01 - Intro - Brand Manager

XSR04: Up to Speed on IBM System x
System x and BladeCenter Sales Education Series
This presentation is intended for the education of IBM and Business Partner sales personnel. It should not be distributed to customers. IBM& Corporation IBM2006 Systems Technology Group Education & Sales Enablement 2010 IBM Corporation
Agenda do curso
Segunda (13/09) 08:30 as 09:00 - Welcome Coffe 09:00 as 10:00 - Introduo a linha System x e BladeCenter da IBM 10:00 as 10:30 - Break 10:30 as 12:00 - Servidores High Volume IBM System x 12:00 as 14:00 - Almoo 14:00 as 15:30 - Servidores Blade 15:30 as 16:00 - Break 16:00 as 17:30 - Servidores High End IBM System x (Leo Couto) (Leo Couto) (Rafael Cunha) (Rafael Cunha)
Tera (14/09)
08:30 as 09:00 - Welcome Coffe 09:00 as 10:00 - Ferramentas IBM System x 10:00 as 10:30 - Break 10:30 as 12:00 - Storage 12:00 as 14:00 - Almoo 14:00 as 15:00 - Cool Blue 15:00 as 15:30 - Diferencie-se com opcionais IBM 15:30 as 16:00 - Break 16:00 as 16:45 - Ferramentas de gerenciamento
IBM Systems & Technology Group Education & Sales Enablement
(Rafael Cunha) (Juliana Dantas) (Rafael Cunha) (Rafael Cunha) (Rafael Cunha)
2010 IBM Corporation
Test 000-153: System x Sales Specialist V6
Test information: Number of questions: At least 39 Time allowed in minutes: 75 Required passing score: N/A% Test languages: English, Chinese Simplified, French, Italian, Japanese, Portuguese Brazilian, Russian, Spanish Castilian, Spanish LA

Section 1 - Gathering Requirements Understand market environment for System x family and other x86 servers Describe System x family (i.e. - high volume servers, high performance servers, BladeCenter) Relate customer requirements to family characteristics and the related competitive advantages. Compare the System x Server family including eX5 and high volume servers to competitors, previous System x servers and communicate the business value to customers Describe total cost of ownership including total cost of acquisition, energy efficiency, power and cooling, backward and forward compatibility, and systems management.
Section 2 - Propose Solution Select and use basic presales tools (i.e. - xRef, Competitive Sales Tool, Quick Solution Tool, Configuration and Options Guide (COG), and ServerProven) Select and use advanced presales tools (i.e. - CDAT consolidation, Power Calculator, Interoperability Guide, SSCT, Blue Horizon). Select and use appropriate support structure (i.e. - Techline, Competeline, FTSS, Business Partner support, Distributor support) Relate the differences between scale-up and scale-out deployment strategies.
Demonstrate other top selling or competitive strategies. Bid to Win Manage to Profit.
Discuss and apply the total solution (i.e. - software, storage, tape, rack and rack options, switches, services, training, networking, SAN, and other options).
Course Agenda
Topic 1: Introducing IBM System x and BladeCenter? Topic 2: Entering the System x Portfolio Topic 3: BladeCenter and Other Innovative System x Products Topic 4: Enterprise Servers for Enterprise Workloads Topic 5: IBM System x iDataPlex, IBM Cluster 1350 and introducing Cloud Computing Topic 6: Completing the Sale with Options, Storage, Services and Support Topic 7: Optimizing IT With Systems Management
Growing your skills and preparing for certification

IBM Business Partners (IBM PartnerWorld) Skills Development
> Start with Systems Connect eXpert (now on Systems College)

Created to make it easier for IBM partners to grows skills and keep them sharp See the roadmaps and recommended education http://www.ibm.com/Partnerworld/SystemsConnecteXpert
> Leverage the Business Partner Guidebook

http://www.ibm.com/partnerworld/wps/pub/overview/B5X00
IBM Team Skills Development
> Start with the System x Specialist area of the STG Smart Zone
Roadmaps and "What's New" education http://lt.be.ibm.com/smartzone/systemxsales
> Take advantage of the System x Reference Sheets (xREFs)

http://www.redbooks.ibm.com/xref
Both IBM Internal and Business Partner Resources
> Take advantage of the System x Reference Sheets (xREFs)

http://www.redbooks.ibm.com/xref
> Schedule a Top Gun training to quickly ramp up your selling skills
http://www.ibm.com/systems/education/topgun/xtop.html
IBM Systems & Technology Group Education & Sales Enablement 2010 IBM Corporation
Topic 1: Why IBM System x and BladeCenter?
By the end of Topic 1, you should be able to:
> Summarize the market forces that impact your clients businesses
> Recall how IBM innovation and expertise can help clients to solve real
business challenges and remain competitive
> Describe the System x value proposition and differentiation > Recall the broad capabilities and benefits of engaging Team IBM
Points to Ponder
Think about the following as you progress through this topic: What concerns do you hear from your clients around their IT strategy? How does IBM's leadership in the IT industry help us when selling x86 solutions? How can you build value from the larger IBM "Big Blue"?
Topic 1 Agenda
> The Changing Global Marketplace > How IBM helping our Clients build a Smarter Planet. > Leveraging IBM to provide higher value solutions
with our System x and BladeCenter solutions
> Overview of System x and BladeCenter > Review
Globally, systems and infrastructure are reaching a breaking point.

