Winning With IBM Storwize V3700: Affordably Meet Storage Needs

Winning with IBM Storwize V3700
Affordably meet storage needs
Know Your IBM
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Winning with IBM Storwize V3700: Affordably meet storage needs 2
Winning with IBM Storwize V3700
Welcome to Winning with IBM Storwize V3700 module. Companies of all sizes are
faced with the challenge of managing massive volumes of increasingly valuable data.
But storing this data can be costly and extracting value from the data is becoming more
and more difficult. Midsize businesses have these challenges coupled with limited
budget and IT staff.
In this module you will learn how the most recent addition to the IBM Storwize family,
Storwize V3700, delivers efficient, entry-level configurations, enabling small and
midsize businesses to overcome these storage challenges.
Make sure you navigate through all the screens so that you are able to successfully
complete the quiz for this module.
To qualify for KYI points or promotions associated with the module you must complete
the quiz within three attempts before the deadline. If you do not successfully complete
the quiz within three attempts before the deadline then unfortunately you do not qualify
for KYI points or promotions associated with the module.
Know Your IBM http://www.ibm.com/partnerworld/knowyouribm

Introduction
In the era of Smarter Computing, data is coming in at faster rates and in greater
volumes, but storing this data can be difficult and costly to manage. Built upon
innovative IBM technology, the new IBM Storwize V3700 disk system is designed to
address the block storage requirements of small and midsize businesses while
providing innovative management and advanced capabilities at an affordable cost.
By the end of this module you will be able to:
Know IBM Storwize V3700
 Describe IBM Storwize V3700

 List the IBM Storwize V3700 key features
 Present the client benefits of IBM Storwize V3700
 List the IBM Storwize products
Sell IBM Storwize V3700
 Identify the sales process steps

 List the target clients and their business needs
 Identify the customer pain points
 Explain the IBM Storwize V3700 value proposition
 Describe the advantages of IBM Storwize V3700
 List the IBM Storwize V3700 main competitors
 Explain how IBM Storwize V3700 contributes to Smarter Computing
 Identify sales opportunities

Menu

Visit this section to have an overview of IBM Storwize V3700.
 IBM Storwize V3700: A smarter, affordable storage solution for midsize

companies
 IBM Storwize V3700 advanced software features
 Client benefits of IBM Storwize V3700
 Meet the Storwize Family

Visit this section to learn about IBM Storwize V3700 selling process and opportunities.
 Sales steps you need to follow

 Target customers and business needs
 Customer pain points
 IBM Storwize V3700 value proposition
 IBM Storwize V3700 competitive landscape
 IBM Smarter Storage for Smarter Computing
 A Sales conversation example
 Quiz on IBM Storwize V3700
 Handle a sales conversation
 Conclusion


IBM Storwize V3700: A smarter, affordable storage solution for

midsize companies
IT enterprises hold moderated budgets but are urged to respond to challenging settings
and proceed quickly to establish, condense and improve their IT infrastructures. IBM
Storwize V3700 entry system provides a simple, efficient and low-prized storage
system designed to address customer performance requirements and infrastructure
consolidation needs. IBM Storwize V3700 system includes an extensive set of
advanced software features to help deploy and administer SMB IT environments:
Easy to use Storwize V3700 is an easy to manage and deploy system

with embedded graphical user interface based on the IBM
Storwize interface design.
Thin provisioning Storwize V3700 has Thin provisioning capabilities to

optimize the allocation of the space needed.
Non-disruptive migration Storwize V3700 offers Non-disruptive migration from FC

storage that helps speed implementation and minimize
disruption.
Sophisticated data Storwize V3700 protects data with integrated IBM

protection FlashCopy technology.
Multi-protocol support Storwize V3700 Multi-protocole support –iSCSI, FC and

FCoE– provides consolidation flexibility.
Full interoperability Storwize V3700 supports an extensive suite of Microsoft

and VMware solutions.


