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IBM System Storage™ Gerencie seu crescimento de dados com Storage IBM

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Apresentação em tema: "IBM System Storage™ Gerencie seu crescimento de dados com Storage IBM"— Transcrição da apresentação:

1 IBM System Storage™ Gerencie seu crescimento de dados com Storage IBM
Sales and Marketing Presentation 2010 IBM System Storage™ Gerencie seu crescimento de dados com Storage IBM

2 Explosão de Dados em um “Planeta Mais Inteligente”…
4 bilhões de celulares com câmeras digitais 30% de crescimento anual de dispositivos 3G 55 bilhões de mensagens trocadas na véspera do ano novo ! 945 milhões de aparelhos MP3/4/5 vendidos 2 bilhões de pessoas na Internet em 2011 15 Petabytes de dados são criados por dia!! (Seriam necessários mais de de iPods por dia para armazenar tudo isso!) Parece que temos um pesadelo em andamento... Lets take a closer look at how each of these storage systems are positioned and their unique value propositions. Starting with the DS This storage system is cost-effectively priced to fit the limited budgets of entry and small to medium organizations. It also offers a very intuitive storage management that is great for entry-level users while still offering a great mount of control. The DS3500 is very well-suited for single or small server direct-attached consolidation implementations and is often the storage of choice for those transitioning from internal direct storage. And on to the new DS The DS3500 is, similar to the DS3000, an affordable storage offering midrange, such as performance and enhanced replication capabilities, as well as scalability. With performance that is ideally-suited for mixed workload, virtualization and consolidation environments, the DS3500 can meet the requirements of a range of organizations. And while intuitive, the DS Storage Management features of the DS3500 bring extra control and functionality to their storage system configuration. And as we scale up to larger organizations, the DS5020 is ideally suited for midrange and larger organization. This FC-bases storage systems offers exceptional IOPs performance that is great for transactional applications such as database and Exchange. And with host interface support for both FC and iSCSI, the DS5020 is ideal for tiered SAN environments supporting both high performance and secondary SAN applications. And for those organizations where performance is of the utmost importance, the DS5020 supports solid state disk drives for the most demanding applications.

3 Abordagem Prática para “Planeta Mais Inteligente”…
Até quando você conseguirá manter o ritmo de crescimento e armazenamento dos dados da sua empresa? Lets take a closer look at how each of these storage systems are positioned and their unique value propositions. Starting with the DS This storage system is cost-effectively priced to fit the limited budgets of entry and small to medium organizations. It also offers a very intuitive storage management that is great for entry-level users while still offering a great mount of control. The DS3500 is very well-suited for single or small server direct-attached consolidation implementations and is often the storage of choice for those transitioning from internal direct storage. And on to the new DS The DS3500 is, similar to the DS3000, an affordable storage offering midrange, such as performance and enhanced replication capabilities, as well as scalability. With performance that is ideally-suited for mixed workload, virtualization and consolidation environments, the DS3500 can meet the requirements of a range of organizations. And while intuitive, the DS Storage Management features of the DS3500 bring extra control and functionality to their storage system configuration. And as we scale up to larger organizations, the DS5020 is ideally suited for midrange and larger organization. This FC-bases storage systems offers exceptional IOPs performance that is great for transactional applications such as database and Exchange. And with host interface support for both FC and iSCSI, the DS5020 is ideal for tiered SAN environments supporting both high performance and secondary SAN applications. And for those organizations where performance is of the utmost importance, the DS5020 supports solid state disk drives for the most demanding applications.

4 A IBM e Os Parceiros de Negócios da IBM Podem Te Ajudar!!!
Entendimento das suas necessidades para participar ativamente em um Planeta Mais Inteligente Validação pelo mercado – conforme a IDC, a IBM em 2009: Liderança mundial no segmento de Storage em Fita – mais de 7 anos, consistentemente A partir de Q3’09: liderança mundial e no Brasil no segmento de Disco Mid- Range (dados de 2010 ainda não disponíveis) Lets take a closer look at how each of these storage systems are positioned and their unique value propositions. Starting with the DS This storage system is cost-effectively priced to fit the limited budgets of entry and small to medium organizations. It also offers a very intuitive storage management that is great for entry-level users while still offering a great mount of control. The DS3500 is very well-suited for single or small server direct-attached consolidation implementations and is often the storage of choice for those transitioning from internal direct storage. And on to the new DS The DS3500 is, similar to the DS3000, an affordable storage offering midrange, such as performance and enhanced replication capabilities, as well as scalability. With performance that is ideally-suited for mixed workload, virtualization and consolidation environments, the DS3500 can meet the requirements of a range of organizations. And while intuitive, the DS Storage Management features of the DS3500 bring extra control and functionality to their storage system configuration. And as we scale up to larger organizations, the DS5020 is ideally suited for midrange and larger organization. This FC-bases storage systems offers exceptional IOPs performance that is great for transactional applications such as database and Exchange. And with host interface support for both FC and iSCSI, the DS5020 is ideal for tiered SAN environments supporting both high performance and secondary SAN applications. And for those organizations where performance is of the utmost importance, the DS5020 supports solid state disk drives for the most demanding applications. Um dos portfólios de Storage mais completos do mercado Mais de US$2 bilhões de investimentos em Storage desde 2008

