IBM NSeries

1
IBM NSeries Accelerator Day

• 3rd September 2007
• IBM Manchester.

2
Objectives of Accelerator Day

• To provide good overview of the rich functions
  within the IBM NSeries family (and how it
  addresses both IT/Business issues)
• To underline the importance of NSeries within the
  IBM Storage Portfolio and how it can help grow
  YOUR IBM storage revenues
• To introduce you to some of the related solution
  technologies relevant to NSeries (eg Application
  Data security, Virtual Desktop)
• To offer DNS partners the opportunity to build an
  NSeries Business plan exploiting DNS skills in
  pre-sales, implementation, marketing

3
Agenda

• 1200 Registration and Coffee
• 1300 Welcome, Introduction and Objectives
  of the day Dominic Cole
• 1315 Relevance and Importance of the IBM
  NSeries family Andrew Fitzgerald
• 1330 NSeries family overview and
  competitive advantage Matt Watts
• 1420 NSeries Demonstration
  Alun Griffiths
• 1445 TEA / COFFEE / BREAK
• 1500 Registration of opportunities and
  focus areas Chris Pickerill
• 1515 Exploiting NSeries with Business
  Critical applications Matt Watts
• 1600 Virtual Desktop Solutions and VMWare
  Cam Merrett
  
• 1645 NSeries Business Plans and working
  with DNS Dominic Cole

4
DNS Arrow Distribution (or not)

• Turnover FY06 194m in the UK
• 200 staff - Over 50 fully accredited
  consultants, integrators and technical
  specialists
• Partner with all major storage, software,
  networking and security vendors
• One of the largest Professional Services teams in
  the IT industry
• UK leader in specialist IT Training Services
• All of our products, solutions and services are
  delivered via an extensive network of channel
  partners
• Our fundamental capability is to either deliver
  point products or integrated solutions or
  services based on our five core competencies

5
About Centia

• Value added distributor specialising in Access
  Infrastructure computing software, Thin Clients
  and Management Software
• Over 20 years experience in Access Solutions
• Access
• Desktop
• Security
• Performance
• ThinClients
• Application Delivery
• Virtualisation
• Revenue 80M (FY06)
• Employess 120
• One of Europes leading Citrix Authorized
  Learning Centers (CALC) and extensive portfolio
  of Citrix skills and professional services

6
Creating Business Advantage (for you)
7

• Positioning NSeries in IBMs storage portfolio
• - Andrew Fitzgerald

8

• NSeries family overview and competitive
  advantage
• - Matt Watts

9

• Introduction to Registration System focus
• - Chris Pickerill

10

• Consolidating the Infrastructure, saving costs
  AND shortening the sales cycle
• - Cam
  Merrett

11
Partnering with DNS for NSeries

• Development of agreed NSeries Business Plan
• Use of experienced DNS Quote/Config team
• Access to existing DNS marketing campaigns and
  team
• Access to DNS pre-sales expertise
• Use of (preferential rate) of DNS post-sales
• Funding / support for NSeries development
• Benefit from DNS registered Powernets
• Support of key relationships (eg NetApps)
• Commitment to driving YOUR business

12
NSeries Business Plans

• The NSeries Plans would contain the following key
  information-
• Owner of the NSeries 'number'/Business Plan
  within the Business Partner (eg Business
  Development manager)
• Certified people (Sales and Technical) or those
  people to be certified
• Chosen focus customers/markets for NSeries (eg
  from your existing customer base or specific
  verticals etc.)
• Suitable campaigns for chosen customer base (from
  above) INCLUDING DNS and BUSINESS PARTNER
  POWERNETS
• Key messages for chosen target markets, relevant
  to your skills and customers industry
• Timetable of agreed marketing campaigns,
  supported/provided by DNS and jointly
  executed/funded.
• Interlock with IBM, other parties (eg NetApps,
  Brocade) etc to underpin the business plan
• Action plan to execute with milestones, owner
  names/responsibilities/timescales.
• Agreed funding for plan execution (marketing
  activities etc.)

13
What to do next?

• Fill-in your feedback form (and request mtg.)
• Contact your DNS account manager
• Contact Allister Richardson or myself
• Dominic Cole
• IBM Reseller Sales Manager,
  DNS
• dominic.cole_at_dnsarrow.co.uk
• dominic_cole_at_uk.ibm.com
• [phone]
• [phone]

14

• I hope that you found the day both useful and
  informative.
• THANK YOU FOR COMING .

15
IBM System Storage Infrastructure Solutions
Strategies
Infrastructure Simplification (IS) Simplify the
underlying IT infrastructure and its management
to help lower cost and complexity while
increasing your ability to respond to changing
demands Consolidate, Virtualise and Automate
Business Continuity (BC) Help assure business
continuity, security and data durability Continu
ous availability, Rapid Recovery and
Backup/Restore
Information Lifecycle Management
(ILM) Efficiently manage information throughout
its lifecycle, relative to its business value and
optimising cost Consolidate, Tiered Storage,
Virtualise, Classify, Information Management,
Archive and Data Retention, Compliance
16
The IBM Powernet program

• Extend IBM (NSeries) solution offerings with
  approved/registered 3rd party applications
• Provide enhanced rebate for selling Powernet
  solutions into new customers
• Registered DNS Powernet solutions are-
• Decru (Data encryption for disk
  or tape)
• WAFs solutions (Brocade Tapestry, Riverbed,
  Expand)
• Kazeon (Data de-duplication)
  
• eVault (Email Archiving)
• Storage X (single name space file
  virtualisation)

17
Value Products / Incentives
Storage Value Products DS8000, HE Tape, nSeries
IBM Face to Face Accounts
Winback 10
IBM 0
Whitespace 20 5
De-Stack 10
Partner Accounts
New Business
Existing Customers
18
PowerNet Programme
IBM FTF Accounts
WINBACK
IBM
WHITE SPACE
DE-STACK
Partner Accounts
New Business
Existing Customers
N.B. Please confirm the relevant segment for
your opportunities via the IBM Task ID
19
IBMs perspective on data growth, storage
challenges and trends facing customers.
Explosive Data Growth

• New applications
• Increasing regulatory mandates
• Organic growth
• Merger Acquisitions
• Digital media (unstructured data)
• Document Mgmt
• Imaging
• Email records retention

Challenges

• Increasing costs
• Not meeting service levels or recovery targets
• Increased complexity
• Inflexibility leads to loss of business
  opportunities
• Lack of interoperability
• Not getting value out of the IT assets

Trends

• Treatment of storage as own discipline
• Information Lifecycle Management
• Tiering of storage
• Classes of service
• Virtualization
• Continuous availability
• Consolidation