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© 2006 IBM Corporation1 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
IBM Systems and Technology Group University 2006
© 2006 IBM CorporationIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Winning the World OverIBM Software University 2006
IBM Systems and Technology Group University 2006
January 2006Las Vegas, Nevada
© 2006 IBM Corporation
Resource Virtualization for Sales . . .SAN Volume Controller
Roger WoffordStorage Software Product Marketing
IBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
© 2006 IBM Corporation3 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Session Agenda
Information on Demand and our Systems Agenda
How SVC addresses the volume of data challenge
Sales Approach for 2006
Using TPC and TSM to increase value
Interoperability Update
Competitive Update
Performance Update
What’s coming in 2006
Market Leadership Update
Other miscellaneous Items
Session expertise level: Advanced
© 2006 IBM Corporation4 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Learning Points
How SAN Volume Controller addresses the challenges today’s
businesses face
Provide customer references as proof points
Learn the recommended sales approaches for 2006
How to use SVC + TPC to provide increased value
How to use SVC + TSM to provide increased value
Learn two competitive advantages SVC has over EMC, HDS, HP and
FalconStor
Learn the latest interoperability and performance enhancements
What’s coming in 2006
How SVC enhances Grid Computing & our Services Offerings
© 2006 IBM Corporation5 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Information Assets & Systems
Resource Virtualization
Systems Storage Servers Networking
Infrastructure Management
Business Continuity
Information Assets & Systems
Retention & Lifecycle
Management
Virtualization Engine
Servers
– Virtual Machines
– Hypervisor
– Virtual Ethernet
– Virtual I/O
Storage
– Tape Virtualization
• TS7000 series
– Disk Virtualization
• SAN Volume Controller
– Array Partitioning
• DS8300 LPARs
© 2006 IBM Corporation6 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
IBM Systems agenda ─ our evolving commitment
Virtualize everything
Flexible, well –controlled environment based on virtualization for new levels of functionality and value.
OpennessGo beyond just industry standards to build IBM Systems based on open designs.
Collaborate to Innovate
Our agenda is to deliver IBM Systems that accelerate the possible and encourage things never believed possible.
© 2006 IBM Corporation7 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Why Virtualize everything?
Expands the traditional view of virtualization beyond just basic partitioning
Extends to the whole of IT to include:
– Virtualization solutions for dynamic partitioning
– Advanced systems management resource discovery
– Provisioning
– Workload allocation
– Storage virtualization tools
VirtualizeVirtualizeEverythingEverything
© 2006 IBM Corporation8 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
How SAN Volume Controller
Addresses the Volume of Data
© 2006 IBM Corporation9 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Storage Pool
SAN Volume Controller Helps Address the Explosive Growth of Storage
SAN
HDSDS8000
VirtualDisk
VirtualDisk
VirtualDisk
VirtualDisk
SAN Volume Controller
DS4000 HPEMC Combine the capacity from multiple arrays into a single pool of storage
Combine the capacity from multiple arrays into a single pool of storage
Advanced Copy Services
Apply copy services across the storage pool
Apply copy services across the storage pool
Manage the storage pool from a central point
Manage the storage pool from a central point
Make changes to the storage without disrupting host applications
Make changes to the storage without disrupting host applications
© 2006 IBM Corporation10 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
SAN Volume ControllerImproves Asset Utilization
Traditional SAN
Capacity is isolated in SAN islands
Multiple management points
Poor capacity utilization
Capacity is purchased for, and owned by individual processors
SAN Volume Controller
Combines capacity into a single pool
Manage all types of storage in a common way from a common point
Provision capacity to applications easier
Improves personnel productivity
SAN
25%cap
25%cap
25%capacity
25%capacity 95%
capacity
95%capacity SAN
SANVolume Controller
A combined, more balanced
capacity (55%)
A combined, more balanced
capacity (55%)
