IBM Systems & Technology Group: Virtualization Solutions © 2004 IBM Corporation IBM Virtualization Forum: Is there an IBM ecosystem in place to support

IBM Systems & Technology Group: Virtualization Solutions

© 2004 IBM Corporation

IBM Virtualization Forum:Is there an IBM ecosystem in place to support my virtualization sales efforts?

February 2006Rich Lechner, VP, Virtualization

2

IBM Systems & Technology Group: Virtualization SolutionsIBM Systems & Technology Group: Virtualization Solutions


Is there an IBM ecosystem in place to support my virtualization sales efforts?

A Panel Discussion:

Host: Rich Lechner

Participants: IBM Services, Proof of Concept/Design Center, IBM SWG, Guest IBM Business Partner

Rich Lechner IBM Systems & Technology GroupVice President, Virtualization

3



Navigating through the ecosystem can be complex

Demos

DemoPortal

Center forSolution

Integration (CSI)

Customers

Sales (ESS, etc.)

HiPODS & HighAvailabilityCenters

Design Centers /POCs

BPICS

ITS

InfrastructureSolutions

STG LabServices

GSIs/RSIs

BusinessConsulting

Services (AIS/AMS)

SWG Services

ITS VirtualizationEngagement

ITRO VirtualizationEngagement

STG VirtualizationEngagement

BP VirtualizationEngagement

SOA/VirtualizationEngagement

SOA/VirtualizationEngagement

BechmarkingCenters

Brands(x, i, p, z, TS)

= Primary Internal Service Delivery = Primary External Service Delivery = Additional Service Delivery

Virtualization Advisory Council

ISVsIBM Innovation

Centers (forISVs)

4



Solution OfferingArchitecture and Integration

P&L CPU’s by the Hour

Solution Development – First of a Kind Solutions

Solution Engineering

Developing

Capacity Offering

Executing

Development Center forSolution Integration (CSI)

Design & Proof of Concept Centers

Deep Computing Capacity On Demand

STG PerformanceMarketing

eServer & TotalStorage Benchmark Planning & Marketing

HiPODS & High Availability Centers of CompetencyDriving Value, Influencing Clients

Understanding how each organization provides specific value across the sales cycle simplifies the navigation

ITS/STG Lab Svcs/BCS/SWG

Specialized BP service offerings for IS & VE

Systems Integrators (GSI/RSI)

Assist clients through the sales cycle & close sale

Sales - ETSS or ITS if it is a part of an Infrastructure Solution (IS)

Specialized centers for BPs (SIs/ISVs) to showcase IBM products & svcs

Innovation Centers (BPICs, ICs)

Specialized service offerings for IS & VE

ATS/FTSSPre-sales Support

Technical support e.g. briefings, architectural reviews,

5



As well as knowing who to contact in your region/IOT to help you pursue your virtualization opportunities

AG:

– East: Brent Hoffman, Innovations & Infrastructure Solutions Sales Manager, [email protected], Phone: 1-704-595-3330 (T/L: 795-3330); Mobile: 1-704-907-9264

– West: Craig Sukenic, Innovations & Infrastructure Solutions Sales Manager, [email protected], Phone: 1-972-280-2348 (T/L: 287-1891); Mobile: 1-214-500-8262; Pager: 1-214-500-8262

– Central: Judy Kelly, Business Development Executive, [email protected], Phone: 1-248-552-4636 (T/L: 896-4636); Mobile: 1-248-953-0235

– North: Chris Pratt, Manager eServer Strategic Initiatives, [email protected], Phone: 1-905-316-2710 (T/L: 886-2710); Mobile: 1-416-209-6838

– South: Marcelo Braunstein, Latin America Linux Sales Manager, [email protected], Phone: 55-21-2132-3500 (T/L: 831-3500); Mobile: 55-21-9222-3500; [email protected]

Europe:

– NE IOT: Thomas Rueter, STG Infrastructure Sales Leader, [email protected], Phone: 49-7031 684410 (T/L: 111-2313); ITN: 39112313; Mobile: 49-171 9787586

– SW IOT: Jean-Marc Ferre, STG Virtualization & Grid Business Development, [email protected], 33-1.4905.9761 (T/L: 33-9761); ITN: 38339761; Mobile: 33-6.8984.0644

AP:

– SookBang Lee, STG IS Sales Executive, [email protected], Phone: (822) 3781-6322 (T/L: 6322)

IBM Market Intelligence

© 2006 IBM Corporation6 Systems Directions, Fall 2005 Virtualization Report IBM Confidential

% o

f si

tes

had

no p

lans

for

virt

ualiz

atio

n

1. No identified need for virtualization2. Lack of skills3. Ability to quantify value of virtualization 4. No clear vision or implementation roadmap from vendors5. Organizational barriers or issues 6. Chargeback issues, or difficulty in billing end users for only

those resources which they or their application use.7. Product availability8. Other

Inhibitors for Those Who Have No Plans to Implement67

27 26 25 23

9 92

66

26 27 27

18

8 103

62

3025 23

19

9 73

64

20 2015 15

5 3 4

64

19 1813 13

6 3 6

No need Lack of skills Quantifyvalue

No clearvision from

vendors

Org. barriers Chargeback,billing end

users

Productavailability

Other

3Q04 4Q04 1Q05 2QO5 3Q05

What does “No Need” Mean? 1

“No other resources can do the job”

“Not have a major crisis that virtualization is the solution for.”

What does “Org. Barriers” Mean? 1

“Departments not want to share their server with others.”

“What’s in it for me?”

