Sales Guide

Oracle SPARC T8 and

M8 Servers

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 Sales Guide

Table of contents /Oracle SPARC T8 and M8 Servers

Market insight | 3 Offer | 4 Audience | 5
• Market opportunity • Solution description • Key messages
• Target market • Elevator pitch • Sales tactics & messaging
• Industry trends & challenges • Benefits • Key features
• Key audiences and pain points • Value proposition • Conversation starters / topics to investigate

SWOT analysis | 6 Customer challenges and competition | 7 Use cases and references | 8
• Addressing customer challenges • Use Case 1: Update and modernize legacy SPARC
• Addressing competitive FUD installations
• Overcoming objections • Use Case 2:Batch processing speed up
• Competitive traps to set • Use Case 3: Real time analytics

Selling tools and contacts | 9

• Benchmarks / technical evidence
• Selling motions
• Cross selling opportunities
• Analyst reports
• Additional resources
• Key contacts

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 Sales Guide

Oracle SPARC T8 and M8 Servers

Market opportunity Target market

The total EPIC/RISC/Unix/Linux market grew from $3.3B USD in 2017 to $3.5B USD in Organizations that are:
2018, or 6% growth Y/Y. Revenues were $2.1B through the first 3 quarters of 2019 and • Utilizing 3+ year old SPARC servers
annually are expected to be slightly down compared with 2018 Y/Y, but still larger than
• Running business-critical applications on UNIX
2017 levels.* Compared with the years preceding 2017, this is very good news for SPARC
sellers, since up until then the UNIX infrastructure market had experienced declining Y/Y • Are running competitive UNIX servers:
revenues for some time. Many applications currently running in the UNIX environment - Legacy IBM POWER (550, 560, 570, 575 ,750, 755, 770, 775, 780)
are hard, or too risky, to move to X86, and therefore in it is usually easier for customers - HP Itanium (rx2800, SuperDome)
to just stay with the infrastructure they currently have.
• Customers running a range of small to large workloads including Java, middleware,
In Q3 FY20, Oracle SPARC server sales grew Y/Y reflecting the improvement in the UNIX database, and enterprise applications (e.g. ERP, CRM, HCM)
market. Existing SPARC customers value the benefits they receive from SPARC • Customers who have had or are worried about major security breaches
technology and will continue to build-out their infrastructures going forward. Upgrading
these customers to new Oracle SPARC M, T and S servers is a viable strategy for FY21 and
beyond.
*Source: IDC Server Tracker, CY 2019

Industry trends & challenges Key audiences & pain points

• Customers want to move some applications and test / dev to the cloud, but many VP of IT (Infrastructure)
require business-critical applications to be run on-premises or in private clouds • Reduce capital expenditures
• Customers want to keep their data local to their regions to meet regulatory • Converting legacy support spend to innovation spend
requirements
• Improve security
• Generic self-assembled application infrastructure doesn’t optimize for cost
• Inability to move legacy applications to the cloud
• Customers have been overpaying for fully-featured VMware licenses
Enterprise Architect
• As security is becoming a greater concern, server security is becoming a new criteria
• Need to modernize legacy infrastructure
for vendor selection
• Ability to expand capacity with vertical scale architecture
• Interest in in-memory computing is growing and represents a new opportunity for
advanced technologies • Ensure up-time and high availability
• x86 / Linux is expanding from mainly departmental computing to enterprise • Modify the overall architecture to support cloud
applications
• Migration from UNIX to Linux present increased business risk and potential delay in
time to value

