IBM Systems Positioning Guide: January 14, 2015

IBM Systems Positioning Guide
January 14, 2015
1 For IBM and IBM Business Partner Use Only – Not for use with clients © 2015 IBM Corporation
Purpose: IBM sales and Business Partner sales can

use this guide to see …
• IBM Systems and offerings positioning

within the cloud, analytics and mobile
contexts
• How IBM Systems position with
competitors
• The best-fit storage and storage
networking/SAN system for the client This guide is an internal-only IBM
• The steps involved in selecting the best-fit document for IBM and IBM Business
system for the client (determine the client Partner sales and should not be
needs, understand their IT environment, shared with clients.
know their workloads, understand the
costs) This guide assumes the reader has
been introduced to IBM Systems and
cloud, analytics and mobile by way of
IBM sales education.
The Guide contents and navigator

Part 1: Positioning for Cloud, Analytics, and Mobile
Section 1 – Cloud
The Client Conversation
Systems Positioning
Offerings
(In screen show mode)
Competitive Landscape
Click on the title to link directly to the
Section 2 – Analytics area of interest.
Client Conversations – Application and Data Zones
Systems Positioning Click on the RETURN icon at any point
Offerings in the Guide to return to this page.
Section 3 – Mobile
The Client Conversation
Systems Positioning
Part 2: Additional IBM Systems Positioning
Part 3: Storage Systems Selection
Part 4: Storage Networking / SAN
Part 5: IBM Systems Selection Methodology
Part 6: Sales Enablement Applications
Part 1: Positioning for Cloud, Analytics, and Mobile
Cloud
Section 1 – Positioning IBM Systems and Offerings for Cloud
Analytics
Section 2 – Positioning IBM Systems and Offerings for Analytics
Mobile
Section 3 – Positioning IBM Systems and Offerings for Mobile
Cloud
Improve the economics of IT through efficiency
and faster delivery of new products and services
Big Data and Analytics

Systems of Insight handle large volumes of data
and derive real-time insights
Mobile and Social

Systems of Engagement promote information
sharing and collaboration across the enterprise
Security
Ensure secure transactions and interactions
Cloud
Analytics
Mobile
Cloud infrastructure opportunities
On-premises
Cloud Service
Enterprise Private Hybrid Cloud
Providers
Cloud
An enterprise-class, secure on- Integrate off-premises cloud IBM solutions to deploy Cloud Service
premises private cloud can increase (SoftLayer®) with on-premises cloud Provider (CSP/Managed Service
the responsiveness of IT to the systems. Leverage Bluemix™ Provider ( MSP) infrastructure at the
business, speeding the deployment of integration services. right scale and high efficiency, with
workloads in a secure environment.
high levels of security, low risk and
cloud computing economies
Clients looking to manage Private Cloud Clients who need a cloud development
leveraging open standards, Software platform to rapidly compose across Target service providers that are
Defined Environment (SDE) and advanced services and vendors and integrate building their own infrastructure
cloud management capabilities with systems of record (SoR) and
systems of engagement (SoE)
• Target big data, mobile and Java cloud • Enable simple and secure SoE/SoR • Help existing AIX®, System i®, and z ISV’s
workloads with Integrated Facility for integration between Bluemix developed create SaaS offerings
Linux (IFL) on POWER8 scale-out mobile / social / IOT services on SoftLayer • Position Linux on z Systems and Power®
systems and Linux/SDE optimized and applications / data with Storwize®, Flash and XIV® as platform
on-premises on Power Systems for new Born on the Cloud apps
software stack
and z Systems • Help partners deploy differentiated Storage
• Cloud consolidation with Linux (IFLs) on • Leverage SDS (Software Defined Storage) services
z Systems™ that or Power Systems™ and Elastic Storage on Cloud for hybrid - Lead with Storwize and XIV
storage cloud - Software Defined Storage (SDS)
• Leverage XIV and IBM FlashSystem for
offerings to address lower cost requirement
enterprise class virtualized storage and
- Integration with ISVs for Storage
performance leadership Services offerings
IBM Systems Positioning GuideThe client conversation for cloud
From client’s business imperatives to their IT challenges
Client requirements when

Cloud business imperatives IT challenges
addressing imperatives
Componentization, consolidation, CAPEX • Lowest cost service delivery

Reduce costs
vs. OPEX, private, public, hybrid • IT rationalization
• Performance and near linear

Data availability, disaster recovery, scalability
Service availability
workload management, IT analytics • 100% availability
• Data consistency
• Isolation for multi-tenancy

Access control, scalability, compliance
Secured user experience • Auditable protection of data
and auditability, fraud detection
• Protection of privacy
Operational simplification Consolidation, IT analytics, standardization, • Efficient use of IT resources

and efficiency Automation and assets
Systems of record (SOR) and systems of

Flexible and agile delivery engagement (SOE) integration, mobile • Rapid provisioning of services
enablement, open source, time to value
Systems positioning for cloud solutions
Lead with z Systems when …
• Clients want to consolidate Linux workloads and have existing z Systems environments
• Clients must deliver robust security, enhanced Qualities of Service and SLAs of 99.999%
• Clients need a compelling TCO for high I/O workloads such as databases and middleware
Lead with Power Systems when …
• Client is an MSP looking for a reliable and scalable platform to host big data services
• Clients are looking at x86 for big data and analytics cloud workloads
• Clients want to ensure reliability, availability and security for private and hybrid cloud
Lead with PureApplication Systems when …
• Clients are looking to rapidly deploy traditional enterprise applications such as business process
management, mobile, portal, commerce etc. (fastest time to market)
• Clients are looking to cloud enable enterprise applications and want seamless portability between
on-premises and off-premises cloud platforms
Smarter Storage responses to cloud

IT challenges
Data at scale and pricing models for MSPs – almost 60 percent lower Total Cost of Ownership (TCO)
• XIV’s Grid Scale architecture is simple to deploy, highly resilient and enables predictable performance for meeting Service level
Agreements (SLAs) even above 95 percent utilization rates
• XIV as software enables hybrid cloud deployments with flexible deployment and pay-as-you-go consumption of storage
• XIV Cloud Storage for Service Providers delivers the capabilities like multi-tenancy and geo-mirroring
• XIV’s Frame Ahead program gives MSPs the flexibility they need to grow their business while minimizing acquisition costs by 40
percent or more
Extreme performance – IBM FlashSystem for demanding SLA requirements

• Data performance and cost effective scalability
• Efficiency to offset and improve costs, energy profile and rack space
Data flexibility and independence – lead with Storwize for midmarket and volume
• Clients who need a data architecture that adapts as their business grows choose Storwize Family Solutions including enhanced
IBM SAN Volume Controller (SVC)
• Storwize V7000 and SVC provide higher levels of efficiency and performance with the data independence you have come to
expect
Mainframe data environments – six 9s (99.9999%) availability

• The resiliency, performance and scalability of DS8870
• Protect, retain and secure business critical data, with encryption at rest and TS77xx Grid architecture for 100 percent access to
data globally
Data protection – up to 90 percent lower TCO

• Reduce TCO for long term retention Linear Tape File System Enterprise Edition (LTFS EE) with General Parallel File System
(GPFS) and tape
• Backup 3 times more cloud data in the same footprint with IBM TS4500 tape library
IBM Systems Positioning Guide IBM Cloud Infrastructure - key offerings
With a growing demand for pre-integrated and tested infrastructure, IBM now goes beyond just our PureSystems offering to meet
this market requirement. We have a growing portfolio of workload-specific, pre-integrated and validated z and Power Systems that
combine IBM hardware and software components in a unified package.
Use Case Solutions

Consolidate Linux workloads on the most secure and
IBM Enterprise Cloud System (z Systems)
high availability platform
Consolidate systems of record workloads with the best IBM Power Systems Solution Editions for
TCO Cloud
Build a Linux cloud optimized for delivery of big data, IBM Power Systems and Storage Solution
On-Premises analytics, Java, and mobile workloads Edition for Scale Out Cloud
Enterprise Private Cloud
Deliver storage capacity with lower operating
expenditures (Opex) without compromising resiliency, XIV, Elastic Storage, SVC, and IBM
simplicity and reliability FlashSystem
Build a big data/analytics or HPC Cloud with hosted or IBM Platform Computing
hybrid deployment options to SoftLayer Elastic Storage (SDS)
IBM Cloud Orchestrator
Planned expansion of capacity onto a public cloud
IBM Cloud Manager with OpenStack
Hybrid Cloud
(formerly IBM SmartCloud Entry)
All of the above plus:

Reduce the up-front investment in cloud infrastructure
for service providers. MSP utility pricing for z Systems and Power
Cloud Service Providers cloud solutions.
IBM Systems Positioning Guide IBM Enterprise Cloud System (z Systems)
Factory integrated infrastructure-as-a-service cloud (IaaS) solution. Rapidly deploy a trusted,
scalable OpenStack based Linux cloud environment with mainframe qualities of service
1. Clients looking to manage their own private clouds for Linux workloads with high qualities of service (trusted and available)
Recognize 2. Clients looking for open source cloud solution that is familiar to administrators and cloud managers
opportunities 3. Cloud Service Providers: An optional utility pricing solution is available to help manage operating costs and capital
expenditures (CAPEX).
Client benefits Competition

 Homogeneous pod-oriented structure starts small and • HP Helion CloudSystem Enterprise is an integrated combination
is designed to scale in every dimension of storage, x86 servers, networking, and software for an end-to-
 Flexibility, agility and interoperability with open source, end private and hybrid cloud solution that delivers advanced
community-driven virtualization and cloud infrastructure services with platform and application services
management with PowerKVM and OpenStack • Cisco UCS Integrated Infrastructure for Red Hat OpenStack
 Ensures optimal cost and performance with the is a validated reference architecture for KVM virtualization for Red
differentiated performance of POWER8 and advanced Hat OpenStack platform for Linux on Cisco’s x86 server, switching
storage virtualization and management.
Cloud Service Providers Benefits
 MSP utility pricing offers reduce the up-front
Solution components
investment with payments over time based on system Servers: zEnterprise® BC12 or z13 (February 2015 announce
usage. Enables clients to begin generating revenue Storage:
with a lower initial investment • IBM Storwize v7000 with built-in flash
• IBM DS8000 System Storage with optimized flash
Virtualization & Cloud Management Software:
Leading questions • IBM Cloud Management Suite for z Systems
• How satisfied are you with how long it takes you to • IBM z/VM®
bring new services and offerings to market? • IBM Wave for z/VM
• How would having a built-in fast path for cloud • IBM Operations Manager for z/VM
computing that can manage the cloud from one • IBM Backup and Restore Manager for z/VM
location, simplifying the management infrastructure
impact your business?
Sell with
• Global Technology Services® (GTS) services
Learn • Know on the Go: Improving service to customers with a secure cloud on z Systems Web / Tablet
more • External site
IBM Power Systems Solution Edition for Cloud
Pre-built and pre-installed to quickly and easily deploy cloud services with the unique
compute intensive and memory bandwidth advantages of IBM POWER8
1. Clients looking for fast time to value and low operating costs for their on-premises cloud infrastructure
2. Clients looking to cloud-enable their mission critical applications and bring more speed and agility to infrastructure
Recognize deployment processes
opportunities 3. Clients looking for a ready-built platform that can scale up to support cloud delivery for large data and compute intensive
workloads
4. Clients looking to contain costs and pay only for what they use for on-premises resources