IDC has just released estimates that this year, the Digital Universe meaning every electronically stored piece of data or file out there will reach 1.2 million petabytes, or 1.2 zettabytes, this year.
Meanwhile, customer expectations and competitive pressures are increasing.
IT has felt the impact of current economic conditions
Organizations have had to change their IT strategy.
They must do more with less, fully utilize every resource and automate wherever possible.
IT Spending
IT Deployment
Workloads deployed
Servers deployed
New thinking
Management $
2005
2009
At the same time, the world is becoming smarter more instrumented, interconnected and intelligent
EVERY MOMENT
contains millions of transactions.

Data volumes are exploding. Workloads are growing. Analytics are no longer optional.
Adding more servers isnt the solution. Our infrastructure must become smarter
Data
Analytics
Insight
Management automation
Action
Why do clients succeed with IBM?
Leadership Brand
#1 Customer satisfaction #2 BusinessWeek Brand #1 BusinessWeek IT Brand
Quality/ Service Easy to Manage Technology Value
We must move past todays challenges to seize tomorrows opportunities.

HOW CAN WE ADDRESS WHILE ALSO LAYING A FOUNDATION FOR BREAKTHOUGH PRODUCTIVITY Almost any person, object, or service can become digitally aware and connected creating new possibilities for change.
HIGHER SERVICE EXPECTATIONS Internet-savvy consumers and employees expect 24x7 access to quality services.
RISING COST PRESSURES Staggering levels of complexity and inefficiency drive up cost and stifle innovation.
ACCELERATED VALUE CREATION More adaptive capabilities like cloud computing create new opportunities.
NEW RISKS & THREATS The connected, collaborative world is also a more vulnerable world.
INCREASED VELOCITY The faster pace of business and society demands a more responsive, agile infrastructure.
The Vision of a Smarter Planet

The Vision of a Smarter Planet showcases what makes IBM unique and makes System x the leader in x86 innovation
IBM going to market around four major initiatives

Smart Work New Intelligence Green & Beyond Dynamic Infrastructure
The world has become flatter and smaller. Now it must become smarter.
Dynamic Infrastructure: Addressing todays challenges and tomorrows opportunities.
Systems Director
IMPROVE SERVICE
Energy Efficiency and Performance REDUCE COST
X-Architecture Reliability and Resiliency MANAGE RISK
Introducing the Dynamic Infrastructure Whiteboard
IBM is setting the infrastructure agenda for the industry
Dynamic Infrastructure
Management
Energy Security Availability Multiple OSs Virtualization
Systems
Systems Software
IBM Software & Services
Delivering business value by helping clients improve service, reduce cost and manage risk
Systems that are fit for purpose Technology and expertise to drive business advantage Leading management, energy, security, resiliency and virtualization & consolidation capabilities Breadth of IBM to provide end-to-end business solutions
IBM Systems, the Right Fit for a Dynamic Infrastructure
System x and BladeCenter
Power Systems
System z
System Storage
Reduce cost while mitigating risk and improving service
> IBM Systems designed to help reduce cost, improve service and manage risk > Flexible solution approach for the right fit and a commitment to open standards > Systems software embedded with leadership virtualization, management and security
The PC architecture has already been pushed to its limits
x86 SERVERS
Are easy to acquire. Support a broad application base. Take advantage of readily available administration skills.
In distributed computing environments, of computing capacity sits idle.1
85 percent
BUT
Power and cooling costs are now than they were 12 years ago.2 Management costs now represent of IT budget.
eight times greater 70 percent
1 Based on IBM estimates. 2,3 Clabby Analytics, The Data Center Implosion Explosion and the Need to Move to a New Enterprise Data Center Model, February 2008
Traditional server paradigms need to change
The x86-based PC architecture is now It holds 53
28 years old.
It has evolved through PCs, towers, racks and blades.
percent of the server market and that number is growing.
Personal Computers
Tower PC Servers
Rack optimized
Blade Servers
New thinking is required.