Given the depth of our ecosystem, we are uniquely positioned to increase our implementation skills and demonstrate to customers that IBM has a clear vision/roadmap for Virtualization

Barriers to Adoption

IBM Market Intelligence

© 2006 IBM Corporation7 Systems Directions, Fall 2005 Virtualization Report IBM Confidential

Q66AA Thinking about the platforms involved in your virtualization plans for the coming year, please indicate what single type or mixtures of platforms you are involving in your virtualization solutions. [Select all that apply]Q66B. What is your status for the deployment of the following Virtualization options?

% o

f site

s im

plem

entin

g/pl

anni

ng to

virt

ualiz

atio

n w

ithin

12

mon

ths

32

36

52

50

55

44

61

61

73

41

45

51

58

64

50

51

73

69

40

39

41

44

49

42

53

59

61

Single PlatformSiloed Integrated

Column Sub total 59% 22% 19%

SINGLE Virtualization

Initiative

SILO Virtualization:

Multiple Virtualization Initiatives but w ithin Same

Platforms

INTEGRATED Virtualization:

Implementation across platforms

Single Platform (i.e. Intel or UNIX but not both)

26%

Wintel and Unix (no Mainframe)

26% 16% 16%

Wintel, Unix and Mainframe

7% 6% 3%

Hardware VirtualizationConsolidation of multiple operating systems per

physical server

SAN-based virtual disks

Client (workstation) Virtualization

iSCSI-based virtual disks

Workload virtualization Workload mgt automation software for

optimizing resource usage within a server or group of servers of the same server platform such as RISC to

RISCService levels within a server or group of servers

of the same server platform such as RISC to RISCend-to-end qualities of service across multiple

servers of different server platforms such as RISC to Intel/AMD

Application virtualization

Run applications on IT resources that is located outside your own organization

Share IT resources with suppliers and/or partners for the purpose of collaboration.

Summary Chart

% Implemented/planning in the Next 12 months

n=136

n=119

n=27 n=22

n=86

n=11

n=73

Virtualization Deployment is Mostly Hardware Focused

In addition, we can do more than just implement hardware virtualization solutions – we can move our clients to more complex, multi-platform solutions that go beyond server consolidation

8



Working together, such as through the Design Center community, we can significantly grow the number of services engagements

By leveraging our work across the Design Centers, Development Center for Solution Integration, High Availability Centers of Competency, Benchmark Centers, Proof of Concept Centers, and Deep Computing facilities, we have unmatched hardware / software and implementation skills to deploy virtualization solutions

High Availability

pSeries

zSeriesiSeries

xSeriesIBM TotalStorage

GRIDWebSphere DB2

SAP

Oracle

IT Architects

Project Managers

IT Specialists

System Administration

Database AdministrationWAS

Tivoli

AIX

Middleware

Linux

i5/OS

z/OS

Security

SAP

Cisco

Virtualization

HPCAIX

i5/OS

z/OS

Windows

DB2

OracleNetworking

BladeCenter OpenPower

Linux Cluster

Blue Gene773+ Engagements

1,000+ Engagements

4,000+ CPU’s1.5 Petabytes Storage

15 Locations WW

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For example, in 2005, we had several complex Design Center engagements for Grid and Virtualization

10



So what kind of services do customers want?

Customers want to understand where they have inefficiencies in their current environment

Customers are interested in:

– Having specialized engagements tailored to their virtualization needs (e.g., ITS Readiness Engagement; STG Lab Services – VE Customization Services)

– Developing their Service Oriented Infrastructure based on a well-defined virtualization implementation roadmap

– Implementing virtualization pilots/proof of concepts with consulting services to assist with installation and management at each progression level (single systems, extended systems, extended enterprise)

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Where can the ecosystem help?

FOAK Engagement

w/ Early Adopter(Design Center)

Implement established technologies (STG Lab Svcs, ITS, BPs)

Engagements based on pre-defined service offerings (STG Lab Svcs, ITS, BPs)

Gain Proof Points For IBM’s Technologies

Develop Patterns for Repeatable Engagements

Produce Collateral for useWith Similar Projects Client References

* FOAK = First of a Kind

Enable BP capabilitiesVia education / workshops

Leverage lab services, ITS to move clients to production

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How can virtualization deliver greater client value via our services engagements?

While customers recognize the value of virtualization, most of them don’t have the skills to undertake such an implementation. Therefore, there is a significant opportunity for our services team to assist customers in developing their own roadmap and implementation plan, and then to implement their virtualization strategies. Virtualization is not about a single technology, but rather an approach to the IT infrastructure. To have an effective approach, it requires a well thought-out strategy and implementation plan, and the skills to make it happen. Our services teams are uniquely positioned to provide this value to our clients.

Al Bunshaft IBM Systems & Technology GroupVice President, Infrastructure Solutions Sales

IBM Systems & Technology Group: Virtualization Solutions


IBM Virtualization Forum:Virtualization Ecosystem Overviews

January 2006Darrell Hawkins

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Infrastructure Solutions (ITRO, ITSM, SOA, ILM, BC) Mission: Solution value propositions supported by IP, code, consulting practices, selling skills, pre-integration, technical

roadmaps, cross-brand product development, etc.; Infrastructure Solutions are offerings that help customers deploy IBM’s On Demand Operating Environment and as such are based on the ODOE

• Support Infrastructure Services Layer of ODOE• Support Application Services Layer of ODOE to extent aligned with ITS

– Market Opportunity– Alignment to ITS Business Strategy– Short Term Return (Projected Deal Size, Quantity of Projected Deals by Country/IMT)– Industry Solution Boards’ requests– Geography input

– Ability to Execute– ITS capability; quantity of resources in aligned and consistent offerings– Sales ability to identify and close opportunity– Marketing and Development resources– Investment by Industry Solution Boards in Industry-unique Infrastructure Solutions