© 2006 IBM Corporation11 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Business Challenge Benefits
Integrate IT infrastructure with Softbank due to acquisition
Create tiered storage to reduce costs
Reduce the cost of implementing copy services
Improved scalability and flexibility for a lower cost
Reduced the need for more capacity by using their existing storage more efficiently
Enables easy redistribution of storage assets as application requirements grow
Solution Introduced SAN Volume Controller to manage the
storage infrastructure
Added DS4500 for departmental use and as a FlashCopy target
Uses SVC-based FlashCopy between ESS and DS4500 to reduce costs
© 2006 IBM Corporation12 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
SAN Volume ControllerCreates a Tiered Storage Environment
SAN
EMC ESS ESS
Metro MirrorMetro Mirror
Traditional SAN
Moving data between arrays is disruptive
Copy Services only between like arrays
Compliance with regulations is difficult and expensive
TimeFinderTimeFinder
SANSAN Volume
Controller
ESSEMC
FlashCopyFlashCopy
MigrationMigration
DS4000
SAN Volume Controller
Move data between arrays without disruption
Apply Copy Services from any to any
Match the cost of storage to the business value of the data
© 2006 IBM Corporation13 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Business Challenge
Benefits
Manage their client’s needs better
Increase their flexibility
Ensure proper access levels to research data
Reduced overall costs by 10%
Simpler to manage their large and growing environment
Set the stage for 6X storage growth expected in 2006
Solution DS4500 storage with both FC and SATA drives
SAN Volume Controller to create and manage tiers of storage from a central point
SAN File System for policy-based file movement between storage tiers
© 2006 IBM Corporation14 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
SANSAN
Volume Controller
SAN
SAN Volume Controller Enables Non-disruptive Data Movement
Traditional SAN
1. Stop the application
2. Move data
3. Re-establish host connections
4. Restart application
SAN Volume Controller
1. Move data
Host systems and applications are not affected
VirtualDisk
© 2006 IBM Corporation15 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Business Challenge Benefits
Improve the performance and scalability of their IT infrastructure
Simplify their storage administration to save costs and improve personnel productivity
Improve their disaster recovery capabilities
Increased business critical application performance by 50%
Cut end-user response times in half
Used SAN Volume Controller data movement to simplify the transition from HP storage
Solution Consolidated servers into IBM BladeCenter and
pSeries servers
Consolidated storage into ESS and DS4000 managed by SAN Volume Controller
Implemented SAN Volume Controller & ESS800 at remote site
© 2006 IBM Corporation16 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
SAN Volume ControllerImproves Business Continuity
Traditional SAN
Replication destination must be the same as the source
Different multipath drivers for each array
Lower-cost disks offer primitive, or no replication services
SAN Volume Controller
SAN-wide API that does not change as storage hardware changes
Common multipath driver for all arrays
Replication targets can be on lower-cost disks
SAN SAN
SANVolume Controller
IBMDSx
IBMDSx
EMCSym
EMCSym
FlashCopyPPRC
FlashCopyPPRC TimeFinder
SRDF
TimeFinderSRDF
IBMDSx
IBMDS4x
EMCSym
HPMA
SVC
IBMS-ATA
© 2006 IBM Corporation17 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Business Challenge Benefits
Improve IT flexibility
Implement a disaster recovery capability
Increase its availability to 99.99%
Expect to save $700K in maintenance fees alone
Reduced batch processing time by 67%
Achieved 99.99% availability to their clients
Solution
Introduced SAN Volume Controller at two sites to manage multiple DS4000 storage servers
IBM pSeries servers + HACMP create their high availability environment
GPFS enables parallel applications to access the same files from either site
Charles Vogele Trading Group AG
© 2006 IBM Corporation18 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Business Challenge Benefits
Create a DR capability to meet APRA standards
Link their data centers, 40 km apart
Achieve more efficient storage capabilities
Flexible, reliable storage solution
Disaster recovery capabilities exceed APRA requirements
Storage is simpler to manage and their personnel are more productive
