Discover IBM LTO 6 Tape Solutions

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Discover IBM LTO 6 Tape Solutions

Large capacity, high performance tape

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Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape 2

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Discover IBM LTO 6 Tape Solutions Welcome to Discover IBM LTO 6 Tape Solutions module. In this module you will learn how IBM LTO 6 provides long-term backup and archive storage data protection while lowering overall storage costs. With IBM LTO Tape Solutions, your clients will have high capacity to store their data, they will be able to find their data faster and put it to work sooner, plus they will also have the advantages from IBM Data Protection and Retention solutions. Linear Tape File System software, in conjunction with LTO 6 tape, sets a new standard for ease of use and portability for open systems tape storage. Make sure you navigate through all the screens so that you are able to successfully complete the quiz for this module. To qualify for KYI points or promotions associated with the module you must complete the quiz within three attempts before the deadline. If you do not successfully complete the quiz within three attempts before the deadline then unfortunately you do not qualify for KYI points or promotions associated with the module.



Introduction The market now demands lasting, affordable, reliable, open-standard green solutions. Organizations build dynamic infrastructures with cost-effective technologies to ensure data protection and retention. Thanks to IBM Linear Tape-Open (LTO) and its latest generation, tape continues to be one of the most cost-effective, flexible and scalable media for high-capacity storage backup and long term retention. By the end of this module you will be able to: Know IBM LTO 6 Tape Solutions

• Recognize the IBM LTO 6 main features • Identify the benefits of IBM LTO 6 • List the IBM LTO 6 portfolio

Sell IBM LTO 6 Tape Solutions

• Identify the sales process steps • List the target clients and their business needs • Identify the customer pain points • Explain the IBM LTO 6 value proposition • Describe the advantages of IBM LTO 6 • List the LTO 6 main competitors • Explain how IBM LTO 6 contributes to Smarter Planet • Identify the top challenges to selling IBM LTO 6 Tape Solutions • Identify the sales opportunities



Menu Know IBM LTO 6 Tape Solutions Visit this section to have an overview of IBM LTO 6 Tape Solutions.

• Large capacity, high performance tape supporting Data Protection and Retention

• IBM LTO 6 key features • Client benefits of IBM LTO 6 • IBM Tape Systems Portfolio

Sell IBM LTO 6 Tape Solutions Visit this section to learn about IBM LTO 6 Tape Solutions selling process and opportunities.

• Sales steps you need to follow • Target customers and business needs • Customer pain points • IBM LTO 6 value proposition • Deal with customers objections • IBM LTO competitive differentiators • Smarter Storage for a Smarter Planet • A sales Conversation example • Handle a sales conversation • Conclusion



Know IBM LTO 6 Solutions



Know IBM LTO 6 Tape Solutions Large capacity, high performance tape supporting Data Protection and Retention Introducing the new IBM LTO generation 6 technology with up to 100 percent more capacity and up to 40% faster performance. LTO-6 used with the IBM Linear Tape File System allows access to all of the data in a cartridge as if it were on disk, providing ease of use and portability for open systems tape storage. Simplicity IBM LTO 6 and IBM Linear Tape File System solutions simplify direct access and management of selected tape drives and tape libraries and their data. Advanced system IBM LTO 6 technology incorporates the IBM Linear Tape File System format standard for reading, writing and exchanging descriptive metadata on certified tape cartridges. Intuitive search IBM Linear Tape File System offers tag files with any text, allowing for more intuitive searches of cartridge, drive and library content.



Know IBM LTO 6 Tape Solutions IBM LTO 6 key features IBM Linear Tape File System sets a new standard for ease of use and portability for open systems tape storage. It provides a basic read and write interface to the tape library for applications without any additional operating systems and enables optimal utilization of tape and library resources. It also features 1:1 mapping of tape cartridges to file folders and tape libraries. The Linear Tape File System eliminates the need for additional tape management and software to access data. IBM Linear Tape File System

Graphical User Interface

Helps reduce complexity by enabling an icon-based view of the tape library, including tape cartridges and files, using the OS file manager.