5 Desafios de Storage Interno a Servidores
A demanda tem crescido além da capacidade interna de Servidores Dados fragmentados em múlitplos servidores Desperdício de capacidade, duplicidade, e ineficiências Compartilhamento e disponibilidade limitada dos dados A capacidade de armazenamento é “refém” do servidor Uso desbalanceado da infra e acesso limitado aos dados Gestão ineficiente, reativa e com funcionalidades limitadas Gestão da proteção de dados dispersa e complexa Impacto em novos projetos ao se desperdiçar tempo no gerenciamento da infra-estrutura atual

6 Clients are Struggling to Keep Up and Spending to Address Top Issues Top issues and initiatives for storage managers 0% 20% Archiving Improving Performance Virtualization Adoption Backup Redesign Technology Refresh Consolidation Tiered Storage Buildout Managing Storage Growth Proper Capacity Forecasting & Storage Reporting Managing Costs Backup Administration & Management Growth is taking an increasing amount of time and effort to manage. To reduce the cost and complexity of managing the information explosion, storage managers say managing storage growth is a top issue. Related issues include forecasting, managing costs and complexity, and improving the backup process. On the right, you’ll see examples of the initiatives clients are funding to address their top issues. It wouldn’t help to show the right hand data to a client, since every environment is different; but it may help IBM sellers to understand which initiatives have the most expected client value. >> InfoPro approved for external use 2/9/10 >> Note to presenter: Remove bar chart on the right for client presentations Managing Complexity 0% 20% 40% 60% Source: TheInfoPro Storage Study (12/14/09), n=186. Source: The InfoPro Storage Study (12/14/09): F1000 Sample. Wave 13, n=183. *Note that due to multiple responses per interview, total exceeds 100%. This is a partial list of responses received, showing only the top issues and initiatives.

7 Identificação de Oportunidades
Somente para uso da IBM e de Parceiros de Negócios IBM

8 Identificação de Oportunidades de Storage
Pergunte para seu cliente Argumentação para posicionar Storage ao seu cliente Você já avaliou os custos e a perda de oportunidades quando ocorrem perdas de dados? (segurança) A perda de dados incorre não somente na perda de produtividade das empresas, mas também na perda de renda, lucros, e reputação. Os clientes finais normalmente têm a expectativa de serem atendidos prontamente. Seu cliente precisa proteger os dados, seja por backup em fita e/ou disco, e/ou replicação de dados (local e/ou remota) Você precisa de mais espaço de armazenamento de dados para suportar seu crescimento, mas seus servidores não comportam mais discos? Adicionar mais servidores somente para aumentar a capacidade de armazenamento de dados não é a melhor solução. Seu cliente terá grandes problemas em gerenciar armazenamento fragmentado em vários servidores – problemas como gerenciar o espaço dos dados e como proteger os dados espalhados em multiplos equipamentos. A melhor solução é consolidar os dados em um Storage Externo em disco. Você tem ou comprará multiplos servidores e/ou servidor? Multiplos servidores produzirão muitos dados, e as melhores práticas recomendam Storage externo em disco, pois possibilita melhor gestão e proteção dos dados. Você tem ou comprará Servidor(es) com muitos discos internos? Servidores com vários discos indicam demanda por capacidade e, assim, grande potencial de Storage externo em disco. Você tem ou terá Virtualização de servidores, banco de dados (SQL, Oracle...), (Exchange, Notes, etc)? As melhores práticas para estas soluções empresariais recomendam uso de Storage externo em disco. O tempo necessário para backup de seus dados tem aumentado demais, impactando seu ambiente de produção? Quanto maior a quantidade de dados em seu ambiente de produção, maior o tempo necessário para backup e recuperação de dados. Considere usar Storage externo em disco para backup-to-disk. Lets take a closer look at how each of these storage systems are positioned and their unique value propositions. Starting with the DS This storage system is cost-effectively priced to fit the limited budgets of entry and small to medium organizations. It also offers a very intuitive storage management that is great for entry-level users while still offering a great mount of control. The DS3500 is very well-suited for single or small server direct-attached consolidation implementations and is often the storage of choice for those transitioning from internal direct storage. And on to the new DS The DS3500 is, similar to the DS3000, an affordable storage offering midrange, such as performance and enhanced replication capabilities, as well as scalability. With performance that is ideally-suited for mixed workload, virtualization and consolidation environments, the DS3500 can meet the requirements of a range of organizations. And while intuitive, the DS Storage Management features of the DS3500 bring extra control and functionality to their storage system configuration. And as we scale up to larger organizations, the DS5020 is ideally suited for midrange and larger organization. This FC-bases storage systems offers exceptional IOPs performance that is great for transactional applications such as database and Exchange. And with host interface support for both FC and iSCSI, the DS5020 is ideal for tiered SAN environments supporting both high performance and secondary SAN applications. And for those organizations where performance is of the utmost importance, the DS5020 supports solid state disk drives for the most demanding applications. Somente para uso da IBM e de Parceiros de Negócios IBM

9 Como a venda de Storage Beneficia VOCÊ?
Renda, Renda, Renda!! Todos os clientes precisam de Storage Demanda por capacidade está acelerando Limites do armazenamento interno são atingidos rapidamente Requisitos de clientes e jurídicos na gestão, proteção e retenção de dados Ao não vender a solução completa… A IBM e sua revenda não será considerada como provedora de soluções completas O cliente decidirá a compra baseado em preço Perderemos renda recorrente…

