Sales Tools, Programs,

Resources & Events

Firat Ozturk
IBM MEA Flashsystem Technical Sales Leader
firat@ae.ibm.com
06.12.2016, Riyadh
Agenda: Sales Enablement Tools & Events
Dedicates Sales and Technical Teams
Flash Essentials & Flash Essentials Subscription Center
Boot Camps, FlashOne Workshops, Webinars
Marketing Events
Sales Applications
How to Sell Flash
TCOnow! For Flash
Flash Centers of Competency
FLiP
IBM System Storage Interoperation Center (SSIC)
Deal Acceleration Resources
Incentives, POCs, Demos
IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 2
 Why Sell IBM FlashSystem
Economic Performance Benefits for You
Benefits for Benefits for as a
Your Clients Your Clients Sales Leader

IBM FlashSystem has a significantly Reduces application processing Flash is the fastest growing segment
lower TCO than tier 1 disk with a full times up to 98% within Enterprise Storage and will be a
suite of Delivers 100 microsecond $7B market by 2017
software-defined storage features and response times and provides the IBM is Ranked #1 by Gartner as the
capabilities lowest latency offering with greater worldwide market leader in Flash
FlashSystem reduces physical capacity and reliability Storage Solid State Arrays 3 years in a
footprint by up to 97% and power IBM FlashSystem is low-risk, row
consumption by up to 95% (Gartner, May 2015) One page slide
easy to manage, and easy to impleme
FlashSystem has the best guarantee IBM is the performance leader in flash
nt
in the all flash array market IBM has the finest product support technology. FlashSystem is proven
IBM has unparalleled R&D, organization in the world and IBM reliable, >
architectural design, worldwide service includes a Technical Advisor for the 30 years of deployment success
and installation life of the FlashSystem maintenance Dedicated Sales Enablement Team
contract
Lower IT costs, increase application performance, improve data economics, and
accelerate business insights with IBM FlashSystem
IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 3
The Flash Essentials Wiki Your One Stop

All new assets will be in the

Flash Essential Wiki as they
Over 260 Client facing win stories
become available. If you are Sales tools & presentations
not a member be sure to join.
Flash Essentials Wiki for IBM Internal Sales and Product info
BP Flash Essentials Wiki for Business
Partners
Events and trainings
To gain access you need a Partner World
login.
Newsletters, videos, webinars, etc.
Then request access:
Nathalie Bickley or Patty Crowell

More information on PartnerWorld.

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 4
Its not spam! When added to Flash Essentials, you
receive this email.

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 5
 How do you receive updates about Flash Essentials?
Subscribe to choose the types of Flash
communications you prefer to receive
Events: Receive notices on FlashSystem boot camps,
workshops and other events based on the country and
territory information you submit.
Featured Content: Periodically, the Enablement team
will feature the 'best of the best' FlashSystem content to
help with various stages of the sales cycle.
Flash Essentials Newsletter: Providing you the latest
links to all new and updated content found on Flash
Essentials.
Technical Bulletins: All technical content, technical
announcements, and totally techie information.
Webinars: Announcing upcoming topics and providing
links to recorded FlashSystem webinars.
WinWires: Key FlashSystem wins highlighted bi-weekly.

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 6
 IBM FlashSystem Enablement & Education
2016 TopGun training schedule FlashSystem Bi-Weekly Webinar Series

FlashSystem Certification for IBM and One time registration for 2016 - Register here
Business Partners
Sample of Recent Replays:
Test C9020-465: IBM FlashSystem Technica
l Solutions V1
FlashSystem A9000 & A9000R
Sales Overview
Test includes questions on: Technical Overview
Overview of Products Competitve Overview
Gather Customer Requirements Understanding benefits of Vmware vVols
System and Advanced Functions Knowledge Spectrum Strorage w/ FlashSystem
Value Proposition VMware / Flash Flip Tool
Solution Design FlashSystem and Deduplication: Debunking the FUD
Basic Implementation Oracle VDBench to Implement IDC AFA Testing Guidelines
Flashonomics: A fresh look at TCONow!
How an AWR Analysis can be leveraged

