6th Tools That Help You Sell Storage Presentation 2012 10 04

© 2011 IBM Corporation

All statements in this presentation regarding IBM's future direction and intent are subject to change or withdrawal without notice, and represent goals and objectives only.

An Introduction to the IBM Tools to aid you in selling Storage

Terry [email protected]


All statements regarding IBM's future direction and intent are subject to change or withdrawal without notice, and represent goals and objectives only.

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Official Technical Sales Support - What to use when?

COMP

► I want to attack an EMC VNX account, where are the weaknesses ? More...

► My account is attacked by Oracle Exadata, how to defend our base ? Mail

Techline

► "Do we support EMC Powerpath in parallel with XIV drivers during migration?"

TechDocs (tech!)

► Did somebody already resolve that compatibility issue I'm stuck with? More...

European Storage Competence Center (for EMEA)

► "Can we prove to the client that this combination actually works ?" More...

► "Can you help me design an appropriately performing configuration?"

► "Can I bring my customer to a design workshop & proof-of-concept?"

GUI Demo, raise customer faith in IBM's products Mor MMMe



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Unofficial Technical Sales Support

DiskCore mailing list subscribe

► "Did anyone in EMEA implement a stretched SVC using Dell & HP storage?"

► "Is there some field experience with code level 6.3.0.1 ? Any early references?

Cattail archives (IBM w3) w3

► Are there re-usable Powerpoint slides about Solid State Storage?

► Where do I find a neutral portfolio overview, or hints & tips?

► How do I find the thought leaders for topic XY?

Subscribe to Diskcore: email to [email protected] with only the word subscribe in the body of the email.

To browse Cattail, go to http://cattail.boulder.ibm.com/cattail/ (or straight to http://cattail.boulder.ibm.com/cattail/#[email protected] :-)



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•Presales tools in detail•Presales tools in detail



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COMP: CompeteCenter (worldwide resource)

Write question, ask for help: [email protected]

More: http://w3.ibm.com/sales/competition/

Storage Sales Tool

► https://w3-03.ibm.com/sales/competition/compdlib.nsf/SearchView/4F68C0CF2311C10D002573720020B21B?Opendocument

► Demo: M

Compete Kits

► https://w3-03.ibm.com/sales/competition/compdlib.nsf/searchview?SearchView&Query=(field+consultant+contains+IBM+Techline+CompeteCenter)+and+(field+doctitle+contains+compete+kit)&SearchOrder=4



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Techline: Technical Sales Support (IOT level)

Write question► http://w3-03.ibm.com/support/techline/eu/trg/form.html

Library / knowledge repository► http://techlinelinuxshare.greenock.uk.ibm.com/

Service Offering

Description

System Design & Configuration

Techline specialists will consult with you and your client on product or solution information, alternatives, and compatibility. Techline will design and configure a technically sound IBM server, storage, software solution (including IBM software licensing), or integrated multi-brand solution. Deliverables include system design recommendations and alternatives, and order-ready configurations.

Competitive Assessment

Techline specialists provide expertise on STG competitive products and solutions. Deliverables include product or solution comparisons, competitive pricing, sales presentations and total cost of acquisition tools.

Design Assessment

Techline specialists perform IT Optimization analysis and studies, for servers and storage, that address topics such as virtualization, server consolidation, capacity planning, TCO (Total Cost of Operations), and capacity performance analysis for ISV applications.

ISV Sizing Using the latest sizing information and tools available, Techline Sizing Specialists analyze your client's requirements and project the resources needed for their ISV application. The results are provided in a high quality client deliverable. Techline ISV Sizing specialists also advise you and your client in making platform deployment decisions. Sizing services for ISV Software are available for select SAP, Oracle, and Cross Industry applications.

To expedite your request for Techline ISV Sizing support, after submitting this form, select and complete the appropriate ISV Sizing Questionnaire.

IBM Software Sizing

Using the latest sizing information and tools available, Techline Sizing Specialists analyze your client's requirements and project the resources needed for their IBM Software implementation, including virtualized environments under PowerVM or VMWare. The results are provided in a high quality client deliverable. Techline Software Sizing specialists also advise you and your client in making platform deployment decisions. Sizing services for IBM Software are available for select Business Analytics, Industry Solutions, Information Management, Lotus, Rational, Tivoli and WebSphere brand products.

