Systems and Technology Group, UK & Ireland

© 2012 IBM Corporation

IBM Business Partner Briefing Day – 23rd January 2012

Breakout – STG Coverage and Focus Areas

Roy Struthers – Director and Power Systems BUE, Systems and Technology Group UKIPaul Cameron – Storage Systems BUE, Systems and Technology Group UKIRohail Noor - System x BUE, Systems and Technology Group UKI

Systems and Technology Group, UK & Ireland

© 2012 IBM Corporation2

Agenda

STG Organisation

Power Plays and Focus Areas

Storage Plays and Focus Areas

System x Plays and Focus Areas

Q&A


Sean CoulsonSTG UKI VP

Dave Shave-Wall Architecture Lead Richard Wilson Power Client Technical ManagerHafiz Ali System X and RSS Neil Mitchell Storage Client Technical Manager Ian Peacock System z Andy McManus Storage Client Technical Manager

Sean FlanaganTechnical BUE

Charlotte Beele StrategyJamie Graham Marketing

STG UK and Ireland Organisation – strengthened Brand alignment

Paul ChongSystem z BUE

Paul CameronStorage BUE

Roy StruthersSystem p BUE

Richard BaileyCore Accts

David Chancellor Madison

Invest Accts

John CostaChannel Growth

Accts

Simon RobertsonPlatform Lead

Rob PearceMarketing

Paul BrownSector/Growth BUE

Paul SouthwickGB BUE

Systems and Technology Group, UK & Ireland

Becky SchnaufferCore Accts

Grant AmosInvest Accts

Stuart HeadeChannel Growth

Accts

Ian ShavePlatform Lead

Andrew FieldMarketing

Craig AstonCore Accts

TBANew Workloads

James Houselander

Marketing

Lee AllcornGB System X

Mike Arco-AdjeiSystem X

Nigel FaulknerSystem X

Dave RidleyProduct Manager

Jennifer ParkerMarketing

Rohail NoorSystem x

Nigel WatkinsMajor Deals

Pete KearneyGrowth Initiatives

Steve BowdenHPC

Claire SainesSector Marketing

Estelle AndlauerGrowth Marketing

Ian LyonGBE South and

LSE

Jeff CollinsGBE North

Peter Kelly GBE Scotland

and Ireland

Lesley SmithRSS Sales

David BeerRSS SW

James HouslanderMarketing

Andrew CarrRetail Store Systems

© 2012 IBM Corporation4 44

Deliver new services faster

Deliver services with superior economics

Deliver higher quality services

The Value Proposition for IBM Power Systems


Power Plays:

Core Account Power Advantage ELITE Power Install Base

Competitive Power Migrate Power Stack

– Industry Solutions

Channel Growth Power CBSS

Growth Power Cloud Power Analytics Power Midmarket Expansion

Key Sales Focus: Currency – Switch 2012, System i Compete with HP and Sun for

Unix/Linux VMware/Competitive x86 Attack

Tools/Actions: Education

– IBM i Partner Academy CoD activations Deal Closer Program

– Mega Migration offer– Power Lifeboat, etc.

Solution Ecosystem – Powernet– ISV Solution Connect

Cross IBM programs – Stop, Think & Save offer (SW/HW)– IBM Global Financing– Smarter Computing

1Q12 Power Plays and Key Sales Focus


Put a Priority on Power Education

Selling value requires more than current speeds and feeds knowledge

Stay ahead of track and complete your education modules as they are announced

Results show that sellers with up-to-date education outperform others

Examples of key education planned for sellers: Power Sellers Top Gun Education

Power Performance Redefined (System Software enhanced)

Whiteboards for Power Cloud and Power Analytics

Power Virtualization vs competitive x86 with VMware

Moving customers off IBM i v5r4 to v7.1

Selling CoD ActivationsSmartZone: http://lt.be.ibm.com/smartzone/powersales

(choose the Mandatory Learning tab for Smarter Selling Program)

For latest updates on education news: STG Sales Education Newsletter

Examples of key education planned for sellers: Power Sellers Top Gun Education

Power Performance Redefined (System Software enhanced)

Whiteboards for Power Cloud and Power Analytics

Power Virtualization vs competitive x86 with VMware

Moving customers off IBM i v5r4 to v7.1

Selling CoD ActivationsSmartZone: http://lt.be.ibm.com/smartzone/powersales

(choose the Mandatory Learning tab for Smarter Selling Program)

For latest updates on education news: STG Sales Education Newsletter

Learn Early to Sell More!Learn Early to Sell More!Learn Early to Sell More!Learn Early to Sell More!