 Get started with cloud infrastructure in a day with a • HP Helion CloudSystem Enterprise is an integrated combination
pre-installed solution of hardware, software and of storage, x86 servers, networking, and software for an end-to-
implementation services end private and hybrid cloud solution that delivers advanced
 Speed deployment times and accuracy with self- infrastructure services with platform and application services
service and automation built on the open source • Cisco UCS Integrated Infrastructure for Red Hat OpenStack
OpenStack platform is a validated reference architecture for KVM virtualization for Red
 Support critical workloads with Power Systems Hat OpenStack platform for Linux on Cisco’s x86 server, switching
leadership in virtualization, security, scalability and and management.
enterprise quality of service
 Pre-built and pre-installed to quickly and easily deploy Solution components
cloud services with the unique compute intensive and • POWER8 scale out servers: choice of S822 and S822L
memory bandwidth advantages of POWER8 • Choice of AIX or RHEL, SUSE or Ubuntu Linux
• Open source PowerKVM, or optionally PowerVM®
Leading questions • Storwize V7000 or customizable for client needs
• How quickly can you deploy new applications?
• Cloud delivery with IBM Cloud Manager with OpenStack
• How much could you save if you could have cloud
• Reference Configuration TechBook
compute capacity on hand but only pay for what you
• Pre-build and pre-installed; optional Lab Services
use when you use it?
• How much automation do you leverage today to Sell with
provide speed and accuracy of infrastructure and • Option to upgrade to cloud orchestration with Cloud Orchestrator
workload deployments? or Urban Cloud Deploy
• GTS Services
• Know on the Go: Cloud on Power for Enterprise Private Cloud Web / Tablet
Learn • Power Cloud for MSPs Web / Tablet
IBM Power Systems and Storage Solution
Edition for Scale-Out Cloud
Integrated solution optimized for cloud with cost/performance advantages of
POWER8 scale out systems, advanced storage virtualization and OpenStack
1. Clients looking for fast time to value and low operating costs for their on-premises cloud infrastructure
Recognize 2. Clients looking for an open source solution that is familiar to administrators and cloud managers
opportunities 3. Service Providers looking for reliable and cost effective infrastructure to host infrastructure and Linux workloads
as cloud services

 Rapid cloud deployment – this “cloud in a box” integrated • HP Helion CloudSystem Enterprise is an integrated
solution delivered in 30-45 days combination of storage, x86 servers, networking, and software
 Designed to each client’s exact specifications to ensure for an end-to-end private and hybrid cloud solution that delivers
just-right sizing. Clients don’t purchase unneeded advanced infrastructure services with platform and application
hardware – and upgrade with business needs services
 Mainframe level qualities of service delivers a highly • Cisco UCS Integrated Infrastructure for Red Hat OpenStack
secure, available and resilient cloud infrastructure is a validated reference architecture for KVM virtualization for
 Simplified cloud management with the ability to support Red Hat OpenStack platform for Linux on Cisco’s x86 server,
more cloud images on a single system – scaling up to switching and management.
6,000 virtual servers
Solution components
Cloud Service Providers Benefits • POWER8 scale out servers: choice of S822 and S822L
 MSP utility pricing offers reduce the up-front investment • Choice of AIX or RHEL, SUSE or Ubuntu Linux
with payments over time based on system usage. • Open source PowerKVM, or optionally PowerVM
Enables clients to begin generating revenue with a lower • Storwize V7000 or customizable for client needs
initial investment
• Cloud delivery with Cloud Manager with OpenStack
• Reference Configuration TechBook
Leading questions • Pre-built and pre-installed; optional Lab Services
• How long does it take you to bring new services and
offerings to market? Sell with
• How would a built-in fast path for cloud computing that • Optionally could expand orchestration capabilities with Urban
can manage the cloud from one location, simplifying Cloud Deploy, advanced metering / chargeback with SmartCloud
the management infrastructure impact your business? Cost Management
• GTS Services
• Know on the Go: Cloud on Power for Enterprise Private Cloud Web / Tablet
Learn • Power Cloud for MSPs Web / Tablet
IBM Storage for Cloud: XIV,
Elastic Storage, SVC and IBM FlashSystem
Deliver storage capacity with lower Opex without compromising

resiliency, simplicity and reliability
Recognize 1. Clients looking to lower the cost of data storage and management in their cloud infrastructure
2. Clients looking to speed storage performance (low latency) for critical business applications on the cloud
opportunities 3. Clients with IBM and non-IBM storage in their cloud infrastructure

 Lead with XIV to drive cloud economics through speed and • EMC VMAX is for cloud environments; Claim: “the industry’s
efficiency, continuous operations and guaranteed service highest levels of consolidation, performance, scalability, and
levels. automation for demanding virtual data center environments
 Better storage efficiency across any storage arrays by • HP 3PAR StoreServ 10000 is enterprise storage designed for
leveraging data virtualization (SVC) combined with data virtual and cloud environments
acceleration (IBM FlashSystem) for cloud environments • HDS Virtual Storage Platform – claims to be the most intelligent,
where low latency has a high ROI. most resilient and capable of consolidating heterogeneous data
 Take advantage of IBM’s leadership in Software Defined and vendors
Storage with anytime, anywhere access. Increase efficiency
through automated tiering and integrated lifecycle
management and low TCO through operational efficiencies Solution components
 Lower capital and operational expenses through pay-as- • FlashSystem family – Enterprise flash for extreme performance
you-go models and licensing options offered via new SDS
and efficiency in cloud environments
offerings or Advanced System Placement options. • XIV – Self-tuning, always optimized enterprise disk storage
 Remove business risk, accelerate innovation with
(SAN) in support of private, public and OpenStack clouds.
unprecedented ease of use and visibility
• SVC – Software defined storage to manage the virtualized,
efficient mid-range disk systems (SAN and NAS)
Leading questions • SDS – Software defined storage
• What is your strategy for managing and protecting data
in your cloud infrastructure?
• What percentage of your IT budget is spent on storage? Sell with
What is the projected growth over the next five years? • Power and z Systems cloud solutions
• Are you achieving your performance targets or meeting • GTS cloud implementation services
your service level agreements?
• Know on the Go: Transform business analytics with Flash Web / Tablet
Learn • Elastic Storage: Scalable Software Defined for Cloud and Analytics Web / Tablet
Cloud systems
Competitive landscape BOLD
IBM
= lead with
REFERENCE
PRE-INTEGRATED PUBLIC CLOUD
ARCHITECTURE
• Power Systems Solution Edition for • Power Systems and Storage Solution • PureApplication on Service on SoftLayer
Scale-Out Cloud for Scale-Out Cloud
• SoftLayer Bare Metal with Cloudera
• Enterprise Cloud System (z Systems)
• For Service Providers:
• Power Systems Solution Edition for - Power Systems Solution
Edition for Scale-Out Cloud with
Enterprise Cloud
Optional Utility Pricing
• Enterprise Linux Server (z Systems™) - Enterprise Cloud System with
• PureFlex® System Optional Utility Pricing
• PureApplication® System
• HP CloudSystem Foundation • HP CloudSystem Service Provider • Amazon Web Services Elastic

• HP CloudSystem Enterprise • Cisco/NetApp FlexPod Data Center MapReduce
• Cisco Reference Architecture for • Microsoft Windows Azure HDInsight
• Oracle Cloud Platform
Competition
OpenStack • Rackspace Cloud Big Data Platform

- Exalogic Elastic Cloud
• Cisco IaaS for EMC VSPEX • Google Cloud Platform – AppEngine
- Exadata Database Machine
(all x86)
and Cloud Endpoints

• Cisco UCS Integrated Infrastructure
• HP Helion – Application PaaS
for OpenStack
(in private beta)
- Starter Edition
- Advanced Edition
• VCE Integrated Solutions for Cloud
- with VMware
- with Cisco
Entry private cloud

Competition Competitive Product and Claims IBM
Adds limited software for cloud admin tasks to Power Systems

pre-configured x86-based ConvergedSystem. Solution Edition for Cloud
Claim: Core cloud infrastructure services without
Helion complexity; Quick to deploy, simple to manage, and • Pre-built and pre-installed to quickly and easily
CloudSystem cost-efficient; Seamless upgrade to more advanced deploy cloud services with the unique compute
Foundation services. intensive and memory bandwidth advantages
of IBM POWER8
• Greater performance, scalability, flexibility
Cisco UCS Integrated Infrastructure • (Power vs. x86)
Red Hat Enterprise Linux OpenStack Platform • • Less costly in both TCA/TCO
Starter Edition Services include infrastructure • OpenStack based cloud management
provisioning, along with installation and
– An intuitive and easy to use interface
Cisco UCS Integrated configuration of OpenStack.
– Automated deployment
Infrastructure for – Image management
OpenStack, Claim: Exceptional combination of performance and
– Workload metering
Starter Edition scalability, enterprise stability, portability and
– Self-service features of cloud
manageability for OpenStack clouds.
• 5x Data Storage in the same physical space
using Real-Time Compression.
• Single pane VM management across
Totally integrated OpenStack private cloud heterogeneous environments with IBM Cloud
without locking into a single-vendor solution. Manager with OpenStack.
• OpenStack / PowerKVM based virtualization to
Dell OpenStack- Claim: Up to 10 times faster cloud provisioning and help control software costs as
Powered Cloud 10%-20% productivity increase from cloud infrastructure scales out.
Solution management automation.
Enterprise private/Hybrid cloud

Competition Competitive Product and Claims IBM Lead With
IBM Power Systems Solution

Pre-integrated x86-based ConvergedSystem Edition for Scale-Out Cloud
700x, HP OneView, Cloud Service Automation.
• Infrastructure deployment in days (vs. months)
Helion Claim: The industry’s most complete
enterprise-grade, end-to-end private and • 5x Data Storage in the same physical space
CloudSystem using Real-Time Compression.
Enterprise hybrid cloud solution.
• Single pane VM management across
heterogeneous environments with IBM Cloud
Manager with OpenStack.
Pre-integrated UCS x86-based Vblock System • OpenStack / PowerKVM based virtualization to
740, EMC VMAX 3 storage, VCE Integrated help control software costs as infrastructure
Solutions for Cloud Management. scales out.
Claim: Simplicity – deployed faster and easier;

VCE Vblock with unmatched performance, capacity, and
“zero downtime” availability.
IBM Enterprise Cloud System
(z Systems)
Pre-integrated x86-based Exadata; • Supports up to 8,000 VMs in a single system
Exalogic Elastic Cloud with Fusion
• Total cost of some Linux on z Systems cloud
Middleware, Enterprise Manager 12c.
Exadata and deployments can be 1/3 lower than
comparable
Exalogic Claim: Extreme performance and efficiency for
x86-based private cloud systems and nearly
mixed workloads and the most complete cloud
2/3 less expensive than Public Cloud.
development and management solution.
Cloud for MSPs/CSPs

Competition Competitive Product and Claims IBM
HP x86 Converged Infrastructure, IBM Power Systems Solution

HP Cloud Service Automation, Edition for Scale-Out Cloud with
HP Aggregation Platform for SaaS and pre- Optional Utility Pricing
integrated, ready-to-launch cloud services.
Helion
CloudSystem Claim: The complete, flexible, end-to-end solution
Service Provider for delivering differentiated cloud services. Flexible utility pricing model provides
service providers with the ability to pay
based on compute consumption, rather
than system capacity.
UCS x86 servers, storage, and 10 Gigabit
networking in an easy-to-deploy,
compact form factor.
UCS Claim: Choice for all workloads. IBM Storwize, EMC,
VCE Vblock options give ultimate flexibility.
Enterprise Cloud System (z
Systems) with Optional Utility
• Pricing
Superior mainframe reliability, availability and security
for cloud infrastructure
x86 systems with elastic compute Capacity on • Secure multi-tenant environment with the ability to
Demand and Oracle Enterprise Manager 12c. share resources across workloads
• Superior workload/client isolation with 40% increase
Exadata and in LPARS with z13
Exalogic Claim: Up to 10 times faster cloud provisioning and • Flexible utility pricing model provides service
10%-20% productivity increase from cloud providers with the ability to pay
management automation. based on compute consumption,
rather than system capacity.
Cloud
Analytics
Mobile
Client
IBM Systemsbusiness imperatives
Positioning Guide that are driving Big Data and Analytics solutions
These are the conversations your Software and Services teammates are having with our clients. Find out from
them what analytics projects are in discussion and engage with the infrastructure conversation.
Analytics Client requirements when