Standalone

Helps reduce costs as it does not require any additional tape management software or utilities.

OS file system API utilization

Simplifies storing data on tape cartridges by providing a basic read and write interface to the tape library for applications without any additional OS enhancements, plug-ins, service packs or similar requirements.

Mountless cartridge inquiry

Once the tape library is inventoried, this eliminates the need to remount tape cartridges to retrieve content index data or basic cartridge information such as volume name or serial number –speeding access.

OS browser interface

Helps reduce complexity by enabling an icon-based directory tree view of IBM System Storage TS3500, TS3310, TS3100/3200 and TS2900 libraries displaying tape cartridges and files by using the OS GUI.



Know IBM LTO 6 Tape Solutions Client benefit of IBM LTO 6 The IBM LTO 6 tape drive is an excellent tape storage solution for organizations requiring backup and low-cost, archival storage of data. The LTO 6 available in full and half height models offers more capacity than the full height LTO-5 tape drive in less space. It also provides a physical storage capacity of up to 6.25 TB1 (with 2.5:1 compression). The data transfer performance has increased over the previous LTO generation with a transfer rate of up to 160 MBps with 6 Gbps SAS interface connectivity. It also offers two SAS and one Ethernet port per drive to improve availability.

Reduce cost

IBM LTO 6 helps reduce cost • Stores over two times more compressed data

on a tape cartridge than LTO-5 • Is 30 % more energy efficient than LTO-5

Reduce backup and restore times

IBM LTO 6 helps red uce backup and restore times

• Allows 40% faster backups and restores • Improves data management and access • Faster throughput drives and increased data

buffer size

Operational benefits

IBM LTO 6 operational benefits • Provides the performance to meet today's

and future requirements • Provides the capacity to reduce the size and

complexity of the tape environment

Address compliance requirements

IBM LTO 6 helps address compliance requirements Continued WORM and Encryption capability.

Outstanding investment protection

IBM LTO 6 provides outstanding investment protection Read and write capability with LTO-5 and read capability with LTO-4 cartridges helps protect current media investments.



Know IBM LTO 6 Tape Solutions IBM Tape Systems Portfolio IBM offers a comprehensive line of tape storage options for open systems clients with tape drive and automation offerings ideal for backup, save, restore and archival data storage needs of a wide range of small systems. To midsize businesses, Linear Tape-Open (LTO) means providing high quality service at an economical price.

Entry Level Tape Drives Entry Level Tape Libraries

Midrange Tape Libraries

TS2340 TS2350 TS2360

TS2240/TS2250 TS2260

TS3200 TS3100 TS2900

TS3500

TS3310

Tape Automation

TS2900 The IBM System Storage TS2900 Tape Autoloader Express is designed for entry-level automated backup for rack system and small to midsize business environments. With a low-profile, high-density storage capacity, the TS2900 is ideally suited for backup and archival operations. The TS2900 is available with half-height LTO Ultrium 6, 5 or 4 tape technology for a high-capacity, entry-priced tape storage solution.

TS3100 The IBM System Storage TS3100 Tape Library Express Model and its storage management applications are designed to exceed your capacity, performance, data protection, reliability, affordability and application requirements. With 1-2 drives and LTO Ultrium 6 data capacities up to 150 with 2.5:1 compression (up to 60 TB native), the TS3100 is designed as a functionally rich, entry-level tape-storage solution incorporating LTO tape technology.

TS3200 The IBM System Storage TS3200 Tape Library



Express Mode l leverages the latest generation of LTO technology to help cost-effectively handle growing storage requirements. With 1 - 4 drives and LTO Ultrium 6 data capacities up to 300 TB with 2.5:1 compression (up to 120 TB native), it is designed to address capacity, performance, data protection, reliability, affordability and application requirements.

