Sales Training IBM SystemsGreen

1. Sales TrainingIBM SystemsGreen Energy Efficiency Rapid Assessment Scott Barielle barielle@us.ibm.com STG Lab Services

2. The New Enterprise Data CenterAn evolutionary new model for efficient IT service delivery Efficient, dynamic and responsive • NEDC Innovation Workshop • IT Strategy Assessment and Roadmap definition Fragmented, inefficient islands of computing Initiatives Business Resilience and Security Consolidation and Virtualization Information Infrastructure Service Management Energy Efficiency • Green Attack Assessments • Power & Cooling Trends and Data Center Best Practices • SystemsGreen • Data Storage Footprint Review • Early stages – line up against best practices • Initiate discussion of energy efficiency gains from IT Systems • IT optimization analysis specific to storage environment Sales Training | IBM SystemsGreen

3. Content What is the SystemsGreen assessment & who is it for? What is the engagement process? Sample input & output Sales Training | IBM SystemsGreen

4. What is the SystemsGreen assessment? There is typically far more energy efficiency potential improvement in the IT Systems than in the data center facilities. • Demonstrate to a potential customer how many kilowatts (kW) and racks IBM systems can save them potentially with SystemsGreen. • Provides Reason of Call and basis for account teams and other IBM owners to discuss what IBM technologies and services can potentially save in energy and space. • Account team collects a small amount of data from the potential customer in guided questionnaire. • This is a cross brand, platform neutral service that addresses mainframe and storage in addition to common Windows, Linux, and UNIX systems. Sales Training | IBM SystemsGreen

5. Who is SystemsGreen for? • Clients who are not using IBM technologies and services and would not be willing to provide substantial data or resources to perform a full energy or TCO/energy study. • Clients seeking fundamental information about potential benefits of IBM solutions and estimated impacts on IT systems energy usage. • An organization where we have “not been able to get into the door”, but is interested in discussing energy efficiency with IBM. Sales Training | IBM SystemsGreen

6. The business drivers of clients who are candidates for SystemsGreen • Has exhausted a data center or is approaching exhaustion. • “out of power” or “out of space”. • Is using co-location “co-lo” facilities to host servers and storage. • Client has regulatory or other energy efficiency conditions they need to comply with. • Client wants to simplify their environment. • Client needs basic insights into the potential opportunities to relieve pressure on energy usage. Sales Training | IBM SystemsGreen

7. Key features of the SystemsGreen rapid assessment. • High level assessment of IT systems energy (power & cooling) usage and efficiency. • Report built in two business days. • Deliverables include a six+ page report presented in a one hour teleconference. • Estimates metrics of existing systems wattage used and potential improvements with more efficient strategy and technologies. • Estimates kilowatt requirements by systems platforms, types, and categories. • Includes projected cost of electric per year and per server. • Predicts exhaustion point of existing data center facility with current strategy and technology choices. Sales Training | IBM SystemsGreen

8. How will SystemsGreen drive IBM revenue? • Helps build relationship with client. • Recommends specific IBM platforms & • Shows potential energy and space savings • Shows projected facility relief • Estimates kilowatt & space savings from technologies other than virtualization: • U.S. high voltage • Water cooling e.g. Rear Door Heat Exchanger • Shared infrastructure Sales Training | IBM SystemsGreen

9. Qualifying questions to determine if client may benefit from SystemsGreen • Is the client already virtualizing and consolidating, but still concerned with running out of power or space? • Is the client concerned with IT energy usage constraints or the energy usage growth rate of IT systems? • Can the client answer the following, choosing any combination from the three lists? How many kilowatts do your systems use? • SystemsGreen estimates these to spark a discussion between you & client. pick one pick one pick one production development test staging application database infrastructure web UNIX x86 mainframe Sales Training | IBM SystemsGreen

10. Content What is the SystemsGreen assessment & who is it for? What is the engagement process? Sample input & output Sales Training | IBM SystemsGreen

11. SystemsGreen engagement process You interview client Send to Sys- Green Team Analysis Report Presentation • Systems • Counts • Platforms • Sizes & Ages • Facilities • Capacities • Square footage • Data • From interview • From other assessment, if any • SCON • CDAT • RACE • Etc. • Turnaround • 2 business days • Energy estimates • Current systems • Savings estimates • kW & racks • Recommended • Systems & actions • Teleconference • Client team schedules • Client team attends in person • SystemsGreen team presents on teleconference Guided input questionnaire provided. Also send brief of client & account team status. Deliverable is built Energy effects of different strategy Sales Training | IBM SystemsGreen

12. Report turnaround is 2 business days once the required data is received and accepted by IBM. Typical Elapsed Assessment Timeline (In Weeks) Activities / Milestones 1 2 3 4 Nomination approved Interview scheduled Interview performed Data sent to SystemsGreen team Analysis and report built Report presentation scheduled Key Report presentation teleconference Account team responsibility SystemsGreen responsibility Key Milestones This chart shows typical and realistic time expectations. The turnaround of scheduling with the client generally determines how quickly this engagement can be finished. Sales Training | IBM SystemsGreen

13. Content What is the SystemsGreen assessment & who is it for? What is the engagement process? Sample input & output Sales Training | IBM SystemsGreen

14. Sample input template 1 of 2, used to guide account team in performing interview of client to gather data. Sales Training | IBM SystemsGreen

15. Sample input template 2 of 2, used to guide account team in performing interview of client to gather data. Sales Training | IBM SystemsGreen

16. Sample output report 1 of 3. Current energy usage estimates by platform. Sales Training | IBM SystemsGreen

17. Sample output report 2 of 3. Projected facilities exhaustion point with current technology & strategy. Sales Training | IBM SystemsGreen

18. Sample output report 3 of 3. Overall potential energy and space savings potential with IBM technology & strategy. Sales Training | IBM SystemsGreen

19. Call to Action • Access Green Attack Sales Kit • Listen to overall recorded training on play • Training on client presentation • Listen to OI training on each assessment • Systems GreenBP’s • Data Storage Footprint ReviewBP’s • Power & Cooling Trends & Best PracticesBP’s • Schedule local Q&A telecon with SME • Nominate client – submit form to brow@us.ibm.com • Opportunity must be in Siebel • GTS interlock - avoid overlapping sales initiatives • Sandie Brow will schedule win room – determine opportunity and proper assessment • Schedule Assessment Sales Training | IBM SystemsGreen