SSM Sales Cycle: noticing, identifying, validating, qualifying, conditionally agreeing, and winning Business Development Objective: embed the Virtualization Engine Platform into specific Infrastructure Solutions;

make sure ITS and STG Lab Services are aligned to each solution area and providing the rights skills for implementation services

Contacts:– IT Resource Optimization (ITRO): Joanne Senn, [email protected] Phone: 1-512-286-3227 (T/L: 966-3227);

Mobile: 1-512-563-6852– IT Service Management (ITSM): Kimberley Schafer, [email protected], Phone: 1-206-686-9934

(T/L: 349-0507); Mobile: 1-917-913-1373 – Service Oriented Architecture Infrastructure (SOA): Kimberley Schafer, [email protected],

Phone: 1-206-686-9934 (T/L: 349-0507); Mobile: 1-917-913-1373 – Information Lifecycle Management (ILM): Errol Denger, [email protected]; Phone: 1-303-773-5321

(T/L: 656-5321); Mobile: 1-303-520-9417 – Business Continuity (BC): Margaret Lyon, [email protected]; Phone: 1-914-766-1533 (T/L: 826-1533)

Website: http://w3-03.ibm.com/sales/support/skpPub/infrastructure.html

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ITS – Virtualization Practice for On Demand Infrastructure Mission: e-business on demand is forcing enterprises to focus on their IT infrastructure, on how to

manage the increasing complexity of systems and at the same time achieve the necessary integration of IT and business processes. In this environment, the speed and flexibility with which e-business infrastructure solutions can be deployed create real business value for our customers - and this is the strength of Integrated Technology Services (ITS). ITS creates the framework and entry points for on demand opportunities for in-house solutions. ITS, in cooperation with Application Management Services, builds the in-house operating environment to support and enable the industry-specific, on demand roadmaps and business transformations. ITS can assess, design, develop, optimize and support on demand infrastructures that are integrated, virtualized and autonomic and are built on open standards.

SSM Sales Cycle: validating, qualifying, conditionally agreeing, winning, implementing, and executing

Business Development Objective: The ITS Virtualization Practice will be the implementation hand-off for Sales (ETSS), HiPODS/High Availability Centers, and the Design Centers; ITS will work with STG Lab Services to obtain specific virtualization technical skill training as well as partner with SWG Services (ISSW, ISST, XIS Program) on WebSphere/Tivoli and SOA-related technologies; we need the ITS Virtualization Practice to drive virtualization-related services engagements that utilize the Virtualization Engine platform

Contacts: Brennan Preine, Virtualization Solution Leader, [email protected], Phone: 1-215-836-1510 (T/L: 873-2683); Mobile: 1-215-518-5910

Website: http://www-1.ibm.com/services/us/index.wss/itservice_services/its/a1000415

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ITS Offerings:

On Demand Innovation Workshops

Infrastructure Services Readiness Engagements

Infrastructure Services Architecture and Design

IT Infrastructure Implementation for On Demand Business – Server Virtualization

Automated Test Facility Engagements

Grid Infrastructure Enablement

IBM Accelerator for IT Service Management for Orchestration and Provisioning

Infrastructure Services for Services Oriented Architecture

IBM Dynamic Infrastructure for mySAP Business Suite

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STG Lab Services Objective:

– Virtualization is complex solution that fits services-lead value proposition– Deliver high –value services across complete brand services portfolio– Collaborate with ITS on delivery and ultimately transition to mainstream services

Priorities for Virtualization:

– Lead the Delivery of initial proof points via POC with early adopter of Virtualization Technology– Lead the GTM of STG high value service offerings for the Infrastructure Solutions that leverage VE

components and IBM Systems as solutions building blocks– Specifically support new services as requested/defined by EWLM,RDS and Director PDTs

Value Add Offerings1. Bring to market the Value Added Offerings in support of Infrastructure Solutions 2. Integration into appropriate sales and delivery channels 3. Optimize market coverage and awareness through sales channels enablement, targeted customer events

and collateral support (Brand and target Industries) SSM Sales Cycle: validating, qualifying, conditionally agreeing, winning, implementing, and executing

Business Development Objective: Drive virtualization services/implementation engagement through STG Lab Services; starburst consolidation assessments into virtualization engagements (15); align with the HiPODS/High Availability Centers and Design Centers; provide technical training to Sales and SWG Services (eWLM/TIO integration) as needed; assist in POC development; deliver virtualization engagements across the brands (x, i, p, z, TS) and Infrastructure Solutions; develop joint virtualization engagement models with ITS

Contacts:– Bridget Spellman, Program Director, STG Consulting Services, [email protected]; Phone: 1-877-729-1821– Moe Nikbakhshian, BDE STG Services, [email protected], Phone: 1-703-448-2158 (T/L: 432-2158);

Mobile: 1-703-597-5407

Website: http://www-03.ibm.com/servers/eserver/services/index.html

18



STG Lab Services

Opportunity Managers:

A 14 year track record…proven methods & techniques, worldwide results

iSeries

(WW, AG)

Mark Even,

(507) 253-1313, [email protected]

Pete Cornell,


Ken Pinkney,


pSeries

(WW, AG)

Stephen Brandenburg,


Greg Mallare,


xSeries

(WW, AG)

Michael Karchov,


Mike Sigl,


zSeries

(WW, AG)

Heather Johnson-Dunnings,


AG, System Sales Implementation Svcs

Mark Benny,


TotalStorage

(WW, AG)

Kevin Bogart,


Optimization Studies

(WW, AG)

Marlin Maddy,


Infrastructure Solutions &

Virtualization

(WW, AG)

Moe Nikbakhshian,


Ken Pinkey

(919) 486-2242 [email protected]

AP Jenny Chen,

886-2-8170-6895, [email protected]

Jin-Ming Liu,


Europe

SWE & NEE IOT’s

Francois-Etienne Rey.

