Tivoli Storage Manager (TSM) April Solution Prospecting Seminar

1. ® Tivoli Storage Manager (TSM)April Solution Prospecting Seminar Michael Gunzelmann April 11, 2007 Partner Smart.™

2. IBM’s Point of View:Business Continuity is the MOST Critical IT Strategy Trigger Which three of the following statements best describe the most critical IT TRIGGERS driving your IT infrastructure and IT management software strategies? Question: 40% Disruptions to Critical IT Services 61% 53% Business Continuity /Security Requirements 59% 43% Business Application Availability/ Performance 53% 40% IT Ops & Support Too Expensive IT Management Strategy 34% 40% Improve Internal IT Staff Productivity 30% Strategic IT “Triggers” IT Infrastructure Strategy 35% High IT Cap Investment Requirements 29% 18% Integrate New IT Resources form M&A 20% 22% Pressure to Outsource to Third Party 17% 8% Other 4% 0% 10% 20% 30% 40% 50% 60% 70% Source: IT Infrastructure and IT Management, North American Adoption, Drivers and Triggers Survey Percentage Based on Actual Respondent Count

3. Storage-related expenditures as a % of IT budgets Storage-related expenditures 25 70% of 2005 CIO budget is labor Customers 20 Employees Transactions 15 Partners Percentage (%) Source: IBM Commissioned IDC Study 1Q05 Products Organizations Financials 10 5 Web content E-mails Databases 0 Media 1996 2002 2007 Reports Documents Why Sell TSM? Volume of Data and Rising Storage Costs Variety of Information and Its Effective Use Velocity of Change and Its Effect on Labor Costs Discuss with customers to identify pains

4. Tivoli Storage Manager (TSM) E-Mail SAN Integrated Solution Console TSM File Backup & Restore TSM for SAN TSM for Mail Databases ERP TSM for Database TSM for ERP Apps WAS 7x24 Services HSM TSM for Application Servers HSM for Windows TSM for Copy Services

5. Features that set TSM Apart • A better backup method • “Full” nightly backups are not required • Just backup the changed data (Progressive Backup) • TSM creates a “full” backup from the “changed” data • Dramatically reduces backup times

6. Features that set TSM Apart con’t • Disk and tape are a single resource • Data is written to disk, automatically overflows to tape • No extra work to: • Copy data to tape • Delete original data on disk • Flexible • Can choose to use only disk • Only tape • A combination of both

7. Features that set TSM Apart con’t • Faster Restores • Designed to minimize restore times • Features that simplify disaster recovery • Bare Metal Recovery (Christie) • Customizable to fit any customer’s restore needs

8. Features that set TSM Apart con’t • Inherently secure data • Tapes alone do not reveal the data • Must have tapes and the TSM database to read data • Can also be encrypted (56 or 128 bit) • Automatically recycles media to insure data reliability

9. TSM Elevator Pitch Are your Disaster Recovery Plans current? Are your data retention policies meeting your current business requirements? Are you consistently meeting your backup windows? Are you following “best practices” in your data management policies? Who to Target: Database Admins, IT Managers, System Architects One liner: IBM Tivoli has a solution for backup and retrieval of critical data to comply with corporate and government regulations and to ensure business continuity in the event of natural disasters or human error.

10. What is it? TSM – Provide automated, scaleable data protection through backup, archive, space management and bare-metal restore. What does it cost? TSM Extended - $640/100 VU’s TSM (Standard) -$360/100 VU’s Avg. deal size is $10,000 in software revenue Successful sales cycle averages 2 months Target Audience Upper SMB customers with heterogeneous IT environments Mid-Market customers with basic data storage needs Partner Profile & Qualifications: Existing Storage partners Resellers with Database experience Regional / local VARs Partners focused in regulated accounts (Healthcare, Finance, Government etc.) Competency in backup and recovery solutions Who are the key competitors? EMC, CommVault, Symantec, HP, CA The Play for TSM (Std & Ext)

11. What is it? TSM Express – Provide an easy to use and cost effective data protection tool for SMB Windows users. Disk based backups with automated offsite tape functions. What does it cost? TSM Express - $201/100 VU’s Avg. deal size is $1000 in software revenue Successful sales cycle averages 2 months Target Audience SMB customers with 5 – 20 Windows servers without an easy-to-use, small footprint, backup solution Businesses that store critical data but maintain small IT departments Partner Profile & Qualifications: Existing Storage partners Resellers with Database experience Regional / local VARs Competency in backup and recovery solutions Who are the key competitors? Symantec, HP, CA, Yosemite The Play for TSM Express

12. Why Clients should buy TSM Complete data recovery and management • Backup, restore & archive data • Built on superior relational database technology • Database and application protection • Hierarchical Space Management • Bare Metal Recovery (Christie)

13. Why Partners should sell TSM Good Revenue Opportunity • Storage is an ever increasing requirement for policy and regulatory compliance • Relatively inexpensive solution with strong services opportunities. • Storage is a fundamental requirement for businesses – allowing the opportunity to up-sell and cross-sell additional solutions. ie security and monitoring. (get your foot in the door)

14. Backup: Client Pain Points • Shrinking backup windows • Media reliability and integrity issues • Unrecoverable data on tape media • Unable to identify offsite media for restores • Too many backup applications • One solution for Windows environments • Separate one for Linux • Need for a cost effective DR strategy

15. Value Statement for TSM • Drastically reduces backup windows • Media reliability and integrity issues • Constant verification identifies tape errors • Offsite media indexed for quick access • A single end to end backup solution • AIX, HP-UX, Linux, Solaris or Windows • Cost Effective Disaster Recovery • Existing tape resources also used for DR • Less expensive and complicated than other solutions • Fully automated DR process

16. TSM Opportunity: WAS Customers WebSphere Application Server (WAS) Runs mission critical applications Investment in application development (.ear/.war files) TSM for Application Servers Backs up .ear and .war files while open Competition uses less reliable open file technology Complete DR support for your WAS environment

17. TSM Up Sell Opportunities • TSM for Databases • Oracle • MS SQL • Free for DB2 and Informix v10 • TSM for Mail • MS Exchange • Lotus Domino • Tivoli Storage Manager HSM for Windows • TSM for Enterprise Resource Planning (ERP) • TSM for System Backup and Recovery (Sysback)

18. Opportunity Identification – Q’s • If you have a disaster, how long will it take you to recover? • Would your IT staff benefit from a more efficient and effective backup solution? • When was the last time you performed a test recovery? Did it work?? • Are you having problems getting enough time to complete backup operations? • Do you have data security concerns and/or regulations to meet?

