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IBM Flex System
Go beyond blades
Know Your IBM
httpwwwibmcompartnerworldknowyouribm
IBM Flex system ndash Go beyond blades 2
Know Your IBM httpwwwibmcompartnerworldknowyouribm
IBM Flex System Welcome to the IBM Flex System module This module shows how IBMs technology builds solutions based on the best blade system on the market to improve the performance and flexibility of a companys IT infrastructure and reduce its associated growing complexities and cost Make sure you navigate through all the screens in order 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 will not qualify for KYI points or promotions associated with the module
IBM Flex system ndash Go beyond blades 3
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Introduction IBM Pure Systems offerings can help simplify your clients IT experience If your clients are looking to build their own system or upgrade an existing blade server installation they can take advantage of these new compute networking and management capabilities with an IBM Flex System ndash a build-to-order solution designed to help them go beyond blades By the end of this module youll be able to Know IBM Flex System
bull Describe the Blade Innovation evolution bull Present the new IBM Flex System key features bull List the benefits of IBM Flex System bull Identify the components of IBM Flex System bull Describe how does IBM Flex System fit with the IBM offerings
Sell IBM Flex System
bull Identify the sales process steps bull List the target opportunities for IBM Flex System bull Identify the customer pain points and the IBM Flex System differentiators bull List the IBM Flex System main competitors bull Compare IBM Flex System with the competition bull Explain how IBM Flex System contributes to Smarter Computing bull List additional selling tools and resources available for IBM Flex System
IBM Flex system ndash Go beyond blades 4
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Menu Know IBM Flex System Visit this section to have an overview of IBM Flex System
bull IBM A History of Blade Innovation bull IBM Flex System key features bull Client benefits of IBM Flex System bull IBM Flex System components bull IBM Flex System and the IBM PureSystems Family
Sell IBM Flex System Visit this section to learn about the IBM Flex System selling process and opportunities
bull Target opportunity segments bull Customer pain points bull IBM Flex System competitive landscape bull IBM Flex System a competitive platform system for workloads bull IBM Smarter Computing Customer Success bull A Sales conversation example bull Quiz on IBM Flex System bull Seller resources bull Conclusion
IBM Flex system ndash Go beyond blades 5
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System
IBM Flex system ndash Go beyond blades 6
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM A History of Blade Innovation For years IBM has been investing significantly in blade development innovation and new solutions bringing along its knowledge and expertise in IT solutions for business problems and incorporated it into the IBM Flex System 2000
bull X Architecture bull First Scalable x86 16
Socket Design
bull BladeCenter bull First to launch Blades to
market
2003
bull POWER4 bull First Dual Core processor in
the industry
2005
bull X Architecture bull First x86 vendor with 100
1 Benchmarks
bull 3rd Generation bull First x86 server with hot
swap memory
2007
bull 4th Generation bull First x86 to break bull 1M TPMC
bull POWER6 bull Doubled clock speed 50
better performance 2007 HP announces first BladeSystem
2008
bull Acquired XIV
bull Launched POWER7 bull Changing the thinking of
Unix servers 2009 Cisco announces first blade server products
2010
bull 5th Generation bull Changing the thinking of
x86 servers
bull Acquired Blade Network Technologies
IBM Flex system ndash Go beyond blades 7
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System key features The IBM Flex System compute nodes are optimized for virtualization performance and designed to run a wide variety of workloads Here you will learn the new IBM Flex System key features that help companies get the most out of their computer environment Simple
bull Components designed to work together bull Management integration bull Flex System V7000 Storage Node bull Flex System Manager recognizes new resources for rapid use
Open
bull 4 operating systems bull 4 hypervisors bull Tens of thousands of applications bull POWER and x86 nodes bull Network interoperability bull Broader storage management
Flexible
bull Choice of networking bull Choice of storage bull Storage Expansion Node for IBM Flex System x220 and x240 bull Networking - Integrated 10Gb FCoE solution Flex System
Fabric converged switch
Efficient
bull No compromise design bull Twice the virtual machine density bull More virtualization with Flex System x440 compute node bull Deliver great priceperformance with the p260 POWER7+
compute node
IBM Flex system ndash Go beyond blades 8
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System Client benefits of IBM Flex System Companies need the most advanced blade technology available and a flexible architecture to support their needs today - and tomorow And they need simple integrated management to keep operational costs down But they will also ask for a no-compromise design and long-term investment protection IBM Flex System offer a winning choice for your customers Building Blocks of IT
bull Ultimate performance for x86 POWER and multi-tiered based systems
bull Open Choice Seamless integration into the datacenter you own - Support for multiple OS Hypervisors and open
interoperability with non-IBM storage systems and networking providers
- Networking IBM offers choice of 1Gb and 10Gb Ethernet 8Gb and 16Gb Fibre Channel FCoE iSCSI and InfiniBand Clients can connect IBM PureFlex and Flex System to their existing network without any compromise
bull Workload designed systems - Virtualization and Cloud (dual hypervisor keys) - Low LatencyHigh IOPs (320GBs) - High Performance (40Gb uplinks) - Business Analytics (dedicated storage)
bull Infrastructure supporting multi fabrics Ethernet FCoE Fibre Channel
Investment Protection
bull Supports the next decade of growth in your datacenter - Chassis supports multiple 40Gb Ethernet
Channels and 16Gb Fibre Channel - Switches that allow you to grow as your IO
requirements change - Designed to meet port and bandwidth
requirements for the next decade - Power and thermal designed to support higher
wattage requirements of future processors storage IO networking and management
bull Ethernet modules support the latest IEEE 8021Qbg and OpenFlow standards
IBM Flex system ndash Go beyond blades 9
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System components With its set of scalable components optimized for better efficiency and performance that allow companies to meet their specific requirements utilizing the next evolution of blade technology with maximum x86 EP compute and memory performance IBM Flex System is the right fit Chassis
The Flex System chassis is designed to support multiple generations of technology we foresee for the next decade - being the first chassis to support 40Gb Ethernet bandwidths today With a clean slate design it allows new levels of integration particularly with the management integration of the Flex System Manager across all physical and virtual resources
Networking
Flex System networking capabilities are designed for virtualization and cloud
bull Ethernet options to fit into your current infrastructure while supporting next generation capabilities - up to 200 percent more networking bandwidth than HP
bull Fibre Channel switches ranging from low-cost 8Gb solutions to highly scalable 16Gb switches for maximum performance
bull HP switch has 8X10Gb uplinks vs IBM 10Gb Switch (EN4093R) which has 22X10Gb uplinks It comes to 175 more uplink bandwidth
IBM Flex System Fabric bull Simplifies network deployment via integrated
management bull Improves network performance via uncompromised IO
throughput bull Breaks IO bottleneck with leadership next generation
technology like 40Gb Ethernet 16Gb Fibre Channel and 56Gb Infiniband
bull Fits with existing infrastructure and scales with Customers IO needs
bull Works with existing heterogeneous datacenter infrastructure and scales with Clients networking requirements using innovative Feature-On-Demand concept
bull Reduces network complexity via convergence and Virtual Fabric
Storage
Flex System is designed to support the largest memory configurations with up to 50 more memory for denser virtualization higher networking bandwidths up 2X with half the latency and more dedicated storage in each compute node - up to 3X the competition Flex System Storage capabilities are optimized for efficiency and performance
IBM Flex system ndash Go beyond blades 10
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Up to 300 percent more dedicated storage for compute nodes compared to Dell
bull Real-time Compression reduces capacity needs and IBM Easy Tier automatically optimizes data on the tiered storage in the node
New Compute Node Choices
Leading edge compute technologies deliver an open architecture operating system and hypervisor choice
bull IBM Flex System x220 - Enhanced bull IBM Flex System p24L bull IBM Flex System p260 - Enhanced bull IBM Flex System x240 bull IBM Flex System p460 bull IBM Flex System x440 - New bull IBM Flex System PCI Expansion node and Storage
Expansion node
Expansion
The IBM Flex System Storage Expansion Node highlights are
bull Expands the capability of IBM Flex System compute nodes
bull Easily add dedicated storage capacity for Network Attach Storage workloads
bull Flexible storage to match your capacity performance and reliability needs
Over time IT systems have become more complex and difficult to manage Without the right systems in place you run the risk of spending too much time on operations and maintenance and not enough time on innovation You need a flexible infrastructure that can meet todays ever-changing business demands The IBM Flex System Storage Expansion Node is an element of the IBM Flex System family and the IBM Pure Systems family which combines compute storage networking virtualization and management into a single system that anticipates resource needs to help you optimize your infrastructure The IBM Flex System Storage Expansion Node provides dedicated hard disk drives (HDDs) or solid state disk (SSD) storage to an IBM Flex System x220 and x240 compute node which expands the compute nodes capability
Flex System Manager
Management integration with IBM Flex System Manager offers
bull Simple user interface and automation capabilities help you bring new components online faster
bull Cross resource integration to manage applications and workloads instead of components
bull Configure and deploy virtualized infrastructure in minutes bull Monitor servers network and storage devices from a
integrated graphical view bull Interactive chassis maps speed problem identification
and resolution
IBM Flex system ndash Go beyond blades 11
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Launch powerful remote management in context bull Track compliance with and update firmware baselines
across multiple systems bull Monitor from anywhere using Mobile apps for iPhone
Android and Blackberry bull Use Global Finder to locate system resources or tasks in
seconds
IBM Flex system ndash Go beyond blades 12
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System and the IBM PureSystems Family IBM Flex System offers what your client needs A proven open interoperability that integrates into their existing datacenter with a variety of highly integrated IBM Networking and Storage products supporting industry standard protocols Flex System
Blade Opportunity
Pure Flex Infrastructure and Cloud
Pure Application Applications and Cloud
Pure Data Data for Transactions Analytics and Operational Analytics
Sector
BladeCenter Installed Clients
GBE MM Infrastructure Cloud
GBE Application Cloud
GBE Data Analytics
Target
X86 Rack and Blade Installs
CISCO UCS VCE Vblock HP Unified System
Oracle Exalogic + Exadata
Oracle Exadata Teradata EMC
Sales Focus
bull IBM BladeCenter transition
bull Competitive blade transition -HP CISCO Dell
bull Managed Service Providers
bull Infrastructure Consolidation
bull Scalable cloud deployment (IaaS)
bull x86 POWER Competitive UNIX
bull Application optimization
bull Platform-as-a-Service (PaaS)
bull Existing DB2 WebSphere
bull Competitive - Oracle DB WebLogic Exalogic Exadata
bull Transactional Database (OLTP)
bull Data Warehouse and Analytics
bull Operational Warehouse
bull Competitive - Oracle Exadata Teradata EMC
IBM Flex system ndash Go beyond blades 13
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System
IBM Flex system ndash Go beyond blades 14
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Target opportunity segments IBM Flex System and PureFlex solutions cover two different opportunity segments for an integrated system for infrastructure consolidation or cloud implementation enhanced IBM PureFlex System offerings can help simplify an IT experience If your client needs to build their own system or upgrade an existing blade server installation they can rely on these new compute networking and management capabilities with an IBM Flex System Learn which of them is the answer that meets their demands and leaves the competition behind
Blade Replacement Integrated Infrastructure and Cloud BladeCenter
Installed Clients Competitive
Blade Installs Sector
Infrastructure Cloud
GBEMM Infrastructure
Cloud
Flex System bull Separately purchased
components bull An entry point for clients to start
with compute and networking bull Management and storage optional bull Client or partner tuned
Compete with CISCO HP DELL
Pure Flex bull Factory integration of Compute
Storage Networking and Management
bull Cloud ready with SmartCloud Entry
bull Single point of service and support bull Available IBM Smart Cloud Entry
Compete with CISCO HP VBLOCK
IBM Flex system ndash Go beyond blades 15
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Customer pain points A great way to start the sales conversation around your customeracutes IT system monitoring demands is to identify and overcome his pain points Take time to understand the questions and concerns your client may have Pain Points Differentiator Pure Flex
Clients need bull Streamlined
Procurement bull Rapid installation and
deployment bull Reduced systems
management timeexpense
bull More time to drive innovation
bull Pre-configured offerings bull Factory integrated bull Single integrated
management tool bull Rapid deployment and
provisioning tools bull Choice of OSHypervisor
Flex System
Clients need bull Maximum Integration
with existing data center
bull Obsolete x86 Rack or Blade replacement
bull Rapid deployment of new resources
bull Great Blade density per chassis than Cisco
bull Great choice in compute
platforms bull Ability to work with non
IBM components bull Manage and virtualize
IBM and non-IBM storage bull Maximum Memory
capacity bull Chassis designed for next
generation of technology
IBM Flex system ndash Go beyond blades 16
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System competitive landscape CISCO HP and Oracle are the major competitors in this market Letacutes review them and see what makes us competitive Enterprise
Systems
Expert Integrated System
Modular and Blade Servers
IBM bull zEnterprise bull Enterprise
Power Systems
bull PureData System for Transactions
bull PureData System for Analytics
bull PureData System for Operational Analytics
bull PureApplication System bull PureFlex System
bull Flex System (x86 POWER Nodes)
bull BladeCenter (x86 POWER Nodes)
bull System x and iDataPlex (x86)
bull Power Express (rack-mount and blades)
bull PowerLinux
CISCO bull VCE Vblock (VMware Cisco EMC)
bull NetApp FlexPod (NetApp Cisco)
bull UCS B-Series Blade (x86)
bull UCS C-Series Rack (x86)
bull Unified Computing System (UCS)
HP bull Integrity
Systems (Itanium)
bull Integrity NonStop (Itanium)
bull SuperDome2
Converged Systems bull VirtualSystem bull CloudSystem bull (MatrixEnterprise
Service Provider)
bull BladeSystem (x86 Itanium)
bull Proliant Systems (x86)
ORACLE SPARC (Enterprise M-Series)
Engineered Systems bull Exadata bull Exalogic bull Exalytics bull SPARC SuperCluster
T4-4
bull Sun Blade (x86 SPARC)
bull SPARC T-Series bull M-Series (smaller
models) bull Sun Fire Servers (x86)
IBM Flex system ndash Go beyond blades 17
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System a competitive platform system for workloads With its superior capabilities and wide range of offerings IBM PureFlex and Flex System can provide the best solution at IT management Letacutes learn what differentiate IBM from the competition Infrastructure
bull Collaboration bull General Workloads
IBM PureFlex
Flex System
CISCO CISCO UCS VCE Block
HP HP Converged Systems
For Infrastructure workloads such as collaboration and general workloads either PureFlex or Flex systems can be positioned If the customer wants to transform the datacenter with pre-integrated systems lead with PureFlex Systems If the customer wants to extend their existing infrastructure using their own resources lead with best blade system on the market Flex System WebApplications
bull Business Applications (SAP) bull Application and DB Servers
IBM Flex System
CISCO CISCO UCS
CISCO blade and proprietary management CISCO network no storage
HP Matrix Itanium and older x86 compute Brocade Network and proprietary Storage Only Virtual Systems Requires additional 3rd party software and cloud services based on Matrix
For Web Applications workloads the PureFlex with hybrid (UNIX and x86 compute infrastructures) solutions like SAP improves the IT economics when competing against Cisco UCS VCE VBlock and HP CloudSystems Matrix Clients running or wanting to run IBMrsquos Middleware stack (DB2 and WAS) should consider a PureApplication System
IBM Flex system ndash Go beyond blades 18
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Scalable Cloud bull Cloud Infrastructure Services bull Private Cloud (SCe)
IBM PureFlex System
CISCO VCE VBlock
Limited to VMWare and EMC 3rd party cloud integration
HP Cloud Systems Requires additional 3rd party software and cloud services based on Matrix
For Cloud Application workloads position PureFlex System with open choice operating systems and hypervisors to standardize as a clients Infrastructure as a Service (IaaS) platform The IBM SmartCloud Entry solution can be deployed quickly and efficiently as a private cloud solution on IBM PureFlex System
IBM Flex system ndash Go beyond blades 19
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Smarter Computing Customer Success Many clients have experienced a win choice with IBM Flex System IT management solution Whatacutes following is an example of what makes us a leading driveforce in the market Company Redstone specializes in managed hosted and internet service provision to a wide range of UK organizations Redstone employs more than 600 staff generates more than pound100 million in annual revenues and operates from multiple UK and international locations and over ten data centers The need Solution provider Redstones data centers were almost full halting its ability to continue to grow revenues Redstone looked for a way to increase capacity without expanding the physical footprint The solution Developed a comprehensive cloud-enabled service-based strategy deploying IBM Flex System with simplified integrated infrastructure management and cloud service capabilities The benefit The same data center footprint supports more than 3000 virtual servers at reduced energy and cooling costs introduces multi-platform cloud capabilities and enables staff to focus on new applications and projects
IBM Flex system ndash Go beyond blades 20
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System A Sales conversation example IBM and IBM BPs can help customers in getting open simple applications enabling an easy IT management In the following scenario an IBM BP is talking with a customer involved in integrating several business-critical services Letacutes have a look at how a sales conversation can help you overcome your customeracutes most common business concerns ldquoMy company needs to migrate our blade infrastructure to improve performance Iacuteve been told that IBM Flex System could help us to answer to this issue Why should we choose your offer rdquo
ldquoWell I think we may have a favorable solution IBM Flex System is designed to easily integrate into your existing infrastructure to support virtualization and simple management Are you having complexity problems with your system rdquo
ldquoAs a matter of fact we are Currently our infrastructure is getting hard to manage We use too many devices and too many systems to coordinate Also security is a key factor for us rdquo
ldquoI understand The Flex System hardware serves as the foundation of IBM SmartCloud Desktop Infrastructure and offers a robust virtal desktop solution to overcome those challenges This feature also provides more flexibility and choice by supporting virtual Microsoft and Linux desktops rdquo
ldquoHow can one machine do so much I cant afford to sacrifice performance rdquo
ldquoFlex System is the next generation of blades its memory capacity node density and high speed back plane deliver superior performance scalability and ensures yoursquore ready for the next decade of technologyrdquo
ldquoThat sounds great but we have to consider another vendoracutes offers What makes IBM different from the rest rdquo
ldquoIBM is delivering the industryacutes first single management tool for all physical and virtual resources We have decades of expertise and investment in IT solutions and a full commitment to open standards to rely on Should we schedule a product demonstration for a close-up view of the integration rdquo
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 2
Know Your IBM httpwwwibmcompartnerworldknowyouribm
IBM Flex System Welcome to the IBM Flex System module This module shows how IBMs technology builds solutions based on the best blade system on the market to improve the performance and flexibility of a companys IT infrastructure and reduce its associated growing complexities and cost Make sure you navigate through all the screens in order 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 will not qualify for KYI points or promotions associated with the module
IBM Flex system ndash Go beyond blades 3
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Introduction IBM Pure Systems offerings can help simplify your clients IT experience If your clients are looking to build their own system or upgrade an existing blade server installation they can take advantage of these new compute networking and management capabilities with an IBM Flex System ndash a build-to-order solution designed to help them go beyond blades By the end of this module youll be able to Know IBM Flex System
bull Describe the Blade Innovation evolution bull Present the new IBM Flex System key features bull List the benefits of IBM Flex System bull Identify the components of IBM Flex System bull Describe how does IBM Flex System fit with the IBM offerings
Sell IBM Flex System
bull Identify the sales process steps bull List the target opportunities for IBM Flex System bull Identify the customer pain points and the IBM Flex System differentiators bull List the IBM Flex System main competitors bull Compare IBM Flex System with the competition bull Explain how IBM Flex System contributes to Smarter Computing bull List additional selling tools and resources available for IBM Flex System
IBM Flex system ndash Go beyond blades 4
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Menu Know IBM Flex System Visit this section to have an overview of IBM Flex System
bull IBM A History of Blade Innovation bull IBM Flex System key features bull Client benefits of IBM Flex System bull IBM Flex System components bull IBM Flex System and the IBM PureSystems Family
Sell IBM Flex System Visit this section to learn about the IBM Flex System selling process and opportunities
bull Target opportunity segments bull Customer pain points bull IBM Flex System competitive landscape bull IBM Flex System a competitive platform system for workloads bull IBM Smarter Computing Customer Success bull A Sales conversation example bull Quiz on IBM Flex System bull Seller resources bull Conclusion
IBM Flex system ndash Go beyond blades 5
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System
IBM Flex system ndash Go beyond blades 6
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM A History of Blade Innovation For years IBM has been investing significantly in blade development innovation and new solutions bringing along its knowledge and expertise in IT solutions for business problems and incorporated it into the IBM Flex System 2000
bull X Architecture bull First Scalable x86 16
Socket Design
bull BladeCenter bull First to launch Blades to
market
2003
bull POWER4 bull First Dual Core processor in
the industry
2005
bull X Architecture bull First x86 vendor with 100
1 Benchmarks
bull 3rd Generation bull First x86 server with hot
swap memory
2007
bull 4th Generation bull First x86 to break bull 1M TPMC
bull POWER6 bull Doubled clock speed 50
better performance 2007 HP announces first BladeSystem
2008
bull Acquired XIV
bull Launched POWER7 bull Changing the thinking of
Unix servers 2009 Cisco announces first blade server products
2010
bull 5th Generation bull Changing the thinking of
x86 servers
bull Acquired Blade Network Technologies
IBM Flex system ndash Go beyond blades 7
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System key features The IBM Flex System compute nodes are optimized for virtualization performance and designed to run a wide variety of workloads Here you will learn the new IBM Flex System key features that help companies get the most out of their computer environment Simple
bull Components designed to work together bull Management integration bull Flex System V7000 Storage Node bull Flex System Manager recognizes new resources for rapid use
Open
bull 4 operating systems bull 4 hypervisors bull Tens of thousands of applications bull POWER and x86 nodes bull Network interoperability bull Broader storage management
Flexible
bull Choice of networking bull Choice of storage bull Storage Expansion Node for IBM Flex System x220 and x240 bull Networking - Integrated 10Gb FCoE solution Flex System
Fabric converged switch
Efficient
bull No compromise design bull Twice the virtual machine density bull More virtualization with Flex System x440 compute node bull Deliver great priceperformance with the p260 POWER7+
compute node
IBM Flex system ndash Go beyond blades 8
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System Client benefits of IBM Flex System Companies need the most advanced blade technology available and a flexible architecture to support their needs today - and tomorow And they need simple integrated management to keep operational costs down But they will also ask for a no-compromise design and long-term investment protection IBM Flex System offer a winning choice for your customers Building Blocks of IT
bull Ultimate performance for x86 POWER and multi-tiered based systems
bull Open Choice Seamless integration into the datacenter you own - Support for multiple OS Hypervisors and open
interoperability with non-IBM storage systems and networking providers
- Networking IBM offers choice of 1Gb and 10Gb Ethernet 8Gb and 16Gb Fibre Channel FCoE iSCSI and InfiniBand Clients can connect IBM PureFlex and Flex System to their existing network without any compromise
bull Workload designed systems - Virtualization and Cloud (dual hypervisor keys) - Low LatencyHigh IOPs (320GBs) - High Performance (40Gb uplinks) - Business Analytics (dedicated storage)
bull Infrastructure supporting multi fabrics Ethernet FCoE Fibre Channel
Investment Protection
bull Supports the next decade of growth in your datacenter - Chassis supports multiple 40Gb Ethernet
Channels and 16Gb Fibre Channel - Switches that allow you to grow as your IO
requirements change - Designed to meet port and bandwidth
requirements for the next decade - Power and thermal designed to support higher
wattage requirements of future processors storage IO networking and management
bull Ethernet modules support the latest IEEE 8021Qbg and OpenFlow standards
IBM Flex system ndash Go beyond blades 9
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System components With its set of scalable components optimized for better efficiency and performance that allow companies to meet their specific requirements utilizing the next evolution of blade technology with maximum x86 EP compute and memory performance IBM Flex System is the right fit Chassis
The Flex System chassis is designed to support multiple generations of technology we foresee for the next decade - being the first chassis to support 40Gb Ethernet bandwidths today With a clean slate design it allows new levels of integration particularly with the management integration of the Flex System Manager across all physical and virtual resources
Networking
Flex System networking capabilities are designed for virtualization and cloud
bull Ethernet options to fit into your current infrastructure while supporting next generation capabilities - up to 200 percent more networking bandwidth than HP
bull Fibre Channel switches ranging from low-cost 8Gb solutions to highly scalable 16Gb switches for maximum performance
bull HP switch has 8X10Gb uplinks vs IBM 10Gb Switch (EN4093R) which has 22X10Gb uplinks It comes to 175 more uplink bandwidth
IBM Flex System Fabric bull Simplifies network deployment via integrated
management bull Improves network performance via uncompromised IO
throughput bull Breaks IO bottleneck with leadership next generation
technology like 40Gb Ethernet 16Gb Fibre Channel and 56Gb Infiniband
bull Fits with existing infrastructure and scales with Customers IO needs
bull Works with existing heterogeneous datacenter infrastructure and scales with Clients networking requirements using innovative Feature-On-Demand concept
bull Reduces network complexity via convergence and Virtual Fabric
Storage
Flex System is designed to support the largest memory configurations with up to 50 more memory for denser virtualization higher networking bandwidths up 2X with half the latency and more dedicated storage in each compute node - up to 3X the competition Flex System Storage capabilities are optimized for efficiency and performance
IBM Flex system ndash Go beyond blades 10
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Up to 300 percent more dedicated storage for compute nodes compared to Dell
bull Real-time Compression reduces capacity needs and IBM Easy Tier automatically optimizes data on the tiered storage in the node
New Compute Node Choices
Leading edge compute technologies deliver an open architecture operating system and hypervisor choice
bull IBM Flex System x220 - Enhanced bull IBM Flex System p24L bull IBM Flex System p260 - Enhanced bull IBM Flex System x240 bull IBM Flex System p460 bull IBM Flex System x440 - New bull IBM Flex System PCI Expansion node and Storage
Expansion node
Expansion
The IBM Flex System Storage Expansion Node highlights are
bull Expands the capability of IBM Flex System compute nodes
bull Easily add dedicated storage capacity for Network Attach Storage workloads
bull Flexible storage to match your capacity performance and reliability needs
Over time IT systems have become more complex and difficult to manage Without the right systems in place you run the risk of spending too much time on operations and maintenance and not enough time on innovation You need a flexible infrastructure that can meet todays ever-changing business demands The IBM Flex System Storage Expansion Node is an element of the IBM Flex System family and the IBM Pure Systems family which combines compute storage networking virtualization and management into a single system that anticipates resource needs to help you optimize your infrastructure The IBM Flex System Storage Expansion Node provides dedicated hard disk drives (HDDs) or solid state disk (SSD) storage to an IBM Flex System x220 and x240 compute node which expands the compute nodes capability