IBM Storwize V3700 advanced software features
IT organizations need to respond to dynamic environments and act quickly to
consolidate, simplify and optimize their IT infrastructures while having limited
resources. The new IBM Storwize V3700 system provides a smarter solution that is
affordable, easy to use and self-optimizing, enabling organizations to overcome these
storage challenges.
 Companies will see their IT productivity enhanced with an easy-to-use GUI

and point-and-click system management capabilities
 Your customers will have continuous access to data with integrated non-
disruptive migration. Data will be protected with integrated IBM FlashCopy
technology
 Small and midsize businesses will experience rapid, flexible provisioning and
simple configuration changes with internal virtualization and thin
provisioning
 V3700 dual controllers with up to 180 TB of capacity and 8 GB of cache

packaged in a compact, 2U 19-inch rack-mount enclosure are an added value
for the client
 Scalability up to 120 2.5-inch disk drives or 60 3.5-inch disk drives with four
expansion units will help your customers face storage growth.
 Midsize businesses will profit from host attachment through 1 Gb iSCSI ports
(standard), with support for 10 Gbps, Fibre Channel over Ethernet and 8 Gb
Fibre Channel available as options.
With the IBM Storwize V3700 the customer can benefit from advanced
functionality and reliability usually only found in more expensive systems and at
the same time reduce power consumption with energy-saving features.


Client benefits of IBM Storwize V3700
The Storwize family of products from IBM, a recognized leader in the storage industry,
is known for allowing a proficient and high quality enforcement for any kind of workload.
IBM System Storage offerings such as Storwize V3700, customized for small and
midsize organizations, are specifically designed to deliver performance in streamlined
packages that are easy to buy, deploy and manage.
 Internal virtualization and thin provisioning at no extra cost: select the particular
measure of space precised at the requested moment.
 High performing system and green efficiencies reduce energy expenditures.
 High-level data protection that includes FlashCopy technology.
 The solid state drives (SSDs) supported by IBM Storwize V3700 can be used to
improve application performance while simultaneously reducing power and
cooling requirements.
 Optimize performance through cost-effective deployment of solid-state drives

(SSDs) with IBM System Storage Easy Tier technology.
 Management expertise capabilities with an easy-to-use embedded graphical

user interface; there is not need to have an expert to administrate the system.
 Multiprotocol support (iSCSI, FC, FCoE) provides consolidation flexibility by

meeting a range of workload requirements.

Meet the Storwize Family
Midsize companies are expected to operate with an enormous quantity of ever

increasing useful data while having limited budget and IT staff. IBM is addressing these
challenges with the power of IBM Smarter Storage for Smarter Computing. IBM
Storwize family, part of IBM Midmarket Growth strategy, is a comprehensive range of
fully virtualized storage systems where Storwize V3700 is the newest component.
Family of storage systems and storage virtualization systems
 One code base on all platforms

 One set of functions (selectively licensed)
 One client experience
 One Command Line Interface
Storwize V3500 (China only)

Storwize V3700 (New!)
Storwize V7000
Storwize V7000 Unified
Flex System V7000 (New!)
SAN Volume Controller



Sales steps you need to follow
Learn to identify the different steps of the sales process and what is expected from you
at each stage.
Prospecting Your search for (new) customers

 Look for opportunities in your
existing install base
 How to deal with objections and
leave the door open for future
sales
 Introduce yourself, state your
purpose, qualify, plan next steps
Finding Customer Pains Becoming a Sales Consultant

 Understand customer needs
 Identify problems your products,
services and financing can solve
 Understand competition
 Help your customer understand
the business implications of the
problem and move from problem
awareness to solution
commitment
Qualifying the Customer How to avoid wasting your valuable

time in chasing prospects who will
never become customers
 Make sure the solution solves the
customer's problem
 Find out if the customer sees the
value of your product
 Confirm that the customer has the
budget to purchase and determine
if ready to purchase
 Talk to the right person, who can
make a buying decision
Closing the sale Basic pointers to winning

 Close from the beginning
 Recognize when potential
customers are ready to buy
 Note that free trials often lead
directly to sales
 Choose from the IBM portfolio of
migration or consolidation
assessment tools and incentive
offerings to open doors with
customers and progress deals