Solution
DS4400 storage at both sites
SAN Volume Controller to manage the storage
Metro Mirror for SAN Volume Controller to replicate between the sites over a Cisco DWDM network
:::
© 2006 IBM Corporation19 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Business Challenge Benefits
New regulations required keeping records of all security calls
Enhance business resiliency to satisfy elevated customer demands
Reduce costs to enable profitable expansion
Expects to save $1m in first 18 months
SVC enabled storage consolidation & enhanced scalability
TSM simplified storage management and enabled efficient backups
Solution Constructed a new call center that also serves as a
failover & disaster recovery site
IBM Grid Computing solution with IBM Bladecenter, xSeries and VMware server virtualization
SAN Volume Controller manages DS4000 / DS8000 storage & TSM + IBM Tape provide DR protection
© 2006 IBM Corporation20 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
SVC Client References as Proof Points
Industry Client Benefits Realized
TransportationCalifornia Dept of Motor Vehicles
Shares storage capacity from a single pool across its server environment
Simplified their infrastructure and it’s easier to manage
Professional Services
DIS-AG Simplified storage growth and server upgrades
Mirrors and copies CRM, Web interface & MS Exchange environments
Healthcare Care New England Used SVC for data migration for its new data center, increasing uptime
Reduced costs by replicating between different classes of storage
Insurance Desjardins Created a tiered storage environment for easier backups
Simplified provisioning across all storage from a single point
Media & Entertainment
Yurion, Inc Ensures 100% availability of its music services to its users
Enables a single admin to monitor and configure the grid remotely
Consumer Products
Smithfield Foods Simplified managing storage and streamlined admin tasks
A principal factor in achieving 10% annual profit growth
Financial Services
Australian Administration Services
Increased flexibility and scalability to support expected growth
Supports multi-vendor strategy to reduce costs
© 2006 IBM Corporation21 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Sales Approach for
SAN Volume Controller
in 2006
© 2006 IBM Corporation22 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
2006 SVC Sales Approach
Client ProfileRecommended Sales Approach
Comments
Existing
-Using SVC > 1 year
- Upsell Capacity- Upsell I/O Groups- Add or upgrade copy services
- Upgrade to Ver 3.1 is reason to call- Migrate clients to PPA
Enterprise New
-IBM clients not using SVC
- If SWG leads, sell the IoD vision & long term storage mgmt agenda
- If STG leads, help determine how SVC can enhance the deal
- Use SVC to help increase clothing with servers
- Don’t bid just disks
Enterprise New
-Clients with competitive storage
- Determine strategy together with business partner
- Client’s propensity to buy IBM is key
- If low propensity, use Trojan Horse strategy
- If high propensity, use Sweep the Floor strategy
SMB
-Clients with competitive storage
-Determine strategy together with business partner
- Client’s propensity to buy IBM is key
- Same as above
- Create pull from industry specific ISVs
© 2006 IBM Corporation23 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
IBM TotalStorage Productivity Center
Enhances the Value
of SAN Volume Controller
© 2006 IBM Corporation24 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
TPC Enhances SAN Volume Controller
Physical Storage
SAN
VDisk
VDisk
VDisk
SAN Volume Controller
MDisk
MDisk
MDisk
Host Host HostSVC Masterconsole
TotalStorageProductivity Center
TPCConsole • Asset and Capacity Reporting
Physical characteristics such as the manufacturer, model, serial number, capacity, etcShow the allocated and free capacity of every SVC on the network
• Configuration Reporting and Management Reports on SVC's storage allocated to logical host volumes (which appear to hosts as disk drives) and the managed disks being used on the backside Display the physical managed disks behind what the host sees as a disk drive List all SVC volumes which have been allocated but aren't in useShow which hosts have access to a given SVC volumeShow which hosts have access to a given disk drive (within the SVC)Show which SVC volume (and managed disks) a host has access toDiscovery, Show the Storage Controllers (ex. ESS/DS4000) that provide volumes to SVC
• Performance Management