10 Why sell System x together with IBM Storage > Selling the solution!
Solução completa para o cliente (maior valor agregado) Bring VALUE to your client The recommendation is to sell SOLUTIONS to customers, NOT boxes!! Attend your real customer needs Unique warranty and support Integrated IBM solutions reduces IT complexity, operationals costs and improve your client investment IBM Solutions

11 3/30/2017 Why sell System x together with IBM Storage > More Commissions in your Pocket! Remember to complement your server and storage sale with services Add commissions by selling “The Bigger Deal” as a Solution Competition (HP & DELL) win deals by focusing on “building” complete solutions The thought process is to sell SOLUTIONS to customers, NOT boxes!! Your choice: sell solutions or don’t make the sale! Increase the transaction size & margin selling IBM Storage with System x and BladeCenter To understand commission on exact storage products, talk to your geo manager Example of increased revenue through a single customer Customer #1 buys: 3 System x servers: (~$10K / each)  $30,000 (example purposes only) Customer #2 buys: 3 System x servers with Storage: 1 DS3200 SAS dual controller w/12 drives 300GB SAS + cables $14,943* 1 LTO Tape drive TS cable $3,236* Incremental Product Revenue towards your Commissions $17,179* IBM or BP provided Services Revenue +$+ (based on geo and service) Solução completa para o cliente (maior valor agregado) IBM competitors are offering a “solutions” approach at initial sales meetings. Competitors are positioning for and selling the entire solution sale. While commissions are not paid on all IBM Storage products to Internal System x and BladeCenter sellers, if we want to sell servers, we need to position the solutions to remain competitive. So, as sellers we have a choice: sell solutions or don’t make the sale! Commissions to System x and BladeCenter sellers depend on each sellers Incentive Plan, Quota Letter and Quota Achievement The example is for IBM Storage products on which IBM System x and BladeCenter internal sellers do get paid commissions. Note that prices “will” vary based on different discounts. See your local geos for the current discounts. Also note that prices for services will vary, so also check you local geos for the current pricing and offerings. Again, as you work with Storage sellers, it is highly recommended that you make sure both you and the Storage seller have an understanding of how you will work together and what products will be pitched to the client. That is, make sure you understand the rules of your engagement with the Storage team for each selling opportunity. System x portfolio IBM Storage portfolio $30K $17K $47K (+57%) *Preços Ilustrativos 11 11

12 3/30/2017 Why sell System x together with IBM Storage > Keep the competition out! “CYA” - Cover your assets by selling IBM Storage with System x Build barriers around your accounts to keep System x competitors out by selling solutions not boxes Work as ONE IBM. HP works as ONE across servers and storage; EMC and Dell work as one company Non-IBM Storage vendors can open the doors to System x competitors Identify cross-brand opportunities and involve the proper sales team to back you up Competitive X86 servers & top relationships to non-Proprietary External Storage vendors: HP  HDS Dell  EMC, LSI Cisco  EMC, Oracle/Sun Oracle/Sun  HDS IBM Storage Group competitors: EMC, HP, Dell, Hitachi Data Systems (HDS), Oracle/Sun. NetApp We can team with these storage OEM’s, but who are they teaming with when we are not looking? Uma soluçao (e nao caixas) unica ajuda a deslocar a barreria da concorrencia The emphasis here is that selling IBM solutions is a great way to keep the competition out of an account. Clients are looking for complete solutions to their data center needs. If we do not offer solutions to them, clients will bring in other external storage companies to round out their needs. We need to identify the potential of an external storage need early. IBM Storage competitors have relationships with non-IBM server vendors. If we allow non-IBM storage companies into an account, we are allowing their relationships with System x and BladeCenter competitors to work the IBM accounts. As sellers we need to think in short and long term objectives: Short term to close the opportunity and achieve quarterly quota Long term to build a strong relationship where the client does not even think about talking to competition because we are demonstrating value Let’s sell complete IBM solutions to do what we can to prevent the threat of competitive introductions and promotion by our IBM Storage competitors System x portfolio IBM Storage portfolio 12 12

13 System Storage Integration with System x and BladeCenter Advertising and Demand Generation
Our strategy for System x and BladeCenter advertising and demand generation consistently integrates storage offerings. We currently have a System Storage offering included in one of two spots for secondary offerings in the Intel-based executions of our Express Seller print ads, and advertising landing pages on our site. BladeCenter advertising (TV, Print, Banner) features storage as a proof point on its Web landing pages. Product Web sites promote System Storage from home page links Print/ Web/TV Adv Landing Pages Web Content We currently require that a System Storage offering be included in one of two spots for secondary offerings in the Intel-based executions of our Express Seller print ads, and advertising landing pages on our site. BladeCenter advertising (TV, Print, Banner) features storage as a proof point on its Web landing pages. Product Web sites promote System Storage from home page links Express Seller Adv