Target customers and business needs
Small and midsize companies are required to handle huge volumes of important data
on restricted budgets. Designed upon revolutionary IBM technology, Storwize V3700
solves the block storage needs of small and midsize organizations in all industries.
Storwize V3700 common storage network technologies enable easy implementation
and management.
We need to manage increasing storage Storwize V3700 offers an intuitive user

complexity. interface based on proven GUI, initial set
up in a few minutes and volume
provisioning in as few as four clicks.
Small and medium businesses IT
managers will appreciate the benefit that
can be obtained from the simplicity of an
advanced user interface.
Storage growth is more and more Data center and operations

difficult to manage. managers can count on Storwize
V3700 to help them manage store growth.
Storwize V3700 includes high
performance thin provisioning
and internal virtualization capabilities that
designate the exact measure of space
required at any moment.
We are a small company that has Small and medium companies IT

limited resources but we need to directors will find that Storwize V3700
remain active in changing scenarios. offers very low price model for an entry
system. It means up-to-date
configurations at 20% lower cost than
other solutions with similar configurations
and includes advanced functions like
internal virtualization at no extra cost.
V3700 is a reasonably prized smarter

storage solution.
We are forced to deal with many Storwize V3700 supports up to 8GB of

storage performance problems. cache per controller, Solid State Drives
and EasyTier to improve performance.
Storwize V3700 includes advanced

functions that will convince medium
businesses IT directors and CIOs to trust
IBM to improve their company's
performance.


Customer pain points
Small and medium IT organizations need a storage strategy that anticipates dynamic
growth and manages its data with a flexible, cost-effective storage infrastructure. An
affordable and self-optimising solution such as Storwize V3700 will also provide them
with performance improvements and greater efficiency for managing business data.
With Storwize V3700, administrators will consolidate the storage infrastructure without
increasing costs and complexity.
Customer pain points  Stranded servers and rapid data growth

 Inefficient environment due to dispersed direct-
attached storage
 Lack of IT expertise to manage new solutions
 Budget restrictions to deploy more efficient solutions
 Increasing costs –hardware, software, energy
expenses– with a decreasing budget
 Storage sprawl due to poor disk utilization
 Storage sprawl causing storage and administration
inefficiencies
 Reduced productivity and increased cost caused by
isolated server and storage management tools
Storwize V3700 IBM Storwize V3700 provides better performance than

previous generation of entry systems and a comprehensive
series of innovative software features that include:
 Built-in management capabilities with an easy-to-

use, embedded graphical user interface based upon
the breakthrough Storwize family user interface
 Internal virtualization and thin provisioning at no
extra cost: assign the specific amount of space
needed when it is demanded
 Advanced data security with FlashCopy technology
included (up to 64 targets)
 Near-continuous availability through non-disruptive
migration integrated into the system
 Multi-protocol support (iSCSI, FC and FCoE) for
consolidation flexibility
http://www.youtube.com/watch?v=zTaCDeNonjc
Video: IBM Storwize V3700 storage system
Duration: 1:59


IBM Storwize V3700 value proposition
Storwize V3700, the most recent addition to the IBM Storwize family of disk systems,
offers high performance, storage efficiency and data-protection capabilities specifically
created to satisfy the requirements of small and midsize businesses. Designed to
provide organizations with the ability to consolidate and share data at an affordable
price, Storwize V3700 offers advanced software capabilities usually found in more
expensive systems.
IBM Storwize V3700 advantages
Easy to use Storage pooling allows users to mix different arrays in one
pool, making Storwize V3700 more efficient, flexible and
easy to use.
Storwize V3700 offers point-and-click management

capabilities and its intuitive user interface can be setup in less
than 5 minutes.
Highly efficient IBM Storwize V3700 includes:
 Thin provisioning
 Non-disruptive migration
 High performance delivered with support for 8Gb Fibre
Channel host interface cards
 SSD support
 Sophisticated data assurance with FlashCopy
 Base iSCSI host interface
 A comprehensive roadmap that will continue to
address the most important requirements from our
clients
 SAS host interface is in plan for 2013
Affordable Storwize V3700 up-to-date features at 20-30% lower price,

including advanced functions like internal virtualization at no
extra cost.