• Basic and Automated Provisioning
© 2006 IBM Corporation25 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
TPC uses SVC metrics to create
SAN Volume Controller Thresholds
– Total Virtual Disk IO Rate (IO per sec/IO group)
– Total Virtual Disk Transfer Rate (MB per sec/IO group)
– Total Managed Disk IO Rate (IO per sec/Mdisk group)
– Total Managed Disk Transfer Rate (MB per sec/Mdisk group)
Exception Gauges to show when threshold warning and error levels are exceeded
IBM Director Event Action Plans to map threshold events to actions
IBM TotalStorage® Productivity Center for Disk
Performance Management for SAN Volume ControllerTPC For Disk
Managing SAN Volume Controller Performance with TPC
© 2006 IBM Corporation26 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
TotalStorage Productivity Center & Advanced Provisioning
IBM TotalStorage Productivity Center with Advanced Provisioning provides storage capacity provisioning for:– DS8000 Family
– DS6000 Family
– ESS
– DS4000 Family
– SAN Volume Controller
– SAN Fabric
workflow
Step 1 Step 2 Step N
WEB SvcinvocationWEB Svcinvocation
SSHDriverSSH
Driver
TIVOLI PROVISIONINGMANAGER
STORAGE PROVISIONINGWORKFLOWS
STORAGE PROVISIONINGWORKFLOWS
ProductivityCenter
For Disk
ProductivityCenter
For Fabric
Through automated storage workflows driven by Tivoli Provisioning Manager
SVC
© 2006 IBM Corporation27 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
IBM Tivoli Storage Manager Enhances the
Value of SAN Volume Controller
© 2006 IBM Corporation28 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Zero Impact Backup with SVC FlashCopy and TSM for HW
Storage Area Network
TSM for HWTSM for …
Local Area Network
Application/DBTSM for HWTSM for …
- FlashCopy from any to any- Copy on lower class of storage- SAN infrastructure flexibility
SVC-based storage pool
FlashCopyFlashCopy©
Inside or Inside or outside the boxoutside the box
SANVolume Controller
© 2006 IBM Corporation29 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Required Product Components for a virtualized solution
mySAP on Oracle
– SVC, TSM Server, TSM for ERP, TSM for Hardware
mySAP on DB2
– SVC, TSM Server, TSM for ERP, TSM for Hardware
Oracle
– SVC, TSM Server, TSM for Databases, TSM for Hardware
DB2*
– SVC, TSM Server, TSM for Hardware
• DB2 delivers TSM for Databases equivalent functionality with DB2• AIX Hosts only
© 2006 IBM Corporation30 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
SAN Volume Controller
Supported Environments
© 2006 IBM Corporation31 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
SANVolume Controller
SAN Volume Controller Version 3.1.0 Supported Environments
SAN
IBMFAStT
100/200/500600/600T700/900
HitachiThunder
920095xxV9520V
HPEVA30005000
IBMDS
DS4K / 6KDS8000DS4800
HitachiLightning
9980V9970V
9910/9960
HPMA/EMA
80001200016000
EMCSymm
8000DMX
EMC/DellCLARiiON
FC4700CX2/3/4/5/6/700
MicrosoftMSCS
MPIO, VSS, GDS
IBMAIX
HACMP/XDGPFS / VIO
SunSolaris
VCS ClusteringSUN Cluster
HP/UXTRU64
ServiceGuardClustering
Linux(Intel/Power/zLinux)
RHEL/SUSEW / LVM
IBMBladeCenter
Win/Linux/VMWare/AIXOPM/FCS/IBS
SAN
SANVolume Controller
Continuous CopySynchronous
Asynchronous (Kashya and other 3rd party solutions)
VMWareWin / NW
guests
Point-in-time CopyFull volume
Copy on write
IBMESS
F20750800
NovellNetWare
Clustering
Sun
9910/99609970/9980
HPXP
48 / 1285121024
. . .
1024Hosts
CiscoMcData
iSCSI to hostsVia Cisco IPS
NewNew NewNew
New Engines
Array-based copy services
New
© 2006 IBM Corporation32 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
SAN Volume Controller
Competitive Update
© 2006 IBM Corporation33 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Top Competitive FUD and How to Respond
This thing runs on xSeries servers? – We designed and built SVC with the resiliency of a storage controller
– We’ve never had both nodes within a cluster fail at the same time
– SVC now supports non-disruptive firmware updates and hardware maintenance on the disk arrays to further increase its availability
– SVC is running at 5 nines availability in the field !
SVC is in the data path so it must have performance problems– SVC has the fastest SPC-1 benchmark EVER submitted (155K IOPS)
– SVC has the fastest SPC-2 benchmark EVER submitted (3.5 GBPS)
– Many references quote significant performance improvements (up to 10X faster)
SVC does not scale to manage large environments– SVC scales from very small configurations (1TB) to large enterprises (> 500TBs)
and growing !
