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FlashSystem V9000

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Sellers Guidance &
Closing

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Compression

FlashSystem V9000 has selectable Compression


Has a 2:1 sight unseen reduction guarantee
Can deliver much higher reduction but it requires a detailed
examination

No deduplication, but remember


FlashSystem V9000 has the VDI benchmark world record

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Tier 1 Guarantee for IBM FlashSystem V9000

Performance: Endurance: 7 year 24x7 Support:


IBM MicroLatency Flash memory will be Up to 7 years support available
Performance covered for read/write with optional price protection &
edurance while you flash media retention offerings
are under warranty or Enterprise Class Services
maintenance

Data Reduction: Peace of Mind:


Flexible Up to 5:1 storage efficiency No charge, complimentary IBM
savings, based on Comprestimator services for Tier 1 opportunities
results IBM FlashCore Forever Program:
Estimate Free Sight unseen 2:1 New controllers included with 3 year
Guarantee for rapid workload deployment maintenance extension

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Enterprise Class Services for FlashSystem V9000
Basic Premier
Warranty Warranty

HW installation with IBM SSR assistance



Technical Advisor support
Proactive
Proactive
24x7 support for Severity 1 & 2

Pull snaps, logs, etc. remotely (customer
uploads)
SW installation/configuration with SSR
assistance
Code upgrades, installation provided
Client
Client Advocate
Advocate
30 min response time for Severity 1

1 hour response time on Severity 2

Trusted
Trusted
2 hour response time on Severity 3 & 4
Consultant
Consultant
Remotely dial-in for diagnostics

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Proactive IBM action; AOS or remote
FlashSystem A9000 and
A9000R Seller Guidance

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Software-driven agility: Help Your Client Purchase
Whats Right For Them
Two models for software purchasing to match your needs:

ENCLOSURE-LICENSED CUSTOMER-LICENSED

Purchase an all-inclusive, software- Reuse IBM Spectrum Accelerate & Spectrum


integrated solution Storage Suite licenses across deployments
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Perpetual Software Licenses Follows Customer, Not Hardware

IBM Spectrum Storage Suite or IBM Spectrum Accelerate licenses can be applied where you need it:

Over time, you


can change
where you have
licenses applied

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Licensing Options
The Features tab only populates for 3-
5. Add cables if 6. Indicate licensing option year configurations because the ability to
needed reuse licenses is only available with the 3-
year warranty option.

Features Tab details:


Leave this option as 0 and click next, unless:
- you are ordering a system for a customer who plans to
leverage existing Spectrum Accelerate or Spectrum
Storage Suite licenses. If your customer plans to reuse
licenses, then mark this option as 1.
- Once noted as 1 here, the Related SW tab will
automatically populate with 5639-FS2 IBM FlashSystem
A9000/A9000R HW Int. with IBM SA license V12
- Keep in mind the guidelines when reusing Spectrum
Accelerate or Spectrum Storage Suite licenses, including:
- Only available on new orders (requires special
config)- no field conversion available!
- Accelerate license must be perpetual (not
monthly)
- Verify client has purchased, unused, perpetual
IBM Corporation 2016 IBM & IBM Business Partner Use Only
Spectrum Accelerate licenses to cover this new
FlashSystem | 9
capacity.
Software Tab Is Populated Based On Previous Selections
9. On the Related SW tab, you shouldnt need to make changes.
- Depending on the selection made on the Features tab (1 or 0), the first software line will be automatically populated
- If the first software line is not what you want, go back to the Features tab
- If you didnt mean to configure with ECS, start over with the 1-year configuration

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Tier 1 Guarantee for IBM FlashSystem A9000 & IBM FlashSystem A9000R

Performance: Endurance: 7 year 24x7 Support:


IBM MicroLatency FlashCore ensures that Up to 7 years support available
performance with full- Flash memory will be with optional price protection and
time data reduction covered for read/write flash media retention offerings
endurance while you
are under warranty or NEW Enterprise Class Support
maintenance
Focus of the following slides

Data Reduction: Peace of Mind:


Effective capacity guaranteed 3 different No charge, complimentary IBM services, like
ways: sight unseen, measured estimates training, configuration, and consultation, for all
& a competitive match tier 1 opportunities
NEW Pattern removal, deduplication, & NEW Perpetual Licensing with IBM
compression Spectrum Accelerate / IBM Spectrum
Storage Suite

