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Techline System z Sizing Process Update

July 18, 2012. Techline System z Sizing Process Update. Mike Kott ( mkott@us.ibm.com ) SWG Worldwide Sales System z IT Architect Community Leader Sean Waldo ( scwaldo@us.ibm.com ) S&D Global Techline FLM, North America, System z. Agenda. Welcome Mike Kott Linux on z is Hot!

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Techline System z Sizing Process Update

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  1. July 18, 2012 Techline System z Sizing Process Update Mike Kott (mkott@us.ibm.com) SWG Worldwide Sales System z IT Architect Community Leader Sean Waldo (scwaldo@us.ibm.com ) S&D Global Techline FLM, North America, System z

  2. Agenda • Welcome Mike Kott • Linux on z is Hot! • System z Sizings Experiences • Techline Values & Roles Sean Waldo • System z Middleware Product Sizing Process • Software Sizings available today • Escalation Process • Techline Links and Contacts for Assistance • Summary

  3. Current # of Linux on z IBM Products Available (RHEL 6, SLES 11) Tivoli: 95 AIM: 85 IM (includes BA & Industry Solutions): 58 Rational: 15 Lotus: 12 STG: 10 275+ IBM middleware products available on Linux on z today

  4. Increasing Business with IBM Software for Linux on System z SWG Revenue increase with Linux on System z +46% YTY 124% of plan +26% YTY • CGR over past 5 years: 22.4%

  5. Linux on IBM System z – 2011Installed Linux MIPS at 39% CAGR* * Based on YE 2004 to YE 2011 • 20% of Total installed MIPS run Linux • Installed IFL MIPS increased 24% in 2011 • 35% of System z Customers have IFL’s installed • 66 of the top 100 System z Customers are running Linux on the mainframe • More than 3,000 applications are available for Linux on System z • Over 370 New or Upgraded applications for Linux on z • A number of First in Enterprise (FIE) clients have implemented on Linux on z

  6. Examples of Potential Product Sizing Issues • Customers require product sizing estimates to run on Linux on System z • Compare costs to distributed systems • Determine efficiencies and performance on Linux on z • Required for successful POTs and POCs • Brands do not always have adequate System z hardware or personnel available in a timely manner to provide performance measurement input for sizing requirements • Results: • Techline & Brands extrapolate Linux on z sizing from System x or POWER sizings, over sizing at times or resulting in performance problems once installed due to incorrect sizing • Product could be purchased and run on distributed systems, potential loss of System z revenue • Unsuccessful POTS and POCs could result

  7. Product Sizing Examples • OmniFind Linux on z • Customer requested sizing to run OmniFind on Linux on z vs. Intel • Industry Solutions Brand had not run sizing on Linux on z • Large amount of hardware required: • 4 LPARs for 8 weeks, each LPAR with 8 IFLs, 32GB RAM, 750GB disk space and 64-bit application environment • Hardware not available until mid to late 2012 at earliest due to other commitments • Customer decided to implement on Intel systems • BPM Linux on z • Lack of IBM documentation to size IFL Hardware, Lombardi migration to BPM • BPM V7 Linux on z sizing document published Dec11 • PoC in May 2012 • List of trained sizing people & support provided to zCAs for assistance with PoC • Issues addressed

  8. Product Sizing Improvements • Techline & Brands have make major improvements in System z product sizings information • Continuing to work on processes and Brand collaboration to provide field required sizing data • Provide field requests for sizings as early as possible to provide adequate time to develop and disseminate information

  9. Sean WaldoS&D Global Techline FLM, North America, System zscwaldo@us.ibm.com

  10. The Value of Techline • Techline – Making it easier to deliver Client Value • Allows Sales & Technical specialists to focus more time and energy on their customer and the sales opportunity cycle • Pre-sales activities in which Techline gets involved include solution and product recommendations, sizings and capacity planning, competitive strategy and configurations (order submission). • Additional zSW support includes license and inventory management, pricing support and determining when capacity upgrade configurations are needed.

  11. 2011 North America zSW Techline Statistics 2011 zSW Win Revenue # of zSW Engagements Completed in 2011

  12. Techline’s Role & Value • Business Area Definition • System z Software Sizing – • Estimates the computer hardware capacity required to support a New application workload that is in the design/development stages. This allows our clients to provide new functionality and support that will allow their business to compete in a world of rapid market changes. • Techline’s role & value • New Application Workloads • Estimate the System z capacity required for New Application Workload • Support running on z/OS OR z/VM+Linux on System z • For z/OS - Provide an estimate of the % of workload offloadable to zAAPs • Business Value to Sales Effort • Facilitate selling IBM System z Software Products • Facilitate selling System z Hardware – New or upgrade capacity and specialty engines • Provide a high quality sizing recommendation that will accelerate the time required to make the sale • Increase Revenue to the IBM Corporation

