First Sales Strategy Up-sell the parts of TSM or the Suite

1. Make your numbers and build your pipeline First Sales StrategyUp-sell the parts of TSM or the Suite

2. Make your numbers and build your pipeline Second Sales StrategyAttack the VMware environments

3. Opportunity Identification Questions to ask: • Do you use VMware virtual machines as production servers? • By 2012, most x86 server workloads will be running in VMs • Do you need to improve the protection of data in virtual servers? • Traditional in-guest backup solutions drag down the performance of virtual servers and may not provide adequate Recovery Point Objectives for more critical data • Do you need to improve the recoverability of virtual server data? • Can you easily recover an individual file, a disk volume or an entire virtual machine? • Would you like to recover disk volumes within a couple of minutes? Improve Service Reduce Costs Mitigate Risks

4. Backup used to be so easy • Install a backup agent on production server, schedule the backup, copy the data periodically to the backup server Production Servers A A A A A Backup Server Tiered Storage

5. It’s not so easy anymore • Proliferation of different system platforms, applications, physical locations all with different service level requirements • Lots of different things can go wrong, all requiring different recovery capabilities • Need to balance the needs of the business (data availability, resiliency) against the needs of the business (costs, resources, system availability)

6. Virtual server environments have changed the game • Virtual machines take advantage of the growth in processor power, memory and I/O • The computers get bigger, but the application workloads have remained flat • Virtual machines can be created very quickly • Minutes to provision, rather than weeks to request, procure, install and test • Tremendous savings in hardware, power/cooling, floor space and management costs • VMs enable new levels of service management and new delivery models • Quickly create new servers for application development and testing, special projects, periodic workflows or to expand capacity on demand • Virtual servers are a basic component of public and private cloud infrastructures

7. VMs have made data and storage management more complex • Data continues to grow at unprecedented rates, across all industries • Sever virtualization does not reduce the data • When a virtual server is de-commissioned or moved, what happens to its data, and the storage capacity that it consumed? • How do you manage data management processes in virtual environments? • Backup / Restore • Disaster Recovery • Data Lifecycle Management

8. Traditional in-guest backup and recovery model • Install a backup agent in the guest OS, just like a physical server • Run and manage backups just like in a physical server environment • Downside: deploying, managing, maintaining ‘backup agent sprawl’ • Downside: can put a serious drain on processor, memory, I/O resources • From running multiple backups at once; file system scans during incremental backups; etc. VMware ESX / ESXi Server Hypervisor Virtual Machines A A A A A A A A Backup Server Virtual Disk Volumes Tiered Storage

9. VMware Consolidated Backup (VCB)VMware’s first approach to offload backups from VMs • Snapshots of the VMs are taken by the Hypervisor and sent to a Proxy Server, which is then backed up by the Backup Server • Downside: requires more hardware (server and storage) • Downside: multi-step recovery through the Proxy Server VMware ESX / ESXi Server VCB API Backup Server Hypervisor A Virtual Machines Proxy Server Virtual Disk Volumes

10. The new approach: VMware vStorage APIs for Data Protection • Data is accessed directly from the VM storage and passed directly to the backup server (single hop, data is not stored on the vStorage Server) • Changed Block Tracking allows incremental backups (with periodic fulls) without forcing a scan of the guest OS file system VMware ESX / ESXi Server vStorage API (VADP) Backup Server Hypervisor A Virtual Machines vStorage Server Virtual Disk Volumes

11. The new approach: VMware vStorage APIs for Data Protection • Data is accessed directly from the VM storage and passed directly to the backup server (single hop, data is not stored on the vStorage Server) • Changed Block Tracking allows incremental backups (with periodic fulls) without forcing a scan of the guest OS file system • The vStorage Server can be a virtual machine – no additional HW needed VMware ESX / ESXi Server Backup Server Hypervisor VADP Virtual Machines A Virtual Disk Volumes

