Tivoli’s New Foundations Appliance Solutions (The first …s_New... · 2009-11-10 · Tivoli’s...

© 2009 IBM Corporation

IBM General Business

Tivoli’s New Foundations Appliance Solutions (The first 2…)

Its all about.. ‘consumability’

David BaughCEE Tivoli Channel [email protected]


© 2009 IBM Corporation2

Call Agenda

The Marketplace & Demand

Tivoli Appliances Overview

Competition & Tivoli Appliance for our Channel

Pricing & Ordering

CEE Business Partner Plan & Marketing

Q & A

Back up – Appliance HW Options



Business Process Problems Faced by Mid Market Customers

How can I improve service levels while keeping cost down?

Improve Service

Optimize and AutomateHow can I optimize and automate my IT and service processes and quickly resolve an incident and restore the service?

How can I assess the business impact of the tickets?

Business ImpactHow can I see how satisfied my users are?

Measure Satisfaction

How can I prioritize incidents according to their urgency and business impact?

Prioritization on Impact

Troublesome EquipmentHow can I identify equipment that is hindering my business?

http://www-03.ibm.com/systems/power/support/



Marketplace Opportunity

SMB-LE$4.4B14%

Mid Market$5.7B18%

Enterprise$14.7B47%

Small$6.6B21%

*Sources: IBM Primary Research and IDC, 2008

Opportunity ($M)

1,064

516

0

100

200

300

400

500600

700

800

900

1,000

1,100

1,200

Application Management Service Desk

Siz

e of

the

Mar

ket

32% of our Service Management opportunity is General Business LE and 18% is in GB Midmarket

Positive growing space 2.8% and & 7% CAGR in a large mid-market opportunity: $5.7B*

Midmarket represents substantial opportunity in emerging markets. Surpassing US and Europe in total opportunity in next couple of years

32% of Opportunity is in General Business (GB)



Percentage of Customers In Survey Using an Appliance per Workload Type

0% 10% 20% 30% 40% 50% 60% 70% 80%

Security

Systems Management

Netw orking

IMS / VoIP Infrastructure

Web / Netw orking Optimization

Data Warehousing

Appliance Marketplace Overview

0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

Security

Systems Management

Networking



Data Warehousing

Buying Preferences by Server Type

Specialized Server / Hardw are Acceleration Specialized Appliance

General Purpose Server Do not care

Do not have w orkload

Appliance Potential 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

Security

Systems Management

Netw orking



Data Warehousing

Appliance Spending Projections (12-18 months)

Increase Same Decrease Don't Know

Sources: IBM Primary Research and IDC

Appliance Revenues (All Segments)

$-

$2.00

$4.00

$6.00

$8.00

$10.00

$12.00

$14.00

2005 2006 2007 2008 2009 2010

Rev

enue

($B

)

Growing faster than server or storage markets!



Appliances Combine to Provide Integrated ISM Value

Tivoli Foundations Application Manager

Tivoli Foundations Service Manager

Future Tivoli Foundations Appliances

Application Discoveryand Dependencies

Process and Asset Management

Business ServiceManagement

Discovery andDependency Manager

CCMDB andProcessManagers

BusinessServiceManagement

Business EventEnrichment

Integrate Higher Value Offerings as Needs Arise

Performance and Availability Service Management

Appliances Work Together to Provide an Integrated View

Business Processes



Functionally designed for growing mid-sized organizations

Resource MonitoringOS MonitoringVirtual Server MonitoringDatabase, email and network monitoring

Automated Discovery Reporting & Alerting Data Warehousing

Service request, incident, problem management Best practice content such as process workflows,

reports, KPIs, escalations and classifications. Remote Diagnostics Intuitive Reporting Manage both IT and non-IT assets Measure end user satisfaction using built-in survey

Tivoli Foundations Tivoli Foundations ApplicationApplication Manager Manager

Tivoli FoundationsTivoli FoundationsServiceService Manager Manager



Tivoli is using Lotus Foundations as the delivery platform for its new SMB and GB Service Management Software Appliance Offerings

