Selling IBM Systems Director for Power Servers

1. Selling IBM Systems Director for Power Servers Michael Tabron, Offering Manager Power Systems Software – Management, Energy

2. IBM Systems Director Active Energy Manager 4.1

3. Our clients are currently faced with rising complexity and costs • IDC projects that use of server virtualizationwill result in a significant increase in the numberof servers (physical + virtual) to be managed • The projected increase is not yet reflected intheir forecast of server management costs • HOWEVER some of our clients tell us that their costs are not escalating. Budget and resource limitationsmean that they … • Cannot implement some workloads • Cannot effectively manage the workloads they implement

4. Sellers need to offer solutions to clients’ operational challenges Energy costs Environmental & Compliance regulations Virtualization Accelerated pace of business and technology innovations Operational issues have IT at a break point Server sprawl Tight budgets Management costs New business requirements Datacenter capacity

5. Most of the management tools currently on the market are not “virtualization aware” Energy management is limited to monitoring Managing availability of services requires manual intervention Enterprise Management Planning & Deployment Software Distribution Inventory Firmware Updates Server Health HMC Health O/S Admin O/S Admin Energy Clusters Virtualization IT administrators find it difficult to address these issues • Key Fact from the June 2008 TCC: • 95% of attendees responding said that a single management console is extremely or somewhat important

6. Selling Management solutions helps you to drive more revenue • Consultative selling drives sales opportunities for you • Creates a reason of call • Helps clients to solve IT problems that inhibit business success • Focus shifts to solutions that may also identify opportunities for other IBM products and services

7. Sell IBM Systems Director to help clients simplify IT operations • IBM Systems Director • Discovers servers and virtual resources • Monitors and reports system health • Deploys, optimizes and updates servers • Integrates with enterprise service management • IBM Systems Director Active Energy Manager • Collects and reports energy data • Analyzes historical energy usage • Controls energy use

8. Today’s discussion • Identifying opportunities • Selling management solutions • Getting additional information

9. Identifying clients’ management needs helps drive revenue for you • Identifying opportunities • Selling management solutions • Getting additional information

10. Foundational platform management capabilities are a basic requirement Systems Management is knowing what IT systems you have, what they are doing, and controlling them so that they perform as required. Discover: Seeing the types and versions of various systems and devices in the infrastructure Monitor: Making sure systems are available and running properly Optimize: Making adjustments to meet operational needs and fixing problems Maintain and update: Adjusting configurations and keeping systems up to date with new features and fixes

11. Integrating solutions in your clients’ IT processes helps drive loyalty • Promote Systems Director as a solution to IT operational problems • Sell easier management of Power servers as part of the value proposition • Leverage the influence of IT administrators to close sales faster!

12. Our strategy is to drive adoption of our platform management software

13. ESD clients need operational flexibility and to reduce downtime • Manage virtualization to meet changing business requirements • Manage availability to quickly identify and resolve issues

14. Mid-market clients are focused on simplicity and business agility • Help manage and reduce business complexity and IT complexity • Help improve the speed of business and improve competitiveness

15. Reducing energy use and costs is important for businesses of any size • Manage energy usage to align with business goals, policies and capacity concerns • Reduce expenditures and maximize TCO

16. Clients are asking for improved management of their Power servers ‘We have a big gap we need to close first in AIX server management.’ -Major US Rental Car company* ‘We’re mostly interested in simple things that help with deployment on our Power servers ... better capacity models for partition mobility.’ - Large US Insurance company* • Virtualization of IT as a service - “cloud” • Business-driven service management • Service oriented delivery of IT • Highly virtualized resource pools for mobility • Integrated IT service management • Green by design • Physical consolidation and optimization • Virtualization of individual systems • Systems, network and energy management *Focus group feedback. Not for external use.

17. Clients want Power servers to be easier to administer and maintain • Simplifies the Power Systems Management portfolio • Fewer tools to learn and maintain • Integrate with existing offerings • Implements user requirements • Feedback from 172 Customers, 9 BPs, and 52 field specialists • New user interface supports flexible, intuitive server administration • Adapts to changing business requirements

18. Integrating with enterprise management links IT to business operations Integrated visibility, control & automation across heterogeneous business and technology assets • Align IT operations with the business • Govern and control the business • Optimize the business Detailed platform management of IBM systems • Consolidated management across systems • Integrated physical and virtual management • Automated physical and virtual provisioning 18 10/31/2014

19. You can sell Systems Director to meet large and mid-sized client requirements • Identifying opportunities • Selling management solutions • Getting additional information

20. Systems Director is designed to help clients simplify platform management IBM Systems Director Server Application Logic Database Management Console(s) Web Interface IBM Systems Director Agent

21. Large enterprise clients need to manage virtualization, energy and availability • Manage virtualization to meet changing business requirements • Manage energy usage to align with business goals and policies • Manage availability to identify and resolve issues

22. Mid-market clients need less IT complexity, and improved speed and efficiency • Help manage and reduce business complexity and IT complexity • Help improve the speed of business and improve competitiveness • Help improve operational efficiency and business performance