Flex System Manager
Management integration with IBM Flex System Manager offers
bull Simple user interface and automation capabilities help you bring new components online faster
bull Cross resource integration to manage applications and workloads instead of components
bull Configure and deploy virtualized infrastructure in minutes bull Monitor servers network and storage devices from a
integrated graphical view bull Interactive chassis maps speed problem identification
and resolution
IBM Flex system ndash Go beyond blades 11
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Launch powerful remote management in context bull Track compliance with and update firmware baselines
across multiple systems bull Monitor from anywhere using Mobile apps for iPhone
Android and Blackberry bull Use Global Finder to locate system resources or tasks in
seconds
IBM Flex system ndash Go beyond blades 12
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System and the IBM PureSystems Family IBM Flex System offers what your client needs A proven open interoperability that integrates into their existing datacenter with a variety of highly integrated IBM Networking and Storage products supporting industry standard protocols Flex System
Blade Opportunity
Pure Flex Infrastructure and Cloud
Pure Application Applications and Cloud
Pure Data Data for Transactions Analytics and Operational Analytics
Sector
BladeCenter Installed Clients
GBE MM Infrastructure Cloud
GBE Application Cloud
GBE Data Analytics
Target
X86 Rack and Blade Installs
CISCO UCS VCE Vblock HP Unified System
Oracle Exalogic + Exadata
Oracle Exadata Teradata EMC
Sales Focus
bull IBM BladeCenter transition
bull Competitive blade transition -HP CISCO Dell
bull Managed Service Providers
bull Infrastructure Consolidation
bull Scalable cloud deployment (IaaS)
bull x86 POWER Competitive UNIX
bull Application optimization
bull Platform-as-a-Service (PaaS)
bull Existing DB2 WebSphere
bull Competitive - Oracle DB WebLogic Exalogic Exadata
bull Transactional Database (OLTP)
bull Data Warehouse and Analytics
bull Operational Warehouse
bull Competitive - Oracle Exadata Teradata EMC
IBM Flex system ndash Go beyond blades 13
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System
IBM Flex system ndash Go beyond blades 14
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Target opportunity segments IBM Flex System and PureFlex solutions cover two different opportunity segments for an integrated system for infrastructure consolidation or cloud implementation enhanced IBM PureFlex System offerings can help simplify an IT experience If your client needs to build their own system or upgrade an existing blade server installation they can rely on these new compute networking and management capabilities with an IBM Flex System Learn which of them is the answer that meets their demands and leaves the competition behind
Blade Replacement Integrated Infrastructure and Cloud BladeCenter
Installed Clients Competitive
Blade Installs Sector
Infrastructure Cloud
GBEMM Infrastructure
Cloud
Flex System bull Separately purchased
components bull An entry point for clients to start
with compute and networking bull Management and storage optional bull Client or partner tuned
Compete with CISCO HP DELL
Pure Flex bull Factory integration of Compute
Storage Networking and Management
bull Cloud ready with SmartCloud Entry
bull Single point of service and support bull Available IBM Smart Cloud Entry
Compete with CISCO HP VBLOCK
IBM Flex system ndash Go beyond blades 15
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Customer pain points A great way to start the sales conversation around your customeracutes IT system monitoring demands is to identify and overcome his pain points Take time to understand the questions and concerns your client may have Pain Points Differentiator Pure Flex
Clients need bull Streamlined
Procurement bull Rapid installation and
deployment bull Reduced systems
management timeexpense
bull More time to drive innovation
bull Pre-configured offerings bull Factory integrated bull Single integrated
management tool bull Rapid deployment and
provisioning tools bull Choice of OSHypervisor
Flex System
Clients need bull Maximum Integration
with existing data center
bull Obsolete x86 Rack or Blade replacement
bull Rapid deployment of new resources
bull Great Blade density per chassis than Cisco
bull Great choice in compute
platforms bull Ability to work with non
IBM components bull Manage and virtualize
IBM and non-IBM storage bull Maximum Memory
capacity bull Chassis designed for next
generation of technology
IBM Flex system ndash Go beyond blades 16
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System competitive landscape CISCO HP and Oracle are the major competitors in this market Letacutes review them and see what makes us competitive Enterprise
Systems
Expert Integrated System
Modular and Blade Servers
IBM bull zEnterprise bull Enterprise
Power Systems
bull PureData System for Transactions
bull PureData System for Analytics
bull PureData System for Operational Analytics
bull PureApplication System bull PureFlex System
bull Flex System (x86 POWER Nodes)
bull BladeCenter (x86 POWER Nodes)
bull System x and iDataPlex (x86)
bull Power Express (rack-mount and blades)
bull PowerLinux
CISCO bull VCE Vblock (VMware Cisco EMC)
bull NetApp FlexPod (NetApp Cisco)
bull UCS B-Series Blade (x86)
bull UCS C-Series Rack (x86)
bull Unified Computing System (UCS)
HP bull Integrity
Systems (Itanium)
bull Integrity NonStop (Itanium)
bull SuperDome2
Converged Systems bull VirtualSystem bull CloudSystem bull (MatrixEnterprise
Service Provider)
bull BladeSystem (x86 Itanium)
bull Proliant Systems (x86)
ORACLE SPARC (Enterprise M-Series)
Engineered Systems bull Exadata bull Exalogic bull Exalytics bull SPARC SuperCluster
T4-4
bull Sun Blade (x86 SPARC)
bull SPARC T-Series bull M-Series (smaller
models) bull Sun Fire Servers (x86)
IBM Flex system ndash Go beyond blades 17
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System a competitive platform system for workloads With its superior capabilities and wide range of offerings IBM PureFlex and Flex System can provide the best solution at IT management Letacutes learn what differentiate IBM from the competition Infrastructure
bull Collaboration bull General Workloads
IBM PureFlex
Flex System
CISCO CISCO UCS VCE Block
HP HP Converged Systems
For Infrastructure workloads such as collaboration and general workloads either PureFlex or Flex systems can be positioned If the customer wants to transform the datacenter with pre-integrated systems lead with PureFlex Systems If the customer wants to extend their existing infrastructure using their own resources lead with best blade system on the market Flex System WebApplications
bull Business Applications (SAP) bull Application and DB Servers
IBM Flex System
CISCO CISCO UCS
CISCO blade and proprietary management CISCO network no storage
HP Matrix Itanium and older x86 compute Brocade Network and proprietary Storage Only Virtual Systems Requires additional 3rd party software and cloud services based on Matrix
For Web Applications workloads the PureFlex with hybrid (UNIX and x86 compute infrastructures) solutions like SAP improves the IT economics when competing against Cisco UCS VCE VBlock and HP CloudSystems Matrix Clients running or wanting to run IBMrsquos Middleware stack (DB2 and WAS) should consider a PureApplication System
IBM Flex system ndash Go beyond blades 18
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Scalable Cloud bull Cloud Infrastructure Services bull Private Cloud (SCe)
IBM PureFlex System
CISCO VCE VBlock
Limited to VMWare and EMC 3rd party cloud integration
HP Cloud Systems Requires additional 3rd party software and cloud services based on Matrix
For Cloud Application workloads position PureFlex System with open choice operating systems and hypervisors to standardize as a clients Infrastructure as a Service (IaaS) platform The IBM SmartCloud Entry solution can be deployed quickly and efficiently as a private cloud solution on IBM PureFlex System
IBM Flex system ndash Go beyond blades 19
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Smarter Computing Customer Success Many clients have experienced a win choice with IBM Flex System IT management solution Whatacutes following is an example of what makes us a leading driveforce in the market Company Redstone specializes in managed hosted and internet service provision to a wide range of UK organizations Redstone employs more than 600 staff generates more than pound100 million in annual revenues and operates from multiple UK and international locations and over ten data centers The need Solution provider Redstones data centers were almost full halting its ability to continue to grow revenues Redstone looked for a way to increase capacity without expanding the physical footprint The solution Developed a comprehensive cloud-enabled service-based strategy deploying IBM Flex System with simplified integrated infrastructure management and cloud service capabilities The benefit The same data center footprint supports more than 3000 virtual servers at reduced energy and cooling costs introduces multi-platform cloud capabilities and enables staff to focus on new applications and projects
IBM Flex system ndash Go beyond blades 20
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System A Sales conversation example IBM and IBM BPs can help customers in getting open simple applications enabling an easy IT management In the following scenario an IBM BP is talking with a customer involved in integrating several business-critical services Letacutes have a look at how a sales conversation can help you overcome your customeracutes most common business concerns ldquoMy company needs to migrate our blade infrastructure to improve performance Iacuteve been told that IBM Flex System could help us to answer to this issue Why should we choose your offer rdquo
ldquoWell I think we may have a favorable solution IBM Flex System is designed to easily integrate into your existing infrastructure to support virtualization and simple management Are you having complexity problems with your system rdquo
ldquoAs a matter of fact we are Currently our infrastructure is getting hard to manage We use too many devices and too many systems to coordinate Also security is a key factor for us rdquo
ldquoI understand The Flex System hardware serves as the foundation of IBM SmartCloud Desktop Infrastructure and offers a robust virtal desktop solution to overcome those challenges This feature also provides more flexibility and choice by supporting virtual Microsoft and Linux desktops rdquo
ldquoHow can one machine do so much I cant afford to sacrifice performance rdquo
ldquoFlex System is the next generation of blades its memory capacity node density and high speed back plane deliver superior performance scalability and ensures yoursquore ready for the next decade of technologyrdquo
ldquoThat sounds great but we have to consider another vendoracutes offers What makes IBM different from the rest rdquo
ldquoIBM is delivering the industryacutes first single management tool for all physical and virtual resources We have decades of expertise and investment in IT solutions and a full commitment to open standards to rely on Should we schedule a product demonstration for a close-up view of the integration rdquo
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 3
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Introduction IBM Pure Systems offerings can help simplify your clients IT experience If your clients are looking to build their own system or upgrade an existing blade server installation they can take advantage of these new compute networking and management capabilities with an IBM Flex System ndash a build-to-order solution designed to help them go beyond blades By the end of this module youll be able to Know IBM Flex System
bull Describe the Blade Innovation evolution bull Present the new IBM Flex System key features bull List the benefits of IBM Flex System bull Identify the components of IBM Flex System bull Describe how does IBM Flex System fit with the IBM offerings
Sell IBM Flex System
bull Identify the sales process steps bull List the target opportunities for IBM Flex System bull Identify the customer pain points and the IBM Flex System differentiators bull List the IBM Flex System main competitors bull Compare IBM Flex System with the competition bull Explain how IBM Flex System contributes to Smarter Computing bull List additional selling tools and resources available for IBM Flex System
IBM Flex system ndash Go beyond blades 4
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Menu Know IBM Flex System Visit this section to have an overview of IBM Flex System
bull IBM A History of Blade Innovation bull IBM Flex System key features bull Client benefits of IBM Flex System bull IBM Flex System components bull IBM Flex System and the IBM PureSystems Family
Sell IBM Flex System Visit this section to learn about the IBM Flex System selling process and opportunities
bull Target opportunity segments bull Customer pain points bull IBM Flex System competitive landscape bull IBM Flex System a competitive platform system for workloads bull IBM Smarter Computing Customer Success bull A Sales conversation example bull Quiz on IBM Flex System bull Seller resources bull Conclusion
IBM Flex system ndash Go beyond blades 5
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System
IBM Flex system ndash Go beyond blades 6
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM A History of Blade Innovation For years IBM has been investing significantly in blade development innovation and new solutions bringing along its knowledge and expertise in IT solutions for business problems and incorporated it into the IBM Flex System 2000
bull X Architecture bull First Scalable x86 16
Socket Design
bull BladeCenter bull First to launch Blades to
market
2003
bull POWER4 bull First Dual Core processor in
the industry
2005
bull X Architecture bull First x86 vendor with 100
1 Benchmarks
bull 3rd Generation bull First x86 server with hot
swap memory
2007
bull 4th Generation bull First x86 to break bull 1M TPMC
bull POWER6 bull Doubled clock speed 50
better performance 2007 HP announces first BladeSystem
2008
bull Acquired XIV
bull Launched POWER7 bull Changing the thinking of
Unix servers 2009 Cisco announces first blade server products
2010
bull 5th Generation bull Changing the thinking of
x86 servers
bull Acquired Blade Network Technologies
IBM Flex system ndash Go beyond blades 7
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System key features The IBM Flex System compute nodes are optimized for virtualization performance and designed to run a wide variety of workloads Here you will learn the new IBM Flex System key features that help companies get the most out of their computer environment Simple
bull Components designed to work together bull Management integration bull Flex System V7000 Storage Node bull Flex System Manager recognizes new resources for rapid use
Open
bull 4 operating systems bull 4 hypervisors bull Tens of thousands of applications bull POWER and x86 nodes bull Network interoperability bull Broader storage management
Flexible
bull Choice of networking bull Choice of storage bull Storage Expansion Node for IBM Flex System x220 and x240 bull Networking - Integrated 10Gb FCoE solution Flex System
Fabric converged switch
Efficient
bull No compromise design bull Twice the virtual machine density bull More virtualization with Flex System x440 compute node bull Deliver great priceperformance with the p260 POWER7+
compute node
IBM Flex system ndash Go beyond blades 8
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System Client benefits of IBM Flex System Companies need the most advanced blade technology available and a flexible architecture to support their needs today - and tomorow And they need simple integrated management to keep operational costs down But they will also ask for a no-compromise design and long-term investment protection IBM Flex System offer a winning choice for your customers Building Blocks of IT
bull Ultimate performance for x86 POWER and multi-tiered based systems
bull Open Choice Seamless integration into the datacenter you own - Support for multiple OS Hypervisors and open
interoperability with non-IBM storage systems and networking providers
- Networking IBM offers choice of 1Gb and 10Gb Ethernet 8Gb and 16Gb Fibre Channel FCoE iSCSI and InfiniBand Clients can connect IBM PureFlex and Flex System to their existing network without any compromise
bull Workload designed systems - Virtualization and Cloud (dual hypervisor keys) - Low LatencyHigh IOPs (320GBs) - High Performance (40Gb uplinks) - Business Analytics (dedicated storage)
bull Infrastructure supporting multi fabrics Ethernet FCoE Fibre Channel
Investment Protection
bull Supports the next decade of growth in your datacenter - Chassis supports multiple 40Gb Ethernet
Channels and 16Gb Fibre Channel - Switches that allow you to grow as your IO
requirements change - Designed to meet port and bandwidth
requirements for the next decade - Power and thermal designed to support higher
wattage requirements of future processors storage IO networking and management
bull Ethernet modules support the latest IEEE 8021Qbg and OpenFlow standards
IBM Flex system ndash Go beyond blades 9
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System components With its set of scalable components optimized for better efficiency and performance that allow companies to meet their specific requirements utilizing the next evolution of blade technology with maximum x86 EP compute and memory performance IBM Flex System is the right fit Chassis
The Flex System chassis is designed to support multiple generations of technology we foresee for the next decade - being the first chassis to support 40Gb Ethernet bandwidths today With a clean slate design it allows new levels of integration particularly with the management integration of the Flex System Manager across all physical and virtual resources
Networking
Flex System networking capabilities are designed for virtualization and cloud
bull Ethernet options to fit into your current infrastructure while supporting next generation capabilities - up to 200 percent more networking bandwidth than HP
bull Fibre Channel switches ranging from low-cost 8Gb solutions to highly scalable 16Gb switches for maximum performance
bull HP switch has 8X10Gb uplinks vs IBM 10Gb Switch (EN4093R) which has 22X10Gb uplinks It comes to 175 more uplink bandwidth
IBM Flex System Fabric bull Simplifies network deployment via integrated
management bull Improves network performance via uncompromised IO
throughput bull Breaks IO bottleneck with leadership next generation
technology like 40Gb Ethernet 16Gb Fibre Channel and 56Gb Infiniband
bull Fits with existing infrastructure and scales with Customers IO needs
bull Works with existing heterogeneous datacenter infrastructure and scales with Clients networking requirements using innovative Feature-On-Demand concept
bull Reduces network complexity via convergence and Virtual Fabric
Storage
Flex System is designed to support the largest memory configurations with up to 50 more memory for denser virtualization higher networking bandwidths up 2X with half the latency and more dedicated storage in each compute node - up to 3X the competition Flex System Storage capabilities are optimized for efficiency and performance
IBM Flex system ndash Go beyond blades 10
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Up to 300 percent more dedicated storage for compute nodes compared to Dell
bull Real-time Compression reduces capacity needs and IBM Easy Tier automatically optimizes data on the tiered storage in the node
New Compute Node Choices
Leading edge compute technologies deliver an open architecture operating system and hypervisor choice
bull IBM Flex System x220 - Enhanced bull IBM Flex System p24L bull IBM Flex System p260 - Enhanced bull IBM Flex System x240 bull IBM Flex System p460 bull IBM Flex System x440 - New bull IBM Flex System PCI Expansion node and Storage
Expansion node
Expansion
The IBM Flex System Storage Expansion Node highlights are
bull Expands the capability of IBM Flex System compute nodes
bull Easily add dedicated storage capacity for Network Attach Storage workloads
bull Flexible storage to match your capacity performance and reliability needs
Over time IT systems have become more complex and difficult to manage Without the right systems in place you run the risk of spending too much time on operations and maintenance and not enough time on innovation You need a flexible infrastructure that can meet todays ever-changing business demands The IBM Flex System Storage Expansion Node is an element of the IBM Flex System family and the IBM Pure Systems family which combines compute storage networking virtualization and management into a single system that anticipates resource needs to help you optimize your infrastructure The IBM Flex System Storage Expansion Node provides dedicated hard disk drives (HDDs) or solid state disk (SSD) storage to an IBM Flex System x220 and x240 compute node which expands the compute nodes capability
Flex System Manager
Management integration with IBM Flex System Manager offers
bull Simple user interface and automation capabilities help you bring new components online faster
bull Cross resource integration to manage applications and workloads instead of components
bull Configure and deploy virtualized infrastructure in minutes bull Monitor servers network and storage devices from a
integrated graphical view bull Interactive chassis maps speed problem identification
and resolution
IBM Flex system ndash Go beyond blades 11
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Launch powerful remote management in context bull Track compliance with and update firmware baselines
across multiple systems bull Monitor from anywhere using Mobile apps for iPhone
Android and Blackberry bull Use Global Finder to locate system resources or tasks in
seconds
IBM Flex system ndash Go beyond blades 12
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System and the IBM PureSystems Family IBM Flex System offers what your client needs A proven open interoperability that integrates into their existing datacenter with a variety of highly integrated IBM Networking and Storage products supporting industry standard protocols Flex System
Blade Opportunity
Pure Flex Infrastructure and Cloud
Pure Application Applications and Cloud
Pure Data Data for Transactions Analytics and Operational Analytics
Sector
BladeCenter Installed Clients
GBE MM Infrastructure Cloud
GBE Application Cloud
GBE Data Analytics
Target
X86 Rack and Blade Installs
CISCO UCS VCE Vblock HP Unified System
Oracle Exalogic + Exadata
Oracle Exadata Teradata EMC
Sales Focus
bull IBM BladeCenter transition
bull Competitive blade transition -HP CISCO Dell
bull Managed Service Providers
bull Infrastructure Consolidation
bull Scalable cloud deployment (IaaS)
bull x86 POWER Competitive UNIX
bull Application optimization
bull Platform-as-a-Service (PaaS)
bull Existing DB2 WebSphere
bull Competitive - Oracle DB WebLogic Exalogic Exadata
bull Transactional Database (OLTP)
bull Data Warehouse and Analytics
bull Operational Warehouse
bull Competitive - Oracle Exadata Teradata EMC
IBM Flex system ndash Go beyond blades 13
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System
IBM Flex system ndash Go beyond blades 14
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Target opportunity segments IBM Flex System and PureFlex solutions cover two different opportunity segments for an integrated system for infrastructure consolidation or cloud implementation enhanced IBM PureFlex System offerings can help simplify an IT experience If your client needs to build their own system or upgrade an existing blade server installation they can rely on these new compute networking and management capabilities with an IBM Flex System Learn which of them is the answer that meets their demands and leaves the competition behind
Blade Replacement Integrated Infrastructure and Cloud BladeCenter
Installed Clients Competitive
Blade Installs Sector
Infrastructure Cloud
GBEMM Infrastructure
Cloud
Flex System bull Separately purchased
components bull An entry point for clients to start
with compute and networking bull Management and storage optional bull Client or partner tuned
Compete with CISCO HP DELL
Pure Flex bull Factory integration of Compute
Storage Networking and Management
bull Cloud ready with SmartCloud Entry
bull Single point of service and support bull Available IBM Smart Cloud Entry
Compete with CISCO HP VBLOCK
IBM Flex system ndash Go beyond blades 15
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Customer pain points A great way to start the sales conversation around your customeracutes IT system monitoring demands is to identify and overcome his pain points Take time to understand the questions and concerns your client may have Pain Points Differentiator Pure Flex
Clients need bull Streamlined
Procurement bull Rapid installation and
deployment bull Reduced systems
management timeexpense
bull More time to drive innovation
bull Pre-configured offerings bull Factory integrated bull Single integrated
management tool bull Rapid deployment and
provisioning tools bull Choice of OSHypervisor
Flex System
Clients need bull Maximum Integration
with existing data center
bull Obsolete x86 Rack or Blade replacement
bull Rapid deployment of new resources
bull Great Blade density per chassis than Cisco
bull Great choice in compute
platforms bull Ability to work with non
IBM components bull Manage and virtualize
IBM and non-IBM storage bull Maximum Memory
capacity bull Chassis designed for next
generation of technology
IBM Flex system ndash Go beyond blades 16
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System competitive landscape CISCO HP and Oracle are the major competitors in this market Letacutes review them and see what makes us competitive Enterprise
Systems
Expert Integrated System
Modular and Blade Servers
IBM bull zEnterprise bull Enterprise
Power Systems
bull PureData System for Transactions
bull PureData System for Analytics
bull PureData System for Operational Analytics
bull PureApplication System bull PureFlex System
bull Flex System (x86 POWER Nodes)
bull BladeCenter (x86 POWER Nodes)
bull System x and iDataPlex (x86)
bull Power Express (rack-mount and blades)
bull PowerLinux
CISCO bull VCE Vblock (VMware Cisco EMC)
bull NetApp FlexPod (NetApp Cisco)
bull UCS B-Series Blade (x86)
bull UCS C-Series Rack (x86)
bull Unified Computing System (UCS)
HP bull Integrity
Systems (Itanium)
bull Integrity NonStop (Itanium)
bull SuperDome2
Converged Systems bull VirtualSystem bull CloudSystem bull (MatrixEnterprise
Service Provider)
bull BladeSystem (x86 Itanium)
bull Proliant Systems (x86)
ORACLE SPARC (Enterprise M-Series)
Engineered Systems bull Exadata bull Exalogic bull Exalytics bull SPARC SuperCluster
T4-4
bull Sun Blade (x86 SPARC)
bull SPARC T-Series bull M-Series (smaller
models) bull Sun Fire Servers (x86)
IBM Flex system ndash Go beyond blades 17
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System a competitive platform system for workloads With its superior capabilities and wide range of offerings IBM PureFlex and Flex System can provide the best solution at IT management Letacutes learn what differentiate IBM from the competition Infrastructure
bull Collaboration bull General Workloads
IBM PureFlex
Flex System
CISCO CISCO UCS VCE Block
HP HP Converged Systems
For Infrastructure workloads such as collaboration and general workloads either PureFlex or Flex systems can be positioned If the customer wants to transform the datacenter with pre-integrated systems lead with PureFlex Systems If the customer wants to extend their existing infrastructure using their own resources lead with best blade system on the market Flex System WebApplications
bull Business Applications (SAP) bull Application and DB Servers
IBM Flex System
CISCO CISCO UCS
CISCO blade and proprietary management CISCO network no storage
HP Matrix Itanium and older x86 compute Brocade Network and proprietary Storage Only Virtual Systems Requires additional 3rd party software and cloud services based on Matrix
For Web Applications workloads the PureFlex with hybrid (UNIX and x86 compute infrastructures) solutions like SAP improves the IT economics when competing against Cisco UCS VCE VBlock and HP CloudSystems Matrix Clients running or wanting to run IBMrsquos Middleware stack (DB2 and WAS) should consider a PureApplication System
IBM Flex system ndash Go beyond blades 18
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Scalable Cloud bull Cloud Infrastructure Services bull Private Cloud (SCe)
IBM PureFlex System
CISCO VCE VBlock
Limited to VMWare and EMC 3rd party cloud integration
HP Cloud Systems Requires additional 3rd party software and cloud services based on Matrix
For Cloud Application workloads position PureFlex System with open choice operating systems and hypervisors to standardize as a clients Infrastructure as a Service (IaaS) platform The IBM SmartCloud Entry solution can be deployed quickly and efficiently as a private cloud solution on IBM PureFlex System
IBM Flex system ndash Go beyond blades 19
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Smarter Computing Customer Success Many clients have experienced a win choice with IBM Flex System IT management solution Whatacutes following is an example of what makes us a leading driveforce in the market Company Redstone specializes in managed hosted and internet service provision to a wide range of UK organizations Redstone employs more than 600 staff generates more than pound100 million in annual revenues and operates from multiple UK and international locations and over ten data centers The need Solution provider Redstones data centers were almost full halting its ability to continue to grow revenues Redstone looked for a way to increase capacity without expanding the physical footprint The solution Developed a comprehensive cloud-enabled service-based strategy deploying IBM Flex System with simplified integrated infrastructure management and cloud service capabilities The benefit The same data center footprint supports more than 3000 virtual servers at reduced energy and cooling costs introduces multi-platform cloud capabilities and enables staff to focus on new applications and projects
IBM Flex system ndash Go beyond blades 20
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System A Sales conversation example IBM and IBM BPs can help customers in getting open simple applications enabling an easy IT management In the following scenario an IBM BP is talking with a customer involved in integrating several business-critical services Letacutes have a look at how a sales conversation can help you overcome your customeracutes most common business concerns ldquoMy company needs to migrate our blade infrastructure to improve performance Iacuteve been told that IBM Flex System could help us to answer to this issue Why should we choose your offer rdquo
ldquoWell I think we may have a favorable solution IBM Flex System is designed to easily integrate into your existing infrastructure to support virtualization and simple management Are you having complexity problems with your system rdquo
ldquoAs a matter of fact we are Currently our infrastructure is getting hard to manage We use too many devices and too many systems to coordinate Also security is a key factor for us rdquo
ldquoI understand The Flex System hardware serves as the foundation of IBM SmartCloud Desktop Infrastructure and offers a robust virtal desktop solution to overcome those challenges This feature also provides more flexibility and choice by supporting virtual Microsoft and Linux desktops rdquo
ldquoHow can one machine do so much I cant afford to sacrifice performance rdquo
ldquoFlex System is the next generation of blades its memory capacity node density and high speed back plane deliver superior performance scalability and ensures yoursquore ready for the next decade of technologyrdquo
ldquoThat sounds great but we have to consider another vendoracutes offers What makes IBM different from the rest rdquo