Business Imperatives addressing imperatives
Provide CMO and marketing organization with more targeted, precise and optimized customer
Acquire, grow, retain customers acquisition, personalization, profitability, retention, and revenue increase.
Typically done by way of better customer sets segmentation
Help lines of business and other teams optimize and predict business process operations,
Increase operational efficiency
physical asset productivity, supply chain efficiency, and cost reduction in order to react in
and effectiveness
real time or near real time
Maximize insight, ensure trust, Infrastructure or platform challenges needed to support transformational or core IT projects
improve IT economics to support BD&A
Enable CFO and finance teams to improve planning and performance management,
Transform financial and employee
management processes disclosure management and financial close, sales performance management, and human
capital management
Help firms manage all forms of business risk: Risk-adjusted performance, financial risk,
Reduce risk, fraud and threats operational risk, financial crimes, IT risk and security, counter fraud, public safety
and defense
Transform the value proposition of the business through data-driven products and services,
Create new business models
non-traditional partnership, mass experimentation
Infrastructure conversations for Big Data and Analytics solutions

should be focused on the challenges clients are facing in the
application zone and the data zone.
Application Zone
Advanced Analytics applications Infrastructure Challenges
• Actionable insights integrated into business decision • Embedding real-time insights into business processes
processes leveraging Business Intelligence • Reducing query times
• Analysis and reporting / planning and forecasting, • Maintaining service level agreements
predictive analytics and modeling, decision management, • Ensuring availability and scalability of analytics systems as
content analytics, discovery and exploration they become critical to business processes
• Providing necessary security to protect sensitive data
Data Zone
Traditional Data Sources New Data Sources
• Structured data – enterprise application and transaction • Unstructured data – files, text, images, videos, audio,
data in databases, data warehouse, In-memory database sensor, social media and web data
• Stored in file storage systems, NoSQL Databases
Infrastructure Challenges Infrastructure Challenges

• Speed of data access for real-time analytics • High scalability to store, manage and retrieve petabytes of
• Secure access controls and sensitive data protection unstructured data
• Easy to manage end-to-end: deployment, administration, • Cost efficiency – Low cost of acquisition and low cost of
compliance, policy definition, enforcement and monitoring ownership
• Ease of deployment and administration
• Large number of disparate data sources
• “New data” quality, security, privacy, governance and
(“single version of the truth” needed)
lifecycle management
Systems positioning for Big Data and Analytics solutions

• Clients have their business critical/systems of record data on z Systems

• Clients want to take advantage of z Systems performance, availability and security and are committed to expanding
their z Systems workload by leveraging new analytics
• Clients are looking to run analytics directly on transactions in flight
Lead with Power when …
• Clients have their business critical/system of record on distributed systems

(Power, x86 or other UNIX- or Linux-based systems)
• Clients are looking for large-scale cluster solutions for analyzing unstructured/systems of engagement data
• Clients are looking at x86 based solutions for their analytics workloads
Lead with PureData for Analytics, software appliance, when …
• Clients need a data warehouse appliance with built-in analytics that can deliver quick time to value
• Clients need a simple to use analytics warehouse that delivers high performance, hundreds of analytics capabilities
and low TCO
Clothe with Storage: Flash, XIV and Software Defined Storage offerings for …
• Data acceleration
• Data workload diversity and flexibility
• Data protection and retention
Smarter Storage responses to

analytics challenges
Data acceleration – Lead with IBM FlashSystem
• Experience the instant results that come from IBM FlashSystem
• Drive as much as 12 times faster analytics results on certain workloads
Data workload diversity and flexibility – Add XIV to handle data volumes
• XIV delivers predictable performance that scales linearly without hotspots delivering insights from
analytics faster with tuning-free data distribution
• Scale-out, parallel processing of Elastic Storage software and integration with IBM FlashSystem
dramatically accelerates performance of analytics clusters
• Virtual Storage Center with SVC automatically optimizes data warehouse performance and cost
across flash and disk
Mainframe data environments
• Integration with DB2 ® and specialty analytics “engines” leveraging DS8870 delivers 4 times
reduction in batch times
• High speed encryption on every drive type secures data
Data Protection and Retention
• LTFS EE w/ tape provides reduced TCO by up to 90 percent over disk for long term retention of
data at rest with a large open format tape repository
• Reduce the amount of data to be stored by up to 25 times with ProtecTIER® de-duplication
24
IBM Systems - key Analytics offerings
With a growing demand for pre-integrated and tested infrastructure, IBM now goes beyond just our PureSystems offering to
meet this market requirement. We have a growing portfolio of workload-specific, pre-integrated and validated z and Power
Systems that combine IBM hardware and software components in a unified package.
Application Zone
IBM Solutions for Analytics - Power Systems Edition A high- Analytics Applications on z Systems real-time analytics
performance solution with options to pre-load and configure one or delivered on an infrastructure designed for availability, flexibility, and
more IBM analytics applications with data warehouse (Cognos, highest levels of security (i.e.: Cognos, ILOG)
SPSS, DataStage)
Data Zone
Traditional Data Sources New Data Sources
IBM BLU Acceleration - Power Systems Edition Accelerate IBM Data Engine for Analytics - Power Systems Edition
reporting and analytics of structured data with In-memory Databases An pre-integrated infrastructure that combines big data and
for real-time analytics analytics processing to enable business-changing analytics
DB2 with BLU Acceleration for Linux on z Systems (coming soon)
IBM Solution for Hadoop – Power Systems Edition
IBM DB2 Analytics Accelerator (z Systems) PureData System for A tightly-integrated and performance-optimized infrastructure for
Analytics (Powered by Netezza) analytic applicant integrated with Hadoop workloads.
z Systems for simple, extremely fast results for business critical analytics
workloads IBM Data Engine for NoSQL - Power Systems Edition
IBM FlashSystem accelerate a variety of databases and analytics Integrated IBM FlashSystem platform using POWER8 CAPI
technology for large and fast-growing NoSQL data stores at
applications to deliver better and timely business insights.
substantially lower cost than RAM-based implementations and with
XIV / V7000 (Structured data storage) better performance
IBM PureData System for Analytics an optimized data warehouse
appliance for high performance, complex analytics on massive Elastic Storage Server
quantities of data Integrated scale-out Software Defined Storage offering for
Unstructured data - File / Object
IBM PureData System for Operational Analytics a data warehouse
appliance for real-time decision-making.
IBM Solutions for Analytics –
Power Systems Edition
A high-performance solution for analytics with options to pre-load and configure
one or more IBM analytics applications with data warehouse
1. Clients with IBM Analytics solutions: Cognos Business Intelligence and/or SPSS Modeler, Collaboration and Deployment
Services, Analytical Decision Management
Recognize 2. Clients looking to build real-time decision making or predictive analytics into their business processes, looking for faster
opportunities and consistent analysis
3. Clients looking to significantly reduce the time to complete ad hoc queries and reports or predictive analytics scoring
Client benefits Analytics Systems Competition

 Ability to build real-time decision making into business • Cisco UCS Integrated Infrastructure for Big Data with Cisco
processes with highly accelerated analytics Connected Streaming Analytics
- 2-3 times faster real-time analytics with SPSS • HP Vertica OnDemand (now only on Public Cloud)
- 86 times faster acceleration reporting than x86 • Oracle Exalytics In-Memory Machine with option of 80-plus pre-
with Cognos packaged analytic apps
 Option to include the migration of data from existing
warehouses with IBM InfoSphere DataStage option for
ETL (Extract, transform and load) Solution components
 Highly scalable, non-disruptive upgrades with the new • Power Server with AIX Standard Edition, PowerVM
Power E Class Capacity on Demand and hot node add Enterprise Edition
 Reduced time to value with pre-installed solution • One or more of the following analytics solutions
components
– IBM Cognos Business Intelligence
– IBM SPSS Modeler, Collaboration and Deployment
Services, and Analytical Decision Management (ADM)
Leading questions • Optional information management software
• What analytics applications are you using? What – IBM DB2 Advanced Workgroup or Enterprise Edition
would be the business benefit if you could significantly – IBM InfoSphere DataStage
reduce the time to complete ad hoc analytics queries
and reports?
• How beneficial would real-time analytics processing be Sell with
for your organization? What infrastructure challenges • Storage: IBM FlashSystem, Elastic Storage, XIV
are restricting you from providing this value? • GTS Services
Learn • Know on the Go: Analytics on Power, Winning with BLU for Data Warehousing web / tablet
IBM BLU Acceleration Solution –
Delivers faster analytics with new dynamic in-memory technology. Ideal for
online analytics with the unique design of POWER8
1. Existing warehouse analytics applications: Ideal for speeding up online analytics from existing data warehouses
without replacing them.
Recognize 2. Oracle clients: Attach DB2 BLU and Power Systems for analytics acceleration
opportunities 3. SAP clients: Offering customers the option of consolidating a variety of their SAP workloads on the same server. With 14
times lower cost and 6.5 times faster analytics versus SAP HANA without application upgrades.
4. Cognos clients: 38 times faster database queries for reporting
Client benefits In-memory Systems Competition (Pre-integrated x86)

 Ability to apply analytics in real time with business • Cisco UCS for SAP HANA
processes with 82 times faster acceleration of analytics • HP ConvergedSystem for SAP HANA
queries for reporting than x86 • Oracle Exadata and Oracle DB In-Memory
 Faster insights with lower total cost of ownership with • VCE Vblock Specialized System for SAP HANA
ability to load more data and do more comparisons per
cycle than x86, using all 8 threads, a unique design of
POWER8
 Highly scalable, non-disruptive upgrades with the new Solution components
Power E Class Capacity on Demand and hot node add • Power Server with AIX Standard Edition, PowerVM Enterprise
 Reduced time to value with a pre-installed DB2 Edition
database license ready for activation2 with AIX or Linux • Data Warehouse options: DB2 Advanced Workgroup or
and PowerVM Advanced Enterprise Edition
• Optional InfoSphere Information Server DataStage to Extract-
Transform-Load (ETL) data to DB2 warehouse schema
Leading questions
• What is your strategy to reduce the time to complete
ad hoc analytics queries and reports? Sell with
• How beneficial would online analytics processing be • Storage: IBM FlashSystem, Elastic Storage , XIV
for your organization? What infrastructure challenges • Software Analytics: Cognos, InfoSphere
are limiting you from providing this value?
• GTS Services
Learn • Know on the Go: Analytics on Power, winning BDA for Unstructured Data web
more • Technical white paper: IBM Data Engine for NoSQL External site
IBM DB2 Analytics Accelerator –
z Systems and PureData Systems
PureData System for Analytics (Powered by Netezza) analytic applicant integrated with
z Systems for simple, extremely fast results for business critical analytics workloads
1. IBM z/OS DB2® clients who want to embed analytics into their OLTP processes to gain competitive edge and/
Recognize or enhance customer engagements
opportunities 2. Clients looking to offer analytics by way of a private cloud infrastructure for fast deployment, on a secure
and scalable platform

 Add relevant business insights in client’s business • Teradata Extreme Performance Appliance
process with real-time analytics. z Systems offer • Oracle Exalytics In-Memory Machine
advanced integration of both OLTP and analytics
environments within a single database image
 Simplify the integration of big data and structured data
with a single analytics infrastructure. New capabilities Solution components
enable insights in unstructured and streaming data to be • IBM DB2 Analytics Accelerator for z/OS is a high-performance
accessible to DB2 for z/OS workloads. appliance that integrates IBM Netezza and z Systems within a
 Ensure the best possible response time to every query, single DB2 for z/OS image
every time. A single z System can efficiently manage
mixed workloads that range from transaction-oriented
queries to complex analytic queries
 Deploy new analytics solutions in a few days instead of Sell with
months with the private cloud architecture of z Systems • Storage: IBM FlashSystem, DS8000 family
• Software Analytics: Cognos, SPSS, IBM InfoSphere®
• GTS Services
Leading questions
• How are you applying analytics solutions like real-time
scoring to prevent fraud, reduce costs and deliver the
latest information for accurate decision making?
• How are you controlling the massive growth of data for
analytics queries? How much infrastructure is being
duplicated across systems to provide analytics?
Learn • Know on the Go: Analytics for mission critical business apps Web / Tablet
IBM Systems Positioning Guide IBM FlashSystem
Flash storage technology provides better data driven decisions in real time. It is a rewritable
memory that can speed response times from milliseconds to microseconds.
1. Clients looking to improve the speed of their analytics infrastructure – from data loading (ETL) to all types of business
Recognize analytics processing.
2. Clients looking to improve the economics of the storage that is supporting their analytics infrastructure .
opportunities 3. Clients with IBM and non-IBM storage for analytics and data warehouses.