TS3310 The IBM System Storage TS3310 Tape Library is a modular, scalable tape library designed to address the tape storage needs of rapidly growing companies. With up to 18 Linear Tape-Open (LTO) Ultrium tape drives (max two drives for the base model L5B library) and a maximum system capacity (2.5:1 compression) of up to 2.5 PB in a 41U configuration or 256.25 TB in model L5B base library, the TS3310 offers simple, rapid expansion as processing needs grow.

TS3500 The IBM System Storage TS3500 Tape Library is designed to provide a highly-scalable, automated tape library for mainframe and open systems backup and archive that can scale from midsize to large enterprise environments. With up to 12 drives per frame and 192 per library string, and a capacity of LTO Ultrium 6 cartridges of up to 50 PB per library (up to 125 PB with 2.5:1 compression), the TS3500 continues to lead the industry in tape drive integration.

Tape Drives LTO 6 The IBM Linear Tape -Open (LTO) Ultrium 6 Fu ll High Tape Drive is designed to help organizations manage explosive data growth, sustain rapid, reliable access to data, and ensure business resilience. The sixth generation of LTO Ultrium tape drives delivers 2.5 TB native capacity and 576 GB/hour (160 MBps) native data transfer rate to provide fast data backup and recovery and reduce the disruption from a major data loss or outage. The LTO Ultrium 6 Full High Tape Drive offers up to 6.25 TB of compressed data cartridge capacity for even greater efficiency and performance.

LTO Media IBM LTO Ultrium 4 800 GB Data Cartridge and IBM LTO Ultrium 5 1.5 TB Data Cartridge IBM is delivering high-capacity LTO Generation 4 and 5 media that provides clients the ability to meet the demanding growth in data storage. The increase in cartridge capacity helps reduce the amount of equipment, space and human intervention required for daily tape operations. In addition, it reduces the number of cartridges needed for backup and restore operations and helps to lower operational costs throughout the enterprise.



Sell IBM LTO 6 Tape Solutions



Sell IBM LTO 6 Tape Solutions Sales steps you need to follow Learn to identify the different steps of the sales process and what is expected from you at each stage.

Prospecting

Your search for (new) customers • Look for opportunities in your existing install

base • How to deal with objections and leave the door

open for future sales • Introduce yourself, state your purpose, qualify,

plan next steps

Finding Customer Pains

Becoming a Sales Consultant • Understand customer needs • Identify problems your products, services and

financing can solve • Understand competition • Help your customer understand the business

implications of the problem and move from problem awareness to solution commitment

Qualifying the Customer

How to avoid wasting your valuable time in chasing prospects who will never become customers

• Make sure the solution solves the customer's problem

• Find out if the customer sees the value of your product

• Confirm that the customer has the budget to purchase and determine if ready to purchase

• Talk to the right person, who can make a buying decision

Closing the sale

Basic pointers to winning • Close from the beginning • Recognize when potential customers are ready

to buy • Note that free trials often lead directly to sales • Choose from the IBM portfolio of migration or

consolidation assessment tools and incentive offerings to open doors with customers and progress deals



Sell IBM LTO 6 Tape Solutions Target customers and business needs At the prospecting phase, you need to consider which user could become your potential customer. From the list below, select the ones which are more likely:

• Corporate executive: CIO

• For encryption opportunities: Chief Compliance Officer

• Individuals responsible for forecasting and predictive analytics

• IT managers: Data center/operations manager

• Business executives: IT Directors

That is correct! LTO Tape is targeted at customers in all industries. Specific for CIOs, Chief Compliance Officers, IT Directors and Data center/operations managers in midsize companies. So from the list above, the only incorrect option is Individuals responsible for forecasting and predictive analytics.