ldquoIBM is delivering the industryacutes first single management tool for all physical and virtual resources We have decades of expertise and investment in IT solutions and a full commitment to open standards to rely on Should we schedule a product demonstration for a close-up view of the integration rdquo
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 4
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Menu Know IBM Flex System Visit this section to have an overview of IBM Flex System
bull IBM A History of Blade Innovation bull IBM Flex System key features bull Client benefits of IBM Flex System bull IBM Flex System components bull IBM Flex System and the IBM PureSystems Family
Sell IBM Flex System Visit this section to learn about the IBM Flex System selling process and opportunities
bull Target opportunity segments bull Customer pain points bull IBM Flex System competitive landscape bull IBM Flex System a competitive platform system for workloads bull IBM Smarter Computing Customer Success bull A Sales conversation example bull Quiz on IBM Flex System bull Seller resources bull Conclusion
IBM Flex system ndash Go beyond blades 5
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System
IBM Flex system ndash Go beyond blades 6
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM A History of Blade Innovation For years IBM has been investing significantly in blade development innovation and new solutions bringing along its knowledge and expertise in IT solutions for business problems and incorporated it into the IBM Flex System 2000
bull X Architecture bull First Scalable x86 16
Socket Design
bull BladeCenter bull First to launch Blades to
market
2003
bull POWER4 bull First Dual Core processor in
the industry
2005
bull X Architecture bull First x86 vendor with 100
1 Benchmarks
bull 3rd Generation bull First x86 server with hot
swap memory
2007
bull 4th Generation bull First x86 to break bull 1M TPMC
bull POWER6 bull Doubled clock speed 50
better performance 2007 HP announces first BladeSystem
2008
bull Acquired XIV
bull Launched POWER7 bull Changing the thinking of
Unix servers 2009 Cisco announces first blade server products
2010
bull 5th Generation bull Changing the thinking of
x86 servers
bull Acquired Blade Network Technologies
IBM Flex system ndash Go beyond blades 7
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System key features The IBM Flex System compute nodes are optimized for virtualization performance and designed to run a wide variety of workloads Here you will learn the new IBM Flex System key features that help companies get the most out of their computer environment Simple
bull Components designed to work together bull Management integration bull Flex System V7000 Storage Node bull Flex System Manager recognizes new resources for rapid use
Open
bull 4 operating systems bull 4 hypervisors bull Tens of thousands of applications bull POWER and x86 nodes bull Network interoperability bull Broader storage management
Flexible
bull Choice of networking bull Choice of storage bull Storage Expansion Node for IBM Flex System x220 and x240 bull Networking - Integrated 10Gb FCoE solution Flex System
Fabric converged switch
Efficient
bull No compromise design bull Twice the virtual machine density bull More virtualization with Flex System x440 compute node bull Deliver great priceperformance with the p260 POWER7+
compute node
IBM Flex system ndash Go beyond blades 8
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System Client benefits of IBM Flex System Companies need the most advanced blade technology available and a flexible architecture to support their needs today - and tomorow And they need simple integrated management to keep operational costs down But they will also ask for a no-compromise design and long-term investment protection IBM Flex System offer a winning choice for your customers Building Blocks of IT
bull Ultimate performance for x86 POWER and multi-tiered based systems
bull Open Choice Seamless integration into the datacenter you own - Support for multiple OS Hypervisors and open
interoperability with non-IBM storage systems and networking providers
- Networking IBM offers choice of 1Gb and 10Gb Ethernet 8Gb and 16Gb Fibre Channel FCoE iSCSI and InfiniBand Clients can connect IBM PureFlex and Flex System to their existing network without any compromise
bull Workload designed systems - Virtualization and Cloud (dual hypervisor keys) - Low LatencyHigh IOPs (320GBs) - High Performance (40Gb uplinks) - Business Analytics (dedicated storage)
bull Infrastructure supporting multi fabrics Ethernet FCoE Fibre Channel
Investment Protection
bull Supports the next decade of growth in your datacenter - Chassis supports multiple 40Gb Ethernet
Channels and 16Gb Fibre Channel - Switches that allow you to grow as your IO
requirements change - Designed to meet port and bandwidth
requirements for the next decade - Power and thermal designed to support higher
wattage requirements of future processors storage IO networking and management
bull Ethernet modules support the latest IEEE 8021Qbg and OpenFlow standards
IBM Flex system ndash Go beyond blades 9
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System components With its set of scalable components optimized for better efficiency and performance that allow companies to meet their specific requirements utilizing the next evolution of blade technology with maximum x86 EP compute and memory performance IBM Flex System is the right fit Chassis
The Flex System chassis is designed to support multiple generations of technology we foresee for the next decade - being the first chassis to support 40Gb Ethernet bandwidths today With a clean slate design it allows new levels of integration particularly with the management integration of the Flex System Manager across all physical and virtual resources
Networking
Flex System networking capabilities are designed for virtualization and cloud
bull Ethernet options to fit into your current infrastructure while supporting next generation capabilities - up to 200 percent more networking bandwidth than HP
bull Fibre Channel switches ranging from low-cost 8Gb solutions to highly scalable 16Gb switches for maximum performance
bull HP switch has 8X10Gb uplinks vs IBM 10Gb Switch (EN4093R) which has 22X10Gb uplinks It comes to 175 more uplink bandwidth
IBM Flex System Fabric bull Simplifies network deployment via integrated
management bull Improves network performance via uncompromised IO
throughput bull Breaks IO bottleneck with leadership next generation
technology like 40Gb Ethernet 16Gb Fibre Channel and 56Gb Infiniband
bull Fits with existing infrastructure and scales with Customers IO needs
bull Works with existing heterogeneous datacenter infrastructure and scales with Clients networking requirements using innovative Feature-On-Demand concept
bull Reduces network complexity via convergence and Virtual Fabric
Storage
Flex System is designed to support the largest memory configurations with up to 50 more memory for denser virtualization higher networking bandwidths up 2X with half the latency and more dedicated storage in each compute node - up to 3X the competition Flex System Storage capabilities are optimized for efficiency and performance
IBM Flex system ndash Go beyond blades 10
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Up to 300 percent more dedicated storage for compute nodes compared to Dell
bull Real-time Compression reduces capacity needs and IBM Easy Tier automatically optimizes data on the tiered storage in the node
New Compute Node Choices
Leading edge compute technologies deliver an open architecture operating system and hypervisor choice
bull IBM Flex System x220 - Enhanced bull IBM Flex System p24L bull IBM Flex System p260 - Enhanced bull IBM Flex System x240 bull IBM Flex System p460 bull IBM Flex System x440 - New bull IBM Flex System PCI Expansion node and Storage
Expansion node
Expansion
The IBM Flex System Storage Expansion Node highlights are
bull Expands the capability of IBM Flex System compute nodes
bull Easily add dedicated storage capacity for Network Attach Storage workloads
bull Flexible storage to match your capacity performance and reliability needs
Over time IT systems have become more complex and difficult to manage Without the right systems in place you run the risk of spending too much time on operations and maintenance and not enough time on innovation You need a flexible infrastructure that can meet todays ever-changing business demands The IBM Flex System Storage Expansion Node is an element of the IBM Flex System family and the IBM Pure Systems family which combines compute storage networking virtualization and management into a single system that anticipates resource needs to help you optimize your infrastructure The IBM Flex System Storage Expansion Node provides dedicated hard disk drives (HDDs) or solid state disk (SSD) storage to an IBM Flex System x220 and x240 compute node which expands the compute nodes capability
Flex System Manager
Management integration with IBM Flex System Manager offers
bull Simple user interface and automation capabilities help you bring new components online faster
bull Cross resource integration to manage applications and workloads instead of components
bull Configure and deploy virtualized infrastructure in minutes bull Monitor servers network and storage devices from a
integrated graphical view bull Interactive chassis maps speed problem identification
and resolution
IBM Flex system ndash Go beyond blades 11
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Launch powerful remote management in context bull Track compliance with and update firmware baselines
across multiple systems bull Monitor from anywhere using Mobile apps for iPhone
Android and Blackberry bull Use Global Finder to locate system resources or tasks in
seconds
IBM Flex system ndash Go beyond blades 12
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System and the IBM PureSystems Family IBM Flex System offers what your client needs A proven open interoperability that integrates into their existing datacenter with a variety of highly integrated IBM Networking and Storage products supporting industry standard protocols Flex System
Blade Opportunity
Pure Flex Infrastructure and Cloud
Pure Application Applications and Cloud
Pure Data Data for Transactions Analytics and Operational Analytics
Sector
BladeCenter Installed Clients
GBE MM Infrastructure Cloud
GBE Application Cloud
GBE Data Analytics
Target
X86 Rack and Blade Installs
CISCO UCS VCE Vblock HP Unified System
Oracle Exalogic + Exadata
Oracle Exadata Teradata EMC
Sales Focus
bull IBM BladeCenter transition
bull Competitive blade transition -HP CISCO Dell
bull Managed Service Providers
bull Infrastructure Consolidation
bull Scalable cloud deployment (IaaS)
bull x86 POWER Competitive UNIX
bull Application optimization
bull Platform-as-a-Service (PaaS)
bull Existing DB2 WebSphere
bull Competitive - Oracle DB WebLogic Exalogic Exadata
bull Transactional Database (OLTP)
bull Data Warehouse and Analytics
bull Operational Warehouse
bull Competitive - Oracle Exadata Teradata EMC
IBM Flex system ndash Go beyond blades 13
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System
IBM Flex system ndash Go beyond blades 14
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Target opportunity segments IBM Flex System and PureFlex solutions cover two different opportunity segments for an integrated system for infrastructure consolidation or cloud implementation enhanced IBM PureFlex System offerings can help simplify an IT experience If your client needs to build their own system or upgrade an existing blade server installation they can rely on these new compute networking and management capabilities with an IBM Flex System Learn which of them is the answer that meets their demands and leaves the competition behind
Blade Replacement Integrated Infrastructure and Cloud BladeCenter
Installed Clients Competitive
Blade Installs Sector
Infrastructure Cloud
GBEMM Infrastructure
Cloud
Flex System bull Separately purchased
components bull An entry point for clients to start
with compute and networking bull Management and storage optional bull Client or partner tuned
Compete with CISCO HP DELL
Pure Flex bull Factory integration of Compute
Storage Networking and Management
bull Cloud ready with SmartCloud Entry
bull Single point of service and support bull Available IBM Smart Cloud Entry
Compete with CISCO HP VBLOCK
IBM Flex system ndash Go beyond blades 15
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Customer pain points A great way to start the sales conversation around your customeracutes IT system monitoring demands is to identify and overcome his pain points Take time to understand the questions and concerns your client may have Pain Points Differentiator Pure Flex
Clients need bull Streamlined
Procurement bull Rapid installation and
deployment bull Reduced systems
management timeexpense
bull More time to drive innovation
bull Pre-configured offerings bull Factory integrated bull Single integrated
management tool bull Rapid deployment and
provisioning tools bull Choice of OSHypervisor
Flex System
Clients need bull Maximum Integration
with existing data center
bull Obsolete x86 Rack or Blade replacement
bull Rapid deployment of new resources
bull Great Blade density per chassis than Cisco
bull Great choice in compute
platforms bull Ability to work with non
IBM components bull Manage and virtualize
IBM and non-IBM storage bull Maximum Memory
capacity bull Chassis designed for next
generation of technology
IBM Flex system ndash Go beyond blades 16
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System competitive landscape CISCO HP and Oracle are the major competitors in this market Letacutes review them and see what makes us competitive Enterprise
Systems
Expert Integrated System
Modular and Blade Servers
IBM bull zEnterprise bull Enterprise
Power Systems
bull PureData System for Transactions
bull PureData System for Analytics
bull PureData System for Operational Analytics
bull PureApplication System bull PureFlex System
bull Flex System (x86 POWER Nodes)
bull BladeCenter (x86 POWER Nodes)
bull System x and iDataPlex (x86)
bull Power Express (rack-mount and blades)
bull PowerLinux
CISCO bull VCE Vblock (VMware Cisco EMC)
bull NetApp FlexPod (NetApp Cisco)
bull UCS B-Series Blade (x86)
bull UCS C-Series Rack (x86)
bull Unified Computing System (UCS)
HP bull Integrity
Systems (Itanium)
bull Integrity NonStop (Itanium)
bull SuperDome2
Converged Systems bull VirtualSystem bull CloudSystem bull (MatrixEnterprise
Service Provider)
bull BladeSystem (x86 Itanium)
bull Proliant Systems (x86)
ORACLE SPARC (Enterprise M-Series)
Engineered Systems bull Exadata bull Exalogic bull Exalytics bull SPARC SuperCluster
T4-4
bull Sun Blade (x86 SPARC)
bull SPARC T-Series bull M-Series (smaller
models) bull Sun Fire Servers (x86)
IBM Flex system ndash Go beyond blades 17
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System a competitive platform system for workloads With its superior capabilities and wide range of offerings IBM PureFlex and Flex System can provide the best solution at IT management Letacutes learn what differentiate IBM from the competition Infrastructure
bull Collaboration bull General Workloads
IBM PureFlex
Flex System
CISCO CISCO UCS VCE Block
HP HP Converged Systems
For Infrastructure workloads such as collaboration and general workloads either PureFlex or Flex systems can be positioned If the customer wants to transform the datacenter with pre-integrated systems lead with PureFlex Systems If the customer wants to extend their existing infrastructure using their own resources lead with best blade system on the market Flex System WebApplications
bull Business Applications (SAP) bull Application and DB Servers
IBM Flex System
CISCO CISCO UCS
CISCO blade and proprietary management CISCO network no storage
HP Matrix Itanium and older x86 compute Brocade Network and proprietary Storage Only Virtual Systems Requires additional 3rd party software and cloud services based on Matrix
For Web Applications workloads the PureFlex with hybrid (UNIX and x86 compute infrastructures) solutions like SAP improves the IT economics when competing against Cisco UCS VCE VBlock and HP CloudSystems Matrix Clients running or wanting to run IBMrsquos Middleware stack (DB2 and WAS) should consider a PureApplication System
IBM Flex system ndash Go beyond blades 18
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Scalable Cloud bull Cloud Infrastructure Services bull Private Cloud (SCe)
IBM PureFlex System
CISCO VCE VBlock
Limited to VMWare and EMC 3rd party cloud integration
HP Cloud Systems Requires additional 3rd party software and cloud services based on Matrix
For Cloud Application workloads position PureFlex System with open choice operating systems and hypervisors to standardize as a clients Infrastructure as a Service (IaaS) platform The IBM SmartCloud Entry solution can be deployed quickly and efficiently as a private cloud solution on IBM PureFlex System
IBM Flex system ndash Go beyond blades 19
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Smarter Computing Customer Success Many clients have experienced a win choice with IBM Flex System IT management solution Whatacutes following is an example of what makes us a leading driveforce in the market Company Redstone specializes in managed hosted and internet service provision to a wide range of UK organizations Redstone employs more than 600 staff generates more than pound100 million in annual revenues and operates from multiple UK and international locations and over ten data centers The need Solution provider Redstones data centers were almost full halting its ability to continue to grow revenues Redstone looked for a way to increase capacity without expanding the physical footprint The solution Developed a comprehensive cloud-enabled service-based strategy deploying IBM Flex System with simplified integrated infrastructure management and cloud service capabilities The benefit The same data center footprint supports more than 3000 virtual servers at reduced energy and cooling costs introduces multi-platform cloud capabilities and enables staff to focus on new applications and projects
IBM Flex system ndash Go beyond blades 20
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System A Sales conversation example IBM and IBM BPs can help customers in getting open simple applications enabling an easy IT management In the following scenario an IBM BP is talking with a customer involved in integrating several business-critical services Letacutes have a look at how a sales conversation can help you overcome your customeracutes most common business concerns ldquoMy company needs to migrate our blade infrastructure to improve performance Iacuteve been told that IBM Flex System could help us to answer to this issue Why should we choose your offer rdquo
ldquoWell I think we may have a favorable solution IBM Flex System is designed to easily integrate into your existing infrastructure to support virtualization and simple management Are you having complexity problems with your system rdquo
ldquoAs a matter of fact we are Currently our infrastructure is getting hard to manage We use too many devices and too many systems to coordinate Also security is a key factor for us rdquo
ldquoI understand The Flex System hardware serves as the foundation of IBM SmartCloud Desktop Infrastructure and offers a robust virtal desktop solution to overcome those challenges This feature also provides more flexibility and choice by supporting virtual Microsoft and Linux desktops rdquo
ldquoHow can one machine do so much I cant afford to sacrifice performance rdquo
ldquoFlex System is the next generation of blades its memory capacity node density and high speed back plane deliver superior performance scalability and ensures yoursquore ready for the next decade of technologyrdquo
ldquoThat sounds great but we have to consider another vendoracutes offers What makes IBM different from the rest rdquo
ldquoIBM is delivering the industryacutes first single management tool for all physical and virtual resources We have decades of expertise and investment in IT solutions and a full commitment to open standards to rely on Should we schedule a product demonstration for a close-up view of the integration rdquo
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 5
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System
IBM Flex system ndash Go beyond blades 6
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM A History of Blade Innovation For years IBM has been investing significantly in blade development innovation and new solutions bringing along its knowledge and expertise in IT solutions for business problems and incorporated it into the IBM Flex System 2000
bull X Architecture bull First Scalable x86 16
Socket Design
bull BladeCenter bull First to launch Blades to
market
2003
bull POWER4 bull First Dual Core processor in
the industry
2005
bull X Architecture bull First x86 vendor with 100
1 Benchmarks
bull 3rd Generation bull First x86 server with hot
swap memory
2007
bull 4th Generation bull First x86 to break bull 1M TPMC
bull POWER6 bull Doubled clock speed 50
better performance 2007 HP announces first BladeSystem
2008
bull Acquired XIV
bull Launched POWER7 bull Changing the thinking of
Unix servers 2009 Cisco announces first blade server products
2010
bull 5th Generation bull Changing the thinking of
x86 servers
bull Acquired Blade Network Technologies
IBM Flex system ndash Go beyond blades 7
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System key features The IBM Flex System compute nodes are optimized for virtualization performance and designed to run a wide variety of workloads Here you will learn the new IBM Flex System key features that help companies get the most out of their computer environment Simple
bull Components designed to work together bull Management integration bull Flex System V7000 Storage Node bull Flex System Manager recognizes new resources for rapid use
Open
bull 4 operating systems bull 4 hypervisors bull Tens of thousands of applications bull POWER and x86 nodes bull Network interoperability bull Broader storage management
Flexible
bull Choice of networking bull Choice of storage bull Storage Expansion Node for IBM Flex System x220 and x240 bull Networking - Integrated 10Gb FCoE solution Flex System
Fabric converged switch
Efficient
bull No compromise design bull Twice the virtual machine density bull More virtualization with Flex System x440 compute node bull Deliver great priceperformance with the p260 POWER7+
compute node
IBM Flex system ndash Go beyond blades 8
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System Client benefits of IBM Flex System Companies need the most advanced blade technology available and a flexible architecture to support their needs today - and tomorow And they need simple integrated management to keep operational costs down But they will also ask for a no-compromise design and long-term investment protection IBM Flex System offer a winning choice for your customers Building Blocks of IT
bull Ultimate performance for x86 POWER and multi-tiered based systems
bull Open Choice Seamless integration into the datacenter you own - Support for multiple OS Hypervisors and open
interoperability with non-IBM storage systems and networking providers
- Networking IBM offers choice of 1Gb and 10Gb Ethernet 8Gb and 16Gb Fibre Channel FCoE iSCSI and InfiniBand Clients can connect IBM PureFlex and Flex System to their existing network without any compromise
bull Workload designed systems - Virtualization and Cloud (dual hypervisor keys) - Low LatencyHigh IOPs (320GBs) - High Performance (40Gb uplinks) - Business Analytics (dedicated storage)
bull Infrastructure supporting multi fabrics Ethernet FCoE Fibre Channel
Investment Protection
bull Supports the next decade of growth in your datacenter - Chassis supports multiple 40Gb Ethernet
Channels and 16Gb Fibre Channel - Switches that allow you to grow as your IO
requirements change - Designed to meet port and bandwidth
requirements for the next decade - Power and thermal designed to support higher
wattage requirements of future processors storage IO networking and management
bull Ethernet modules support the latest IEEE 8021Qbg and OpenFlow standards
IBM Flex system ndash Go beyond blades 9
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System components With its set of scalable components optimized for better efficiency and performance that allow companies to meet their specific requirements utilizing the next evolution of blade technology with maximum x86 EP compute and memory performance IBM Flex System is the right fit Chassis
The Flex System chassis is designed to support multiple generations of technology we foresee for the next decade - being the first chassis to support 40Gb Ethernet bandwidths today With a clean slate design it allows new levels of integration particularly with the management integration of the Flex System Manager across all physical and virtual resources
Networking
Flex System networking capabilities are designed for virtualization and cloud
bull Ethernet options to fit into your current infrastructure while supporting next generation capabilities - up to 200 percent more networking bandwidth than HP
bull Fibre Channel switches ranging from low-cost 8Gb solutions to highly scalable 16Gb switches for maximum performance
bull HP switch has 8X10Gb uplinks vs IBM 10Gb Switch (EN4093R) which has 22X10Gb uplinks It comes to 175 more uplink bandwidth
IBM Flex System Fabric bull Simplifies network deployment via integrated
management bull Improves network performance via uncompromised IO
throughput bull Breaks IO bottleneck with leadership next generation
technology like 40Gb Ethernet 16Gb Fibre Channel and 56Gb Infiniband
bull Fits with existing infrastructure and scales with Customers IO needs
bull Works with existing heterogeneous datacenter infrastructure and scales with Clients networking requirements using innovative Feature-On-Demand concept
bull Reduces network complexity via convergence and Virtual Fabric
Storage
Flex System is designed to support the largest memory configurations with up to 50 more memory for denser virtualization higher networking bandwidths up 2X with half the latency and more dedicated storage in each compute node - up to 3X the competition Flex System Storage capabilities are optimized for efficiency and performance
IBM Flex system ndash Go beyond blades 10
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Up to 300 percent more dedicated storage for compute nodes compared to Dell
bull Real-time Compression reduces capacity needs and IBM Easy Tier automatically optimizes data on the tiered storage in the node
New Compute Node Choices
Leading edge compute technologies deliver an open architecture operating system and hypervisor choice
bull IBM Flex System x220 - Enhanced bull IBM Flex System p24L bull IBM Flex System p260 - Enhanced bull IBM Flex System x240 bull IBM Flex System p460 bull IBM Flex System x440 - New bull IBM Flex System PCI Expansion node and Storage
Expansion node
Expansion
The IBM Flex System Storage Expansion Node highlights are
bull Expands the capability of IBM Flex System compute nodes
bull Easily add dedicated storage capacity for Network Attach Storage workloads
bull Flexible storage to match your capacity performance and reliability needs
Over time IT systems have become more complex and difficult to manage Without the right systems in place you run the risk of spending too much time on operations and maintenance and not enough time on innovation You need a flexible infrastructure that can meet todays ever-changing business demands The IBM Flex System Storage Expansion Node is an element of the IBM Flex System family and the IBM Pure Systems family which combines compute storage networking virtualization and management into a single system that anticipates resource needs to help you optimize your infrastructure The IBM Flex System Storage Expansion Node provides dedicated hard disk drives (HDDs) or solid state disk (SSD) storage to an IBM Flex System x220 and x240 compute node which expands the compute nodes capability
Flex System Manager
Management integration with IBM Flex System Manager offers
bull Simple user interface and automation capabilities help you bring new components online faster
bull Cross resource integration to manage applications and workloads instead of components
bull Configure and deploy virtualized infrastructure in minutes bull Monitor servers network and storage devices from a
integrated graphical view bull Interactive chassis maps speed problem identification
and resolution
IBM Flex system ndash Go beyond blades 11
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Launch powerful remote management in context bull Track compliance with and update firmware baselines
across multiple systems bull Monitor from anywhere using Mobile apps for iPhone
Android and Blackberry bull Use Global Finder to locate system resources or tasks in
seconds
IBM Flex system ndash Go beyond blades 12
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System and the IBM PureSystems Family IBM Flex System offers what your client needs A proven open interoperability that integrates into their existing datacenter with a variety of highly integrated IBM Networking and Storage products supporting industry standard protocols Flex System
Blade Opportunity
Pure Flex Infrastructure and Cloud
Pure Application Applications and Cloud
Pure Data Data for Transactions Analytics and Operational Analytics
Sector
BladeCenter Installed Clients
GBE MM Infrastructure Cloud
GBE Application Cloud
GBE Data Analytics
Target
X86 Rack and Blade Installs
CISCO UCS VCE Vblock HP Unified System
Oracle Exalogic + Exadata
Oracle Exadata Teradata EMC
Sales Focus
bull IBM BladeCenter transition
bull Competitive blade transition -HP CISCO Dell
bull Managed Service Providers
bull Infrastructure Consolidation
bull Scalable cloud deployment (IaaS)
bull x86 POWER Competitive UNIX
bull Application optimization
bull Platform-as-a-Service (PaaS)
bull Existing DB2 WebSphere
bull Competitive - Oracle DB WebLogic Exalogic Exadata
bull Transactional Database (OLTP)
bull Data Warehouse and Analytics
bull Operational Warehouse
bull Competitive - Oracle Exadata Teradata EMC
IBM Flex system ndash Go beyond blades 13
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System
IBM Flex system ndash Go beyond blades 14
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Target opportunity segments IBM Flex System and PureFlex solutions cover two different opportunity segments for an integrated system for infrastructure consolidation or cloud implementation enhanced IBM PureFlex System offerings can help simplify an IT experience If your client needs to build their own system or upgrade an existing blade server installation they can rely on these new compute networking and management capabilities with an IBM Flex System Learn which of them is the answer that meets their demands and leaves the competition behind
Blade Replacement Integrated Infrastructure and Cloud BladeCenter
Installed Clients Competitive
Blade Installs Sector
Infrastructure Cloud
GBEMM Infrastructure
Cloud
Flex System bull Separately purchased
components bull An entry point for clients to start
with compute and networking bull Management and storage optional bull Client or partner tuned
Compete with CISCO HP DELL
Pure Flex bull Factory integration of Compute
Storage Networking and Management
bull Cloud ready with SmartCloud Entry
bull Single point of service and support bull Available IBM Smart Cloud Entry
Compete with CISCO HP VBLOCK
IBM Flex system ndash Go beyond blades 15
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Customer pain points A great way to start the sales conversation around your customeracutes IT system monitoring demands is to identify and overcome his pain points Take time to understand the questions and concerns your client may have Pain Points Differentiator Pure Flex
Clients need bull Streamlined
Procurement bull Rapid installation and
deployment bull Reduced systems
management timeexpense
bull More time to drive innovation