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Service and Support for A9000 and A9000R

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Selling Flashsystem V9000, A9000 & A9000R:
Data Reduction And Effective Capacity
We should lead all storage sales engagements with flash- our competitors do!
Flash storage costs more than traditional magnetic disk until we factor in
Disk systems need tuning and have higher management costs
Disk systems have higher power & cooling costs
Flash delivers savings from data reduction Data
Reduction
Two or three types of data reduction technologies: Example
Every flash storage system differs
Pattern Removal
De-duplication
Compression
And the effectiveness of these technologies is
Client Data Dependent

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FlashSystem A9000 & FlashSystem A9000R:
Go to market strategy
IBMs revenue/GB is less than We must initiate a cultural shift to
of competitors
selling data reduced capacity
(Source: IDC Storage Systems Tracker) 2:1
5:1
physical
Marketing and Sales: Lead with effective capacity capacity

List price: Set to competitive levels including data reduction

Tier 1 guarantee: Multiple options anchored to effective capacity

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First, some definitions
Example with
FlashSystem A9000
300 TB
Raw capacity sum of the NAND flash bits in a system 105.6 TB
Physical capacity what the storage system stores - total system
57 TB
capacity after overprovisioning, ECC, and RAID
Effective capacity what the host writes - capacity available to the 300 TB
But can be more or
user after taking advantage of data reduction (pattern removal, less depending on
workloads deployed
deduplication, compression)
Allocated capacity what the administrator has provisioned -
capacity available to the user after taking advantage of data reduction
and thin provisioning 5.26 to 1
Data reduction the total amount of reduction achieved; this is often
represented as a ratio or as a percentage (e.g., 5:1 or 80%) & represents
the proportion
Industry of what
definitions can abehost can write and
inconsistent (effective capacity)
vary from these to what a
terms
(e.g., usable sometimes is meant system actuallyand
as physical stores (physicalmeant
sometimes capacity)
as
effective)
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FlashSystem A9000 & A9000R are marketed around effective capacity (the capacity that represents
what a host can write)

Flash can cost more than traditional disk, until we


factor in
Factor in tuning and management costs
Power & cooling savings
Savings from advanced data reduction

FlashSystem A9000 & A9000R have 3 types of data


reduction:
Pattern removal
Deduplication
Compression

Utilizing data reduction is how effective capacity is


achieved

Data reduction results are dictated by:


The implementation of data reduction
technology
The customers data, policies, and environment

Assuming the second point above is held equal, we


can match or beat any competitor with our
implementation of data reduction technology
For IBM and IBM(hence,
Business Partner use only IBM | 16
2016 IBM Corporation
Focus on Effective Capacity with A9000 & A9000R

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IBM FlashSystem A9000 Data Reduction Guarantee
Work with customers to size their savings; the results will be guaranteed based on the following guidelines:

Via Data Reduction


Typical Effective Sight Unseen Sight Unseen Estimation Tool or
Capacity* Minimum (3:1) Maximum (5:1) Competitive Match

Flash Enclosure-60 60 TB 36 TB 60 TB Up to 1.2 PB


Flash Enclosure-150 150 TB 87 TB 145 TB Up to 1.2 PB
Flash Enclosure-300 300 TB 171 TB 285 TB Up to 1.2 PB
Conservative Highly Reducible

* Typical effective capacity based on mixed workloads; this reflects a 5.26:1 ratio.

** Compensation is for the full purchase value of the additional required all-flash capacity in an upgrade or future
FlashSystem A9000 purchase; pre-data reduced content exclusion and other terms apply. Sight unseen is via a tech sales
consultation

Additionally, IBM will match any demonstrated FlashSystem competitors effective capacity guarantee.

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IBM FlashSystem A9000R Data Reduction Guarantee
Work with customers to size their savings; the results will be guaranteed based on the following guidelines:

Via Data Reduction


Using Flash Typical Effective Sight Unseen Sight Unseen Estimation Tool or
Enclosure-150 Capacity* Minimum (3:1) Maximum (5:1) Competitive Match

2 Grid Elements 300 TB 174 TB 290 TB Up to 1.8 PB


3 Grid Elements 450 TB 261 TB 435 TB Up to 2.0 PB
4 Grid Elements 600 TB 348 TB 580 TB Up to 2.6 PB
5 Grid Elements 750 TB 435 TB 725 TB Up to 3.0 PB
6 Grid Elements 900 TB 522 TB 870 TB Up to 3.0 PB

* Typical effective capacity based on mixed workloads; this reflects a 5.26:1 ratio.