 Give analytics applications the speed they need with • EMC XtremIO All Flash Enterprise Storage Array
IBM FlashSystem storage, powered by IBM • HP 3PAR StoreServ All Flash Array
MicroLatency™ technology.
 Reduce the cost of storage in the analytics
infrastructure. Clients can spend less on storage, even
as they obtain more value from stored data. Reduce
costs with reduced power, floor space and cooling.
 Minimize risk by easily integrating flash storage into Solution components
existing infrastructures without compromising enterprise • IBM FlashSystem family is an enterprise-class flash storage
resiliency. IBM FlashSystem storage is designed to be platform
easily integrated into most enterprise environments as
part of an existing storage-area network.
 Improve data management for analytics solutions with a
wide range of storage services such as snapshots, data
compression and replication.
Sell with
Leading questions • Power and z Systems analytics solutions
• How would faster reporting impact your decision-making • Software: Information Management and Analytics offerings
processes? • GTS Services
• What percentage of your IT budget is spent on storage?
What is the projected growth over the next five years?
• Where are the data bottlenecks for your analytics
workloads?
Learn • Know on the Go: Transform business analytics with Flash Web / Tablet
IBM Data Engine for Analytics –
An pre-integrated infrastructure that combines big data (unstructured data) and
analytics processing to enable business-changing analytics
1. Clients with mixed structured and unstructured data workloads.
Recognize 2. Clients who value a pre-integrated, yet customizable, Big Data solution that can easily scale as their projects grow.
3. Clients with Hadoop workloads. This is our lead solution with more appealing, consumable and price competitive offer
opportunities than our Hadoop reference architecture. Lead with IBM Solution for Hadoop if client is wed to a classic Hadoop
architecture with triple replication or insists on HDFS.

 Lays the foundation for consolidating traditional data • EMC Data Computing Appliance –a pre-configured analytics
analytics with new workloads such as Hadoop with up to platform integrated with Hadoop
3 times less storage infrastructure for Hadoop • Oracle Big Data Appliance
deployments versus typical x86
 Rapid Deployment: Complete, pre-assembled and
tested infrastructure with IBM Big Data and Analytics
software preloaded
Solution components
 Onsite services for fast configuration and data center • IBM PowerLinux™ S822L Scale-Out Servers
integration

• Elastic Storage Server
Intelligent cluster management and automation for
effective deployment
• Platform Cluster Manager
 Easily set up and manage workloads for multiple tenants Software:
 Adjustable resource allocation to meet diverse LOB • IBM InfoSphere BigInsights EE with imbedded:
demands - IBM Platform Symphony Map Reduce
 Scalable and extendable as needs change and as the - IBM General Parallel File System (GPFS™)
enterprise grows
Leading questions
• How would your business benefit if you could support Sell with
multiple lines of business through a single onsite • Software: Information management and business
private cloud? analytics offerings
• What business needs could be met if you could deploy • GTS Services
a variety of data sources and analytics applications on
one infrastructure?
Learn • Know on the Go: Analytics on Power; Winning BDA for Unstructured Data Web / Tablet
IBM Solution for Hadoop –
A reference architecture for a tightly-integrated and performance-optimized infrastructure for
Hadoop big data workloads. (Hadoop is the open-source software framework designed to handle
large scale processing and is by far the most popular platform for managing Big Data.)
Recognize 1. Clients looking to manage their fast-growing big data (unstructured) with a robust infrastructure
2. Listen for projects around “big data” “Hadoop” “MapReduced” and “HDFS”. These are key industry terms for big data
opportunities infrastructure.

 Harness fast growing big data -features scalable compute and • Cisco UCS Integrated Infrastructure for Big Data
bandwidth to process and move large quantities of data, fast! • HP RA for Cloudera Enterprise (Reference Architecture)
 Optimized for application performance and reduced total cost • Oracle Big Data Appliance (Pre-integrated System)
of ownership. POWER8 delivers 2.5 times performance on big
data/Hadoop compared to the best x86 published result.
 Designed for ease of procurement, deployment and operation.
A comprehensive, tightly integrated cluster that includes Solution components
servers, network, storage and management software. • IBM PowerLinux S822L Scale-Out Servers
 A more reliable platform. Power Systems are proven to be • SAS-attached DCS3700
more reliable with 73 percent fewer outages than x86. • IBM Platform Cluster Manager with automated installation scripts
 Meet workload needs by easily matching the mix of CPU and
storage to application requirements. Software:
• IBM InfoSphere BigInsights EE with imbedded:
- IBM Platform Symphony Map Reduce
- IBM General Parallel File System (GPFS)
Leading questions
• How are you managing the big data challenge? Are
you looking to get started with Hadoop workloads and
Sell with
desire a small, low cost cluster?
• Storage: IBM FlashSystem, Elastic Storage
• Do you want to leverage information from
• GTS Services
unstructured data for competitive advantage?
IBM Data Engine for NoSQL –
Integrated IBM FlashSystem platform using POWER8 CAPI technology for large and
fast-growing NoSQL data stores at substantially lower cost than RAM-based
implementations and with better performance
1. Mobile and social application developers who need fast table look-up for large volumes of unstructured or semi-structured
data
Recognize 2. IT managers and DBAs who need to reduce the acquisition and management costs of memory and server sprawl inherent
opportunities in x86 deployments of NoSQL data stores

 Reduced TCO – provides lower total cost of ownership • Amazon Web Services (AWS) – Claim: “Amazon DynamoDB is
for Not-Only SQL (NoSQL) infrastructure, with high levels a fast and flexible NoSQL database service for all applications that
of consolidation need consistent, single-digit millisecond latency at any scale.”
 Sustained performance – delivers up to 40 TB of • Google Cloud Datastore – Claim: “Google Cloud Datastore is a
extended memory with one POWER8 server plus CAPI- fully managed solution for storing non-relational data, which builds
attached flash, with no performance degradation off the strong growth and performance of HRD, which has more
 Flexible, scalable – runs equally well as a cloud-based than 1PB of data stored, 4.5 trillion transactions per month and a
service or as an on-premises solution for enterprises 99.95 percent uptime.”
 Utilizes high-speed access to RAM and flash storage for
lower cost and higher workload capacity
 Runs concurrent queries faster than x86; handles 1 TB Solution components
memory, with more memory bandwidth and on-chip cache • IBM FlashSystem 840 storage
than x86
• IBM POWER8 processors
• Coherent Accelerator Processor Interface (CAPI)
Leading questions
• What is the growth rate of your NoSQL data stores?
How are you managing them? Sell with
• How would your analytics processes benefit if you • Redis Labs server
were able to improve the performance of queries for
these NoSQL data stores?
more • Technical white paper: IBM Data Engine for NoSQL External site
IBM Systems Positioning Guide IBM Elastic Storage Server
A high-performance, scalable building-block approach to storage, Elastic Storage Server
combines the performance of POWER8 servers with Elastic Storage software to
deliver over 12 GB per second of sustained performance.
1. Want hyper scale storage services that can efficiently store and manage block, file and object data
Recognize 2. Need to provide data access across users, apps and geographic distances
opportunities 3. Want scalable, secure capacity growth
4. Clients experiencing downtime due to disk failures and RAID rebuild times

 Extreme performance – scalable building block approach • EMC Elastic Cloud Storage Appliance and EMC Isilon (SDS)
delivers high throughput • HP Software-Defined Storage (SDS)
 Limitless elastic data scaling – scales out with • Cisco/NetApp FlexPod software-defined storage (SDS)
inexpensive standard hardware; maintains world-class
storage management
 Rebuild failed disks fast with IBM’s de-clustered RAID
technology Solution components
 Enhanced security – encrypts data at rest; enables • IBM Power S822L (2) Storage Servers
HIPAA, Sarbanes-Oxley, EU other national data privacy • IBM Power S821L Management Server (one per
laws compliance, provides 2 and 3 way Reed-Solomon installation)
parity • 1818-18e 4U Expansion Chassis, IBM Power 2U
 Supports broad application mix with POSIX compliance Expansion Chassis
• IBM General Parallel File System (GPFS) for Linux
Leading questions
• Do you need to gain quicker access to the most relevant
data I need to gain insights for competitive advantage. Sell with
How can software-defined storage help me achieve • Operating system: Red Hat Enterprise Linux
this? • IBM Ultra Density Enterprise 60A/208V/3ph (US) power
• Do you have data of all types and speeds to manage. Is • IBM Elastic Storage Server license
this storage solution optimized for high-velocity and • IBM Lab Services for custom configuration, enablement support
high-density workloads, as well as for high-capacity
storage?
Learn • Know on the Go: Analytics on Power, winning BDA for Unstructured Data web
more • IBM Platform Computing – Elastic Storage External site
Big Data Analytics Systems

Competitive landscape BOLD
IBM
= lead with
REFERENCE
PRE-INTEGRATED PUBLIC CLOUD
ARCHITECTURE
 BLU Acceleration - Power Systems Edition  IBM Solution for Hadoop – Power • IBM SoftLayer Bare Metal
 Data Engine for Analytics – Power Systems Ed Systems Edition • Pure Application Service on SoftLayer
 IBM Solutions for Analytics - Power Sys Edition
– Cognos
– SPSS
– DataStage
• IBM z Analytics System 9700 or 9710
• .Data Engine for NoSQL – Power Systems Ed.

• DB2 BLU for Linux on z Systems
• InfoSphere z Systems Connector for Hadoop
• InfoSphere BigInsights for Linux on z Systems
• PureData System for Analytics
• PureData System for Operational Analytics
• PureApplication System with DB2 BLU Patterns
• Cisco UCS for SAP HANA • HP RA for Cloudera Enterprise • Amazon Web Services
• Dell In-Memory Appliance for Cloudera - Elastic MapReduce
Competition
• Dell | Cloudera Solution RA (Hadoop)

• HP ConvergedSystem for SAP HANA
• Cisco UCS RA for Big Data with - Kinesis
(all x86)
• Oracle Big Data Appliance Cloudera - Redshift

• Oracle Exalytics In-Memory Machine - Data Pipeline
• FlexPod Select with Hadoop Reference
• Oracle Exadata and DB In-Memory • Microsoft Azure HDInsight
Architectures • HP Helion Hadoop Services
• Teradata: Appliance for Hadoop
• Lenovo System x RA for Hadoop • HP Vertica OnDemand
• Teradata Data Warehouse Appliance • Rackspace Big Data Platform
• Google Platform BigQuery
In-memory systems competitive view

Scale-up or scale-out pre-built, in-memory BLU Acceleration –

appliance, HP x86 BladeSystem Superdome
HP 3PAR storage, SAP HANA software. Power Systems Edition
ConvergedSystem
for SAP HANA Industry's only automated, uninterrupted failover SAP Simplicity and much greater performance,
HANA system (coming soon) designed for high without all the extra cost of Oracle hardware
performance and unmatched scalability. and software. Next-generation in-memory
computing technology is optimized to
leverage POWER8, the first processor
designed for big data.
Scale-out x86 UCS Servers, choice of NetApp
or EMC storage, pre-integrated Beats the competition:
with SAP HANA. • “Load and go”.
Cisco UCS for • Computing power 2x faster than commodity
SAP HANA Claim: The most flexibility in deployment with superior
memory management, flexible and scalable network, systems, with 50% more cores and 4x the
and very fast time to deploy. number of simultaneous threads per core.
• Less costly in both TCA and TCO
Equals the competition :

Scale-out x86-based Exadata, pre-configured • A pre-installed, pre-optimized system
with Oracle Database In-Memory. • Equally quick to deploy
Exadata and Claim: Specifically optimized for in-memory database

Oracle Database providing real-time analysis at 1000 times faster;
In-Memory with flexibility to handle both analytics and
transactions, and a mix of storage.
Hadoop Systems competitive view

IBM Data Engine for Analytics

Reference architecture for scale-out – Power Systems Edition
converged systems (ProLiant Gen8) and
Cloudera Enterprise Integrated System:
 Foundation for consolidating traditional data analytics
HP RA for Claim: Various pre-tested, pre-configured and with new workloads such as Hadoop
Cloudera optimized solution sizes—single and multi-rack  Pre-integrated on a fully configured Linux on Power
Enterprise configurations for quick deployment with low risk Scale-Out System
 Customizable infrastructure solution with integrated BDA
software such as IBM InfoSphere® BigInsights™ for
Hadoop based analytics and IBM InfoSphere® Streams™
for high ingest streaming analytics
 Also integrates GPFS, Elastic Storage, Platform
Pre-integrated, UCS Rack-Mount Servers Computing, and networking components
Nexus Switches, Cloudera Enterprise  Up to 3 times less storage infrastructure required for
Cloudera Hadoop Hadoop deployments versus typical x86
Infrastructure with Claim: High-performance enterprise-class building Linux on Power Scale-Out System:
Cisco UCS Servers blocks that are cost effective, flexible and scalable • Guaranteed sustained 65% utilization rate—minimizing
and Nexus TCO as cluster grows
Switches
• Greater per core performance provides lower SW
licensing costs, lower maintenance costs
Big Insights and Streams:
Pre-integrated, Oracle Exadata and • Includes alternative to Apache programming model that
Exalytics Oracle Database 11g, Cloudera offers better performance and multi-tenancy
• Runs over 80% faster than Cloudera on competitive Intel
Enterprise, Oracle NoSQL Database x86 servers (TeraSort benchmark)
Big Data Appliance • Analysis of data in motion – and
Claim: Lower TCO and faster time to value; data at rest
Integrated, optimized and tuned for short deployment • Provides built-in analytics – Text,
times Social Data, Machine Data and Big
R support.
Analytics Systems competitive view

