• ProtecTIER is up to 9X’s faster in real customer environments
• ProtecTIER requires less systems for any given workload
• Important since Replication DOUBLES number of systems required
– Inline Deduplication complimentary to Replication
• Allows replication to occur concurrently with backups
• Post process products must wait for second phase to complete
– Enterprise-class data integrity level at both sites
• ProtecTIER not based on risky hashing algorithms
– 100% IBM owned and controlled technology
• IBM committed to enhancing deduplication capabilities
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© 2009 IBM Corporation
IBM Systems and Technology Group
IBM ProtecTIER Now Supports IBM i (i Series, AS/400)
TS3500 VTL
Now
Available!
SAN
IBM i Platform
ProtecTIER Gateway or
ProtecTIER Appliance
 Officially certified and supported by IBM i – the only deduplication VTL
solution formally approved by IBM i
 No additional HW or software fees – delivered as a generally available
ProtecTIER software upgrade to existing/new TS7650 Gateways and
Appliances
 All native IBM i SAVE commands and BRMS functionality applicable to tape
areConference
supported
© 2009 IBM Corporation
31 libraries Sales
IBM Systems and Technology Group
IBM TS7650 ProtecTIER® Deduplication Family
TS7650G Gateways
TS7650 Appliance
Highest Performance
Highest Performance
Largest Capacity
High Availability
Highest Performance
largest Capacity
High Availability
High Performance
High Capacity
Flexible Storage
Largest Capacity
Better Performance
Larger Capacity
Scalable
Good Performance
Highly Scalable
Low cost
Active-Active Cluster
Single Node
Up to 500 MB/sec
Active-Active Cluster
Up to 1000 MB/sec
1 PB TB useable
1 PB TB useable
Up to 500 MB/sec
Up to 500 MB/sec
36 TB useable
36 TB useable
Up to 250 MB/sec
Up to 100 MB/sec
18 TB useable
7 TB useable
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© 2009 IBM Corporation
IBM Systems and Technology Group
Summary
 When looking into de-dupe based solutions make sure you
ask the critical questions:
– How fast is the de-dupe process in an operational
environment?
– If de-dupe is done in parallel to ingest, what is the impact on
ingest speed?
– Does capacity scale without impacting performance?
– How does the solution scale in performance?
– Does the system need ‘quiet’ times for space management?
– Will de-dupe impact operational/production activities?
If you require answers to these questions you will
be better prepared for what you will deploy
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© 2009 IBM Corporation
IBM Systems and Technology Group
Value of Virtual Tape
 Improve processing speed
 Automatic management of the disk/tape hierarchy
– Exploit high-capacity tape for lower cost
– Seamless migration management to newest disk/tape
technology
 Improve security: Replication across IP links
Value of IBM Virtual Tape
 Still leverages disk/tape for blended solution
 Mainframe: Highest Performance, No software costs,
Immediate mode replication, 3-way GRID
 Open: Highest throughput, largest capacity
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© 2009 IBM Corporation
IBM Systems and Technology Group
Survey: Encryption of Tape Backups on the Rise
18%
6 months
12
months
38%
18
months
2 years
3 years
16%
72% expect to encrypt
tape data within the next
18 months.
3%
1%
Don't
know
24%
Base = All respondents (n = 206)
35
“Will you be required to
encrypt your tape backups
within the next…?”
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“We believe tape encryption with LTO-4 products has
the potential to become ubiquitous. Just like data
compression, users can turn it on and let it do its
magic.” Heidi Biggar, Enterprise Strategy Group,
September 2007
Source: Fleishman-Hillard, Inc. Research – Nov. 2007
© 2009 IBM Corporation
IBM Systems and Technology Group
Value of the IBM Encryption Solution
 Highest Level of Security
– Layered Architecture uses RSA2048 Asymmetric KeyPairs to wrap
Data Key for secure transmission site-to-site and business-tobusiness
– Leverages FIPS 140-2 Compliant Environments for Secure Key
Management
 Highest Degree of Flexibility
– May be deployed Cross-Enterprise (Open, SystemZ)
– May be deployed as a standalone Encryption Solution, or integrated
with existing Cryptography Applications (SSL, PKI Services, DB2/IMS
Encryption, Planned Disk Encryption)
 Simplest Administration
– Use existing security infrastructure
– One EKM can manage cross-platform and mixed device requirements
 Lowest Total Cost of Ownership
– Tape Drive Savings
– Maintenance Savings
– No Charge for EKM
– No special appliances
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© 2009 IBM Corporation
IBM Systems and Technology Group
IBM Ultrium 4
 800 GB Native Physical Capacity (1.6 TB compressed) on
LTO Ultrium 4 media
 Up to 120 MB/s native data transfer rate
 4Gbps Fibre Channel, Ultra160 LVD SCSI* and/or New
3Gbps SAS** attach
 Encryption capable for LTO4 SAS and Fibre Channel
 Digital Speed Matching (30, 48, 66, 84 103, 120 MB/s)
 256 MB Internal Buffer (128 MB for IBM Ultrium 3)
 Several continued features/functions from IBM Ultrium 3
– WORM technology
– Dual stage 16-channel head actuator
– Independent tape loader and threader motors
– Graceful dynamic braking
– SARS (Statistical Analysis and Reporting
System) and ECC (Error Correction Code)
– Same 5 ¼” form factor
*Available only for TS2340, TS3100, and TS3200
**Not available with TS1040 (TS3500)
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© 2009 IBM Corporation
IBM Systems and Technology Group
The IBM 3592.... the 1TB Tape Technology
IBM TS1120 Highlights
Drive Capacity
1 TB
1000
MR Head Technology

Enterprise class drive

ENCRYPTION!!