Sell IBM LTO 6 Tape Solutions Customers pain points In order to be successful in selling IBM LTO 6 Tape Solutions to the midmarket, it is necessary to recognize what the customer needs. Understanding your customers business requirements is important for you to quickly and easily identify and close opportunities. Customer pain points

• Growing amount of data is slowing back up processes • Energy costs in the data center are growing • Companies must comply with government regulations on data retention • Industries must secure data to address regulations and maintain corporate

reputation • Growing amount of data is affecting the ability to meet backup windows, there

are increasing amounts of data that must be stored long term • Discover IBM LTO 6 Tape Solutions: Large capacity, high performance tape

IBM LTO 6 Tape Solutions

• The IBM LTO-6 offers more than double the compressed capacity of the previous LTO-5 and over 40 percent better performance. Additionally, it is up to 30 percent more energy efficient

• LTO-6 features encryption for data protection, as well as partitioning • This drive provides greater data storage on a single cartridge and faster backup

times, reducing overall operational costs • With open standard, it works across systems • LTO-6 supports Linear Tape File System (LTFS), which enables tagging of files

with any text, allowing for more intuitive searches of cartridge and drive content • Tape looks and acts like disk when managed with LTFS, no special software or

process needed



Sell IBM LTO 6 Tape Solutions IBM LTO 6 value proposition With IBM LTO Tape 6 Tape Solutions costumers can significantly lower overall backup recovery costs with lower acquisition costs and savings in energy and space compared to disk. IBM patented drive technologies help enhance performance and reliability. LTO tape in line data encryption simplifies regulatory compliance and risk management by securing information on tape at no additional cost. Easy to use It adheres to the widely supported LTO specification, which promotes standardization and allows for multiple media and drive providers. It is compatible with major operating systems and independent software vendor applications. Affordable Higher capacity media reduces the physical storage requirements for backup and archive media. Read/write capability with LTO-5 and read capability with LTO-4 cartridges helps protect current media investments. Highly efficient Faster, higher capacity drives reduce backup and restore windows. Reduced power usage improves energy efficiency.



Sell IBM LTO 6 Tape Solutions Deal with customer objections Objections are a natural part of the selling process. In order to convince a customer to buy IBM LTO 6 Tape Solutions , it is essential to deal with any objections and to make them see how the benefits outweigh the cost. This screen shows you common objections you can find and how to sort them. “We currently have LTO tape technology, why do I ne ed to purchase more?” “The IBM LTO Tape Drives and Tape Libraries are designed with the latest LTO tape technology. Media can be read on LTO-6, LTO-5 and LTO-4 technology and can write to LTO-6 and LTO-5 technology, thus protecting media investment.” “I don't need to encrypt my data, why would I need this drive?” “If you choose not to encrypt your data, you will still benefit from the increased capacity, speed and reduced power usage of LTO 6.”



Sell IBM LTO 6 Tape Solutions IBM LTO 6 competitive differentiators In order to sell IBM LTO 6 Tape Solutions it is important to know how they are offering measures up to the competition.

IBM compared to Dell

Top two advantages versus Dell Top two issues you will have to overcome versus Dell

Proven encryption key management solution.

Low entry price.

Full Height LTO-6 form factor offering.

Greater visibility in SMB market.

IBM compared to HP

Top two advantages versus HP Top two issues you will have to overcome versus HP

Three-year standard warranty for external LTO-6 tape drives and 2U/4U tape libraries.

Market leader for HH LTO.

Proven encryption key management solution.

Strong presence in HV channel.



Sell IBM LTO 6 Tape Solutions Smarter Storage for a Smarter Planet We live on an IBM Smarter Planet, where systems are increasingly instrumented, interconnected and intelligent; where data is coming from places it never did before, in volumes greater than we've had to deal with before; and at a rate beyond anything we've seen before. With IBM LTO Tape Solutions, you will enjoy efficient by design, self-optimizing products, as well as data protection and retention solutions to meet cloud storage needs: Efficient by design IBM Smarter Storage is a new approach to the design and deployment of storage systems. Smarter Storage enables organizations to take control of their storage, so they can focus on gaining more valuable insights from their data and delivering more value to the business. IBM LTO-6 tape solutions offer environmentally green, high capacity, high performance automated storage with in line encryption to more efficiently manage and protect data. Self-optimizing LTFS optimizes storage and reduces costs by using a shared, highly scalable, open-standards-based storage pool. Cloud agile Tape's affordability, transportability, density and power efficiency help keep cloud storage costs in check.