IBM Solutions for Analytics –

HP enterprise-class big data analytics on
commodity enterprise servers in the cloud.
Claim: Queries and advanced analytics performed • 2-3 x faster real-time analytics with SPSS
Vertica OnDemand
much faster than other cloud analytics solutions, with • 86 x faster reporting than x86 with Cognos
(Now on Cloud only – was superior reliability and flexible pay-as-you-go options.
ConvergedSystem) • Option to include migration of data from existing
warehouses
• Highly scalable, non-disruptive upgrades with the
new Power E Class Capacity on Demand and hot
node add
Cisco UCS Common Platform Architecture
• Reduced time to value with pre-installed solution
for Big Data, Cloudera Enterprise. components
UCS RA for Big Data Claim: Industry-leading performance, scalability and
with Cloudera advanced management capabilities while reducing
the risks involved in big data deployments. IBM DB2 Analytics Accelerator
• Significantly improves response times for
unpredictable, complex and long-running query
workloads (up to 2000x performance)
x86-based Oracle Servers, Oracle Business • Fast, predictable response in highly secure and
Intelligence Suite, Oracle Database reliable environment for sensitive data analysis that
In-Memory. eliminates query tuning or the need to create or
maintain indices
Exalytics • Netezza price/performance when offloading
Claim: An optimized system that provides speed-of-
thought analysis with unmatched intelligence, complex queries from DB2 transparently, no tuning,
saving CPU resources and people time with faster
simplicity and manageability. and predictable response times for integrated OLTP
and BI
Cloud
Analytics
Mobile
Mobile solutions – Driving the evolution of system structures
Systems of Systems of
Engagement Record
CRM
CRM HR
HR
Legacy
Legacy
Mobile ERP
ERP
Apps DB
DB
1 Billion • Fast, agile, mode of

application creation
• Stores, serves and protects the data
smartphone users that drives a business
• Leverage Open Source software • Secure, robust, highly available
by 2016 components • Optimized infrastructure to enable
• Optimized for client engagement high use of system resources
150
applications that integrate mobile, social • Audit trails, chargeback, governance,
and analytics backup and recovery
• New style of application development via • Automatic dynamic scaling of
interactions per day service composition infrastructure to match workload and
per device • Scale-out applications and delivery data demands
Infrastructure
• Can combine services from both public
and private clouds
The client conversation for mobile
From client’s business imperatives to their IT challenges
Client requirements when

Mobile Business Imperatives IT Challenges
addressing imperatives
Cloud, Omni-channel, application
Time to market • SOR connectivity
development
• Application development
Cross / up sell, client acquisition, new /
• Time to market
Create new business opportunities tangential markets, customer sentiments
• Code re-use
Application development
• SOR connectivity
• Transaction volatility
Fraud detection, security analytics • Transactional security
Protect privacy and data
Data governance, auditability • Protect customer data
• Regulatory compliance
• Response time
• Ease of scale
Cross / up sell, loyalty programs
Delight customers • High availability
Enriched experience, availability
• Information accuracy and freshness
• Data movement
Asset management, security of devices • Device management and security

Empower employees
service access • Ease of use
Systems positioning for mobile solutions
• Clients have their systems of record on z Systems and need industry leading time to market for
mobile application development and deployment
• Clients need optimal response time and the highest levels of security with a combined view of
data and analytics for competitive advantage
• Clients need high availability, flexibility and scalability to handle unpredictable spikes in mobile
traffic
Lead with Power Systems when …

• Clients have their systems of record deployed on Power Systems
• Clients are looking to move their existing x86-based mobile solutions to a more secure, resilient, enterprise
class platform and access a broader range of compelling and secure mobile solutions based on IBM or
popular open source / ISV software
• Clients are needing to position their mobile applications for growth on a platform that grows with their
business, providing economies of scale in terms of rack space, energy consumption, and BTU load
Lead with PureApplication Systems when …
• Clients are looking for a "plug and play" on-premises agile mobile development platform that also provides
seamless hybrid cloud portability
Smarter Storage response to

mobile challenges
Data Everywhere
• So much data to deliver and store! Leverage IBM Real Time Compression and in-line data
Deduplication for an efficient infrastructure that delivers at least 50 percent TCO reduction
• Deliver data fast and simply with Storwize Family products, all built on the foundation of the SVC
Data Platform, and powered by the SVC Data Engine
Secure Data
• Mobile data delivery demands consistent data security, from the datacenter to the personal devices
used to transact business for you every day
• The flexibility and scalability needed to handle fluctuating data demands, delivered with XIV’s
simplicity, resiliency and predictability
Mainframe Data Environments

• DS8870 encryption coupled with multi-site geo-mirroring delivers best-in-class mobile computing
data platform
Mobile systems
Competitive landscape
SW/HW SOLUTIONS PUBLIC CLOUD
• MobileFirst Platform Foundation on Linux • IBM SoftLayer (future)

on z Systems
• Power Systems + MobileFirst Platform

Foundation
• PureApplication Solutions + MobileFirst

Platform Foundation
• HP Helion Mobility + HP Anywhere • Amazon Web Services

Competition
- Cognito
• Cisco UCS + Cisco Wide Area Application - Mobile Analytics
(all x86)
Services (WAAS) Mobile

• Microsoft Azure Mobile Services
• Exadata + Exalogic + • Google Cloud AppEngine and Endpoints
Oracle Database Mobile Server
Mobile systems competitive view

Competition Competitive product & claims IBM
HP Helion Mobility is built on HP Helion infrastructure such as

ConvergedSystems and FlexFabric Switches which
z System Mobile Enterprise
improve deployment speed, flexibility, and scalability and
delivers secure, stable, and trusted IT services. • 36% faster mobile response time
• More efficient, reliable, secure
• 17% lower cost per mobile TPS
Helion Mobility, HP Anywhere simplifies development, distribution, management
HP Anywhere and security for enterprise mobile applications and data all
from a single platform. IBM MobileFirst Foundation on z Systems offers
the utmost scalability, security, and resilience
for critical mobile applications.
UCS extends the scalability and flexibility of Cisco Wide Area
Application Services (WAAS) Mobile, supporting up
to 10,000 concurrent users on the Cisco UCS
C-Series Rack-Mount Servers.
Cisco UCS, Cisco
Wide Area
Application
Enterprise Mobility Services Platform (EMSP) supports the Power Systems + MobileFirst
development of mobile applications and supports backend
Services (WAAS) data integration, mobile application management, Platform Foundation
Mobile, EMSP and application development.
Database Mobile Server is a reliable, secure way to link

mobile applications and embedded devices into existing
enterprise infrastructure.
Exadata & DB 11g, PureApplication Solutions +
Oracle Database Mobile Suite is a complete solution that addresses development MobileFirst Platform Foundation
Mobile Server, of front and back ends of mobile solutions. The suite
provides a one stop solution for mobile “Plug and play"
Oracle Mobile Suite
enabling your enterprise.
Part 2: Additional IBM Systems Positioning
Contents
• z Systems and Power Systems
• z Systems with IFL and Power Systems with IFL
• z Systems and PureData Systems
• z Systems and PureApplication Systems
• Linux on z Systems and PureApplication Systems
z Systems and Power Systems

Both z Systems and
Unique to z Systems Power Systems Unique to Power Systems
For customers who … For customers who … For customers who …
• Need transaction throughput • Need flexible service delivery • Have need for dynamic,
and need to manage huge capabilities and efficiencies efficient (cloud) deployment of
volumes of information gained from advanced, critical, information-centric
• Want the highest levels of secure virtualization databases and next-
technologies generation applications in a
availability and security as well single system
as resiliency for their business • Need business resiliency and
transactions and data continuous access to data • Manage large amounts of
• Have vast quantities of • Need a highly secure system structured and unstructured
data in real time from multiple
structured, mission-critical • Need to consolidate a sources and deliver all forms
corporate data and need to run of analytics in a single system
diversity of workloads on a
operational analytics embedded
single system • Have critical databases and
in their business transactions
• Are seeking Enterprise class ERP applications in Unix,
System i, and Linux
Linux consolidation and secure
cloud services
z Systems with IFL and Power Systems with IFL

Both z Systems and
z Systems Power Systems Power Systems
• Want to reduce IT costs by up to • Desire solutions to meet • Have need for efficient
50% over x86 with extreme unique business needs while deployment and integration of
virtualization supporting existing critical, information-centric
• Need the best outcomes for investments databases and next generation
consolidating Oracle databases on applications in a single system
• Need reliability and • Need a high performance,
Linux on an Enterprise Linux Server
availability that competitive scale-up system for critical
• Need the highest levels of security,
x86 servers cannot deliver workloads and consolidating
scale and availability to transform to
competitive x86
private cloud • Want to leverage massive
• Require maximum flexibility for
• Need an optimized, pre-integrated economies of scale from
managing capacity and
cloud environment supporting existing assets including performance across
OpenStack while being able to capacity on demand “pools” of systems
support thousands of virtual images
• Need to manage across • Have critical databases and
more economically than public
cloud traditional business applications in Unix, System i,
transactions and information and Linux and require a system
• Want to integrate operational offering 99.997% availability with
analytics into transactional
centric applications
flexible continual-availability and
environments in real-time to recovery options
improve business insights and
reduce risks
z Systems and PureData Systems

Both z Systems
z Systems and PureData PureData Systems
• Single centrally managed platform – • Need to deliver transactional • Fully integrated analytics
with integrated workload optimized, and analytic services warehouse appliance that is
hybrid technology simple to use with very high
• Need to centrally manage performance and low TCO
• Single Workload-Optimized System resources
for OLTP and DW/BI, datamart • Fast out-of-box deployment of
consolidation with applications analytic data services
• Ultimate security, industry-leading • Foundation data analytics
resiliency, and multi-platform services to other systems (apps
governance compliance readiness are not co-located on the
PureData System)
• Tailored and customized solutions
to meet unique business • Simplified, centralized
requirements management
• Scalability with economics to • High security and resiliency

support 1000s of users or extreme • Consolidation solution for DB2
high volume transactional and and Oracle data warehouses
analytic environments
z Systems and PureApplication Systems

Both z Systems and
z Systems PureApplication PureApplication Systems
For customers who want … For customers who want … For customers who want …
• Enterprise data server offering • Fit for purpose systems to • Fast time to value with built-in
tight integration with applications support multiple operating infrastructure expertise and
and business analytics, environments pattern-based deployment of
benefitting from in- memory • Dynamic virtualization application and analytics
analysis services on premise, off
capability, ability to scale as
• Multi-platform virtualization with premise, or both
needed
centralized, workload-aware • Private cloud-ready
resource management • Reduction of data center and environment that include a
application costs, superior broad portfolio of ISV providers
• A highly resilient, secure, and
TCO, central management and hundreds of unique,
scalable environment for
enterprise private clouds and • Ability to support patterns in deployable patterns
public cloud infrastructures deployment • Simplified, centralized
• A highly customizable manager of application
patterns, servers, networking,
environment to optimize service
and storage
delivery while supporting multiple
operating systems • Consolidation of applications
from Microsoft Windows, Linux,
and AIX
For clients who already have z Systems, what’s right for their workload?
Linux on z Systems IBM PureApplication
Customers who have or want … Systems
Customers who have or want …
Very high I/O requirements-scales to 141 Pre-configured CPU requirements starting at
configurable cores Workload characteristics 32 cores
Manages and optimized runtime for deployed
Interfaces with existing z/OS applications –
benefits from fast internal networking, leading edge I/O Workload interactions distributed-based enterprise applications,
managed from a single console
Internal DB2, or external DB2, Oracle, IMS,
Data is located on z Systems (e.g., DB2 or IMS) Database location Informix-based data warehouses
Built on reliable Power Systems technology