bull Pre-configured offerings bull Factory integrated bull Single integrated
management tool bull Rapid deployment and
provisioning tools bull Choice of OSHypervisor
Flex System
Clients need bull Maximum Integration
with existing data center
bull Obsolete x86 Rack or Blade replacement
bull Rapid deployment of new resources
bull Great Blade density per chassis than Cisco
bull Great choice in compute
platforms bull Ability to work with non
IBM components bull Manage and virtualize
IBM and non-IBM storage bull Maximum Memory
capacity bull Chassis designed for next
generation of technology
IBM Flex system ndash Go beyond blades 16
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System competitive landscape CISCO HP and Oracle are the major competitors in this market Letacutes review them and see what makes us competitive Enterprise
Systems
Expert Integrated System
Modular and Blade Servers
IBM bull zEnterprise bull Enterprise
Power Systems
bull PureData System for Transactions
bull PureData System for Analytics
bull PureData System for Operational Analytics
bull PureApplication System bull PureFlex System
bull Flex System (x86 POWER Nodes)
bull BladeCenter (x86 POWER Nodes)
bull System x and iDataPlex (x86)
bull Power Express (rack-mount and blades)
bull PowerLinux
CISCO bull VCE Vblock (VMware Cisco EMC)
bull NetApp FlexPod (NetApp Cisco)
bull UCS B-Series Blade (x86)
bull UCS C-Series Rack (x86)
bull Unified Computing System (UCS)
HP bull Integrity
Systems (Itanium)
bull Integrity NonStop (Itanium)
bull SuperDome2
Converged Systems bull VirtualSystem bull CloudSystem bull (MatrixEnterprise
Service Provider)
bull BladeSystem (x86 Itanium)
bull Proliant Systems (x86)
ORACLE SPARC (Enterprise M-Series)
Engineered Systems bull Exadata bull Exalogic bull Exalytics bull SPARC SuperCluster
T4-4
bull Sun Blade (x86 SPARC)
bull SPARC T-Series bull M-Series (smaller
models) bull Sun Fire Servers (x86)
IBM Flex system ndash Go beyond blades 17
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System a competitive platform system for workloads With its superior capabilities and wide range of offerings IBM PureFlex and Flex System can provide the best solution at IT management Letacutes learn what differentiate IBM from the competition Infrastructure
bull Collaboration bull General Workloads
IBM PureFlex
Flex System
CISCO CISCO UCS VCE Block
HP HP Converged Systems
For Infrastructure workloads such as collaboration and general workloads either PureFlex or Flex systems can be positioned If the customer wants to transform the datacenter with pre-integrated systems lead with PureFlex Systems If the customer wants to extend their existing infrastructure using their own resources lead with best blade system on the market Flex System WebApplications
bull Business Applications (SAP) bull Application and DB Servers
IBM Flex System
CISCO CISCO UCS
CISCO blade and proprietary management CISCO network no storage
HP Matrix Itanium and older x86 compute Brocade Network and proprietary Storage Only Virtual Systems Requires additional 3rd party software and cloud services based on Matrix
For Web Applications workloads the PureFlex with hybrid (UNIX and x86 compute infrastructures) solutions like SAP improves the IT economics when competing against Cisco UCS VCE VBlock and HP CloudSystems Matrix Clients running or wanting to run IBMrsquos Middleware stack (DB2 and WAS) should consider a PureApplication System
IBM Flex system ndash Go beyond blades 18
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Scalable Cloud bull Cloud Infrastructure Services bull Private Cloud (SCe)
IBM PureFlex System
CISCO VCE VBlock
Limited to VMWare and EMC 3rd party cloud integration
HP Cloud Systems Requires additional 3rd party software and cloud services based on Matrix
For Cloud Application workloads position PureFlex System with open choice operating systems and hypervisors to standardize as a clients Infrastructure as a Service (IaaS) platform The IBM SmartCloud Entry solution can be deployed quickly and efficiently as a private cloud solution on IBM PureFlex System
IBM Flex system ndash Go beyond blades 19
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Smarter Computing Customer Success Many clients have experienced a win choice with IBM Flex System IT management solution Whatacutes following is an example of what makes us a leading driveforce in the market Company Redstone specializes in managed hosted and internet service provision to a wide range of UK organizations Redstone employs more than 600 staff generates more than pound100 million in annual revenues and operates from multiple UK and international locations and over ten data centers The need Solution provider Redstones data centers were almost full halting its ability to continue to grow revenues Redstone looked for a way to increase capacity without expanding the physical footprint The solution Developed a comprehensive cloud-enabled service-based strategy deploying IBM Flex System with simplified integrated infrastructure management and cloud service capabilities The benefit The same data center footprint supports more than 3000 virtual servers at reduced energy and cooling costs introduces multi-platform cloud capabilities and enables staff to focus on new applications and projects
IBM Flex system ndash Go beyond blades 20
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System A Sales conversation example IBM and IBM BPs can help customers in getting open simple applications enabling an easy IT management In the following scenario an IBM BP is talking with a customer involved in integrating several business-critical services Letacutes have a look at how a sales conversation can help you overcome your customeracutes most common business concerns ldquoMy company needs to migrate our blade infrastructure to improve performance Iacuteve been told that IBM Flex System could help us to answer to this issue Why should we choose your offer rdquo
ldquoWell I think we may have a favorable solution IBM Flex System is designed to easily integrate into your existing infrastructure to support virtualization and simple management Are you having complexity problems with your system rdquo
ldquoAs a matter of fact we are Currently our infrastructure is getting hard to manage We use too many devices and too many systems to coordinate Also security is a key factor for us rdquo
ldquoI understand The Flex System hardware serves as the foundation of IBM SmartCloud Desktop Infrastructure and offers a robust virtal desktop solution to overcome those challenges This feature also provides more flexibility and choice by supporting virtual Microsoft and Linux desktops rdquo
ldquoHow can one machine do so much I cant afford to sacrifice performance rdquo
ldquoFlex System is the next generation of blades its memory capacity node density and high speed back plane deliver superior performance scalability and ensures yoursquore ready for the next decade of technologyrdquo
ldquoThat sounds great but we have to consider another vendoracutes offers What makes IBM different from the rest rdquo
ldquoIBM is delivering the industryacutes first single management tool for all physical and virtual resources We have decades of expertise and investment in IT solutions and a full commitment to open standards to rely on Should we schedule a product demonstration for a close-up view of the integration rdquo
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 6
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM A History of Blade Innovation For years IBM has been investing significantly in blade development innovation and new solutions bringing along its knowledge and expertise in IT solutions for business problems and incorporated it into the IBM Flex System 2000
bull X Architecture bull First Scalable x86 16
Socket Design
bull BladeCenter bull First to launch Blades to
market
2003
bull POWER4 bull First Dual Core processor in
the industry
2005
bull X Architecture bull First x86 vendor with 100
1 Benchmarks
bull 3rd Generation bull First x86 server with hot
swap memory
2007
bull 4th Generation bull First x86 to break bull 1M TPMC
bull POWER6 bull Doubled clock speed 50
better performance 2007 HP announces first BladeSystem
2008
bull Acquired XIV
bull Launched POWER7 bull Changing the thinking of
Unix servers 2009 Cisco announces first blade server products
2010
bull 5th Generation bull Changing the thinking of
x86 servers
bull Acquired Blade Network Technologies
IBM Flex system ndash Go beyond blades 7
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System key features The IBM Flex System compute nodes are optimized for virtualization performance and designed to run a wide variety of workloads Here you will learn the new IBM Flex System key features that help companies get the most out of their computer environment Simple
bull Components designed to work together bull Management integration bull Flex System V7000 Storage Node bull Flex System Manager recognizes new resources for rapid use
Open
bull 4 operating systems bull 4 hypervisors bull Tens of thousands of applications bull POWER and x86 nodes bull Network interoperability bull Broader storage management
Flexible
bull Choice of networking bull Choice of storage bull Storage Expansion Node for IBM Flex System x220 and x240 bull Networking - Integrated 10Gb FCoE solution Flex System
Fabric converged switch
Efficient
bull No compromise design bull Twice the virtual machine density bull More virtualization with Flex System x440 compute node bull Deliver great priceperformance with the p260 POWER7+
compute node
IBM Flex system ndash Go beyond blades 8
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System Client benefits of IBM Flex System Companies need the most advanced blade technology available and a flexible architecture to support their needs today - and tomorow And they need simple integrated management to keep operational costs down But they will also ask for a no-compromise design and long-term investment protection IBM Flex System offer a winning choice for your customers Building Blocks of IT
bull Ultimate performance for x86 POWER and multi-tiered based systems
bull Open Choice Seamless integration into the datacenter you own - Support for multiple OS Hypervisors and open
interoperability with non-IBM storage systems and networking providers
- Networking IBM offers choice of 1Gb and 10Gb Ethernet 8Gb and 16Gb Fibre Channel FCoE iSCSI and InfiniBand Clients can connect IBM PureFlex and Flex System to their existing network without any compromise
bull Workload designed systems - Virtualization and Cloud (dual hypervisor keys) - Low LatencyHigh IOPs (320GBs) - High Performance (40Gb uplinks) - Business Analytics (dedicated storage)
bull Infrastructure supporting multi fabrics Ethernet FCoE Fibre Channel
Investment Protection
bull Supports the next decade of growth in your datacenter - Chassis supports multiple 40Gb Ethernet
Channels and 16Gb Fibre Channel - Switches that allow you to grow as your IO
requirements change - Designed to meet port and bandwidth
requirements for the next decade - Power and thermal designed to support higher
wattage requirements of future processors storage IO networking and management
bull Ethernet modules support the latest IEEE 8021Qbg and OpenFlow standards
IBM Flex system ndash Go beyond blades 9
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System components With its set of scalable components optimized for better efficiency and performance that allow companies to meet their specific requirements utilizing the next evolution of blade technology with maximum x86 EP compute and memory performance IBM Flex System is the right fit Chassis
The Flex System chassis is designed to support multiple generations of technology we foresee for the next decade - being the first chassis to support 40Gb Ethernet bandwidths today With a clean slate design it allows new levels of integration particularly with the management integration of the Flex System Manager across all physical and virtual resources
Networking
Flex System networking capabilities are designed for virtualization and cloud
bull Ethernet options to fit into your current infrastructure while supporting next generation capabilities - up to 200 percent more networking bandwidth than HP
bull Fibre Channel switches ranging from low-cost 8Gb solutions to highly scalable 16Gb switches for maximum performance
bull HP switch has 8X10Gb uplinks vs IBM 10Gb Switch (EN4093R) which has 22X10Gb uplinks It comes to 175 more uplink bandwidth
IBM Flex System Fabric bull Simplifies network deployment via integrated
management bull Improves network performance via uncompromised IO
throughput bull Breaks IO bottleneck with leadership next generation
technology like 40Gb Ethernet 16Gb Fibre Channel and 56Gb Infiniband
bull Fits with existing infrastructure and scales with Customers IO needs
bull Works with existing heterogeneous datacenter infrastructure and scales with Clients networking requirements using innovative Feature-On-Demand concept
bull Reduces network complexity via convergence and Virtual Fabric
Storage
Flex System is designed to support the largest memory configurations with up to 50 more memory for denser virtualization higher networking bandwidths up 2X with half the latency and more dedicated storage in each compute node - up to 3X the competition Flex System Storage capabilities are optimized for efficiency and performance
IBM Flex system ndash Go beyond blades 10
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Up to 300 percent more dedicated storage for compute nodes compared to Dell
bull Real-time Compression reduces capacity needs and IBM Easy Tier automatically optimizes data on the tiered storage in the node
New Compute Node Choices
Leading edge compute technologies deliver an open architecture operating system and hypervisor choice
bull IBM Flex System x220 - Enhanced bull IBM Flex System p24L bull IBM Flex System p260 - Enhanced bull IBM Flex System x240 bull IBM Flex System p460 bull IBM Flex System x440 - New bull IBM Flex System PCI Expansion node and Storage
Expansion node
Expansion
The IBM Flex System Storage Expansion Node highlights are
bull Expands the capability of IBM Flex System compute nodes
bull Easily add dedicated storage capacity for Network Attach Storage workloads
bull Flexible storage to match your capacity performance and reliability needs
Over time IT systems have become more complex and difficult to manage Without the right systems in place you run the risk of spending too much time on operations and maintenance and not enough time on innovation You need a flexible infrastructure that can meet todays ever-changing business demands The IBM Flex System Storage Expansion Node is an element of the IBM Flex System family and the IBM Pure Systems family which combines compute storage networking virtualization and management into a single system that anticipates resource needs to help you optimize your infrastructure The IBM Flex System Storage Expansion Node provides dedicated hard disk drives (HDDs) or solid state disk (SSD) storage to an IBM Flex System x220 and x240 compute node which expands the compute nodes capability
Flex System Manager
Management integration with IBM Flex System Manager offers
bull Simple user interface and automation capabilities help you bring new components online faster
bull Cross resource integration to manage applications and workloads instead of components
bull Configure and deploy virtualized infrastructure in minutes bull Monitor servers network and storage devices from a
integrated graphical view bull Interactive chassis maps speed problem identification
and resolution
IBM Flex system ndash Go beyond blades 11
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Launch powerful remote management in context bull Track compliance with and update firmware baselines
across multiple systems bull Monitor from anywhere using Mobile apps for iPhone
Android and Blackberry bull Use Global Finder to locate system resources or tasks in
seconds
IBM Flex system ndash Go beyond blades 12
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System and the IBM PureSystems Family IBM Flex System offers what your client needs A proven open interoperability that integrates into their existing datacenter with a variety of highly integrated IBM Networking and Storage products supporting industry standard protocols Flex System
Blade Opportunity
Pure Flex Infrastructure and Cloud
Pure Application Applications and Cloud
Pure Data Data for Transactions Analytics and Operational Analytics
Sector
BladeCenter Installed Clients
GBE MM Infrastructure Cloud
GBE Application Cloud
GBE Data Analytics
Target
X86 Rack and Blade Installs
CISCO UCS VCE Vblock HP Unified System
Oracle Exalogic + Exadata
Oracle Exadata Teradata EMC
Sales Focus
bull IBM BladeCenter transition
bull Competitive blade transition -HP CISCO Dell
bull Managed Service Providers
bull Infrastructure Consolidation
bull Scalable cloud deployment (IaaS)
bull x86 POWER Competitive UNIX
bull Application optimization
bull Platform-as-a-Service (PaaS)
bull Existing DB2 WebSphere
bull Competitive - Oracle DB WebLogic Exalogic Exadata
bull Transactional Database (OLTP)
bull Data Warehouse and Analytics
bull Operational Warehouse
bull Competitive - Oracle Exadata Teradata EMC
IBM Flex system ndash Go beyond blades 13
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System
IBM Flex system ndash Go beyond blades 14
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Target opportunity segments IBM Flex System and PureFlex solutions cover two different opportunity segments for an integrated system for infrastructure consolidation or cloud implementation enhanced IBM PureFlex System offerings can help simplify an IT experience If your client needs to build their own system or upgrade an existing blade server installation they can rely on these new compute networking and management capabilities with an IBM Flex System Learn which of them is the answer that meets their demands and leaves the competition behind
Blade Replacement Integrated Infrastructure and Cloud BladeCenter
Installed Clients Competitive
Blade Installs Sector
Infrastructure Cloud
GBEMM Infrastructure
Cloud
Flex System bull Separately purchased
components bull An entry point for clients to start
with compute and networking bull Management and storage optional bull Client or partner tuned
Compete with CISCO HP DELL
Pure Flex bull Factory integration of Compute
Storage Networking and Management
bull Cloud ready with SmartCloud Entry
bull Single point of service and support bull Available IBM Smart Cloud Entry
Compete with CISCO HP VBLOCK
IBM Flex system ndash Go beyond blades 15
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Customer pain points A great way to start the sales conversation around your customeracutes IT system monitoring demands is to identify and overcome his pain points Take time to understand the questions and concerns your client may have Pain Points Differentiator Pure Flex
Clients need bull Streamlined
Procurement bull Rapid installation and
deployment bull Reduced systems
management timeexpense
bull More time to drive innovation
bull Pre-configured offerings bull Factory integrated bull Single integrated
management tool bull Rapid deployment and
provisioning tools bull Choice of OSHypervisor
Flex System
Clients need bull Maximum Integration
with existing data center
bull Obsolete x86 Rack or Blade replacement
bull Rapid deployment of new resources
bull Great Blade density per chassis than Cisco
bull Great choice in compute
platforms bull Ability to work with non
IBM components bull Manage and virtualize
IBM and non-IBM storage bull Maximum Memory
capacity bull Chassis designed for next
generation of technology
IBM Flex system ndash Go beyond blades 16
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System competitive landscape CISCO HP and Oracle are the major competitors in this market Letacutes review them and see what makes us competitive Enterprise
Systems
Expert Integrated System
Modular and Blade Servers
IBM bull zEnterprise bull Enterprise
Power Systems
bull PureData System for Transactions
bull PureData System for Analytics
bull PureData System for Operational Analytics
bull PureApplication System bull PureFlex System
bull Flex System (x86 POWER Nodes)
bull BladeCenter (x86 POWER Nodes)
bull System x and iDataPlex (x86)
bull Power Express (rack-mount and blades)
bull PowerLinux
CISCO bull VCE Vblock (VMware Cisco EMC)
bull NetApp FlexPod (NetApp Cisco)
bull UCS B-Series Blade (x86)
bull UCS C-Series Rack (x86)
bull Unified Computing System (UCS)
HP bull Integrity
Systems (Itanium)
bull Integrity NonStop (Itanium)
bull SuperDome2
Converged Systems bull VirtualSystem bull CloudSystem bull (MatrixEnterprise
Service Provider)
bull BladeSystem (x86 Itanium)
bull Proliant Systems (x86)
ORACLE SPARC (Enterprise M-Series)
Engineered Systems bull Exadata bull Exalogic bull Exalytics bull SPARC SuperCluster
T4-4
bull Sun Blade (x86 SPARC)
bull SPARC T-Series bull M-Series (smaller
models) bull Sun Fire Servers (x86)
IBM Flex system ndash Go beyond blades 17
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System a competitive platform system for workloads With its superior capabilities and wide range of offerings IBM PureFlex and Flex System can provide the best solution at IT management Letacutes learn what differentiate IBM from the competition Infrastructure
bull Collaboration bull General Workloads
IBM PureFlex
Flex System
CISCO CISCO UCS VCE Block
HP HP Converged Systems
For Infrastructure workloads such as collaboration and general workloads either PureFlex or Flex systems can be positioned If the customer wants to transform the datacenter with pre-integrated systems lead with PureFlex Systems If the customer wants to extend their existing infrastructure using their own resources lead with best blade system on the market Flex System WebApplications
bull Business Applications (SAP) bull Application and DB Servers
IBM Flex System
CISCO CISCO UCS
CISCO blade and proprietary management CISCO network no storage
HP Matrix Itanium and older x86 compute Brocade Network and proprietary Storage Only Virtual Systems Requires additional 3rd party software and cloud services based on Matrix
For Web Applications workloads the PureFlex with hybrid (UNIX and x86 compute infrastructures) solutions like SAP improves the IT economics when competing against Cisco UCS VCE VBlock and HP CloudSystems Matrix Clients running or wanting to run IBMrsquos Middleware stack (DB2 and WAS) should consider a PureApplication System
IBM Flex system ndash Go beyond blades 18
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Scalable Cloud bull Cloud Infrastructure Services bull Private Cloud (SCe)
IBM PureFlex System
CISCO VCE VBlock
Limited to VMWare and EMC 3rd party cloud integration
HP Cloud Systems Requires additional 3rd party software and cloud services based on Matrix
For Cloud Application workloads position PureFlex System with open choice operating systems and hypervisors to standardize as a clients Infrastructure as a Service (IaaS) platform The IBM SmartCloud Entry solution can be deployed quickly and efficiently as a private cloud solution on IBM PureFlex System
IBM Flex system ndash Go beyond blades 19
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Smarter Computing Customer Success Many clients have experienced a win choice with IBM Flex System IT management solution Whatacutes following is an example of what makes us a leading driveforce in the market Company Redstone specializes in managed hosted and internet service provision to a wide range of UK organizations Redstone employs more than 600 staff generates more than pound100 million in annual revenues and operates from multiple UK and international locations and over ten data centers The need Solution provider Redstones data centers were almost full halting its ability to continue to grow revenues Redstone looked for a way to increase capacity without expanding the physical footprint The solution Developed a comprehensive cloud-enabled service-based strategy deploying IBM Flex System with simplified integrated infrastructure management and cloud service capabilities The benefit The same data center footprint supports more than 3000 virtual servers at reduced energy and cooling costs introduces multi-platform cloud capabilities and enables staff to focus on new applications and projects
IBM Flex system ndash Go beyond blades 20
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System A Sales conversation example IBM and IBM BPs can help customers in getting open simple applications enabling an easy IT management In the following scenario an IBM BP is talking with a customer involved in integrating several business-critical services Letacutes have a look at how a sales conversation can help you overcome your customeracutes most common business concerns ldquoMy company needs to migrate our blade infrastructure to improve performance Iacuteve been told that IBM Flex System could help us to answer to this issue Why should we choose your offer rdquo
ldquoWell I think we may have a favorable solution IBM Flex System is designed to easily integrate into your existing infrastructure to support virtualization and simple management Are you having complexity problems with your system rdquo
ldquoAs a matter of fact we are Currently our infrastructure is getting hard to manage We use too many devices and too many systems to coordinate Also security is a key factor for us rdquo
ldquoI understand The Flex System hardware serves as the foundation of IBM SmartCloud Desktop Infrastructure and offers a robust virtal desktop solution to overcome those challenges This feature also provides more flexibility and choice by supporting virtual Microsoft and Linux desktops rdquo
ldquoHow can one machine do so much I cant afford to sacrifice performance rdquo
ldquoFlex System is the next generation of blades its memory capacity node density and high speed back plane deliver superior performance scalability and ensures yoursquore ready for the next decade of technologyrdquo
ldquoThat sounds great but we have to consider another vendoracutes offers What makes IBM different from the rest rdquo
ldquoIBM is delivering the industryacutes first single management tool for all physical and virtual resources We have decades of expertise and investment in IT solutions and a full commitment to open standards to rely on Should we schedule a product demonstration for a close-up view of the integration rdquo
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 7
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System key features The IBM Flex System compute nodes are optimized for virtualization performance and designed to run a wide variety of workloads Here you will learn the new IBM Flex System key features that help companies get the most out of their computer environment Simple
bull Components designed to work together bull Management integration bull Flex System V7000 Storage Node bull Flex System Manager recognizes new resources for rapid use
Open
bull 4 operating systems bull 4 hypervisors bull Tens of thousands of applications bull POWER and x86 nodes bull Network interoperability bull Broader storage management
Flexible
bull Choice of networking bull Choice of storage bull Storage Expansion Node for IBM Flex System x220 and x240 bull Networking - Integrated 10Gb FCoE solution Flex System
Fabric converged switch
Efficient
bull No compromise design bull Twice the virtual machine density bull More virtualization with Flex System x440 compute node bull Deliver great priceperformance with the p260 POWER7+
compute node
IBM Flex system ndash Go beyond blades 8
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System Client benefits of IBM Flex System Companies need the most advanced blade technology available and a flexible architecture to support their needs today - and tomorow And they need simple integrated management to keep operational costs down But they will also ask for a no-compromise design and long-term investment protection IBM Flex System offer a winning choice for your customers Building Blocks of IT
bull Ultimate performance for x86 POWER and multi-tiered based systems
bull Open Choice Seamless integration into the datacenter you own - Support for multiple OS Hypervisors and open
interoperability with non-IBM storage systems and networking providers
- Networking IBM offers choice of 1Gb and 10Gb Ethernet 8Gb and 16Gb Fibre Channel FCoE iSCSI and InfiniBand Clients can connect IBM PureFlex and Flex System to their existing network without any compromise
bull Workload designed systems - Virtualization and Cloud (dual hypervisor keys) - Low LatencyHigh IOPs (320GBs) - High Performance (40Gb uplinks) - Business Analytics (dedicated storage)
bull Infrastructure supporting multi fabrics Ethernet FCoE Fibre Channel
Investment Protection
bull Supports the next decade of growth in your datacenter - Chassis supports multiple 40Gb Ethernet
Channels and 16Gb Fibre Channel - Switches that allow you to grow as your IO
requirements change - Designed to meet port and bandwidth
requirements for the next decade - Power and thermal designed to support higher
wattage requirements of future processors storage IO networking and management
bull Ethernet modules support the latest IEEE 8021Qbg and OpenFlow standards
IBM Flex system ndash Go beyond blades 9
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System components With its set of scalable components optimized for better efficiency and performance that allow companies to meet their specific requirements utilizing the next evolution of blade technology with maximum x86 EP compute and memory performance IBM Flex System is the right fit Chassis
The Flex System chassis is designed to support multiple generations of technology we foresee for the next decade - being the first chassis to support 40Gb Ethernet bandwidths today With a clean slate design it allows new levels of integration particularly with the management integration of the Flex System Manager across all physical and virtual resources
Networking
Flex System networking capabilities are designed for virtualization and cloud
bull Ethernet options to fit into your current infrastructure while supporting next generation capabilities - up to 200 percent more networking bandwidth than HP
bull Fibre Channel switches ranging from low-cost 8Gb solutions to highly scalable 16Gb switches for maximum performance
bull HP switch has 8X10Gb uplinks vs IBM 10Gb Switch (EN4093R) which has 22X10Gb uplinks It comes to 175 more uplink bandwidth
IBM Flex System Fabric bull Simplifies network deployment via integrated
management bull Improves network performance via uncompromised IO
throughput bull Breaks IO bottleneck with leadership next generation
technology like 40Gb Ethernet 16Gb Fibre Channel and 56Gb Infiniband
bull Fits with existing infrastructure and scales with Customers IO needs
bull Works with existing heterogeneous datacenter infrastructure and scales with Clients networking requirements using innovative Feature-On-Demand concept
bull Reduces network complexity via convergence and Virtual Fabric
Storage
Flex System is designed to support the largest memory configurations with up to 50 more memory for denser virtualization higher networking bandwidths up 2X with half the latency and more dedicated storage in each compute node - up to 3X the competition Flex System Storage capabilities are optimized for efficiency and performance
IBM Flex system ndash Go beyond blades 10
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Up to 300 percent more dedicated storage for compute nodes compared to Dell
bull Real-time Compression reduces capacity needs and IBM Easy Tier automatically optimizes data on the tiered storage in the node
New Compute Node Choices
Leading edge compute technologies deliver an open architecture operating system and hypervisor choice
bull IBM Flex System x220 - Enhanced bull IBM Flex System p24L bull IBM Flex System p260 - Enhanced bull IBM Flex System x240 bull IBM Flex System p460 bull IBM Flex System x440 - New bull IBM Flex System PCI Expansion node and Storage
Expansion node
Expansion
The IBM Flex System Storage Expansion Node highlights are
bull Expands the capability of IBM Flex System compute nodes