** Compensation is for the full purchase value of the additional required all-flash capacity in an upgrade or future
FlashSystem A9000R purchase; pre-data reduced content exclusion and other terms apply. Sight unseen is via a tech
sales consultation
Additionally, IBM will match any demonstrated FlashSystem competitors effective capacity guarantee.

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 19
IBM FlashSystem A9000R Data Reduction Guarantee
Work with customers to size their savings; the results will be guaranteed based on the following guidelines:

Via Data Reduction


Using Flash Typical Effective Sight Unseen Sight Unseen Estimation Tool or
Enclosure-300 Capacity* Minimum (3:1) Maximum (5:1) Competitive Match

2 Grid Elements 600 TB 342 TB 570 TB Up to 1.8 PB


3 Grid Elements 900 TB 513 TB 855 TB Up to 2.0 PB
4 Grid Elements 1200 TB 684 TB 1140 TB Up to 2.6 PB
5 Grid Elements 1500 TB 855 TB 1425 TB Up to 3.0 PB
6 Grid Elements 1800 TB 1026 TB 1710 TB Up to 3.0 PB

* Typical effective capacity based on mixed workloads; this reflects a 5.26:1 ratio.

** Compensation is for the full purchase value of the additional required all-flash capacity in an upgrade or future
FlashSystem A9000R purchase; pre-data reduced content exclusion and other terms apply. Sight unseen is via a tech
sales consultation
Additionally, IBM will match any demonstrated FlashSystem competitors effective capacity guarantee.

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 20
Three guarantees exist; they must be signed & completed in the pre-sale process

Guarantee Competitive
Full, detailed General purpose
purpose response

Competitive Match
Guarantee Custom Data Reduction Sight Unseen Guarantee
Guarantee Guarantee Data reduction ratio
overview
We will meet demonstrated Must run the data reduction guarantee based on
competitive guarantees or estimation tool (on Fix workload performance
performance Central) Given eligibility levels
Demonstrated results must Tool can take a while to run satisfied, contract is for 3:1,
be documented (engage CTS or tech sales to 4:1, or 5:1
run it) See appendix for full details
Guaranteed
Demonstrated ToolData
resultsReduction
must be 3:1, 4:1, or 5:1
Competitor
reduction documented
Estimation Tool
Reduction Results

Remediation All guarantees remediation are a credit towards a future purchase

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*Questions about guarantees, selling effective
Additional details for guarantees capacity, available tools, etc? Check Flash Essentials
or email askaccel@us.ibm.com
CUSTOM, GENERAL PURPOSE
COMPETITOR MATCH
DATA REDUCTION EST. TOOL SIGHT UNSEEN
Offered with New FlashSystem A9000 & FlashSystem A9000R systems, at time of purchase

Guarantee - Matches competitor guarantee that Guarantees data reduction Range of capacity, dependent on the
overview our customers can demonstrate estimation tool forecasts workloads data reduction capability
Exact. Up to the maximum capacity
Exact. Demonstrated results from 3:1, 4:1 or 5:1 depending on the
Capacity indicated on the datasheet based
FlashSystem competitor based on post-deployment performance of the
guaranteed on Data Reduction Estimation Tool
customer environment. customer workloads.
results.
No
Data analysis Yes by sales, tech sales, or solution
No (but there is a tool to help guide
required? engineering (IBM or BP).
estimates)
Guarantee System must be >50% utilized, and claims are valid one (1) month following the start date of the Eligible
period Machines IBM warranty.
Guarantee All guarantees are backed by IBM as future credit towards IBM Storage purchases.
Remedy Credit is approximately the value of the FlashSystem A9000/A9000R capacity shortfall to the guarantee.