Services Support

Techline Specialists support GTS Service Product Lines (SPLs) for Internet Security Systems (ISS) / Tivoli Security. Expert pre-sale technical support for these GTS SPLs includes product positioning, solution design, RFP technical assistance, remote demonstrations, configuration support and enablement, Statements of Work, intellectual capital and Quick Proposal templates.



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Techline Sasha: Sametime Access Services Help Agent

•Techline have recently piloted a new service called Sasha (Sametime Access Services Help Agent). Sasha is available only to IBM sellers based in Europe, and offers access from your Sametime buddy list where you can instantly chat with a

specialist, search the Techline knowledge base, update or check the status of any of your existing requests!

Sasha will also allow the submission of new service requests via Sametime, and gives you a convenient additional way to submit this request, especially if it can't be routed live to a specialist for whatever reason (this is also very handy from mobile

devices).

Access to Techline specialists via skills group based queues (similar to phone ‘hunt’ groups) Integration with CRM Siebel with automated creation of service requests Drive intellectual capital re-use by offering search function via Sametime

Integration with Bluepages (for Sellers’ details) ans Bluegroups (to manage ‘hunt’ groups) Ability to submit a SR to CRM Siebel (similar to the web based TRG, but in a Sametime session)

To use, simply start a chat with Techline Sasha



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TechDocs: Worldwide knowledge library - IBM internal

Browse the library► http://w3-03.ibm.com/support/techdocs/atsmastr.nsf/Web/TD-ByDate

Browse related to special keyword / product► http://w3-03.ibm.com/support/techdocs/atsmastr.nsf/WebDocs/?Search&Query=[Var_Platfor

m=1009]&SearchOrder=1&AdvPage=AdvSearch



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Learn a basic demo of a product GUI !

Raising faith in a product's functionality is 50% of the sales success

1. WWW-based GUI access for Business Partners and IBM’ers

► Reserve your private physical machine for 1 day

► DS3000/5000, Storwize V7000, DS8000, SVC, N series, SONAS, TPChttps://www-927.ibm.com/servers/eserver/storageplaza/BERT.nsf/solutions

2. Quick GUI access for IBMers without reservation

► PureSystem, storage systems, System Software

► Learning videos

► Registration + OpenVPN installation required https://www-03.ibm.com/quickr/storagedemonstrationscenter



SSIC

http://www-03.ibm.com/systems/support/storage/ssic/interoperability.wss

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•Implementation & support help•Implementation & support help



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Submitting special support requests (SCORE/RPQ)

SCORE = Solution for Compliance in a Regulated Environment

► Standardized process for all STG & SWG products

Will be granted if a solution is "known to work under conditions"

Business Partners: Please ask your IBM contact

Give your request enough punch, so that it stands out! Somebody will need to decide whether the benefit is worth the additional effort

•View SCORE: http://www.ibm.com/support/entry/portal/Overview/Software/Other_Software/Solution_for_Compliance_in_a_Regulated_Environment_(SCORE)

•Submit SCORE: http://iprod.tucson.ibm.com/systems/support/storage/ssic/interoperability.wss



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Proof of concept & implementation help

•Client Care Complaint

Management•Technical Enablement

•Development Test Support

•Product Demos •Proof of Concept

•Customized Workshops

•Solution Design & Consulting Support

•Post-Sales Product Support

•Client Tailored Service

•Consulting Services

•Health Check Services

•Integration Services

•Migration Services

•Software Services

•Client Workshops

•Technical Advisor Services

EMEA http://escc.mainz.de.ibm.com

•Quick access alias http://ibmurl.hursley.ibm.com/2J01



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Free StorageCare client implementation service

• 40 hours on-site implementation for free (Q2…Q4 2012)

• StorageCare is a post-sales Storage Services funding program for qualifying products (SONAS, Storwize V7000 Unified, ProtecTIER & Real-Time Compression Appliance) to support sales

closing and ensure proper installation. STG Lab Services experts will deliver 40 hours of service plus max. 8 hours travel for product implementation or data migration at no charge to the customer, although within a

formal contract.