IBM Storwize V3700 competitive landscape
The Storwize family of products from IBM, a recognized leader in the storage industry,
is known for providing efficiency and high-performance storage for any type of
workload. Structured upon advanced IBM technology, the new IBM Storwize V3700
entry disk system is oriented to match the block storage need of small and medium
companies while providing innovative management and advanced capabilities at a low
cost.
HP P200 G3
HP Proposals IBM Advantages
 HP will claim that their  Storage pooling makes Storwize V3700

graphical user interface is more efficient, flexible and easier to use
easier to use because it than HP P2000. It can be easily proven
requires one step less comparing both GUI's demos. Storage
(storage pooling) pooling allows users to mix different
arrays in one pool
 HP will point at the
functionality that is currently  IBM Storwize V3700 includes High
missing from Storwize V3700, performance delivered with support for
like SAS host interface 8Gb Fibre Channel host interface
cards, SSD support, FlashCopy, base
iSCSI host interface and a
 HP will propose aggressive comprehensive roadmap that will
discounts or single controller continue to address the most important
models requirements from our clients
 HP is not able to match our lower TCO,

included advanced efficiency features
and our proven solutions together with
System x. Real-world configurations at
20-30% lower price

EMC VNXe3150/5100
EMC Proposals IBM Advantages
 EMC will claim that with VNXe  With Storwize V3700 a volume can be
a user can provision a 1 TB provisioning in as few as four clicks.
volume in less than 10 Storwize V3700's intuitive user
minutes interface can be setup in less than 5
minutes, unlike the complex "unified"
 EMC will point at the launcher for two different interfaces on
functionality that is available EMC VNXe
on the VNXe and currently
missing from Storwize V3700,  Storwize V3700 offers proven storage
focusing on file access, built in efficiency features, unlike VNXe
deduplication, and that due to performance issues
compression recommends that data compression
and deduplication not be used for
 EMC will propose aggressive "response-time sensitive applications"
discounts
 Storwize V3700 offers real-world
configurations at 20-30% lower price
than VNXe with no hidden costs, like
the additional services and SW features
from EMC
Dell PowerVault MD3x00
Dell Proposals IBM Advantages
 Dell will claim that their  Storwize V3700 offers point-and-click

graphical user interface is management capabilities with an easy-
easier to use to-use, embedded graphical user
interface
 Dell will point at the
functionality that is currently  IBM Storwize V3700 includes High
missing from Storwize V3700, performance delivered with support for
like SAS host interface 8Gb Fibre Channel host interface
cards, SSD support, FlashCopy, base
 Dell will propose aggressive iSCSI host interface and a
discounts comprehensive roadmap that will
continue to address the most important
requirements from our clients
 Storwize V3700 offers very low price

model for an entry system: real-world
configurations at 20% lower price,
including advanced functions like
internal virtualization at no extra cost


IBM Smarter Storage for Smarter Computing
We live on a Smarter Planet where systems are highly instrumented, interconnected
and intelligent. Data is coming from new places, in greater volumes and at faster rates.
Companies able to harness data unlock patterns faster, serve customers better and
outpace competitors. IT teams are stressed to the limit, using old processes and
technologies to manage growing workloads and new solutions like cloud and analytics.
Something has to change.
IBM Smarter Storage is Efficient by design, Self-optimizing, and Cloud agile. Storwize
V3700 is a very important component of IBM Express portfolio and it is also a critical
piece of IBM Mid Market Growth strategy.
Efficient by design With Smarter Storage, essential storage technologies

are built in and tightly integrated. Features like internal
virtualization, Flashcopy technology and an easy to use
GUI make efficiency effortless, requiring no manual
intervention. Management is intuitive.
Storwize V3700, the most recent addition to the IBM

Storwize family of disk systems, offers proficient, entry-
level configurations specially created to address the
necessities of small and midsize companies.
Self-optimizing Smarter Storage analyzes data access patterns, adapts

and improves performance. Sophisticated internal
analytics automatically place data on the appropriate
storage tier.
The new IBM Storwize V3700 system provides a

smarter solution at the best price obtainable by
including high performance thin provisioning and
internal virtualization capabilities, and by helping your
customers get the most out of SSDs with Easy Tier.