Proven reliability; highest availability; no single point of Qualities of Service leveraging built-in PowerVM engine. Offers
failure; automated failover. Highest EAL ratings for redundancy at multiple levels of the system.
security, best of breed workload management (RAS) + Security On our x86 model, VMware is the pre-integrated
virtualization engine.
Decades of extensive proven technology requiring few Simplified automated disaster recover setup
or no additions; HA with five nines availability Disaster Recovery (5 clicks) for running applications
Simplified management through a single, integrated

Leverage existing z Systems skills. Simplified
console based on Eclipse framework that supports
management through IBM Wave (Linux) or Administrative skills IBM application pattern deployment capabilities and
z/OSMF (z/OS)
provides complete application lifecycle view
AIX (PureApp Power); Windows, Linux

Linux or z/OS, VSE, TPF OS Support (PureApp Intel)
Pre-integrated support for patterns out of the box.
Can be added via IBM Cloud Orchestrator Patterns Some patterns are pre-entitled with system
purchase
Part 3: Storage System Selection
Contents
Storage infrastructure matters: Data economics for today’s workloads
The storage selection process:
1. Identify the workload(s) your client needs to support
2. Identify “lead with” offerings based on workload mix
3. Choose the right block storage to lead with
4. Choose between hard drives and flash
5. Choose between flash-optimized (hybrid and all-flash) storage and IBM FlashSystem
5a. Choosing the right flash solution
6. Identify lead-with offerings for data retention and protection
Storage infrastructure matters: Data economics for today’s workloads
Storage systems Storage software

Tier 0 systems • IBM Tivoli® Storage Productivity
Single global namespace and integrated lifecycle management

IBM FlashSystem™ 840 Center
• Tivoli Key Lifecycle Manager
• Tivoli Storage FlashCopy®
Tier 1 systems Manager
System Storage
SAN Volume
• Tivoli Storage Manager
IBM Elastic Storage™

IBM XIV®
Controller • IBM Cloud Storage Access
• IBM Linear Tape File System
IBM FlashSystem
IBM System V840
Storage® DS8000 Integrated solutions
Modular systems
Storwize V7000 IBM Smart Analytics
Storwize and V7000 Unified System
V3700
IBM
Storwize®
V5000
Tape and virtual tape systems Virtual Storage Center

Tape libraries
IBM ProtecTIER®
Deduplication Enterprise Storwize V7000
and LTO tape
IBM TS7700 drives
Virtual Tape
© 2015 IBM Corporation
The storage selection process:

Which storage system will work best for your client?
Identify the workload(s) your

client needs to support.
Identify “lead with” offerings, based

on the workload mix.
Choose the right block storage

to lead with.
Choose between disk storage and

IBM FlashSystem.
Choose between flash-optimized

storage and IBM FlashSystem.
Identify “lead with” offerings for

data protection and retention.
Identify the workload (s) your client needs to support
Typical storage
Workload class Application examples Comments
used
Oracle
Databases IBM DB2® F (D)
SQLServer
IBM WebSphere®
eBusiness Suite D (F)
WebLogic
Online transaction processing OLTP/BASIS (OLTP workloads are typically based on
SAP F (D)
(OLTP) database platforms)
Business Warehouse F (D) Analytics
IBM FileNet®,
. Content Management D Metadata layer may be flash
Documentum, etc.
Video Surveillance, Frequently performance or latency sensitive;
Media Streaming D
VOD, AOD, IPTV potential for tape/LTFS where latency not an issue
IBM Lotus® Domino D (F) Domino back end is DB2 database; predominantly block
E-Mail / Office Productivity MS Exchange 2010 D Strong Exchange Solution Reviewed Program (ESRP) results
MSE 2003/2007 D for both Storwize V7000 and XIV (see here)
VMware D (F) Block: mature; File: emerging
Virtual Infrastructure
Microsoft HyperV D (F) Block Only
Flash is essential for persistent virtual desktop infrastructure
Virtual Desktop VMware View F (D)
(VDI)
For the access, speed and efficiency of analytics
Analytics SAS F (D)
environments Flash is a first choice
PACS D
Healthcare Flash is tested and approved for use with EPIC and Allscripts
EMR F
Prod. Workflow F / (D) Dealing with clients demands real-time access to data
D:
D: Hard
Hard disk;
disk; F:
F: Flash;
Flash; (( ):): Secondary
Secondary usage
usage
Identify “lead with” offerings based on workload mix
• If the target workload involves small block random access, use flash storage to improve storage economics and performance.
 1) Determine if client is primarily evaluating all flash arrays or hybrid solutions and consider bidding appropriately.
 2) Assess locality of access.
– If locality of access is high, a well-cached solution could be more economical than an all-flash solution
– If locality of access is low, or short-stroked disk drives are required, consider an all-flash solution
 OLTP, analytics and metadata are all workloads that require small-block random access and benefit from flash solutions.
• If the target workload requires support for mixed workloads, use flash storage to improve storage economics and performance.
 VMware environments that include database, back office and unstructured data workloads will benefit from the use of flash
in a cached or tiered environment; such as with the IBM FlashSystem V840.
• If the target workload is primarily block-oriented, consult page 13 to choose the right product based on:
 What’s already installed in the client’s environment
 Competitive offerings
 Other requirements such as application-, performance-, scalability-, replication-, security- or efficiency-driven agenda,
consolidation or cloud environments
• If the target workload is primarily file-oriented, lead with:

 Storwize V7000 Unified for basic file implementations
 Elastic Storage for compute-intensive and analytics workloads
 Elastic Storage with flash storage for environments that require higher performance
 Elastic Storage for scale-out installations or cloud-like—primarily Network File System (NFS)
• If the workload is a balance between file and block, lead with:

 Storwize V7000 Unified
 System Storage DS8000, XIV or Storwize V7000 back-end with IBM Scale Out Network Attached Storage (SONAS)
gateway for larger deployments
Choose the right block storage to lead with
Whitespace opportunity / or, if the client has

Lead with… And consider …
this competitive storage Installed
IBM FlashSystem 840

EMC, HDS, NetApp, HP, Dell, Pure Storage, Violin—look • Adding flash SSDs to existing IBM storage
for implementations needing high performance • Encryption with IBM FlashSystem
IBM FlashSystem V840
EMC Symmetrix • Blend with XIV Gen 3 for open storage

• Storwize SAN Volume Controller (SVC) to improve
IBM DS8870 HDS VSP/USP
efficiency for open storage
HP P9500/XPxxxxx • Use IBM DS8870 when encryption is required
EMC Symmetrix • System Storage DS8000—for larger deployments or

Hitachi VSP/USP, large AMS more demanding performance
XIV Gen3
HP 3PAR StorServ 7000, 10000 series • SVC to improve efficiency for open storage
P9500 /XPxxxxx, large EVA • Use XIV when encryption is required
Dell Compellent
EMC CX, Celerra, VNX, Vblock • Storwize V7000 Unified if there is some requirement
Storwize Hitachi AMS, HUS130, HUS150
for file
V7000 HP EVA, StoreServ 7400, StoreVirtual 4000 • XIV Gen3—for higher growth block environments
NetApp FAS3000, FlexPod
Oracle Exadata/Exalogic
Dell PS6x00, PS4100, PS4300

EMC VNXe3300,VNX5200, VNX5300, VNX5400,
VNX5500, AX4, CX • Storwize V7000 if the client is ready for more advanced
Storwize V5000
Hitachi AMS 2x00, HUS130 software functions and performance scalability
HP StoreServ 7x00, StoreVirtual 4x00
NetApp FAS22X0
Dell EqualLogic PS4100, PowerVault MD3x00

EMC VNXe3x00,VNX5100, AX4, CX • Storwize V5000 if the client needs higher flexibility,
Storwize V3700 Hitachi AMS 2100, HUS110
performance, scalability and advanced software functions
HP P2000, StoreVirtual P4000
NetApp FAS2200
Choose between hard drives and flash
In general, hard drive-based storage In general, flash-based storage

is the best choice when most or all of is the best choice when most or all of
the following conditions are true: the following conditions are true:
More sequential
bandwidth than Input/Output (I/O) Sub-millisecond More random Demanding
Optimizing for Hard drive
random capability of hard response time IOPS than environmental
capacity performance
Input/Output drives is required sequential requirements
acceptable
Operations Per is exceeded bandwidth
Second (IOPS)
• Client needs higher capacity, high performance and • Applications significantly underutilize disk capacity to
advanced software functionality meet stringent performance requirements
• Disk performance is acceptable to meet the demands • Applications with demanding IOPS or response time
of the applications on the system requirements: transactional databases (OTLP),
• Applications demand more sequential bandwidth than analytical databases (OLAP), VDI, high-performance
random IOPS computing (HPC)
• Encryption of data-at-rest • Sub-millisecond response time is needed to
accelerate real-time enterprise applications: data
warehouses, content delivery networks, rendering and
video editing or modeling and simulation
• Demanding environmental requirements: physical
space or power limitations, or a rugged environment
Hybrid storage can provide cost-efficient performance, but is not optimal

for intense performance requirements
Choose between flash-optimized (hybrid and all-flash) storage
and IBM FlashSystem
If the client has this type If the client has this
Lead with… If the client requires… And consider…
of environment… storage installed…
• High-end storage with extreme • Mission-critical applications • System Storage DS8000 • IBM FlashSystem
resiliency and business continuity with high-end performance • EMC Symmetrix when extreme
IBM DS8870 • High-end performance and extreme resiliency and • Hitachi VSP / USP performance is
with flash • Deep integration with IBM business continuity • HP P9500 needed for smaller,
drives and • Consolidated workloads targeted applications
z Systems® and Power systems • Any storage needing a combination
IBM Easy • Versatility to optimize a variety of
Tier® of faster performance and extreme
workloads through scalability and resiliency
hybrid-flash options
• High capacity and/or advanced • Mix of consolidated • Storwize V7000, Storwize V3700, • IBM FlashSystem
software functionality and high applications on a system, System Storage DS3500 or virtualized behind
flexibility only some requiring flash N series Storwize V7000 or
Storwize • Consolidation of external storage performance Storwize SAN Volume
V7000 with • Dell Compellent, EqualLogic Controller (SVC)
systems • Consolidated applications
flash drives PS6x00 for midrange
• Data protection and disaster are a mix of transactional
and Easy • EMC VNX5x00 environments with
recovery and sequential workloads
Tier • Hitachi HUS 150 more than 5 SSDs
• Data migration from existing • 3PAR 7x00 StoreVirtual P4x00
storage • NetApp FAS3x00
• Extreme storage performance • Applications with demanding • Any storage with 15K RPM HDDs • IBM FlashSystem
(bandwidth and IOPS) IOPS requirements or flash drives, especially with virtualized behind
• Industry-leading response times • Read-heavy applications redundant array of independent Storwize V7000 or
(IBM MicroLatency™) • Physical space or power disks (RAID) 10 Storwize SVC for
• High efficiency (space, power, • Storwize SVC or Storwize V7000 traditional SW
limitations features and simple
cooling) for high-performance platforms
IBM hybrid deployments
FlashSystem systems • Competitive flash products: EMC
with other storage
• Targeted application performance XtremIO, Violin Memory, NetApp systems—XIV, etc.
boost EF540 (block), Pure Storage,
WHIPTAIL, etc
• Fusion-io or other server-based
flash
Choose the right flash solution
Know what data to accelerate Don’t know what data to accelerate
Preferred read Manual data

Easy Tier Caching
architecture placement
System Storage DS8000

Mainframe plus high-performance
attached flash enclosure (HPFE)
Storwize SVC plus

Data center
virtualization IBM FlashSystem 840
System
Flash plus Storage
storage IBM FlashSystem V840 DS8000
Storwize
services plus
family
HPFE
XIV
Lowest latency
and highest IBM FlashSystem 840
density
Lowest entry
point Storwize family
Identify “lead-with” offerings for data retention and protection
Use cases Lead-with offerings

Massive data storage
LTFS EE, Tape (TS1150,
Long-term data retention
TS1060), TS4500
Long SLA cloud storage
Content stores, archive
Backup and restore TSM, ProtecTIER, Tape
Disaster recovery and tolerance
If the client has this If the client has this