19. Target Audience • Cross industry appeal, sweet spots: • Banking, finance, life sciences, and insurance • Industries where: • Data is a critical asset • Data retention regulations apply • Accounts with: • More than a dozen servers • More than 100 workstations, desktops or laptops • At least two different operating systems • 24 x 365 uptime needs

20. TSM: Pricing and Packaging • Three versions • TSM Express • Entry level, Windows only (2003, XP, Exchange & MS SQL) • TSM (Standard) • Limited to a 3 drive library with up to 40 tape cartridges • Includes open file support, data encryption, mgmt console • Options ($$) • Mail (Exchange & Domino) • Database (MS SQL & Oracle but DB2 & Informix are free) • ERP (SAP & mySAP) • HSM (Windows) or Space Management (UNIX)

21. TSM: Pricing and Packaging con’t • Three versions con’t • TSM Extended • Unlimited library capabilities • Included features • Automated DR planning module, Library sharing, NDMP (NetApp) support • Options ($$) • Mail (Exchange & Domino) • Database (MS SQL & Oracle but DB2 & Informix are free) • ERP (SAP & mySAP) • HSM (Windows) or Space Management (UNIX) • TSM for SANs

22. TSM: Pricing and Packaging con’t All versions licensed by Value Units (VU) Single or dual core Intel CPU equals 100 VU Quad core Intel requires 200 VU All other processors vary (30 to 100 VU per core) Online calculator is available at: https://www-112.ibm.com/software/howtobuy/passportadvantage/ valueunitcalculator/vucalc.wss?jadeAction=GUIDE_TREE#achor List price per 100 VU TSM Express = $201 TSM Express for MS SQL = $412 TSM Express For Exchange = $412 TSM Workstation client = Free

23. TSM: Pricing and Packaging con’t List price per 100 VU con’t TSM (Standard) = $356 TSM Extended = $639 TSM for Mail = $1260 TSM for Databases = $1260 TSM for Application Servers = $1260 TSM for SAN = $1260 TSM for Space Management = $1530 TSM non-VU licenses TSM Workstation license = $67 / node TSM for HSM (Windows) = $1240 / TB

24. Sales & Marketing Enablement Synchronicity Program Incentive! Fully-funded, demand-gen campaign Eligibility: Pass all 3 assessments Software, hardware and Sales Assessment Register at http://knowledge.elementk.com Questions? Contact Jennifer Willman at (800) 456-6783 ext. 67109 Agency Express End-User TSM Postcards Postcards will be available in Q2 Outcall campaign program

25. TSM Opens the Vault TSM for Mail TSM E-Mail CommonStore E-Mail Archiving • Better mail performance • Regulation requirements • Litigation driven

26. TSM Opens the Vault TSM for Application Servers TSM WAS SOA! Systems Management • Composite App Mgr • Tivoli Provision • Tivoli Config Mgr Integration • Portal • Enterprise Service Bus • Modeler

27. Useful Links • www.ibm.com/software • Plain language site • Outline the brands and their focus • https://www-304.ibm.com/jct09002c/partnerworld/ mem/support/trs_index_technical_refguide.html • Link for the latest version of the software cross sell guide • Covers all five brands

28. Growing your Revenue: Strategies TSM Health Check Service offering for partners to audit customer’s TSM environment Uncover IBM Storage software and hardware opportunities Sales cycle is very short – 25 to 60 days – you are not selling the customer TSM!!! Suggested price: $10,000, 5-day engagement, partners set their own prices http://www-306.ibm.com/software/tivoli/partners/ secure.jsp?tab=playbook&content=tsmhealthcheck

29. Growing your Revenue con’t • Review customer install base • Installs of WebSphere Application Server (WAS) • Other applications (databases, email, etc.) • Look for the upsell to TSM and related options • Engage your resources to help with opportunities • Ingram Micro TSE’s • Volume License Desk • Ingram Micro Market Development • IBM resources (Darren Watts, dwatts@us.ibm.com)

30. Ingram Micro Resources:Technology Solutions Engineers (TSE) • Presales consultative/technical assistance that enables sales • Sales/technical training • Identify opportunities • Customer visits, conference calls, meetings, and events • Engineers available for storage, security, wireless, networking and IBM Software

31. Ingram Micro Resources:Market Dev & Licensing Support • Volume License Specialists (VLS) • Parts, Pricing, and Quotes • 800-456-6783 x66043 • Market Development Specialists (MDS) • Get you started with IBM • Help you with IBM programs (VAP, SVI) that increase your margins • Market Development Manager (MDM) • Marketing assistance • Strategic initiatives and top-level issues

32. Central MDM – Kim Alexander MDS – Jennifer Willman East MDM – Jim Coleman MDS – Raffaele DiPrado West MDM – Cindy Ferron MDS – Jennifer Willman Ingram Micro Resources:IBM Software Market Development MDM = Market Development Manager MDS = Market Development Specialist

33. ® Partner Smart.™