Ibm Pureflex System: Delivering Cloud Infrastructure Services

IBM PureFlex System
Delivering Cloud Infrastructure Services
Know Your IBM

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IBM PureFlex System – The infrastructure system with integrated expertise 2
Know Your IBM
IBM PureFlex System
Welcome to IBM's PureFlex System module. In this module you will learn how IBM®
PureFlex™ System can help customers move to an efficient, cost effective platform,
providing cloud deployment with industry leading software.
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
module within three attempts before the deadline. If you do not successfully complete the
quiz within three attempts before the deadline then unfortunately you will not qualify for
KYI points or promotions associated with the module.
Know Your IBM http://www.ibm.com/partnerworld/knowyouribm

Introduction
IBM® PureFlex™ System is a complete, flexible cloud infrastructure system with

integrated expertise. The system integrates and optimizes all compute, storage and
networking resources to deliver infrastructure-as-a-service (IaaS) out of the box. With an
easy to use management interface that simplifies cloud, application and infrastructure
deployment. You can start with these flexible, open infrastructure services that save time,
resources and cost across the IT lifecycle and add your choice of middleware and
applications.
By the end of this module you will be able to:
Know IBM PureFlex System

 Distinguish the key attributes of PureFlex System
 Present the benefits of PureFlex System
 List the IBM PureFlex System Solutions for Midmarket
 State the IBM PureFlex System key differentiators
Sell IBM PureFlex System

 Identify the sales process steps
 List target customers and their business needs
 Explain the IBM PureFlex System value propositions
 Identify the different sales opportunities
 Identify the top challenges in selling IBM PureFlex System Solutions in the
Midmarket
 Explain how PureFlex System contributes to Smarter Planet
 Explain the competitive differentiators
 Communicate the value of IBM PureFlex System in a sales conversation

Menu
Visit this section to learn about IBM PureFlex System.
 Expert at sensing and anticipating resource needs to optimize your infrastructure

 Consolidate, Optimize, Innovate and Accelerate cloud
 IBM PureFlex System Platform
 IBM PureFlex Configurations
 An evolution in design, a revolution in experience

Visit this section to learn about the IBM PureFlex System selling process and
opportunities.
 Sales steps you need to follow

 Target customers for IBM PureFlex System
 IBM PureFlex System value proposition and client pain points
 Know the sales opportunities
 Top challenges in selling IBM PureFlex System
 Competitive Differentiators
 Smarter Systems for a Smarter Planet
 A sales conversation example
 Quiz on IBM PureFlex System
 Handle a sales conversation
 Conclusion



PureFlex System, supporting your workload today and your
business in the future
IBM® PureFlex™ System is designed for multiple generations of technology to support
your workload today and your business in the future. It is a fully integrated system with
unified management of compute, storage, networking and virtualization resources that
utilize built in Patterns of Expertise based on IBM's decades of experience and thousands
of client deployments.
Automated management and deployment expertise for physical

and virtual resources so your experts can focus on innovation
Built-in Expertise
Integration by Deeply integrated compute, storage, and networking resources

Design so you can deploy in hours or minutes, instead of days
Simplified
Experience
Optimized configurations to accelerate purchase, deployment
and time to value for your solution


Simplify, Accelerate Solution Delivery, Improve IT Efficiency
Simplicity A PureFlex System ships as a comprehensive, pre-integrated

infrastructure system designed to be deployed in hours. As a system
that is integrated by design, a PureFlex System is simpler by nature.
● Components are configured to work together to optimize
performance and offer the flexibility to customize to match your
requirements
● Single Point Management System manages up to 5000+
endpoints, 16 chassis, 224 servers with integrated control across
physical and virtual environments
● Integrated Virtualization and Efficient Resource Pooling provides
easy automation and provisioning maximizes utilization
Accelerate The power of a PureFlex System lies in the combination of a

Solution virtualized, open architecture that provides choice along with deep
Deployments integration and dynamic and simple management from a single
control point.
 Preconfigured prior to delivery:
o Compute- With storage allocated
o Storage- Pre zoned
o Network- Pre cabled
 Flex System Manager works right away with existing tools:
o vCenter
o System Center
o PowerVM
 Flex System Manager is scalable, and ready to grow with you:
o Up to 16 chassis
o 224 nodes
o 5,000 endpoints
Improve IT PureFlex Systems improve cloud efficiency in 3 ways