Lead with… If the client requires… And consider …
type of environment… storage installed…
• Open systems disk-based BaR with VTL • Short BaR windows • Flash for metadata
• XIV, V3700, v7000, DS3xxx, EMC
ProtecTIER or FSI interface. ProtecTIER ME for z and highly dedupable and smaller TB
Data Domain, other VTLs
Systems attach data requirements
• Tape-based backup
• Long-term archive • LTFS EE for file
• Older tape, disk based systems
• Extreme high capacity at lowest TCO requirements system-based
Physical tape with a high percentage of
• Nearline data access interface to
infrequently data
required for persistent persistent data
data
• TS7720
• EMC DLm, TS7700v2.0 or older,
TS7700 • Grid-based VTL attached to z Systems • z Systems • Can be hybrid Grid if
Luminex, EMC Data Domain attach
TS7740s installed
Part 4: Storage Networking / SAN
Contents
• IBM Storage Networking portfolio
• IBM Storage Networking
• IBM System Storage SAN
• IBM System Storage b-type SAN – Directors
• IBM System Storage b-type SAN – Switches and specialty switches
• IBM System Storage SAN – Directors - Cisco Reseller
• IBM System Storage Cisco Reseller SAN – Switches and specialty switches
• IBM Storage Networking resources
IBM Storage Networking portfolio
Fibre Channel SAN

Fibre Channel directors, switches,
Strategic partnership multiprotocol switches and management
• IBM b-type (Brocade OEM-in) and (Cisco) systems
reseller Fibre Channel
• Performance – 4G/8G/16G
• Flexibility for the cloud
IBM Network Advisor 12.X

5639-NAT
IBM Storage Networking

Connectivity for IBM solutions
Know your environment
• Virtualized, dynamic and cloud-based data centers consider networking
a core component.
• Dell, Cisco and HP use networking to expand their presence.
Recommend, include and

Questions for clients consider Storage Networking in
• Are you deploying cloud, big data analytics, mobile or social computing
applications? your client dealings
• Is your network impeding your cloud and virtualization rollouts?
 Too much time spent on configuration, setup
and management?
• Have you considered an alternative networking vendor?
• Increase account control
 Based on open standards? • Add margin and revenue
 Ready to virtualize with software defined storage (SDS)?
• Present a total IBM solution
 Offers lower acquisition costs?
 Seamlessly integrates into your existing network?
• What are you connecting tape/disk storage to in your data center to?
• Do you have a Fibre Channel SAN? If so, are you running out of ports?
IBM System Storage SAN

Value for you and your clients
When customers are adding storage, ask “How are you planning to connect that?”
Selection criteria Why IBM SAN?

Large-scale data center deployments; • IBM integrated solutions
Directors customized functionality and capacity IBM is the largest, fully integrated
achieved with networking card selection server/ storage and/networking provider
• FICON testing
Fibre Channel (FC) Small and midsize SAN and workgroup IBM supports FICON connectivity
SAN switches switching offering a high-performing and reliable
FICON infrastructure with fast and
scalable IBM servers.
Remote site
SAN42B-R, SAN06B-R, MDS 9250i and • Solution qualification testing
connectivity (WAN) IBM thoroughly tests FC SAN with
MDS 9222i multiprotocol switches
with SAN switching storage and servers for both standards
and vendor-proprietary functionality,
Enterprise SAN and Ethernet Connectivity then transfers this IBM intellectual
- includes SAN, FCoE (Fibre Channel capital to SAN Central.
Mid-range
over Ethernet), iSCSI and NAS support
• IBM SAN Central
Exclusive to IBM SAN Customers –IBM
SAN Central resolves system SAN
issues that individual product support
Use directors/switches in pairs for reliability (dual-redundancy) organizations can’t resolve and owns
problems through resolution.
IBM System Storage b-type SAN

Directors
MODEL IBM SAN768B-2 IBM SAN384B-2
• Up to 512 end user ports per chassis • Up to 256 end user ports per chassis
• 2 Tbps (terabits per second) UltraScale ICL bandwidth • 1 Tbps UltraScale ICL bandwidth
• 32 UltraScale ICL ports provide the equivalent • 16 UltraScale ICL ports provide the equivalent
of 128 x 16 Gbps (gigabits per second ports of 64 x 16 Gbps ports
PORTS
• Each UltraScale ICL port provides 64 Gbps bandwidth over a Quad Small Form-factor Pluggable (QSFP) 4x16
Gbps link
• Ports on demand by blades
• 16/10/8/4/2 Gbps FC, FICON, FCR, Encryption, 1/10
• 16/10/8/4/2 Gbps FC, FICON, FCR, Encryption,
SPEED and PROTOCOL GbE FCIP, FCIP (Fibre Channel Internet Protocol),
1/10 GbE FCIP
FCoE
• Multiple sites
• Multiple SAN islands
CUSTOMER PROFILE • Multiple SAN vendors
• High availability, dense consolidation
• High availability, feature-rich, dense backbone switch

• Long-distance replication
TARGET ENVIRONMENT • Heterogeneous disk and tape storage encryption
• Data center consolidation
• Mainframe enterprise environments
IBM System Storage b-type SAN – Switches

MODEL IBM SAN24B-5 IBM SAN48B-5 IBM SAN96B-5 IBM SAN24B-4
SPEED and
PROTOCOL • 16/8/4/2 Gbps FC • 16/10/8/4/2 Gbps FC, FCR • 16/10/8/4/2 Gbps FC, FCR • 8/4/2/1 Gbps FC
• Workgroup • Workgroup • Metro Networks • Small SAN
CUSTOMER • Midsize SAN • Midsize SAN • Midsize to Enterprise SAN • Cost sensitive
PROFILE • High availability • High availability • High availability • DAS to SAN migration
• DAS to SAN migration • Metro networks • Consolidation
• Department • Edge switch to large core
• Entry
TARGET • High-performance edge • Workgroup • Large workgroup
• Workgroup
ENVIRONMENT • Cloud automation • High-performance edge • High-performance edge
• Department
• FICON Control Unit Port CUP • Edge
IBM System Storage b-type SAN – Specialty Switches

MODEL IBM SAN42B-R IBM SAN06B-R

• 24 x 16 Gbps FC + 16 x 1/10 GbE FCIP • 4 FC and 2 GigE FCIP Upgradeable to

PORTS all active in base + 2 x 40 GbE FCIP 16 FC and 6 GigE FCIP with FC 7732
(none active in base)
SPEED and • 6/8/4/2 Gbps FC, FICON, FCR w/IR,
• 8/4/2/1 Gbps FC, FCR, FCIP
PROTOCOL FCIP
• Enterprise customers and high-end • Multi-site connectivity

CUSTOMER
public and private clouds • Small SAN
PROFILE • Remote replication FCIP
• Business continuity
• High-end customers demanding fast
TARGET • Consolidation
flexible co-located storage, service
ENVIRONMENT providers, cloud
• ILM
• FICON CUP
IBM System Storage SAN

Directors
Cisco Reseller
MODEL MDS 9710 MDS 9513 MDS 9506
PORTS • Up to 384 FC ports per chassis • Up to 528 FC ports per chassis • Up to 192 FC ports per chassis
SPEED and • 16/10/8/4/2 Gbps FC, FICON, FCoE • 8/4/2/1 Gbps FC, FICON, FCIP, iSCSI, and10 Gbps FCoE Support
PROTOCOL
• Multiple sites • Multiple sites

CUSTOMER • Multiple SAN islands • Multiple SAN islands
PROFILE • High Availability, dense consolidation • High Availability, dense consolidation
• Large-scale data center deployments

• Large-scale data center deployments
• Heterogeneous disk and tape
TARGET • Heterogeneous disk and tape high-performance storage networking
storage environments
environments
ENVIRONMENT • Business agility
• Business agility
• Application and server virtualization
• Mainframe enterprise environments
• Long-distance replication
IBM System Storage Cisco Reseller SAN – Switches and

specialty switches
MODEL MDS 9250i MDS 9148 MDS 9222i
PORTS • Twenty 16G FC active ports • Sixteen 8 Gbps FC active ports • Eighteen 4 Gbps FC/FICON ports
• Twenty 16G FC optional ports • Thirty-two 8 Gbps FC optional ports • Four GbE ports
• Two 10G Ethernet IP ports
(FCIP), and eight 10G FCoE
ports
SPEED and • 2/4/8/16 Gbps FC, FCIP, iSCSI

• 8/4/2/1 Gbps FC • 8/4/2/1 Gbps FC, FCIP, iSCSI
PROTOCOL • 8/16 Gigabit iSLs
• Departmental and remote branch-

office SANs
CUSTOMER • Departmental and remote • Small, midsize and enterprise SAN • SAN extension connectivity to
branch-office SANs as well as • Quick configuration with zero-touch plug- large-customer data center
PROFILE large-scale SANs and-play features and task wizards directors
• Disk metro and global mirroring
disaster recovery
• High-performance SAN • High-performance business

extension solutions • Midsize business and enterprise continuity and simplification
TARGET connectivity solutions solutions
• Distributed intelligent fabric
• Open and mainframe environments
ENVIRONMENT services • Virtual machine server environments
• Mission-critical enterprise storage
• Cost-effective multiprotocol • Mission-critical deployments networks
connectivity for open systems • Cloud automation
IBM Storage Networking resources

Education – IBM System Storage
• IBM System Storage sales education for IBMers and for BPs
• IBM System Storage technical sales education for IBMers and for BPs
Configuration aids and tools
• SSIC IBM System Storage Interoperability Center
• eConfig (AAS) for Storage
Sales kits (presentations, collateral)
• IBM System Storage FC SAN sales kit for IBMers; for BPs
• IBM System Storage b-type FC SAN and Converged sales kit for IBMers; for BPs
• Cisco FC SAN and Converged for IBM System Storage sales kits for IBMers; for BPs
Support
• Firmware: IBM Support: Fix Central
• IBM System Storage PartnerWorld for BPs
• IBM Storage Redbooks
• To use links in PowerPoint, put in presentation mode or (with Office 2007+) right-click and “Open hyperlink”
• Use browser Find (ctrl-F) to search for documents within sales kits
• Click “Select documents by language” in the sales kits to filter out other languages
• Bookmarks these – you will use them again
Part 5: IBM Systems Selection Methodology
Contents
Systems selection
The system selection process – An overview
Benefits of following the system selection process
Step 1 - Determine who and what are driving the need for change
Step 2 - Know the IT environment, workload and costs
Step 3 - Fill out a System Selection Factors Template
Step 4 - Summarize your analysis
Step 5 – Make your system recommendation
Systems selection
How do I offer Why IBM cares about

the best value to addressing these challenges:
my client that
meets their
needs?
• Competition moves in quickly if you
take too long to arrive at the right
system recommendation.
Sales representatives are challenged to: • Competition says, “IBM’s too
• Understand the benefits and best fit of complex for you. Consider our
each IBM system simpler solution.”
• Identify and consider the local client • Help sales representatives play a
factors that influence system choice more consultative role with clients.
• Determine which IBM system they should
ultimately recommend to their client
• Confirm that the system they recommend
will deliver the most value for their client.
Clients are influenced by many factors and biases that make each
system selection decision unique
Time horizon
Scale ISV support
Deployment Non-functional
model requirements
Technology Geographic
adoption considerations
Environmental
Architecture constraints
Politics Strategic
direction
Skills
TCO Model
There are no “one size fits all” answers.
The system selection process – An overview
Determine who and what are Know the IT environment, workload Fill out a System Selection Summarize your analysis Make your
driving the need for change and costs Factors Template recommendation
Possible
Advantages Costs Risks
choices
Understand Option 1
Know the
IT environment the workload
Option 2
Option 3
Examine costs
Determine who and • Know the IT Fill out the System Summarize your Make your system
what are driving the environment. Selection Factors analysis. recommendation.
need for change. • Understand the Template to record
workload . your initial findings – OR –
• Examine costs . and review your
input. Schedule further
study – (Fit for
Purpose workshop).
Benefits of following the system selection process
 Confidence in the direction a solution sale takes

 Advantage over the competition, who tend to
promote a single solution
 Avoidance of inter-brand, client-driven and
competitive disagreements
 Application of architectural and technical resources
for maximum leverage
 Better prepared for Fit for Purpose workshops and
other in-depth analysis
 Avoidance of poor decisions that affect client
satisfaction and future collaboration
 Better integration of solution with existing infrastructure
Determine who and what are driving the need for change
Form a local IBM team, including an

infrastructure architect and software architect.
As a team, determine and document the
answers to the following questions:
WHAT: What, specifically, is the decision

that is being made? Is the client replacing a
server? Is the client upgrading an existing
server? Is the client looking for new storage
capabilities? Who is the competition?
WHY: What’s creating the need for change?