Partnering Across IBM to Delivery Tivoli Foundations

Standardized ServerConfiguration

Software andFirmware Patch Management User and Group Access Controls

Lotus Foundations

License Management

Lotus Foundations Core

Physical Hardware

Tivoli ISM Appliance Load


Lotus Foundations Core

Physical Hardware



Remote Access



IBM Tivoli Foundations IBM Tivoli Foundations ApplicationApplication Manager Manager

Reduce your Costs and Manage your Risk with:

“Application Monitoring in a Box” Turn-key performance & availability monitoring. Agent-less monitoring for quick and simple server and network monitoring Server and Network Discovery. Operating Systems, Email Servers, Databases, Virtual Servers, and Network Intuitive Reporting for both Real-time and Historical Data Automatic Problem Resolution Out of the Box Best Practices! Integration with Service Manager Appliance - Operational in an hour!

Operational in minutes!



NVS (Subset of SLES)NVS (Subset of SLES)

TFAM Appliance Add-onTFAM Appliance Add-on

SuSe Linux kernelSuSe Linux kernel

Core Core ApplicationsApplications

Intelligent Disk Intelligent Disk BackupBackup

System ERSystem ERDouble VisionDouble Vision

Open Open Source Source appsappsApacheApacheFTPdFTPd

AtaTalkAtaTalketc.etc.

Autonomic EngineAutonomic Engine(Based on Tivoli (Based on Tivoli

Technology)Technology)

UniService connectorsUniService connectors

Lotus Foundations Core Lotus Foundations Core

Soft Update (call home Soft Update (call home service)service)

Application Manager Appliance Software Stack

ITM v6.2.1ITM v6.2.1(including OS agents)(including OS agents)

DB2 v9.1DB2 v9.1

Monitoring for DatabasesMonitoring for Databases

Basic Network MonitoringBasic Network Monitoring

TDWTDW

TIP/TCRTIP/TCR

Monitoring for Virtual ServersMonitoring for Virtual Servers MOSWOSMOSWOS

Agent BuilderAgent Builder

Lightweight Lightweight DiscoveryDiscovery nmapnmap

Monitoring for Email ServersMonitoring for Email Servers

10



Agent-less monitoring for quick and simple OS Monitoring. Agent based monitoring is also available for critical servers that require more information gathering

OOTB alerts and expert advice for solving performance & availability problems for your key applications.

Historical trending and reporting for any metric collected. Out of the box reports to identify potential bottlenecks and track system utilization.

OOTB Integration with Event Management and TFSM Appliance

Components of Tivoli Foundations Application Manager

VirtualServer

MonitoringDiscovery

Operating Systems

Monitoring

Mail ServerMonitoring

Application Manager Appliance 1.1

Database Monitoring

Network Monitoring

Best Practices

Easy to use Navigation &

Reports

Features unique to the TFAM appliance



Launch Pad Starting Point For Utilizing the Appliance SolutionStarting Place for all Application Manager Actions

Links to Day-to-Day operational tasks that you might perform.

Administrative tasks performed on a less routine basis

In context help around each of the workspaces that are

displayed.

First step for a client is to run an agent-less discovery to see what is in their environment.



Event Console for Abnormal Availability and Performance SituationsSituation and Message Log Viewing

Current Situations happening in the environment. Can link directly down to each on

the details on each one of these and take appropriate corrective action.



Customer Benefits: IBM Tivoli Foundations Application Manager

Reduce Costs Optimize resource allocation by understanding under utilized capacity Reduce time spent in problem determination by IT Operations Reduces the mean time to repair and support the roll-out of new

applications with existing staff

Manage Risks Proactively and quickly identify and respond to problems and issues related to

key applications - before critical applications and customers are impacted Anticipate resource over-utilization, by generating proactive events and

reports against forecasted growth models Ensuring all critical servers and applications are monitored for performance

and availability.

Improve Service Restore a service that is experiencing performance and/or availability

problems with the shortest mean time to recovery possible Visualize service performance and health across network, server,

middleware and application components Automatically address problems as they arise by running automated

tasks and actions



IBM Tivoli Foundations IBM Tivoli Foundations ServiceService Manager Manager

Reduce your Costs and Manage your Risk with:

"Service Desk in a Box” Turn-key service or help desk capabilities. Requests for service for all end-user requests: break or fix and new orders. Best Practice Workflows - SMB workflows for optimized out-of-the-box experience Single Interface to support problem, incident, and change management Links changes in assets to incidents “Self Service” knowledge base available for optimized problem resolutions. Remote Diagnostics Tooling, Intuitive Reporting. Extends beyond IT services Integration with Application Manager Appliance - Operational in an hour!