Open systems / mainframe
–
–
800

500

600
300/500/700GB native
100GB Scaled
–

400
300


200
10
0
95
40
20
96
97
98
99
00

60

02
03
05
07


3590
3592

Dual port 4Gb fibre
FICON/Escon attachment
WORM capability too
104 MB/s native
512MB Buffer
Speed Matching
Virtual Backhitch
High speed data search
High-resolution directory
Media and drive health statistics
Media reuse (read and write)
IBM ADVANTAGE!!!
One drive for both high-capacity and fast-access!!!
One drive for Encryption and non-encryption requirements!
One drive for mainframe and open.
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© 2009 IBM Corporation
IBM Systems and Technology Group
The enhanced Encryption Key Manager (EKM) for Java™ component
provides a flexible solution for tape data encryption key serving and is an
IBM solution differentiator
Encryption Keys
Encryption Key
Manager
Tape Data
The Encryption Key Manager (EKM) features
Transparently generates and serves keys
to both LTO gen 4 and TS1120 tape drive(s)
Runs on heterogeneous platforms
May reside on a different server than the
tape application server
Supports transparent encryption
implementation (no application changes)
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© 2009 IBM Corporation
IBM Systems and Technology Group
What’s best? IT DEPENDS!!
TS7520
TS1120
LTO
 Mainframe and Open
– Re-deployable asset
 Most robust encryption
 Media re-use
 Lowest TCO across gens
 3494, TS3400, TS3500, Silos,
TS7700, TS7520
 Fastest general performance
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 Open only
 Open only
 Media interchange standard
 Higher cost, disk-only
focus
 LTO Standard encryption or
IBM EKM
 Lowest initial cost
 TS3100, TS3200, TS3310,
TS3500, TS7520
 Highest streaming
throughput
 TS3100, TS3200, TS3310,
TS3310, TS3400, TS3500
backend possible
 Best for smaller data
sets, “loved ones”,
onsite data or capability
for remote replication
© 2009 IBM Corporation
IBM Systems and Technology Group
TS3500 Tape Library
Encryption supported on SAS
and Fibre LTO 4 drives only
Advanced Features
Drive-throughput Performance,
Tape Systems Product Family
Application Managed Encryption
standard
•Up to 192 LTO3 or LTO4
Drives
•4 Gbps FC attach
•Scalable, up to 15
expansion frames with base
library
•High availability
•Advanced features and
functions
•Support for mixing LTO
drives with TS1120
technology
•Direct attach support for
Tape Virtualization Engines
TS3310 Tape Library
•Up to 18 LTO3 or LTO4 Drives
•SCSI LVD (LTO3 only), 4 Gbps
FC and/or 3 Gb SAS (LTO4 only)
attach
•Modular Scalable, up to 4
expansion units with base library
•Desktop or Rack Mount
Transparent Encryption requires
LTO Transparent Encryption
Feature on the libraries (charge)
TS3200 Tape Library
TS3100 Tape Library
TS2340 or TS2230
External Tape Drives
•One LTO3, LTO4, or
HHLTO3 Drive
•SCSI LVD attach and/or
3 Gb SAS (LTO4 only)
•Desktop or Rack Mount
•One LTO3 or LTO4
Drive or up to two HH
LTO3 drives
•SCSI LVD, 4 Gbps FC
and/or 3 Gb SAS (LTO4
only) attach
•Desktop or Rack Mount
•One or two LTO3 or LTO4 Drive
or up to four HH LTO3 drives
•SCSI LVD, 4 Gbps FC and/or 3
Gb SAS (LTO4 only) attach
•Desktop or Rack Mount
Enterprise
Midrange
Entry
Capacity Requirements,
Exponential Data Growth
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Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
TS3100 / TS3200 New HVEC Structure

Beginning September 4th, the Tape Libraries will be available in driveless configurations

Orders will now require two step process with two different part numbers : one for Tape Library + one
for Tape Drive

Two new part numbers for the Tape Libraries will announce as follows:
– IBM System Storage TS3100 Tape Library Model L2U Driveless : 3573 2UL
– IBM System Storage TS3200 Tape Library Model L4U Driveless : 3573 4UL

For full functionality, the TS3100 and TS3200 Tape Libraries Driveless models require IBM LTO
Ultrium Tape Drives. Part numbers for Ultrium 3 or Ultrium 4 Tape Drives remain unchanged:
95P5002, 95P5004, 95P5006, 45E2243, 23R7260, 23R7261, 95P4998, 95P5000