33-4 9211.5248, [email protected]

Gerard Barneaud.

33-4 9211.4231, [email protected]

IBM Systems and Technology Group

IBM Confidential19

STG Lab Services: Virtualization Offerings by Brand

Brand Virtualization Offering (s)

P Advance Power Virtualization implementation offering. Virtualization Engine (Customizable) Capacity on Demand Linux on POWER Offering Cluster Offerings

IBM Technology Assessment and Consulting Services

Performance Tuning Consulting on Infrastructure Design Systems Management Practices High Availability Cluster Implementation Offerings Sys Admin Functions

Z “Premium Support” Offering for large systems and parallel sysplex customers Infrastructure Readiness Assessment for new Z workloads On Demand Performance Tuning Offerings eWLM implementation and services for 2006 Performance Assessment Toolkit for all Middleware on zSeries

High Availability Assessments HA solution implementations on system z9 System z9 Tech Check Services Infrastructure Simplification/ IT Optimization

Studies (Scorpion) On the Road to Infrastructure Simplification

Playbook Offering

I LPAR Toolkit Application/System Performance Review Performance Assessment and Tools Training Backup and Recovery Review BRMS HABP Planning and Design HABP Role-Swap and Verification Test iSeries Copy Services for the IBM TotalStorage Enterprise Storage

Server (ESS) Application Resiliency

Availability Assessment Availability Workshop Low-level Design and Implementation Journal Review HMC / LPAR Configuration Server Consolidation (SCON) Cross-site Mirroring (XSM) iASP Migration Clustering configuration Capacity Planning

X IBM Director 2 Day Jumpstart VMware Virtual Infrastructure IBM xSeries High Performance Servers Jumpstart

Clustering with Microsoft® Datacenter™ IBM xSeries Server Consolidation Study

Storage Virtualization - SAN Volume Controller Installation & Configuration IT Optimization - Storage HW - DS4000, 6000, 8000 IT Optimization - Storage SW - TotalStorage Productivity Center, Tivoli Storage

Manager Business Continuity / High Availability offering

Virtualization - SAN File System Installation & Configuration

IT Optimization - Piper Migration - Open Systems IT Optimization - FDRPAS Data Migration IT Optimization - SAN Volume Controller IT Optimization - LVM Data Migration


IBM Confidential20

STG Lab Services: Introduction to Virtualization Offering

Delivery : ISS/ITS / STG Sales/STG Lab Services Duration: 2-4 hours Fee or free Goal: Educate client on VE, with technical details Offering details:

• Virtualization Engine Overview• Component Overviews, Value Propositions and What it can do.

VE Console Director eWLM RDS Grid Toolbox

• Compare and Contrast Value of Components


IBM Confidential21

STG Lab Services: Virtualization Assessment and Planning Offering

Delivery : ITS / STG Lab Services Duration: 1 – 2 days Goal: Assess client’s environment and recommend incorporation of appropriate

virtualization technologies Offering details:

• Discussion of client’s business goals and current infrastructure environment (Assume some client familiarity).

• Discuss relevance and value proposition of each VE component to client.• Recommend future infrastructure environment (long-term) and determine which one

(1) VE component for phase 1 (short-term).• Planning session for phase 1 (short-term).

Depends on the component chosen. Goal is to help client prepare for future installation engagement. Identify client-specific challenges including firewall, middleware, … VE features to install and configure (short and long term).

• Document client-specific observations and recommendations.


IBM Confidential22

STG Lab Services: VE Installation & Customization Services

Installation Services

Delivery: ITS / STG Lab Services Duration : 1 week Goal: Install one VE component (plus VE Console) and basic configuration Offering details :

• Follow-on to Assessment and Planning service offering, or client install.• Install one VE component

IBM Director (plus VEC) Enterprise Workload Manager (plus VE Console) Resource Discovery Service (plus VE Console) Storage Virtualization

• Basic (not extensive) customization of VE component.• Basic education of how to use the VE component.• Leave the client with a working install.

Customization Services

Delivery: ITS / STG Lab Services Duration: Flexible Goal: More extensive customization of client’s environment Offering details:

• Fee-based service to customize to each client’s unique requirements.• After proving virtualization is valuable in their environment, client may need or desire further customization. • Possible topics:

Director: Customized monitors, action plans, … EWLM: Custom domain policies, firewall configurations, … EWLM ARM: Help client ARM instrument their application. (multiple weeks) RDS: custom report writing, web services, data federation, … Storage

23



SWG Services (ISSW, ISST, XIS Program) and Business Consulting Services (BCS) – Application Services (AIS)

Mission: The eXtreme Innovation Services (XIS) program is a worldwide, cross brand rotational initiative whereby technical consultants from AIS/BCS join the IBM Software Group lab services organization for a period of 9 to 12 months. XIS is currently in place for US, Canadian, EMEA and Latin America employees. During the rotational assignment, the consultants are focused on deepening their SWG cross brand technology skills through education, mentoring and deployments. They become part of the SWG community to share in best practices, intellectual capital creation and reuse, and on-going learning opportunities. Upon their return to AIS/BCS, practitioners are prepared to leverage their deep technical knowledge and enhanced networks in SWG with the larger BCS team for added downstream value and technical delivery excellence to our clients. The XIS program offers various training tracks (SOA, Systems Management, etc.); highly specialized consulting services are also available by brand – IBM Software Services for WebSphere /Tivoli)