14 Portfólio IBM System Storage no Brasil
Entry Midrange High-End EXP3000 SAN Volume Controller (SVC) DS3200 DS3512 DS3524 DS5100 DS5300 XIV DS8100 DS8700 DS8800 Disk System DS5020 DS6800 DS3300 DS3400 N7700 N7900 N3300 N3400 N3600 N6000 N Series Tape System TS7650 ProtecTIER Deduplication TS2230, TS2240, TS2250, TS2340, TS2350 TS7000 TS3500 TS3400 TS3310 TS3200 TS2900 TS3100 SAN SAN24B-4 SAN40B-4 SAN80B-4 SAN256B / SAN348B / SAN768B / MDS 9500 MDS 9124 MDS 9134

15 Sales and Marketing Presentation April 2010
IBM System Storage™ DS3500

16 A Série DS3000 oferece 3 modelos para diferentes topologias:
Recordando a Série DS3000 A Série DS3000 oferece 3 modelos para diferentes topologias: DS3200 para DAS SAS DS3300 para SAN iSCSI DS3400 para SAN Fibre Channel ou DAS Fibre Channel Até MAIO de 2010 este era o portfolio entry level de Storage IBM

17 Esquemas de Armazenamento Externo de Dados
SAN Rede de Storage (SAN = Storage Area Network) Prós (FC): desempenho, funcionalidades avançadas de gestão e proteção de dados Contras (FC): complexidade e custos Rede da empresa DAS Storage conectado diretamente ao servidor (DAS = Direct Attached Storage) Prós: maior disponibilidade, melhor desempenho e escalabilidade Contras: quantidade limitada de servidores em DAS e compartilhamento da capacidade com multiplos servidores

18 Quick Reference for Interface Options
Interface Type SAS Serial Attached SCSI iSCSI SCSI mapped over TCP/IP FC Fibre channel Performance & Connection Availability Better Good Best IT Expertise to Manage Storage Server experience Network Experience Storage Experience Distance ~ 8 meters Infinite ~ 10,000 meters Cost $ $$$ Server attach 3 for direct attach to System x 14 for BladeCenter® attach Unlimited This table lays out the high-level view of criteria for determining which Interface Options are appropriate for different server environments. This slide can be used by sellers to assist in asking clients questions to determine basic interface types for framing discussions. Qual interface do host escolher?

19 Guia de Vendas de Storage IBM Série DS3000
Inicio Posicione o IBM DS3200: Simplicidade, desempenho e baixo custo através de interface SAS Cliente interessado em DAS? Sim Não Necessário DAS de alto desempenho? Necessário SAN de alto desempenho? Posicione o IBM DS3400: Alto desempenho através da interface Fibre Channel Cliente interessado em SAN Posicione o IBM DS3300: Interconectividade, simplicidade e baixo custo através de interface iSCSI Identificação da oportunidade de Storage A Série DS3000 oferece 3 modelos para diferentes topologias: DS3200 para DAS SAS DS3300 para SAN iSCSI DS3400 para SAN Fibre Channel ou DAS Fibre Channel Use o Guia nesta página para posicionar o modelo mais adequado para as necessidades de seu cliente.

20 DS3000 | DS3500 | DS5020 Posicionamento de Produto
Storage Entry-Level com gerenciamento básico Ideal como primeiro storage ou ambientes menos complexos Excelente performance para pequenas cargas de trabalho DS3500 Storage entry-point com características de midrange Ideal para cargas heterogêneas, virtualização e consolidação de ambientes Gerenciamento avançado com replicação remota (ERM) Lets take a closer look at how each of these storage systems are positioned and their unique value propositions. Starting with the DS This storage system is cost-effectively priced to fit the limited budgets of entry and small to medium organizations. It also offers a very intuitive storage management that is great for entry-level users while still offering a great mount of control. The DS3500 is very well-suited for single or small server direct-attached consolidation implementations and is often the storage of choice for those transitioning from internal direct storage. And on to the new DS The DS3500 is, similar to the DS3000, an affordable storage offering midrange, such as performance and enhanced replication capabilities, as well as scalability. With performance that is ideally-suited for mixed workload, virtualization and consolidation environments, the DS3500 can meet the requirements of a range of organizations. And while intuitive, the DS Storage Management features of the DS3500 bring extra control and functionality to their storage system configuration. And as we scale up to larger organizations, the DS5020 is ideally suited for midrange and larger organization. This FC-bases storage systems offers exceptional IOPs performance that is great for transactional applications such as database and Exchange. And with host interface support for both FC and iSCSI, the DS5020 is ideal for tiered SAN environments supporting both high performance and secondary SAN applications. And for those organizations where performance is of the utmost importance, the DS5020 supports solid state disk drives for the most demanding applications. DS5020 Storage Midrange com tecnologia FC e desempenho excepcional Ideal para ambientes heterogêneos (FC/iSCSI) e tiered storage Suporte a discos SSD de altíssimo desempenho e baixa latência