bull Easily add dedicated storage capacity for Network Attach Storage workloads
bull Flexible storage to match your capacity performance and reliability needs
Over time IT systems have become more complex and difficult to manage Without the right systems in place you run the risk of spending too much time on operations and maintenance and not enough time on innovation You need a flexible infrastructure that can meet todays ever-changing business demands The IBM Flex System Storage Expansion Node is an element of the IBM Flex System family and the IBM Pure Systems family which combines compute storage networking virtualization and management into a single system that anticipates resource needs to help you optimize your infrastructure The IBM Flex System Storage Expansion Node provides dedicated hard disk drives (HDDs) or solid state disk (SSD) storage to an IBM Flex System x220 and x240 compute node which expands the compute nodes capability
Flex System Manager
Management integration with IBM Flex System Manager offers
bull Simple user interface and automation capabilities help you bring new components online faster
bull Cross resource integration to manage applications and workloads instead of components
bull Configure and deploy virtualized infrastructure in minutes bull Monitor servers network and storage devices from a
integrated graphical view bull Interactive chassis maps speed problem identification
and resolution
IBM Flex system ndash Go beyond blades 11
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Launch powerful remote management in context bull Track compliance with and update firmware baselines
across multiple systems bull Monitor from anywhere using Mobile apps for iPhone
Android and Blackberry bull Use Global Finder to locate system resources or tasks in
seconds
IBM Flex system ndash Go beyond blades 12
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System and the IBM PureSystems Family IBM Flex System offers what your client needs A proven open interoperability that integrates into their existing datacenter with a variety of highly integrated IBM Networking and Storage products supporting industry standard protocols Flex System
Blade Opportunity
Pure Flex Infrastructure and Cloud
Pure Application Applications and Cloud
Pure Data Data for Transactions Analytics and Operational Analytics
Sector
BladeCenter Installed Clients
GBE MM Infrastructure Cloud
GBE Application Cloud
GBE Data Analytics
Target
X86 Rack and Blade Installs
CISCO UCS VCE Vblock HP Unified System
Oracle Exalogic + Exadata
Oracle Exadata Teradata EMC
Sales Focus
bull IBM BladeCenter transition
bull Competitive blade transition -HP CISCO Dell
bull Managed Service Providers
bull Infrastructure Consolidation
bull Scalable cloud deployment (IaaS)
bull x86 POWER Competitive UNIX
bull Application optimization
bull Platform-as-a-Service (PaaS)
bull Existing DB2 WebSphere
bull Competitive - Oracle DB WebLogic Exalogic Exadata
bull Transactional Database (OLTP)
bull Data Warehouse and Analytics
bull Operational Warehouse
bull Competitive - Oracle Exadata Teradata EMC
IBM Flex system ndash Go beyond blades 13
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System
IBM Flex system ndash Go beyond blades 14
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Target opportunity segments IBM Flex System and PureFlex solutions cover two different opportunity segments for an integrated system for infrastructure consolidation or cloud implementation enhanced IBM PureFlex System offerings can help simplify an IT experience If your client needs to build their own system or upgrade an existing blade server installation they can rely on these new compute networking and management capabilities with an IBM Flex System Learn which of them is the answer that meets their demands and leaves the competition behind
Blade Replacement Integrated Infrastructure and Cloud BladeCenter
Installed Clients Competitive
Blade Installs Sector
Infrastructure Cloud
GBEMM Infrastructure
Cloud
Flex System bull Separately purchased
components bull An entry point for clients to start
with compute and networking bull Management and storage optional bull Client or partner tuned
Compete with CISCO HP DELL
Pure Flex bull Factory integration of Compute
Storage Networking and Management
bull Cloud ready with SmartCloud Entry
bull Single point of service and support bull Available IBM Smart Cloud Entry
Compete with CISCO HP VBLOCK
IBM Flex system ndash Go beyond blades 15
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Customer pain points A great way to start the sales conversation around your customeracutes IT system monitoring demands is to identify and overcome his pain points Take time to understand the questions and concerns your client may have Pain Points Differentiator Pure Flex
Clients need bull Streamlined
Procurement bull Rapid installation and
deployment bull Reduced systems
management timeexpense
bull More time to drive innovation
bull Pre-configured offerings bull Factory integrated bull Single integrated
management tool bull Rapid deployment and
provisioning tools bull Choice of OSHypervisor
Flex System
Clients need bull Maximum Integration
with existing data center
bull Obsolete x86 Rack or Blade replacement
bull Rapid deployment of new resources
bull Great Blade density per chassis than Cisco
bull Great choice in compute
platforms bull Ability to work with non
IBM components bull Manage and virtualize
IBM and non-IBM storage bull Maximum Memory
capacity bull Chassis designed for next
generation of technology
IBM Flex system ndash Go beyond blades 16
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System competitive landscape CISCO HP and Oracle are the major competitors in this market Letacutes review them and see what makes us competitive Enterprise
Systems
Expert Integrated System
Modular and Blade Servers
IBM bull zEnterprise bull Enterprise
Power Systems
bull PureData System for Transactions
bull PureData System for Analytics
bull PureData System for Operational Analytics
bull PureApplication System bull PureFlex System
bull Flex System (x86 POWER Nodes)
bull BladeCenter (x86 POWER Nodes)
bull System x and iDataPlex (x86)
bull Power Express (rack-mount and blades)
bull PowerLinux
CISCO bull VCE Vblock (VMware Cisco EMC)
bull NetApp FlexPod (NetApp Cisco)
bull UCS B-Series Blade (x86)
bull UCS C-Series Rack (x86)
bull Unified Computing System (UCS)
HP bull Integrity
Systems (Itanium)
bull Integrity NonStop (Itanium)
bull SuperDome2
Converged Systems bull VirtualSystem bull CloudSystem bull (MatrixEnterprise
Service Provider)
bull BladeSystem (x86 Itanium)
bull Proliant Systems (x86)
ORACLE SPARC (Enterprise M-Series)
Engineered Systems bull Exadata bull Exalogic bull Exalytics bull SPARC SuperCluster
T4-4
bull Sun Blade (x86 SPARC)
bull SPARC T-Series bull M-Series (smaller
models) bull Sun Fire Servers (x86)
IBM Flex system ndash Go beyond blades 17
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System a competitive platform system for workloads With its superior capabilities and wide range of offerings IBM PureFlex and Flex System can provide the best solution at IT management Letacutes learn what differentiate IBM from the competition Infrastructure
bull Collaboration bull General Workloads
IBM PureFlex
Flex System
CISCO CISCO UCS VCE Block
HP HP Converged Systems
For Infrastructure workloads such as collaboration and general workloads either PureFlex or Flex systems can be positioned If the customer wants to transform the datacenter with pre-integrated systems lead with PureFlex Systems If the customer wants to extend their existing infrastructure using their own resources lead with best blade system on the market Flex System WebApplications
bull Business Applications (SAP) bull Application and DB Servers
IBM Flex System
CISCO CISCO UCS
CISCO blade and proprietary management CISCO network no storage
HP Matrix Itanium and older x86 compute Brocade Network and proprietary Storage Only Virtual Systems Requires additional 3rd party software and cloud services based on Matrix
For Web Applications workloads the PureFlex with hybrid (UNIX and x86 compute infrastructures) solutions like SAP improves the IT economics when competing against Cisco UCS VCE VBlock and HP CloudSystems Matrix Clients running or wanting to run IBMrsquos Middleware stack (DB2 and WAS) should consider a PureApplication System
IBM Flex system ndash Go beyond blades 18
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Scalable Cloud bull Cloud Infrastructure Services bull Private Cloud (SCe)
IBM PureFlex System
CISCO VCE VBlock
Limited to VMWare and EMC 3rd party cloud integration
HP Cloud Systems Requires additional 3rd party software and cloud services based on Matrix
For Cloud Application workloads position PureFlex System with open choice operating systems and hypervisors to standardize as a clients Infrastructure as a Service (IaaS) platform The IBM SmartCloud Entry solution can be deployed quickly and efficiently as a private cloud solution on IBM PureFlex System
IBM Flex system ndash Go beyond blades 19
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Smarter Computing Customer Success Many clients have experienced a win choice with IBM Flex System IT management solution Whatacutes following is an example of what makes us a leading driveforce in the market Company Redstone specializes in managed hosted and internet service provision to a wide range of UK organizations Redstone employs more than 600 staff generates more than pound100 million in annual revenues and operates from multiple UK and international locations and over ten data centers The need Solution provider Redstones data centers were almost full halting its ability to continue to grow revenues Redstone looked for a way to increase capacity without expanding the physical footprint The solution Developed a comprehensive cloud-enabled service-based strategy deploying IBM Flex System with simplified integrated infrastructure management and cloud service capabilities The benefit The same data center footprint supports more than 3000 virtual servers at reduced energy and cooling costs introduces multi-platform cloud capabilities and enables staff to focus on new applications and projects
IBM Flex system ndash Go beyond blades 20
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System A Sales conversation example IBM and IBM BPs can help customers in getting open simple applications enabling an easy IT management In the following scenario an IBM BP is talking with a customer involved in integrating several business-critical services Letacutes have a look at how a sales conversation can help you overcome your customeracutes most common business concerns ldquoMy company needs to migrate our blade infrastructure to improve performance Iacuteve been told that IBM Flex System could help us to answer to this issue Why should we choose your offer rdquo
ldquoWell I think we may have a favorable solution IBM Flex System is designed to easily integrate into your existing infrastructure to support virtualization and simple management Are you having complexity problems with your system rdquo
ldquoAs a matter of fact we are Currently our infrastructure is getting hard to manage We use too many devices and too many systems to coordinate Also security is a key factor for us rdquo
ldquoI understand The Flex System hardware serves as the foundation of IBM SmartCloud Desktop Infrastructure and offers a robust virtal desktop solution to overcome those challenges This feature also provides more flexibility and choice by supporting virtual Microsoft and Linux desktops rdquo
ldquoHow can one machine do so much I cant afford to sacrifice performance rdquo
ldquoFlex System is the next generation of blades its memory capacity node density and high speed back plane deliver superior performance scalability and ensures yoursquore ready for the next decade of technologyrdquo
ldquoThat sounds great but we have to consider another vendoracutes offers What makes IBM different from the rest rdquo
ldquoIBM is delivering the industryacutes first single management tool for all physical and virtual resources We have decades of expertise and investment in IT solutions and a full commitment to open standards to rely on Should we schedule a product demonstration for a close-up view of the integration rdquo
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 8
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System Client benefits of IBM Flex System Companies need the most advanced blade technology available and a flexible architecture to support their needs today - and tomorow And they need simple integrated management to keep operational costs down But they will also ask for a no-compromise design and long-term investment protection IBM Flex System offer a winning choice for your customers Building Blocks of IT
bull Ultimate performance for x86 POWER and multi-tiered based systems
bull Open Choice Seamless integration into the datacenter you own - Support for multiple OS Hypervisors and open
interoperability with non-IBM storage systems and networking providers
- Networking IBM offers choice of 1Gb and 10Gb Ethernet 8Gb and 16Gb Fibre Channel FCoE iSCSI and InfiniBand Clients can connect IBM PureFlex and Flex System to their existing network without any compromise
bull Workload designed systems - Virtualization and Cloud (dual hypervisor keys) - Low LatencyHigh IOPs (320GBs) - High Performance (40Gb uplinks) - Business Analytics (dedicated storage)
bull Infrastructure supporting multi fabrics Ethernet FCoE Fibre Channel
Investment Protection
bull Supports the next decade of growth in your datacenter - Chassis supports multiple 40Gb Ethernet
Channels and 16Gb Fibre Channel - Switches that allow you to grow as your IO
requirements change - Designed to meet port and bandwidth
requirements for the next decade - Power and thermal designed to support higher
wattage requirements of future processors storage IO networking and management
bull Ethernet modules support the latest IEEE 8021Qbg and OpenFlow standards
IBM Flex system ndash Go beyond blades 9
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System components With its set of scalable components optimized for better efficiency and performance that allow companies to meet their specific requirements utilizing the next evolution of blade technology with maximum x86 EP compute and memory performance IBM Flex System is the right fit Chassis
The Flex System chassis is designed to support multiple generations of technology we foresee for the next decade - being the first chassis to support 40Gb Ethernet bandwidths today With a clean slate design it allows new levels of integration particularly with the management integration of the Flex System Manager across all physical and virtual resources
Networking
Flex System networking capabilities are designed for virtualization and cloud
bull Ethernet options to fit into your current infrastructure while supporting next generation capabilities - up to 200 percent more networking bandwidth than HP
bull Fibre Channel switches ranging from low-cost 8Gb solutions to highly scalable 16Gb switches for maximum performance
bull HP switch has 8X10Gb uplinks vs IBM 10Gb Switch (EN4093R) which has 22X10Gb uplinks It comes to 175 more uplink bandwidth
IBM Flex System Fabric bull Simplifies network deployment via integrated
management bull Improves network performance via uncompromised IO
throughput bull Breaks IO bottleneck with leadership next generation
technology like 40Gb Ethernet 16Gb Fibre Channel and 56Gb Infiniband
bull Fits with existing infrastructure and scales with Customers IO needs
bull Works with existing heterogeneous datacenter infrastructure and scales with Clients networking requirements using innovative Feature-On-Demand concept
bull Reduces network complexity via convergence and Virtual Fabric
Storage
Flex System is designed to support the largest memory configurations with up to 50 more memory for denser virtualization higher networking bandwidths up 2X with half the latency and more dedicated storage in each compute node - up to 3X the competition Flex System Storage capabilities are optimized for efficiency and performance
IBM Flex system ndash Go beyond blades 10
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Up to 300 percent more dedicated storage for compute nodes compared to Dell
bull Real-time Compression reduces capacity needs and IBM Easy Tier automatically optimizes data on the tiered storage in the node
New Compute Node Choices
Leading edge compute technologies deliver an open architecture operating system and hypervisor choice
bull IBM Flex System x220 - Enhanced bull IBM Flex System p24L bull IBM Flex System p260 - Enhanced bull IBM Flex System x240 bull IBM Flex System p460 bull IBM Flex System x440 - New bull IBM Flex System PCI Expansion node and Storage
Expansion node
Expansion
The IBM Flex System Storage Expansion Node highlights are
bull Expands the capability of IBM Flex System compute nodes
bull Easily add dedicated storage capacity for Network Attach Storage workloads
bull Flexible storage to match your capacity performance and reliability needs
Over time IT systems have become more complex and difficult to manage Without the right systems in place you run the risk of spending too much time on operations and maintenance and not enough time on innovation You need a flexible infrastructure that can meet todays ever-changing business demands The IBM Flex System Storage Expansion Node is an element of the IBM Flex System family and the IBM Pure Systems family which combines compute storage networking virtualization and management into a single system that anticipates resource needs to help you optimize your infrastructure The IBM Flex System Storage Expansion Node provides dedicated hard disk drives (HDDs) or solid state disk (SSD) storage to an IBM Flex System x220 and x240 compute node which expands the compute nodes capability
Flex System Manager
Management integration with IBM Flex System Manager offers
bull Simple user interface and automation capabilities help you bring new components online faster
bull Cross resource integration to manage applications and workloads instead of components
bull Configure and deploy virtualized infrastructure in minutes bull Monitor servers network and storage devices from a
integrated graphical view bull Interactive chassis maps speed problem identification
and resolution
IBM Flex system ndash Go beyond blades 11
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Launch powerful remote management in context bull Track compliance with and update firmware baselines
across multiple systems bull Monitor from anywhere using Mobile apps for iPhone
Android and Blackberry bull Use Global Finder to locate system resources or tasks in
seconds
IBM Flex system ndash Go beyond blades 12
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System and the IBM PureSystems Family IBM Flex System offers what your client needs A proven open interoperability that integrates into their existing datacenter with a variety of highly integrated IBM Networking and Storage products supporting industry standard protocols Flex System
Blade Opportunity
Pure Flex Infrastructure and Cloud
Pure Application Applications and Cloud
Pure Data Data for Transactions Analytics and Operational Analytics
Sector
BladeCenter Installed Clients
GBE MM Infrastructure Cloud
GBE Application Cloud
GBE Data Analytics
Target
X86 Rack and Blade Installs
CISCO UCS VCE Vblock HP Unified System
Oracle Exalogic + Exadata
Oracle Exadata Teradata EMC
Sales Focus
bull IBM BladeCenter transition
bull Competitive blade transition -HP CISCO Dell
bull Managed Service Providers
bull Infrastructure Consolidation
bull Scalable cloud deployment (IaaS)
bull x86 POWER Competitive UNIX
bull Application optimization
bull Platform-as-a-Service (PaaS)
bull Existing DB2 WebSphere
bull Competitive - Oracle DB WebLogic Exalogic Exadata
bull Transactional Database (OLTP)
bull Data Warehouse and Analytics
bull Operational Warehouse
bull Competitive - Oracle Exadata Teradata EMC
IBM Flex system ndash Go beyond blades 13
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System
IBM Flex system ndash Go beyond blades 14
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Target opportunity segments IBM Flex System and PureFlex solutions cover two different opportunity segments for an integrated system for infrastructure consolidation or cloud implementation enhanced IBM PureFlex System offerings can help simplify an IT experience If your client needs to build their own system or upgrade an existing blade server installation they can rely on these new compute networking and management capabilities with an IBM Flex System Learn which of them is the answer that meets their demands and leaves the competition behind
Blade Replacement Integrated Infrastructure and Cloud BladeCenter
Installed Clients Competitive
Blade Installs Sector
Infrastructure Cloud
GBEMM Infrastructure
Cloud
Flex System bull Separately purchased
components bull An entry point for clients to start
with compute and networking bull Management and storage optional bull Client or partner tuned
Compete with CISCO HP DELL
Pure Flex bull Factory integration of Compute
Storage Networking and Management
bull Cloud ready with SmartCloud Entry
bull Single point of service and support bull Available IBM Smart Cloud Entry
Compete with CISCO HP VBLOCK
IBM Flex system ndash Go beyond blades 15
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Customer pain points A great way to start the sales conversation around your customeracutes IT system monitoring demands is to identify and overcome his pain points Take time to understand the questions and concerns your client may have Pain Points Differentiator Pure Flex
Clients need bull Streamlined
Procurement bull Rapid installation and
deployment bull Reduced systems
management timeexpense
bull More time to drive innovation
bull Pre-configured offerings bull Factory integrated bull Single integrated
management tool bull Rapid deployment and
provisioning tools bull Choice of OSHypervisor
Flex System
Clients need bull Maximum Integration
with existing data center
bull Obsolete x86 Rack or Blade replacement
bull Rapid deployment of new resources
bull Great Blade density per chassis than Cisco
bull Great choice in compute
platforms bull Ability to work with non
IBM components bull Manage and virtualize
IBM and non-IBM storage bull Maximum Memory
capacity bull Chassis designed for next
generation of technology
IBM Flex system ndash Go beyond blades 16
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System competitive landscape CISCO HP and Oracle are the major competitors in this market Letacutes review them and see what makes us competitive Enterprise
Systems
Expert Integrated System
Modular and Blade Servers
IBM bull zEnterprise bull Enterprise
Power Systems
bull PureData System for Transactions
bull PureData System for Analytics
bull PureData System for Operational Analytics
bull PureApplication System bull PureFlex System
bull Flex System (x86 POWER Nodes)
bull BladeCenter (x86 POWER Nodes)
bull System x and iDataPlex (x86)
bull Power Express (rack-mount and blades)
bull PowerLinux
CISCO bull VCE Vblock (VMware Cisco EMC)
bull NetApp FlexPod (NetApp Cisco)
bull UCS B-Series Blade (x86)
bull UCS C-Series Rack (x86)
bull Unified Computing System (UCS)
HP bull Integrity
Systems (Itanium)
bull Integrity NonStop (Itanium)
bull SuperDome2
Converged Systems bull VirtualSystem bull CloudSystem bull (MatrixEnterprise
Service Provider)
bull BladeSystem (x86 Itanium)
bull Proliant Systems (x86)
ORACLE SPARC (Enterprise M-Series)
Engineered Systems bull Exadata bull Exalogic bull Exalytics bull SPARC SuperCluster
T4-4
bull Sun Blade (x86 SPARC)
bull SPARC T-Series bull M-Series (smaller
models) bull Sun Fire Servers (x86)
IBM Flex system ndash Go beyond blades 17
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System a competitive platform system for workloads With its superior capabilities and wide range of offerings IBM PureFlex and Flex System can provide the best solution at IT management Letacutes learn what differentiate IBM from the competition Infrastructure
bull Collaboration bull General Workloads
IBM PureFlex
Flex System
CISCO CISCO UCS VCE Block
HP HP Converged Systems
For Infrastructure workloads such as collaboration and general workloads either PureFlex or Flex systems can be positioned If the customer wants to transform the datacenter with pre-integrated systems lead with PureFlex Systems If the customer wants to extend their existing infrastructure using their own resources lead with best blade system on the market Flex System WebApplications
bull Business Applications (SAP) bull Application and DB Servers
IBM Flex System
CISCO CISCO UCS
CISCO blade and proprietary management CISCO network no storage
HP Matrix Itanium and older x86 compute Brocade Network and proprietary Storage Only Virtual Systems Requires additional 3rd party software and cloud services based on Matrix
For Web Applications workloads the PureFlex with hybrid (UNIX and x86 compute infrastructures) solutions like SAP improves the IT economics when competing against Cisco UCS VCE VBlock and HP CloudSystems Matrix Clients running or wanting to run IBMrsquos Middleware stack (DB2 and WAS) should consider a PureApplication System
IBM Flex system ndash Go beyond blades 18
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Scalable Cloud bull Cloud Infrastructure Services bull Private Cloud (SCe)
IBM PureFlex System
CISCO VCE VBlock
Limited to VMWare and EMC 3rd party cloud integration
HP Cloud Systems Requires additional 3rd party software and cloud services based on Matrix
For Cloud Application workloads position PureFlex System with open choice operating systems and hypervisors to standardize as a clients Infrastructure as a Service (IaaS) platform The IBM SmartCloud Entry solution can be deployed quickly and efficiently as a private cloud solution on IBM PureFlex System
IBM Flex system ndash Go beyond blades 19
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Smarter Computing Customer Success Many clients have experienced a win choice with IBM Flex System IT management solution Whatacutes following is an example of what makes us a leading driveforce in the market Company Redstone specializes in managed hosted and internet service provision to a wide range of UK organizations Redstone employs more than 600 staff generates more than pound100 million in annual revenues and operates from multiple UK and international locations and over ten data centers The need Solution provider Redstones data centers were almost full halting its ability to continue to grow revenues Redstone looked for a way to increase capacity without expanding the physical footprint The solution Developed a comprehensive cloud-enabled service-based strategy deploying IBM Flex System with simplified integrated infrastructure management and cloud service capabilities The benefit The same data center footprint supports more than 3000 virtual servers at reduced energy and cooling costs introduces multi-platform cloud capabilities and enables staff to focus on new applications and projects
IBM Flex system ndash Go beyond blades 20
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System A Sales conversation example IBM and IBM BPs can help customers in getting open simple applications enabling an easy IT management In the following scenario an IBM BP is talking with a customer involved in integrating several business-critical services Letacutes have a look at how a sales conversation can help you overcome your customeracutes most common business concerns ldquoMy company needs to migrate our blade infrastructure to improve performance Iacuteve been told that IBM Flex System could help us to answer to this issue Why should we choose your offer rdquo
ldquoWell I think we may have a favorable solution IBM Flex System is designed to easily integrate into your existing infrastructure to support virtualization and simple management Are you having complexity problems with your system rdquo
ldquoAs a matter of fact we are Currently our infrastructure is getting hard to manage We use too many devices and too many systems to coordinate Also security is a key factor for us rdquo
ldquoI understand The Flex System hardware serves as the foundation of IBM SmartCloud Desktop Infrastructure and offers a robust virtal desktop solution to overcome those challenges This feature also provides more flexibility and choice by supporting virtual Microsoft and Linux desktops rdquo
ldquoHow can one machine do so much I cant afford to sacrifice performance rdquo
ldquoFlex System is the next generation of blades its memory capacity node density and high speed back plane deliver superior performance scalability and ensures yoursquore ready for the next decade of technologyrdquo
ldquoThat sounds great but we have to consider another vendoracutes offers What makes IBM different from the rest rdquo
ldquoIBM is delivering the industryacutes first single management tool for all physical and virtual resources We have decades of expertise and investment in IT solutions and a full commitment to open standards to rely on Should we schedule a product demonstration for a close-up view of the integration rdquo
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 9
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System components With its set of scalable components optimized for better efficiency and performance that allow companies to meet their specific requirements utilizing the next evolution of blade technology with maximum x86 EP compute and memory performance IBM Flex System is the right fit Chassis
The Flex System chassis is designed to support multiple generations of technology we foresee for the next decade - being the first chassis to support 40Gb Ethernet bandwidths today With a clean slate design it allows new levels of integration particularly with the management integration of the Flex System Manager across all physical and virtual resources
Networking
Flex System networking capabilities are designed for virtualization and cloud
bull Ethernet options to fit into your current infrastructure while supporting next generation capabilities - up to 200 percent more networking bandwidth than HP
bull Fibre Channel switches ranging from low-cost 8Gb solutions to highly scalable 16Gb switches for maximum performance
bull HP switch has 8X10Gb uplinks vs IBM 10Gb Switch (EN4093R) which has 22X10Gb uplinks It comes to 175 more uplink bandwidth
IBM Flex System Fabric bull Simplifies network deployment via integrated
management bull Improves network performance via uncompromised IO
throughput bull Breaks IO bottleneck with leadership next generation
technology like 40Gb Ethernet 16Gb Fibre Channel and 56Gb Infiniband
bull Fits with existing infrastructure and scales with Customers IO needs
bull Works with existing heterogeneous datacenter infrastructure and scales with Clients networking requirements using innovative Feature-On-Demand concept
bull Reduces network complexity via convergence and Virtual Fabric
Storage
Flex System is designed to support the largest memory configurations with up to 50 more memory for denser virtualization higher networking bandwidths up 2X with half the latency and more dedicated storage in each compute node - up to 3X the competition Flex System Storage capabilities are optimized for efficiency and performance
IBM Flex system ndash Go beyond blades 10
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Up to 300 percent more dedicated storage for compute nodes compared to Dell
bull Real-time Compression reduces capacity needs and IBM Easy Tier automatically optimizes data on the tiered storage in the node
New Compute Node Choices
Leading edge compute technologies deliver an open architecture operating system and hypervisor choice
bull IBM Flex System x220 - Enhanced bull IBM Flex System p24L bull IBM Flex System p260 - Enhanced bull IBM Flex System x240 bull IBM Flex System p460 bull IBM Flex System x440 - New bull IBM Flex System PCI Expansion node and Storage
Expansion node
Expansion
The IBM Flex System Storage Expansion Node highlights are
bull Expands the capability of IBM Flex System compute nodes
bull Easily add dedicated storage capacity for Network Attach Storage workloads