SSM Sales Cycle: validating, qualifying, conditionally agreeing, winning, implementing, and executing Business Development Objective: leverage the XIS Program to educate SWG and BCS on the

Virtualization Engine Platform; embed our virtualization training and education into their program; with the assistance of STG Lab Services (and ITS), partner with ISSW and ISST on specific virtualization engagement offerings (WAS + eWLM; eWLM + TIO); the XIS Program can assist us in selling SOA-related engagements that pull through a Services Oriented Infrastructure (SOI)

Contacts: – Primary contact Darrell Hawkins, [email protected], Phone: 1-503-578-2533 (T/L: 775-2533); – Sandy Henry McNorton, SWG Lab Servcies Practice Manager, [email protected]; Phone: 1-972-267-6999;

Mobile: 1-972-567-5355) Websites: XIS: http://instawiki.webahead.ibm.com/pilot/wiki/Wiki.jsp?page=XIS&wiki=ASBCSxBrandServices ISSW: http://www-128.ibm.com/developerworks/websphere/services/ ISST: http://w3-03.ibm.com/software/tivoli/home.nsf/salestools/area1$tivoli$services

24



Sales (ETSS) – Emerging Technology Solution Specialist Mission: Sell Linux, Grid, and Virtualization solutions

SSM Sales Cycle: noticing, identifying, validating, qualifying, conditionally agreeing, and winning

Business Development Objective: the sales force drives virtualization-related opportunities to closure; conducts whiteboarding sessions; nominates customers to work with the various technical centers; works closely with ITS and/or STG Lab Services when appropriate to close a services and hardware sale

Contacts:

AG:

– East: Brent Hoffman, Innovations & Infrastructure Solutions Sales Manager, [email protected], Phone: 1-704-595-3330 (T/L: 795-3330); Mobile: 1-704-907-9264

– West: Craig Sukenic, Innovations & Infrastructure Solutions Sales Manager, [email protected], Phone: 1-972-280-2348 (T/L: 287-1891); Mobile: 1-214-500-8262; Pager: 1-214-500-8262

– Central: Judy Kelly, Business Development Executive, [email protected], Phone: 1-248-552-4636 (T/L: 896-4636); Mobile: 1-248-953-0235

– North: Chris Pratt, Manager eServer Strategic Initiatives, [email protected], Phone: 1-905-316-2710 (T/L: 886-2710); Mobile: 1-416-209-6838

– South: Marcelo Braunstein, Latin America Linux Sales Manager, [email protected], Phone: 55-21-2132-3500 (T/L: 831-3500); Mobile: 55-21-9222-3500; [email protected]

Europe:

– NE IOT: Thomas Rueter, STG Infrastructure Sales Leader, [email protected], Phone: 49-7031 684410 (T/L: 111-2313); ITN: 39112313; Mobile: 49-171 9787586

– SW IOT: Jean-Marc Ferre, STG Virtualization & Grid Business Development, [email protected], 33-1.4905.9761 (T/L: 33-9761); ITN: 38339761; Mobile: 33-6.8984.0644

AP:

– SookBang Lee, STG IS Sales Executive, [email protected], Phone: (822)3781-6322 (T/L: 6322)

25



GSIs/RSIs

Mission: Systems Integrators use IBM products (s/w and h/w) to solve customer infrastructure and integration problems

SSM Sales Cycle: conditionally agreeing, winning, implementing, and executing

Business Development Objective: Identify the top 2 or 3 RSIs per geography and train the SIs through the Design Centers on how to conduct RGS (requirements gathering sessions) and Design Workshops for their customers needing virtualization solutions; work with our virtualization ISV partners to provided added value to SIs selling packaged application implementation services; link the SIs with our IBM Innovation Centers (and BPICs as needed) to showcase our ISV enablement on the Virtualization Engine platform; work with GSIs to assist with enabling their service offerings

AG candidates: Prolifics, Headstrong, Novus, iGate

AP candidates: Toshiba Solutions, Hitachi Soft, NSS, Rikei, PSTC, and Sumisho

EMEA candidates: still tracking down

Contacts:

– Darrell Hawkins, [email protected]; Phone: 1-503-578-2533 (T/L: 775-2533)

– Suzanne Battenfeld, [email protected]; Phone: 1-845-758-2439

26



Development Center for Solution Integration (CSI)

Mission: The Center for Solution Integration (CSI) was established in late 2004 to expand the existing STG management system to introduce a "Solutions" approach that will consist of hardware, software and services. The CSI team provides architectural, Proof of Concept (PoC) and component integration support for Industry, SMB and STG Strategic Leadership Initiative Solution Offerings. This enables the team to develop and design STG offerings that complement offerings from other IBM Business Units, ensures STG technologies such as Virtualization Engine, On-Demand Constructs, GRID, and Autonomic Capability are being exploited, and a robust infrastructure is developed that addresses security, availability, scalability, and reliability. All solutions are prioritized using the Solutions Portfolio Management Team (PMT) and the Integrated Product Development (IPD)-based Offering Solutions Development Plan (SODP) process to manage solutions so all solutions are approved and prioritized and each solution has a marketing offering manager.