A new feature code for Path Failover can now be ordered via HVEC : 45E9503; this feature can be
ordered for already installed TS3100/TS3200 tape libraries as well
Source: If applicable, describe source origin
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© 2009 IBM Corporation
IBM Systems and Technology Group
Business Benefits for High Volume Channel
 With the new configuration you will be able to…
– Order without any drive, purchase only drives of
choice, mix and match as needed
– Have greater flexibility to meet customers demand
– Reduce the complexity for stock
– Reduce Inventory costs
– Improve Inventory Management
Source: If applicable, describe source origin
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© 2009 IBM Corporation
IBM Systems and Technology Group
TS3400 Tape Library Overview
NEW
 1 to 2 TS11201 tape drives
– 4Gbps dual port Fibre Channel attachment
 2 removable cartridge magazines
– Each holds up to 9 cartridges
• Front three slots of the lower magazine
can be configured as I/O station slots
• Two slots in the upper magazine, if
installed, can be configured as cleaning
slots
 Bar code reader standard
 Ability to partition the library into 2 logical libraries
– Each logical library comprised of one drive and
one magazine
– Run any single-drive logical library in either
sequential (autoloader) mode or random (library)
mode
 Manageable by local operator panel or remote web GUI
 Storage capacity of up to 12.6 TB (up to 37.8 TB with 3:1
compression)
 Stand alone or rack mount configurations
13592
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J1A drives are not supported
© 2009 IBM Corporation
IBM Systems and Technology Group
IBM TS3500 Enterprise Automation (aka 3584)
Mainframe and Open Library
Integration of up to 192 IBM 3592 and LTO Tape Drives
Virtual tape options
Sixteen-frames: 5+ PB Native Storage Capacity
Capacity on Demand starting at approx 60 slots
Up to 224 Cartridge I/O Slots
Specialized “claw” dual grippers
Right-sized and expandable
Dual robotics option
BALANCED: Designed so all grippers and robots can
access all drives and cartridges
Integrated multi-path and partition capability
Advanced Library Management System (ALMS)
Load balancing with Data and Control Path Failover
45
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Multi-Path Architecture eliminates the need for library sharing
software and server resources while providing Control and Data
Path Failover (1) .
Eliminate:
Sharing
Software
License
Fees &
Maintena
nce
I
Host Application
B
M
Drive
Static
Partition
Boundary
A
Drive
Drive
I
Host Application B
B
Dedicated
Control
M
Paths
Allocated
Excess
Capacity
Drive
Control
Path
Sharing
Server
Server
Maintena
nce
Library
Control System
Library Sharing
Software
Unallocated
Reserve
Capacity
Data Path
Drive Management
And Control Path
And Control Path
(1) CPF and DPF capable drivers available for AIX, Linux, Solaris; Windows.
46
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Expansion of an HA 3584 is designed to be performed
with a downtime of less than 60 minutes.
Medium
Changer
Controller
Medium
Changer
Controller
Accessor
Controller
Medium
Changer
Controller
Medium
Changer
Controller
I
B
M
XY
Controller
Active Frame 2
Active Frame 3
Active Frame 4
Medium
Changer
Controller
I
B
Active Frame 5
M
Active Frame 6
Why less than 60 minutes?
Because no frame is removed and, most of the work required to expand the
library can be performed with the safety barrier in place.
47
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Value of IBM Tape Libraries
 Broad Range of offerings
– Price points vs features/growth
 Path Failover and Load Balancing Exclusive
 Balanced TS3500 design
– Fastest Robotics
– Right-size options with flexible growth
– All robots can access all drives and cartridges
– Greatest number of tape drives
– Integrated function: NO added servers or software
48
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
What They are Saying About Tape
 “We ask…would (you) make the same (tape library) purchase decision again. IBM had the
highest positive response in both the enterprise (84.3%) and midrange (82.1%) categories.”
Storage Magazine, Quality Awards III, March 2008
 “IBM ranks highly on a vision and execution basis (with the TS7700 Virtualization Engine). It
has listened well to the market and responded with an up-to-date solution. IBM is well
positioned today and for the future. The Tod Point Group, Nick Allen, High-End Virtual Tape:
IBM Leaps Ahead with a New Grid Architecture, March 2008
 “An offline tape is as “green” as it gets since no power or cooling is required for tapes that are
offline. For most IT shops, a blend of disk and tape appears to be the strategy of choice for
the foreseeable future.” The Mesabi Group, David Hill, Sense and Sensibility about Tape and
Disk, March 2008
 “The cost ratio for a terabyte stored long-term on SATA disk versus LTO-4 tape is about 23:1.
For energy cost, it is about 290:1. Tape continues to provide the fiscal responsibility and
functional value that enterprises require in the twenty-first century.” The Clipper Group, Disk
and Tape Square Off Again, Report #TCG2008009LL, Feb 2008
 "IBM’s (TS1120) flexible (encryption) key management, tape drive attributes and lower pricing
win the race (vs Sun T10000).” The Tod Point Group, Nick Allen, Tape Encryption: A Must in
Today’s World-IBM and Sun Square Off, July 2007
49
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Competition
© 2009 IBM Corporation
IBM Systems and Technology Group
Hewlett Packard Overview
51
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
HP Product Portfolio
Tape Drives
Bridge Boxes
Tape Libraries
Virtualization
C2
Entry
C4
VTL Value