12. Tivoli Storage Manager for Virtual Environments - Summary • Advanced data protection for VMware ESX and ESXi servers • Leverages vStorage APIs for Data Protection (VADP) • Non-disruptive, single-pass, block-level backup • Flexible recovery options: file, volume, VM image • Near-instant restore of files and disk volumes (Windows and Linux) • No additional hardware required • Simplified agent management – one agent supports multiple VMs • Automated discovery of new VMs • Support for LAN-free data transfer from the VMware server’s storage to the backup server —preserving bandwidth for other uses • Integrated with Tivoli Storage Manager for: • Unmatched scalability – manage up to 2 billion objects in a single TSM Server • Unified Recovery Management • Built-in data reduction / data deduplication • Policy-based tiered storage / data lifecycle management The information on the new product is intended to outline our general product direction and it should not be relied on in making a purchasing decision. The information on the new product is for informational purposes only and may not be incorporated into any contract. The information on the new product is not a commitment, promise, or legal obligation to deliver any material, code or functionality. The development, release, and timing of any features or functionality described for our products remains at our sole discretion.

13. 2nd Strategy - Call to Action • Pull your EXISTING Customer list • Find holes in their protection of VMware • Fill those gaps with TSM for VE Resources: Announcement Letter: Tivoli Storage Manager for Virtual Environments Announcement Letter Education Replay on Partnerworld: https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/EPT_DMON-8FEJQ3 Education Replay on Partnerworld: Storage Talk - What Storage Professionals Need to Know About Cloud

14. Did you know? • Most of your customers DO NOT USE TSM TO ITS FULL ABILITY • Mail is a great example. Most customers do not use the TSM bolt-on to back up their mail product. They are missing some great functionality. • Most customers do not know about the extended functionality that TSM can provide. • HSM • Space Management • Archive • ILM • Bare Machine Recovery • Cloning • Content Management • Recovery Recovery RECOVERY

15. Examples of what you should look for – Bolt on’s

16. Examples of what you should look for – extended functionality. If they want all bolt on’s think of selling the new TSM Suite for Unified Recovery

17. Executive Overview Tivoli Storage Manager Suite for Unified Recovery provides … • Massive scalability with broad platform support • Target and source-side data deduplication • Advanced protection and fast / flexible recovery for virtual servers • Online, consistent, and centralized data protection for: Databases, SAP, Mail • LAN-free backup and restore • File system and application-aware snapshots and Continuous Data Protection (CDP) • Bare machine recovery for Microsoft Windows and Linux servers • Hierarchical Space Management for Unix and Linux systems

18. Smarter Backup and Unified Recovery Management can help: • Simplify procurement, deployment and ongoing management • Reduce infrastructure costs – servers, storage, bandwidth • Reduce operational expenses • Improve application availability and reduce downtime • Efficiently protect virtual server environments • Reduce risk associated with data loss • Achieve regulatory and corporate compliance • Manage your data throughout its lifecycle • Future-proof your data management processes

19. Tivoli Storage Manager Suite for Unified Recovery includes … Executive Overview Tivoli Storage Manager (TSM) Extended Edition Highly-scalable enterprise-class backup/restore, archive and disaster recovery TSM for Databases Oracle and Microsoft SQL TSM for Virtual Environments Advanced VMware Support TSM for Mail Domino and Exchange TSM for SAN LAN-Free Backup and Restore Central Administration Configure, manage upgrade, reporting, monitoring TSM for ERP SAP R/3 Integration TSM for Space Management Data Lifecycle Management for UNIX Tivoli Storage Manager FastBack Advanced snapshot and near-instant recovery for Windows / Linux servers FastBack for Exchange Granular E-mail Recovery FastBack for BMR Restore O/S volume in an hour

20. Do not be afraid of our competitors • We can replace a competitors product with TSM via a Butterfly Storage Assessment • Make their environment better AND save them money • We have a BETTER product • We have better features and functions • We have a better ROI • We can BEAT THEM • Let us help you! We have people to do just that

21. 1st Strategy - Call to Action • Pull your EXISTING Customer list • Find holes in their protection strategy • Plug those holes with correct TSM components • If more then two holes exist consider TSM Suite for Unified Recovery Resources: Announcement Letter Education Replay on Partner World: TSM Suite for Unified Recovery