21 IBM System Storage™ DS3500 6 Gbps SAS-based storage system Benefícios
Storage entry-level de última geração com tecnologia SAS de 6Gbps, mais desempenho, suporte a ambientes com servidores heterogêneos iSCSI/SAS ou FC/SAS, escalabilidade e novas características Storage entry-level com desempenho de midrange, escalabilidade e Replicação Remota (ERM) Eficiência no consumo de energia reduzindo custos Perfeito para soluções Microsoft e VMware Fácil de usar com um software de gerenciamento fácil, intuitivo e seguro Conectividade multi-protocolo com suporte a DAS e SAN Desempenho balanceado ideal para cargas de trabalho heterogëneas e virtualização Mais segurança e proteção dos dados Benefícios Hoje estamos felizes em anunciar, o tão esperado storage entry-level IBM DS3500. Podemos descrevê-lo em poucas palavras como sendo a mais nova geração de storage entry-level com tecnologia SAS de 6 Gbps, entregando desempenho inigualável, conexões simultâneas aos servidores com iSCSI e SAS ou Fibre Channel e SAS, maior escalabilidade e novas características. Nos próximos slides iremos cobrir em detalhes todas as novas features e benefícios do novo DS3500 21

22 DS3500 - Visão Geral Dual-active e controladoras hot-swappable
Quatro portas SAS 6 Gb padrão ( field upgradeable ) podendo adicionar: Quatro portas 6 Gbps SAS Oito portas 8 Gbps FC Oito portas 1 Gbps iSCSI Duas portas SAS 6Gb com suporte para até 96 discos SAS Discos SAS, NL SAS e FDE SAS de alto desempenho Novas gavetas de expansão EXP3512 (2U 12x3.5 HDs) e EXP3524 (2U 24x2.5” HDs) Cache de dados espelhado, protegido por bateria e cache destage 2GB da cache padrão, com disponibilidade para até 4GB IBM DS Storage Manager Software de gerenciamento robusto e intuitivo Espelhamento Remoto via porta FC Garantia de 3 anos, 9x5, Horário Comercial And let’s get into the specification for the DS3500. The DS3500 is a dual active controller storage system. Simplex versions are available, but for high availability, dual controllers are recommended. Each controller includes two native SAS host ports per controller for a total of four in a dual controller configuration. With the addition of two daughter cards, one for each controller, you can add a total of four additional SAS host ports, eight 8Gbps FC ports or eight 1 Gbps iSCSI. In addition, with a dual controller configuration, you have two SAS drive ports which support expansion up to 96 SAS drives. SAS drives supported include high performance SAS, nearline SAS, and full disk encryption SAS drives for data that needs to be secured. The DS3500 takes drive support a step further with support for different drive sizes as we mentioned with support for the EXP3512 which is out 2U twelve 3.5-in drive expansion unit and the EXP3524 a 2U expansion unit that supports up to twenty-four 2.5-in drives. The DS3500 also includes 1 GB of cache standard with an option to upgrade to 2Gb of cache. And this is per controller so with a dual controller configuration, you can upgrade up to 4GB of cache. With dual controller, the cache is mirrored. Cache is also destaged to a flash drive. This is key for extended power outages. When the power goes out, data in cache is automatically written to a flash drive. When power returns, that data is written back to cache within a couple seconds…your data in cache is always safe. Newly introduced to the SAS-based storage systems is a base and enhanced performance, or turbo option. The enhanced turbo option is especially good for bandwidth intensive applications, with 100% MB/s improvement over base performance, such as video streaming as well as consolidation and virtualization projects. The DS3500 controller also includes two Ethernet ports. One for remote, or out-of-band, management and an additional port for support personnel to trouble shoot and diagnose any technical issues. DS3512 (3.5” HDs) DS3524 (2.5” HDs)

23 DS3500 – Flexibilidade e Eficiência
(4) Portas SAS + (4) portas SAS Pode entregar desempenho máximo Excelente para ambientes DAS Consolidação com BladeCenter suporte a boot via storage (4) Portas SAS + (8) portas FC Aumento da conectividade em ambientes heterogêneos Suporte para ambientes DAS e FC SAN Suporte a espelhamento remoto via FC Ideal para VMware e Microsoft Lets now take a look at how each of these host configurations will be well-positioned in your customers environment. And first, as you look to your right, you can see the green bar with “ideal for virtualization and MS applications”. All three of these host connectivity configurations do very well for these applications. The DS3500 can support the performance requirements and consolidated storage which is especially key for virtualization and the movement of the virtual servers across physical servers. So, as we go through each of these host implementations, it is important to remember that they all do well for MS and virtualization. The DS3500 can expand beyond its initial four SAS host ports and add two daughter cards for an additional four SAS host ports. With such a configuration, the DS3500 can deliver great performance with 6Gbps SAS. As we mentioned, it is great for shared DAS and integrated rack solutions for its simplicity and quick deployment. BladeCenter environments will also benefit from SAS connectivity for both their booting and data access requirements. The second optional daughter card to consider is four FC host ports for a total of eight in a redundant configuration. This will add the concurrent connectivity option we discussed. FC can support additional direct attachment of servers or a larger consolidation of FC servers with the addition of a FC switch. An additional benefit of the FC is the DS3500 support for remote mirroring. This allows the DS3500 to work well in business continuity, disaster recovery implementation. The DS3500 remote mirroring across FC host ports is also compatible with this same feature on the DS4000 and DS35000 series of storage systems. And finally, iSCSI host ports, also add the concurrent connectivity option. With iSCSI, organization can take advantage of this simple and low cost interface to configure an IP SAN implementation. This interface is great for supporting secondary storage which does not require the high performance of SAS or FC. For these applications, the iSCSI interface provides adequate performance at a very low price point. (4) Portas SAS + (8) portas iSCSI Aumento da conectividade em ambientes heterogêneos Solução de baixo custo ideal para ambientes secundários Suporte a SAN via IP