LTO (OEM in)
SL500
Midrange
VTL+
VTL Prime
L1400
SL3000
Enterprise
T10000
VSM
SL8500
52
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Sun StorageTek Overview
53
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Competing Against Sun StorageTek
 In a mainframe environment
– Leverage our technology leadership (TS1120 / TS7740)
– Emphasize our System z integration and support
– Consolidate open and mainframe to lower TCO
 In an open system environment
– Leverage our technology leadership (LTO Gen 4 / libraries)
– Emphasize our comprehensive open system support
– Sell ‘right-sized’ tape virtualization
 Communicate the business value of our tape architecture
54
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
LTO Tape Drive Market Overview
 Linear Tape Open is an open tape standard
 Vendor’s designs and choice of materials differ
 OEMs include IBM, HP, Quantum and Tandberg
 OEMs do not make media but typically single source
 Drives are available in manual or tape libraries
 Vendors’ products include gen 2 , 3 and 4
 LTO shipments exceed two million drives
 IBM has consistently been 1st to market
 Drives support multiple interfaces
 Drives come in different form factors
55
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
LTO Sales Strategy
 Sell IBM tape market leadership and technology innovation
 Focus on our ability to provide the complete stack (hardware/software)
 In the larger enterprise account
– Sell our tape drive differentiation (first to market, flexible encryption)
– Sell our tape library differentiation (TS3500 ALMS, modularity, availability)
– Sell in conjunction with our virtualization offerings
 In the small to medium size account
– Be the consultant and sell the hardware / software stack
– Focus on value, reliability, service and not just the price
– Focus on the real requirement (data recovery)
 Position emerging technologies like de-duplication
56
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Deep Dive: Sun Storagetek T1000B Tape Drive
 T10000B Specifications
– 240 and 1000 GB uncompressed capacity
– 120 MBps uncompressed data rate
– 4Gbps FICON or FC
– Encryption
 Claimed technology ‘advantages’
– 32 channel dual channel head
Sun StorageTek T10000
– Slower tape speed
– Fewer tape passes
 List price of encryption capable drive
– $42,000 for 4 Gbps FC and $49,000 for 4Gbps FICON
57
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Sun StorageTek Design Elements
 32 channel dual channel head
– Each pass touches the tape twice
– Greater positioning complexity
– Additional electronics reduces reliability
 Tape path complexities
– U-shaped "contact" tape path
– Does not support high speed search
– No pneumatics reduced media life
 New tape media
– 917 meter (65% longer that 3592 media)
– Longer data retrieval times
58
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Tape Path Comparison
STK T10000B
IBM TS1130
Product Attribute
59
TS1120
STK T10000
Improvement
Tape Length (Meters)
610
917
33%
Load Time (seconds)
13
16
20%
Average Access Time
(seconds
27 / 46
62
2.3x
Maximum data rate MB/s
100
120
20%
Nominal Tape Speed
6.2
4.95
20%
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
IBM Virtual Tape Advantages
Function
Attribute
Performance
IBM TS7700
SUN VSM5
Peak Write Bandwidth
540 MB/s
500 MB/s (targeted throughput)
FICON Adapter
4 Gbps
2 Gbps
Maximum Bandwidth per
FICON port
>200MB/sec
70MB/sec
Host Attachment
4 - Dedicated
Up to 14
(16 ports total - shared between Host,
Physical drive, replication links)
Connectivity
Physical drive
16 - Dedicated
16 – shared ports
Replication links
2 - Dedicated
2 – standard configuration
(2 Cluster link would leave 14 ports to
share between host and Physical drive)
Virtual Tape Drives
256
256
On demand cache upgrades
Yes
Yes
1TB – 14 TB uncompress
312GB – 7TB uncompressed
Capacity
(3 - 18TB @ 3:1)
Disk Cache
Function
60
(1.25TB – 28TB @ 4:1)
Increments of:
Increments of 1TB
(1.25, 2.5, 5, 7.5, 11,14, 16, 18, 21, 23, 25,
28)
Cache preference
Yes
Yes
Dual Copy
Yes
Yes
Yes
Yes
Sales Conference
Cartridge Pooling
© 2009 IBM Corporation
IBM Systems and Technology Group
IBM Virtual Tape Advantages
Function
Replication
Services
DR Testing
Features /
upgrades
61
Attribute
IBM TS7700
SUN VSM5
Copy Services
GRID
Cluster
Copy Modes
Synchronous /
Asynchronous
Asynchronous only
Replication Protocol
TCP/IP
FICON
Replication links bi-directional
Yes
No
Dedicated Virtual cache
required at DR side
No
Yes
Restriction imposed on
production side during
simulated DR testing
No
Yes
3 Site replication where all
Virtual Tape subsystems
communicate to each other.
Yes (3Q2007)
No
Export / Vaulting of physical
tape
Yes (3Q2007)
Yes
Encryption utilizing
Public/Private Key pairs
Yes
No
Strategic platform for future
growth
Yes
Potentially last VSM
model on Virtual disk
architecture
© 2009 IBM Corporation
Sales Conference
IBM Systems and Technology Group
TS1130
 You can differentiate IBM’s TS1130 tape drive offering from the
competition as follows:
– One drive!!!
• One drive for both high-capacity and fast-access!!!
• One drive for Encryption and non-encryption requirements!
• One drive for mainframe and open.
– Highest performance
– Autonomic performance via Enhanced Virtual Backhitch
– Predictive Failure Analysis via SARS
– Media re-use
– A High Resolution Directory
– A large data buffer (1GB) and enhanced read-ahead buffer
management
– Capacity Scaling support of 3592 JA/JB cartridges
– String Search function
62
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
IBM LTO Tape Drive
 You can differentiate IBM’s LTO tape drive offerings from the competition as
follows:
– Advanced IBM Technology
• Flat Lapped Heads designed to lower friction to improve head and tape
