Winning With IBM Storwize V3700

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Winning with IBM Storwize V3700

Affordably meet storage needs

Know Your IBM

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Winning with IBM Storwize V3700: Affordably meet storage needs 2

Know Your IBM http://www.ibm.com/partnerworld/knowyouribm

Winning with IBM Storwize V3700 Welcome to Winning with IBM Storwize V3700 module. Companies of all sizes are faced with the challenge of managing massive volumes of increasingly valuable data. But storing this data can be costly and extracting value from the data is becoming more and more difficult. Midsize businesses have these challenges coupled with limited budget and IT staff. In this module you will learn how the most recent addition to the IBM Storwize family, Storwize V3700, delivers efficient, entry-level configurations, enabling small and midsize businesses to overcome these storage challenges. Make sure you navigate through all the screens so that you are able to successfully complete the quiz for this module. To qualify for KYI points or promotions associated with the module you must complete the quiz within three attempts before the deadline. If you do not successfully complete the quiz within three attempts before the deadline then unfortunately you do not qualify for KYI points or promotions associated with the module.



Introduction In the era of Smarter Computing, data is coming in at faster rates and in greater volumes, but storing this data can be difficult and costly to manage. Built upon innovative IBM technology, the new IBM Storwize V3700 disk system is designed to address the block storage requirements of small and midsize businesses while providing innovative management and advanced capabilities at an affordable cost. By the end of this module you will be able to: Know IBM Storwize V3700

• Describe IBM Storwize V3700 • List the IBM Storwize V3700 key features • Present the client benefits of IBM Storwize V3700 • List the IBM Storwize products

Sell IBM Storwize V3700

• Identify the sales process steps • List the target clients and their business needs • Identify the customer pain points • Explain the IBM Storwize V3700 value proposition • Describe the advantages of IBM Storwize V3700 • List the IBM Storwize 3700 main competitors • Explain how IBM Storwize 3700 contributes to Smarter Computing • Identify sales opportunities



Menu Know IBM Storwize V3700 Visit this section to have an overview of IBM Storwize V3700.

• IBM Storwize V3700: A smarter, affordable storage solution for midsize companies

• IBM Storwize V3700 advanced software features • Client benefits of IBM Storwize V3700 • Meet the Storwize Family


Visit this section to learn about IBM Storwize V3700 selling process and opportunities.

• Sales steps you need to follow • Target customers and business needs • Customer pain points • IBM Storwize V3700 value proposition • IBM Storwize V3700 competitive landscape • IBM Smarter Storage for Smarter Computing • A Sales conversation example • Quiz on IBM Storwize V3700 • Handle a sales conversation • Conclusion



Know IBM Storwize V3700



Know IBM Storwize V3700 IBM Storwize V3700: A smarter, affordable storage solution for midsize companies IT enterprises hold moderated budgets but are urged to respond to challenging settings and proceed quickly to establish, condense and improve their IT infrastructures. IBM Storwize V3700 entry system provides a simple, efficient and low-prized storage system designed to address customer performance requirements and infrastructure consolidation needs. IBM Storwize V3700 system includes an extensive set of advanced software features to help deploy and administer SMB IT environments:

Easy to use

Storwize V3700 is an easy to manage and deploy system with embedded graphical user interface based on the IBM Storwize interface design.

Thin provisioning

Storwize V3700 has Thin provisioning capabilities to optimize the allocation of the space needed.

Non-disruptive migration

Storwize V3700 offers Non-disruptive migration from FC storage that helps speed implementation and minimize disruption.

Sophisticated data protection

Storwize V3700 protects data with integrated IBM FlashCopy technology.

Multi -protocol support

Storwize V3700 Multi-protocole support –iSCSI, FC and FCoE– provides consolidation flexibility.

Full interoperability

Storwize V3700 supports an extensive suite of Microsoft and VMware solutions.



Know IBM Storwize V3700 IBM Storwize V3700 advanced software features IT organizations need to respond to dynamic environments and act quickly to consolidate, simplify and optimize their IT infrastructures while having limited resources. The new IBM Storwize V3700 system provides a smarter solution that is affordable, easy to use and self-optimizing, enabling organizations to overcome these storage challenges.