Efficiency  Efficient Cloud deployment support with SmartCloud Entry
3.2
 Efficient and high performing compute, storage, networking
 Leading management of the physical and virtual domains
with Flex System Manager


IBM PureFlex System Platform
In order to maximize flexibility and customization for clients and partners, IBM is also
offering IBM Flex System, which provides BPs and clients the opportunity to custom build
their PureFlex system with components that are included as part of the integrated offering.
IBM Flex Systems
Chassis 14 half-wide bays for nodes Compute Nodes POWER-based 2 and 4-

Socket Standard/Double Width, x86-based
2 and 4-Socket Standard/Double Width
Storage Node V7000 Expansion inside or Management Appliance

outside chassis
Networking
10/40GbE, FCoE, IB 8/16Gb FC Expansion PCIe. Storage
IBM Flex Systems

 Individual components can be mixed, matched, and minimally integrated with
optional management
 Build-to-order systems starting from chassis.and any combination of servers,
storage, networking and management
 Ready for your partner expertise


IBM PureFlex Configurations
To simplify acquisition of your solution, you can choose one of two pre-defined and fully
integrated, optimized configurations as the starting point.
Support Services Overview
For the IBM PureFlex System offerings, IBM has crafted a package of support services to
be purchased around each IBM PureFlex System Express and Enterprise offering. These
services include flexible choices for warranty service upgrades (WSU), and microcode
analysis to ensure your PureFlex deployment maintains the latest levels of software and
firmware.
In addition, IBM remote Account/ETS Advocate services provide further integration of

support and feature a technical support interface and single point of
accountability/escalation as part of these offerings. These service offerings remove the
need to spend your time coordinating IT support services. With IBM’s long-proven record
of managing and supporting complex IT environments and creating innovative service and
support solutions, you can remain confident that these integrated support offerings will
resolve your specific needs and challenges.
IBM PureFlex System Express
The Express configuration is designed for small and medium businesses and is the most
affordable entry point into a PureFlex System. Designed to help support big data, social,
mobile, analytics and the flow of critical information, PureFlex Express offers an affordable
starting point to build a customized infrastructure.
IBM PureFlex System Express

IBM Flex System™ Compute Nodes p260, p270, p460, x220, x222, x240, x440
IBM PureFlex System Rack Optional 42U, 25U or no rack
IBM Flex System Chassis Yes
Integrated 10 Gb or 1 Gb Networking Switch Selectable option with redundancy
Integrated 16 Gb Fibre Channel Switch Selectable option with redundancy
Integrated IBM Flex System Converged Scalable Selectable option with redundancy
Switch (FCoE)
IBM Flex System management node Yes
IBM Flex System Manager™ (SW) Flex System Manager Standard
Power supplies (std/max) 2/6
80 mm fans (std/max) 4/8

Chassis Management Modules (CMM) 2

Integrated IBM Flex System V7000 Disk System Required with a selectable option
or Flex System V7000
IBM Storwize V7000 Software Required
IBM PureFlex System Enterprise
The Enterprise configuration is optimized for scalable cloud deployments and has built-in
redundancy for highly reliable and resilient operation to support your demanding
applications and cloud services. PureFlex Enterprise offers the scalability, flexibility and
versatility you demand for business-critical workloads.
IBM PureFlex System Enterprise

IBM Flex System Compute Nodes p260, p270, p460, x220, x222, x240, x440
IBM PureFlex System 42U Rack Yes
IBM Flex System Chassis Yes
Integrated 10 Gb Networking Switch Selectable option with required redundancy
Integrated 16 Gb Fibre Channel Switch Selectable option with required redundancy
Integrated IBM Flex System Converged Scalable Selectable option with required redundancy
Switch (FCoE)
Top of Rack Switches (TORs) Optional
Integrated Management Node Yes
IBM Flex System Manager Edition (SW) Flex System Manager Advanced
Power supplies (std/max) 2/6
80 mm fans (std/max) 4/8
Chassis Management Modules (CMM) 2
IBM Storwize® V7000 Disk System or Flex Required with a selectable option
System V7000
IBM Storwize V7000 Software Required


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

 Look for opportunities in your existing install base
 Look for clients who do not want to spend time or resources
doing the physical integration of systems. Ones wish to
rapidly roll out systems and appreciate time to value
 Look for clients running multiple operating platforms (UNIX,
Linux, Windows) who want to consolidate to save on costs.
 Look for clients who can put a value on their time spent to do
things like deploy virtual machines, allocate resources and
deliver workloads.
Finding Customer Becoming a Sales Consultant