  13. Current Process - How we get a zMiddleware Sizing Offering • Assess the need for product sizing tooling • Major product announcements – SPSS, WODM, Cognos, TIM • Projected Revenue $s for a product – Market Plan • # of Requests from the field teams for sizing a zProduct • Requests from product team • Techline works with Product Development and ATS • Define the sizing methodology – application characteristics, workload scenarios, other important factors • Product Development Performance Team – Provide Performance Data • Techline, ATS – validate the data provided • ATS develops the prototype/ATS and Techline assist with testing • ATS develops the sizing tooling – additions to the zPSG sizing tool • Techline works w/Development & ATS to develop the Sizing Questionnaire • Techline – creates the questionnaire, updates the Techline sizing website & announces the new sizing offering • Techline conducts the sizing studies • Product training – conference calls, Conference Education, Product Development provided occasionally

  14. Techline Sizing Process Assess need Send to Development Validate Data

  15. Escalation Process • Techline will escalate a sizing if the following scenario occurs: • The WW Techline System z Software Sizing Team cannot perform the software sizing as requested by the field due to lack of product sizing information (ie performance data, tools, prototypes, guidelines, etc) from product development. • The field requester or client is not satisfied with the sizing results produced by the product sizing tool or SCON workload scalars translation methodology. • The following steps are performed during the actual escalation • Contact ATS and product manager/lab resources for assistance • Escalate to Techline Management if no resolution in a timely manner • Initiate a Sizing Escalation Request per management approval • Communicate the Sizing Escalation Request with senior brand management and System z leaders • Keep the requester informed of status of escalation activities • Document the escalation activities in the Siebel Service Request record and close out the record when the sizing issue is resolved.

  16. Middleware Sizing on z Provide proof of the viability of an IBM solution via credible, structured analysis, thereby supporting the progression and win of a sales opportunity 2012 Strategy • Alignment with our sellers • Confirm with stakeholders current and future sizing offerings • Completed prioritized list of products from West & East IMT System zSW Technical teams • Measure success of new aligned offerings and their growth (# of requests) • Tracking requests weekly • Provide quarterly update to stakeholders • Collect data on sizings and trends by Operating System environment • Expansion of our support portfolio - Tool Kit • Tier level product sizing support • Traditionaltool or process ( zPSG, or Prototype) • Progressive method (translation from distributed sizing using zSCON & defined scalars) • Emergent method (sizing guidelines) • Incorporate new offerings based on technical feasibility of available tool set • Created prioritized list of products under review by ATS • Added list of additional products, review by ATS completion target • Provide consultative expertise • Evolution to a Full-time System z SW Sizing team • Creation of core focal team and secondary support team

  17. Software sizing offerings for 2012 Focal resources dedicated to each brand

  18. Measuring Success – Today & Future

  19. Middleware Sizing 1Q2012 Results Driving Revenue

  20. Measuring Success – 1Q11 To 1Q12 comparison

  21. NA Techline zSW Sizing/Server Consolidation Team Sean C Waldo Client Technical Manager NA System z HW Focals Fausto Vasquez NA Techline zSW sizing/SCON Team Lead Viola Berg – WebSphere/Lotus Regina Cason – Lotus/WebSphere Juliana Jeun – Tivoli/Rational/WebSphere Roberto Ribeiro Dos Santos – IM/Rational/Tivoli Greg Smith – WebSphere Alternate Nick Summers – IM Alternate David Dean – IM Alternate Dennis Mosby – Tivoli/Cognos Alternate Ogechi Nduka – Cognos Alternate John Campbell – ATS Focal Liz Holland – STG Tools Focal

  22. Engaging Techline for assistance with IBM Middleware Sizing • https://www.ibm.com/partnerworld/page/pw_com_cas_techline_software_sizing_overview

  23. Engaging Techline • Techline Request Form - https://www.ibm.com/partnerworld/page/pw_frm_tsp_techline_trg • E-Mail Send note to:techline@us.ibm.com • Toll-Free "888" Number • US, Canada, and Federal 1- 888-426-5525 • Follow the prompts • Global Techline PartnerWorld Website • https://www.ibm.com/partnerworld/page/pw_com_tsp_techline_overview

  24. Techline Request Form https://www.ibm.com/partnerworld/page/pw_frm_tsp_techline_trg

  25. Summary • Linux on System z and IFLs are major growth platforms used by our customers and generates a large amount of software revenue • Consolidations, reduce costs, host applications close to z/OS data • Techline provides pre-sales solution and product recommendations, sizings and capacity planning, competitive strategy and configurations to the field • 50+ middleware products on Linux on z have sizing information available, and the number is growing • Use the Techline Software Sizing Web Site for the latest news and product sizing information available • https://www.ibm.com/partnerworld/page/pw_com_tsp_techline_overview • Engage with Techline early in the sales cycle

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