– SVC now manages over 13PB of production storage worldwide
© 2006 IBM Corporation34 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Update on EMC Invista
What they announced What they delivered
Availability 3rd quarter 20054th quarter 2005 – still limited to test environments
Function
- Network based volume management
- Data Migration
- PIT Copy (Clone)
- Manually intensive network based volume management
- Data Migration
- PIT Copy (Clone)
Interoperability
-EMC, IBM, HDS, HP
- Windows, VMware, AIX, HP-UX, Solaris, Linux
-EMC, HDS 9900, HP EVA
- Windows, Solaris, Linux
List Pricing $225K for CPC, either Cisco SSM or Brocade 7420 & SW they say can manage 64TB
No change but. . .
Maintenance charges unknown
© 2006 IBM Corporation35 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
How to Engage Customers about InvistaEMC has finally delivered a virtualization offering 2 ½ years after IBM
– Avoid the architectural holy war
– Acknowledge their offering as another way to implement storage virtualization and point out the following:
1. SVC is mature and reliable 8th Software release Operating at 99.999% availability in production environments
2. SVC has the fastest performance benchmarks ever submitted Both SPC-1 & SPC-2 ! ! Many references quote significant performance improvements with SVC
3. SVC can simplify managing large and diverse storage environments Most extensive interoperability in the industry from SMB to large enterprises SVC is managing over 13PB of production storage – and growing
© 2006 IBM Corporation36 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Compare SVC with EMC’s PowerPath Software
Manage 5TB across 10 servers Base HW Base SW 1st yr Maint Total Price
SAN Volume Controller $30,000 $35,000 0 $65,000
EMC PowerPath Win 0 $71,300 $12,834 $84,134
EMC PowerPath AIX 0 $144,000 $25,920 $169,920
Prices are based on a sample configuration:- SVC base HW is a 2-node cluster- SVC base SW is 5 TB- EMC PowerPath assumes attachment to 10 servers, Windows and AIX- EMC Maintenance charges for the first year are 18% of the list price for the entire year- EMC raised its SW maintenance charges from 15% after 90 days to 18% for the entire first year
Clients can deploy SVC for less than the list price of Powerpath ONLY for one year
© 2006 IBM Corporation37 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Compare SVC Copy Services with EMC Copy Services
Sync Replication for 2TB HW Initial SW 1st yr Maint Total Price
SVC Metro Mirror with Consistency Groups free
0 $21,000 0 $21,000
EMC SRDF/Sync + SRDF Consistency Groups
0 $57,410 $10,333 $67,743
Point-in-Time Copy for 2TB HW Initial SW 1st yr Maint Total Price
SVC FlashCopy 0 $14,000 0 $14,000
EMC TimeFinder (Clone) 0 $38,760 $6,976 $45,736
Prices are based on a sample configuration:- EMC Maintenance charges for the first year are 18% of the list price for the entire year- EMC raised its SW maintenance charges from 15% after 90 days to 18% for the entire first year
Clients can deploy SVC for considerably less than the EMC’s copy services
© 2006 IBM Corporation38 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
How to Engage Customers about Tagmastore
HDS offers virtualization capabilities within their Tagmastore disk array– Avoid the architectural holy war ! – Acknowledge their offering as another way to implement storage virtualization and
point out the following:
1. SVC is mature and reliable – 8th Software release Operating at 99.999% availability in production environments
2. SVC has the fastest performance benchmarks ever submitted Both SPC-1 & SPC-2 ! ! Many references quote significant performance improvements with SVC
3. SVC’s low entry price - $45K enables clients to start small and grow Comparison pricing including disk HW is approx 50% less
4. SVC can be implemented simply and with minimal disruption Implementing Tagmastore is very disruptive – install the disk array, connect
external disks, reconfigure SAN just to start
© 2006 IBM Corporation39 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
How to Engage Customers about NSC55
HDS offers virtualization capabilities within their NSC55 disk array– Avoid the architectural holy war ! – Acknowledge their offering as another way to implement storage virtualization and
point out the following:
1. SVC is mature and reliable – 8th Software release Operating at 99.999% availability in production environments
2. SVC has the fastest performance benchmarks ever submitted Both SPC-1 & SPC-2 ! ! Many references quote significant performance improvements with SVC
3. SVC’s low entry price - $45K enables clients to start small and grow Comparison pricing including disk HW is approx 50% less HDS positions NSC55 as a mid-range solution but it’s priced at the enterprise
4. SVC can be implemented simply and with minimal disruption Implementing NSC55 is very disruptive – install the disk array, connect external
disks, reconfigure SAN just to start
© 2006 IBM Corporation40 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Compare SVC with HDS Tagmastore & NSC55 Pricing
*All configurations used 146 GB drives. In SVC / DS4300 solution, each DS4300 controller was configured with 4.1 GB of storage (28 disks). Competing solutions were configured with a comparable number of disks. Pricing and configuration data is from IDEAS International’s CPStorage service. Cost of SAN fabric components is not included in the solution price.