Links Contract: Search for prefix: Z126- Contract: Search for prefix: Z126-
(Also refer to 7466 in contracts database 7432 in contracts database
Contract: Search for prefix: Z126-
Flash Essentials Tool: Available here (in Fix Central; Tool: Calculator link
7465 in contracts database
Guarantee enter any 7 digit number if it asks (tool is directional only, results are
Programs page) for serial #) not guaranteed)
Contract Yes & it must be executed in the pre-sales process. Official terms and conditions of the guarantees are
required? contained in the contract
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Guarantee only applies to and IBM Business Partner use only
reduction IBM | 22
Guarantee applies to tool-evaluated Minimum eligibility requirements
Seller guidance on guarantees
Guarantees are a closing tool to be used as needed, not a lead with strategy
Lead with solving customer issues

Does the customer know their expected data reduction rate? If not, then
Use tools to become a customers advisor
Run Data Reduction Estimation tool for accurate result if possible, or,
Run EZ Data Reduction Calculator to guide expectation
Data reduction effectiveness does depend on clients data & workloads

Put in place a guarantee if there is a clear benefit to win the deal. There are 3 available guarantees: i)
sight unseen; ii) custom guarantee (per Data Reduction Estimation tool results); or iii) competitive
match.
All 3 will be posted in the contracts DB, and already approved by IBM legal
All 3 need to be approved & signed before the sale
All 3 account for benefits from pattern removal, deduplication & compression

2016 IBM Corporation For IBM and IBM Business Partner use only IBM | 23
Remember, if you have
Appendix questions, please check out
Flash Essentials or email
Assessing sight unseen guarantee & submitting remedy request
askaccel@us.ibm.com.
Typical compression & deduplication rates
Data Reduction Calculator
Guarantee Q&A
Data Reduction Estimation tool process

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Sight Unseen: Assessing the guarantee
1 Confirm the remedy request is still within the guarantee period.
d
Ensure machine satisfies the minimum utilization rate
2 requirement (a below; needs to be at least 50%).
Deduplicatio Guaranteed Data
n Savings Reduction
Check the deduplication savings rate (b) to understand what Rate Savings Rate
3 guarantee tier the customer falls into (<30% is not applicable for 30% - 49% 66% (3:1)
the guarantee)
Assuming the minimum utilization rate is satisfied, compare the 50% - 59% 75% (4:1)
4 Total Savings/Written % (c) to the Guaranteed Data
Reduction Savings Rate (d) 60% + 80% (5:1) 81% (5.26:1)
If it appears that they require a remedy, follow the steps on the
4 next slide to submit a remedy request.

a b c

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Sight Unseen: How to submit a Remedy
Request?
1. Save the Volume Reduction Analysis Report
Actions -> System Capacity -> Volume Reduction Analysis Report
Example report

2. Send email with attached Volume Reduction Analysis Report to AskSpectrumAccelerate (


askaccel@us.ibm.com) & cc the IOT leader
Title the email FlashSystem A9000 Estimate-Free Compression Guarantee Claim [Client_Name]

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Sight Unseen: Additional remedy details

IBM may provides configuration change recommendations, the customer has


to implement them within 30 days, and let an IBM or BP representative
review the system configuration and savings, after the recommendations
have been applied.
If guarantee objective is still not met after all configuration change
recommendations have been applied IBM will provide the remedy as
described in the signed contract.
If IBM & the customer both ultimately determine a remedy is required, the
customer will receive a credit towards a future purchase. Sales should work
with STS to process a rebar that would apply to the clients AR account for a
future purchase. The impact to seller compensation will be result of the
decreased future deal size.

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Sight Unseen: Remedy Examples
The remedy represents an approximate value of the capacity that we fell short to the guarantee
The resulting remedy % is multiplied by the net price of the FlashSystem A9000 or FlashSystem
A9000R in the bid to determine the credit
Remedy is applied per typical IOT concessions process
Example for a FlashSystem A9000 300 TB system below:

Remedy
System Guarante (physica Credit for
physical % of ed Data Guarante Effective Remedy l Remedy future IBM
capacit deduplicat Reductio ed Capacity (effective capacity Percentag Storage
y ionsaving n Saving capacity Actual capacity) ) e Purchase
FlashSyst 50% x
em A9000 114TB 28.5TB 50% [Eligible
57TB 35% 66% (3:1) 171TB 57TB
300TB (2:1) (57TB/2) (28.5TB/57TB) Machines
Purchase Price]

FlashSyst 25% x
em A9000 182 14.3TB 25% [Eligible
57TB 57% 75% (4:1) 228TB 46TB
300TB (3.2:1) (46TB/3.2) (14.3TB/57TB) Machines
Purchase Price]

FlashSyst 56% x
em A9000 182TB 32TB 56% [Eligible
57TB 71% 80% (5:1) 285TB 103TB
300TB (3.2 : 1) (103TB/3.2) (32TB/57TB) Machines
Purchase Price]
Dark blue boxes indicate measurements from deployed system

