Tivoli Storage Management Software: WHERES THE MONEY How to increase hardware, software, and services revenue

Tivoli Storage Management Software: WHERE’S THE MONEY

“How to increase hardware, software, and services revenue”

2

Confidential – For Use By IBM Business Partners

Agenda

• SRM market & today’s IT challenges• Tivoli Storage Resource Manager overview & value proposition • Identifying, Qualifying, & Approaching Prospects• 4 Points of Revenue & 5 Sales Steps to Success• Consolidation Case Study• Tivoli Storage Resource Manager Express Offering

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Storage By Numbers55% - Hardware spending dedicated to storage

$8 - Amount spent managing every $1 of storage hardware

40% - Average amount of time spent by systems administrators during storage management

90% - Storage usage growth rate thru 2004

62% - Enterprises engaged in storage consolidation efforts

Source: Gartner Group & Meta Group

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Storage Growth Outpaces Management

"Most of our clients report that they can afford to buy storage, but they can't manage it." Nick AllenVice president, research director, Gartner

"It's not important how much storage you have, it's how much managed storage you have. It's a quantum leap. If you don't know what you've got, how do you know what you need?" Michael Karp Senior analyst, Enterprise Management Associates

http://www3.gartner.com/RecognizedUser

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SRM is the Foundation Layer

• “SRM is the foundation layer for building true enterprise caliber storage management, as it is impractical to believe you can move forward strategically without a baseline understanding of exactly where you are tactically.”

Enterprise Storage Group, February 2002

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SRM answers these questions.

•HOW will growth be forecast?

•WHY is storage growing?

•HOW MUCH worthless data is being stored?

•WHICH systems will be migrated to new technology?

•HOW can storage inventories be kept up-to-date?

•HOW MUCH of downtime is storage-related?

•CAN storage policies be audited or enforced?

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Managing the Storage Lifecycle

Predict usage and growth trends, forecasts, policies

Pre

dic

t

Identify enterprise data storage assetsIdentify

Evaluate data; find essential data, non-essential data; storage problems, opportunities

Evalu

ate

Control through automated, proactive policies, alerts, constraints

Control

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Today’s IT Environment

OS’sOS’s ApplicationApplicationss

Storage Storage TopologiesTopologies

HP/UX

Email (Exchange, Notes)E-Commerce (WebSphere)CRM (Siebel)Supply Chain (i2)Finance (Oracle Financials)Human Resource (PeopleSoft)ERP (SAP)DBMSOracleSybaseSQL ServerUDB DB2Informix

DAS

NAS

SAN

NAS Server

Opera

tin

gS

yst

em

StorageNetwork

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IT Storage Management Challenges

•Cost Control–Reduce TCO –Protect and maximize storage investments

•Predictability–Forecast accurately–Prevent storage downtime

•Accountability–Tracking and allocating storage costs–Billing for storage usage

•Manage more with current staff–Policy-based management–Proactive vs. Reactive mgt of storage conditions

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Tivoli Storage Resource Manager Addresses Challenges

• Centralized, Global View of Storage• Charge Back/Cost Control• Increasing Staff Efficiency• SAN/NAS Planning• Server Consolidation• Contingency Planning• Capacity Management• Consumption Management• Content Management• Storage Assessment

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Tivoli Storage Resource Manager Functional Highlights

MONITORS enterprise-wide, scheduled

ALERTS policy violations, quotas exceeded problems discovered

CHARGEBACK storage costs, produce invoices by usage or capacity

REPORTS enterprise-wide assets, databases, users and applications

Automated Corrective Actions

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Tivoli Storage Resource Manager Solution Suite

File systems

Base System

Chargeback

Chargeback

Databases

Database

OracleSybase

SQL Server

Clients

SRM Express

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HP/UX

Repository

ITSRMServer

Web Server

Browser

Managed

Storage

ESS

Tivoli Storage Resource Manager Architecture

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Enterprise Storage Portal

IBM Tivoli Storage Resource

Manager

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Implementation & Maintenance Made EASY!

•Implementation measured in hours not weeks

•Storage metrics available immediately

•Automated Agent rollout

•Download product updates

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Key Value Proposition Stmnts

• Policy-based, Storage Content Management– Ensures content being stored is corporate critical, relevant, and current

• Proactive vs. Reactive Storage Management– Event notification or corrective actions to problems or thresholds reached

• Agnostic to hardware, software, or topology– All vendors, DAS, NAS, & SAN

• Logical vs. physical view of storage – Logically group data to business unit, users, projects, etc.