Link to all replays: IBMers | PW

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 2016 Marketing Calendar Events with Storage Participation
1Q16 2Q16 3Q16
4Q16

PWLC Sibos
15-18 Feb 26 29 Sept
World Retail C 2016
2016 CeBit
ongress Geneva, S
Orlando, FL March 14-18, 2016 12 -14 April 2016
FMS, 8K+
2K+ Hannover, Dubai Cisco LiveJuly 16-18 Aug
Germany 10 14, 2016 IBM Insig
1.4K+ 2015 Santa
300K+ Las Vegas ht
Clara
26K 4.5K+ TBD Supercomputing
IBM InterConnec
Las Vegas TBD, 2016
t
February 21-25, VMWorld US 12K+ Salt Lake City
2016 Las Vegas Cisco Partner RedHat SummitJune August 28 - 10K+
12K+ Summit 28 July 1, 2016 September 1, 2016
Feb 29 Mar 3, 2016 San Francisco Las Vegas
San Diego, CA Oracle OpenWorld
4K 20K+
TBD TBD
NRF 2016 San Francisco Gartner Data Center
(Retail) Flash 60K+ , Infrastructure &
January 17- HIMSS 16 Open Stack Su Operations Manageme
IBM Edge
20, 2016 Feb 29 Mar 4, 2016 mmit nt Conference
Sep 19 22,
NYC 25 29 April,
Las Vegas 2016 TBD
27K+ 2016
38K+ Las Vegas Las Vegas
Austin, TX
6K+ .5K
IBM Corporation 2016 TBD IBM & IBM Business Partner Use Only FlashSystem | 8
FindIT
Watch client reference
videos & demos
Listen to elevator pitches
Download presentations and
one-sheets
Get tips, tricks, and expert
advice
Link to education and tools

IBM Internal:
https://findit.cloud.dst.ibm.com/
Business Partners:
http://findit01.atl.edst.ibm.com

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 9
 Conversations

IBM Internal Link

Business Partners Link

Conversations, Plays & Tactics

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IBM Digital Content Marketing

Web content syndication automatically updates Business Partner

websites with the latest collateral

You choose the content you want to receive.

The IBM Storage Solutions set of syndicated pages has been totally
refreshed with up-to date content for IBM Storwize Family, Spectrum
Storage, FlashSystem Storage, XIV Storage System, Tape Storage and the
DS8000 Series.
Content syndication is easy to use and its free.
The content is delivered automatically to your website in 12
languages.
The system includes built in lead response forms so you can track,
analyze and manage leads. All leads are sent directly to you.
Getting started is easy. Sign up here to start syndicating today

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 11
 IBM FlashSystem - videos on YouTube (excerpt only)
More about FlashSystem on these YouTube channels - click here:
IBM FlashSystem & IBM FlashSystem customer references

ValueProp & Solution Videos: Client Reference Videos:

Whiteboarding/Animation Videos:

IBM FlashSystem Family is driving Elastic Flash: Enhancing software Royal Caribbean Cruises Ltd. Coca-Cola Bottling Co. Consolidated
a shift in enterprise storage defined storage with IBM FlashSystem speeds ahead with IBM FlashSystem maximizes performance w/IBM FlashSystem The Beauty of IBM Flash - New Version IBM FlashSystem for Charles, the CEO

IBM FlashSystem V9000 combines IBM FlashSystem 900: All-flash Paddy Power wins big w/IBM FlashSystem Haga Hospital improves patient care
all-flash enterprise storage with enterprise storage that lifts your with IBM FlashSystem
industry-leading performance business to new heights IBM FlashSystem for John, the Database Owner IBM FlashSystem for Tony, the Operations Manager