Its time to redefine the x86 server landscape
Workloads

DATA

The next generation x86 architectures must be able to keep up with the proliferation of workloads and explosion of data of a smarter, more interconnected planet.
Memory bottleneck
Underutilization Reactive & vs High OPEX Proactive
The fundamental engineering of the system at the heart of your system matters.
Its about more than just the processorits about the system.
Why is Memory the Bottleneck Now?
Starting with what changed Multi-core processors A 2-socket, quad-core processor system has 8 processing threads Most applications are designed for 4 to 8 processing threads This is driving the requirement for virtualization not just for higher utilization. These systems with a large number of processors, working at much higher utilization requires need a lot of data ready to be processed. The memory provides that data. Warning A little technical
Montecito
Intel CPU Trends

(sources: Intel, K. Olukotun)
Paxville
Xeon
Pentium
386
Breakdown in Frequency scaling
Stages of technology adoption for virtualized environments

Cloud Computing
Advanced Virtual Resource Pools Physical Consolidation
Fully virtualized IT with integrated Service Management
Improve utilization Reduce costs Lower power usage

Improve capacity utilization by as much as 60%, while reducing the power and cooling costs
Decouple complexity from scale Share resources optimally Automate workload management Incorporate HA & DR
Hands-free operation, eliminate mundane tasks and manual processes and deploy workloads in minutes
Sense and respond to workload requirements Dynamically move workloads to best-fit infrastructures Integrated virtualization management with IT processes
Save time and reduce skill level required for workload provisioning through prepackaged automation templates
Low cost through economies of scale Always on Globally available Elastic scaling Pay for use Self-service with rapid provisioning Service catalog
Give users the flexibility to request and pay for services they want without the complexities of establishing an IT infrastructure
IBM has products, services and experience to help at each stage of adoption
Fully virtualized IT with integrated Service Management Cloud Computing
Advanced Virtual Resource Pools Physical Consolidation
Tivoli Service Automation Manager
Tivoli Provisioning Manager

VMControl Standard VMControl Enterprise Virtualization optimized servers Choice of software options and hypervisors Systems Director and VMControl Express IBM TotalStorage Productivity Center
IBM CloudBurst IBM Information Archive IBM Smart Analytics System WebSphere CloudBurst Appliance IBM Smart Business Test Cloud IBM Smart Business Desktop Cloud Private test cloud implementation service
Tivoli Workload Automation suite Tivoli License Compliance Manager Tivoli Usage and Accounting Manager Tivoli Business Services Manager
SAN Volume Controller BladeCenter virtual fabric switch & Open Fabric Manager WebSphere Virtual Enterprise
IBM has a history of marketplace-leading innovation
Over the years IBM has
INVESTED
17 Consecutive Year of US patent leadership. In 10 years enterprise x86 server innovation. The first x86 server The first x86 server The first x86 server The first x86 server with a scalable 16 processor design. with 100 #1 benchmarks. with hot-swap memory. to break 1 million tpmC.
ENGINEERED
ACHIEVED
No. 1 market share leader for scalable x86 servers.
Its time for IBM to lead the way yet again
A smarter planet demands smarter systems
The next generation x86 architectures must be able to keep up with the proliferation of workloads and explosion of data of a smarter, more interconnected planet.
Clients need smarter systems that:
The fundamental engineering of the system at the heart of your system matters.
Scale quickly and efficiently.

Remove memory bottlenecks. Maximize utilization. Are optimized for workloads. Provide rapid access to data.
Its about more than just the processorits about the system.
System x and BladeCenter Portfolio

Clusters, HPC, Virtualization, Web 2.0 & Cloud
Cluster 1350 iDataPlex dx360 M3
Large symmetrical multiprocessing (SMP)

x3850 X5
Scale up / SMP computing
High density
x3755 x3690 X5 HX5 x3650 M3 x3400 M3 BladeCenter S, E, H, T, HT
x3500 M3
x3550 M3
HS22
HS12/ 22/ 22V LS22/ 42 JS12/ 22/ 23/ 43 QS21/ 22
x3100 M3 AP Only x3200 M3
x3250 M3
HS22V
Scale out / distributed computing eX5

Comprehensive end-to-end Data Center Solutions

Scale Up Scalability and performance critical Large Stress on data delivery features symmetrical multiprocessing Virtualized Workloads Scalability and performance Cloud critical and HPC Stress on data delivery Clusters features and virtualization Larger emphasis on server availability
Larger emphasis on server availability
(SMP) and availability OS/middleware scalability significant
x3950 M2
Flexibility through virtualization
Scale up / SMP computing
x3850 M2 x3755
Cluster 1350 BladeCenter
High density
x3500 x3400 x3200 M2
Scale out /
Scale Out Emphasis on hardware x3550 acquisition costs Availability through replication x3450 x3655 Power / cooling / floor x3350 space issues Industry standard x3455 components x3250 M2 Management cost distributed computing considerations
x3650
iDataPlex
The Right Innovation