Operational in minutes!



Tivoli Foundations Service Manager 1.1 – Capability

Process AutomationPowerful service request,

incident and problem

management applications

Making IT Part of the BusinessEscalation Management –

Pro active escalations to align IT as part of your business and associated reports.

Reduce mean time to repairKnowledge Management and Remote Diagnostics - - Built-in,

searchable solutions database and embedded diagnostics

for remote takeover enabling agents to resolve issues faster,

improving first call resolution rates..

Reduce help desk call volumeSelf Service and Bulletin Board – – Web-based portal that enables end users to manage service requests and real-time message display, allowing admins to broadcast to various groups helping reduce call volume and improve resolution time



Measure end user satisfaction

Survey – Measure end user

satisfaction to improve the quality

of service provided

Email ticket submission

Email Listener - Processesinbound emails into service requests streamlining service desk operations

Better decision makingDashboards and Start Centers – Actionable information and identificationof potential problems – enabling support to take corrective actions before critical services are affected.

Configuration Tooling and Workflow - - Flexible, easy to

use configuration tools, easy to use drag & drop approach to create

process workflows.

Operational efficiencyRole-based KPIs, Reports and Work

Management – – Easy monitoring

role-based KPIs , flexible reporting

capabilities and ability to

define and document tasks, activities

and other procedures

necessary for quick ticket resolution.

Upgrade, customization, configuration flexibility

Tivoli Foundations Service Manager 1.1 – Capability



Knowledge Base to Resolve Problem

Structured representation of formal knowledge– Symptoms/Cause/Resolution– Grouped under well-defined classifications



Web Replay Scenario—Organization configuration…

To facilitate quick configuration– For example, Organization and Site

configuration

To quickly train users, agents and administrators…– “How do I submit a ticket”– “How do I search the knowledgebase”– “How do I create solutions”– Introduction scenarios for the User

Interface and Navigation– “How do I customize”…

• Ticket templates• The “Dashboard” (Start Centers)• Access to applications

– Etc…

Can also be used for “operational”/macro scenarios



Enterprise Software (TSRM) Appliance Software (TFSM)Full suite of service desk and service catalog functions

Functions limited to subset of service desk functions.

- No service catalog functions.

- No service level management functions

- No Lotus Sametime and Computer telephony integrations

Licensing structure is based on number of authorized and concurrent users

Licensing structure is based on number of authorized users only

No limit on number of authorized and concurrent user license

Number of authorized users per appliance is limited to 20

Supports multiple operating systems and databases

Runs only Lotus Foundation software with WAS and DB2

Flexible to meet individual customer needs Pre-configured and pre-customized to meet SMB market needs

Emphasis on functional richness and flexibility Emphasis on consumability and quick time to value

Comparison Between Enterprise TSRM and TFSM



Customer Benefits: IBM Tivoli Foundations Service Manager

Reduce Costs Optimize productivity of operations personnel through built-in problem-

solving tools Reduced man-hours due to automating the service fulfillment process Reduced operational cost by encouraging end users to use a robust self-

help portal

Manage Risks

Process compliance by integrating with standards based incident and problem management process

Assign and track SLA compliance to your service request and requisitions Assign priority to tickets based on business impact

Ensure repeatable and consistent service delivery support process

Improve Service

Streamlined standards based incident and problem management processes for more rapid service restoration

Real-time visibility to end users on based on priority, urgency, and impact of problems, incidents, and service requests

Measure, track, and trend end-user satisfaction through built-in surveys



What This Means to IBM Business Partners

Access to new target customers– General Business Midmarket– Customers who normally would not talk to you about your

solutions– New delivery mechanism to reach “Appliance-friendly”

accounts

Deployment – Reliable, Repeatable and Faster– Built and ready to go with functional integration– Installation: operational in an hour

• Enterprise solutions can take MONTHS• Other solutions may be fast but not functional

Increased revenue – faster sales cycle coupled with on-going services

– Average sales cycle reduced from months to weeks– Services and support:

• Single vendor for support of the entire solution (HW and SW)• Opportunity for higher margins: Services can be 4 x SW revenue