bull Flexible storage to match your capacity performance and reliability needs
Over time IT systems have become more complex and difficult to manage Without the right systems in place you run the risk of spending too much time on operations and maintenance and not enough time on innovation You need a flexible infrastructure that can meet todays ever-changing business demands The IBM Flex System Storage Expansion Node is an element of the IBM Flex System family and the IBM Pure Systems family which combines compute storage networking virtualization and management into a single system that anticipates resource needs to help you optimize your infrastructure The IBM Flex System Storage Expansion Node provides dedicated hard disk drives (HDDs) or solid state disk (SSD) storage to an IBM Flex System x220 and x240 compute node which expands the compute nodes capability
Flex System Manager
Management integration with IBM Flex System Manager offers
bull Simple user interface and automation capabilities help you bring new components online faster
bull Cross resource integration to manage applications and workloads instead of components
bull Configure and deploy virtualized infrastructure in minutes bull Monitor servers network and storage devices from a
integrated graphical view bull Interactive chassis maps speed problem identification
and resolution
IBM Flex system ndash Go beyond blades 11
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Launch powerful remote management in context bull Track compliance with and update firmware baselines
across multiple systems bull Monitor from anywhere using Mobile apps for iPhone
Android and Blackberry bull Use Global Finder to locate system resources or tasks in
seconds
IBM Flex system ndash Go beyond blades 12
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System and the IBM PureSystems Family IBM Flex System offers what your client needs A proven open interoperability that integrates into their existing datacenter with a variety of highly integrated IBM Networking and Storage products supporting industry standard protocols Flex System
Blade Opportunity
Pure Flex Infrastructure and Cloud
Pure Application Applications and Cloud
Pure Data Data for Transactions Analytics and Operational Analytics
Sector
BladeCenter Installed Clients
GBE MM Infrastructure Cloud
GBE Application Cloud
GBE Data Analytics
Target
X86 Rack and Blade Installs
CISCO UCS VCE Vblock HP Unified System
Oracle Exalogic + Exadata
Oracle Exadata Teradata EMC
Sales Focus
bull IBM BladeCenter transition
bull Competitive blade transition -HP CISCO Dell
bull Managed Service Providers
bull Infrastructure Consolidation
bull Scalable cloud deployment (IaaS)
bull x86 POWER Competitive UNIX
bull Application optimization
bull Platform-as-a-Service (PaaS)
bull Existing DB2 WebSphere
bull Competitive - Oracle DB WebLogic Exalogic Exadata
bull Transactional Database (OLTP)
bull Data Warehouse and Analytics
bull Operational Warehouse
bull Competitive - Oracle Exadata Teradata EMC
IBM Flex system ndash Go beyond blades 13
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System
IBM Flex system ndash Go beyond blades 14
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Target opportunity segments IBM Flex System and PureFlex solutions cover two different opportunity segments for an integrated system for infrastructure consolidation or cloud implementation enhanced IBM PureFlex System offerings can help simplify an IT experience If your client needs to build their own system or upgrade an existing blade server installation they can rely on these new compute networking and management capabilities with an IBM Flex System Learn which of them is the answer that meets their demands and leaves the competition behind
Blade Replacement Integrated Infrastructure and Cloud BladeCenter
Installed Clients Competitive
Blade Installs Sector
Infrastructure Cloud
GBEMM Infrastructure
Cloud
Flex System bull Separately purchased
components bull An entry point for clients to start
with compute and networking bull Management and storage optional bull Client or partner tuned
Compete with CISCO HP DELL
Pure Flex bull Factory integration of Compute
Storage Networking and Management
bull Cloud ready with SmartCloud Entry
bull Single point of service and support bull Available IBM Smart Cloud Entry
Compete with CISCO HP VBLOCK
IBM Flex system ndash Go beyond blades 15
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Customer pain points A great way to start the sales conversation around your customeracutes IT system monitoring demands is to identify and overcome his pain points Take time to understand the questions and concerns your client may have Pain Points Differentiator Pure Flex
Clients need bull Streamlined
Procurement bull Rapid installation and
deployment bull Reduced systems
management timeexpense
bull More time to drive innovation
bull Pre-configured offerings bull Factory integrated bull Single integrated
management tool bull Rapid deployment and
provisioning tools bull Choice of OSHypervisor
Flex System
Clients need bull Maximum Integration
with existing data center
bull Obsolete x86 Rack or Blade replacement
bull Rapid deployment of new resources
bull Great Blade density per chassis than Cisco
bull Great choice in compute
platforms bull Ability to work with non
IBM components bull Manage and virtualize
IBM and non-IBM storage bull Maximum Memory
capacity bull Chassis designed for next
generation of technology
IBM Flex system ndash Go beyond blades 16
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System competitive landscape CISCO HP and Oracle are the major competitors in this market Letacutes review them and see what makes us competitive Enterprise
Systems
Expert Integrated System
Modular and Blade Servers
IBM bull zEnterprise bull Enterprise
Power Systems
bull PureData System for Transactions
bull PureData System for Analytics
bull PureData System for Operational Analytics
bull PureApplication System bull PureFlex System
bull Flex System (x86 POWER Nodes)
bull BladeCenter (x86 POWER Nodes)
bull System x and iDataPlex (x86)
bull Power Express (rack-mount and blades)
bull PowerLinux
CISCO bull VCE Vblock (VMware Cisco EMC)
bull NetApp FlexPod (NetApp Cisco)
bull UCS B-Series Blade (x86)
bull UCS C-Series Rack (x86)
bull Unified Computing System (UCS)
HP bull Integrity
Systems (Itanium)
bull Integrity NonStop (Itanium)
bull SuperDome2
Converged Systems bull VirtualSystem bull CloudSystem bull (MatrixEnterprise
Service Provider)
bull BladeSystem (x86 Itanium)
bull Proliant Systems (x86)
ORACLE SPARC (Enterprise M-Series)
Engineered Systems bull Exadata bull Exalogic bull Exalytics bull SPARC SuperCluster
T4-4
bull Sun Blade (x86 SPARC)
bull SPARC T-Series bull M-Series (smaller
models) bull Sun Fire Servers (x86)
IBM Flex system ndash Go beyond blades 17
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System a competitive platform system for workloads With its superior capabilities and wide range of offerings IBM PureFlex and Flex System can provide the best solution at IT management Letacutes learn what differentiate IBM from the competition Infrastructure
bull Collaboration bull General Workloads
IBM PureFlex
Flex System
CISCO CISCO UCS VCE Block
HP HP Converged Systems
For Infrastructure workloads such as collaboration and general workloads either PureFlex or Flex systems can be positioned If the customer wants to transform the datacenter with pre-integrated systems lead with PureFlex Systems If the customer wants to extend their existing infrastructure using their own resources lead with best blade system on the market Flex System WebApplications
bull Business Applications (SAP) bull Application and DB Servers
IBM Flex System
CISCO CISCO UCS
CISCO blade and proprietary management CISCO network no storage
HP Matrix Itanium and older x86 compute Brocade Network and proprietary Storage Only Virtual Systems Requires additional 3rd party software and cloud services based on Matrix
For Web Applications workloads the PureFlex with hybrid (UNIX and x86 compute infrastructures) solutions like SAP improves the IT economics when competing against Cisco UCS VCE VBlock and HP CloudSystems Matrix Clients running or wanting to run IBMrsquos Middleware stack (DB2 and WAS) should consider a PureApplication System
IBM Flex system ndash Go beyond blades 18
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Scalable Cloud bull Cloud Infrastructure Services bull Private Cloud (SCe)
IBM PureFlex System
CISCO VCE VBlock
Limited to VMWare and EMC 3rd party cloud integration
HP Cloud Systems Requires additional 3rd party software and cloud services based on Matrix
For Cloud Application workloads position PureFlex System with open choice operating systems and hypervisors to standardize as a clients Infrastructure as a Service (IaaS) platform The IBM SmartCloud Entry solution can be deployed quickly and efficiently as a private cloud solution on IBM PureFlex System
IBM Flex system ndash Go beyond blades 19
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Smarter Computing Customer Success Many clients have experienced a win choice with IBM Flex System IT management solution Whatacutes following is an example of what makes us a leading driveforce in the market Company Redstone specializes in managed hosted and internet service provision to a wide range of UK organizations Redstone employs more than 600 staff generates more than pound100 million in annual revenues and operates from multiple UK and international locations and over ten data centers The need Solution provider Redstones data centers were almost full halting its ability to continue to grow revenues Redstone looked for a way to increase capacity without expanding the physical footprint The solution Developed a comprehensive cloud-enabled service-based strategy deploying IBM Flex System with simplified integrated infrastructure management and cloud service capabilities The benefit The same data center footprint supports more than 3000 virtual servers at reduced energy and cooling costs introduces multi-platform cloud capabilities and enables staff to focus on new applications and projects
IBM Flex system ndash Go beyond blades 20
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System A Sales conversation example IBM and IBM BPs can help customers in getting open simple applications enabling an easy IT management In the following scenario an IBM BP is talking with a customer involved in integrating several business-critical services Letacutes have a look at how a sales conversation can help you overcome your customeracutes most common business concerns ldquoMy company needs to migrate our blade infrastructure to improve performance Iacuteve been told that IBM Flex System could help us to answer to this issue Why should we choose your offer rdquo
ldquoWell I think we may have a favorable solution IBM Flex System is designed to easily integrate into your existing infrastructure to support virtualization and simple management Are you having complexity problems with your system rdquo
ldquoAs a matter of fact we are Currently our infrastructure is getting hard to manage We use too many devices and too many systems to coordinate Also security is a key factor for us rdquo
ldquoI understand The Flex System hardware serves as the foundation of IBM SmartCloud Desktop Infrastructure and offers a robust virtal desktop solution to overcome those challenges This feature also provides more flexibility and choice by supporting virtual Microsoft and Linux desktops rdquo
ldquoHow can one machine do so much I cant afford to sacrifice performance rdquo
ldquoFlex System is the next generation of blades its memory capacity node density and high speed back plane deliver superior performance scalability and ensures yoursquore ready for the next decade of technologyrdquo
ldquoThat sounds great but we have to consider another vendoracutes offers What makes IBM different from the rest rdquo
ldquoIBM is delivering the industryacutes first single management tool for all physical and virtual resources We have decades of expertise and investment in IT solutions and a full commitment to open standards to rely on Should we schedule a product demonstration for a close-up view of the integration rdquo
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 10
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Up to 300 percent more dedicated storage for compute nodes compared to Dell
bull Real-time Compression reduces capacity needs and IBM Easy Tier automatically optimizes data on the tiered storage in the node
New Compute Node Choices
Leading edge compute technologies deliver an open architecture operating system and hypervisor choice
bull IBM Flex System x220 - Enhanced bull IBM Flex System p24L bull IBM Flex System p260 - Enhanced bull IBM Flex System x240 bull IBM Flex System p460 bull IBM Flex System x440 - New bull IBM Flex System PCI Expansion node and Storage
Expansion node
Expansion
The IBM Flex System Storage Expansion Node highlights are
bull Expands the capability of IBM Flex System compute nodes
bull Easily add dedicated storage capacity for Network Attach Storage workloads
bull Flexible storage to match your capacity performance and reliability needs
Over time IT systems have become more complex and difficult to manage Without the right systems in place you run the risk of spending too much time on operations and maintenance and not enough time on innovation You need a flexible infrastructure that can meet todays ever-changing business demands The IBM Flex System Storage Expansion Node is an element of the IBM Flex System family and the IBM Pure Systems family which combines compute storage networking virtualization and management into a single system that anticipates resource needs to help you optimize your infrastructure The IBM Flex System Storage Expansion Node provides dedicated hard disk drives (HDDs) or solid state disk (SSD) storage to an IBM Flex System x220 and x240 compute node which expands the compute nodes capability
Flex System Manager
Management integration with IBM Flex System Manager offers
bull Simple user interface and automation capabilities help you bring new components online faster
bull Cross resource integration to manage applications and workloads instead of components
bull Configure and deploy virtualized infrastructure in minutes bull Monitor servers network and storage devices from a
integrated graphical view bull Interactive chassis maps speed problem identification
and resolution
IBM Flex system ndash Go beyond blades 11
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Launch powerful remote management in context bull Track compliance with and update firmware baselines
across multiple systems bull Monitor from anywhere using Mobile apps for iPhone
Android and Blackberry bull Use Global Finder to locate system resources or tasks in
seconds
IBM Flex system ndash Go beyond blades 12
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System and the IBM PureSystems Family IBM Flex System offers what your client needs A proven open interoperability that integrates into their existing datacenter with a variety of highly integrated IBM Networking and Storage products supporting industry standard protocols Flex System
Blade Opportunity
Pure Flex Infrastructure and Cloud
Pure Application Applications and Cloud
Pure Data Data for Transactions Analytics and Operational Analytics
Sector
BladeCenter Installed Clients
GBE MM Infrastructure Cloud
GBE Application Cloud
GBE Data Analytics
Target
X86 Rack and Blade Installs
CISCO UCS VCE Vblock HP Unified System
Oracle Exalogic + Exadata
Oracle Exadata Teradata EMC
Sales Focus
bull IBM BladeCenter transition
bull Competitive blade transition -HP CISCO Dell
bull Managed Service Providers
bull Infrastructure Consolidation
bull Scalable cloud deployment (IaaS)
bull x86 POWER Competitive UNIX
bull Application optimization
bull Platform-as-a-Service (PaaS)
bull Existing DB2 WebSphere
bull Competitive - Oracle DB WebLogic Exalogic Exadata
bull Transactional Database (OLTP)
bull Data Warehouse and Analytics
bull Operational Warehouse
bull Competitive - Oracle Exadata Teradata EMC
IBM Flex system ndash Go beyond blades 13
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System
IBM Flex system ndash Go beyond blades 14
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Target opportunity segments IBM Flex System and PureFlex solutions cover two different opportunity segments for an integrated system for infrastructure consolidation or cloud implementation enhanced IBM PureFlex System offerings can help simplify an IT experience If your client needs to build their own system or upgrade an existing blade server installation they can rely on these new compute networking and management capabilities with an IBM Flex System Learn which of them is the answer that meets their demands and leaves the competition behind
Blade Replacement Integrated Infrastructure and Cloud BladeCenter
Installed Clients Competitive
Blade Installs Sector
Infrastructure Cloud
GBEMM Infrastructure
Cloud
Flex System bull Separately purchased
components bull An entry point for clients to start
with compute and networking bull Management and storage optional bull Client or partner tuned
Compete with CISCO HP DELL
Pure Flex bull Factory integration of Compute
Storage Networking and Management
bull Cloud ready with SmartCloud Entry
bull Single point of service and support bull Available IBM Smart Cloud Entry
Compete with CISCO HP VBLOCK
IBM Flex system ndash Go beyond blades 15
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Customer pain points A great way to start the sales conversation around your customeracutes IT system monitoring demands is to identify and overcome his pain points Take time to understand the questions and concerns your client may have Pain Points Differentiator Pure Flex
Clients need bull Streamlined
Procurement bull Rapid installation and
deployment bull Reduced systems
management timeexpense
bull More time to drive innovation
bull Pre-configured offerings bull Factory integrated bull Single integrated
management tool bull Rapid deployment and
provisioning tools bull Choice of OSHypervisor
Flex System
Clients need bull Maximum Integration
with existing data center
bull Obsolete x86 Rack or Blade replacement
bull Rapid deployment of new resources
bull Great Blade density per chassis than Cisco
bull Great choice in compute
platforms bull Ability to work with non
IBM components bull Manage and virtualize
IBM and non-IBM storage bull Maximum Memory
capacity bull Chassis designed for next
generation of technology
IBM Flex system ndash Go beyond blades 16
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System competitive landscape CISCO HP and Oracle are the major competitors in this market Letacutes review them and see what makes us competitive Enterprise
Systems
Expert Integrated System
Modular and Blade Servers
IBM bull zEnterprise bull Enterprise
Power Systems
bull PureData System for Transactions
bull PureData System for Analytics
bull PureData System for Operational Analytics
bull PureApplication System bull PureFlex System
bull Flex System (x86 POWER Nodes)
bull BladeCenter (x86 POWER Nodes)
bull System x and iDataPlex (x86)
bull Power Express (rack-mount and blades)
bull PowerLinux
CISCO bull VCE Vblock (VMware Cisco EMC)
bull NetApp FlexPod (NetApp Cisco)
bull UCS B-Series Blade (x86)
bull UCS C-Series Rack (x86)
bull Unified Computing System (UCS)
HP bull Integrity
Systems (Itanium)
bull Integrity NonStop (Itanium)
bull SuperDome2
Converged Systems bull VirtualSystem bull CloudSystem bull (MatrixEnterprise
Service Provider)
bull BladeSystem (x86 Itanium)
bull Proliant Systems (x86)
ORACLE SPARC (Enterprise M-Series)
Engineered Systems bull Exadata bull Exalogic bull Exalytics bull SPARC SuperCluster
T4-4
bull Sun Blade (x86 SPARC)
bull SPARC T-Series bull M-Series (smaller
models) bull Sun Fire Servers (x86)
IBM Flex system ndash Go beyond blades 17
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System a competitive platform system for workloads With its superior capabilities and wide range of offerings IBM PureFlex and Flex System can provide the best solution at IT management Letacutes learn what differentiate IBM from the competition Infrastructure
bull Collaboration bull General Workloads
IBM PureFlex
Flex System
CISCO CISCO UCS VCE Block
HP HP Converged Systems
For Infrastructure workloads such as collaboration and general workloads either PureFlex or Flex systems can be positioned If the customer wants to transform the datacenter with pre-integrated systems lead with PureFlex Systems If the customer wants to extend their existing infrastructure using their own resources lead with best blade system on the market Flex System WebApplications
bull Business Applications (SAP) bull Application and DB Servers
IBM Flex System
CISCO CISCO UCS
CISCO blade and proprietary management CISCO network no storage
HP Matrix Itanium and older x86 compute Brocade Network and proprietary Storage Only Virtual Systems Requires additional 3rd party software and cloud services based on Matrix
For Web Applications workloads the PureFlex with hybrid (UNIX and x86 compute infrastructures) solutions like SAP improves the IT economics when competing against Cisco UCS VCE VBlock and HP CloudSystems Matrix Clients running or wanting to run IBMrsquos Middleware stack (DB2 and WAS) should consider a PureApplication System
IBM Flex system ndash Go beyond blades 18
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Scalable Cloud bull Cloud Infrastructure Services bull Private Cloud (SCe)
IBM PureFlex System
CISCO VCE VBlock
Limited to VMWare and EMC 3rd party cloud integration
HP Cloud Systems Requires additional 3rd party software and cloud services based on Matrix
For Cloud Application workloads position PureFlex System with open choice operating systems and hypervisors to standardize as a clients Infrastructure as a Service (IaaS) platform The IBM SmartCloud Entry solution can be deployed quickly and efficiently as a private cloud solution on IBM PureFlex System
IBM Flex system ndash Go beyond blades 19
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Smarter Computing Customer Success Many clients have experienced a win choice with IBM Flex System IT management solution Whatacutes following is an example of what makes us a leading driveforce in the market Company Redstone specializes in managed hosted and internet service provision to a wide range of UK organizations Redstone employs more than 600 staff generates more than pound100 million in annual revenues and operates from multiple UK and international locations and over ten data centers The need Solution provider Redstones data centers were almost full halting its ability to continue to grow revenues Redstone looked for a way to increase capacity without expanding the physical footprint The solution Developed a comprehensive cloud-enabled service-based strategy deploying IBM Flex System with simplified integrated infrastructure management and cloud service capabilities The benefit The same data center footprint supports more than 3000 virtual servers at reduced energy and cooling costs introduces multi-platform cloud capabilities and enables staff to focus on new applications and projects
IBM Flex system ndash Go beyond blades 20
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System A Sales conversation example IBM and IBM BPs can help customers in getting open simple applications enabling an easy IT management In the following scenario an IBM BP is talking with a customer involved in integrating several business-critical services Letacutes have a look at how a sales conversation can help you overcome your customeracutes most common business concerns ldquoMy company needs to migrate our blade infrastructure to improve performance Iacuteve been told that IBM Flex System could help us to answer to this issue Why should we choose your offer rdquo
ldquoWell I think we may have a favorable solution IBM Flex System is designed to easily integrate into your existing infrastructure to support virtualization and simple management Are you having complexity problems with your system rdquo
ldquoAs a matter of fact we are Currently our infrastructure is getting hard to manage We use too many devices and too many systems to coordinate Also security is a key factor for us rdquo
ldquoI understand The Flex System hardware serves as the foundation of IBM SmartCloud Desktop Infrastructure and offers a robust virtal desktop solution to overcome those challenges This feature also provides more flexibility and choice by supporting virtual Microsoft and Linux desktops rdquo
ldquoHow can one machine do so much I cant afford to sacrifice performance rdquo
ldquoFlex System is the next generation of blades its memory capacity node density and high speed back plane deliver superior performance scalability and ensures yoursquore ready for the next decade of technologyrdquo
ldquoThat sounds great but we have to consider another vendoracutes offers What makes IBM different from the rest rdquo
ldquoIBM is delivering the industryacutes first single management tool for all physical and virtual resources We have decades of expertise and investment in IT solutions and a full commitment to open standards to rely on Should we schedule a product demonstration for a close-up view of the integration rdquo
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 11
Know Your IBM httpwwwibmcompartnerworldknowyouribm
bull Launch powerful remote management in context bull Track compliance with and update firmware baselines
across multiple systems bull Monitor from anywhere using Mobile apps for iPhone
Android and Blackberry bull Use Global Finder to locate system resources or tasks in
seconds
IBM Flex system ndash Go beyond blades 12
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System and the IBM PureSystems Family IBM Flex System offers what your client needs A proven open interoperability that integrates into their existing datacenter with a variety of highly integrated IBM Networking and Storage products supporting industry standard protocols Flex System
Blade Opportunity
Pure Flex Infrastructure and Cloud
Pure Application Applications and Cloud
Pure Data Data for Transactions Analytics and Operational Analytics
Sector
BladeCenter Installed Clients
GBE MM Infrastructure Cloud
GBE Application Cloud
GBE Data Analytics
Target
X86 Rack and Blade Installs
CISCO UCS VCE Vblock HP Unified System
Oracle Exalogic + Exadata
Oracle Exadata Teradata EMC
Sales Focus
bull IBM BladeCenter transition
bull Competitive blade transition -HP CISCO Dell
bull Managed Service Providers
bull Infrastructure Consolidation
bull Scalable cloud deployment (IaaS)
bull x86 POWER Competitive UNIX
bull Application optimization
bull Platform-as-a-Service (PaaS)
bull Existing DB2 WebSphere
bull Competitive - Oracle DB WebLogic Exalogic Exadata
bull Transactional Database (OLTP)
bull Data Warehouse and Analytics
bull Operational Warehouse
bull Competitive - Oracle Exadata Teradata EMC
IBM Flex system ndash Go beyond blades 13
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System
IBM Flex system ndash Go beyond blades 14
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Target opportunity segments IBM Flex System and PureFlex solutions cover two different opportunity segments for an integrated system for infrastructure consolidation or cloud implementation enhanced IBM PureFlex System offerings can help simplify an IT experience If your client needs to build their own system or upgrade an existing blade server installation they can rely on these new compute networking and management capabilities with an IBM Flex System Learn which of them is the answer that meets their demands and leaves the competition behind
Blade Replacement Integrated Infrastructure and Cloud BladeCenter
Installed Clients Competitive
Blade Installs Sector
Infrastructure Cloud
GBEMM Infrastructure
Cloud
Flex System bull Separately purchased
components bull An entry point for clients to start
with compute and networking bull Management and storage optional bull Client or partner tuned
Compete with CISCO HP DELL
Pure Flex bull Factory integration of Compute
Storage Networking and Management
bull Cloud ready with SmartCloud Entry
bull Single point of service and support bull Available IBM Smart Cloud Entry
Compete with CISCO HP VBLOCK
IBM Flex system ndash Go beyond blades 15
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Customer pain points A great way to start the sales conversation around your customeracutes IT system monitoring demands is to identify and overcome his pain points Take time to understand the questions and concerns your client may have Pain Points Differentiator Pure Flex
Clients need bull Streamlined
Procurement bull Rapid installation and
deployment bull Reduced systems
management timeexpense
bull More time to drive innovation
bull Pre-configured offerings bull Factory integrated bull Single integrated
management tool bull Rapid deployment and
provisioning tools bull Choice of OSHypervisor
Flex System
Clients need bull Maximum Integration
with existing data center
bull Obsolete x86 Rack or Blade replacement
bull Rapid deployment of new resources
bull Great Blade density per chassis than Cisco
bull Great choice in compute
platforms bull Ability to work with non
IBM components bull Manage and virtualize
IBM and non-IBM storage bull Maximum Memory
capacity bull Chassis designed for next
generation of technology
IBM Flex system ndash Go beyond blades 16
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System competitive landscape CISCO HP and Oracle are the major competitors in this market Letacutes review them and see what makes us competitive Enterprise
Systems
Expert Integrated System
Modular and Blade Servers
IBM bull zEnterprise bull Enterprise
Power Systems
bull PureData System for Transactions
bull PureData System for Analytics
bull PureData System for Operational Analytics
bull PureApplication System bull PureFlex System
bull Flex System (x86 POWER Nodes)
bull BladeCenter (x86 POWER Nodes)
bull System x and iDataPlex (x86)
bull Power Express (rack-mount and blades)
bull PowerLinux
CISCO bull VCE Vblock (VMware Cisco EMC)
bull NetApp FlexPod (NetApp Cisco)
bull UCS B-Series Blade (x86)
bull UCS C-Series Rack (x86)
bull Unified Computing System (UCS)
HP bull Integrity
Systems (Itanium)
bull Integrity NonStop (Itanium)
bull SuperDome2
Converged Systems bull VirtualSystem bull CloudSystem bull (MatrixEnterprise
Service Provider)
bull BladeSystem (x86 Itanium)
bull Proliant Systems (x86)
ORACLE SPARC (Enterprise M-Series)
Engineered Systems bull Exadata bull Exalogic bull Exalytics bull SPARC SuperCluster
T4-4
bull Sun Blade (x86 SPARC)
bull SPARC T-Series bull M-Series (smaller
models) bull Sun Fire Servers (x86)
IBM Flex system ndash Go beyond blades 17
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System a competitive platform system for workloads With its superior capabilities and wide range of offerings IBM PureFlex and Flex System can provide the best solution at IT management Letacutes learn what differentiate IBM from the competition Infrastructure
bull Collaboration bull General Workloads
IBM PureFlex
Flex System
CISCO CISCO UCS VCE Block
HP HP Converged Systems
For Infrastructure workloads such as collaboration and general workloads either PureFlex or Flex systems can be positioned If the customer wants to transform the datacenter with pre-integrated systems lead with PureFlex Systems If the customer wants to extend their existing infrastructure using their own resources lead with best blade system on the market Flex System WebApplications
bull Business Applications (SAP) bull Application and DB Servers
IBM Flex System
CISCO CISCO UCS
CISCO blade and proprietary management CISCO network no storage
HP Matrix Itanium and older x86 compute Brocade Network and proprietary Storage Only Virtual Systems Requires additional 3rd party software and cloud services based on Matrix
For Web Applications workloads the PureFlex with hybrid (UNIX and x86 compute infrastructures) solutions like SAP improves the IT economics when competing against Cisco UCS VCE VBlock and HP CloudSystems Matrix Clients running or wanting to run IBMrsquos Middleware stack (DB2 and WAS) should consider a PureApplication System