Building a dynamic infrastructure requires a partner with an unparalleled history and dedication to x86 innovation. Only IBM continues to break new ground in the data center year after year.
> First to market with solid state drives, offering greater speed and reliability > First to market with Unified Extensible Firmware Interface (UEFI), the next generation
of BIOS, in the data center
> IBM is a leader in providing cloud computing resources for lease and enabling you to build
your own cloud computing clusters
> Pressure-sensitive altimeters standard in our rack and iDataPlex new generation servers to
increase your energy efficiency
> Cutting-edge memory management and mainframe-inspired reliability standard in the eX4
enterprise servers
> IBM and VMwarea relationship of firsts

First VMware system vendor First VMware joint development partner First to leverage VMware SDK First to offer comprehensive support First to integrate VMware into virtual client solution
> Coming Soon Converged networking technology to reduce costs

and power
KNOWLEDGE CHECK
1. What challenges are our clients facing today? How do these challenges affect IT
strategy?
2. How is IBM turning these challenges into opportunities? 3. Why is IBM in the best position to help clients address these challenges?
Refreshing the Entire HV portfolio in 1Q 2010!

March 16, 2010 Announcement
Latest Intel 4C & 6C Processors UDIMM Support
x3650 M3 The Ultimate Business Critical Server
Increased Memory & HDD capacity Supports 6Gb RAID Expanded support for redundant power (x3400 M3)
x3500 M3 Business Critical Tower Server x3400 M3 General Business with Enterprise Features
x3550 M3 General Business Compact Server
January 5, 2010 Announcement

New lower cost DC Processors Increased Memory More NICs (x3200 M3) 6Gb RAID (Optional)
x3250 M3 Big Performance at Entry Value
UDIMM Support
New Options
16GB & LV1.35 DIMMS, UDIMM support 6Gb RAID FusionIO 320GB SSD adapter Self-encrypting drives 10Gb Ethernet adapter Digital and analog KVM switches 2.5 600GB SAS HDD 2TB Nearline SAS and SATA HDDs
x3200 M3 Entry Value Business Engine
The New 1 & 2 Socket Rack & Tower Portfolio

Rack and Tower Portfolio
+3pts of Share 4Q09
Desk side IT
Acquisition cost, security, rugged, easy
Server Room / Data Closet

Cost, density, higher availability, networking, power, management, TCO
Enterprise/Mega Data Center

Performance, efficiency, availability, powerful management, TCO
Attributes
Workloads
Email / Collaboration Web Serving
1 & 2 socket servers have More VMware licenses than any other Top
Virtualization/Consolidation
Mission Business Critical
x3500 M3 x3650 M3
General PerforBusiness mance
x3400 M3 x3550 M3
Entry Value Value
x3200 M3 x3250 M3 Email Collaboration Email Collaboration Web Serving / Consolidation Virtualization Virtualization / Consolidation
Top Web Serving Workloads
x3650 M3 Leading Enterprise SAP Server
IBM is responding to the needs of todays businesses by delivering new System x3650 M3 and x3550 M3 servers with greater performance, value and lower overall cost of ownership. Businesses who are seeking to gain more leverage from their IT systems would be wise to consider these new servers from IBM System x, the trusted leader in server technology.
John Spooner, Technology Business Research
Theres a lot of money to be saved on space, cooling and electricity with the IBM solution.
Rene Kirkeby CIO Danske Telecom
10 + 50 Second Elevator Pitch for 1- and 2-Socket Servers

1. You have 10 Seconds to get their attention
IBM, the #1 trusted brand. has significantly enhanced our 1 & 2 socket portfolio with new processors, increased storage, more memory and RAID while delivering industry leading quality, performance, making it easier for you to deploy, manage and service your systems all at an excellent value.
2. Use real dollar factoids

Significantly lower your costs & dramatically improve performance while relying on IBMs trusted brand. Intels new 6-core Xeon 5600 Series processors offer up to 60% performance per watt boost over Intel Xeon 5500 processors(1) Systems use same performance as Xeon 5500 processors at 30% less power(1) The x3650 M3/x3550 M3 servers offer 15:1 consolidation - up to 50% reduction in operating expense, 3 month ROI(1) compared to legacy servers Our new servers offer 95% lower power and facilities costs(1) compared to legacy servers The x3650 M3 and x3550 M3 servers have 50% more memory capacity than most recent generation servers to support compute intensive applications(2) The x3650 M3 and x3550 M3 lower cost and increase flexibility with a 60% increase in local storage capacity over most recent generation servers. They support 9.6TB and 4.8TB internal storage respectively. The x3650 M3 and x3550 M3 offer an annual power savings of $100 per server compared to legacy servers or $50k+ for a typical data center of 500 systems(3) with new energy efficient design. Reduce administration costs up to 35% when running Windows and up to 44% when running Linux with redesigned systems management, including Director, IMM, UEFI, ToolsCenter(3). Complete 6Gb RAID solutions for increased performance and throughput
3. What will the customer remember?