24 Controller Views with Optional Daughter Cards
DS3500 – With optional SAS host card DS3500 – With optional FC host card As the daughter card is installed, you can see the additional host connections on the right side of each controller. Installing the daughter card is an off-line process. DS3500 – With optional iSCSI host card

25 DS Consolidação Suporte Multi-protocolo provê flexibilidade na consolidação, melhora a eficiência e reduz custos Conexões aos servidores iSCSI/SAS ou FC/SAS A interface certa para cada tipo de I/O Diversos aplicativos e demandas em um mesmo storage Secundario Servidores Dispersos 1 Gbps iSCSI SAN Servidores Locais de Produção ou Blade Center 6Gb SAS Primario Servidores Dispersos 8 Gbps FC SAN Servidores Locais de Produção ou Blade Center 6Gb SAS O DS3500 veio para atender à crescente demanda por virtualização com suporte multi-protocolo. Conforme dito anteriormente o DS3500 vem por padrão com duas interfaces SAS por controladora num total de quatro portas SAS de 6Gbps. Com o acréscimo de placas adicionais o DS3500 pode suportar duas portas SAS em conjunto com quatro portas iSCSI ou quatro portas Fibre Channel por controladora. Como podemos ver na figura a esquerda, podemos suportar ao mesmo tempo ambientes secundários em iSCSI e ambientes de altíssimo desempenho ou servidores em lâmina com SAS. Tudo em um único storage. Em outro exemplo as mesmas portas SAS suportando servidores locais e interfaces FC 8Gbps servindo aplicativos Tier 1 de altíssimo desempenho. Com isso o cliente não fica limitado a escolha de uma interface. Antes quando o cliente tinha uma nova demanda fosse ela de desempenho ou escalabilidade, se fazia necessária a compra de um novo storage. Agora basta apenas adiicionar interfaces quando necessário. Tudo isso se resume em eficiência e economia ou melhor: adiar gastos desnecessários e o novo DS3500 atende a essas demandas de uma maneira eficiente.

26 $ DS3500 – Tiered Storage Intermix de gavetas EXP3512 e EXP3524
Aplicações heterogêneas precisam de ambientes flexíveis e que proporcionem econômia de energia com o mínimo de investimento Intermix de gavetas EXP3512 e EXP3524 Discos de 2.5” para aplicativos IOPS-intensivo Discos de 3.5” para aplicativos secundários ( baixo custo) Intermix de discos na mesma gaveta SAS, NL SAS e FDE SAS Intermix de discos e gavetas permite criarmos o ambiente adequado às necessidades dos nossos clientes, aliando preço e desempenho. EXP3512 (3.5-in drives) 15K SAS Tier 1 7.2K NL SAS Tier 2 SAS FDE Security Drive type and RAID level intermix is another value proposition that is also currently enjoyed by DS3000 customers. However, the drive type support is now enhanced with additional drive types and enclosure intermix. This intermix support allows for multiple applications to leverage a single DS3500 as well as allows for energy savings and reduced hardware investment. The DS3500 can support high performance SAS and nearline SAS – which may be a new term for some and is the new replacement for SATA which is offered at a comparable cost with improved performance. Also available is Full Disk Encryption SAS drives which secures data at rest. Full disk encryption and securing data is becoming more and more important and it is not just for the enterprise. Any organization that has a customer’s credit card information or medical records, for example, is responsible for securing that data and FDE SAS drives can support this effort. In addition, the DS3500 can support up to inch drives in a 2U enclosure with the EXP3512 or up to inch drive in a 2U enclosure with the EXP Best of all, both enclosures can be intermixed behind a DS3500 allowing the widest array of drive type and size support and meeting an organization’s application, capacity, security as well as power consumption requirements. As you can see in the example to the right, a user may utilize 15K 3.5-in SAS drives for their Tier 1 data, nearline SAS drives for their Tier 2 static data, and FDE SAS drives for customer personal and confidential data. They also might want the highest IOPs per watt for their additional Tier 1 data and may opt for a 15K 2.5-in drive which is also available with full disk encryption. EXP3524 (2.5-in drives) Tier 1 IOPs-Intensive Energy Efficient 2.5” 15K SAS $ 2.5” 15K SAS FDE

27 Tecnologia de discos Opções de discos: Discos 3.5” :
15k RPM SAS: 300GB; 450GB; 600GB; 600GB (Self Encryption) 7.2k RPM Nearline: 1TB; 2TB Discos 2.5” : 15k RPM SAS: 146GB 10k RPM SAS: 300GB; 300GB (Self Encryption) 7.2k RPM Nearline: 500GB Discos Nearline SAS: Redução no custo geral do storage Não necessita de interposer como nos discos SATA Preço compatível com os discos SATA Na média os preços são apenas 3-4% maiores Desempenho superior aos discos SATA Sequencial: Desempenho 25% maior em leitura e 140% em escrita Randômico: Desempenho 15% maior em leitura e 20% em escrita Economia de 30% IOPs/watt em comparação com discos SATA (Seagate datasheet) Nearline SAS drives, or FAT SAS drives, are relatively new to the market place and our making headway as a replacement to SATA drives which were primarily reserved for secondary data. Nearline SAS drives provide the same high capacity and low cost of SATA drives. At only about 3-4% more in cost, nearline SAS drives are offered at the same capacity. Where nearline SAS prevails over SATA is in performance and power. Nearline SAS provides improvements in sequential reads and random reads and writes. Sequential writes is where you really see a substantial improvement of SATA with a 140 improvement in sequential writes. Another benefit of nearline SAS its great performance to power story as it delivers up to 38% the IOPs per Watt over SATA drives. So for every IOP of performance, nearline SAS drives require less power. As the drive is typically the largest consumer of power within a storage system, the 2600 with nearline SAS drives can provide significant cost savings over storage systems housing SATA drives. The DS3500 supports nearline SAS drives in both the 3.5-in and 2.5-in form factor.