Cloud agile Smarter Storage fully participates in

highly virtualized cloud environments.
IBM and non-IBM storage are managed
as one virtual pool. All systems inherit
IBM's advanced capabilities. Data is
automatically synchronized. Files flow to
users wherever they are.
IBM Storwize V3700 offers non-

disruptive migration included in base price
and built-in support for OpenStack
compute cloud environments.
http://www.youtube.com/watch?v=AePPKiXE4xM
Video: Introducing IBM Storwize V3700
Duration: 2:30


A sales conversation example
IBM provides proven storage solutions that feature innovative technologies, open
standards, excellent performance and storage software. Find out how IBM Business
Partners can share the IBM latest smarter solution, Storwize V3700, with small and
medium organizations to enable them to overcome storage challenges.
“Our storage environment is growing really fast and it is becoming more and
more difficult to manage. How can IBM help us?”
“IBM has just introduced the Storwize V3700 system, a powerful, accessible
and efficient storage system designed to address growing data requirements
and consolidation needs.
Storwize V3700 raises the standard for entry-level disk systems by

incorporating a rich set of features to help your company deploy, manage and
administer IT environments.”
“Maybe so, but my company needs to be sure that our storage is well utilized
and that our staff is able to support storage growth.”
“Storwize V3700 has been designed for exceptional ease of use. The system
offers configuration options to speed and simplify the implementation process.
Volumes can be provisioned with only a few clicks.
Storwize V3700 uses an intuitive, easy-to-use graphical user interface which

simplifies deployment and ongoing storage management. “
“That sounds great, because our company is small and we need to improve cost
effectiveness of managing our current storage!”
“Don't worry about that, one of IBM's major enhancements of the V3700 is an
optimized performance through cost-effective deployment of solid-state drives
(SSDs) with IBM System Storage Easy Tier technology.
IBM Storwize V3700 disk system is conceived to meet the block storage needs
of small and midsize companies while offering advanced operation, storage
proficiency and data safety features at an affordable price.”
“Ok, I think IBM's definitely worth considering, but we are using another vendor
at present…”
“Most organizations I'm speaking with who use EMC or NetApp storage typically
say the same thing when they evaluate Storwize V3700: they're very impressed
by the ease of use of the device. Storwize V3700 has simple, single device
setup and management.
Should we schedule a product demonstration for a close-up view of the

solution?”


Quiz on IBM Storwize V3700
What are the top reasons why IBM Storwize V3700 is better than the competition?
 Easy to use, embedded web-based user interface
 Standard software features, high performance and ease of use
 Proven IBM software functionalities included in base price
 Wide set of optional software features at an inexpensive price
That is correct!
IBM Storwize V3700 is better than the competition due to its ease-of-use, its embedded
web-based user interface, its proven IBM software functionalities included in base price
and its wide set of optional software features at an inexpensive price.


Handle a sales conversation
In a sales conversation, there are some concerns that your potential clients may have
and that you need to answer.
“We need a storage system to support the performance demands of server

virtualization.”
“Storwize V3700 has built-in efficiency features that include virtualization.

Storage virtualization complements server virtualization and can help simplify
your IT environment while lowering your total cost of ownership.”
“We work with Microsoft applications and platforms. How can IBM help improve
Microsoft IT environments?”
“Storwize V3700 offers support for Microsoft applications and platforms

increasing flexibility, reducing implementation risk and delivering a more robust
information infrastructure.”
“We are not very confident about IBM's service. What happens if we have a
problem?”
“Someone from IBM or an IBM partner can contact you to get to the root of the
problem. IBM focuses on mission critical IT environments, taking great
measures to ensure maximum performance and uptime.”
“Other companies have proposed significant discounts on the purchase of their

products.”
“Storwize V3700 offers very low price model for an entry system: real-world
features at a 20-30% reduced price, including advanced functions at no extra
costs. How could they beat that?”

Conclusion
This is the end of the learning module Winning with IBM Storwize V3700.
 In Know IBM Storwize V3700 you learned about the features and advantages
of using IBM Storwize V3700, the benefits and the solution portfolio
 In Sell IBM Storwize V3700 you learned about the selling process, target
clients, competitive landscape and read examples of how to handle a sales
conversation
To review Learn and Earn deadlines please access the Terms and Conditions located
on the Know Your IBM (KYI) site at http://www.ibm.com/partnerworld/knowyouribm.
Once you enter the quiz, you will not be able to return to the module so please ensure
you have reviewed the entire module in detail.
As a Know Your IBM user you have the option to view education modules in numerous
languages. Please note that you only get rewarded once for completing each module.
To learn more about Storwize V3700, continue to the next step courseware
To learn more on the V3700 click here to get started