• Companies will see their IT productivity enhanced with an easy-to-use GUI and point-and-click system management capabilities

• Your customers will have continuous access to data with integrated non-

disruptive migration. Data will be protected with integrated IBM FlashCopy technology

• Small and midsize businesses will experience rapid, flexible provisioning and

simple configuration changes with internal virtualization and thin provisioning

• V3700 dual controllers with up to 180 TB of capacity and 8 GB of cache

packaged in a compact, 2U 19-inch rack-mount enclosure are an added value for the client

• Scalability up to 120 2.5-inch disk drives or 60 3.5-inch disk drives with four

expansion units will help your customers face storage growth.

• Midsize businesses will profit from host attachment through 1 Gb iSCSI ports (standard), with support for 10 Gbps, Fibre Channel over Ethernet and 8 Gb Fibre Channel available as options.

With the IBM Storwize V3700 the customer can benefi t from advanced functionality and reliability usually only found in more expensive systems and at the same time reduce power consumption with energy- saving features.



Know IBM Storwize V3700 Client benefits of IBM Storwize V3700 The Storwize family of products from IBM, a recognized leader in the storage industry, is known for allowing a proficient and high quality enforcement for any kind of workload. IBM System Storage offerings such as Storwize V3700, customized for small and midsize organizations, are specifically designed to deliver performance in streamlined packages that are easy to buy, deploy and manage.

• Internal virtualization and thin provisioning at no extra cost: select the particular measure of space precised at the requested moment.

• High performing system and green efficiencies reduce energy expenditures.

• High-level data protection that includes FlashCopy technology.

• The solid state drives (SSDs) supported by IBM Storwize V3700 can be used to

improve application performance while simultaneously reducing power and cooling requirements.

• Optimize performance through cost-effective deployment of solid-state drives (SSDs) with IBM System Storage Easy Tier technology (*).

• Management expertise capabilities with an easy-to-use embedded graphical

user interface; there is not need to have an expert to administrate the system.

• Multiprotocol support (iSCSI, FC, FCoE) provides consolidation flexibility by meeting a range of workload requirements.

(*) SOD: IBM plans subject to change



Know IBM Storwize V3700 Meet the Storwize Family Midsize companies are expected to operate with an enormous quantity of ever increasing useful data while having limited budget and IT staff. IBM is addressing these challenges with the power of IBM Smarter Storage for Smarter Computing. IBM Storwize family, part of IBM Midmarket Growth strategy, is a comprehensive range of fully virtualized storage systems where Storwize V3700 is the newest component. Family of storage systems and storage virtualizatio n systems

• One code base on all platforms • One set of functions (selectively licensed) • One client experience • One Command Line Interface

Storwize V3500 (China only) Storwize V3700 (New!) Storwize V7000 Storwize V7000 Unified Flex System V7000 (New!) SAN Volume Controller



Sell IBM Storwize V3700 Sales steps you need to follow Learn to identify the different steps of the sales process and what is expected from you at each stage.

Prospecting

Your search for (new) customers • Look for opportunities in your

existing install base • How to deal with objections and

leave the door open for future sales

• Introduce yourself, state your purpose, qualify, plan next steps

Finding Customer Pains

Becoming a Sales Consultant • Understand customer needs • Identify problems your products,

services and financing can solve • Understand competition • Help your customer understand

the business implications of the problem and move from problem awareness to solution commitment

Qualifying the Customer

How to avoid wasting your valuable time in chasing prospects who will never become customers

• Make sure the solution solves the customer's problem

• Find out if the customer sees the value of your product

• Confirm that the customer has the budget to purchase and determine if ready to purchase

• Talk to the right person, who can make a buying decision

Closing the sale

Basic pointers to winning • Close from the beginning • Recognize when potential

customers are ready to buy • Note that free trials often lead

directly to sales • Choose from the IBM portfolio of

migration or consolidation assessment tools and incentive offerings to open doors with customers and progress deals



Sell IBM Storwize V3700 Target customers and business needs Small and midsize companies are required to handle huge volumes of important data on restricted budgets. Designed upon revolutionary IBM technology, Storwize V3700 solves the block storage needs of small and midsize organizations in all industries. Storwize V3700 common storage network technologies enable easy implementation and management.

We need to manage incr easing storage complexity.

Storwize V3700 offers an intuitive user interface based on proven GUI, initial set up in a few minutes and volume provisioning in as few as four clicks. Small and medium businesses IT managers will appreciate the benefit that can be obtained from the simplicity of an advanced user interface.

Storage growth is more and more difficult to manage.