IBM Flex system ndash Go beyond blades 18
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Scalable Cloud bull Cloud Infrastructure Services bull Private Cloud (SCe)
IBM PureFlex System
CISCO VCE VBlock
Limited to VMWare and EMC 3rd party cloud integration
HP Cloud Systems Requires additional 3rd party software and cloud services based on Matrix
For Cloud Application workloads position PureFlex System with open choice operating systems and hypervisors to standardize as a clients Infrastructure as a Service (IaaS) platform The IBM SmartCloud Entry solution can be deployed quickly and efficiently as a private cloud solution on IBM PureFlex System
IBM Flex system ndash Go beyond blades 19
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Smarter Computing Customer Success Many clients have experienced a win choice with IBM Flex System IT management solution Whatacutes following is an example of what makes us a leading driveforce in the market Company Redstone specializes in managed hosted and internet service provision to a wide range of UK organizations Redstone employs more than 600 staff generates more than pound100 million in annual revenues and operates from multiple UK and international locations and over ten data centers The need Solution provider Redstones data centers were almost full halting its ability to continue to grow revenues Redstone looked for a way to increase capacity without expanding the physical footprint The solution Developed a comprehensive cloud-enabled service-based strategy deploying IBM Flex System with simplified integrated infrastructure management and cloud service capabilities The benefit The same data center footprint supports more than 3000 virtual servers at reduced energy and cooling costs introduces multi-platform cloud capabilities and enables staff to focus on new applications and projects
IBM Flex system ndash Go beyond blades 20
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System A Sales conversation example IBM and IBM BPs can help customers in getting open simple applications enabling an easy IT management In the following scenario an IBM BP is talking with a customer involved in integrating several business-critical services Letacutes have a look at how a sales conversation can help you overcome your customeracutes most common business concerns ldquoMy company needs to migrate our blade infrastructure to improve performance Iacuteve been told that IBM Flex System could help us to answer to this issue Why should we choose your offer rdquo
ldquoWell I think we may have a favorable solution IBM Flex System is designed to easily integrate into your existing infrastructure to support virtualization and simple management Are you having complexity problems with your system rdquo
ldquoAs a matter of fact we are Currently our infrastructure is getting hard to manage We use too many devices and too many systems to coordinate Also security is a key factor for us rdquo
ldquoI understand The Flex System hardware serves as the foundation of IBM SmartCloud Desktop Infrastructure and offers a robust virtal desktop solution to overcome those challenges This feature also provides more flexibility and choice by supporting virtual Microsoft and Linux desktops rdquo
ldquoHow can one machine do so much I cant afford to sacrifice performance rdquo
ldquoFlex System is the next generation of blades its memory capacity node density and high speed back plane deliver superior performance scalability and ensures yoursquore ready for the next decade of technologyrdquo
ldquoThat sounds great but we have to consider another vendoracutes offers What makes IBM different from the rest rdquo
ldquoIBM is delivering the industryacutes first single management tool for all physical and virtual resources We have decades of expertise and investment in IT solutions and a full commitment to open standards to rely on Should we schedule a product demonstration for a close-up view of the integration rdquo
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 12
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Know IBM Flex System IBM Flex System and the IBM PureSystems Family IBM Flex System offers what your client needs A proven open interoperability that integrates into their existing datacenter with a variety of highly integrated IBM Networking and Storage products supporting industry standard protocols Flex System
Blade Opportunity
Pure Flex Infrastructure and Cloud
Pure Application Applications and Cloud
Pure Data Data for Transactions Analytics and Operational Analytics
Sector
BladeCenter Installed Clients
GBE MM Infrastructure Cloud
GBE Application Cloud
GBE Data Analytics
Target
X86 Rack and Blade Installs
CISCO UCS VCE Vblock HP Unified System
Oracle Exalogic + Exadata
Oracle Exadata Teradata EMC
Sales Focus
bull IBM BladeCenter transition
bull Competitive blade transition -HP CISCO Dell
bull Managed Service Providers
bull Infrastructure Consolidation
bull Scalable cloud deployment (IaaS)
bull x86 POWER Competitive UNIX
bull Application optimization
bull Platform-as-a-Service (PaaS)
bull Existing DB2 WebSphere
bull Competitive - Oracle DB WebLogic Exalogic Exadata
bull Transactional Database (OLTP)
bull Data Warehouse and Analytics
bull Operational Warehouse
bull Competitive - Oracle Exadata Teradata EMC
IBM Flex system ndash Go beyond blades 13
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System
IBM Flex system ndash Go beyond blades 14
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Target opportunity segments IBM Flex System and PureFlex solutions cover two different opportunity segments for an integrated system for infrastructure consolidation or cloud implementation enhanced IBM PureFlex System offerings can help simplify an IT experience If your client needs to build their own system or upgrade an existing blade server installation they can rely on these new compute networking and management capabilities with an IBM Flex System Learn which of them is the answer that meets their demands and leaves the competition behind
Blade Replacement Integrated Infrastructure and Cloud BladeCenter
Installed Clients Competitive
Blade Installs Sector
Infrastructure Cloud
GBEMM Infrastructure
Cloud
Flex System bull Separately purchased
components bull An entry point for clients to start
with compute and networking bull Management and storage optional bull Client or partner tuned
Compete with CISCO HP DELL
Pure Flex bull Factory integration of Compute
Storage Networking and Management
bull Cloud ready with SmartCloud Entry
bull Single point of service and support bull Available IBM Smart Cloud Entry
Compete with CISCO HP VBLOCK
IBM Flex system ndash Go beyond blades 15
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Customer pain points A great way to start the sales conversation around your customeracutes IT system monitoring demands is to identify and overcome his pain points Take time to understand the questions and concerns your client may have Pain Points Differentiator Pure Flex
Clients need bull Streamlined
Procurement bull Rapid installation and
deployment bull Reduced systems
management timeexpense
bull More time to drive innovation
bull Pre-configured offerings bull Factory integrated bull Single integrated
management tool bull Rapid deployment and
provisioning tools bull Choice of OSHypervisor
Flex System
Clients need bull Maximum Integration
with existing data center
bull Obsolete x86 Rack or Blade replacement
bull Rapid deployment of new resources
bull Great Blade density per chassis than Cisco
bull Great choice in compute
platforms bull Ability to work with non
IBM components bull Manage and virtualize
IBM and non-IBM storage bull Maximum Memory
capacity bull Chassis designed for next
generation of technology
IBM Flex system ndash Go beyond blades 16
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System competitive landscape CISCO HP and Oracle are the major competitors in this market Letacutes review them and see what makes us competitive Enterprise
Systems
Expert Integrated System
Modular and Blade Servers
IBM bull zEnterprise bull Enterprise
Power Systems
bull PureData System for Transactions
bull PureData System for Analytics
bull PureData System for Operational Analytics
bull PureApplication System bull PureFlex System
bull Flex System (x86 POWER Nodes)
bull BladeCenter (x86 POWER Nodes)
bull System x and iDataPlex (x86)
bull Power Express (rack-mount and blades)
bull PowerLinux
CISCO bull VCE Vblock (VMware Cisco EMC)
bull NetApp FlexPod (NetApp Cisco)
bull UCS B-Series Blade (x86)
bull UCS C-Series Rack (x86)
bull Unified Computing System (UCS)
HP bull Integrity
Systems (Itanium)
bull Integrity NonStop (Itanium)
bull SuperDome2
Converged Systems bull VirtualSystem bull CloudSystem bull (MatrixEnterprise
Service Provider)
bull BladeSystem (x86 Itanium)
bull Proliant Systems (x86)
ORACLE SPARC (Enterprise M-Series)
Engineered Systems bull Exadata bull Exalogic bull Exalytics bull SPARC SuperCluster
T4-4
bull Sun Blade (x86 SPARC)
bull SPARC T-Series bull M-Series (smaller
models) bull Sun Fire Servers (x86)
IBM Flex system ndash Go beyond blades 17
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System a competitive platform system for workloads With its superior capabilities and wide range of offerings IBM PureFlex and Flex System can provide the best solution at IT management Letacutes learn what differentiate IBM from the competition Infrastructure
bull Collaboration bull General Workloads
IBM PureFlex
Flex System
CISCO CISCO UCS VCE Block
HP HP Converged Systems
For Infrastructure workloads such as collaboration and general workloads either PureFlex or Flex systems can be positioned If the customer wants to transform the datacenter with pre-integrated systems lead with PureFlex Systems If the customer wants to extend their existing infrastructure using their own resources lead with best blade system on the market Flex System WebApplications
bull Business Applications (SAP) bull Application and DB Servers
IBM Flex System
CISCO CISCO UCS
CISCO blade and proprietary management CISCO network no storage
HP Matrix Itanium and older x86 compute Brocade Network and proprietary Storage Only Virtual Systems Requires additional 3rd party software and cloud services based on Matrix
For Web Applications workloads the PureFlex with hybrid (UNIX and x86 compute infrastructures) solutions like SAP improves the IT economics when competing against Cisco UCS VCE VBlock and HP CloudSystems Matrix Clients running or wanting to run IBMrsquos Middleware stack (DB2 and WAS) should consider a PureApplication System
IBM Flex system ndash Go beyond blades 18
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Scalable Cloud bull Cloud Infrastructure Services bull Private Cloud (SCe)
IBM PureFlex System
CISCO VCE VBlock
Limited to VMWare and EMC 3rd party cloud integration
HP Cloud Systems Requires additional 3rd party software and cloud services based on Matrix
For Cloud Application workloads position PureFlex System with open choice operating systems and hypervisors to standardize as a clients Infrastructure as a Service (IaaS) platform The IBM SmartCloud Entry solution can be deployed quickly and efficiently as a private cloud solution on IBM PureFlex System
IBM Flex system ndash Go beyond blades 19
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Smarter Computing Customer Success Many clients have experienced a win choice with IBM Flex System IT management solution Whatacutes following is an example of what makes us a leading driveforce in the market Company Redstone specializes in managed hosted and internet service provision to a wide range of UK organizations Redstone employs more than 600 staff generates more than pound100 million in annual revenues and operates from multiple UK and international locations and over ten data centers The need Solution provider Redstones data centers were almost full halting its ability to continue to grow revenues Redstone looked for a way to increase capacity without expanding the physical footprint The solution Developed a comprehensive cloud-enabled service-based strategy deploying IBM Flex System with simplified integrated infrastructure management and cloud service capabilities The benefit The same data center footprint supports more than 3000 virtual servers at reduced energy and cooling costs introduces multi-platform cloud capabilities and enables staff to focus on new applications and projects
IBM Flex system ndash Go beyond blades 20
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System A Sales conversation example IBM and IBM BPs can help customers in getting open simple applications enabling an easy IT management In the following scenario an IBM BP is talking with a customer involved in integrating several business-critical services Letacutes have a look at how a sales conversation can help you overcome your customeracutes most common business concerns ldquoMy company needs to migrate our blade infrastructure to improve performance Iacuteve been told that IBM Flex System could help us to answer to this issue Why should we choose your offer rdquo
ldquoWell I think we may have a favorable solution IBM Flex System is designed to easily integrate into your existing infrastructure to support virtualization and simple management Are you having complexity problems with your system rdquo
ldquoAs a matter of fact we are Currently our infrastructure is getting hard to manage We use too many devices and too many systems to coordinate Also security is a key factor for us rdquo
ldquoI understand The Flex System hardware serves as the foundation of IBM SmartCloud Desktop Infrastructure and offers a robust virtal desktop solution to overcome those challenges This feature also provides more flexibility and choice by supporting virtual Microsoft and Linux desktops rdquo
ldquoHow can one machine do so much I cant afford to sacrifice performance rdquo
ldquoFlex System is the next generation of blades its memory capacity node density and high speed back plane deliver superior performance scalability and ensures yoursquore ready for the next decade of technologyrdquo
ldquoThat sounds great but we have to consider another vendoracutes offers What makes IBM different from the rest rdquo
ldquoIBM is delivering the industryacutes first single management tool for all physical and virtual resources We have decades of expertise and investment in IT solutions and a full commitment to open standards to rely on Should we schedule a product demonstration for a close-up view of the integration rdquo
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 13
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System
IBM Flex system ndash Go beyond blades 14
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Target opportunity segments IBM Flex System and PureFlex solutions cover two different opportunity segments for an integrated system for infrastructure consolidation or cloud implementation enhanced IBM PureFlex System offerings can help simplify an IT experience If your client needs to build their own system or upgrade an existing blade server installation they can rely on these new compute networking and management capabilities with an IBM Flex System Learn which of them is the answer that meets their demands and leaves the competition behind
Blade Replacement Integrated Infrastructure and Cloud BladeCenter
Installed Clients Competitive
Blade Installs Sector
Infrastructure Cloud
GBEMM Infrastructure
Cloud
Flex System bull Separately purchased
components bull An entry point for clients to start
with compute and networking bull Management and storage optional bull Client or partner tuned
Compete with CISCO HP DELL
Pure Flex bull Factory integration of Compute
Storage Networking and Management
bull Cloud ready with SmartCloud Entry
bull Single point of service and support bull Available IBM Smart Cloud Entry
Compete with CISCO HP VBLOCK
IBM Flex system ndash Go beyond blades 15
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Customer pain points A great way to start the sales conversation around your customeracutes IT system monitoring demands is to identify and overcome his pain points Take time to understand the questions and concerns your client may have Pain Points Differentiator Pure Flex
Clients need bull Streamlined
Procurement bull Rapid installation and
deployment bull Reduced systems
management timeexpense
bull More time to drive innovation
bull Pre-configured offerings bull Factory integrated bull Single integrated
management tool bull Rapid deployment and
provisioning tools bull Choice of OSHypervisor
Flex System
Clients need bull Maximum Integration
with existing data center
bull Obsolete x86 Rack or Blade replacement
bull Rapid deployment of new resources
bull Great Blade density per chassis than Cisco
bull Great choice in compute
platforms bull Ability to work with non
IBM components bull Manage and virtualize
IBM and non-IBM storage bull Maximum Memory
capacity bull Chassis designed for next
generation of technology
IBM Flex system ndash Go beyond blades 16
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System competitive landscape CISCO HP and Oracle are the major competitors in this market Letacutes review them and see what makes us competitive Enterprise
Systems
Expert Integrated System
Modular and Blade Servers
IBM bull zEnterprise bull Enterprise
Power Systems
bull PureData System for Transactions
bull PureData System for Analytics
bull PureData System for Operational Analytics
bull PureApplication System bull PureFlex System
bull Flex System (x86 POWER Nodes)
bull BladeCenter (x86 POWER Nodes)
bull System x and iDataPlex (x86)
bull Power Express (rack-mount and blades)
bull PowerLinux
CISCO bull VCE Vblock (VMware Cisco EMC)
bull NetApp FlexPod (NetApp Cisco)
bull UCS B-Series Blade (x86)
bull UCS C-Series Rack (x86)
bull Unified Computing System (UCS)
HP bull Integrity
Systems (Itanium)
bull Integrity NonStop (Itanium)
bull SuperDome2
Converged Systems bull VirtualSystem bull CloudSystem bull (MatrixEnterprise
Service Provider)
bull BladeSystem (x86 Itanium)
bull Proliant Systems (x86)
ORACLE SPARC (Enterprise M-Series)
Engineered Systems bull Exadata bull Exalogic bull Exalytics bull SPARC SuperCluster
T4-4
bull Sun Blade (x86 SPARC)
bull SPARC T-Series bull M-Series (smaller
models) bull Sun Fire Servers (x86)
IBM Flex system ndash Go beyond blades 17
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System a competitive platform system for workloads With its superior capabilities and wide range of offerings IBM PureFlex and Flex System can provide the best solution at IT management Letacutes learn what differentiate IBM from the competition Infrastructure
bull Collaboration bull General Workloads
IBM PureFlex
Flex System
CISCO CISCO UCS VCE Block
HP HP Converged Systems
For Infrastructure workloads such as collaboration and general workloads either PureFlex or Flex systems can be positioned If the customer wants to transform the datacenter with pre-integrated systems lead with PureFlex Systems If the customer wants to extend their existing infrastructure using their own resources lead with best blade system on the market Flex System WebApplications
bull Business Applications (SAP) bull Application and DB Servers
IBM Flex System
CISCO CISCO UCS
CISCO blade and proprietary management CISCO network no storage
HP Matrix Itanium and older x86 compute Brocade Network and proprietary Storage Only Virtual Systems Requires additional 3rd party software and cloud services based on Matrix
For Web Applications workloads the PureFlex with hybrid (UNIX and x86 compute infrastructures) solutions like SAP improves the IT economics when competing against Cisco UCS VCE VBlock and HP CloudSystems Matrix Clients running or wanting to run IBMrsquos Middleware stack (DB2 and WAS) should consider a PureApplication System
IBM Flex system ndash Go beyond blades 18
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Scalable Cloud bull Cloud Infrastructure Services bull Private Cloud (SCe)
IBM PureFlex System
CISCO VCE VBlock
Limited to VMWare and EMC 3rd party cloud integration
HP Cloud Systems Requires additional 3rd party software and cloud services based on Matrix
For Cloud Application workloads position PureFlex System with open choice operating systems and hypervisors to standardize as a clients Infrastructure as a Service (IaaS) platform The IBM SmartCloud Entry solution can be deployed quickly and efficiently as a private cloud solution on IBM PureFlex System
IBM Flex system ndash Go beyond blades 19
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Smarter Computing Customer Success Many clients have experienced a win choice with IBM Flex System IT management solution Whatacutes following is an example of what makes us a leading driveforce in the market Company Redstone specializes in managed hosted and internet service provision to a wide range of UK organizations Redstone employs more than 600 staff generates more than pound100 million in annual revenues and operates from multiple UK and international locations and over ten data centers The need Solution provider Redstones data centers were almost full halting its ability to continue to grow revenues Redstone looked for a way to increase capacity without expanding the physical footprint The solution Developed a comprehensive cloud-enabled service-based strategy deploying IBM Flex System with simplified integrated infrastructure management and cloud service capabilities The benefit The same data center footprint supports more than 3000 virtual servers at reduced energy and cooling costs introduces multi-platform cloud capabilities and enables staff to focus on new applications and projects
IBM Flex system ndash Go beyond blades 20
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System A Sales conversation example IBM and IBM BPs can help customers in getting open simple applications enabling an easy IT management In the following scenario an IBM BP is talking with a customer involved in integrating several business-critical services Letacutes have a look at how a sales conversation can help you overcome your customeracutes most common business concerns ldquoMy company needs to migrate our blade infrastructure to improve performance Iacuteve been told that IBM Flex System could help us to answer to this issue Why should we choose your offer rdquo
ldquoWell I think we may have a favorable solution IBM Flex System is designed to easily integrate into your existing infrastructure to support virtualization and simple management Are you having complexity problems with your system rdquo
ldquoAs a matter of fact we are Currently our infrastructure is getting hard to manage We use too many devices and too many systems to coordinate Also security is a key factor for us rdquo
ldquoI understand The Flex System hardware serves as the foundation of IBM SmartCloud Desktop Infrastructure and offers a robust virtal desktop solution to overcome those challenges This feature also provides more flexibility and choice by supporting virtual Microsoft and Linux desktops rdquo
ldquoHow can one machine do so much I cant afford to sacrifice performance rdquo
ldquoFlex System is the next generation of blades its memory capacity node density and high speed back plane deliver superior performance scalability and ensures yoursquore ready for the next decade of technologyrdquo
ldquoThat sounds great but we have to consider another vendoracutes offers What makes IBM different from the rest rdquo
ldquoIBM is delivering the industryacutes first single management tool for all physical and virtual resources We have decades of expertise and investment in IT solutions and a full commitment to open standards to rely on Should we schedule a product demonstration for a close-up view of the integration rdquo
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 14
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Target opportunity segments IBM Flex System and PureFlex solutions cover two different opportunity segments for an integrated system for infrastructure consolidation or cloud implementation enhanced IBM PureFlex System offerings can help simplify an IT experience If your client needs to build their own system or upgrade an existing blade server installation they can rely on these new compute networking and management capabilities with an IBM Flex System Learn which of them is the answer that meets their demands and leaves the competition behind
Blade Replacement Integrated Infrastructure and Cloud BladeCenter
Installed Clients Competitive
Blade Installs Sector
Infrastructure Cloud
GBEMM Infrastructure
Cloud
Flex System bull Separately purchased
components bull An entry point for clients to start
with compute and networking bull Management and storage optional bull Client or partner tuned
Compete with CISCO HP DELL
Pure Flex bull Factory integration of Compute
Storage Networking and Management
bull Cloud ready with SmartCloud Entry
bull Single point of service and support bull Available IBM Smart Cloud Entry
Compete with CISCO HP VBLOCK
IBM Flex system ndash Go beyond blades 15
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Customer pain points A great way to start the sales conversation around your customeracutes IT system monitoring demands is to identify and overcome his pain points Take time to understand the questions and concerns your client may have Pain Points Differentiator Pure Flex
Clients need bull Streamlined
Procurement bull Rapid installation and
deployment bull Reduced systems
management timeexpense
bull More time to drive innovation
bull Pre-configured offerings bull Factory integrated bull Single integrated
management tool bull Rapid deployment and
provisioning tools bull Choice of OSHypervisor
Flex System
Clients need bull Maximum Integration
with existing data center
bull Obsolete x86 Rack or Blade replacement
bull Rapid deployment of new resources
bull Great Blade density per chassis than Cisco
bull Great choice in compute
platforms bull Ability to work with non
IBM components bull Manage and virtualize
IBM and non-IBM storage bull Maximum Memory
capacity bull Chassis designed for next
generation of technology
IBM Flex system ndash Go beyond blades 16
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System competitive landscape CISCO HP and Oracle are the major competitors in this market Letacutes review them and see what makes us competitive Enterprise
Systems
Expert Integrated System
Modular and Blade Servers
IBM bull zEnterprise bull Enterprise
Power Systems
bull PureData System for Transactions
bull PureData System for Analytics
bull PureData System for Operational Analytics
bull PureApplication System bull PureFlex System
bull Flex System (x86 POWER Nodes)
bull BladeCenter (x86 POWER Nodes)
bull System x and iDataPlex (x86)
bull Power Express (rack-mount and blades)
bull PowerLinux
CISCO bull VCE Vblock (VMware Cisco EMC)
bull NetApp FlexPod (NetApp Cisco)
bull UCS B-Series Blade (x86)
bull UCS C-Series Rack (x86)
bull Unified Computing System (UCS)
HP bull Integrity
Systems (Itanium)
bull Integrity NonStop (Itanium)
bull SuperDome2
Converged Systems bull VirtualSystem bull CloudSystem bull (MatrixEnterprise
Service Provider)
bull BladeSystem (x86 Itanium)
bull Proliant Systems (x86)
ORACLE SPARC (Enterprise M-Series)
Engineered Systems bull Exadata bull Exalogic bull Exalytics bull SPARC SuperCluster
T4-4
bull Sun Blade (x86 SPARC)
bull SPARC T-Series bull M-Series (smaller
models) bull Sun Fire Servers (x86)
IBM Flex system ndash Go beyond blades 17
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System a competitive platform system for workloads With its superior capabilities and wide range of offerings IBM PureFlex and Flex System can provide the best solution at IT management Letacutes learn what differentiate IBM from the competition Infrastructure
bull Collaboration bull General Workloads
IBM PureFlex
Flex System
CISCO CISCO UCS VCE Block
HP HP Converged Systems
For Infrastructure workloads such as collaboration and general workloads either PureFlex or Flex systems can be positioned If the customer wants to transform the datacenter with pre-integrated systems lead with PureFlex Systems If the customer wants to extend their existing infrastructure using their own resources lead with best blade system on the market Flex System WebApplications
bull Business Applications (SAP) bull Application and DB Servers
IBM Flex System
CISCO CISCO UCS
CISCO blade and proprietary management CISCO network no storage
HP Matrix Itanium and older x86 compute Brocade Network and proprietary Storage Only Virtual Systems Requires additional 3rd party software and cloud services based on Matrix
For Web Applications workloads the PureFlex with hybrid (UNIX and x86 compute infrastructures) solutions like SAP improves the IT economics when competing against Cisco UCS VCE VBlock and HP CloudSystems Matrix Clients running or wanting to run IBMrsquos Middleware stack (DB2 and WAS) should consider a PureApplication System
IBM Flex system ndash Go beyond blades 18
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Scalable Cloud bull Cloud Infrastructure Services bull Private Cloud (SCe)
IBM PureFlex System
CISCO VCE VBlock
Limited to VMWare and EMC 3rd party cloud integration
HP Cloud Systems Requires additional 3rd party software and cloud services based on Matrix
For Cloud Application workloads position PureFlex System with open choice operating systems and hypervisors to standardize as a clients Infrastructure as a Service (IaaS) platform The IBM SmartCloud Entry solution can be deployed quickly and efficiently as a private cloud solution on IBM PureFlex System
IBM Flex system ndash Go beyond blades 19
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Smarter Computing Customer Success Many clients have experienced a win choice with IBM Flex System IT management solution Whatacutes following is an example of what makes us a leading driveforce in the market Company Redstone specializes in managed hosted and internet service provision to a wide range of UK organizations Redstone employs more than 600 staff generates more than pound100 million in annual revenues and operates from multiple UK and international locations and over ten data centers The need Solution provider Redstones data centers were almost full halting its ability to continue to grow revenues Redstone looked for a way to increase capacity without expanding the physical footprint The solution Developed a comprehensive cloud-enabled service-based strategy deploying IBM Flex System with simplified integrated infrastructure management and cloud service capabilities The benefit The same data center footprint supports more than 3000 virtual servers at reduced energy and cooling costs introduces multi-platform cloud capabilities and enables staff to focus on new applications and projects
IBM Flex system ndash Go beyond blades 20
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System A Sales conversation example IBM and IBM BPs can help customers in getting open simple applications enabling an easy IT management In the following scenario an IBM BP is talking with a customer involved in integrating several business-critical services Letacutes have a look at how a sales conversation can help you overcome your customeracutes most common business concerns ldquoMy company needs to migrate our blade infrastructure to improve performance Iacuteve been told that IBM Flex System could help us to answer to this issue Why should we choose your offer rdquo
ldquoWell I think we may have a favorable solution IBM Flex System is designed to easily integrate into your existing infrastructure to support virtualization and simple management Are you having complexity problems with your system rdquo
ldquoAs a matter of fact we are Currently our infrastructure is getting hard to manage We use too many devices and too many systems to coordinate Also security is a key factor for us rdquo
ldquoI understand The Flex System hardware serves as the foundation of IBM SmartCloud Desktop Infrastructure and offers a robust virtal desktop solution to overcome those challenges This feature also provides more flexibility and choice by supporting virtual Microsoft and Linux desktops rdquo
ldquoHow can one machine do so much I cant afford to sacrifice performance rdquo