What are the key objectives the client is
trying to achieve? Are there any
organizational factors that will influence the
decision?
WHO: Who will be involved in making the

final determination?
Know the IT environment, workload and costs

After software compatibility considerations,
system selection is driven by three things:
Know the IT environment Understand the workload

The existing IT environment and Includes application, data structure,
function in which this solution will fit usage pattern, service level, scale
and integration, Quality of Service
requirements and third-party
software
Examine costs
Depends on local accounting practice,
sensitivity and point of view
Take the first circuit Take the second Iterate as needed.

around the arc with your circuit with your
IBM team to discover client to fill in the
what you know. gaps.
Know the IT environment

As a seller you have key knowledge and insight here. Apply it early in the process.
What is the current client IT Questions to be answered:

environment with which you must
deal? The IT environment is  What is the current IT?
locally driven. – What is the legacy?
– Which system(s) enjoy
incumbency?
Your actions: – Which system(s) are growing
 Lead your team to mine in client interest?
– What are the key vendor
opportunity documentation for
relationships?
local factors.
 Use your insight about the Environment factors include:  What software is running?
client to enhance the “soft side” – Which systems are
 Skills supported?
results.  Software – Are there systems targeted for
 Obtain answers to the  Environment replacement?
questions on this slide.  Integration .
 Standards  How are solutions deployed?
 Politics – Centralized, distributed,
 Local factors virtualized, hybrid, cloud?
 Deployment – Is there a preference or target
 Momentum for this solution?
 Business relationships
Understand the workload

This quickly becomes technical, but still requires insight about the client.
Workloads are largely driven by Questions to be answered:

local factors, and considerations  What is the workload type?
are largely technical. Workload – Do you know by market
examples include application category?
design, data structure, usage – By design and structure (for
pattern, service level, integration example, parallel, sequential,
partitioned, shared)
and scale.
– By measured behavior (for
example, usage pattern, SLA,
Your actions: integration with other solutions)
 Make sure your Client • What is the existing solution’s
Technical Architect (CTA), behavior?
Infrastructure Architect (IA) or  What Quality of Service is
Solution Architect engages an required?
IBM Systems Infrastructure – Response time, availability,
reliability, security,
Architect.
manageability, energy, and
 Obtain answers to the more
questions shown on this slide.  What scale and type of
scalability is expected?
– How large?
– Scale out, scale up, scale in?
Examine costs
Local accounting and sensitivity determine which costs are considered.
Relative cost varies by the local Questions to be answered:

accounting models and cost
sensitivities. Find out whose costs,  What are the costs?
which costs, what accounting – Total cost of acquisition, total
model. cost of ownership, funding?
– Project, business unit,
Your actions: enterprise?
– Capital expense, operating
 Understand how costs will
expense?
be counted.
– User, IT center, enterprise?
 Use your knowledge to guide – What cost dynamics are
the “art of the possible” to get Your insights can lead the in play?
a handle on costs. “art of the possible” here. – Cost of risk?
 Use IBM Systems and – Usage based?
Software TCO services and – Would client consider:
tools as appropriate. • Shared services?
• Cloud?
 Obtain answers to the
questions on this slide.
Fill out a System Selection Factors Template
Solution options
Local Factors Option Option Option
You can fill out a template 1 2 3
like the one shown to help Installed base
you see the system options Current IT Skills
being considered and what environment
Technology preference
the best fit might be for What software Applications or industry solutions
your client’s situation. needs to be Middleware
available? Database
Centralized NA NA NA
Indicates best fit
Deployment Virtualized NA NA NA
Indicates reasonable fit
preference Hosted / Cloud NA NA NA
Dedicated
Transaction processing and database
Analytics and high-performance computing Not imp Not imp Not imp
Workloads
Web, collaboration and infrastructure Not imp Not imp Not imp
Business applications
Reliability
Quality of Availability
service
Security Not imp Not imp Not imp
Performance
Capacity
Scalability Elasticity Not imp Not imp Not imp
Expansion without disruption Not imp Not imp Not imp
Capital (TCA) Not imp Not imp Not imp
Recurring (TCO)
Cost factors
Operational (TCO)
80 Financing Not imp Not imp Not imp

For IBM and IBM Business Partner Use Only – Not for use with clients © 2015 IBM Corporation
Summarize your analysis

From
From the
the input
input you’ve
you’ve gathered
gathered exploring
exploring environment,
environment, workloads
workloads and
and costs,
costs,
create
create aa summary
summary table
table that
that shows
shows the
the advantages,
advantages, costs
costs and
and risks
risks
associated
associated with
with each
each option
option being
being considered.
considered.
Possible choices Advantages Costs Risks
Option 1
Option 2
Option 3
Examination of the completed worksheet should reveal high points and low
points for each solution under consideration, generating advantages and costs.
You also should be able to make a preliminary risk assessment from
interaction with the client.
EXAMPLE – Completed summary table
Possible choices Advantages Costs Risks
QoS, High TCA

Option 1 Cost
Legacy match Low TCO claim
Moderate TCA
Option 2 Performance Integration
and TCO
QoS, Integration,
Option 3 Industry match Very low TCA
Performance
Make your system recommendation
• If the best system choice has emerged, you can

make your recommendation.
• If the summary is inconclusive or needs further study,
recommend a Fit for Purpose workshop.
• If costs are not well known, recommend a Cost/Value
Study. For further information, see:
– TCO Analysis (RACEv and RACEzOS)
– IT Optimization Consulting offerings for sellers
– Eagle
– Systems Consolidation Evaluation Tool
• If workloads are not well understood, recommend a

Performance Architecture Workshop by sending an
email to Eagle team at eagletco@us.ibm.com.
Available to IBM only.
Part 6: Sales Enablement Applications
Know on the Go, FindIT, and DiscussIT are strategic applications for sellers
to access sales enablement via (1) the Web, (2) iPad and (3) Android tablets
IBM sales can use RegisterIT to register for all 3 applications in one stop.
Business Partners can use this link to register for Know on the Go and FindIT.
Sales Enablement Applications

Know on the Go FindIT DiscussIT
Access Know on the Go:

Access FindIT: IBM BP Access DiscussIT: IBM
IBM and BP
• IBM’s priority sales • Your custom view of the most • Digital whiteboards: IBM sales
conversations as defined by current assets, narrowed to your kits with scripts and animated
sales leaders specific sales situation recordings
• Pre-packaged seller coaching, • Quick filters to let you switch • Pre-loaded icons that are grayed
client references organized by between products and solutions out and come to life when you
sales stage • Seller guidance and deal tap them
• Pre-drafted client emails to send progression tools • Options to tailor whiteboards
directly from the app • Electronic briefcase to save and • Additional assets to share
• Alerts when clients download organize assets without leaving the app
assets from your emails
Document revision history

Date Major changes (all revisions include miscellaneous changes)
New Part 1 for positioning systems, offerings, and competition within cloud, analytics, and
January 14, 2015
mobile contexts. . New content to support launch of IBM z13
February 21, 2014 Updated Cisco information in Positioning IBM Systems with Competitive section
Reorganized content to move System and Storage selection sections earlier in Guide
January 16, 2014
Major revision of Positioning IBM Systems with Competitive section
October 8, 2013 NeXtScale™ System, PureData Systems for Hadoop, and SAN
July 23, 2013 zEnterprise™
June 10, 2013 Miscellaneous
February 5, 2013 System Networking Selection section, Dell competitive information
November 13, 2012 Storage selection guidance and positioning at a glance charts
October 9, 2012 PureData Systems™
October 3, 2012 Enterprise Systems positioning and Enterprise Power Systems and Flex System content
September 4, 2012 Flex System™ information
August 28, 2012 zEnterprise content
June 4, 2012 IBM PowerLinux servers™
April 11, 2012 Published at PureSystems™ Launch
© Copyright IBM Corporation 2015
IBM Corporation
Systems and Technology Group
Route 100
Somers, NY 10589

Produced in the United States of America
January 2015
IBM, the IBM logo, ibm.com, AIX, BigInsights, Bluemix, Cognos, DataStage, DB2, Domino, DS4000, DS8000, Easy Tier, FileNet, FlashCopy, Global Technology
Services, GPFS, IBM FlashSystem, IBM MicroLatency, IBM PureData, IBM SmartCloud, ILOG, InfoSphere, Lotus, Netezza, Power, POWER, POWER7, POWER8,
Power Systems, PowerLinux, PowerVM, ProtecTIER, PureApplication, PureFlex, PureSystems, SoftLayer, SPSS, Storwize, System i, System Storage, Tivoli,
WebSphere, XIV, z/OS, z/VM and z Systems are trademarks of International Business Machines Corp., registered in many jurisdictions worldwide. Other product
and service names might be trademarks of IBM or other companies. A current list of IBM trademarks is available on the web at “
Copyright and trademark information” at www.ibm.com/legal/copytrade.shtml
Intel is a registered trademark of Intel Corporation or its subsidiaries in the United States and other countries.
Linux is a registered trademark of Linus Torvalds in the United States, other countries, or both.
Microsoft and Windows are trademarks of Microsoft Corporation in the United States, other countries, or both.
UNIX is a registered trademark of The Open Group in the United States and other countries.
This document is current as of the initial date of publication and may be changed by IBM at any time. Not all offerings are available in every country in which IBM
operates.
THE INFORMATION IN THIS DOCUMENT IS PROVIDED “AS IS” WITHOUT ANY WARRANTY, EXPRESS OR IMPLIED, INCLUDING WITHOUT ANY
WARRANTIES OF MERCHANTABILITY, FITNESS FOR A PARTICULAR PURPOSE AND ANY WARRANTY OR CONDITION OF NON-INFRINGEMENT. IBM
products are warranted according to the terms and conditions of the agreements under which they are provided.
Actual available storage capacity may be reported for both uncompressed and compressed data and will vary and may be less than stated.

IBM Systems Positioning Guide: January 14, 2015

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IBM Systems Positioning Guide

IBM Systems Positioning Guide

January 14, 2015

Purpose: IBM sales and Business Partner sales can

• IBM Systems and offerings positioning

The Guide contents and navigator

Big Data and Analytics

Mobile and Social

Cloud infrastructure opportunities

Client requirements when

Componentization, consolidation, CAPEX • Lowest cost service delivery

• Performance and near linear

• Isolation for multi-tenancy

Operational simplification Consolidation, IT analytics, standardization, • Efficient use of IT resources

Systems of record (SOR) and systems of

Systems positioning for cloud solutions

Lead with z Systems when …

Lead with Power Systems when …

Lead with PureApplication Systems when …

Smarter Storage responses to cloud

Extreme performance – IBM FlashSystem for demanding SLA requirements

Mainframe data environments – six 9s (99.9999%) availability

Data protection – up to 90 percent lower TCO

Use Case Solutions

All of the above plus:

Client benefits Competition

Client benefits Competition

Client benefits Competition

Deliver storage capacity with lower Opex without compromising

Client benefits Competition

• HP CloudSystem Foundation • HP CloudSystem Service Provider • Amazon Web Services Elastic

OpenStack • Rackspace Cloud Big Data Platform

and Cloud Endpoints

Entry private cloud

Adds limited software for cloud admin tasks to Power Systems

Enterprise private/Hybrid cloud

IBM Power Systems Solution

Claim: Simplicity – deployed faster and easier;

Cloud for MSPs/CSPs

HP x86 Converged Infrastructure, IBM Power Systems Solution

Analytics Client requirements when

Infrastructure conversations for Big Data and Analytics solutions

Infrastructure Challenges Infrastructure Challenges

Systems positioning for Big Data and Analytics solutions

• Clients have their business critical/systems of record data on z Systems

Lead with Power when …

• Clients have their business critical/system of record on distributed systems

Lead with PureData for Analytics, software appliance, when …

Smarter Storage responses to

Client benefits Analytics Systems Competition

Client benefits In-memory Systems Competition (Pre-integrated x86)

Client benefits Competition

Client benefits Competition

Client benefits Competition

Client benefits Competition

Client benefits Competition

Client benefits Competition

Big Data Analytics Systems

• .Data Engine for NoSQL – Power Systems Ed.

• Dell | Cloudera Solution RA (Hadoop)

• Oracle Big Data Appliance Cloudera - Redshift

In-memory systems competitive view

Scale-up or scale-out pre-built, in-memory BLU Acceleration –