cartridge longevity by enables low wrap
• Surface Control Guiding designed to prevent edge damage and debris
accumulation by eliminating edge guiding
• Dual Stage Actuators designed to support higher capacities by reducing
vibration and enabling precise ‘head-to-track’ alignment
• Improved SARS interface supports predictive drive and cartridge maintenance
and access to performance and reliability metrics
• Speed Matching reduces the speed of the drive to better match the attached
servers ability to stream data
• ‘Read after Write’ verification is performed during write operations to help guard
against any non-reversible data compression failure
– A comprehensive approach to encryption
• Transparent key management on LTO Gen 4
• Asymmetric key support on TS1120 and TS1130
63
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
IBM Tape Library
 IBM Tape library differentiation
– Multi-path architecture (TS3200, TS3310, TS3400, TS3500)
– Built-in partitioning (TS3200, TS3310, TS3400, TS3500 ALMS)
– Control and Data Path Failover (TS3200, TS3310, TS3400, TS3500)
– TS7000 GRID Connectivity
– Robust Encryption
 Additional TS3500 tape library differentiation
– Advanced Library Management System and multipath architecture
– High availability options (power and robotics)
– Low disruption on capacity expansions
– Distributed control node architecture
– Tape drives spread across frames
64
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
IBM Virtual Tape
The IBM Virtual Tape solution for the Mainframe (System z) environment
is the IBM TS7700. The TS7700 Advantages over competition include:
► Automatic “Touchless” management of hierarchy with the TS7740
► Enterprise class reliability
► High performance
● Full FICON with up to 600 MB/s
● LZ compaction at ingest time
► Seamless, low-cost, incremental growth with TS7740
● PBs of storage
► High availability GRID options
► Physical tape creation for Export if needed with TS7740
► “One-button” recovery
65
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
IBM Virtual Tape
 You can differentiate the IBM TS7500 Virtualization Engine virtual tape
solution for open systems from the competition as follows:
– IBM TS7500 Virtualization Engine is BIGGER
• Up to 4.8GBps and 1.8PB native capacity
• Up to 512 virtual tape libraries, 4,096 virtual drives and
256,000 virtual volumes
– … FASTER
• High performance (up to 4.8GBps)
– … and STRONGER!
• IBM exclusives in Control Path & Data Path Failover to help customers
with High availability requirements
• The key to success is to sell the complete stack
– Most customers still see the need and are ready to buy
– Work with your customer to understand their issues
– Sell virtual tape to augment the environment
66
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Data Deduplication
IBM System Storage™ TS7650 ProtecTIER® Deduplication Appliance
Store up to 900TB of source data on one appliance, 9x faster than competitor products!
 Business Value
– Backup and restore data up to 9x faster than competitor products and support data capacities
up to 900TBs per node
– Patented HyperFactor delivers up to 25:1 space saving
– Significantly reduce data protection administration costs by eliminating tape handling and
minimizing need to physically ship cartridges for offsite archives
– Mitigate risk and achieve 100% data integrity with ProtecTier byte-by-byte check algorithm
 Enhancements announced February 2009
– Now packaged as an appliance
– Simpler ordering: One part number
– Customer installed, or installed by IBM in less than 1 day
– Four preconfigured sizes to fit small and large data centers requirements
Protect More. Store Less.™
Learn More:
http://www.ibm.com/systems/storage/tape/ts7650g/index.html
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Sales Conference
Compliance
Availability
Retention
Security
67
© 2009 IBM Corporation
IBM Systems and Technology Group
ProtecTIER versus Data Domain – One Example
Data Domain DD580
IBM ProtecTIER Appliance
• 7TB useable capacity
• New List Price - $146,469
• 5.7TB useable capacity
• List Price - $140,500
vs.
•
Company Stability – IBM vs whomever owns Data Domain 6 months from now
•
Performance – 100MB/s Maximum vs 100MB/s scalable to 500MB/sec
•
Investment Protection – ProtecTIER Appliance field scalable to 36TB
•
Data Integrity – HyperFactor vs Hash
•
Clustering, High Availability – Not available from Data Domain
•
Hardware Quality - IBM System Storage RAS vs commodity components
IBM
Wins!
ProtecTIER delivers enterprise-class performance to Small and Medium businesses
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Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
How to win against the competition
 Don’t compete on price alone!
– Conversation must include performance and scalability
 Get your customer to think long term
– Data will continue to grow
– Performance and capacity needs will increase
 Competitors scale by adding more boxes
– Increasing management burden
– Increasing support, maintenance and energy costs
 Superior quality and value differentiates our solution
– Articulate all the advantages of our solution
The lowest priced solution does not always win!
69
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
IBM – The Leader In Enterprise Data Deduplication
 ProtecTIER is the only “true”
enterprise-class data deduplication
solution on the market today
 ProtecTIER provides industry leading
deduplication performance, capacity,
data integrity and scalability
 More capacity (> 25 PBs) deployed
behind ProtecTIER servers in
production environments
IBM is committed to data deduplication and is continuing to
invest in improving capabilities and functionality
70