We can significantly lower your costs and dramatically improve your performance while relying IBMs trusted brand.
Presenting eX5
The new thinking of x
5th generation portfolio of IBM industry-leading

technology in enterprise x86 computing. Expansion of Enterprise X-Architecture to
IBM BladeCenter. 2X the memory capability of competitive

offerings resulting in up to 2/3 software costs.
Lowest costs of acquisition and deployment

for enterprise x86 computing in the industry.
#1 Market share leader in scalable x86 servers

Introducing the eX5 Portfolio
System x3850 X5
IBM BladeCenter HX5 BladeCenter HX5
System x3690 X5
MAX5
Maximum memory scaling independent of processors
eXFlash
Extreme IOPs SSD storage
FlexNode
Scheduled provisioning
One 4-Socket System
Two 2-Socket Systems
eX5 Systems are Built for Enterprise Workloads
Virtualization / SCON Unmatched memory capacity for better workload density, more reliability/availability features for confidence consolidating workloads, scalability greater than 4-way for better economies of scale Database Greater processor, memory and I/O performance for larger, faster databases; greater reliability/availability for more confidence in leveraging the value of x86 design, scalability greater than 4-way for payas-you-grow as your business prospers Enterprise Applications With high performance, energy-efficient design to lower combined with the reliability and availability necessary for confidence in running your business on x86 servers
10 + 50 Second Elevator Pitch for eX5 Products

1. You have 10 Seconds to get their attention
Do you have a plan to keep the systems infrastructure that supports your key business applications up to date? If not, you will: 1) suffer from poor application performance, system outages and service disruptions to clients and 2) pay too much for software
2. Use real dollar factoids

The new eX5 technology from System x offers up to 3x the performance of todays current platform, allows you to save $800K in database storage for your demanding storage environments or achieve 50% more virtual machines without increasing software licensing costs.
3. What will the customer remember?

IBM has free services that can help you understand what is needed to keep your systems infrastructure supporting key business applications up to date this will eliminate unnecessary risk, reduce costs and improve the service you can provide to your clients Can I schedule some time next week to look specifically at your environment to determine the recommendations IBM can make?
Why is management so important?
Using the right virtualization technologies is a critical success factor in a virtualization or consolidation project
Management of virtualized systems is a critical success factor for continued operations
the days of focusing on physical system management are now gone. Upper-level management wants greater IT operational efficiencies. CIOs require resources to be virtualized to increase resource utilization and simplify management, and that data center energy consumption be reduced. - Clabby Analytics, March 2009
> Physical and virtual resources > Ability for management tools to
interoperate
> Enabling for service management

As a seller, you should care because of the platform management stickiness factor
Growing use of virtualization solutions has started to slow the rate of growth in physical server bases. But large-scale virtualization creates new sets of manageability and service quality challenges. International Technology Group, September 2008
The Total Systems Management Experience

Delivering innovations throughout the systems management stack
Upward integration into Tivoli Service Management IBM Systems platform solution for System x, BladeCenter, Power Systems, System z and storage
IBM Tivoli IBM Systems Director

Platform management that is easy and efficient Management of physical and virtual resources across heterogeneous systems
Redesigned system tool portfolio for singlesystem management and scripting
ToolsCenter
Consolidated, integrated suite of management tools with powerful bootable media creator
IBM Service Advisor

Customized for eX5 with automatic reporting to IBM
Hardware and firmware advances which are standard across all new systems
Integrated Management Module (IMM)

Standards-based hardware which combines diagnostic and remote control
UEFInext generation BIOS

Richer management experience and future-ready
IBM Systems Director 6.1.2 can help save 34% in administrative costs.
Challenges of Operational Management for Enterprise Server Installations, International Technology Group, 2008
IBM Offers End-to-End Management

Other Systems Management Software
$$ $$
Enterprise Service Management
$$
$$ $$
$$
Image Management
Service and Support Manager
Additional Plug-Ins
Additional Plug-Ins
Additional Plug-Ins
Additional Plug-Ins
Additional Plug-Ins
Active Energy Manager
TPMfOSD
Advanced Managers & Priced Plug-Ins
Automation Status Virtualization Discovery
Update Remote Access Core Director Services Configuration
BOFM
System x & Blade Center System z Power Systems Storage Configuration
Base Systems Director Managers & Hardware Platform Managers Resource Management Managed virtual and physical environments
Hardware
IBM and non-IBM hardware
Generate Revenue with Systems Software

IBM Virtual Media Key (VMK)
The options takes the Integrated Management Module to the next level, by providing full remote control of your System x servers. The IBM Virtual Media Keys allow administrators to fully manage servers remotely regardless of server or operating system condition.
> Remote control to manage, monitor, and troubleshoot from any corner of the world > Ability to manage the server even when it is turned off
Active Energy Manager (AEM)