23. Demonstration of IBM Systems Director Greg HintermeisterUser Experience Imagineer – IBM Master Inventor

24. Integrated management can help reduce unplanned downtime Live Partition Mobility with POWER6-based servers IBM Systems Director functions: • Monitor server health. • If a hardware error occurs: • Migrate the workload via the Virtualization Manager • Alert the Power server administrator ! Movement to a different server with no loss of service Virtualized SAN and Network Infrastructure Migrate a running LPAR to another physical server

25. Automate notification alerts and fixes based on warning thresholds Monitoring Event thresholds Automation IBM Systems Director functions: • Monitor disk capacity. ! • If the disk is m 90%: • Execute command to back-up and delete non-critical files • Log the back-up • Send an e-mail to the administrator LPAR LPAR

26. Data center facility equipment and legacy systems can be managed • Active Energy Manager 4.1 collects data and alerts from facility management applications (e.g. Emerson-Liebert SiteScan) • Air-conditioning units • Uninterruptible power supplies (UPS) • Power distribution units (PDU) • Active Energy Manager 4.1 can display thermal data of legacy systems and other data center equipment monitored with Synapsense wireless monitors

27. Additional information is available to help you sell Systems Director • Identifying opportunities • Selling management solutions • Getting additional information

28. There is no license fee for using Systems Director on any IBM system • Base functions in IBM Systems Directorwill be available at no charge • Features include discovery, monitoring, virtualization support, updates, and automation • Package download includes license for AIX, i and Linux agents, management server(s) and access via the web-based console • Optional SWMA is priced per processor • GA is targeted for November 2008

29. The 60-day free trial will continue with Active Energy Manager 4.1 • Systems Director extension Active Energy Manager 4.1 will be available as a 60-day trial. After the trial, clients can continue to monitor energy, but must pay to use the control features. • License key orderable via AAS • Priced on a per system basis • Pricing varies for small, medium or large systems • Active Energy Manager 4.1 is notcompatible with Systems Director 5.20 or earlier, nor are earlier versions compatible with Systems Director 6.1 • GA is targeted for November 2008

30. Tivoli Provisioning for OS Deployment is a new extension • Systems Director extension Tivoli Provisioning Manager for Operating System Deployment is available as a separately orderable feature. • Orderable via Passport Advantage • Priced on a per 10 PVU basis for servers • Tivoli Provisioning Manager is notcompatible with Systems Director 5.20 or earlier • GA is targeted for November 2008

31. Energy monitoring and control features vary by Power server model Active Energy Manager 4.1 supported features * PDU is not an option for this model.

32. Preview information on Systems Director is available now http://www.ibm.com/systems/management/director

33. The Power Systems Management web page has been updated http://www.ibm.com/systems/power/software/management

34. An interactive demo of Systems Director helps with initial engagements

35. White papers will be available to help sell the value of Systems Director Cross-brand System x and Power Systems Power Systems • Business challenges and costs • Potential benefits and cost savings • Functional description

36. Additional training courses will be available • Power Systems SMART Zone Management course (October 2008) • Power Systems Sales Navigator interactive education (October 27 - 30) • Power Systems Management Road-show (4Q08 – 2Q09) Power Systems SMART Zone* Log in and search for: “Systems Management” *formerly Power Systems College

37. How can you help your clients address their IT operational problems?

38. IT administrators need to improve management of Power servers Overburdened IT staff Slow response to business changes Complex services delivery High IT energy costs

39. The new IBM Systems Director helps large enterprise clients to … • Manage Virtualization • Physical server and LPAR discovery • One console for all LPAR management • Integrated monitoring and virtualization • Manage Energy • Electrical and thermal monitoring • Real-time and trend analysis reporting • Energy control and capping • Manage Availability • At-a-glance server status • Topology views for rapid drill-down • Server updates and administration

40. The new IBM Systems Director helps mid-market clients to … • Reduce complexity • Automated discovery of relationships • Topology views for rapid drill-down • O/S and firmware updates • Improve the speed of business • At-a-glance status • Virtual resource optimization • Operating environment administration • Improve operational efficiency • Electrical and thermal monitoring • Energy control and capping • Legacy systems energy monitoring

41. Learning Points for System Director • Clients are looking for a single console to simplify management of Power servers • The new Systems Director allows clients to execute discovery, monitoring, optimization and software updates from a single console • Energy monitoring and control is a hot topic making Active Energy Manager a good lead-in for promoting Systems Director • AIX Enterprise Edition helps clients relate managing Power servers to business operations • Combining platform management to enterprise server management helps to accelerate problem determination, improve productivity by managing hardware and applications, and improves analytics of IT operations • Systems Director provides detailed server-specific status and control of Power servers, while AIX Enterprise Edition adds a business context to managing AIX workloads • Key Launch dates for 3Q – 4Q08 are: • AIX Enterprise Edition announce and GA – 09/08 • Systems Director pre-announce – 09/08 • Power Systems Launch and Systems Director Announce – 10/08 • Systems Director GA – 11/08 • Active Energy Manager 4.1 GA – 12/08 IBM Confidential