28 DS3000 / DS3500 Comparison Dual-controller system (unless noted) D S D S Core technology 3 Gbps SAS 6 Gbps SAS Host interfaces options Two / Six 3 Gbps SAS; or Four 4 Gbps FC; or Four 1 Gbps iSCSI Four / Eight 6 Gbps SAS; or Eight 4 Gbps FC and four 3 Gbps SAS; or Eight 1 Gbps iSCSI and four 3 Gbps SAS Redundant drive channels Two 3 Gb SAS Two 6 Gb SAS Max drives and type 48 SAS / SATA 96 SAS / FDE-SAS / NL-SAS Drive enclosures 3.5-in drives in 12-drive enclosure 3.5-in drive in 12-drive enclosure 2.5-in drives in 24-drive enclosure Data cache Up to 1 GB per controllers 1 or 2 GB per controller Cache IOPS 103,000 IOPS 200,000 IOPS Disk Read IOPS 21,000 IOPS 50,000 IOPS Disk Read MB/s 940 MB/s 1,600 MB/s Premium features Partitioning (32) FlashCopy (8) VolumeCopy Partitioning (64) Remote Volume Mirroring (FC-only) Taking a quick look at the specifications of the DS4700 and DS5020 Express, you’ll see significant improvements throughout. While the max host ports (8) and drives (112) are the same, the DS5020 Express’s 8 Gbps interfaces and support for 1 Gbps iSCSI give it the connectivity advantage. And the DS5020 Express’s support for self-encrypting drives (also referred to as FDE for full disk encryption) again provide an clear advantage. The controller architecture is where we get our performance gains. It has a 80% faster processor and 300% faster busses. The two items are key contributors to the DS5020 Express’s performance advantages that are up to 67% higher.

29 Specification Comparison
Dual-controller system DS5020 DS3500 Host interface Four 8 Gbps FC Four additional optional interfaces – 8 Gbps FC or 1 Gbps iSCSI Four or eight 6 Gbps SAS Eight 8 Gbps FC and four 6 Gbps SAS Eight 1 Gbps iSCSI and four 6 Gbps SAS Redundant drive channels Four 4 Gbps FC Two 6 Gbps SAS Drive enclosure 16-drive (3.5-in) 3U 12-drive (3.5-in) 2U 24-drive (2.5-in) 2U Max drives 112 96 Drives supported FC,SATA, FDE SAS, NL SAS, FDE* XOR engine Integrated XOR / P+Q Dual Ethernet Yes Data cache / memory 2 or 4 GB This slide provides a side-by-side comparison of the DS3000, DS3950 and DS3500 so you can help differentiate the products from a more technical perspective. * Two drive options – 600GB SAS FDE (3.5-in) or 300GB SAS FDE (2.5-in)

30 DS3500 – Integração total entre storage e servidores
Soluções IBM de servidores e storage integrados Amplamente testado e integrado com servidores IBM System X, BladeCenter e Power Systems Compatibilidade total – integração, confiabilidade e segurança Suporte a 2 BladeCenters com o modulo de conectividade SAS Conexão para até 28 Blades em 2 IBM BladeCenters na configuração padrão Suporte a boot via storage Implementação rápida e transparente de servidores e storage Integrado com IBM Systems Director Solução de gerenciamento multi-plataforma Financiamento flexível através da IBM Global Financing Suporte e garantia única Another unique value proposition we want to highlight and bring to the forefront more often is IBM’s ability to deliver a highly integrated IBM server and storage solution. As the DS3500 is a high volume channel offering, we want to see it go out with every System x, BladeCenter or Power Systems server sale. The DS3500 has been fully tested and integrated with these servers and what that does is create numerous benefits. This include s worry-free compatibility. You do not have to cross your fingers and hope for the best, you know the two devices are going to work seamlessly together. And as they work seamlessly together, you can ensure that implementation of both the server and the DS3500 will require minimal time and without issue. The DS3500 can also be integrated into the optional IBM System Director multi-platform management solution which provides overall, like an umbrella, management of multiple servers and the DS3500 providing a centralized management tool of an organization’s infrastructure. And by purchasing both server and storage systems from a single provider, you can achieve additional cost benefits as well. This includes flexible purchasing through IBM Global financing as well a single warranty and support provider. When it comes to purchasing and support for your solution, you have a single source…IBM. <Shown 3850 M2, JS12, 3200 M2>

