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FlashSystem Family
Firat Ozturk
IBM MEA Flashsystem Technical Sales Leader
firat@ae.ibm.com
06.12.2016, Riyadh
Mapping Boot Camp Content to Stages of a Sales Cycle
A buyers journey rarely follows a neat path, therefore you must adapt and pull content and share assets
according to the needs and context of the client.
Weve framed this Boot Camp into these categories, ramping you up as you would a client.
1 2 3 4 5
Engage,
Define
Identify Qualify
Awareness Solution, Close
Opportunity Opportunity
Conduct
Demos, etc.
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Sales Stage 1: Awareness 1
Learn clients pain points before promoting your Awareness
solution. Target business line execs.
Where do you want your business to go? What are the
challenges that keep you from getting there?
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New Client Collateral
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Solve specific enterprise data storage challenges
FlashSystem
FlashSystem
Grid Scale Cloud Storage
V9000: DS8888
Application Accelerator
A9000 &
Storage Virtualization
Mainframe / Power
Performance
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Whats your elevator pitch
for IBM FlashSystem?
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Elevator Pitch: Application Acceleration
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Key Competitive
Differentiators
For the Entire FlashSystem Family
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FlashSystem makes applications faster
Dynamic performance
Application
CPU Utilization Processing Time CPU Utilization
& App. Efficiency & App. Efficiency
4% 44%
Total Application Total Application
Processing Time Processing Time
5,200us (5.2ms) 450us (.45ms)
What do you do with
the extra time?
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Introducing IBM FlashCore
Dynamic performance
Industry standard interface
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FlashSystem Family: Shared Architecture and Technology
Key differentiators from competing All-Flash Arrays and Hybrids
Benefits of IBM Innovation Proof Points
IBM FlashCore IBM FlashCore
Extreme performance What makes it possible
Ultra-low latency Hardware-accelerated architecture
Enterprise-grade reliability IBM MicroLatency modules
Advanced Flash Management Features and
Operational and cost
Capabilities
efficiencies
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|
Hardware accelerated I/O drives high performance, low latency
Dynamic performance
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Named for performance, "MicroLatency" explains it all
Dynamic performance
Massively Parallel Design
IBM Engineered
Hardware-based Data
FPGAs in the Data at Rest Encryption
Path
High Speed Interface
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IBM FlashCore technology elevates us above competition
Dynamic performance
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IBM FlashSystem 900
IBM FlashSystem 900 is designed to
address application acceleration Environments App Accelerator
requirements in the most challenging, & Spectrum
mission-critical environments. Booster
Examples Oracle, DB2, SQL Server,
Key features include: MySQL, Sybase, NoSQL,
Spectrum Booster
IBM FlashCore technology, which is designed to deliver (Storage services provided
consistent high performance and lower storage costs by application)
IBM Offerings
IBM-enhanced flash for higher storage density and Performance FlashSystem 900
improved endurance
Improved availability with Variable Stripe RAID, redundant and
hot-swappable components, and concurrent code load
ENERGY STAR-certified efficiency
Usable capacity from 2 TB to 57 TB
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IBM FlashSystem V9000
IBM FlashSystem V9000 offers the advantages
of software-defined storage at the speed of flash Environments Virtual Storage
memory. Infrastructure
Key features include: Oracle, DB2, SQL Server,
IBM FlashCore technology, which is designed to deliver consistent high performance Examples MySQL, NoSQL, SAP,
and lower storage costs
Watson, Hadoop,
IBM-enhanced flash for higher storage density and improved endurance
Improved availability with Variable Stripe RAID, redundant and hot-swappable
Spark, Tealeaf
components, and concurrent code load
IBM Offerings
Set of virtualization and storage features, including Real- Performance
FlashSystem V9000
time Compression, dynamic tiering, thin provisioning, data
copy services and high availability configurations
With virtualization, up to 32 PB of external storage can be
managed by a single FlashSystem V9000 Software-
defined
Usable Capacity: 2.4 TB to 456 TB; option
Effective Capacity: 12 TB to 2.5 PB
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IBM FlashSystem A9000
IBM FlashSystem A9000 offers high performance,
self-tuning, flash-optimized, InfiniBand-powered, Environments Grid Scale Cloud
highly parallel grid storage architecture. Storage
Key features include:
IBM FlashCore technology, which is designed to deliver consistent high performance and VDI, hybrid cloud
lower storage costs Examples deployment, CSPs,
IBM-enhanced flash for higher storage density and improved endurance mixed workloads, multi-
Improved availability with Variable Stripe RAID, redundant and hot-swappable components, tenancy
and concurrent code load
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Right Flash For Right Workloads &
Environments
Environments Business
Grid Scale Virtual Storage App Accelerator & Big Data Analytics
Critical /
Cloud Storage Infrastructure Spectrum Booster & Scale-Out File
Mainframe
Examples Oracle, DB2, SQL
Hadoop, HPC, Media
VDI, Hybrid cloud Oracle, DB2, SQL Server, MySQL,
Not Write Intensive
Mainframe direct- deployment, CSPs, Server, MySQL, Sybase, NoSQL,
attached Storage Mixed workloads, Watson, Hadoop, Spectrum Booster
(Only available with
Multi-tenancy Spark, Tealeaf (Storage services
Spectrum Scale)
IBM Offerings provided by application)