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 Sales Guide
Oracle SPARC T8 and M8 Servers
Elevator pitch
As an Oracle SPARC customer you know the value of running business-critical
applications in a secure, stable UNIX environment, and SPARC servers are still the best
platform to further maximize your company’s ROI. SPARC T8 and M8 servers offer the
industry’s highest-performance CPU for UNIX environments with the increased security
and enterprise readiness of SPARC systems, including Silicon-Secured Memory and
unique optimizations to accelerate Oracle Database and Java applications.
SPARC servers utilize the Oracle Solaris OS and run encrypted database and Java
workloads without performance overhead. Many of the vulnerabilities which have been
detected in ‘industry standard’ processor architectures are not present in SPARC systems.
In addition, you can consolidate Oracle Database and enterprise applications, and deploy
new ones on fewer SPARC servers, with fewer software licenses and at less cost.
Can we set up a time to discuss how Oracle SPARC servers can benefit your company?
Benefits
• Achieve up to 7X better performance per core, reduce hardware requirements
• Reduce costs using fewer software licenses—M8 core is 40% faster vs. Power8
• Achieve faster application performance—M8 processor is 7.5X faster vs. Power8
• Protect data with no performance loss using end-to-end encryption
• Protect your application memory with Silicon Secured Memory
• Gain up to 10X faster data analytics with Data Analytics Accelerator (DAX)
• Reduce storage consumption, accelerate analytics with in-line decompression
• Consolidate workloads with a complete suite of no-cost, low-overhead virtualization
• Gain deployment flexibility utilizing a customized SPARC Cloud
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Solution description
• SPARC T and M Servers are rack-optimized, scale out/mid-range/high-end servers
designed for high performance, business critical applications requiring enterprise
reliability. They can run small to large workloads and consolidations of any size.
• SPARC T8-1: 2RU, single processor system
• SPARC T8-2: 3RU, two processor system.
• SPARC T8-4: 5RU, four processor system.
• SPARC M8-8: Up to eight processors or two static physical domains, each up to 4
processors for application isolation, high availability. Up to 8TB RAM.
• Includes: M8 (5.0 GHz) Solaris OS, OVM Server, OEM Ops Center
Value proposition
VP of IT (Infrastructure)
• Higher performance per core means fewer software licenses and lower costs
• Oracle SPARC systems are powered by the world’s fastest processor
• Always on encryption provides advanced 24/7 mission-critical security
• Provides options for a SPARC Cloud
Enterprise Architect
• Oracle hardware is optimized to run Oracle software best
• Scales from a 32 core single processor system to 8 processors with 256 cores
• Mission-critical servers designed for enterprise availability
• Can support an integrated on-premises/cloud architecture
 Sales Guide

Oracle SPARC T8 and M8 Servers

Key messages by persona Sales tactics & messaging

VP of IT (Infrastructure)
• Faster servers = Fewer servers = Reduced spend.
• SPARC M and T servers improve system utilization, ideal for consolidation
• Mission-critical security features included at no extra cost
• The massive compute power, memory, RAM and high RAS ensures meeting SLAs
Enterprise Architect
• Replace abandoned Itanium servers and lagging POWER servers with SPARC
• M8-8 scales to 8 CPUs/256 cores in a single system image, for large workloads
• SPARC M and T servers have been designed for extreme RAS
• SPARC M and T servers are compatible with a SPARC Cloud
UNIX Consolidation: IBM/HP Takeout and SPARC refresh
• Target existing Oracle SW customers with both SPARC and IBM UNIX or HP UNIX, ask if
they plan to modernize their UNIX platform?
• Use the One Unix Sales Play presentation to explain the benefits of consolidating on to a
standardized UNIX platform from Oracle including:
- Save money on Oracle software licenses by running on SPARC servers
- Improve security with on-chip encryption, Silicon Secured Memory (SSM) and Solaris
patching, access control and compliance auditing
- Gain industry-leading performance, scalability and capacity
- Reduce complexity found in multi-vendor environments

Key features Conversation starters / topics to investigate

• SPARC M8 processor with 32 cores per CPU and 256 threads per CPU What if there were a server platform that:
• 1, 2, 4, 8 processor models: from 32 cores up to 256 cores, 2048 threads
• Built-in, on by default Software in Silicon 1. Was based on the world’s fastest commercial processor?
- Silicon Secured Memory (SSM) protects application memory 2. Had 40% better performance per core than the IBM Power8 processor?
- On chip encryption acceleration 3. Performed up to 7X faster per core than the Intel Skylake processor?
- In-line data de-compression for reduced storage and increased 4. Was optimized for high performance and efficiency running Oracle Database and
DB performance applications?
• No-cost virtualization: Oracle VM for SPARC (LDoms) and Oracle Solaris Zones 5. Protected against harmful viruses and hackers?
• Integration of hardware and software: Oracle “red stack” 6. Provided cloud options?