Possible services approach

Single repeatable deployment –More standard single priced deployment offering

Ongoing revenue stream – yearly or quarterly – For customer: One stop shop for solution support– Example: provide remote management services, training and

management at customer site and semi annual health checks, onsite support

“By implementing these new support options we are not only meeting the requests of our resellers and customers, we are also expanding your opportunities to generate review”



Partner Feedback – Key Messages Quotes of Interest

– Sirius (Bill Steadman and team) – Came to our 1-1 meeting at Pulse and the first words out of their mouth were: "Can you get me 2 of these today?“

– Daniel Kawer (GBM - Central America) – “I could sell 20-25 of the Performance Assurance appliances in the countries I serve by EOY if they were available today.”

Price points for these appliances is going to be critical in order to compete against free ware tools in this segment and “other” appliances (Nagios and KACE)– Avnet and Arrow warned us to not price as low as Lotus Foundations though. They cannot keep

their sellers interested since the price point is too low ($229 Software part of appliance on server and $149 / user)

Half of the partners suggested a green data center appliance that does power / thermal monitoring, reporting, and visualization as well as chargeback for the mid market would be an excellent “next” target.

In terms of fulfillment, all of the partners agreed that the software portion of the appliance must be sold through our traditional PPA channel.

Appliances need to have a clear up-sell strategy– Business Assurance Appliance: Need to be able to integrate w/ TAMIT– Performance Assurance: Need to be able to extend base data collections via Agent Builder or

other agents in portfolio– Integration into eventing layer (Omnibus)



Competition in the Appliance Service Management

Analyst and Partner Feedback: – No other service management provider in the marketplace is positioned as well as Tivoli is to execute

on this strategy. Not HP, not BMC, not CA. It's a tremendous opportunity for Tivoli to reach new customers and partners by providing new entry points into their Service Management segments

There are existing competitors in parts of this market as well as new competitors entering



Customer Environment50 managed servers

Approx. 100 pvu each

Enterprise class functionality priced for the growing mid-sized organizations

Customer Environment50 managed servers

approx.100 PVU each


(TFAM)

TFAM environment limitations: Limited to maximum 150 managed end-points Multiple Foundations instances would have separate appliance views.

New Tivoli Foundations Application Manager

TFAM: $5.25/PVUTotal price: $26,250

ITM for MS Apps: $8/ PVUTotal Price: $40K

ITCAM for Applications(three pack) Entitlement

ITCAM for Applications (3 pack)+ DB2

+ Operating System (ITM)+ Customer Choice



Customer Environment4 users

Enterprise class functionality priced for the growing mid-sized organizations

Customer Environment4 users

TFSM environment limitations: Number of authorized users per appliance is limited to 20

Functions limited to subset of service desk functions. No service catalog functions is included in appliance

Runs only Lotus Foundation software with WAS and DB2

New Tivoli Foundations Service Manager

TFSM Pricing: $10k Base + $2,200per userTotal price: $18,880

TSRM Pricing Stats at:1 Fixed user: $2,750Concurrent user: $6,880Total Price = $23,390

Tivoli Service Request Manager

TSRM TFSM



Tivoli Foundations offering: One product, two chargeable components


Lotus Foundations Start for TFAM $3300

LOTU

S

Tivoli Foundations Application Manager$5.25 / PVU /managed server

150 Managed Servers Max25 Managed Network Devices MaxTi

voli

Tivoli Foundations Service Manager

Tivoli Foundations Service Manager$10,000 Base Fee

$2,200 for each Authorized User20 Max, No Charge for Self Service Users

LOTU

STi

voli

Lotus Foundations Start for TFSM $3300

Tivoli Foundations Application Manager (PID 5724-Y07) CC#1 (CC007035) Tivoli Foundations Application Manager (IPLA 201v3) CC#2 (TBD) Lotus Foundations Start for Tivoli Foundations Application Manager (IPLA 201v3)

Tivoli Foundations Service Manager (PID 5724-Y08) CC#1 (CC007036) Tivoli Foundations Service Manager (IPLA211v3) CC2 (TBD) Lotus Foundations Start for Tivoli Foundations Service Manager (IPLA 201v3)

