© 2008 IBM Corporation Selling IBM Systems Director for Power Servers Michael Tabron, Offering...

© 2008 IBM Corporation

Selling IBM Systems Director for Power Servers

Michael Tabron, Offering Manager Power Systems Software – Management, Energy


This document is for IBM and IBM Business Partner use only. It is not intended for customer distribution or use with customers.

IBM Systems DirectorIBM Systems Director

Active Energy Manager 4.1 Active Energy Manager 4.1



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

PhysicalServer Installed Base (Millions)

Source: IDC, May 2006

Server Mgt and Admin Costs

$0$0

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Virtualization Management

Gap

PhysicalServer Installed Base (Millions)

Source: IDC, May 2006

Server Mgt and Admin Costs

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Virtualization Management

Gap

•HOWEVER some of our clients tell us that their costs are not escalating. Budget and resource limitations mean that they …

–Cannot implement some workloads

–Cannot effectively manage the workloads they implement



Sellers need to offer solutions to clients’ operational challenges

Accelerated pace of business and technology innovations

Operational issues have IT at a break point

Energy costsEnvironmental &

Compliance regulations

Datacenter capacity

Management costsNew business requirements

Virtualization

Tight budgetsServer sprawl



IT administrators find it difficult to address these issues

• 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

Virtualization

Energy

Inventory

Firmware Updates

Server Health

HMC Health

Software Distribution

Planning & Deployment

O/S Admin

O/S Admin

Clusters

Enterprise Management

Key Fact from the June 2008 TCC:•95% of attendees responding said that a single management console is extremely or somewhat important



• 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

Selling Management solutions helps you to drive more revenue



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



Today’s discussion

• Identifying opportunitiesIdentifying opportunities

• Selling management solutionsSelling management solutions

• Getting additional informationGetting additional information



Identifying clients’ management needs helps drive revenue for you






Foundational platform management capabilities are a basic requirement

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

Systems Management is knowing what IT systems you have, what they are doing, and controlling them so that they perform as required.



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!



Our strategy is to drive adoption of our platform management software

Systems Enabling FocusSystems Enabling Focus Software Business FocusSoftware Business Focus

Functional Priorities

•HW Currency & exploitation

•Remaining competitive

•Competitive leadership & differentiation

•Prioritized platform support

Platform Support

•IBM Systems•Competitive interoperability

•Volume driven•Competitive and /or OEM Platforms

Pricing •No Charge license •Business Case / IRR driven •Competition & market driven

Selling focus

•Transactional, installed with System

•Independent selling focus (not tied to hardware sale) of solution

STG Value •Base Platform Management

•“Jacks or better” entry requirement

•Value added technology extensions to drive added revenue

Client Value

•Simplified system management

•Improved TCO



ESD clients need operational flexibility and to reduce downtime

• Manage virtualization to meet changing business requirements

• Manage availability to quickly identify and resolve issues



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



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



•Virtualization of IT as a service - “cloud”

•Business-driven service management

•Service oriented delivery of IT

Clients are asking for improved management of their Power servers

‘‘We have a big gap we need We have a big gap we need to close first in AIX server to close first in AIX server management.’management.’

--Major Major US Rental Car company*US Rental Car company* ‘‘We’re mostly interested in We’re mostly interested in simple things that help with simple things that help with deployment on our Power deployment on our Power servers ... better capacity servers ... better capacity models for partition models for partition mobility.’mobility.’

- - Large US Insurance companyLarge US Insurance company**

*Focus group feedback. Not for external use.

•Physical consolidation and optimization

•Virtualization of individual systems•Systems, network and energy

management

•Highly virtualized resource pools for mobility

•Integrated IT service management

•Green by design



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


This document is for IBM and IBM Business Partner use only. It is not intended for customer distribution or use with customers.18 04/21/23

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

Integrating with enterprise management links IT to business operations



You can sell Systems Director to meet large and mid-sized client requirements






Systems Director is designed to help clients simplify platform management

IBM Systems Director Agent

Management Console(s)

Web Interface

IBM Systems Director ServerApplication Logic

Database



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



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



Demonstration of IBM Systems Director

Greg HintermeisterUser Experience Imagineer –

IBM Master Inventor



Integrated management can help reduce unplanned downtime

Live Partition Mobility with POWER6-based serversLive Partition Mobility with POWER6-based servers

Migrate a running LPAR to another physical server

Movement toa different server with

no loss of service

Virtualized SAN and Network InfrastructureVirtualized SAN and Network Infrastructure

1. Monitor server health.2. If a hardware error occurs:

IBM Systems Director functions:

!!

a. Migrate the workload via the Virtualization Managerb. Alert the Power server administrator



Automate notification alerts and fixes based on warning thresholds

Monitoring

Event thresholds

Automation

LPAR LPAR

1. Monitor disk capacity.2. If the disk is 90%:

IBM Systems Director functions:

a. Execute command to back-up and delete non-critical files

b. Log the back-upc. Send an e-mail to the

administrator

!!



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



Additional information is available to help you sell Systems Director






There is no license fee for using Systems Director on any IBM system

• Base functions in IBM Systems Director will 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



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 not compatible with Systems Director 5.20 or earlier, nor are earlier versions compatible with Systems Director 6.1




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 not compatible with Systems Director 5.20 or earlier




Energy monitoring and control features vary by Power server model

FeatureModel

MonitoringStatic Power Saver

Dynamic Power Saver

Optimize for Power savings

Power capping

Any POWER5-based (PDU+ only)

Power 520 and 550 Yes Yes Yes Yes Yes

BladeCenter JS12 Yes Yes Yes Yes Yes

Power 570 (PDU+ only) Yes

Power 575* (water) Yes Yes

Power 575* (air) Yes

Power 595* Yes Yes

Active Energy Manager 4.1 supported features

* PDU is not an option for this model.



Preview information on Systems Director is available now

http://www.ibm.com/systems/management/director



The Power Systems Management web page has been updated

http://www.ibm.com/systems/power/software/management



An interactive demo of Systems Director helps with initial engagements



White papers will be available to help sell the value of Systems Director

•Business challenges and costs

•Potential benefits and cost savings

•Functional description

Cross-brand System x and Power Systems

Power Systems



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



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



IT administrators need to improve management of Power servers

Overburdened Overburdened IT staffIT staff

High IT energy High IT energy costscosts

Slow response to Slow response to business changesbusiness changes

Complex services Complex services deliverydelivery



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



The new IBM Systems Director helps mid-market clients to …

• Improve the speed of business– At-a-glance status– Virtual resource optimization– Operating environment administration

• Reduce complexity– Automated discovery of relationships– Topology views for rapid drill-down– O/S and firmware updates

• Improve operational efficiency– Electrical and thermal monitoring– Energy control and capping– Legacy systems energy monitoring

IBM Confidential© 2008 IBM Corporation

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

© 2008 IBM Corporation Selling IBM Systems Director for Power Servers Michael Tabron, Offering...

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Transcript of © 2008 IBM Corporation Selling IBM Systems Director for Power Servers Michael Tabron, Offering...