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 Sales Guide
Oracle SPARC T8 and M8 Servers
Oracle strengths
• Oracle “red stack” integration for best performance, availability and security
• Faster per core than x86 and IBM POWER8
• Lower software costs for SPARC M and T servers vs IBM POWER and x86
- 0.50 software license multiplier vs.1.0 for IBM Power = fewer SW licenses
- No-cost security with SSM, Solaris patching, delegation and automatic auditing
- Low-overhead and no-cost virtualization and no-cost Solaris
• Database query acceleration (DAX) for real time analytics
• High single system RAS means you can safely run mission-critical applications
• Offers a Unix cloud option through Oracle Advanced Customer Services
Oracle weaknesses
IBM:
• Historic per core performance advantages, strong perceived hybrid cloud story
Capacity on-demand acquisition model
• Software and skills availability
• Industry’s move to scale-out architecture helps x86 sales
HPE:
• Customer relationships are very strong
• Successfully migrated many HP-UX/Itanium customers to x86/Linux
x86 / Linux:
• Perceived as ‘industry standard’ and cloud = x86
• Lower hardware acquisition cost, greater software and skills availability
• Market move to scale-out architecture helps x86 sales
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Oracle opportunities
• IBM:
- AIX customers looking for cloud offering supporting UNIX, they don’t have it
- Show benchmarks where POWER8 is slower than SPARC
- Explain POWER8 Oracle SW multiplier is 1.0, means more Oracle SW licenses
• HPE
- Target customers where HPE is pushing Itanium to migrate to Linux
• X86/Linux
- Show benchmarks where x86 is slower per core than SPARC
- Drive full TCO analysis to show VMware is very expensive, high overhead.
- Show much lower cost of administration with Solaris vs. Linux
Oracle threats
• Assume all UNIX customers are evaluating new architectures, x86/Linux
• Anticipate market perception that UNIX is dying/dead, Red Stack means lock-in
• Watch for IBM pushing the IBM OpenPOWER initiative, remind customers that this still
only works on Linux. There is no solution yet for AIX, migration required
• HPE customers are being pushed to migrate to Linux with HPE’s help. This is more
challenging for HP now that they have divested the Services (old EDS) group.
• Preempt customer concerns over SPARC being a closed architecture. Use discussion
points around Openstack support and cloud capabilities to counter
any concerns
 Sales Guide
Oracle SPARC T8 and M8 Servers
Addressing customer challenges
• Increase capacity: new SPARC M8 processor-based servers can scale from 1-8 CPUs,
and up to 256 cores, offering substantial capacity in a single system.
• Resource reductions: Improved performance, no-cost OS, virtualization, encryption,
system management reduces HW/SW acquisition/operating costs.
• Improve security: SPARC M8 processors and Solaris for unmatched security
• Deliver IT services faster: OVM for SPARC and Solaris Zones provide near zero
overhead virtualization for rapid and efficient application deployment.
• Improve analytics: SPARC M8 SQL query acceleration and memory decompression
provide up to 10x faster analytics.
• Simplify IT management: Solaris 11 and OEM Ops Center provides greatly simplified
systems management and patch management.
Overcoming objections
• “Isn’t SPARC a dying technology?”
─ Leading global companies continue to invest in SPARC technology
─ Utilizing Oracle Advanced Customer Services you can run a SPARC Cloud
• “SPARC systems are more expensive than x86.”
─ SPARC S7 has better price performance than x86 but with enterprise features
─ Fewer SW licenses are required, Solaris OS and virtualization at no extra cost
• “Isn’t IBM faster per core?”
─ No, SPARC S7-2 processor delivers same per core performance as Power8
─ Plus SPARC S7-2 delivers 43% better price/performance than Power8
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Addressing competitor FUD
• IBM
- Claims faster per core than SPARC, so fewer software licenses and lower acquisition
cost: But SPARC servers actually require fewer software licenses
- IBM says Power runs Oracle Database better than Oracle: We build the database and
the hardware, our HW and SW are optimized for the best performance
- IBM Pushes cloud (hybrid cloud): But there is no AIX OS in the IBM cloud
• x86/Linux:
- Claims to be ‘industry standard’ and what everyone uses: Migration from UNIX to Linux
can be hard and expensive. A better option for UNIX customers is SPARC
- SPARC is designed for business critical workloads and is integrated with the #1
Enterprise database
Competitive traps to set
• Do you really believe that IBM Power is faster per core than SPARC? Ask IBM to explain
these benchmarks that prove the SPARC M8 processor is 40% faster per core and 7.5X
faster overall than Power8.
• Do you want your database and applications to run securely encrypted 24/7 with no
slowdown in performance? Ask IBM how they deliver that on Power systems.
• How can IBM optimize at the Oracle Database-level? Is there source-code engineering?.
• What is your plan for cloud? How will you migrate your current business-critical UNIX
applications to the cloud?
• Does your current UNIX server provider own and operate a Unix cloud with the same
architecture as on-premises?
 Sales Guide