Data center and operations managers can count on Storwize V3700 to help them manage store growth. Storwize V3700 includes high performance thin provisioning and internal virtualization capabilities that designate the exact measure of space required at any moment.

We are a small company that has limited resources but we need to remain active in changing scenarios.

Small and medium companies IT directors will find that Storwize V3700 offers very low price model for an entry system. It means up-to-date configurations at 20% lower cost than other solutions with similar configurations and includes advanced functions like internal virtualization at no extra cost. V3700 is a reasonably prized smarter storage solution.

We are forced to deal with many storage performance problems.

Storwize V3700 supports up to 8GB of cache per controller, Solid State Drives and EasyTier (*) to improve performance. Storwize V3700 includes advanced functions that will convince medium businesses IT directors and CIOs to trust IBM to improve their company's performance. (*) SOD: IBM plans subject to change



Sell IBM Storwize V3700 Customer pain points Small and medium IT organizations need a storage strategy that anticipates dynamic growth and manages its data with a flexible, cost-effective storage infrastructure. An affordable and self-optimising solution such as Storwize V3700 will also provide them with performance improvements and greater efficiency for managing business data. With Storwize V3700, administrators will consolidate the storage infrastructure without increasing costs and complexity.

Customer pain points

• Stranded servers and rapid data growth • Inefficient environment due to dispersed direct-

attached storage • Lack of IT expertise to manage new solutions • Budget restrictions to deploy more efficient solutions • Increasing costs –hardware, software, energy

expenses– with a decreasing budget • Storage sprawl due to poor disk utilization • Storage sprawl causing storage and administration

inefficiencies • Reduced productivity and increased cost caused by

isolated server and storage management tools

Storwize V3700

IBM Storwize V3700 provides better performance than previous generation of entry systems and a comprehensive series of innovative software features that include:

• Built-in management capabilities with an easy-to-use, embedded graphical user interface based upon the breakthrough Storwize family user interface

• Internal virtualization and thin provisioning at no extra cost: assign the specific amount of space needed when it is demanded

• Advanced data security with FlashCopy technology included (up to 64 targets)

• Near-continuous availability through non-disruptive migration integrated into the system

• Multi-protocol support (iSCSI, FC and FCoE) for consolidation flexibility

http://www.youtube.com/watch?v=zTaCDeNonjc Video: IBM Storwize V3700 storage system Duration: 1:59



Sell IBM Storwize V3700 IBM Storwize V3700 value proposition Storwize V3700 , the most recent addition to the IBM Storwize family of disk systems, offers high performance, storage efficiency and data-protection capabilities specifically created to satisfy the requirements of small and midsize businesses. Designed to provide organizations with the ability to consolidate and share data at an affordable price, Storwize V3700 offers advanced software capabilities usually found in more expensive systems.

IBM Storwize V3700 advantages

Easy to use

Storage pooling allows users to mix different arrays in one pool, making Storwize V3700 more efficient, flexible and easy to use. Storwize V3700 offers point-and-click management capabilities and its intuitive user interface can be setup in less than 5 minutes.

Highly efficient

IBM Storwize V3700 includes:

• Thin provisioning • Non-disruptive migration • High performance delivered with support for 8Gb Fibre

Channel host interface cards • SSD support • Sophisticated data assurance with FlashCopy • Base iSCSI host interface • A comprehensive roadmap that will continue to

address the most important requirements from our clients

• SAS host interface is in plan for 2013

Affordable Storwiz e V3700 up-to-date features at 20-30% lower price, including advanced functions like internal virtualization at no extra cost.



Sell IBM Storwize V3700 IBM Storwize V3700 competitive landscape The Storwize family of products from IBM, a recognized leader in the storage industry, is known for providing efficiency and high-performance storage for any type of workload. Structured upon advanced IBM technology, the new IBM Storwize V3700 entry disk system is oriented to match the block storage need of small and medium companies while providing innovative management and advanced capabilities at a low cost.