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Review questions
•
•
•
•
71
Which IBM Tape Library is vertically stacked and can support up to 18 tape drives
•
TS3310
•
TS3500
•
TS7510
•
TS3400
What is major functional difference between the LTO3 and LTO4
•
Tape encryption
•
WORM
•
Auto sensing speed
•
Energy management
What are the key benefits of Virtual Tape ?
•
Mirroring, partitioning, resource utilization
•
Resource utilization, rapid restore of data, less floor space
•
Low priced, better save/restore, and WORM
•
High performance, encryption, and replication
Describe the key value of TS1120 over LTO3 and LTO4
•
Supports SMB systems and encryption
•
Supports WORM and encryption
•
Supports mainframe and open systems and is used in competitive tape libraries
•
Price and TCO
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Review questions
•
•
72
Which best describes the Protectier TS7650g
•
An appliance that uses data de-duplication techniques to reduce storage space
•
A new security option for web based internet operations
•
A virtual tape solution for the mainframe
•
A pocket sheath for protecting pens and pencils
Name 2 business benefits of Protectier TS7650g
•
Tape encryption and WORM
•
Processor speed and storage space reduction
•
Security and integrity
•
Increased disk backup/restore performance and improved service levels at reduced cost
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Additional information
© 2009 IBM Corporation
IBM Systems and Technology Group
Tape – Drives, Libraries, and Virtualization
Tape Continuum
TS3200
(3573)
TS1040
(LTO4)
TS1120
(Jaguar)
Tape Drives
 LTO4 tape drive
– Encryption capable
– Supports up to 800 GB
cartridge
– Up to 120 MB/sec throughput
 TS1120 tape drive/controller
– Second generation tape drive
– Controller supports ESCON &
FICON
– Tape drive data encryption
– 100, 500 and 700GB cartridge
capacity
– Up to 104 MB/sec throughput
74
Sales Conference
TS3100
(3573)
TS3310
(3576)
TS3400
(3577)
TS3500
(3584)
Tape Libraries
 TS3100 tape library (up to 19.2TB)
 TS3200 tape library (up to 38.4TB)
 TS3310 tape library (up to 316.8TB)
– Stackable modular design
 TS3400 tape library (up to 12.6TB)
 TS3500 tape library (up to 5.5PB with
LTO4 or up to 4.38PB with TS1120)
– Linear, scalable, balanced design
– High Availability
– Fastest robotics in industry
– LTO and TS1120 tape drive
TS7520
(VTO)
TS7740
(Hydra)
Virtualization
 VTO (Virtual Tape Open)
– Up to 4.8 GB/sec throughput
– Up to 1.3 PB cache capacity
 Hydra (Virtual Tape Server)
– Up to 900 MB/s throughput
– 6 TB native cache
• 12 TB with GRID (PtP)
– Standalone or GRID (PtP)
• Synchronous data replication
• Third site support in plan
• GDPS support
– Advanced cache management
© 2009 IBM Corporation
IBM Systems and Technology Group
ProtecTIER Deduplication implementation
75
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
A Simple View of the Backup Process
Backup Processing Norms
Backup
Server
Truck
Backup Target
Tape Library
SLA Is Met
8:00 PM
2:00 AM
8:00 AM
8:00 PM
Backup process starts
Vault/Off-site process starts
Data is Off-site
76
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Three Basic Approaches
Talked about today in the industry:
1. Hash based de-duplication
– Sometimes referred to as a Content Addressable
Storage approach
2. Content Aware
– Assumes the best candidate to de-dupe against is an
object with the same properties (name etc.)
3. HyperFactor
– A different approach based on an agnostic view of
data
77
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Hash Based Approach
1. Slice data into chunks (fixed or variable)
A
B
C
D
E
2. Generate Hash per chunk and save
Ah Bh Ch Dh Eh
3. Slice next data into chunks and look for Hash Match
A
B
C
D
E
4. Reference data previously stored
78
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Content Aware Approach
1. Look through data for fully qualified file names
File A
File B
File C
File D
2. Locate previous version of file
File A  extents 1,2,3,4
3. Compare reference with version
File A
File B
File C
File D
4. Update reference to point to new reference
79
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
HyperFactor Approach
1. Look through data for similarity
New Data Stream
2. Read elements that are most similar
3. Diff reference with version – will use several elements
Element A
Element B
Element C
4. Matches factored out - unique data added to repository
80
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
De-dupe Design Considerations
 Redundant Data Elimination
– The grain of redundancy, 8KB, 1 MB or …
 Performance
– Performance battles with Capacity
– Performance is challenged/curtailed by disk i/o
 Capacity
– Backup to disk has to cope with 100’s of TBytes
– All designs can grow in capacity… but many do so at the
cost of performance
81
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Two Basic Implementations
1. Inline
– As data is received by the target device it is
• de-duplicated in real time
• not temporarily stored on disk
– Data written to the disk storage is de-duplicated
2. Post Processing
– As data is received by the target device it is
• temporarily stored on disk storage
– Data is subsequently read back in to be processed by
a de-duplication engine
82
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Performance Considerations
 For all de-dupe approaches, performance is the
result of two processes:
– Identification of duplicate data—requires a database or
index look up
– Backup payload processing
 The combination of the two processes yields the
overall de-dupe performance
 For each de-dupe method, we’ll look at both
processes independently when handling 10
TBytes
83
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Step 1: Index Lookup