31 DS3500 – Gerenciamento Centralizado
Software de gerenciamento robusto e intuitivo com gerenciamento centralizado, garantindo proteção de investimento e replicação remota Novo DS Storage Manager - Melhor e mais poderoso Interface comum entre as séries DS5000, DS4000 e DS3500 Menor curva de aprendizado Gerenciamento centralizado de multiplos storages Replicação Remota, consolidação, segurança e tarefas dinâmicas Visão física do Storage Espelhamento remoto através das portas FC Compatível com DS5000 e DS4000 And the DS3500 is the first entry storage system to be offered with DS Storage Manager software. The DS Storage Manager combines the simplicity of the DS3000 Storage Manager and the robustness and power of the DS Storage Manager previously only reserved for the DS5000 and DS The DS Storage Manager is both intuitive but does not sacrifice storage system control. In addition, the mirroring feature across fibre channel host ports bring investment protection and new backup and recovery capabilities. With the DS5000, DS4000 and DS3000 all sharing a common interface, efficiencies are gained with a reduced learning curve for your customers who may already have a DS5000 or DS4000 and are familiar with the DS Storage Manager. In addition, with centralized management, multiple storage systems can be efficiently viewed and opened from a single window called the Enterprise Management Window, or the EMW. The DS Storage Manager also touts increased replication granularity with support for more FlashCopy images, enhanced consolidation with more partitions, security with local key management of FDE drives and now all the dynamic tasks are available via the User Interface instead of the command line interface, or CLI. A new enhancement is the logical and physical view tab which provides an actual physical depiction of the storage system configuration. From this view you can view the drives, enclosures and controller status as well as which volume groups are associated which drives. This provides a less abstract and more logical view of the storage configuration. And the highly anticipated remote mirroring is now available across FC host ports. In addition, this feature is compatible with the remote mirroring feature available with the DS5000 and DS This provides investment protection by supporting this existing feature and avoiding additional mirroring purchases. Enhanced mirroring on the DS3500 would do very well as a backup and recovery implementation at the secondary site and the mirroring taking place with a DS5000 or DS4000 taking place at the corporate data center.

32 Recursos de Vendas

33 Resources to Help You Sell
Product information Internal link to the DS3000 Sales Kit: External link to PartnerWorld: Support Support pages for all IBM System Storage disk storage systems: www-1.ibm.com/servers/storage/support/disk/ IBM publications IBM publications center: Configuration assistance COG - Configurations and Options Guide

34 Resources to Help You Sell (cont’d)
SAN support Information regarding SAN switches, including links to user guides and other documents: Premium feature activation Enable a premium feature on a DS3000 storage system by using the online tool: Product information Internal link to the DS3500 Sales Kit: External link to DS3500 PartnerWorld: https://www.ibm.com/partnerworld/wps/servlet/ContentHandler/CF_7757USEN

35 Your one stop shop for all DS3500 collateral! www.ibmdsseries.com
DS Series Portal - Your one stop shop for all DS3500 collateral! Just register one time and you will have access to all IBM DS5000, DS4000 and DS3500 presentations, sales tools and DS Storage Manager simulators at the tip of your fingertips!

36 DS Storage Manager Simulator
Let your customer experience first-hand the control and ease of the DS Storage Manager Effectively sell the “ease of use” to manage more with less Onsite selling tool Utilize automated tools for quick to demonstrate quick setup and configuration Show customer application environment Simulate customer environment with custom configurations

37 Compete Tools

38 Download the IBM System Storage Product Guide A quick reference for all IBM System Storage solution products Detalhes do portfolio This guide is an excellent resource for all the System Storage products that are available. The System Storage Product Guide is a great resource for looking up the details on the storage products. This should be readily available in your sales bag. Download it now.

39 Mercado Alvo/Aplicações
Interfaces Série DS3000 Benefícios Mercado Alvo/Aplicações Soluções integradas em rack Data centers pequenos Consolidação de poucos servidores Virtualização e aplicativos Microsoft Conexões DAS Simplicidade Desempenho SAS Pequenas redes SAN Sites remotos e departamentais Consolidação de servidores Tier 2 Demandas moderadas de tráfego Virtualização e aplicativos Microsoft Rede de baixo custo Amplamente utilizada Longo alcance iSCSI Redes FC SAN existentes Midrange/enterprise data centers Implementações de Backup e Recovery Tráfego de dados intenso Virtualização e aplicativos Microsoft Consolidada e madura Desempenho e confiabilidade Proteção de investimento FC

40 Sales Kits Storage Devices Demonstrating the value Sales Kit
3/30/2017 Sales Kits Explorem os links Storage Devices Demonstrating the value (internal) Sales Kit Case Study (client ready) Demand Generation Resources DS5000 DS5020/DS HS22 + VMware DS5000 IBM, BP DS5020 IBM, BP DS3950 IBM, BP IDEA Protect More, Store Less (Competitive Play) DS3000 DS Storage Manager Simulator DS3000 IBM, BP Northwest Radiology How to Sell and Make Money with DS3k N3000 N Series + VMware N Series IBM, BP N IBM, BP N 3000 Express IBM, BP Banco ABC Brasil N series Sales Tactics LTO LTO and the Mid-Market Tape IBM, BP TS2240 IBM, BP Ahlers Group Storage Sales Tactics This slide provides Hot-Links for both IBM and BP’s for the different levels of information on IBM Storage product lines. 40 40


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