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Data reduction combines compression and
deduplication
(example using FlashSystem A9000 300TB)
Ratio Savings
300
5.00 80% High data reduction: VDI,
VSI, database test/dev with >5:1
COMPRESSION

240 280 300 320


4.00 75% copies, etc.
~5:1
180 210 225 240 300 315
3.00 67%
~4:1
175 188 200 250 262 300
2.50 60%
~3:1
180 225 236 270
2.25 56%
<3:1
200 210 240 300
2.00 50%
Low data reduction:
Pre-compressed, 180 189 216 270 300
1.80 45%
media, encrypted files,
etc. 175 200 250 278
1.67 40%
180 225 250 300
1.50 33%
200 222
DEDUPLICATION 266 300
1.33 25%
2016 IBM Corporation 5% 19% For 29%
24% IBM and
43%IBM46%
Business
52% Partner
62% 66%use only
71% 75% 79% 83% 86% Savings
IBM | 29
Data reduction by workloads (example using FlashSystem A9000 300TB)
reduction varies significantly by workload; typical mixed workloads drive ~5:1 overall DR

Ratio Savings
300
5.00 80%
Database
COMPRESSION

240 280 300 320


4.00 75%

3.00 67%
180 210 225 240 300 315 VSI
175 188 200 250 262 300
2.50 60%
180 225 236 270
2.25 56%
200 210 240 300
VDI
2.00 50%
180 189 216 270 300Email
1.80 45%

1.67 40% Media 175 200 250 278

180 225 250 300


1.50 33%
200 222
DEDUPLICATION 266 300
1.33 25%
2016 IBM Corporation 5% 19% For 29%
24% IBM and
43%IBM46%
Business
52% Partner
62% 66%use only
71% 75% 79% 83% 86% Savings
IBM | 30
Customer guidance: The EZ Data Reduction Calculator
(EZDR)
Drives expectation, and product selection, but not guarantee

Located on IBM Flash Essentials in the Sales Info & Tools category here
2016 IBM Corporation For IBM and IBM Business Partner use only IBM | 31
The FlashSystem portfolio is competitively priced to win
IBM LIST PRICES COMPETITIVE LIST PRICES
$/GB; 3-year warranty; largest config.
DATA REDUCED ENVIRONMENT
FlashSystem FlashSystem
A9000 V9000
$/GB list, (300TB) (2.5:1)
effective $6.11 $9.25
~35% lower list
price
Street
<$1.50/GB <$2/GB
price, 1 yr
wty
Assumptions: A9000 300TB and V9000 DR is 2.5:1
OTHER PRICING ACTIONS
$/GB; 3-year warranty; largest config.
1. FlashSystem V9000 / 900 price action to
NON-DATA REDUCED ENVIRONMENT maintain consistent flash module pricing
FlashSystem FlashSystem and discount level
A9000 V9000
$/GB list $32.16 $23.13 2. Reset bid delegations and discount
~40% higher list price
assumptions to standard IBM and industry
Assumptions: A9000 and V9000 DR is 1:1 (no DR) levels
FlashSystem |
Selling Effective Capacity Within Sales Process
Example for FlashSystem A9000 300 TB
Initial client Marketing/sales RFP/RFQ
engagemen Use spec tables for capacity
Effective capacity (300 TB)
t quote

TECH SELLER OR DATA


NO CLIENT INPUT REDUCTION TOOL COMPETITOR MATCH
Proposal / INPUT
Bid Effective capacity Effective capacity Demonstrated
(300 TB) (180-1.2 PB) competitor terms

Guarantees Sight unseen Capacity Competitor match


(if guarantee guarantee guarantee
necessary) (180-300 TB) (180 TB 1.2 PB) (180 TB 1.2 PB)

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 33
Decision Tree: FlashSystem A9000, V9000, 900
Determine the best solution for the opportunity
FlashSystem
opportunity?
Y (assumed)

N Storage services Y
required?

FS90 N Workload is Y
reducible?
0

V900 N Deduplication Y
>28% (i.e. 1.4:1)?
0
A9000
A900
or
0
V9000**see next page

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FlashSystem A9000 Configuration Is Simple

There are extremely few choices to


make when purchasing a
FlashSystem A9000
Choose a capacity
Choose a host interface
Choose a warranty period

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Please Complete
Evaluation Form

Thank You

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