ldquoFlex System is the next generation of blades its memory capacity node density and high speed back plane deliver superior performance scalability and ensures yoursquore ready for the next decade of technologyrdquo
ldquoThat sounds great but we have to consider another vendoracutes offers What makes IBM different from the rest rdquo
ldquoIBM is delivering the industryacutes first single management tool for all physical and virtual resources We have decades of expertise and investment in IT solutions and a full commitment to open standards to rely on Should we schedule a product demonstration for a close-up view of the integration rdquo
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 15
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Customer pain points A great way to start the sales conversation around your customeracutes IT system monitoring demands is to identify and overcome his pain points Take time to understand the questions and concerns your client may have Pain Points Differentiator Pure Flex
Clients need bull Streamlined
Procurement bull Rapid installation and
deployment bull Reduced systems
management timeexpense
bull More time to drive innovation
bull Pre-configured offerings bull Factory integrated bull Single integrated
management tool bull Rapid deployment and
provisioning tools bull Choice of OSHypervisor
Flex System
Clients need bull Maximum Integration
with existing data center
bull Obsolete x86 Rack or Blade replacement
bull Rapid deployment of new resources
bull Great Blade density per chassis than Cisco
bull Great choice in compute
platforms bull Ability to work with non
IBM components bull Manage and virtualize
IBM and non-IBM storage bull Maximum Memory
capacity bull Chassis designed for next
generation of technology
IBM Flex system ndash Go beyond blades 16
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System competitive landscape CISCO HP and Oracle are the major competitors in this market Letacutes review them and see what makes us competitive Enterprise
Systems
Expert Integrated System
Modular and Blade Servers
IBM bull zEnterprise bull Enterprise
Power Systems
bull PureData System for Transactions
bull PureData System for Analytics
bull PureData System for Operational Analytics
bull PureApplication System bull PureFlex System
bull Flex System (x86 POWER Nodes)
bull BladeCenter (x86 POWER Nodes)
bull System x and iDataPlex (x86)
bull Power Express (rack-mount and blades)
bull PowerLinux
CISCO bull VCE Vblock (VMware Cisco EMC)
bull NetApp FlexPod (NetApp Cisco)
bull UCS B-Series Blade (x86)
bull UCS C-Series Rack (x86)
bull Unified Computing System (UCS)
HP bull Integrity
Systems (Itanium)
bull Integrity NonStop (Itanium)
bull SuperDome2
Converged Systems bull VirtualSystem bull CloudSystem bull (MatrixEnterprise
Service Provider)
bull BladeSystem (x86 Itanium)
bull Proliant Systems (x86)
ORACLE SPARC (Enterprise M-Series)
Engineered Systems bull Exadata bull Exalogic bull Exalytics bull SPARC SuperCluster
T4-4
bull Sun Blade (x86 SPARC)
bull SPARC T-Series bull M-Series (smaller
models) bull Sun Fire Servers (x86)
IBM Flex system ndash Go beyond blades 17
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System a competitive platform system for workloads With its superior capabilities and wide range of offerings IBM PureFlex and Flex System can provide the best solution at IT management Letacutes learn what differentiate IBM from the competition Infrastructure
bull Collaboration bull General Workloads
IBM PureFlex
Flex System
CISCO CISCO UCS VCE Block
HP HP Converged Systems
For Infrastructure workloads such as collaboration and general workloads either PureFlex or Flex systems can be positioned If the customer wants to transform the datacenter with pre-integrated systems lead with PureFlex Systems If the customer wants to extend their existing infrastructure using their own resources lead with best blade system on the market Flex System WebApplications
bull Business Applications (SAP) bull Application and DB Servers
IBM Flex System
CISCO CISCO UCS
CISCO blade and proprietary management CISCO network no storage
HP Matrix Itanium and older x86 compute Brocade Network and proprietary Storage Only Virtual Systems Requires additional 3rd party software and cloud services based on Matrix
For Web Applications workloads the PureFlex with hybrid (UNIX and x86 compute infrastructures) solutions like SAP improves the IT economics when competing against Cisco UCS VCE VBlock and HP CloudSystems Matrix Clients running or wanting to run IBMrsquos Middleware stack (DB2 and WAS) should consider a PureApplication System
IBM Flex system ndash Go beyond blades 18
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Scalable Cloud bull Cloud Infrastructure Services bull Private Cloud (SCe)
IBM PureFlex System
CISCO VCE VBlock
Limited to VMWare and EMC 3rd party cloud integration
HP Cloud Systems Requires additional 3rd party software and cloud services based on Matrix
For Cloud Application workloads position PureFlex System with open choice operating systems and hypervisors to standardize as a clients Infrastructure as a Service (IaaS) platform The IBM SmartCloud Entry solution can be deployed quickly and efficiently as a private cloud solution on IBM PureFlex System
IBM Flex system ndash Go beyond blades 19
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Smarter Computing Customer Success Many clients have experienced a win choice with IBM Flex System IT management solution Whatacutes following is an example of what makes us a leading driveforce in the market Company Redstone specializes in managed hosted and internet service provision to a wide range of UK organizations Redstone employs more than 600 staff generates more than pound100 million in annual revenues and operates from multiple UK and international locations and over ten data centers The need Solution provider Redstones data centers were almost full halting its ability to continue to grow revenues Redstone looked for a way to increase capacity without expanding the physical footprint The solution Developed a comprehensive cloud-enabled service-based strategy deploying IBM Flex System with simplified integrated infrastructure management and cloud service capabilities The benefit The same data center footprint supports more than 3000 virtual servers at reduced energy and cooling costs introduces multi-platform cloud capabilities and enables staff to focus on new applications and projects
IBM Flex system ndash Go beyond blades 20
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System A Sales conversation example IBM and IBM BPs can help customers in getting open simple applications enabling an easy IT management In the following scenario an IBM BP is talking with a customer involved in integrating several business-critical services Letacutes have a look at how a sales conversation can help you overcome your customeracutes most common business concerns ldquoMy company needs to migrate our blade infrastructure to improve performance Iacuteve been told that IBM Flex System could help us to answer to this issue Why should we choose your offer rdquo
ldquoWell I think we may have a favorable solution IBM Flex System is designed to easily integrate into your existing infrastructure to support virtualization and simple management Are you having complexity problems with your system rdquo
ldquoAs a matter of fact we are Currently our infrastructure is getting hard to manage We use too many devices and too many systems to coordinate Also security is a key factor for us rdquo
ldquoI understand The Flex System hardware serves as the foundation of IBM SmartCloud Desktop Infrastructure and offers a robust virtal desktop solution to overcome those challenges This feature also provides more flexibility and choice by supporting virtual Microsoft and Linux desktops rdquo
ldquoHow can one machine do so much I cant afford to sacrifice performance rdquo
ldquoFlex System is the next generation of blades its memory capacity node density and high speed back plane deliver superior performance scalability and ensures yoursquore ready for the next decade of technologyrdquo
ldquoThat sounds great but we have to consider another vendoracutes offers What makes IBM different from the rest rdquo
ldquoIBM is delivering the industryacutes first single management tool for all physical and virtual resources We have decades of expertise and investment in IT solutions and a full commitment to open standards to rely on Should we schedule a product demonstration for a close-up view of the integration rdquo
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 16
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System competitive landscape CISCO HP and Oracle are the major competitors in this market Letacutes review them and see what makes us competitive Enterprise
Systems
Expert Integrated System
Modular and Blade Servers
IBM bull zEnterprise bull Enterprise
Power Systems
bull PureData System for Transactions
bull PureData System for Analytics
bull PureData System for Operational Analytics
bull PureApplication System bull PureFlex System
bull Flex System (x86 POWER Nodes)
bull BladeCenter (x86 POWER Nodes)
bull System x and iDataPlex (x86)
bull Power Express (rack-mount and blades)
bull PowerLinux
CISCO bull VCE Vblock (VMware Cisco EMC)
bull NetApp FlexPod (NetApp Cisco)
bull UCS B-Series Blade (x86)
bull UCS C-Series Rack (x86)
bull Unified Computing System (UCS)
HP bull Integrity
Systems (Itanium)
bull Integrity NonStop (Itanium)
bull SuperDome2
Converged Systems bull VirtualSystem bull CloudSystem bull (MatrixEnterprise
Service Provider)
bull BladeSystem (x86 Itanium)
bull Proliant Systems (x86)
ORACLE SPARC (Enterprise M-Series)
Engineered Systems bull Exadata bull Exalogic bull Exalytics bull SPARC SuperCluster
T4-4
bull Sun Blade (x86 SPARC)
bull SPARC T-Series bull M-Series (smaller
models) bull Sun Fire Servers (x86)
IBM Flex system ndash Go beyond blades 17
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System a competitive platform system for workloads With its superior capabilities and wide range of offerings IBM PureFlex and Flex System can provide the best solution at IT management Letacutes learn what differentiate IBM from the competition Infrastructure
bull Collaboration bull General Workloads
IBM PureFlex
Flex System
CISCO CISCO UCS VCE Block
HP HP Converged Systems
For Infrastructure workloads such as collaboration and general workloads either PureFlex or Flex systems can be positioned If the customer wants to transform the datacenter with pre-integrated systems lead with PureFlex Systems If the customer wants to extend their existing infrastructure using their own resources lead with best blade system on the market Flex System WebApplications
bull Business Applications (SAP) bull Application and DB Servers
IBM Flex System
CISCO CISCO UCS
CISCO blade and proprietary management CISCO network no storage
HP Matrix Itanium and older x86 compute Brocade Network and proprietary Storage Only Virtual Systems Requires additional 3rd party software and cloud services based on Matrix
For Web Applications workloads the PureFlex with hybrid (UNIX and x86 compute infrastructures) solutions like SAP improves the IT economics when competing against Cisco UCS VCE VBlock and HP CloudSystems Matrix Clients running or wanting to run IBMrsquos Middleware stack (DB2 and WAS) should consider a PureApplication System
IBM Flex system ndash Go beyond blades 18
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Scalable Cloud bull Cloud Infrastructure Services bull Private Cloud (SCe)
IBM PureFlex System
CISCO VCE VBlock
Limited to VMWare and EMC 3rd party cloud integration
HP Cloud Systems Requires additional 3rd party software and cloud services based on Matrix
For Cloud Application workloads position PureFlex System with open choice operating systems and hypervisors to standardize as a clients Infrastructure as a Service (IaaS) platform The IBM SmartCloud Entry solution can be deployed quickly and efficiently as a private cloud solution on IBM PureFlex System
IBM Flex system ndash Go beyond blades 19
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Smarter Computing Customer Success Many clients have experienced a win choice with IBM Flex System IT management solution Whatacutes following is an example of what makes us a leading driveforce in the market Company Redstone specializes in managed hosted and internet service provision to a wide range of UK organizations Redstone employs more than 600 staff generates more than pound100 million in annual revenues and operates from multiple UK and international locations and over ten data centers The need Solution provider Redstones data centers were almost full halting its ability to continue to grow revenues Redstone looked for a way to increase capacity without expanding the physical footprint The solution Developed a comprehensive cloud-enabled service-based strategy deploying IBM Flex System with simplified integrated infrastructure management and cloud service capabilities The benefit The same data center footprint supports more than 3000 virtual servers at reduced energy and cooling costs introduces multi-platform cloud capabilities and enables staff to focus on new applications and projects
IBM Flex system ndash Go beyond blades 20
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System A Sales conversation example IBM and IBM BPs can help customers in getting open simple applications enabling an easy IT management In the following scenario an IBM BP is talking with a customer involved in integrating several business-critical services Letacutes have a look at how a sales conversation can help you overcome your customeracutes most common business concerns ldquoMy company needs to migrate our blade infrastructure to improve performance Iacuteve been told that IBM Flex System could help us to answer to this issue Why should we choose your offer rdquo
ldquoWell I think we may have a favorable solution IBM Flex System is designed to easily integrate into your existing infrastructure to support virtualization and simple management Are you having complexity problems with your system rdquo
ldquoAs a matter of fact we are Currently our infrastructure is getting hard to manage We use too many devices and too many systems to coordinate Also security is a key factor for us rdquo
ldquoI understand The Flex System hardware serves as the foundation of IBM SmartCloud Desktop Infrastructure and offers a robust virtal desktop solution to overcome those challenges This feature also provides more flexibility and choice by supporting virtual Microsoft and Linux desktops rdquo
ldquoHow can one machine do so much I cant afford to sacrifice performance rdquo
ldquoFlex System is the next generation of blades its memory capacity node density and high speed back plane deliver superior performance scalability and ensures yoursquore ready for the next decade of technologyrdquo
ldquoThat sounds great but we have to consider another vendoracutes offers What makes IBM different from the rest rdquo
ldquoIBM is delivering the industryacutes first single management tool for all physical and virtual resources We have decades of expertise and investment in IT solutions and a full commitment to open standards to rely on Should we schedule a product demonstration for a close-up view of the integration rdquo
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 17
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Flex System a competitive platform system for workloads With its superior capabilities and wide range of offerings IBM PureFlex and Flex System can provide the best solution at IT management Letacutes learn what differentiate IBM from the competition Infrastructure
bull Collaboration bull General Workloads
IBM PureFlex
Flex System
CISCO CISCO UCS VCE Block
HP HP Converged Systems
For Infrastructure workloads such as collaboration and general workloads either PureFlex or Flex systems can be positioned If the customer wants to transform the datacenter with pre-integrated systems lead with PureFlex Systems If the customer wants to extend their existing infrastructure using their own resources lead with best blade system on the market Flex System WebApplications
bull Business Applications (SAP) bull Application and DB Servers
IBM Flex System
CISCO CISCO UCS
CISCO blade and proprietary management CISCO network no storage
HP Matrix Itanium and older x86 compute Brocade Network and proprietary Storage Only Virtual Systems Requires additional 3rd party software and cloud services based on Matrix
For Web Applications workloads the PureFlex with hybrid (UNIX and x86 compute infrastructures) solutions like SAP improves the IT economics when competing against Cisco UCS VCE VBlock and HP CloudSystems Matrix Clients running or wanting to run IBMrsquos Middleware stack (DB2 and WAS) should consider a PureApplication System
IBM Flex system ndash Go beyond blades 18
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Scalable Cloud bull Cloud Infrastructure Services bull Private Cloud (SCe)
IBM PureFlex System
CISCO VCE VBlock
Limited to VMWare and EMC 3rd party cloud integration
HP Cloud Systems Requires additional 3rd party software and cloud services based on Matrix
For Cloud Application workloads position PureFlex System with open choice operating systems and hypervisors to standardize as a clients Infrastructure as a Service (IaaS) platform The IBM SmartCloud Entry solution can be deployed quickly and efficiently as a private cloud solution on IBM PureFlex System
IBM Flex system ndash Go beyond blades 19
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Smarter Computing Customer Success Many clients have experienced a win choice with IBM Flex System IT management solution Whatacutes following is an example of what makes us a leading driveforce in the market Company Redstone specializes in managed hosted and internet service provision to a wide range of UK organizations Redstone employs more than 600 staff generates more than pound100 million in annual revenues and operates from multiple UK and international locations and over ten data centers The need Solution provider Redstones data centers were almost full halting its ability to continue to grow revenues Redstone looked for a way to increase capacity without expanding the physical footprint The solution Developed a comprehensive cloud-enabled service-based strategy deploying IBM Flex System with simplified integrated infrastructure management and cloud service capabilities The benefit The same data center footprint supports more than 3000 virtual servers at reduced energy and cooling costs introduces multi-platform cloud capabilities and enables staff to focus on new applications and projects
IBM Flex system ndash Go beyond blades 20
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System A Sales conversation example IBM and IBM BPs can help customers in getting open simple applications enabling an easy IT management In the following scenario an IBM BP is talking with a customer involved in integrating several business-critical services Letacutes have a look at how a sales conversation can help you overcome your customeracutes most common business concerns ldquoMy company needs to migrate our blade infrastructure to improve performance Iacuteve been told that IBM Flex System could help us to answer to this issue Why should we choose your offer rdquo
ldquoWell I think we may have a favorable solution IBM Flex System is designed to easily integrate into your existing infrastructure to support virtualization and simple management Are you having complexity problems with your system rdquo
ldquoAs a matter of fact we are Currently our infrastructure is getting hard to manage We use too many devices and too many systems to coordinate Also security is a key factor for us rdquo
ldquoI understand The Flex System hardware serves as the foundation of IBM SmartCloud Desktop Infrastructure and offers a robust virtal desktop solution to overcome those challenges This feature also provides more flexibility and choice by supporting virtual Microsoft and Linux desktops rdquo
ldquoHow can one machine do so much I cant afford to sacrifice performance rdquo
ldquoFlex System is the next generation of blades its memory capacity node density and high speed back plane deliver superior performance scalability and ensures yoursquore ready for the next decade of technologyrdquo
ldquoThat sounds great but we have to consider another vendoracutes offers What makes IBM different from the rest rdquo
ldquoIBM is delivering the industryacutes first single management tool for all physical and virtual resources We have decades of expertise and investment in IT solutions and a full commitment to open standards to rely on Should we schedule a product demonstration for a close-up view of the integration rdquo
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 18
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Scalable Cloud bull Cloud Infrastructure Services bull Private Cloud (SCe)
IBM PureFlex System
CISCO VCE VBlock
Limited to VMWare and EMC 3rd party cloud integration
HP Cloud Systems Requires additional 3rd party software and cloud services based on Matrix
For Cloud Application workloads position PureFlex System with open choice operating systems and hypervisors to standardize as a clients Infrastructure as a Service (IaaS) platform The IBM SmartCloud Entry solution can be deployed quickly and efficiently as a private cloud solution on IBM PureFlex System
IBM Flex system ndash Go beyond blades 19
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Smarter Computing Customer Success Many clients have experienced a win choice with IBM Flex System IT management solution Whatacutes following is an example of what makes us a leading driveforce in the market Company Redstone specializes in managed hosted and internet service provision to a wide range of UK organizations Redstone employs more than 600 staff generates more than pound100 million in annual revenues and operates from multiple UK and international locations and over ten data centers The need Solution provider Redstones data centers were almost full halting its ability to continue to grow revenues Redstone looked for a way to increase capacity without expanding the physical footprint The solution Developed a comprehensive cloud-enabled service-based strategy deploying IBM Flex System with simplified integrated infrastructure management and cloud service capabilities The benefit The same data center footprint supports more than 3000 virtual servers at reduced energy and cooling costs introduces multi-platform cloud capabilities and enables staff to focus on new applications and projects
IBM Flex system ndash Go beyond blades 20
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System A Sales conversation example IBM and IBM BPs can help customers in getting open simple applications enabling an easy IT management In the following scenario an IBM BP is talking with a customer involved in integrating several business-critical services Letacutes have a look at how a sales conversation can help you overcome your customeracutes most common business concerns ldquoMy company needs to migrate our blade infrastructure to improve performance Iacuteve been told that IBM Flex System could help us to answer to this issue Why should we choose your offer rdquo
ldquoWell I think we may have a favorable solution IBM Flex System is designed to easily integrate into your existing infrastructure to support virtualization and simple management Are you having complexity problems with your system rdquo
ldquoAs a matter of fact we are Currently our infrastructure is getting hard to manage We use too many devices and too many systems to coordinate Also security is a key factor for us rdquo
ldquoI understand The Flex System hardware serves as the foundation of IBM SmartCloud Desktop Infrastructure and offers a robust virtal desktop solution to overcome those challenges This feature also provides more flexibility and choice by supporting virtual Microsoft and Linux desktops rdquo
ldquoHow can one machine do so much I cant afford to sacrifice performance rdquo
ldquoFlex System is the next generation of blades its memory capacity node density and high speed back plane deliver superior performance scalability and ensures yoursquore ready for the next decade of technologyrdquo
ldquoThat sounds great but we have to consider another vendoracutes offers What makes IBM different from the rest rdquo
ldquoIBM is delivering the industryacutes first single management tool for all physical and virtual resources We have decades of expertise and investment in IT solutions and a full commitment to open standards to rely on Should we schedule a product demonstration for a close-up view of the integration rdquo
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 19
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System IBM Smarter Computing Customer Success Many clients have experienced a win choice with IBM Flex System IT management solution Whatacutes following is an example of what makes us a leading driveforce in the market Company Redstone specializes in managed hosted and internet service provision to a wide range of UK organizations Redstone employs more than 600 staff generates more than pound100 million in annual revenues and operates from multiple UK and international locations and over ten data centers The need Solution provider Redstones data centers were almost full halting its ability to continue to grow revenues Redstone looked for a way to increase capacity without expanding the physical footprint The solution Developed a comprehensive cloud-enabled service-based strategy deploying IBM Flex System with simplified integrated infrastructure management and cloud service capabilities The benefit The same data center footprint supports more than 3000 virtual servers at reduced energy and cooling costs introduces multi-platform cloud capabilities and enables staff to focus on new applications and projects
IBM Flex system ndash Go beyond blades 20
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System A Sales conversation example IBM and IBM BPs can help customers in getting open simple applications enabling an easy IT management In the following scenario an IBM BP is talking with a customer involved in integrating several business-critical services Letacutes have a look at how a sales conversation can help you overcome your customeracutes most common business concerns ldquoMy company needs to migrate our blade infrastructure to improve performance Iacuteve been told that IBM Flex System could help us to answer to this issue Why should we choose your offer rdquo
ldquoWell I think we may have a favorable solution IBM Flex System is designed to easily integrate into your existing infrastructure to support virtualization and simple management Are you having complexity problems with your system rdquo
ldquoAs a matter of fact we are Currently our infrastructure is getting hard to manage We use too many devices and too many systems to coordinate Also security is a key factor for us rdquo
ldquoI understand The Flex System hardware serves as the foundation of IBM SmartCloud Desktop Infrastructure and offers a robust virtal desktop solution to overcome those challenges This feature also provides more flexibility and choice by supporting virtual Microsoft and Linux desktops rdquo
ldquoHow can one machine do so much I cant afford to sacrifice performance rdquo
ldquoFlex System is the next generation of blades its memory capacity node density and high speed back plane deliver superior performance scalability and ensures yoursquore ready for the next decade of technologyrdquo
ldquoThat sounds great but we have to consider another vendoracutes offers What makes IBM different from the rest rdquo
ldquoIBM is delivering the industryacutes first single management tool for all physical and virtual resources We have decades of expertise and investment in IT solutions and a full commitment to open standards to rely on Should we schedule a product demonstration for a close-up view of the integration rdquo
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 20
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System A Sales conversation example IBM and IBM BPs can help customers in getting open simple applications enabling an easy IT management In the following scenario an IBM BP is talking with a customer involved in integrating several business-critical services Letacutes have a look at how a sales conversation can help you overcome your customeracutes most common business concerns ldquoMy company needs to migrate our blade infrastructure to improve performance Iacuteve been told that IBM Flex System could help us to answer to this issue Why should we choose your offer rdquo
ldquoWell I think we may have a favorable solution IBM Flex System is designed to easily integrate into your existing infrastructure to support virtualization and simple management Are you having complexity problems with your system rdquo
ldquoAs a matter of fact we are Currently our infrastructure is getting hard to manage We use too many devices and too many systems to coordinate Also security is a key factor for us rdquo
ldquoI understand The Flex System hardware serves as the foundation of IBM SmartCloud Desktop Infrastructure and offers a robust virtal desktop solution to overcome those challenges This feature also provides more flexibility and choice by supporting virtual Microsoft and Linux desktops rdquo
ldquoHow can one machine do so much I cant afford to sacrifice performance rdquo
ldquoFlex System is the next generation of blades its memory capacity node density and high speed back plane deliver superior performance scalability and ensures yoursquore ready for the next decade of technologyrdquo
ldquoThat sounds great but we have to consider another vendoracutes offers What makes IBM different from the rest rdquo
ldquoIBM is delivering the industryacutes first single management tool for all physical and virtual resources We have decades of expertise and investment in IT solutions and a full commitment to open standards to rely on Should we schedule a product demonstration for a close-up view of the integration rdquo
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 21
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Quiz on IBM Flex System IBM Flex System is designed (Select all the options that apply)
bull for choice of architectures
bull for choice of OS
bull for maximum integration into existing data center
bull for Cloud That is correct IBM Flex System solution offers more flexibility and choice by supporting virtual Windows and Linux desktops a flexible architecture to support your customeracutes needs and the best blades choices of OS Linux AIX Windows and IBM iOS
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 22
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Sell IBM Flex System Seller resources As clients transition from Blade Center to Flex System it is important for you to understand the capabilities and positioning of the Flex System with the rest of the PureSystem offerings and our current Blade Center products It includes the products announced on November 13 2012 The following is a list of assets which will help you in your selling efforts
bull Flex System Sales Kit IBM Partner bull Flex System Redbook IBM + Partner + Client bull IBM PureFlex Flex System and BladeCenter Selection Guide IBM Partner bull IBM PureFlex Flex System and BladeCenter Spec-In (InternalSeller Use
Only) IBM Partner bull Flex System Client Presentation IBM Partner bull How to Position IBM PureFlex and Flex System IBM Partner bull Alinean Tool External Site which requires registration
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
IBM Flex system ndash Go beyond blades 23
Know Your IBM httpwwwibmcompartnerworldknowyouribm
Conclusion This is the end of the learning module IBM Flex System
bull In Know IBM Flex System you learned about the features benefits and components of the Flex System solutions
bull In Sell IBM Flex System you learned about the selling process and
opportunities as well as competitive advantages of the Flex System To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at httpwwwibmcompartnerworldknowyouribm 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