Learn about Smarter Computing to engage in sales... It is IBM’s point of view about the IT infrastructures that enable a Smarter

Planet

It is an IT infrastructure designed for data, tuned to the task, and managed with cloud technologies

It works -- leading enterprises are experiencing improved innovation and performance without incurring incremental costs.

Smarter Computing Sales Portal Sales Offering Guide

Learn about Smarter Computing to engage in sales... It is IBM’s point of view about the IT infrastructures that enable a Smarter

Planet

It is an IT infrastructure designed for data, tuned to the task, and managed with cloud technologies

It works -- leading enterprises are experiencing improved innovation and performance without incurring incremental costs.

Smarter Computing Sales Portal Sales Offering Guide

Smarter Computing is an IT approach to address exploding demand for services on a flat budget

Power Systems is Smarter Computing

Take advantage of IBM’s $45M Smarter Computing advertising campaign in 2012

Power Systems are included in many Smarter Computing offers that result in dramatically improved economics for clients

Cross IBM Teaming


IBM Storage Value

EasyTier Active Cloud Engine

Compression

Deduplication

Virtualisation

Thin Provisioning

Virtualisation and Technology Automation

Management SimplicityIncreased Efficiency

Higher data protection

Realise your existing infrastructure’s true potentialStore more

with what’s on the floor

Reduce the amount of

data stored

Move Data to the right

place

It’s time to expect more from your storage


Market Presence

Positive PublicityPublicise WinsIBM can help

Spread the Word – MarginsBP to BP

Seller to Seller

Education

Understanding of IBM ValueUnified, Virtualisation, DP&R

DemonstrationsIBM + Distributor Facilities

ScheduleCheck Education Calendar

Consultative Selling

ValueSolutions

Hardware + SoftwareAdd the “Fries” (SAN/Media etc)

Business Issues/DriversSIO/Butterfly (or BP version)Brocade SAN Health Check

Differentiation

EminenceCredibility

Steps to Success

SELL MOREWIN MORE

MAKE MORE


System X

Go-to-market Strategy-Value Capture-RunRate (Volume) capture


System x: Value Capture

Value Capture

System x continues to evolve

• From PC Server business unit

• To a workload optimisation platform business unit– - Rack, Blades, e1350 clusters, iDataplex

• To unified computing, integrated stack & appliance based solutions– - Out of the Box Virtualisation & Cloud solutions eg. BCFC, SmartCloud Entry– - High Performance computing e.g. GPFS, BigInsight, SONAS, Platform Computing – - Highly Scalable computing– - Appliances eg. Datapower, Netezza, SAP HANA– - Unified computing

Customers continue to want trusted advice and become increasingly reliant on key integration skills.

IBM will increasingly reward partners that; understand our propositions, deliver key integration skills and drive competitive displacement.


System x: RunRate (Volume) business

2011 Looking Back

• UK&I Run Rate business now a $100million business 29% YoY (System x, Storage)

• UK&I Fastest growing Run Rate business in the World.

• UK&I Express Seller highest growth performing in the world (Q4 2011 91% YoY growth at $3m)

2012 Looking Forward

• System x Run-rate target is 52MUSD (6% Growth)

Incentives

• Continuation of 2011 Incentive programs including KYI & 10*4

• Express incentives viewed as better than HP’s (e.g. redeemable as cash)

Enhance Tools (PSAT: Pre-Sales Advisor Tool)

• Online Run-rate pricing for instant bids/quotes

• Pre-Sales Advisor Tool will be integrated into your distributor for a single place to visit for all your System x needs


Summary

Value & Volume

• Not exclusive and are equally important

Value

• The evolution continues.• Understand our proposition’s.• Jointly building trusted relationships between you & IBM sellers is vital.

Volume

• Thank you for 2011.• Make sure you use the most of the incentives and PSAT enhancements in 2012.• Engage the IBM team if you think we can do better.


Q&A – Roundtable

Documents

Systems and Technology Group, UK & Ireland