Sell IBM LTO 6 Tape Solutions A sales conversation example IBM and IBM BPs can advise customers in the decision-making process. Smarter Storage enables customers to take control of their storage, so that they can focus on gaining more valuable insights from their data and delivering more value to the business. Let's look at how a sales conversation focuses on value propositions. “My company's been looking for a solution to meet o ur growing storage needs, but all the available options seem to be expensive and complex. What can IBM offer to meet our needs?” “We've just announced the next-generation LTO-6 tape drives and libraries that may be a very good fit for your business and enable you to realize cost savings.” “Right now we use LTO 5. We think it is very import ant to keep our data secure and our IT people are working on that direction. We currently have LTO tape technology, why do I need to purchase more?” “The sixth generation supports data encryption in order to help protect sensitive data without the need for additional appliances. In addition, the LTO-6 Tape drives and cartridges are designed to provide greater capacity that will help you to consolidate your backup and use fewer cartridges.” “Sounds interesting, I would like our IT manager to express his view. What about costs? That's an important factor to make a decisio n also.” “If you are interested in reducing costs for data storage and need to increase your storage capacity, I think we have excellent options that we can discuss in a meeting with your IT people.” “Ok, I think LTO 6 Tape Solutions is definitely wor th considering, but I'd like to see some performance validation and look at the pri cing and finance information before we go any further.” “No problem, let me send you some information about our IBM System Storage LTO-6 tape offerings and customer case studies, along with the pricing info and then we can set up a meeting.”



Sell IBM LTO 6 Tape Solutions Quiz on IBM LTO 6 In order to sell IBM LTO 6 Tape Solutions it is important to know which their main advantages are. From the list below, select the ones which are correct:

• Provides much better energy efficiency and a large storage capacity

• Helps reduce time and cost

• Guarantees the lowest price on the market

• Helps address compliance requirements

• Offers completely integrated data protection and retention solutions plus global financing with lease/buy offerings

That is correct! LTO Tape helps reduce time and cost, helps address compliance requirements, provides better energy efficiency and large storage capacity and offers completely integrated data protection and retention solutions plus global financing with lease/buy offerings. So from the list above, the only incorrect option is that IBM guarantees the lowest price on the market.



Sell IBM LTO 6 Tape Solutions Handle a sales conversation You are speaking with a new customer who is the CIO for a midsized international trade company that has a very high projected growth rate. He is wondering what is so special about IBM LTO 6 Tape Solutions regarding a growing storage of data. What would your answer be?

• The IBM LTO-6 offers more than double the compressed capacity of the previous LTO-5 and over 40 percent better performance. Additionally, it is up to 30 percent more energy efficient

• IBM offers a full line of LTO 6 tape drive with its Full-Height and Half-Height

form factors in addition to tape library products that automate tape processes

• IBM is the tape market and technology innovation leader. IBM's superior LTO drive technology helps enhance performance, operation and reliability of the drives

That is correct! Although all of the responses are correct when referring to IBM LTO 6 Tape Solutions, only the first response is relevant to the customer's question about growing storage of data.



Conclusion This is the end of the learning module IBM LTO 6 Tape Solutions.

• In Know IBM LTO 6 Tape Solutions you learned about the advantages of Linear Tape-Open and the models in the LTO portfolio and how they align to your customers' needs

• In Sell the BM LTO 6 Tape Solutions you learned about the selling process,

target clients, top challenges, competitive landscape and read examples of how to handle a sales conversation

To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at http://www.ibm.com/partnerworld/knowyouribm. Once you enter the quiz, you will not be able to return to the module so please ensure you have reviewed the entire module in detail. As a Know Your IBM user you have the option to view education modules in numerous languages. Please note that you only get rewarded once for completing each module. Good luck! To learn more on the LTO6, click here to get started: IBM LTO Portfolio Overview (IBM Storage Sales - Lecture) http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu39873

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Discover IBM LTO 6 Tape Solutions