Lotus Foundations Branded Hardware

9234-DN $3275

Lotus Foundations Branded Hardware

9234-DN $3275



How to order Tivoli FoundationsBuilt on top of the Lotus Foundations two tier model

Partner Order Process Requirements

Hardware Software

To become an authorized IBM Reseller

Sign up with VAD (and in NA, register with IBM)

Standard System X Agreement with $20k sales commit ($20K NA only) IMT rules apply

Sign up with VAD

Standard PPA Reseller Agreement and Enrollment process for NA

Obtaining a Quote from IBM

Work with VAD Work with VAD

Submitting an Order to IBM

Through VAD Through VAD

IBM Fulfillment System

XCC in US; ROW is HVEC Passport Advantage

IBM Entitlement Distributor owns equipment; title passes to distributor; IBM warranty to the end user clock starts at install date

Via electronic notification to end user

BP integrates Lotus Foundations or System x Hardware AND Tivoli Foundations Software; customer receives PoE.

Lotus Foundations or System x Hardware AND Tivoli Foundations Software ships separately from IBM.

Direct Sales / Inside Sales / Resellers initiate and close sales opportunity (Direct and inside Sales pass all leads to resellers).

VAD receives order invoice from respective Reseller and orders Lotus Foundations or System x Hardware AND Tivoli Foundations Software.

4321Download or DVD



IBM intensive actions to promote Tivoli Foundations

Anca Dragomir – Tivoli CEE Marketing Manager– Mobile: 40-723 396 254E mail:

[email protected] At the WW level:

– Dedicated page to promote local BP events around TF (http://www-01.ibm.com/software/tivoli/features/foundations/partners/index.html)– Campaing in a box– Extensive assets collection

At the country level:– Dedicated web pages, in local languages– Translated brochures – Unsolicited emailing campaing– Sales & Technical enablement for Business Partners– Telemarketing campaign – Newsletters

mailto:[email protected]



BACK UP – HW Choices



Lotus Foundations Recommended Hardware List of recommended and certified hardware for Lotus Foundations:

• Model number 9234-DNx

• IBM (optional, purchased separately): • IBM System x3200 M2 Model Number: 4367-42U (Hot Swap) • IBM System x3200 M2 Model Number: 4367-22U (Simple Swap) • IBM System x206 Model Number: 8482-3MU • IBM System x226 Model Number: 8646-0AU • IBM System x236 Model Number: 8841-01U • IBM System x346 Model Number: 8840-01U • IBM System 3105 Model Number: 4347-64x and 4347-22x • IBM System 3200 Model Number: 4363-2DU and 4362-12U • IBM System 3250 Model Number: 4365-6BU • IBM System 3400 Model Number: 7975-5AU • 9234 for release 1.1

• Other third-party hardware not certified should comply with the following requirements.

• x86-based system • At least one hard disk 100 GB in size (removable hard disk required to use all of the features) • At least one Network Interface Card (NIC) (two NICs required to use all of the features) • CD-ROM drive • VGA-based video card • At least 4 GB of RAM • Monitor and Keyboard

• List Price for recommended LF HW: $3300



Standardized Appliance Physical Machines

Utilize the 2 -3 standard hardware types and models (Entry Level and Advanced) for Tivoli Appliances:

Hardware Offering 1-year warranty only Appliance components: LCD panel, Removable HDD, flash drive Foundations preload / bios

Tivoli Appliance Foundation

Physical Hardware



Type CPU Mem HDD Flash Drive Enet Other Preload Warranty Bezel

Entry Level E7200 DC 2.53 GHz

2x1GB SS SATA 1 x 250 GBRemovable HDD with IBM 500 GB SATA drive

PATA flash with interposer card

1 Dual port Intel PRO/1000

LCD Display

Foundation 1 Year Tivoli ISM Bezel

Advanced X3330 QC 2.66 GHz

2x2GB SS SATA 1 x 500 GBRemovable HDD with IBM 1 TB SATA drive

PATA flash with interposer card

1 Dual port Intel PRO/1000

LCD Display

Foundation 1 Year Tivoli ISM Bezel

* Servers are also in the “configure-to-order” category. You can add storage, memory, or CPU.

Tivoli’s New Foundations Appliance Solutions (The first …s_New... · 2009-11-10 · Tivoli’s...

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