• Cost Control– Assign Quotas and costs to storage resources – Track and report/invoice accordingly

• Storage Asset Management– Centralized reporting/tracking of storage assets

• Reduce risk of storage-related application downtime– Event notification and proactive policy enforcement

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Competitive Differentiators

•Ease of install, use, intuitive

•True Heterogeneous Support, single code base

•Triggered Action Facility–Ability to take corrective actions

•Application/User views of storage

•Flexible and scalable architecture–Multi-platform deployment

–Choice of data repository

•Exportability of data

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Identifying Prospects

• Best Candidates– Min. 1TB, heterogeneous storage, and

one or more of the following initiatives/projects:

• Server/Storage Consolidation

• SAN/NAS Planning and Migration

• Cost control or IT Chargeback • (Utility Infrastructure)

• DR/Contingency Planning

• Capacity Planning/Management

• Storage Policy Management

• Storage Assessments

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The Storage Assessment Service

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Approaching Prospects

• Current Customers– Offer initial storage assessment service

• Valued Customer, want to ensure they’re maximizing their storage resources, etc.

– Tie TSRM to current storage initiatives or projects underway or planned

• No one budgets for SRM software

– Get Executive and Technical buy-in• Assessment service may make storage

administrators appear incompetent.

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Five Sales Steps to Success•Step 1 – Identify key storage business and technical pains/issues

–Results: uncovers areas of concern that otherwise may go unnoticed (software/hardware/services opportunities)

•Step 2 – Give TSRM demo and show sample assessment report

–Results: prospect “sees” value of TSRM and commits to storage assessment

• Get both Executive and Technical sponsorship for assessment

•Step 3 – Load TSRM onto x or pSeries box and use TSRM appliance to perform storage assessment

–Results: Positions both TSRM and hardware in account

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Five Sales Steps to Success

•Step 4 – Leave product installed while results are compiled

–Results: Exec and technical sponsors see value of offering, which piques interest in solution and further/deeper review of product

•Step 5 – Compile/review Assessment Report and ask for order

–Results: highlights how currently installed solution can be used to solve key storage pains/issues, while providing justification for purchase

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• Hardware Value-Add– Pre-load TSRM onto xSeries or pSeries

Server

– Sell TSRM as value-add application to the ESS or FastT as “sanitized” Storage/Virtualized

environment based on customer requirements

• Services Value-Add– Build scripts to invoke TSM based on policies defined

in TSRM

Driving Hardware and Services Revenue

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Four Points of Revenue1. Assessment Services provide insight into customer’s current storage environment and potential problem areas

AssessmentServices

1.

2. Sell ITSRM software as a result of Assessment Service 80% success rate!

Sell ITSRM

2.

3. Customization Services provide customer with policy-based/automated storage mgt solution Customization

Services

3.

4. HealthCheck Services Ensure ROI and provides insight into customer’s future storage needs

4.

Healt

h-C

heck

Serv

ices

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Consolidation Case Study•IT Storage Services Group Charter

–Deliver more business value, while reducing IT costs and maintaining staff levels

•Current Environment–IT Staff continually struggles with allocating storage resources

–Disk utilization is sporadic – servers at near capacity while others at 25%

–Storage admins in constant fire-fighting mode

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Tivoli Storage Resource Manager Consolidation Considerations • Consolidation Project Steps

1. Baseline current storage environment– Calculate average disk utilization TSRM provides this information

2. Inventory Assets– Get complete listing of servers deployed, capacity

information, patch levels, etc. TSRM provides this information

3. Data Analysis– Understand what files are being used, not used, orphaned,

obsolete, non-corporate critical, etc.– Logically group data by business unit, users, project, etc. TSRM provides this information

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Tivoli Storage Resource Manager Consolidation Considerations

• Consolidation Project Steps4. IT Buy In

– During Data Analysis stage get buy-in from database admin group regarding data residing in databases

TSRM can help with database data analysis

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SRM Express – Client Offering•Extends Tivoli Storage Resource Manager from a traditional server-level application to client offering

–Good for customers looking for desktop/laptop asset information, policy management, etc.

•Increases net value, while decreasing per box cost–Agents priced at $65.00

• Client machines - Single user, single processor machines only

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SRM Express – Client Offering•Scenario:

–Customer has 10, dual processor Servers and 500 clients

–TSRM total value for Base System = $14,000 ($700/pp/svr)

• Net per machine cost of $1,400

–Add: SRM Express to cover entire environment for incremental cost of $32,500 ($65 per client)

–New Total Value for Base System and SRM Express = $46,500

• Net per machine cost of $91.18!

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Information!•Where Can I find:

–General Sales info, product info, pricing, presentations, success stories, white papers, etc.

Tivoli Knowledge Center

www.ibm.com/software/tivoli/partners

Documents

Tivoli Storage Management Software: WHERES THE MONEY How to increase hardware, software, and services revenue