SSM Sales Cycle: developing, noticing Business Development Objective: create simple to complex virtualization demos, accessible

by customers, sales, and business partners; work with the Design Center to test bed the technologies in advance of customer-related POCs

Contacts:

– Manager: Chris Algozzine, [email protected], Phone: 845-433-9371 (T/L: 293-9371)

– Project Manager: George Dillard, [email protected], Phone 845-435-5895 (T/L: 295-5895)

Website: http://w3-03.ibm.com/systemstechnology/csi/

27



Design Centers / Proof of Concept Centers Mission: The IBM Design Centers are here to help customers worldwide design and prototype

infrastructure solutions. The Design Centers are hands-on facilities with the latest hardware and software products staffed by highly skilled IBM professionals who work with customers to design and prove infrastructure solutions capable of handling the inherent complexities of e-transaction processing. Customers are nominated by their IBM representative based upon their current infrastructure plans and capabilities. After a technical and business review, qualified customers come to a Design Center for sessions that range from two day assessments, to one week design workshops, to 2-8 week proof-of-concept residencies.

SSM Sales Cycle: validating, qualifying, and assist with winning Business Development Objective: a qualified customer needs to meet at least one of these criterion: revenue

potential, reference potential, and serve as a solution proof point; aided by the ETSS salesforce virtualization whiteboarding sessions to peak customer interest, the Design Center will help us by conducting RGS sessions and Design Workshops for customers and as well as train Business Partners with the goal of providing implementation hand-offs to IGS/ITS and STG Lab Services. The Design Center is focused on early adopters who seek new technologies that simplify complex and integrated infrastructures. The Design Center will work closely with the Center for Solution Integration (CSI) to prove out the virtualization technology solutions (from simple server and storage virtualization to complex extended enterprise environments)

Locations:Poughkeepsie, New York, USA: Americas Montpellier, France: Europe, Middle East, Africa (EMEA) Makuhari, Japan: Asia/Pacific

Contacts:– AG: [email protected]

• Manager: Dave Weber, [email protected], Phone: 1-845-435-6278 (T/L: 295-6278); Mobile: 1-914-216-2383 • Project Manager: Dawn Hamilton, [email protected], Phone: 1-845-435-7712 (T/L: 295-7712);

Mobile: 1-845-926-6208– EMEA: [email protected]

• Herve Sabrie, Manager, Europe Design Center & Solution Centers, [email protected], Phone: 33-4.6734.4517 (T/L: 38 -4517); ITN: 38384517; Mobile: 33-6.8805.8858

– AP: [email protected] • Masa Takahashi, Manager, AP Design Center for On Demand Business, [email protected],

Phone: 81-43-297-5637 (T/L: 18045637) Website: www.ibm.com/servers/eserver/design_center/

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High Availability Centers of Competency (HACoC)

High Availability Centers of Competency Mission: IBM has two centers in Poughkeepsie and Rochester to make the complex simpler for clients who are developing high availability IT infrastructures needed by On Demand Businesses. High-availability solutions for clients requires products and skills from across IBM including industry expertise, systems- and storage-networking skills, and knowledge of middleware, applications, security, and disaster recovery. The centers are being integrated into existing system center sites where many of needed capabilities already exist, such as the Poughkeepsie Design and Benchmark Centers where clients spend weeks or even months designing, building and testing large-scale systems that support key business processes. IBM already operates HiPODS, the High Performance On Demand Solutions Center, at Silicon Valley Lab in San Jose, Calif., that uses a similar client engagement model. The centers also complement IGS high availability offerings.

SSM Sales Cycle: qualifying, conditionally agreeing, winning, and implementation Business Development Objective: Leverage the High Availability Centers to prove out high

performance virtualization solutions and hand-off longer-term POC-to-Production engagements to the ITS Virtualization practice or STG Lab Services (or even BCS) for customer implementation.

Contacts:

– HACoC:

– Tim Kane, Program Director, HACoC, [email protected], Phone: 1-845-433-7852 (T/L: 293-7852)

– Harriet Morrill, Project Manager/Consultant, HACoC, [email protected], Phone: 1-845-433-3595 (T/L: 293-3595); Mobile: 1-860-921-8733

Website:

– HACoC: http://www-03.ibm.com/servers/eserver/highavailabilitycenter/

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High Performance On Demand Solutions (HiPODS)

HiPODS Mission: Software Group’s High Performance On Demand Solutions (HiPODS) team engages directly with IBM's strategic customers to solve key business challenges as they move towards an on demand operating environment. The HiPODS team has built strong partnerships across SWG, STG, IGS, Research, and the CIO's office to be able to deliver powerful solutions to its customers. The team has also generated numerous wins and references with customers like eBay, NYSE, Charles Schwab, Kaiser Permanente, Ford, and CIGNA. While HiPODS is based at the Silicon Valley Lab in San Jose, the worldwide team has members across the US, EMEA and AP lead by Dr. Willy Chiu. The HiPODS team is widely recognized as a solution development and delivery team that creates and reuses assets, and transfers knowledge gained within IBM. While each geographic HiPODS team tailors solutions for specific customer needs, the HiPODS core team in SVL focuses on infrastructure on demand, virtualization, business applications on demand, collaboration, performance/scalability, and high availability solutions.

SSM Sales Cycle: qualifying, conditionally agreeing, winning, and implementation Business Development Objective: Leverage HiPODS to prove out high performance

virtualization solutions and hand-off longer-term POC-to-Production engagements to the ITS Virtualization practice or STG Lab Services (or even BCS) for customer implementation.

Contacts:

– HiPODS: Kai Young, Manager, ODOE Solutions, [email protected], Phone: 1-408-463-5101 (T/L: 543-5101); Mobile: 1-408-416-8740

Website:

– HiPODS: http://w3.svl.ibm.com/communications/stories/HiPODS_2005/ES_CwtC_HiPODS.2005.htm

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Benchmarking Centers

Mission: As customers evaluate IBM solutions, they frequently ask for proof that a particular configuration can support their IT business objectives. Often this proof is all that is needed to move a reluctant customer to a decision to buy. IBM benchmark centers around the world can provide proofs-of-concept and benchmarks that will meet your customer's requirements. If your customer wants more than what we publish in industry standard and application specific benchmarks, the IBM benchmark centers are for you. IBM benchmark centers can:

– Help resolve performance and scalability questions interfering with closing the deal.