1. HyperFactor™
– Memory access even when scaled to PBytes
2. Hash Based
– Given average of an 8 KByte data slice per fingerprint
– Requires 1,250,000,000 accesses to an Index to
process 10 TBytes
3. Content Aware
– File size dependant
– Given average file size of 1 MByte requires
10,000,000 accesses to an Index to process 10
TBytes
84
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Step 2: Backup Payload Processing
Example of How Disk Sees De-Dupe For 10 TByte Output
1. HyperFactor™ – Inline
10 TB Output
HyperFactor
Read 10 TB
1x
Computational Difference
2. Hash Based – Inline
10 TB Output
85
Sales Conference
Hash Based
0x
© 2009 IBM Corporation
IBM Systems and Technology Group
Step 2: Backup Payload Processing
Example of How Disk Sees De-Dupe For 10 TByte Output
3.
Hash Based – Post Process
Write 10 TB
10 TB Output
Hash Based
Read 10 TB
2x
4. Content Aware – Post Process
Write 10 TB
10 TB Output
Content Aware Read 10 TB
Read 10 TB
3x
Computational Difference
86
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Is There a Meaningful Difference?
87
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Impact of Different Speeds
 Receive at 300 MB/s
 Post Process @ 100 MB/sec
 Backup 6 TB
– Takes approximately 6 hours
 Post process then consumes the next 18 hours!
But
 What about resources in support of vaulting/off-site
 When de-dupe is a post-process it competes for disk
resources as any other process
88
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Inline Processing
Backup
Server
Truck
ProtecTIER VT
Tape Library
SLA is Met
De-Dupe
8:00 PM
2:00 AM
8:00 AM
8:00 PM
Post Processing
De-Dupe
Backup
Overlap
Server
Truck
VTL
Tape Library
De-Dupe
8:00 PM
89
2:00 AM
Sales Conference
8:00 AM
8:00 PM
© 2009 IBM Corporation
IBM Systems and Technology Group
ProtecTIER Deduplication Appliance
List Price Reductions
Enabling Business Partners and IBM sellers to
compete and win without needing to special bid
90
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
ProtecTIER Appliance List Price Reduction
 The Problem
– The Street Price of the Appliance is competitive, the List
Price is perceived as high compared to the competition
 IBM listened to . . .
– Business Partners - Although our solution is better, BPs
commented about the effort required to get to a
competitive street price
– Analysts and Press – Regularly praised the power of
ProtecTIER but warned about the high price based on
misconception that List Price is close to street price
– IBM Sellers – Commented that our high List Price often
knocked ProtecTIER out of considered before merits of
solution could be articulated
91
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
ProtecTIER Appliance List Price Reduction
and IBM responded with lower list prices on all 4 configurations
• 7TB ProtecTIER Appliance – 100MB/sec performance
– Old List Price - $278,485
47% Less
– New List Price - $146,469
• 18TB ProtecTIER Appliance – 250MB/sec performance
– Old List Price - $437,685
38% Less
– New List Price - $271,869
• 36TB ProtecTIER Appliance – 500MB/sec performance
– Old List Price - $779,485
33% Less
– New List Price - $518,469
• 36TB HA ProtecTIER Appliance – 500MB/sec w/ High Availability
– Old List Price - $934,325
35% Less
– New List Price - $606,013
New Lists Prices reduce effort and time required to get to competitive street
price!
92
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Where to get more information on ProtecTIER
Deduplication and Native Replication Solutions
93
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
What collateral is available to help me sell?
 Customer Presentation
 Sales & Technical FAQs
 Brochure and Data Sheets
 White Papers
 Sales Tools
•
ProtecTIER Sizing Tool
•
Support Matrix & Best Practices
 Training Webinar and video
 Competitive Information
Visit the IBM ProtecTIER Sales Kit on PartnerWorld
– http://www.ibm.com/partnerworld/wps/servlet/ContentHandler/ProtecTIER SalesKit
Visit the IBM ProtecTIER Sales Kit on W3
– http://w303.ibm.com/sales/support/ShowDoc.wss?docid=C469520B08856D52&infotype=SK&infosubtype=S0&n
ode=doctype,S0|doctype,SKT|brands,B5000|clientset,IA|geography,AMR|industries,&appname=CC_C
FSS
94
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
I looked at the Sales Kit but I still have a question?
 Send a question to the 7600 Questions Mailbox :
– 7600qs@us.ibm.com
 Ask a regional expert:
– See list on next page
 Ask the Offering Manager:
– WW Offering Manager: Victor Nemechek vnemechek@us.ibm.com
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© 2009 IBM Corporation
IBM Systems and Technology Group
Where can I get pre-sales support?
IBM has sales and technical experts dedicated to helping
you configure and sell ProtecTIER solutions
 Americas
– USA West – Michael Lehrer mlehrer@us.ibm.com
– USA Central – Joe Hassing jhassing@us.ibm.com
– USA South – Dave Stilley dstilley@us.ibm.com
– USA NorthEast – Nathan Rosen nrosen@us.ibm.com
– USA Federal – Walker Smith smithwa@us.ibm.com
– Canada – John Perring perring@ca.ibm.com
– Latin America - Jeff Roy groy@us.ibm.com
 EMEA:
– Jasper Gundry-White gundryw@uk.ibm.com
 APAC:
– Justin Hildebrandt justin_hildebrandt@au1.ibm.com
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Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
LTO Sales Strategy
 Use the ‘silver bullet’ strategy
– IBM tape drive leadership
– LTO Gen 4 leadership
– IBM Encryption
– CPF/DPF
 ‘Gotchas’
– IBM does not have a LTO Gen2 offering
– Quantum will lead with cartridge density
– HP has dual ports on their LTO Gen 3
– HP will compete on price
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Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
highest specification / unique function