Pains  Understand customer needs
 Identify problems PureFlex can solve
 Understand competition
 Help your customer understand the business implications of
the problem and move from problem awareness to solution
commitment
Qualifying the How to avoid wasting your valuable time in chasing prospects
Customer 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 for IBM PureFlex System

In order to recognize the target customers for IBM® PureFlex™ System , we should
be on the look out for customers with specific requirements, and be able to identify
them:
The IBM PureFlex System is ideal for the following target

audience:
Which is the ideal  Target Industry: Applicable across all industries
target audience for  Client Company Size: Sector, General Business-Large
an IBM PureFlex  Enterprise, Mid to Upper end of Mid-Market
System salesplay?  Target Client Audience: Mainly targeted at: Traditional IT
Department, C-level (IT), C-level (non-IT), and LOB
There are many key questions which a BP can use to open a

discussion regarding IBM PureFlex System, for example:
What questions
should I ask in  Would you like to free up your system administrators from
order to start a basic management tasks to focus on more
discussion? strategic projects?
 Do you want to reduce overall costs and
operational expenses by consolidating your resources?
 Do you need to address space and energy
usage constraints?
 Is rapid deployment of the solution a high priority?
 Do you want to spend the time to integrate, load, test, tune
and optimize the infrastructure?
In order to lead with IBM PureFlex System, there are a number of

key customer needs which a BP should be looking for, for example
Which specific customers who:
customer needs
should I look for to  Do not want to spend time or resources doing the physical
lead with IBM integration of systems. Ones wish to rapidly roll out
PureFlex System? systems and appreciate time to value
 Are running multiple operating platforms (UNIX, Linux,
Windows) who want to consolidate to save on costs.
 Can put a value on their time spent to do things like deploy
virtual machines, allocate resources and deliver workloads.
 Have been considering Cisco Vblock, VCE, UCS or HP
infrastructure solutions
 Prefer to purchase middleware separately from their
infrastructure.

IBM PureFlex System value proposition and client pain points

Delivering a simplified experience through integration by design and built-in experience,
IBM® PureFlex™ System provides an ideal Cloud platform featuring:
 IBM SmartCloud Entry software included to help clients deliver resources and
infrastructure as a platform faster and more securely to their LOBs
 Simplicity, driven from integrated compute, networking and storage, all managed
by a single advanced console
 With PureFlex System customers can reduce install and set-up time and ongoing
management costs while improving security
IBM PureFlex System is designed to resolve many of the customer's long standing pain
points, for example:
Cost PureFlex System features included IBM

SmartCloud Entry to enable rapid
cloud deployments and reduce
management costs.
Integrated infrastructure delivering
compute, network and storage reduces
physical space, HW/SW costs,
maintenance, and energy use.
Performance Featuring POWER7+, and the latest Intel

EP processors, with integrated, optimized
storage and high-performance networking,
PureFlex Systems deliver industry leading
performance across all infrastructure
elements.
Deployment Advanced provisioning reduces VM

deployment from weeks/months to under
five minutes.
Rapid deployment of the broadest range of
applications and services across multiple
platform and hypervisor environments.


Know the sales opportunities
In order to be successful in selling IBM® PureFlex™ System to the midmarket it is

necessary to recognize the sales opportunities. Understanding your customers' business
requirements is important for you to quickly and easily identify and close opportunities.
IBM PureFlex System is the only offering that spans

management of physical and virtual resources from a single
management vantage point.
We need to contain our
This single pane of glass management of all resources with
management and automated processes yields a reduction in the skill and time
administration costs required to manage and deploy a system.
over the long term.
In actual client environments, IBM Flex System
Manager delivered up to 75% reduction in VM deployment
time.
IBM PureFlex System is designed to enable companies to

evolve the way they deploy and manage their IT
environments. It provides:
 Flexibility to handle much wider range of workloads

We need to integrate and ability to optimize the workload to the most
hardware, software and efficient platform
middleware seamlessly.  Deeper integration of physical and virtual
resources yielding simplicity, higher efficiency and
higher security levels with reduced skills
requirements.
 In an IDC customer survey PureFlex Systems were
deployed on average 55% faster than conventional
systems.
IBM PureFlex System helps companies do more with less

and fully utilize every resource through automation wherever
possible and also provides:
We are worried about
increased complexity  Reallocation of compute, storage and network
and very low levels of resources on demand, which improves performance,
utilization and throughput, and resiliency
efficiency.  Improved control through simplicity, automation,
compliance and security
 PureFlex Storage can deliver up to 50% reduction in
physical disk space required.