An SVC configured with DS4300 is roughly half the price of a comparably configured NSC55 and provides at least double the practical scalability (based on engine throughput). Against the USP, SVC price advantage ranges from > 50% in low end configs to around 25% in high-end configs.
?
Copy Services Software Only
$-
$100,000
$200,000
$300,000
$400,000
$500,000
$600,000
$700,000
2 SVC Engines(16.4 TB)
4 SVC Engines(32.8 TB)
6 SVC Engines(49.2 TB)
8 SVC Engines(65.6 TB)
SVC (Flashcopy & MetroMirror)
NSC55 (Shadow Image & TrueCopy)
XP12000 (BusinessCopy XP & Continuous Access XP)
Source: Philip Knight, Competitive Analyst, IBM Market Intelligence 10/28/2005
Solution Price (Virtualization HW & SW + Disk HW + Copy Services)
$-
$500,000
$1,000,000
$1,500,000
$2,000,000
$2,500,000
$3,000,000
$3,500,000
$4,000,000
2 SVC Engines(16.4 TB)
4 SVC Engines(32.8 TB)
6 SVC Engines(49.2 TB)
8 SVC Engines(65.6 TB)
SVC / DS4300 Solution NSC55 Solution XP12000 Solution
© 2006 IBM Corporation41 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Compare SVC with FalconStor IPStor
Scalability & Pooling
– FalconStor’s IPStor does not scale beyond one engine pair per storage pool
– SVC has superior scalability with linear performance increases as you add I/O Groups
– SVC supports a single storage view of all your storage, managed across all I/O Groups
– SVC’s cache-based implementation usually improves storage performance over that of the arrays alone
Performance
– IBM has published the fastest SPC-1 & SPC-2 benchmarks ever recorded
– FalconStor has not published any performance results, but with only one engine pair, results would almost certainly be lower
© 2006 IBM Corporation42 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Compare SVC with FalconStor IPStor (2)
RAS
– SVC supports automatic engine reboot on software failure or hang
– IPStor does not support automatic reboot
Policy Management
– SVC’s Managed Disk Groups allow custom grouping of storage with different policies per group
– IPStor does not support managed disk groups
© 2006 IBM Corporation43 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
SAN Volume Controller
Performance Update
© 2006 IBM Corporation44 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Latest SAN Volume Controller SPC-1 Benchmark – Ver 3.1
Key Points:
SVC delivers the highest results EVER posted in this industry-recognized storage performance test
SVC is 50% better that the next closest disk array
SVC (155,519 IOPS) + DS8000 (101,101 IOPS) lead the industry in virtualization and disk array performance benchmarks
New
http://www.storageperformance.org/results/a00043-r1_IBM_SPC1_executive-summary.pdf
© 2006 IBM Corporation45 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
SPC-2 Benchmark
Newest addition to the Storage Performance Council Benchmarks
Composite of three workloads to measure sequential performance
Large file processing – scientific and large-scale financial processing
Large database queries – data mining and business intelligence
Video on demand – streaming movies to end users
SVC posted the highest results in this industry-recognized storage performance test
SVC (3.517 GBPS) + DS8300 (3.217 GBPS) lead the industry in this new benchmark
New
© 2006 IBM Corporation46 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
SAN Volume Controller SPC-2 Benchmark – Ver 3.1
Total
LFP #
LDQ #
VOD #http://www.storageperformance.org/results/b00001_IBM_SPC2_executive-summary.pdf
© 2006 IBM Corporation47 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
SAN Volume Controller
What’s Coming in 2006
© 2006 IBM Corporation48 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
SVC Enhancements Coming in 2006
Rel 4.1 – 2Q 2006
– Global Mirror for SVC
– RoHS compliant HW
– 4Gb Host Bus Adapters
– Support for all N series devices attached to SVC
– Change the name to IBM Virtualization Engine for disk
– Service Delivery enhancements
Rel 4.2 – 4Q 2006 or 1Q 2007