IBM FlashCore Technology keeps IBM FlashSystem Identity Insight IP Only- leading Service Provider get 100x Interconnect meeting customers with IBM FlashSystem for Tim, the Application Owner
you ahead of the storage game Faster Analytics with IBM FlashSystem infrastructure services that never fail

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 12
 FlashSystem Qualifying Questions
IBM | PW

FlashSystem Objection Handling

IBM | PW

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem 13
|
Introducing the FlashSystem
Total Cost of Ownership Tool

Customer Steps
1. Answer 5 easy questions
2. See calculated graph/metrics
3. Provides contact information
4. Receives 1 page report

Questions?
Contact: Fahima Zahir

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TCONow! for Flash
No Charge TCO Analysis
Uses Third Party application from
CIOview www.cioview.com
Allows What if analysis showing financial
implications of your environment
Automatically generates a 15-25 page
business case report for upper level
management

IBM Internal Link

Business Partners Link

Contacts:
Roland Tretau
Scott McCready

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IBM Flash Centers of Competency
Flash CoC White Paper
Taking the Mystery out of Flash

List of Flash CoC Resources

8 Global Locations IBM | PW

Flash CoC List of Available Demos

Educate and validate where clients Prepare yourself to win that big account

can gain value from flash solution

Mission includes:
Benchmarks
Consultative assessments at Clients site
POCs (Proof of Concept)
Demos, Workshops, Briefings
Test, Configure, and Measure Flash Solutions
Lab Services Flash Acceleration Program
Data Pattern Analytics initiative

Customers can bring their actual data and run their exact workload on the exact
hardware and software they have in their own data centers.
Jim Surmacewicz, IBM Business Development Executive

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DEMOnstrate the beauty of IBM FlashSystem to
your clients
Access to local demo kit via IBM CTS-trunkbox program
Contact local CTS colleague
aim: for quick demonstrations (1-5 days per client)

Try & Buy program on IBM PartnerWorld

for cases where clients tend to buy the systems
client can test the desired configuration and can keep it after purchase
duration: 60 days

Demo & DEV program for BPs & distributors

get your own Flash demo system
conditions: HW-discount -85%, SW for free, retention period: 6 months
MGF-budget can be used for purchase for Elite Specialty and Specialty BPs

FlashSystem |
Pre-Sales Tools
FLiP = Flash iPerformance Tool Data Reduction Tools Described:
SW-app which will help you to find the IBM i- IBM | PW
jobs running at your clients that would most Comprestimator Tool for V9000:
benefit from IBM FlashSystem technology. Public Link
Get estimated I/O results
Engage Flash CoC for Flash Acceleration Data Reduction Estimator Tool
Program (FAP) or FLiP evaluation. Public Link
IBM | PW

FlashSystem Family Product Photos Diskmagic by IntelliMagic for

High Res Images FlashSystem 900 and V9000
IBM | PW

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 18
Pre-Sales Tools
AWR Analysis
Quick Oracle AWR log analysis to show client
benefits of Flashsystem
Get estimated performance improvement
Engage IBM sellers to get the assessment
results
SQL Analysis
Quick SQL log analysis to show client benefits of
Flashsystem
Get estimated performance improvement
Engage IBM sellers to get the assessment results

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 19
Performance Results

SPC-1 Results

Securities Technology Analysis

Understanding and Using IBM Center (STAC)
FlashSystem 900 SPC-1 Results:
IBM | PW
Description & Summary: IBM | PW
Active SPC-1 Results: Public Link
IBM Power S824L & FlashSystem 900
demolish performance records:
Full Report on Public Link

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem 20
|
IBM System Storage Interoperation Center (SSIC)

Public Link

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 21
Deal Acceleration Resources

IBM Internal Link

Business Partners Lin
k

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Virtual Tour of IBM FlashSystem & Product Guide
IBM Interactive Product Catalog
App store on ipad/iphones
Play store on android devices
For desktop: Public link
IBM System Storage Product Guide
PDF Document with links to Data
Sheets and Product Details
Public link