– Run your customer applications on requested configurations.

– Allow your customers to work with people who have world class certified skills.

SSM Sales Cycle: qualifying, conditionally agreeing, winning

Business Development Objective: work with the brands (x, i, p, z, TS) to provide specific brand and virtualization-related benchmarks that will support sales and services implementation; the benchmarking center will work closely with the Design Center

Contacts: Karl Duvalsaint, Program Director, WW STG Customer Benchmarking Centers, [email protected], Phone: 1-845-435-7449 (T/L: 295-7449)

Website: http://pokgsa.ibm.com/home/c/l/clarisse/web/public/benchmark/Customer_POC.html

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Benchmarking Centers (cont.) – Virtualization Performance pSeries

– POWER5 Virtualization Whitepapers (link is not working)– IBM eServer p5 Virtualization Performance Considerations – Intro to Adv POWER Virtualization on p5 Servers – IBM eServer p5 Introduction to the Virtual I/O Server Whitepaper – IBM eServer POWER5 Virtual SCSI Performance Study – POWER5 Virtual SCSI Throughput Analysis – p5 SAP Workload Testing in a Simultaneous Multi-Threading and Advanced Power Virtualization Environment New (link is not working)

iSeries

– i5/OS LPAR Performance on POWER4 and POWER5 Systems – Virtualization Grand Slam Benchmark – Three-in-One Benchmark – SAP on iSeries - a virtualization and consolidation study New

zSeries

– Mettle Test – Mettle Test (Customer Link)

xSeries

– VMware Storage

– SAN Volume Controller Benchmark – IBM eServer p5 Virtualization Performance Considerations – Intro to Adv POWER Virtualization on p5 Servers

Management – IBM Virtualization Engine Suite Performance Reference which contains all the following articles:

• Install Timing of the IBM Virtualization Engine Suite • EWLM Domain Manager Resource Requirements • EWLM Domain Manager Load Stress Testing for i5OS • VE Console initial sizing and tuning techniques • Management Central vs. IBM Director Multiplatform

– EWLM Managed Server Performance and Functional Analysis – IBM Grid Toolbox for Multiplatforms V3 Performance and Tuning IBM Confidential – IBM Director Multiplatform Performance Comparison with iSeries Management Central

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BPICs – Business Partner Innovation Centers

Mission: IBM Business Partner Innovation Centers (BPICs) are physical centers owned and operated by IBM Premier Business Partners – over 60 BPIC locations worldwide and growing; BPICs invest in IBM hardware, software, technical certifications, and lab and seminar space; BPICs showcase solutions for On Demand Business and industry-focused solutions; access to these world-class centers with multi-functional lab space can help accelerate sales; these facilities provide you and your Business Partners with a venue to introduce and promote new products, an opportunity to leverage highly skilled and certified resources in multiple IBM brands, and a place to showcase and demo SMB and industry solutions built on IBM technologies, the opportunity to do proof-of-concepts, and a place to hold client events

SSM Sales Cycle: validating, qualifying, conditionally agreeing, and winning

Business Development Objective: Leverage our business partners’ (GSIs/RSIs) innovation centers to promote our virtualization engine platform; train the Systems Integrators in the Design Centers on how to conduct their own RGS (requirements gathering sessions) and Design Workshops with customers to promote virtualization services engagements; leverage the SI relationships with STG brands (x, i, p, z, TS) to showcase server and storage virtualization solutions; in addition, provide BPICs with access to virtualization demos

Contacts:

– AG: Vicky Webster, BPIC Program Manager, [email protected]; Phone:1-972-546-3823 (T/L: 364-6373)

– EMEA: Paul Garry, S&D Business Partners, Volume Distribution Sales Mgr, [email protected], Phone:44-20-8818-4636 (T/L: 364636); ITN: 37364636; Mobile:44-7802-917968 (273229)

– AP: Amy Shui, S&D Business Partners, Marketing Manager, [email protected]; Phone:852-2825-7713 (T/L: 851-7713)

Website: www.ibm.com/partnerworld/bpic

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IBM Innovation Centers - leveraged by VE ISV Recruitment Mission: The worldwide IBM Innovation Centers provide our Business Partners with easy access to IBM skills

and equipment, to help them migrate, test and optimize their applications for an on demand world. This group of 31 centers includes the Developer Technical Support Center in Dallas, the WebSphere Competency Center in Pittsburgh, the e-business Solution Center in La Gaude, the former Solution Partnership Centers and the Austin Competency Center. The IBM Innovation Centers are also supported by the network of IBM briefing, benchmark, design centers, and services support which provide additional capabilities across the IBM and TotalStorage product lines. Our centers help our Business Partners get to market faster, while reducing their development costs. The IBM Innovation Centers provide Business Partners with the skills and services to help capture emerging technologies ahead of the competition: secure porting labs, expert technical assistance, latest h/w & s/w, s/w development tools, onsite & remote VPN access, and workshops/seminars

SSM Sales Cycle: validating, qualifying, conditionally agreeing, and winning Business Development Objective: leverage the ISV relationships for the VE platform to entice ISVs/SIs to

develop services around the packaged application implementation of VE components (e.g., defining business policies for eWLM, etc.); similar to what was done for Grid, we can host a series of "Think Virtualization" workshops to show Business Partners how virtualization allows them to increase the business value to existing application deployments by sharing compute and information resources. Business Partners can then use IBM Innovation Center resources to deliver their virtualization-enabled solutions to customers faster and without the up-front cost of building their own testing infrastructure. – Provide Business Partners with easier access to IBM EWLM Technology,– Reduce Business Partners EWLM integration costs, reduce time to market by offering technical consulting,

support and training for ISV Business Partners– Support the “Ready for Virtualization” Program