HP P200 G3

HP Proposals IBM Advantages

• HP will claim that their graphical user interface is easier to use because it requires one step less (storage pooling)

• HP will point at the

functionality that is currently missing from Storwize V3700, like SAS host interface

• HP will propose aggressive discounts or single controller models

• Storage pooling makes Storwize V3700 more efficient, flexible and easier to use than HP P2000. It can be easily proven comparing both GUI's demos. Storage pooling allows users to mix different arrays in one pool

• IBM Storwize V3700 includes High

performance delivered with support for 8Gb Fibre Channel host interface cards, SSD support, FlashCopy, base iSCSI host interface and a comprehensive roadmap that will continue to address the most important requirements from our clients

• HP is not able to match our lower TCO,

included advanced efficiency features and our proven solutions together with System x. Real-world configurations at 20-30% lower price



EMC VNXe3150/5100

EMC Proposals IBM Advantages

• EMC will claim that with VNXe a user can provision a 1 TB volume in less than 10 minutes

• EMC will point at the

functionality that is available on the VNXe and currently missing from Storwize V3700, focusing on file access, deduplication, and compression

• EMC will propose aggressive

discounts

• With Storwize V3700 a volume can be provisioning in as few as four clicks. Storwize V3700's intuitive user interface can be setup in less than 5 minutes, unlike the complex "unified" launcher for two different interfaces on EMC VNXe

• Storwize V3700 offers proven storage

built in efficiency features, unlike VNXe that due to performance issues recommends that data compression and deduplication not be used for "response-time sensitive applications"

• Storwize V3700 offers real-world

configurations at 20-30% lower price than VNXe with no hidden costs, like the additional services and SW features from EMC

Dell PowerVault MD3x00

Dell Proposals IBM Advantages

• Dell will claim that their graphical user interface is easier to use

• Dell will point at the

functionality that is currently missing from Storwize V3700, like SAS host interface

• Dell will propose aggressive

discounts

• Storwize V3700 offers point-and-click management capabilities with an easy-to-use, embedded graphical user interface

• IBM Storwize V3700 includes High

performance delivered with support for 8Gb Fibre Channel host interface cards, SSD support, FlashCopy, base iSCSI host interface and a comprehensive roadmap that will continue to address the most important requirements from our clients

• Storwize V3700 offers very low price

model for an entry system: real-world configurations at 20% lower price, including advanced functions like internal virtualization at no extra cost



Sell IBM Storwize V3700 IBM Smarter Storage for Smarter Computing We live on a Smarter Planet where systems are highly instrumented, interconnected and intelligent. Data is coming from new places, in greater volumes and at faster rates. Companies able to harness data unlock patterns faster, serve customers better and outpace competitors. IT teams are stressed to the limit, using old processes and technologies to manage growing workloads and new solutions like cloud and analytics. Something has to change. IBM Smarter Storage is Efficient by design, Self-optimizing, and Cloud agile. Storwize V3700 is a very important component of IBM Express portfolio and it is also a critical piece of IBM Mid Market Growth strategy.

Efficient by design

With Smarter Storage, essential storage technologies are built in and tightly integrated. Features like internal virtualization, Flashcopy technology and an easy to use GUI make efficiency effortless, requiring no manual intervention. Management is intuitive. Storwize V3700 , the most recent addition to the IBM Storwize family of disk systems, offers proficient, entry-level configurations specially created to address the necessities of small and midsize companies.

Self -optimizing

Smarter Storage analyzes data access patterns, adapts and improves performance. Sophisticated internal analytics automatically place data on the appropriate storage tier. The new IBM Storwize V3700 system provides a smarter solution at the best price obtainable by including high performance thin provisioning and internal virtualization capabilities, and by helping your customers get the most out of SSDs with Easy Tier.



Cloud agile

Smarter Storage fully participates in highly virtualized cloud environments. IBM and non-IBM storage are managed as one virtual pool. All systems inherit IBM's advanced capabilities. Data is automatically synchronized. Files flow to users wherever they are. IBM Storwize 3700 offers non-disruptive migration included in base price and built-in support for OpenStack compute cloud environments.

http://www.youtube.com/watch?v=AePPKiXE4xM Video: Introducing IBM Storwize V3700 Duration: 2:30