1. Must be FIRST installation of qualifying product in an account (limited to one)2. Service delivery must complete within 3 months of qualifying product delivery

3. Siebel opportunity number required at nomination

•Send nominations to your regional Storage Brand Sales contact:

•GMUs• Storwize V7000 Unified Jason Birkett/United Arab Emirates/IBM

• SONAS Cher Kion Chai/Singapore/IBM• ProtecTIER & RtCA Cuneyt Mert Baki/United Arab Emirates/IBM



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•Take-away resources•Take-away resources



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iPhone App ibm.com/systems/storage/resource/mobileapp/

•STG portfolio

•Speeds & feeds

•Contacts

•Success stories

•Anecdotes

•Hints & Tips

http://www.youtube.com/watch?v=2_9aCDNBif0



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Mobile App ibmstgsalesinfo.com (public access for IBM & BP)

•Launch•or "share"

•Launch•or "share"

•Links to PDF+•PPT on w3 &•PartnerWorld

•Links to PDF+•PPT on w3 &•PartnerWorld



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System Storage Product Guide 24-page distributable PDF

•http://www.ibm.com/common/ssi/cgi-bin/ssialias?subtype=RG&infotype=PM&htmlfid=TSO00364USEN&attachment=TSO00364USEN.PDF



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Storage Asset Finder (good old Excel collection)

Business Partnershttp://www.ibm.com/partnerworld/wps/servlet/ContentHandler/SGDN381075O28640D66

IBMershttps://w3-03.sso.ibm.com/sales/support/ShowDoc.wss?docid=SGDN381075O28640D66

Storage Asset Finder OverviewThis spreadsheet is intended to help in locating Storage assets that have been in market since October 2011.

It includes Internal, Partner, and External links as appropriate. You only need to point and click on the link to be directed to the appropriate asset.

Generally, it is organized by disk (large to small), tape (large to small), and solutions within each tab. You can use the pull down (grey box on 3C) to find assets specific to a product.

•…frequently updated



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•Other places to show clients•Other places to show clients



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ibmquicklinks.com



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PubLib: Online user's guides about IBM products

Demonstrate openness to interested customers: no pitfalls► http://publib.boulder.ibm.com/infocenter/sonasic/sonas1ic/index.jsp /

All IBM STG and SWG products

Has good search capabilities► e.g. http://publib.boulder.ibm.com/infocenter/tsminfo/v6r2/index.jsp



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IBM.com/support: Customized experience

Demonstrate ease-of-use :► http://ibm.com/support/

Page will remember my system(s)

Easy to find download archives(host kits, fixes, XIV GUI, etc.)

•remembers•my systems



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•Miscellaneous•Miscellaneous



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IBM Software Support: SWAN

Ask Questions (w3)► http://w3-103.ibm.com/software/xl/swan/xlswan.nsf/search.xsp?product=istorageflashcopymanager

•Automatically redirects to a subject matter expert.



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Competitive Sales Special Incentives (HP, Oracle…)Find the persons in charge, e.g.

HP Crusher Incentive

10% Target Incentive Challenge to sellers on quota-based Sales Plans, and a 10% TI Incremental Incentive to sellers on Absolute Sales Plans, to be awarded to any seller who brings in a new HP competitive deal worth $500K or more, and closes it between now and Sept. 30. Contact Jennifer Van Cise/Armonk/IBM for additional details or questions.

Refuse to Lose

The Refuse to Lose program assigns Top Technical resources to help progress deals. They'll prioritize these competitive opportunities so you can engage earlier and close business faster. Go to global TechXpress to submit a Rapid Response Team engagement request for your qualified pre-sales STG opportunity and select "Global Refuse to Lose STG Tech Sales." Contact Gel Hall/Dallas/IBM or Brian Sanchez/Atlanta/IBM for additional details.

Even when a special incentive program has expired, the contact person might still be in charge of a new competitive program. Ask!

Documents

6th Tools That Help You Sell Storage Presentation 2012 10 04