– Upgrade storage engines to next generation xSeries
– Host connectivity and OS currency enhancements
– Storage Array interoperability
© 2006 IBM Corporation49 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
IBM Virtualization Engine for disk Structure
IBM Virtualization Engine for disk
IBM Virtualization Engine VS5300
IBM Virtualization Engine VS5300Storage Software V1R1
IBM Virtualization Engine VS5570
IBM Virtualization Engine VS5570Storage Software V4R1
N series Solution SAN Volume Controller
Introduce the “IBM Virtualization Engine for disk” family of solutions
– Use this name in the announcement literature to identify the family of solutions
Further defined by the “VS5xx0” names to distinguish between the offerings
– VS5300 for the N series solution
– VS5570 for the SAN Volume Controller
© 2006 IBM Corporation50 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
SAN Volume Controller
Market Leadership
© 2006 IBM Corporation51 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
IBM’s Storage Virtualization Leadership
1,700 clients – 40 countries in over 20 industries
Over 100 client references
Managing > 13PB of production storage worldwide
Strong collaboration with partners – 75% of sales
Leading SPC-1 performance
Leading SPC-2 performance
Only SNIA SMI-S certified virtualization solution
IBM EMC HDS HP
Market Penetration
1,700 sales
100+ ref.
Avail for Pilots No signs of virtualization yet
Same as HDS
Product Maturity SVC - 31 months, 8th
release
SFS – 26 months, 3rd
release
3 months 16 months (TagmaStore)
NSC556 months
Same as HDS
Portfolio 4 – SVC, SFS, DS8000 LPARs,
Virtual Tape
1
Invista
2 (Tagmastore and NSC55)
2 (XP12000 & XP10000
OEM HDS)
Heterogeneity 7 (IBM, Dell, EMC, HP, HDS,
Sun, STK)
Some models of EMC, HDS
& HP
3 (EMC, HDS, IBM)
Same as HDS
Scalability From small SANs (1TB) to
large enterprises (>300TB)
Large enterprise >
50TB
TagmastoreLarge enterprise
NSC55Midrange
Same as HDS
Entry List Price $40K (SVC) $225K $500K Tag$500K NSC55
> HDS
VIRTUALIZATION REPORT CARD
© 2006 IBM Corporation52 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
SAN Volume Controller
Miscellaneous Topics
© 2006 IBM Corporation53 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Virtualize Like
Resources
Virtualize Unlike
Resources
Virtualize The
Enterprise
Virtualize Outside
The Enterprise
Vir
tual
izat
ion
SAN Volume Controller Supports Grid Computing
Grid Computing is about virtualizing and sharing
resources
SAN Volume Controller
– Supports Infrastructure Optimization
• Facilitates workload management and consolidation
• Reduces time to information
– Increases access to data and collaboration
• Facilitates access to information
• Supports global distribution
– Provides resilient highly available infrastructure
• Business Continuity
• Recovery and Failover
© 2006 IBM Corporation54 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
FunctionalFunctional
UtilityUtility
EffectiveEffective EfficientEfficient
Meeting Customer Requirements >>>>>>>>>>>>> Meeting Requirements at a lower CostMeeting Customer Requirements >>>>>>>>>>>>> Meeting Requirements at a lower Cost
InformationLifecycle
Management
Most Clients Functional Service Based Utility Based•Decentralized Storage •Low storage utilization•Lack of enterprise storage architecture & standards•Requirements not well defined•Multiple backup & restore approaches•Inability to achieve objectives for critical data
•Satisfy customer Reqs•Storage Mgmt Islands•Customized Solutions•Expensive to Sustain•Procedure-intensive•Centralized backup & restore capability
•Classes of Service•Multi-tier Storage Architecture•Common infrastructure•Cost-awareness•Process-based•Backup and Recovery Objectives Clearly Communicated
•Managed Storage Services•On-demand Service•Virtualized Resources•Automated Information Management•Proven ability to achieve recoverability Objectives
Services-basedServices-based
Bu
sin
ess
Fo
cus