Oracle SPARC T8 and M8 Servers

Infrastructure modernization/upgrade
• Modernizing the infrastructure for legacy business
critical UNIX infrastructure
• Simplify the operations by moving to a single
platform. Move to one UNIX, Solaris
• Improve security, reduce footprint, improve
performance, especially on Oracle software and
increase security
Batch processing speed up
• Modernize and increase compute capacity of their
mission critical batch processing system
• Highest system availability is required for large and
complex workloads at this compute tier
• Add workload capacity and higher performance levels
with room for expansion in the future
Real time analytics
• Lines of business want to move from inflexible batch
analytics to real-time analytics
• This requires running data analytics on OLTP
databases using in-memory database technology
• DAX acceleration is a key enabling technology

Customer reference Customer reference Customer reference

Multi-national consumer electronics company Large financial company B&H Photo and Video
Challenges: Challenges: Challenges:
• Upgrade legacy SPARC servers • Support SPARC / Solaris custom legacy application • Improved experience for online phone customers
• More capacity for existing apps and IBM • Solaris 10 required • Faster analysis of state of the business
consolidation • Increased capacity and higher performance • Easy migration path to real time analytics on SPARC
• Better performance to improve customer experience • High availability Solution details:
• Scale-out for future scalability and growth • SPARC M7-based servers
Solution details:
Solution details: • SPARC M7-8 servers • Oracle Database In-Memory
• SPARC T7-2 servers • Oracle VM for SPARC: S10 guest domains Benefits:
• Oracle Virtual Machine Server for SPARC Benefits: • OLTP and analytics on same database
Benefits: • 6x increase in performance • Up to 83x faster analytics vs. same server without
• 3x faster online transactions Software in Silicon
• 2x greater ‘in-box’ capacity
• 1.5x greater I/O for high data volumes • Better customer experience as analytics are run on
• Low-risk application migration, higher availability
up-to-date production databases instead of out-of-
• Improved security with SSM
date data warehouses with just a subset of data
• Lower OPEX through consolidation and efficiency
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 Sales Guide

Oracle SPARC T8 and M8 Servers

Benchmarks / technical evidence GTM plans Solution BOM
• Oracle SPARC M and T Servers
For Benchmarks and Technical Evidences, have your • Oracle Solaris 11
Sales Consultant/Engineer go to the internal SAE sites:
• Oracle VM Server for SPARC
• How To Win With SPARC
• Oracle Enterprise Manager Ops Center
• Blog: Best Performance
• Oracle Database
• Oracle Support

Analyst reports / white papers Additional resources Key contacts

Bill Jacobs – Product Marketing
• Encrypting Oracle Workloads becomes Cost- • SPARC M and T Servers
Nick Cock – Systems sales enablement
Effective and Mandatory (PDF) Wikibon • SPARC on Oracle.com Steve Zivanic-VP Cloud Business Group
• Coalfire: Enhanced Data Center Security with Oracle • All SPARC wins and references
SPARC and Oracle Solaris for business benefits • Compete Battle Card: T8 vs. IBM POWER8 (S8, E8)
• Edison Group: Advantages and Efficiencies of • Compete Battle Card: M8-8 vs. IBM E880C
Oracle's SPARC S7 Server Over Commodity • Compete Battle Card: T8-1 vs. IBM S924
Alternatives (PDF)

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