Top challenges in selling IBM PureFlex System
There are some challenges you will have to face when selling IBM® PureFlex™ System.
Learn how to overcome them.
PureFlex System is an integrated server, storage,

networking and software solution.
My company has been  UCS only unifies x86 computing and networking,
approached by a number and supports a few certified vendors.
of manufacturers, how is  Vblock is limited to x86, VMware, EMC storage, and
IBM PureFlex different a few certified vendors.
from them?
PureFlex System offers system management via a single
consolidated view of all physical and virtualized
components. UCS (and Vblock and FlexPod) only
integrates x86 virtualization and networking, relying on
VMware and 3rd party tools for other capabilities.
PureFlex System has integrated storage. UCS has no

integrated storage. Vblock includes EMC storage, but
What about storage storage management is not integrated.
functions?
EMC VNX storage does not provide storage virtualization
and other key functions.
PureFlex System SmartCloud Entry is pre-tested and pre-

integrated for basic cloud provisioning capabilities.
We have no experience It is an easy to use excellent bundle for entry-level cloud:

with cloud technology, robust self service portal, image management, and
how complex is provisioning virtual resources.
PureFlex?
UCS, Vblock and FlexPod rely on third-party tools for a
“build your own” cloud solution.

PureFlex System and PureApplication System currently

If this is a new have hundreds and thousands of running applications, and
development, what about over 340 ISVs have optimized over 520 applications on
applications? PureSystems technology. UCS and VCE only support a few
ISVs, a limited choice for industry and cloud solutions.


Competitive Differentiators
In order to sell IBM® PureFlex™ System it is important to know how IBM's offering
compares with the competition.
Let's take a look at how PureFlex System measures up to a HP equivalent.
Ease of Management: Ability to manage IT components

from a single pane of glass reduces operating costs up to
80% from existing environments and provides a safer
operating environment.
Management
PureFlex System is flexible and can handle a mixed UNIX
and x86, networking, and storage environment. HP has a
history of 'forced transitions', such as Itanium and EVA.
Superior IT economics and value: Integration compute,

storage, networking, virtualization, and management
together with patterns of expertise can reduce
implementation time to as little as one day and can deliver
Economics and Value performance due to automated system pooling of resources.
Many HP offers are bundling, without the added value of

integration.
Wide Ecosystem of solutions: PureFlex System runs over

10,000+ POWER and x86 applications. And, IBM has
released several preintegrated solutions on PureFlex
covering Cloud, VDI and others:
 PureFlex Solution for Cloud Backup & Recovery
Solutions and Cloud  PureFlex Solution for IBM i
 PureFlex Solution for SmartCloud Desktop
Infrastructure (VDI)
 PureFlex Solution for SAP Business Suite
 PureFlex Solution for Managed Service Providers
HP Converged portfolio has handful of solutions, no deep

integration.


Smarter Systems for a Smarter Planet
IBM® PureFlex™ System is part of the IBM PureSystems family, an innovative IT
infrastructure development which is directed towards enabling a Smarter Planet.
Traditional models where the vast majority of time is spent "running IT" must shift to
Smarter Computing models, where IT infrastructure enables a Smarter Planet and
promotes innovation. To make this shift and truly focus on transforming business, some
key things must occur:
 The economics of IT must be redefined. IT budgets will not continue to grow. We

have to find a way to make a significant shift upward in the value we deliver as the
available budget grows at a much slower pace
 Expertise must be leveraged more efficiently. Not just our own expertise, but
the broader base of expertise and best practices that exists outside our
organizations
 Breakthroughs in efficiency that allow us to shift resources to focus on business
innovation must be enabled
www.youtube.com/v/zKAycVRVpwo
Video: Introducing the IBM PureFlex System.