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 23
 Utilize the latest collateral
Flash Array Deployment for DUMMIES
public link (PDF)

Giveaway for clients

To order print copies, send an email to the publisher
Contact: Susan Blessing, Wiley Publications, sblessin@wiley.com
and they will extend the IBM pricing to you. Booklet can only be
ordered as is no customization. The more you order, the lower the
price.
Pricing: 500 units - $4.75 each; 1000 units - $3.75 each; 2500 units -
$3.00 each

Why IBM FlashSystem? At a glance

12-page BP Sales Brochure
IBM | PW

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 IBM FlashSystem Competitive Resources

IBM Sells More All-Flash Storage in

2014 Than Any Other Competitor
IBM Extends FlashSystem Storage Leadership With Most
Petabytes and Units of All-Flash Storage Delivered
US-press release: May 11th 2015

COMP competitive insights & resources on IBM

PartnerWorld
Gartners Competitive Profiles: IBM | PW

Subscribe to our Competitive Updates newsletters and invitations for Compete Break Calls

... to be notified by email, subscribe here: IBM Business Partners

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 25
 Key conversations to have about IBM FlashSystem
Conversation Starters
The Five Identifying Problem Questions (CFO,
CIO, DBA)
Are you achieving your performance targets?
What is your biggest performance problem?
Would you like to increase scale and performance while
minimizing administration costs?
Would you be interested in discussing how to consolidate
application hardware and licensing?
Would a significant reduction in power and physical
footprint be of interest to you?
(more in Qualifying Questions document: see slide 15)
Opportunity
Identification/Progression
The Five Identifying Opportunities Questions
(CEO, CFO, CIO, LOB, Application Manager)
How would your customers (or users) benefit from faster
response times?
Would decreasing batch process times help your business
scale?
How would faster reporting impact your decision-making
processes?
IBM Corporation 2016 IBM & IBM Business Partner Use Only
Are your customers (or users) happy with the performance
Value Propositions against
Competition
Top 5 Reasons Why IBM FlashSystem is the
Leader
IBM MicroLatency performance with 90s (write) and 155s
(read)
IBM FlashCore enhances endurance 9x over an industry
standard MLC implementation
IBM is Ranked #1 by Gartner as the worldwide market leader
in Flash Storage Solid State Arrays (Gartner, May 11, 2015)
IBM press
IBM FlashSystem V9000 has a significantly lower TCO than
Tier 1 disk while offering a full suite of
software-defined storage features and capabilities
FlashSystem Tier 1 / compression guarantee
Key Enablement
Education, Customer Material
13 IBM Flash Centers of Competency PW
Free Performance assessments / Data Pattern Analytics with
95% close rate
FlashSystem | 26
BP Education
 Top Five Ways to Earn More Margin with IBM FlashSystem
1) The IBM Minimum Margin Program is designed to provide IBM Business Partners with 19 points of
minimum margin on IBM FlashSystem opportunities, even in competitive opportunities.*

Minimum Margin 2) Take advantage of valuable IBM Business Partner Incentives:

Earn an 8% rebate from Competitive Market Rewards on approved competitive commercial
Rebates | Additional accounts or 8% margin for public sector accounts for Storage Specialty and Specialty Elite Business
Partners,
Margin Opportunities OR with Solution Accelerator sell IBM FlashSystem with Passport Advantage Software and earn a
5% channel rebate on IBM FlashSystem hardware billed revenue, 15% on software when sold
together (Bonus available on select bundles).
Trade In Program Earn 10% additional margin on the FlashSystem V9000 VersaStack converged infrastructure
solution until June 30, 2016.
3) Improve the value of an opportunity for your customer with the IBM Trade In Program. Trade in Violin,
Post Sale Migration EMC Xtreme IO, Pure Storage, IBM or other competitive disk offerings for IBM FlashSystem and IBM will
Funding pay your customer. A recent competitive displacement of Violin 6232 for IBM FlashSystem earned a
customer a $16,000 trade-in credit!
4) Leverage IBM Post Sale Migration funding to migrate your customers from competitive storage. IBM will
Distributors Unique fund 6% (max) of net field financial revenue for migration services performed by Storage Specialty and
Incentives Specialty Elite Business Partners or for work performed by IBM Lab Services.
5) IBM Authorized Distributors offer unique incentives and programs for IBM FlashSystem. Ask your
Distributor for more details.