Provides a single view of the actual energy usage across the systems and facilities within customers data center. It measures, monitors, and manages the energy and thermal components built into IBM systems enabling a cross-platform management solution.
> > > >
Monitor and measure server energy usage and activity Control system power states and modes of operation Energy thresholding: set power or temperature threshold to cause notification or action Soft power capping to set a power cap lower than a value that can be guaranteed
BladeCenter Open Fabric Manager (BOFM)

Designed to help customers manage growth and complexity by making it easy to manage I/O and network interconnects for up to 100 BladeCenter chassis, or up to 1400 blade servers.
> Advanced Management Module based firmware > Optional Advanced Upgrade: standalone utility or Systems Director plug-in
I/O Address assignment plus policy based automation Creates blade failover pools with Event Action Plans Provides I/O parameter and VLAN migration in case of failover
IBM business know-how and technology expertise helps you leverage technology for your business advantage . . .
IBM Business Partners, Systems Integrators (SIs) and Independent software vendors (ISVs)
IBM Research
IBM Global Financing
Industry Innovation Centers
Global Technology Services (GTS), Global Business Services (GBS), and Technical Services
IBM Software Group
. . . our innovation can help enable your clients innovation.

IBM Worldwide Client Centers

Skilled professionals applying IBM and partner technologies to solve real customer problems
> Worldwide support
centers for thought leadership and expertise
Greenock London Montpellier Mainz Boeblingen
> Decades of experience

harnessing new technologies for mainstream business
Seattle, WA San Jose, CA
Dublin, Ireland
US, East Coast Poughkeepsie NYC Gaithersburg Raleigh
Tokyo / Makuhari Beijing, China Tokyo, Japan Seoul, S Korea Wuxi, China Hanoi, Vietnam
Middle East
Silicon Valley Lab Tucson Austin Dallas Rochester Guadalajara
Bangalore, India
South Africa
Singapore
So Paulo, Brazil
Sydney
New Enterprise Data Center Leadership Centers

Available Planned 1Q 2009
IBM Worldwide Client Centers
IBM Cloud Computing Centers

Active Planned
WW Executive Briefing Centers
WW Design Centers
High Availability Center of Competency
WW Benchmark POC Centers
Industry Solution Centers
Business Partner Innovation Centers
New Enterprise Data Center Leadership Centers

IBM is Working with Clients to Evolve their Data Center

Virtualization enables IT simplification and quick Return on Investment (ROI)
60 percent reduction in power and cooling costs through virtualization-based data center consolidation
AISO.net
Consolidated & virtualized 89 standalone servers to 5 System x servers and one IBM BladeCenter enabling a new application to be deployed in minutes rather than weeks
St. Helens Council
Implemented an IBM Scalable Modular Data Center solution yielding 40 to 50 percent reduction in floorspace; estimated 30 percent more efficient in power and cooling
Bryant University
AISO.net: http://www.ibm.com/news/us/en/2007/06/2007_06_18.html St. Helens Council: http://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-78BJXB?OpenDocument&Site=default&cty=en_us Bryant University: http://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-75TE3X?OpenDocument&Site=default&cty=en_us

IBM ServicePac for Essential Support for System x and BladeCenter

Provides a single source for your IBM System x and IBM BladeCenter hardware and software support needs
Features Benefits
> Single comprehensive service and price > Unlimited calls and callers > Software and Hardware usage support > Hardware repair
> Minimizes the lost productivity caused by

system downtime with fast, convenient exchange and repair services
> Frees up internal IT resources to focus on

driving core business
> Supports mission-critical operations with

round-the-clock maintenance services
> Controls maintenance expenses with fixedprice services
> Ensures peak operation of existing equipment

Why IBM?
Round-the-clock service every day, including IBM holidays A packaged, part-numbered service that is easy to buy, sell and activate
MTP03067-USEN-00
Best practices
> Pay only for what you need today pay as you grow > Always think about growth can your server scale? > Workloads grow, so look for performance plan
ahead
> Running your business means making sure your

business can run
> Leading availability features great RAS attributes > Partnerships willingness to play well with others > Innovation choose someone who is driving the
market
> Virtualization is important start working with it today
Maximize memory, minimize cost, simplify deployment
Smarter Systems for a Smarter Planet
New thinking for the next generation of x86 systems

Why IBM?
> Technology leadership > Decades of worldwide business experience > 50 years of solving complex IT issues around the
world > Ability to see and address the entire scope of the problem
> More US patents than any other company for the