Most ClientsMost Clients
SAN Volume Controller helps build an efficient, multi-tier storage architecture
© 2006 IBM Corporation55 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
© 2006 IBM Corporation56 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
AG Contacts• Doug Dubois
[email protected]: 1.312.245.7577
• John [email protected]: 1.610.578.2136
EMEA Contact• Zoran Hrustic
[email protected]: 43.1.21145 x6899
AP Contact• Adrian Cepak
[email protected]: 61.2.9478.8280
WW Contacts• Steve Sorce
ssorce@us,ibm.comOffice: 1.408.256.9707
• Bill Cochran, Sales Enablement [email protected]: 1. 630.568.7044
• Roger Wofford, Storage Software Product [email protected]: 1.919.543.8154
Key Contacts
Marketing & Sales EnablementMarketing & Sales Enablement
WW Leads and OpportunitiesWW Leads and Opportunities
AG Contact• John Oldham
[email protected]: 1.919.871.5984
EMEA Contact• Frederik Fabricius
[email protected]: 44.20.8818.5976
AP Contact• Wally Tung
[email protected]: 852.2825.6839
WW Solution Leads and OpportunitiesWW Solution Leads and Opportunities
• Larry Flamholtzlmflamh@us,ibm.comOffice: 1.212.493.2080
WW Contacts
© 2006 IBM Corporation57 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Open Software Family Resource Library . . .http://www.ibm.com/storage/software/library.html The resource library offers a variety of Whitepapers, Product Datasheets and
Brochures, Redbooks, and much more valuable information for the Open Software Family of products.
Open Software Family website http://www.ibm.com/storage/software The IBM TotalStorage® Open Software Family is a comprehensive, flexible storage software solution . Its
homepage offers access to the all the product pages, news and events, latest news and awards, link to resource library, etc, etc.
Customer Case Studieshttp://www-306.ibm.com/software/success/cssdb.nsf/topstoriesFM?OpenForm&Site=sttotalstorage
© 2006 IBM Corporation58 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
TotalStorage Competitive Sales Tool
IBM Internal (via System Sales)http://w3-1.ibm.com/sales/systems/portal/_s.155/254?navID=f220s380&geoID=All&prodID=IBM
%20eServer%20And%20TotalStorage%20Products&docID=tscst• Click on the URL above (note the Password, which is shown in red on the System Sales page that this URL takes you to)• Scroll to the "Download files" section at the bottom of the page• Click on "sign in"• Enter your Email ID and Password• Scroll to the bottom of the page and click on "Download IBM TotalStorage.exe (4.01MB, run file)" to download the Tool• Launch the Tool, and enter the Password
IBM Internal (via COMP)http://w3-03.ibm.com/sales/competition/compdlib.nsf/67a4d5eda4eb7e11c1256ad50036e9f0/
e729549fcca4a26587256f71002ea88c?OpenDocument
Business Partners (via PartnerWorld)http://partners.boulder.ibm.com/src/compdlib.nsf/b1de31203d77e106c1256afc003f0863/
e729549fcca4a26587256f71002ea88c?OpenDocument
• Follow the instructions below to access this tool for help with how to compete against EMC, HDS, HP and others
© 2006 IBM Corporation59 Information Assets and SystemsIBM Confidential - This educational piece is intended for your use in selling. It is NOT a deliverable for your customers.
Copyright IBM Corporation 2006.All Rights Reserved.
– This presentation is intended to assist IBM SWG Sales and their business partners in understanding IBM Software marketing tactics, sales tactics, and our direction during 2006.
– This presentation can be used in sales situations except individual charts labeled VENDOR CONFIDENTIAL or IBM CONFIDENTIAL, in which case they should be considered confidential under the practices in place in your firm and under any existing agreements with IBM regarding disclosure of confidential information.
– For questions or to request permission for any other use of the information or distribution of the presentation, please contact any member of the IBM software sales team.
© 2006 IBM Corporation
The End