Duration: 2:57


A sales conversation example
IBM and IBM BPs can help customers in the decision-making process when IT
infrastructure becomes an issue. In the following scenario, an IBM Business Partner is
talking with a customer who needs to solve her company's IT problems. Let's look at how a
sales conversation focuses on value propositions.
Customer IBM BP
I think you should consider the PureFlex

My company's IT infrastructure is
System Express configuration, it is designed for
becoming too costly and needs to be
small and medium businesses just like yours
streamlined, as a medium sized
and is the most affordable PureFlex System
company with a limited budget we have
entry point.
to weigh our options very carefully.
How long does it take you today to add a new
What can IBM offer to solve our
server or VM instance to your existing
problem?
application landscape?
With IBM PureFlex System VM deployment

At the moment our VM deployment
time can be reduced from weeks or even
time can be measured in weeks and
months to less than 15 minutes,
sometimes even months, we can't
for a company like yours this can mean
afford to lose this valuable time on
significant administration time and budget
these kind of tasks.
savings.
Does PureFlex System have an
Do you find your system management to be
answer to this?
overly complex?
With IBM PureFlex I think you will be pleasantly

As a matter of fact, yes, our system
surprised, as system management, both of
management is getting more and more
physical and virtual resources, can be carried
complex, this is also eating away at our
out from a single management vantage point.
IT budget as we have to employ more
This leaves your resources free to fulfill other
and more resources to these tasks
valuable functions.
Ok, I think it's definitely worth No problem, let me send you a few
considering, but I'd like to see some performance reports and customer case
performance validation and look at the studies, along with the pricing info and then we
pricing and finance information before can set up a follow up to show you a demo.
we go any further.


Quiz on IBM PureFlex System
True or False? IBM POWER7 and Intel x86 processors cannot operate within the same
IBM PureFlex system.
(Select the correct answer.)
True
False
That is correct!
IBM PureFlex System can accommodate both IBM POWER7 and x86 processors within
the same system.


Handle a sales conversation
How would you respond to a customer who says that he is interested in IBM® PureFlex™
System, but that he does not wish to change his network infrastructure?
(Select the correct option.)
IBM PureFlex System is the only offering that supports virtualization of both IBM and other
vendor storage to integrate all storage into the management environment with non-
disruptive data migration and intelligent tiering for balance of performance and cost.
IBM PureFlex System Works with the network infrastructure the client has today,
supporting 1 Gb, 10 Gb and 40 Gb Ethernet networking, Fiber Channel, and QDR and
FDR Infiniband;
Whereas Cisco, for example, only supports Cisco 10 Gb networking.
That is correct!
Although no answer is wrong, this customer has doubts about the suitability of his network,
therefore it is correct to stress the fact that PureFlex System will work with all
networks. Also, PureFlex can plug into both Cisco and Juniper Network backbones, and
there are Flex System offerings for both Cisco FEX and Juniper switches.

Conclusion
This is the end of the learning module IBM PureFlex System.
 In Know IBM PureFlex System you learned about the technology involved in IBM
PureFlex System, the benefits and the solutions portfolio
 In Sell IBM PureFlex System you learned about the selling process, target clients,
top challenges, competitive differentiators 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.
Good luck !

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IBM PureFlex System

Delivering Cloud Infrastructure Services

Know Your IBM

Know Your IBM

IBM PureFlex System

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

IBM® PureFlex™ System is a complete, flexible cloud infrastructure system with

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

Know IBM PureFlex System

Sell IBM PureFlex System

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

 Expert at sensing and anticipating resource needs to optimize your infrastructure

Sell IBM PureFlex System

 Sales steps you need to follow

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

Know IBM PureFlex System

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

Know IBM PureFlex System

Automated management and deployment expertise for physical

Integration by Deeply integrated compute, storage, and networking resources

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

Know IBM PureFlex System

Simplicity A PureFlex System ships as a comprehensive, pre-integrated

Accelerate The power of a PureFlex System lies in the combination of a

Improve IT PureFlex Systems improve cloud efficiency in 3 ways

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

Know IBM PureFlex System

IBM Flex Systems

Chassis 14 half-wide bays for nodes Compute Nodes POWER-based 2 and 4-

Storage Node V7000 Expansion inside or Management Appliance

IBM Flex Systems

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

Know IBM PureFlex System

Support Services Overview

In addition, IBM remote Account/ETS Advocate services provide further integration of

IBM PureFlex System Express

IBM PureFlex System Express

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

Chassis Management Modules (CMM) 2

IBM PureFlex System Enterprise

IBM PureFlex System Enterprise

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

Sell IBM PureFlex System

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

Sell IBM PureFlex System

Sales steps you need to follow

Prospecting Your search for (new) customers

Finding Customer Becoming a Sales Consultant

Closing the sale Basic pointers to winning

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

Sell IBM PureFlex System

Target customers for IBM PureFlex System

The IBM PureFlex System is ideal for the following target

There are many key questions which a BP can use to open a

In order to lead with IBM PureFlex System, there are a number of

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

Sell IBM PureFlex System

IBM PureFlex System value proposition and client pain points