Introducing the IBM Storwize V3700 (IBM Storage Sales - Lecture)
http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu39672
For more deep dive technical training we recommend you

IBM Storwize V3700 Introduction
IBM Storwize V3700 Demonstration
IBM Storwize V3700 Systems Part 1
IBM Storwize V3700 Systems Part 2
IBM Storwize V3700 Technical Announcement
IBM Storwize V3700 Technical Introduction
To get more sales/tech info, go to v37 page on PW

https://www.ibm.com/partnerworld/wps/pub/overview/HW264
To get a view of what your customers are seeing, go to the public v37 page
http://www-03.ibm.com/systems/storage/disk/storwize_v3700/index.html
You could consider also the cert for "IBM Certified Specialist - High Volume Storage
Fundamentals V3" (Available May 2013)
http://www-03.ibm.com/certify/certs/sm_index.shtml
Good luck!

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Winning with IBM Storwize V3700

Affordably meet storage needs

Know Your IBM

Winning with IBM Storwize V3700

Know Your IBM http://www.ibm.com/partnerworld/knowyouribm

By the end of this module you will be able to:

Know IBM Storwize V3700

 Describe IBM Storwize V3700

Sell IBM Storwize V3700

 Identify the sales process steps

Know Your IBM http://www.ibm.com/partnerworld/knowyouribm

Know IBM Storwize V3700

 IBM Storwize V3700: A smarter, affordable storage solution for midsize

Sell IBM Storwize V3700

 Sales steps you need to follow

Know Your IBM http://www.ibm.com/partnerworld/knowyouribm

Know IBM Storwize V3700

Know Your IBM http://www.ibm.com/partnerworld/knowyouribm

Know IBM Storwize V3700

IBM Storwize V3700: A smarter, affordable storage solution for

Easy to use Storwize V3700 is an easy to manage and deploy system

Thin provisioning Storwize V3700 has Thin provisioning capabilities to

Non-disruptive migration Storwize V3700 offers Non-disruptive migration from FC

Sophisticated data Storwize V3700 protects data with integrated IBM

Multi-protocol support Storwize V3700 Multi-protocole support –iSCSI, FC and

Full interoperability Storwize V3700 supports an extensive suite of Microsoft

Know Your IBM http://www.ibm.com/partnerworld/knowyouribm

Know IBM Storwize V3700

 Companies will see their IT productivity enhanced with an easy-to-use GUI

 V3700 dual controllers with up to 180 TB of capacity and 8 GB of cache

Know Your IBM http://www.ibm.com/partnerworld/knowyouribm

Know IBM Storwize V3700

 High performing system and green efficiencies reduce energy expenditures.

 High-level data protection that includes FlashCopy technology.

 Optimize performance through cost-effective deployment of solid-state drives

 Management expertise capabilities with an easy-to-use embedded graphical

 Multiprotocol support (iSCSI, FC, FCoE) provides consolidation flexibility by

Know Your IBM http://www.ibm.com/partnerworld/knowyouribm

Know IBM Storwize V3700

Meet the Storwize Family

Midsize companies are expected to operate with an enormous quantity of ever

Family of storage systems and storage virtualization systems

 One code base on all platforms

Storwize V3500 (China only)

Know Your IBM http://www.ibm.com/partnerworld/knowyouribm

Sell IBM Storwize V3700

Know Your IBM http://www.ibm.com/partnerworld/knowyouribm

Sell IBM Storwize V3700

Prospecting Your search for (new) customers

Finding Customer Pains Becoming a Sales Consultant

Qualifying the Customer How to avoid wasting your valuable

Closing the sale Basic pointers to winning

Know Your IBM http://www.ibm.com/partnerworld/knowyouribm

Sell IBM Storwize V3700

We need to manage increasing storage Storwize V3700 offers an intuitive user

Storage growth is more and more Data center and operations

We are a small company that has Small and medium companies IT

V3700 is a reasonably prized smarter

We are forced to deal with many Storwize V3700 supports up to 8GB of

Storwize V3700 includes advanced

Know Your IBM http://www.ibm.com/partnerworld/knowyouribm

Sell IBM Storwize V3700

Customer pain points  Stranded servers and rapid data growth