15th consecutive year
> More than 3,000 US patents in a single year six

times
> $6B annual investment in R&D on innovations for

future growth Environmental responsibility and leader in go green movement
Moving forward
> Understand the changing business
priorities and how new technologies are enabling business model innovation
> Understand where your clients are

today and move quickly to capitalize on new technology-enabled innovation or risk commoditization
> Identify and tackle core IT issues that

are inhibiting your clients ability to move forward
> Layout a holistic transformation

roadmap
KNOWLEDGE CHECK
1. How can you differentiate IBM System x and BladeCenter from the competition? 2. What is the value proposition for IBM Systems? How does the System x and BladeCenter value proposition support this? 3. What are the advantages of engaging Team IBM?
Review
> The changing global marketplace impacts your clients IT strategy > IBM is focused on providing solutions that give
our clients business advantage, not just feeds and speeds.
> Innovative and forward thinking > Providing a broad and powerful server portfolio
High Volume Enterprise BladeCenter iDataPlex Systems Management
> Excellent team of sales representatives

that are focused on the unique needs of each client!
Q1. Which of the following factors caused a major shift in the x86 server environment? A1. A2. Processor frequency growth has surpassed what was expected based on Moore's Law. Multi-core processors improve system performance
A3. The multi-core trend has resulted in rapid growth of memory, I/O capacity of the server and the threading capabilities of many applications.
A4.
Memory is challenged to keep pace with CPU cores

Memory is challenged to keep pace with CPU cores
Correct Answer:
Q2. Clients with enterprise workloads face which of the following 3 primary challenges? Select the best answer. A1. A2. A3. A4. Memory capacity, operational expenses, greater flexibility Memory capacity, do more with the resources they have, simplify Greater server utilization, energy and management expenses, optimize performance Reduce costs, more virtual machines, buy what they need when they need it. Memory capacity, do more with the resources they have, simplify
Correct Answer:
Q3. What sets eX5 systems apart from competitive servers that use the same processors and the same DDR3 DIMMS? A1. A2. IBM has a legacy that spans the globe and sets us apart from others. eX5 technology allows clients to easily add additional processors to meet the need for demanding applications
A3. We decoupled the number of DIMMS from the number of processors, using a unprecedented amount of configuration flexibility A4. With the eX5 external memory chassis, MAX5, clients can take advantage of huge quantities of memory for virtualization and memory-hungry applicationse. Correct Answer: With the eX5 external memory chassis, MAX5, clients can take advantage of huge quantities of memory for virtualization and memory-hungry applicationse.
Q4. With the eX5 external memory chassis, MAX5 (which is available for all 3 eX5 form factors), clients will take advantage of _______? A1. A2. A3. A4. huge quantities of memory for virtualization and memory-hungry applications. huge cost savings. expanded CPU capacity. system memory and cpu capacity.
Correct Answer: applications.
huge quantities of memory for virtualization and memory-hungry
Q5. What is the eX5 Value Proposition?

A1. A2. A3. maximize memory,consolidate and go green. maximize memory, improve TCO and consolidate. maximize memory, improve TCO and simplified management.
A4.
maximize memory, minimize cost and simplify deployment.
Correct Answer:
maximize memory, minimize cost and simplify deployment.
Q6. The new new eX5 architecture has many technology advances benefitting your customers. What is the eX5 value proposition? A1. A2. A3. A4. Maximixe Memory,New Technology,Simplify Resources. Maximize Memory,Enhanced Technology, Simplify Hardware. Maximize Memory, Minimize Cost, Simplify Deployment. Maximixe Memory,Latest Technology,Simplify Resources
Correct Answer:
Maximize Memory, Minimize Cost, Simplify Deployment.
Q7. Of the following which System x and BladeCenter servers are built on eX5 Architecture? Choose all that apply.
A1. A2. A3. A4. A5. HS22V HX5 3850x5 All the Above None of the above
Correct Answer:
HX5, 3850x5
Q8. How do the new System x enterprise Rack and Tower servers lower Total Cost of Ownership? A1. 25% lower annual energy costs, over 6x more performance per server and 93% Floor Space Reduction. A2. 50% lower annual energy costs, over 12x more performance per server and 93% Floor Space Reduction. A3. 75% lower monthly energy costs, over 8x more performance per server and 93% Floor Space Reduction. A4. 75% lower monthly energy costs, over 12x more performance per server and 93% Floor Space Reduction
Correct Answer: 50% lower annual energy costs, over 12x more performance per server and 93% Floor Space Reduction.
Q9. In this presentation is was stated that; The transformation to smarter solutions will require smarter systems that ________? A1. A2. A3. A4. Scale quickly and lower utilization Scale quickly and reduce noise Scale quickly with low workload performance Scale quickly and efficiently
Correct Answer:
Scale quickly and efficiently