Performance
DS8888 w/ HPFE FlashSystem A9000R FlashSystem V9000 FlashSystem 900 DeepFlash 150
DS8886 w/ HPFE FlashSystem A9000 Storwize V7000
DS8884 XIV Gen III Storwize V5000
Capacity
Software-defined
FlashSystem |
The Right Flash Storage for the Right Workload
Virtual Storage Grid Scale Cloud Business Critical
Environments Infrastructure Storage
Big Data Storage
Storage
ypical Workloads Distributed block Large-scale distributed block Distributed file or object workloads High-availability / Low RTO
workloads Scale: Hadoop, Media Streaming, applications
workloads VDI High-performance OLTP
SAS, Spark, HPC, Content
SQL Server Hybrid cloud deployment Collaboration, High-performance Real time analytics
MySQL CSPs (Mixed workloads, Multi- backup target High-performance data
Traditional IT tenancy) Cleversafe: Content Repositories, warehouse
SAP Active Archive
IBM Systems applications VMware
Performance FlashSystem V9000 FlashSystem A9000R
Exchange
DeepFlash 150 w/ IBM DS8888
Storwize V7000F FlashSystem A9000 Spectrum Scale DS8886
Storwize V5030F XIV Gen III DS8884
Capacit Cleversafe
y
Built with Cleversafe
z/OS Support
Key Attributes Heterogeneous Cloud-optimized (QOS, Multi-
Tenancy)
Scale:
Multi-protocol support High Performance
Enterprise-class Data Predictable High Performance Policy-driven tiering Highest Availability
Services w/ Data Reduction (including Single namespace data ocean z/OS (GDPS)
Dynamic Data deduplication) High-performance file storage Power HA
Migration Ease-of-management Cleversafe: Power i HA
Global data repository w/ multi- Three-site/Four-site
Multi-Vendor Six 9s Reliability
site load-balancing
Management Simple administration Enterprise Scalability
Data Reduction
HPactive-active
3PAR EMC Isilon EMC VMAX
Key Competitors Multi-site
EMC Unity
EMC XtremIO
HP 3PAR NetApp FS Hitachi G Series
NetApp FAS NetApp SolidFire
Pure Storage Pure Storage
Fast
Easy
Enterprise
Value
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The Flash Sweet Spot
15% flash tier will handle ~90% of IO
12TB
12TB 29TB
29TB 57TB
57TB
80TB Up to 2 expansions
13%
13% 27%
27% 42%
42% at initial GA (2Q16)
160TB 7%
7% 15%
15% 26%
26%
240TB 5% 11% 19% Up to 20 expansions
5% 11% 19%
per FlashSystem
320TB 4%
4% 8%
8% 15%
15% V9000 (2H16)
percentage of flash tier
EasyTier performance:
Depends on access patterns (heat distribution) of the workload
Point of diminishing return for adding flash capacity
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The IBM Systems Flash Storage Portfolio
IBM FlashCore Technology
Optimized
DS8880 FlashSystem
FlashSystem A9000R FlashSystem
A9000 V9000
XIV Gen3 Storwize DeepFlash
V7000 Storwize 150
V5000
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The IBM Systems Flash Storage Portfolio
IBM FlashCore Technology
Optimized
DS8880 FlashSystem
FlashSystem A9000R FlashSystem
A9000 V9000
XIV Gen3 Storwize DeepFlash
V7000 Storwize 150
V5000
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Sales Stage 2: Identify Opportunity
2
Finding prospects with a confirmed interest in your Identify
offering Opportunity
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Leads Direct From Digital Development Rep to BP
Targets Specialty or Specialty Elite
Engage with Distributor and/or SPR to put a skill plan in place to achieve
Make sure your skills are properly reflected in IBM Systems
Make sure your OM Focal understands the process for receiving &
managing leads
Engages sellers in your firm to accept or reject leads
Submit leads you accept from IBM for deal registration to protect your
investment
Review status of leads with your SPR to ensure effective lead engagement
execution
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Where to Uncover Opportunities
Database
Application Acceleration / E-commerce
General Performance Problem Affecting the Business
OLTP (Online Transaction Processing)
Hardware Changes or Refresh / Tuning / Tiering
Big Data, Analytics, Data Integration, Data Warehouses
Cloud / MSP / CSP including IaaS, PaaS
Data Center Moves
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FlashSystem Solutions
By Infrastructure By Industry
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FlashSystem Solutions
Working with all infrastructure levels to ensure seamless integration
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FlashSystem Use Case Knowledge Check
In your browser, open
kahoot.it/
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Optimized Configurations for Serving Diverse
Market Segments
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FlashSystem A9000 & FlashSystem V9000 (Detailed)
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FlashSystem A9000R & XIV Gen 3 (314)
For the hybrid data center, IBM FlashSystem A9000R, XIV and Spectrum Accelerate can each be used to balance performance and cost.
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Sales Stage 3: Qualify Opportunity
Qualification is a critical and demanding stage.
3
Verify that the prospect:
Qualify
Opportunity
has a need for your product
sees value in your offering
there is sufficient budget for a deal
provides access to the decision-maker(s)
Register Your Deal
Provide Data Sheets
Utilize Qualifying Questions
Deliver the Client Sales Presentation
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Qualifying Questions
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Sales Stage 4: Engage, Define Solution,
Conduct Demos, etc. 4
Engage, Define
Define Vision of a Solution, Select their Best Solution,
Option, Validate their Decision Conduct
Demos, etc.
Collateral
Technical Sales Deck
White Papers Video Series
1. Introduction to the new GUI
Flash Centers of Competence (CoC) 2. Dashboard
Data Pattern Analytics 3. Stats View
Demos / Trunk Box Program 4. Part A - Tabs inside the GUI
PoCs (Proof of Concept) and Flash Part B - More about Tabs
Acceleration Program 5. QoS
TCO!Now 6. Actions Menu
Analysis Tools: SQL, Power, 7. Users Domain
Oracle, etc.
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