For more information contact your Storage Partner Representative or Chris Winters, IBM North America
Channel Sales Leader for FlashSystem & VersaStack at cwinters@us.ibm.com.

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 27
4Q Sales play/promotion
summary Incentives
Flash Out EMC, Early
No Payments till 2017 with no interest Turn the up- Adopter (Pick 2)
- Free data migration (up to 5 days)
front costs of your customers flash storage infrastructure - Free installation services (up to 5
solution into affordable monthly payments starting in 2017. days)
Storwize deals may only chose one
Available for Storwize V5030F, Storwize V7000F, FlashSystem of the above Lab Services
900, V9000 or A9000/A9000R.
- Free 24 month / 0% financing
Flash Out EMC Program: Target existing EMC customers, (where applicable)
- 70% discount
look to sell Storwize V5030F, Storwize V7000F, FlashSystem
900, V9000 or A9000/A9000R Flash 5Star XIV (Pick 2)
- Free data migration (up to 5 days)
Flash 5Star XIV Program: focus on customers with older - Free installation services (up to 5
days)
XIV installations, look to sell either combo XIV/A9000, Storwize deals may only chose one
Storwize V5030F, Storwize V7000F, FlashSystem 900, V9000 of the above Lab Services

or A9000/A9000R or XIV 314 solution - Free 24 month / 0% financing

- 70% discount on 900/V9000
Early Adopter Program: focus on customers who has
FS710/720, FS820/840 with Storwize V5030F, Storwize
V7000F, FlashSystem 900, V9000 or A9000/A9000R

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 28
 Client Collateral and Tools
Website: ibm.com/storage/flash/

Product & Solutions Pages

Resources: ibm.com/storage/flash/resources
Compression Estimator Tool:
http://www-304.ibm.com/webapp/set2/sas/f/comprestimator/ho
me.html
Workload Estimator Tool:
http://www.ibm.com/systems/support/tools/estimator
Energy Estimator Tool:
http://www.ibm.com/systems/support/tools/estimator/energy .

Twitter: #FlashSystem, #IBMFlash, #FlashRealized

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 29
Sales & Marketing Kits

FlashSystem Sales Enablement Team

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 30
Overview of this Kit and Campaign Sample
FlashSystem Sales and Marketing Kit is intended to aid both Sales
and Marketing in identifying FlashSystem opportunities and
progressing those opportunities into closed deals within the vertical
segment of Healthcare.
FlashSystem in Healthcare Resource Kit / Playbook IBM | PW

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So what is in it?

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 32
What can I show off to my client?

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 33
Sample sales and marketing campaign

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 34
 I want help for my Flash Healthcare campaign
Patty Crowell
WW Channel Sales Enablement
patty.crowell@us.ibm.com

Arvind Gupta
WW Flash Sales Enablement Demand Gen/Opp Identification
guptaarv@us.ibm.com

Nathalie Bickley
Manager, FlashSystem Sales Enablement
nbickley@us.ibm.com

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 35
 Additional kits follow the same format
Provide targeted assets

Application
Acceleration:
IBM | PW

Financial
Services:
IBM | PW

Healthcare:
IBM | PW

FlashSystem
Family:
IBM | PW

Telecomm, Media &

Entertainment
Available in Q3

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 36
Thank You

Dont Forget to Visit Flash Essentials

IBM | BP

IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 37