Q10. Which of the following are our new 1 and 2 socket offerings? A1. A2. A3. 3400M3, 3500M3, 3550M3, 3650M3 3850X5.3960X5,HS22,HS22V 3200M3,3250M3,3350,3400
A4.
3350M3,3630m3,3620M3,375
Correct Answer:
3400M3, 3500M3, 3550M3, 3650M3
Q11. Compelling reasons to act generally fall into these three areas: A1. A2. A3. A4. Datacenter, workload, platform IT, financial, business value TCO, ROI, processing power Capital expenses, operating expenses, TCO IT, financial, business value
Correct Answer:
Q12. The four steps to developing the customer story include (1) preparation - what is the reason we are calling on the customer; (2) setting up the customer visit/call - the value proposition; (3) saving money - direct and TCO savings; and (4) is the "final blow" -- _________________. A1. A2. A3. A4. printed consolidation tool results to show real dollar savings Have an offer ready to support your claims Be different from the competition, offer to help the customer Discuss technology in terms of business benefits Be different from the competition, offer to help the customer
Correct Answer:
Q13. Which of the following elements should be included in your 60-second elevator pitch to make a good first impression of eX5 systems? A1. A2. A3. A4. Potential impact on business strategy IT challenges for enterprise workloads Opportunity for innovation Real dollar savings and performance information example Real dollar savings and performance information example
Correct Answer:
Q14. Comparing the consolidation study data from 2006 and 2009, there was a clear understanding of the workload growth patterns, particularly with CPU utilization and Memory Usage. As discussed in this presentation, what was determine by this study? A1. That Memory Usage is the primary bottleneck to even higher virtualization consolidation ratios.
A2. That memory capacity, not CPU utilization, is a primary bottleneck to even higher virtualization consolidation ratios. A3. That lack of technology advancements, not CPU utilization, is a primary bottleneck to even higher virtualization consolidation ratios.r is a primary bottleneck to even higher virtualization consolidation ratios. A4. That CPU utilization ,not memory capacity , is a primary bottleneck to even higher virtualization consolidation ratios. Correct Answer: That memory capacity, not CPU utilization, is a primary bottleneck to even higher virtualization consolidation ratios.
Q15. As discussed in this presentation; IBM System x servers, combined with the MAX5 memory expansion drawer, are designed to ____________? A1. A2. A3. A4. meet the demand for server consolidation. meet the growing memory capacity demands for virtualization servers. meet the growing CPU demands for virtualization servers. create valuable servers at an affordable price. meet the growing memory capacity demands for virtualization servers.
Correct Answer:

01 - Intro - Brand Manager

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XSR04: Up to Speed on IBM System x

System x and BladeCenter Sales Education Series

Test 000-153: System x Sales Specialist V6

IBM Systems & Technology Group Education & Sales Enablement

2010 IBM Corporation

Test 000-153: System x Sales Specialist V6

IBM Systems & Technology Group Education & Sales Enablement

2010 IBM Corporation

Test 000-153: System x Sales Specialist V6

IBM Systems & Technology Group Education & Sales Enablement

2010 IBM Corporation

IBM Systems & Technology Group Education & Sales Enablement

2010 IBM Corporation

Growing your skills and preparing for certification

> Start with Systems Connect eXpert (now on Systems College)

> Leverage the Business Partner Guidebook

IBM Team Skills Development

> Take advantage of the System x Reference Sheets (xREFs)

Both IBM Internal and Business Partner Resources

> Take advantage of the System x Reference Sheets (xREFs)

Topic 1: Why IBM System x and BladeCenter?

By the end of Topic 1, you should be able to:

IBM Systems & Technology Group Education & Sales Enablement

2010 IBM Corporation

IBM Systems & Technology Group Education & Sales Enablement

2010 IBM Corporation

> Overview of System x and BladeCenter > Review

IBM Systems & Technology Group Education & Sales Enablement

2010 IBM Corporation

Globally, systems and infrastructure are reaching a breaking point.

IBM Systems & Technology Group Education & Sales Enablement

2010 IBM Corporation

IT has felt the impact of current economic conditions

Organizations have had to change their IT strategy.

IBM Systems & Technology Group Education & Sales Enablement

2010 IBM Corporation

contains millions of transactions.

IBM Systems & Technology Group Education & Sales Enablement

2010 IBM Corporation

Why do clients succeed with IBM?

IBM Systems & Technology Group Education & Sales Enablement

2010 IBM Corporation

We must move past todays challenges to seize tomorrows opportunities.

2010 IBM Corporation

The Vision of a Smarter Planet

IBM going to market around four major initiatives

IBM Systems & Technology Group Education & Sales Enablement

2010 IBM Corporation

Dynamic Infrastructure: Addressing todays challenges and tomorrows opportunities.

Energy Efficiency and Performance REDUCE COST

X-Architecture Reliability and Resiliency MANAGE RISK

IBM Systems & Technology Group Education & Sales Enablement

2010 IBM Corporation

Introducing the Dynamic Infrastructure Whiteboard

IBM Systems & Technology Group Education & Sales Enablement

2010 IBM Corporation

Introducing the Dynamic Infrastructure Whiteboard

IBM Systems & Technology Group Education & Sales Enablement

2010 IBM Corporation

Introducing the Dynamic Infrastructure Whiteboard

IBM Systems & Technology Group Education & Sales Enablement

2010 IBM Corporation

Introducing the Dynamic Infrastructure Whiteboard