Sell IBM Storwize V3700 A sales conversation example IBM provides proven storage solutions that feature innovative technologies, open standards, excellent performance and storage software. Find out how IBM Business Partners can share the IBM latest smarter solution, Storwize V3700 , with small and medium organizations to enable them to overcome storage challenges. “Our storage environment is growing really fast and it is becoming more and more difficult to manage. How can IBM help us?” “IBM has just introduced the Storwize V3700 system, a powerful, accessible and efficient storage system designed to address growing data requirements and consolidation needs. Storwize V3700 raises the standard for entry-level disk systems by incorporating a rich set of features to help your company deploy, manage and administer IT environments.” “Maybe so, but my company needs to be sure that our storage is well utilized and that our staff is able to support storage growt h.” “Storwize V3700 has been designed for exceptional ease of use. The system offers configuration options to speed and simplify the implementation process. Volumes can be provisioned with only a few clicks. Storwize V3700 uses an intuitive, easy-to-use graphical user interface which simplifies deployment and ongoing storage management. “ “That sounds great, because our company is small an d we need to improve cost effectiveness of managing our current storage!” “Don't worry about that, one of IBM's major enhancements of the V3700 is an optimized performance through cost-effective deployment of solid-state drives (SSDs) with IBM System Storage Easy Tier technology (*). IBM Storwize V3700 disk system is conceived to meet the block storage needs of small and midsize companies while offering advanced operation, storage proficiency and data safety features at an affordable price.” (*) SOD: IBM plans subject to change “Ok, I think IBM's definitely worth considering, bu t we are using another vendor at present…” “Most organizations I'm speaking with who use EMC or NetApp storage typically say the same thing when they evaluate Storwize V3700: they're very impressed by the ease of use of the device. Storwize V3700 has simple, single device setup and management. Should we schedule a product demonstration for a close-up view of the solution?”



Sell IBM Storwize V3700 Quiz on IBM Storwize V3700

What are the top reasons why IBM Storwize V3700 is better than the competition?

• Easy to use, embedded web-based user interface

• Standard software features, high performance and ease of use

• Proven IBM software functionalities included in base price

• Wide set of optional software features at an inexpensive price

That is correct! IBM Storwize V3700 is better than the competition due to its ease-of-use, its embedded web-based user interface, its proven IBM software functionalities included in base price and its wide set of optional software features at an inexpensive price.



Sell IBM Storwize V3700 Handle a sales conversation In a sales conversation, there are some concerns that your potential clients may have and that you need to answer. “We need a storage system to support the performan ce demands of server virtualization.” “Storwize V3700 has built-in efficiency features that include virtualization. Storage virtualization complements server virtualization and can help simplify your IT environment while lowering your total cost of ownership.” “We work with Microsoft applications and platforms . How can IBM help improve Microsoft IT environments?” “ Storwize V3700 offers support for Microsoft applications and platforms increasing flexibility, reducing implementation risk and delivering a more robust information infrastructure.” “We are not very confident about IBM's service. Wha t happens if we have a problem?” “Someone from IBM or an IBM partner can contact you to get to the root of the problem. IBM focuses on mission critical IT environments, taking great measures to ensure maximum performance and uptime.” “Other companies have proposed significant discoun ts on the purchase of their products.” “ Storwize V3700 offers very low price model for an entry system: real-world features at a 20-30% reduced price, including advanced functions at no extra costs. How could they beat that?”



Conclusion This is the end of the learning module Winning with IBM Storwize V3700 .

• In Know IBM Storwize V3700 you learned about the features and advantages of using IBM Storwize V3700, the benefits and the solution portfolio

• In Sell IBM Storwize V3700 you learned about the selling process, target

clients, competitive landscape and read examples of how to handle a sales conversation

To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at http://www.ibm.com/partnerworld/knowyouribm. Once you enter the quiz, you will not be able to return to the module so please ensure you have reviewed the entire module in detail. As a Know Your IBM user you have the option to view education modules in numerous languages. Please note that you only get rewarded once for completing each module. To learn more about Storwize V3700, continue to the next step courseware To learn more on the V3700 click here to get started Introducing the IBM Storwize V3700 (IBM Storage Sal es - Lecture) http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu39672 For more deep dive technical training we recommend you IBM Storwize V3700 Introduction http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu40253 IBM Storwize V3700 Demonstration http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu40280 IBM Storwize V3700 Systems Part 1 http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu39828 IBM Storwize V3700 Systems Part 2 http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu39829 IBM Storwize V3700 Technical Announcement http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu40119 IBM Storwize V3700 Technical Introduction http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu40255 To get more sales/tech info, go to v37 page on PW https://www.ibm.com/partnerworld/wps/pub/overview/HW264 To get a view of what your customers are seeing, go to the public v37 page http://www-03.ibm.com/systems/storage/disk/storwize_v3700/index.html You could consider also the cert for "IBM Certified Specialist - High Volume Storage Fundamentals V3" (Available May 2013) http://www-03.ibm.com/certify/certs/sm_index.shtml Good luck!

Winning With IBM Storwize V3700

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