Contacts: – Barry Nusbaum, Developer Relations for Grid Infrastructure, Linux (RedHat, SuSE) across eServer and

Virtualization (VE), [email protected], Phone:1-781-895-1276 (T/L: 362-1276)– Mike Sheets, Developer Relations, Program Manager, IBM Innovation Center - Waltham Grid & SQA Tools,

[email protected], Phone:1-781-895-2984 (T/L: 362-2984); Mobile:1-802-238-3181– (Lynn) Robert L Richard, Virtualization Solutions Marketing, [email protected], Phone:1-812-465-1532

(T/L: 554-1532); Mobile:1-812-760-9617 Website: http://www.ibm.com/partnerworld/iic

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ISVs for Virtualization

Mission: The ISV recruitment program is designed to increase IBM Virtualization Solutions content in application sales. In addition, the SI and hardware program will help increase IBM Virtualization Solutions in third party SI and hardware sales. Through the ISV process, we leverage STG Product Lines, PartnerWorld, IBM Innovation Centers, and other “Ready For” programs

SSM Sales Cycle: qualifying, conditionally agreeing, winning, and implementation

Business Development Objective: ISVs generally lack full-scale consulting services and the services they do provide are usually limited to implementation of the packaged applications; however, there is a value add provided to a SI who sees value in their relationship with an ISV who is “Ready for Virtualization”; promoting the “Ready for Virtualization” program to SIs can improve the services ecosystem (e.g., doing a services engagement around defining the business policies needed to execute within eWLM)

Contacts: (Lynn) Robert L Richard, Virtualization Solutions Marketing, [email protected], Phone:1-812-465-1532 (T/L: 554-1532); Mobile:1-812-760-9617

Website: http://www.developer.ibm.com/isv/tech/validation/virtualization/index.html

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What is IBM “Ready For Virtualization Engine?”

Virtualization EngineGrid Computing

Overview: Launched October 11, 2005, Grid and VE have their own value propositions, messaging, and validation workflow. Will include p5 virtualization and TotalStorage virtualization as components in Ready for

Virtualization Engine: Launch date: Feb 1, 2006 Other Series to follow in 2006 22 ISV’s were EWLM tested and proven in 2005

Customer marketing program highlighting IBM Virtualization Solutions technologies with Partners Qualified Virtualization Technologies

EWLM Director MP pSeries Power5 Virtualization (to be launched in 14-21 days) Resource Dependency Service (2006) Include TotalStorage Virtualization (2006) Include other Series in 2006

ISV recruitment program to increase IBM Virtualization Solutions content in application sales SI and hardware program to increase IBM Virtualization Solutions in third party SI and hardware sales Leverages STG Product Lines, PartnerWorld, IBM Innovation Centers, and other “Ready For” programs

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We currently have 13 Active EWLM ISVs with 16 ISVs in the pipeline for 2006

ISV Status Platform Application

Chordiant Active pSeries AIX Chordiant Enterprise - business process management

MarketSoft Active pSeries AIX DemandMore - sales lead management

Peregrine Active Windows and AIX ServiceCenter – IT help desk

Fidelity Active pSeries AIX NeFSS - Next Evolution in Financial Services Systems

Cognos Active pSeries AIX ReportNet – business reporting

S1 Active pSeries AIX Enterprise Teller – advanced teller application

Cisco Active Router Test of EWLM Influencing Router

Nortel Active Router Test of EWLM Influencing Router

F5 Active Router Test of EWLM Influencing Router

Adaptik Active xSeries Windows PolicyWriter - insurance policy administration

eReplenishment Active iSeries OS400 Enterprise Replenishment – inventory management

StreamServe Active xSeries Windows StreamServe – enterprise document management

PegaSystems Active xSeries Windows PegaRULES – business process management

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STG Brands (x, i, p, z, TS)

Mission: To help speed implementation, the IBM Virtualization Engine™ leverages leading IBM technologies. These technologies are integrated and delivered with certain IBM Systems, including System p5 and pSeries® , iSeries™ and System z9 and zSeries®.The technologies include:

– Hypervisor: Supports partitioning and dynamic resource movement across multiple operating system environments

– Virtual Ethernet: Helps provide network virtualization capabilities that allow you to prioritize traffic on shared networks

– Virtual I/O: Helps provide the ability to dedicate I/O adaptors and devices to a virtual server, allowing the on demand allocation and management of I/O devices

To facilitate similar virtualization capabilities and functions in IBM xSeries® and BladeCenter™ systems, you can use products from third-party vendors, such as VMware® and Microsoft® Virtual Server.

Reduce the complexity and costs of managing SAN-based storage. The IBM TotalStorage® solutions combine the power of IBM storage virtualization software and IBM Tivoli® storage management software to help you improve the management of storage area network (SAN)-based storage and data.

SSM Sales Cycle: noticing, identifying, validating, qualifying, conditionally agreeing, winning, and implementation

Business Development Objective: work with brands to spur interest in co-funding brand-related demos with CSI (or others as appropriate) as well as leverage the brands’ relationship with RSIs/ISVs to bring select business partners into the ecosystem (Design Center training, etc.); assist eSMs and Brand Specialists with virtualization opportunities

Documents

IBM Systems & Technology Group: Virtualization Solutions © 2004 IBM Corporation IBM Virtualization Forum: Is there an IBM ecosystem in place to support