▲
Within 75% of highest product specification
►
Lowest specification within comparison group / no functional equivalent
▼
Tape Drive Comparison
Drive Feature
IBM TS1130
STK T10000B
LTO Gen 4
STK 9940B
Product Family Shipments
66,000+ ▲
5,000
1 million +
?
1▲
1▲
.8 ▲
.2 ▼
Native Data Rate (MBps)
160 ▲
120 ►
120 ▲
30 ▼
FC Data Rate (MBps @ 2:1 comp.)
320 ▲
240▲
240 ▲
70 ▼
FICON Data Rate (MBps @ 3:1 comp.)
260 ▲
<200 ►
n/a
70 ▼
System z Attachment (Gbps)
4▲
4▲
n/a
?
Open System Attachment (Gbps)
4▲
4▲
4▲
2▼
1024 ▲
256 ►
256 ►
64 ▼
6▲
2 ▼
6▲
no
27▲ / 49▲
28 ► / 62 ▼ /
n/a
n/a
59 ▼
Average ‘enterprise’ library service
time (seconds)
7.2 ▲
28.8 ▼
7.2 ▲
28.8 ▼
Total Mount Time (file access plus
library service)
34.2 / 56.2 ▲
58.8 / 90.8 ▼
11▲ / 38 ▲
13 ► / 47 ►
Native Cartridge Capacity (TB)
Tape Drive Buffer (MB)
Search Speed (mps)
Speed Matching (number of speeds)
Average File Access Time (short / long
media)
Average Rewind time
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Sales Conference
12
90 ▼
© 2009 IBM Corporation
IBM Systems and Technology Group
Tape Drive Comparison
highest specification / unique function
▲
Within 75% of highest product specification
►
Lowest specification within comparison group / no
functional equivalent
▼
IBM TS1120
STK T10000
LTO Gen 4
STK 9940B
Encryption (Library/System/Application)
yes▲
yes ►
yes ▲
no ▼
Open System Path Failover
yes ▲
?
yes ▲
?
High Resolution Directory
yes ▲
no ▼
no ▼
no ▼
Virtual Backhitch (minimizes start/stop)
yes ▲
no ▼
no ▼
no ▼
Capacity Scaling
yes ▲
no ▼
no ▼
no ▼
String Search
yes ▲
no ▼
no ▼
no ▼
Media Reuse
yes ▲
future ?
no ▼
yes ▼
Media Warrantee (years)
10 ▲
10 ▲
5▼
?
Power Consumption (watts)
46
90
Heat Output (BTU)
147
420
35,500
37,000
Drive Feature
Fibre Drive Price (US $s)
FICON Drive Price (US$s)
44,000
Note: Information on SUN StorageTek tape drives was obtained from the Internet on Mar 16, 2007, is subject to
change, and is presented here simply to provide a overview of vendor tape drive technology specifications
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Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Comparison of IBM, Sun, & Quantum LTO Libraries
(Min slots <300, Max slots >2000)
IBM TS3500
IBM TS3500 HD
Sun SL3000
Quantum i2000
Quantum PX720
Scalability
100X
300X
15X
40X
10X
Scales w/o Passthrough
Yes
Yes
Yes
Yes
No
Add Licensed Capacity w/o Scheduling
Downtime
Yes (base frame)
Yes
Yes
Yes
Yes
Add Physical Capacity w/o Scheduling
Downtime
Yes (min 10 s.f..)
Yes (min 10 s.f..)
No
No
No
Max Cartridges per Square Foot
(@1K/2K/3K/4K cartridges)
33/40/38/40
50/67/75/100
42/42/50 (est.)
52/63/68
48/64/58
Max I/O Slots
224 (255 virtual per
logical library)
224 (255 virtual per
logical library)
52
192
240
Max Drives (@<4000 slots)
120
12 to 120 (slot
density trade-off)
56
96
100
Enterprise Drive/Mainframe options
Yes
Yes
Yes
No
No
Dual Active Grippers
Yes (standard)
Yes (standard)
No
No
No
Dual Active Accessor/Robot option
Yes
Yes
Yes
No
No
Path Failover and Load Balancing
End-to-end
End-to-end
No
Device-side only
No
Dynamic Partitioning
Yes (ALMS)
Yes (ALMS)
ACSLS req’d
No
No
Cartridge Cache
No
Yes
No
No
No
Average Move Time
2.4 to 4.7 sec
2.4 to 4.7 sec (from
cache)
No spec
No spec
9-10 sec
Native Drive Encryption
AME/SME/LME
AME/SME/LME
AME/LME
AME/LME
No (Decru)
Multi-platform Key Manager
Yes
Yes
No
Yes
No
100
Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Comparison of IBM, Sun, and Quantum LTO Libraries
(Min slots <2000, Max slots >6000)
IBM TS3500
IBM TS3500 HD
Sun SL8500
Quantum S10K
Scalability
100X
300X
50X
20X
Scales w/o Passthrough
Yes
Yes
No
Yes
Add Licensed Capacity w/o Scheduling
Downtime
Yes (base frame)
Yes
Yes
Yes
Add Physical Capacity w/o Scheduling
Downtime
Yes (min 10 s.f..)
Yes (min 10 s.f..)
Yes (min 50 s.f. w/
passthrough)
No
Max Cartridges per Square Foot
(@2K/6K/10K cartridges)
40/40
67/97/125
30/59/73
30/No spec
Max I/O Slots
224 (255 virtual per
logical library)
224 (255 virtual per
logical library)
78
72
Max Drives
192
12 to 192 (slot
density trade-off)
64 to 256+ (slot
density trade-off)
324
Enterprise Drive/Mainframe options
Yes
Yes
Yes
Yes
Dual Active Grippers
Yes (standard)
Yes (standard)
No
No
Dual Active Accessor/Robot option
Yes
Yes
Yes
Yes
Path Failover and Load Balancing
End-to-end
End-to-end
No
Device-side only
Dynamic Partitioning
Yes (ALMS)
Yes (ALMS)
ACSLS req’d
No
Cartridge Cache
No
Yes
No
No
Average Move Time
2.4 to 4.7 sec
2.4 to 4.7 sec (from
cache)
<11 sec per
handbot
No spec
Native Drive Encryption
AME/SME/LME
AME/SME/LME
AME/LME
AME only
Multi-platform Key Manager
Yes
Yes
No
No
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Sales Conference
© 2009 IBM Corporation
IBM Systems and Technology Group
Competition for the TS3310
IBM
HP
FSC
Overland
Quantum
TS3310
EML ESeries
SL500
Scalar i500
(= SUN STK SL500)
Neo Series
8000
Form Factor (min/max)
2U – 41U
12 - 40U
8U - 40U
4U
2U – 41U
Max. nbr of drives
1-18
1-16
1-18
1-16
1-18
Max native capacity
316
404 (max 8 drives!)
353 (16 drives)
460 (max 2 drives!)
316 (18 drives)
192
311
Tape drives supported
LTO 4
LTO 3
LTO 4
LTO 3
LTO 4
LTO 3
LTO 4
LTO 3
LTO 2
LTO 4
LTO 3
Partitioning
Standard
(max 18)
optional
N/A
optional
Standard
(max 18)
Path Failover
optional
N/A
N/A
optional
(between modules)
N/A
Tape Encryption
Standard
optional
N/A
N/A
optional
Redundant Power
optional
optional
optional
N/A
optional
Host Attachment
4 GB FC
LVD SCSI
4 GB FC
4 GB FC
3 Gbit SAS
LVD SCSI
4 GB FC
LVD SCSI
4 GB FC
LVD SCSI
Barcode reader
Standard
Standard
Standard
Standard
Standard
Standard
Standard
Standard
Standard
Standard
3 years
1 year
1 year
1 year
1 year
Remote management
Warranty
102
Sales Conference
(HW = IBM 3310)
© 2009 IBM Corporation